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What is the secret to being successful in sales? There would probably be many different answers to that question, and many people will claim to have it all figured out. In today's competitive business environment, you can't be satisfied with the status quo. Your sales strategy must be updated and ever-evolving to keep up with your competition. Today's show will give you valuable tips on how to do it right!

Jill Harrington is a sales expert. She's the president of Sales Shift and the author of Uncommon Sense: Shift Your Thinking, Take New Action, Boost Your Sales. She's here to give us insights into how YOU can compete in today's business market.

What you'll hear in this episode:

• Salespeople today: doing the wrong things for the wrong reasons
• The biggest issue in sales today: the Blind Spot
• Why 90% of senior executives say the meetings they have with salespeople are unproductive and a waste of time
• Why it takes more effort today to be more effective in selling
• There is a huge difference between being a telemarketer and a sales professional
• The encouragement to salespeople to NOT give way on their price
• Why you need to be the most relevant in the customer's eyes. Period.
• Learning to embrace the word NO--- A refusal is NOT a rejection
• How to engage the client, follow up, and convert the NO to a YES in the future,
• 4% of buyers appreciate persistence and 70% find it irritating (It's all about HOW you persist!)
• Why smart salespeople do NOT treat everyone as equal
• Jill explains "The Blind Spot: (doing what you THINK is working) and sales management shortcomings
• How buyers and businesses evolve---Who is our VIP?
• How to incentivize your salespeople and "Find the WHY behind the WHAT"

Resources:

www.salesshift.ca

Find Jill on Twitter, Linked In, and Facebook

Millennials often get criticized for many of the current circumstances they are experiencing as a generation. While statistics have shifted since baby boomers, it is difficult to comprehend all of these changes from both sides without listening and being well informed on the severity of the situation. Jennifer Eckhart is a journalist for FOX news, has worked for ESPN radio, and has received local and national recognition for her work. Not only is she highly regarded in her field, but she is very passionate about millennials, and has proceeded to defy pre-established stereotypes of her generation. Tune into this episode of The 1% Edge with Susan Solovic to acquire more knowledge on the current circumstances for millennial and baby boomers and how we can work together to find a solution.

Show Highlights:

• Countering the idea that millennials are disengaged in their work
• Financial crises that millennial are experiencing
• Working and going to college
• Millennials are driven by passion
• Educating students on finances and saving for retirement
• The difficulties of saving when living paycheck to paycheck
• The age of Donald Trump
• The importance of learning to listen
• Millennials who are making a difference
• Becoming a kinder country
• The importance of being financially dependent for yourself

Resources:

Twitter: @Jennifereckhart

Instagram: @Jennifereckhart

The crisis of disengagement by Andrew Sherman:

Do you ever look at the world around you and wonder what is going on? It seems that no one can agree with anyone else--take Washington, DC for instance! A business can implode on itself simply because people can't agree. How can you protect your business?

My guest today, Bob Burg, has written several books with John David Mann called the Go-Giver series. Previous books in the series include The Go-Giver, Go-Givers Sell More, and The Go-Giver Leader. The latest book is The Go-Giver Influencer: A Little Story About a Most Persuasive Idea. The books feature a unique format of storytelling as parables, which connect with people and get the point across in a meaningful way.

What you'll hear in this episode:

• The focus on influence in the latest book when it drills deep to define "influence" as "the ability to move a person to desired action"
• Bob explains some of the fascinating characters in the book
• Important questions asked of one character: "What do you want? What do you love?"
• The roles of mentors in the book, including a retired judge and a coach
• The "winning strategy" for getting on track
• What it means to "master your emotions"
• One character's advice: "Step into another's shoes" (Why this is so hard to do!)
• The value of asking questions and listening--NOT with your ears
• • You'll be more knowledgeable
  • The other person will feel listened to and understood
• Why compromise is defined as "when nobody really gets what they want"
• Specific tips and advice from the book:
• • Influencing others is PULLING, not PUSHING
  • Influence without benevolence becomes manipulation
  • Value collaboration over compromise and persuasion over manipulation
  • Set the frame and be ready to reset
  • Communicate with tact (the language of strength) and empathy
  • Let go of "having to be right"

Resources:

www.thegogiver.com

Find Bob on Facebook and Twitter

What does it take to stay competitive and relevant in the world of business? Today's show will reveal some of the secrets of someone who is "figuring it out." She has insights to help your business not achieve the "status quo," but to achieve "status grow."

