The Business Warrior Within

Host: Andy Olen
Podcast: The Business Warrior Within

We have all heard the phrase, “Time is money.” But in a negotiation, time can be much more than a cost; it can be a valuable asset to trade.

In this episode of The Business Warrior Within, Andy Olen explores how sales professionals, business leaders, entrepreneurs, and negotiators can use time to create value, improve predictability, accelerate decisions, and build better outcomes for everyone involved.

Drawing from recent client negotiations and his Yes, If cooperative negotiation framework, Andy shares practical examples of using timing as part of a value-for-value trade. These strategies include offering incentives when multiple agreements are signed together, creating time-bound pricing options, prioritizing customers who make longer-term commitments, and exchanging modest concessions for greater certainty.

Andy also explains why certainty matters so much in business. Delayed contracts can create calendar conflicts, disrupt resource planning, increase operational variability, and make forecasting more difficult. A timely commitment, by contrast, can improve cash flow, protect capacity, reduce uncertainty, and allow both the customer and the provider to plan more effectively.

The episode reinforces the core philosophy behind Yes, If Negotiations:

“Yes, I can do this for you, if you can do that for me.”

Rather than automatically saying yes and giving away value, or saying no and creating unnecessary conflict, the Yes, If approach encourages negotiators to prepare thoughtful trades and exchange value for value. Time can become one of the most useful and overlooked assets in that trading portfolio.

Time is a negotiable asset. Price, volume, service, product scope, and contract terms are not the only variables available in a negotiation. The timing of a decision, signature, implementation, delivery, or long-term commitment can also create meaningful value.

Trade discounts for certainty—not simply because a customer asks. If a customer requests a lower price, consider connecting the concession to an accelerated commitment: “Yes, I can provide that pricing if we finalize the agreement by this date.”

Use timing to connect multiple opportunities. When a customer is considering two related projects, offering additional value in exchange for signing both agreements simultaneously may improve efficiency and create greater certainty for both parties.

Consider time-based pricing in proposals and statements of work. An earlier commitment may receive preferred pricing, while a later commitment may carry a higher investment because availability becomes less certain and the opportunity cost of holding capacity increases.

A verbal commitment is not the same as a signed agreement. Holding dates without a completed contract can create uncertainty, limit other business opportunities, and complicate professional and personal planning.

Capacity has value. Every professional and organization has a limited number of hours, resources, and “calories” to deploy. Customers who make larger or longer-term commitments may justify greater access, deeper customization, priority scheduling, or more favorable economics.

Long-term partnerships can create value for both sides. Predictable client relationships allow providers to develop deeper knowledge, deliver stronger insights, plan resources more effectively, and potentially offer better value to customers.

Prepare trades before entering the negotiation. Anticipate requests involving price, rebates, shipping, customization, additional services, implementation support, or other concessions. Then identify what you would want in exchange—including faster decisions, greater volume, longer commitments, expanded product adoption, or improved payment terms.

Certainty supports healthy cash flow. For entrepreneurs and small businesses, the timing of signed contracts and incoming revenue can materially affect resource allocation, investment decisions, and financial stability.

Reducing variability creates business value. When organizations can more accurately predict demand, production, capacity, implementation timing, and revenue, they can operate more efficiently and avoid the costs associated with overproduction, underproduction, unused capacity, or delayed delivery.

Many people enter negotiations feeling anxiety, fearing conflict, or worrying about losing the deal. That discomfort can cause negotiators to lower their opening position, concede too quickly, or give away value without receiving anything in return.

The Yes, If approach replaces confrontation with cooperation:

“Yes, I can provide a lower price, if you can commit to greater volume.”

“Yes, I can include additional services, if we expand the scope of the agreement.”

“Yes, I can provide preferred pricing, if we finalize the agreement by this date.”

The objective is not to defeat the other side. It is to build thoughtful trades that create a triple-win outcome:

A win for you

A win for your organization

A win for your customer

As you prepare for your next negotiation, ask yourself:

How valuable is an earlier decision or signed agreement?

Would greater timing certainty justify a pricing concession or additional value?

Can multiple opportunities be combined or sequenced to benefit both sides?

What is the cost of holding capacity without a signed commitment?

How could a longer-term agreement improve planning, service, or customer outcomes?

What timing-related risks or opportunities matter most to the customer?

What can you trade in exchange for speed, certainty, predictability, or commitment?

“Time becomes a critical asset in running a successful business because it reduces variability. If variability is one of the greatest costs to a business, how you negotiate with time can become a powerful business enabler.”

Before your next negotiation, add time to your list of potential trades.

Think beyond price. Consider decision dates, contract timing, implementation schedules, delivery priorities, capacity commitments, contract duration, and long-term predictability. Then prepare your Yes, If response:

“Yes, I can do this for you, if you can do that for me.”