Rana Florida is the author of Upgrade and the CEO of The Creative Class Group. She has worked with major brands like IBM, Disney, Cirque Du Soleil, and Zappos. Let's find out more!

What you'll hear in this episode:

• Before the book, when Rana was miserable in the grind and not happy with what she was doing
• How she took a risk and regained control of her time and schedule while leading her business into a revenue model that has proved successful
• How she launched a business advice column with the Huffington Post, Your Start-Up LIfe, learning from entrepreneurs and celebrities about how they created their success
• She found seven key steps that each person took to find success----and those became her book!
• How the division of labor "works" for her and her husband
• Common themes in the book: Lead by serving and Don't be afraid of failure
• Why it's good to have "stupid ideas" and encourage curiosity and risk
• The fear of failure and risk-taking cause emotional distress and discomfort
• How humans learn through trial and error --just watch a toddler!
• The Creative Class Group: a global advisory services firm based on research and data-driven insights that help with competitiveness and economic growth
• Examples of companies they work with and how they help
• Interesting trends in the world of competitive business:"30% of the workforce create 50% of the wages, but control 70% of discretionary spending and income"
• How to nurture creativity and engagement: "Foster a culture of YES"
• Why business leaders have to let go of some control for the sake of growth
• Key elements of leadership, the right team, and the right partners
• Why diversity is important in creativity and moving an idea forward with different viewpoints and collaboration
• The CCG's work with companies and organizations large and small, each with a custom-tailored project--No cookie-cutter strategies here!
• The need to stay relevant in a rapidly changing market with the key factors of being open and innovative
• How artificial intelligence may change the whole business dynamic and how it's already changing our lives

Resources:

Find Rana's book on Amazon, find her on Twitter, and visit her website: www.ranaflorida.com

Little Bets by Peter Sims

Why are so many of us afraid to simply say what we think? The answer is that we've been told that every word we speak should be politically correct and not be offensive to ANYONE. Today's show introduces you to my friend and mentor who says we shouldn't mince words in speaking the truth, and sometimes--let's face it--the truth hurts. Before you start judging him, please note that he also encourages kindness, gratefulness, good manners, charity, integrity, punctuality, responsible parenting, and a return to other good old-fashioned core values.

Larry Winget is a NY Times bestselling author, six times over. He is a TV personality, social commentator, and internationally-acclaimed motivational speaker. His books say it like it is, and you can see that by the titles: Shut Up, Stop Whining & Get a Life, You're Broke Because You Want To Be, It's Called Work for a Reason!, Your Kids Are Your Own Fault and Grow a Pair. His latest book is What's Wrong With Damn Near Everything: How the Collapse of Core Values is Destroying Us, and How to Fix It, and was just released in 2017.

Show Highlights:

• Larry's unique brand as a writer and speaker and how he deals with the backlash of NOT being politically correct: "To hell with 'em"
• No matter how nice you try to be in your opinions, SOMEONE will hate you for it, so why try to please everyone??
• Why political correctness is destroying our society
• The premise of Larry's latest book: "The external application of success doesn't work; it's what's inside you. We've lost integrity, work ethic, kindness, appreciation, and responsibility."
• Larry's recent Fox & Friends appearance in which he places the onus on a mother for not parenting her unruly 17-year-old son
• How today's children are being reared with the "participation trophy" mentality, entitlement, and the "prince/princess" mentality
• Why your child will not be valued by society if they haven't been taught to contribute
• The crisis in today's workforce with millennials and how they expect to be treated
• Why millennials need a purpose and look to a job to fulfill them
• How do we work with millennials? It starts with a conversation that business leaders need to have with them, understanding that they are becoming our workforce
• The difference in baby boomers and millennials
• Why good communication and respect will solve many of society's current problems
• Why socialism is NOT the answer and why we need to teach our kids the value of capitalism
• Can we fix what's wrong? (Larry offers his opinion)
• What Larry thinks about President Trump and his tweets

Resources:

www.larrywinget.com

Find Larry on Facebook at Larry Winget Fan Page and at other social media sites

Find Larry's books a www.larrywinget.com

What's Wrong With Damn Near Everything

Shut Up, Stop Whining & Get a Life

You're Broke Because You Want To Be

It's Called Work For A Reason

Your Kids Are Your Own Fault

Grow A Pair

Other books mentioned in the episode:

The Crisis of Disengagement by Andrew Sherman

Win Bigly by Scott Adams

What are employees looking for in compensation packages? Is it really ALL about the money? What we're finding in today's business world is that many employees are looking for a more holistic approach from employers. They want benefits packages that include flexibility, gym memberships, and more than the standard benefits of old. Don't miss our conversation today where we take a look at compensation from businesses large and small.

Kevin D. Monaghan is an expert at helping businesses of all sizes create benefit plans that are the best fit for your employee AND your business. Kevin is the founder of Intuitive Compensation Group, where he not only focuses on retaining key employees, but he also develops buyout strategies and helps manage the dynamics of working in a family business. Join me for advice from Kevin on attracting AND retaining top talent for your company!

What you'll hear in this episode:

• Kevin's job as a production assistant for The Office: "It was a minimum wage job but it was great fun in a great environment."
• Why the biggest mistakes that business leaders make center around the promises they make to employees
• Options for benefit programs:
• • Higher pay
  • Commissions
  • Equity in the company
  • Health insurance
  • Retirement plans
  • Profit/Revenue sharing
  • Leverage bonus plan
• The nuances of family-owned businesses and how to position yourself to hand it off to a family member
• What business owners care most about: control and taxes
• Advanced processes are needed to make tough decisions
• The importance of awareness
• Why some partnerships work and some don't
• What Kevin sees "down the road"---"Phantom equity" as the new #1 compensation package

Resources:

www.intuitivecompensation.com

Find Kevin on Linked In and Facebook: Kevin D. Monaghan

Call Kevin: 877-70-LEARN

I'm so excited to have today's guest on the show! Jill Konrath is a sales expert and a dear friend. Jill's newest book is More Sale, Less Time. The book was written out of Jill's personal struggles to be productive and function at her highest level and quite frankly because she felt like her life was consumed by her work. She set about to get her life back so she could include more than just work in her life.

Jill Konrath's career is defined by her relentless search for fresh sales strategies that actually work in today's business environment. Jill is a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts.

• 70% of emails are attended to in 6 seconds.
• Time management is irrelevant until you deal with distraction management.
• Sales success depends on about piquing the prospect's curiosity right away.
• First thing for each day is to figure out your most important thing to accomplish.
• Turn off all notifications on your computer. Then used planned times to check emails.
• The distractions are your biggest enemy.
• Do you want to run your life or do you want your distractions to run your life?
• Figure out how to maximize every customer interaction.
• Make your pitch customized by talking about how you solve the pain points in their role.
• When your compensation drives new business, you may be neglecting existing clients.

Get Jill's Books on Amazon - More Sales, Less Time

www.jillkonrath.com

Today's business market is a rapidly changing environment, and companies must adapt quickly if they want to thrive. You have to build success into your company and there are very specific steps to do that. Today's guest is Susan Ford Collins, who is an innovation expert!