Use time thoughtfully. Trade value for value. Work cooperatively with your customer—and pursue an outcome that benefits you, your organization, and the customer.

Thanks for listening to The Business Warrior Within podcast. Keep building your negotiation skills, keep creating value, and keep pursuing the triple win.

Episode Summary
In this episode, Andy introduces his new digital course, the SuperPower Discovery Engine, his step-by-step system to help you identify, monetize, and scale what you already do exceptionally well.

Drawing on 17+ years in corporate leadership and 7 years building a multimillion-dollar solopreneur business, Andy breaks down how to turn your patterns of excellence into real income and career freedom.

The solution: Build Plan B before Plan A fails

Get access here: https://stan.store/andyolen

Episode: Executive Presence and Influence

Executive presence isn’t about perfect slides or polished words; it’s about the feeling you leave behind. In this episode, Andy Olen reframes executive presence as executive influence, sharing how leaders at every level can build trust, inspire belief, and move agendas forward.

You’ll learn:

- Why executive presence is felt more than heard and how that shapes your personal brand
- How influence works up, down, and across an organization
- The role of authenticity, consistency, and predictability in building trust
- Practical structures that boost presence, including the Rule of Three and storytelling
- A real-world story from Andy’s Abbott Vascular experience that shows executive presence in action

Drawing on leadership experience, boardroom lessons, and insights echoed by Forbes, Andy offers simple, actionable ways to strengthen your presence and your impact, starting today.

Key takeaway: Executive presence is how you make people feel, and executive influence is what that feeling makes possible.

Podcast Show Notes: "Strengths Diversity - A Winning Approach"

Host: Andy Olen

Episode Overview:
In this episode of The Business Warrior Within, host Andy Olen dives into the concept of Strengths Diversity as a strategy for building high-functioning, successful teams. Drawing on his personal experience and insights from CliftonStrengths, Andy explains how leveraging diverse strengths across a team can lead to exponential success. He explores how managers can harness the power of strengths-based leadership to maximize their team's productivity and happiness, while fostering an environment where individuals are empowered to focus on their strengths.

Andy reflects on his journey with strengths-based management, starting with Marcus Buckingham's influential book First, Break All The Rules, and how it laid the foundation for his approach to leadership. He emphasizes the importance of matching individuals with tasks that leverage their unique strengths. He shares practical examples of how a strengths-diverse team can outperform by leveraging each person's core capabilities.

Whether you're an individual contributor or a manager, this episode offers actionable insights on how to recognize, utilize, and develop your strengths to achieve higher performance and satisfaction in your work.

Key Takeaways:

Strengths-Based Leadership: The foundation of building high-performing teams is understanding and utilizing the unique strengths of each team member. When people focus on what they’re naturally good at, they’re happier, more productive, and more successful.

Diverse Strengths = High Performance: Strengths diversity, where each team member excels in different areas (e.g., relationship building, strategic thinking, executing), creates a synergistic environment that enhances team output.

Self-Awareness is Key: Knowing your strengths, as assessed through tools like CliftonStrengths, is crucial. It allows you to take ownership of your contributions and communicate effectively about the tasks and roles in which you excel.

Maximizing Talent: As a manager, understanding your team’s strengths lets you assign tasks more effectively, ensuring that everyone is working on what energizes them. This leads to better performance and greater job satisfaction.

Delegating What You’re Not Good At: Embrace tools or delegate tasks that fall outside your strengths. For example, Andy shares his strategy of using Calendly to outsource scheduling, allowing him to focus on higher-value tasks.

Practical Application: As a leader, cultivating a strengths-based approach in your team will result in not only greater success but also happier employees. When you focus on developing your team's strengths, you’re more likely to achieve long-term success.

Discussion Points:

The evolution of strengths-based leadership from First, Break All The Rules to CliftonStrengths

How to identify and utilize your strengths and the strengths of your team members

The importance of strengths-based management in fostering team success

How to create a strengths-diverse team that maximizes each individual’s potential

Resources Mentioned:

First, Break All The Rules by Marcus Buckingham

CliftonStrengths Assessment (StrengthsFinder)

Contact Information:

Andy Olen: [email protected]

Website: andyolen.com

Call to Action:
If you're interested in learning more about strengths-based leadership or would like one-on-one coaching to improve your team's performance, reach out to Andy Olen at [email protected]. Also, consider taking the CliftonStrengths assessment if you haven’t already—it’s a game-changer in understanding your unique strengths!

Closing Thoughts:
Remember, business warriors, focusing on your strengths and those of your team is the path to achieving exceptional results. Go out there and crush it by playing to your strengths and building a team that does the same!

Tune in soon for more insights on leadership, growth, and high-performance teams on the Business Warrior Within podcast!

The Business Warrior Within: Breaking into Medical Device Sales

Episode Summary:
So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success.