The Technology of Success is based on the groundbreaking work of Susan Ford Collins who began her career as a young researcher at the National Institutes of Health (NIH). Susan had a radical idea: What more could we learn if we studied healthy, Highly Successful People, not just ill and dysfunctional ones? Are Highly Successful People using skills the rest of us are missing, or misusing? Join us for this enlightening conversation about redefining success!

Show Highlights:

• The 3 essential parts of success
• The importance of completing a project to get the results you want.
• Successful people know how and what to delete
• Success can kill you if you define it as "more, better, faster, and cheaper"
• The importance of creation and developing new ideas plays into success
• Most people are waiting for others to tell them that they are great
• You should take time each day to acknowledge yourself
• We are creatures of habit and we don't really look at our strategies for success
• Tiny changes make a huge difference
• Success and leadership both have 3 gears
• First gear is the basics - practice and feedback are critical
• Second gear is the "more, better, faster" stage where you focus on results
• Third gear is the point where you aren't in charge anymore, so you have to trust others and get out of their way

Susan's Books:

Our Children are Watching

The Joy of Success

Susan's Website - www.technologofsuccess.com

Where you build a business is as important as what type of business you have. Today's guest is an expert on economic development for businesses. Steven Pedigo is the director of the NYUSPS Urban Lab. As an expert and strategist in urban economic development, regional cooperation and placemaking, Steven has developed intelligence and strategies for an array of cities.

Cities are going to become more dense. People will continue to want to live in urban environments. The sharing economy will continue to thrive. People want to stay connected, even in our virtual world. Cities continue to face integration issues and may still be divided along class or race lines. People will always continue to build community no matter where they live. Because of these factors, it's important to make sure you choose a location that is going to support your business and your employee's lifestyle. Let's listen as Steven gives us the data to keep us informed!

Show Highlights:

• Is human capital plentiful? Cities have skill sets so it's critical to understand the talent you will need.
• The clustering effect can foster a business-friendly eco-system in a locale.
• Corporate tax structure is an important consideration.
• Quality of life in your city will play an important role in the recruitment of talent.
• Millennials are very concerned about where they will live from the quality of life perspective. They pick locations before they explore opportunities.
• Cities need to focus on talent attraction, not just company attraction.
• Economic growth doesn't mean equality.
• Cities have to create a fabric of a great community to attract both talent and companies.

Links:

www.sps.nyu.edu/urbanlab

www.creativeclass.com

www.twitter.com/iamstevenpedigo

It's easy to become complacent when things are going well in your business, but that's not the time for you to rest on your laurels. There's no better time to retool your business for future growth and expansion. Don't wait until you start losing customers to focus on fixing your problems.

It can be really difficult to manage your sales force. It can also be a real chore to keep your sales reps motivated and productive. My guest today is Suzanne Paling. Suzanne is the author of The Sales Leader's Problem Solver and she's the brains behind Sales Management Services. She focuses exclusively on managing sales and helping develop those sales leaders within any organization. Listen in to today's episode to find out how to keep your sales team motivated for peak performance.

Show Highlights:

• Motivating high performing sales rep can present more of a challenge then you could imagine.
• Special promotions and incentives can play a role in accelerating the performance of your high performing sales reps.
• The 80/20 Rule for Sales managers
• Learn whether focusing on high performers or low performers will improve company sales significantly.
• You have to hold people accountable, no matter how uncomfortable it is.
• Learn what behaviors need improvement in underperforming sales reps.
• Your CRM is not negotiable - reps must use it.
• High performing sales reps may not make the best sales managers.
• Learn why sales managers don't get trained properly.
• Ways to recruit more reps into the sales force

Resources:

Suzanne's website - salesmanagementservice.com

Suzanne on Twitter - @suzannepaling

Suzanne on LinkedIn - Suzanne Paling

Suzanne Paling - The Sales Leader's Problem Solver