Key Takeaways from This Episode:

🔹 The Unique Challenge of Medical Device Sales

Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways.

Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians.

🔹 Andy's Journey in Medical Device Sales

Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens.

Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players.

🔹 How to Break into the Medical Device Industry
1️⃣ Find Your Passion Within Healthcare

Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc.

Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker).

2️⃣ Identify the Right Companies

Large companies provide structured training and career paths.

Startups offer faster growth but require more self-sufficiency.

Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points.

3️⃣ Network with Industry Professionals

Use LinkedIn to find regional sales managers and reps in your area.

Reach out for informational interviews—ask for advice, not a job.

Learn from their career paths and let them guide you to opportunities.

🔹 The Mindset for Success in Medical Sales

Be strategic in selecting a company that aligns with your career goals.

Understand the industry's demands—hard work, resilience, and constant learning.

Focus on communication, connection, and cooperation to earn the trust of medical professionals.

Final Thoughts:
Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry.

📩 Connect with Andy Olen:

Website: andyolen.com

LinkedIn: Andy Olen on LinkedIn

Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales

🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world!

🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

Published on: March 3, 2025

Duration: 22 minutes Video

Overview:

In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including:

Key Points Reviewed

Additional Insights:

Conclusion:

Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals.

His personal anecdotes and substantial career achievements add depth and relatability to the advice shared.

📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want

📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry

Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California.

Main Topics Discussed:

Connect with Joanna:

Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!

Joe McClung: How to Get Hired in Healthcare - Grit & Growth Mindset On the List

Executive Summary: In this compelling episode of The Business Warrior Within, host Andy Olen welcomes Joe McClung, the President of Floodgate Medical, a leader in talent services for the medical device industry. Joe shares his journey from medical device sales and leadership to talent management, highlighting his experience in the field and insights into building successful teams and careers in medical devices. Joe emphasizes the importance of good listening, grit, intellectual curiosity, and a growth mindset—both for sales professionals and the companies seeking them. This episode provides practical advice for breaking into the medical device industry, advancing to leadership roles, and navigating the hiring process with a talent-focused perspective. 

Main Topics Discussed:

Connect with Joe McClung and Floodgate Medical:

Tune in for inspiring insights from Joe McClung on talent recruiting, career growth, and making an impact in the med device industry!

The Business Warrior Within: A Leadership Story: Sensient CEO Paul Manning

Summary:
In this engaging episode of The Business Warrior Within podcast, host Andy Olen welcomes Paul Manning, the CEO of Sensient Technologies. Paul shares his remarkable career journey, from his time at Stanford University and the Kellogg School of Management to his roles in the U.S. Navy and corporate world. He discusses his leadership experiences at Sensient, where he has driven the company to become a global leader in specialty ingredients. The episode also delves into Paul's personal reflections, professional philosophies, and insights on leadership, culture, and business growth.

Topics Discussed:

Leadership and Culture:

- Importance of defining and maintaining a strong company culture.
- Sensient's four cultural pillars are integrity, Professionalism, Safety, and Customer Focus.
- The impact of culture on business integration and acquisitions.

Military Experience:
- Leadership lessons from the Navy.
- Early responsibilities and the value of making mistakes.

Business Strategy and Operations:
- Sensient's approach to acquisitions and integration.
- Emphasis on finding a way to say "yes" to customers.
- Simplifying communication for effective leadership.

Personal Insights:
- Balancing professional and personal life.
- Maintaining a weekly cadence of one-on-one meetings with direct reports is important.
- Strategies for recharging and staying motivated.

Future of Sensient Technologies:
- Optimistic outlook on sustainable and profitable growth.
- Long-term strategic goals and the importance of consistency.

Advice for Aspiring Leaders:
- Taking advantage of opportunities and being willing to tackle challenging tasks.
- Importance of flexibility and readiness to seize career windows.

Tune in to hear Paul's inspiring journey and gain valuable insights into leadership, culture, and business strategy from a seasoned executive.

In this engaging episode of The Business Warrior Within, we welcome Tim Riesterer, the Chief Strategy Officer at Corporate Visions, for a free-ranging chat about sales and marketing strategies that drive growth and transform customer conversations.

Tim shares insights on the power of storytelling in sales, addressing status quo bias and the importance of personalized value conversations.

Tune into this episode to learn how to turn up and deploy Gobs of Contrast to overcome the customer’s status quo.

Hot Topics Discussed on This Episode

Importance of Salesperson's Role

Human vs AI in Sales

Company & Customer Storytelling

Status Quo Bias in Sales

Gobs of Contrast

Challenging the Status Quo

Leveraging Status Quo as the Incumbent

When to Visit Wisconsin

Tim's LinkedIn Profile: https://www.linkedin.com/in/tim-riesterer/
Tim's Books on Amazon.com: LINK HERE