The Selling Show

066: Facilitated Leadership with Eddie Turner

Eddie is a C-Suite Network Advisor, a professional speaker and a national media commentator who holds international certifications as a trainer, facilitator, and coach. He is an alumnus of Northwestern University where he studied Leadership and Organization Behavior and of the John F. Kennedy School of Government at Harvard University where he completed the "Art and Practice of Leadership Development" executive education program. Eddie is a member of the global network of Harvard educated Adaptive Leadership practitioners in the Adaptive Leadership Network.

Eddie and David discuss his path of escaping the IT typecast, developing emerging leaders, the benefits of facilitation, and debunking the myths of imposter syndrome. Eddie also shares how he brought together the content for his book, "140 Simple Messages to Guide Emerging Leaders".

In This Episode, You'll Learn…

• Eddie's backstory
• From developing C-level leaders to emerging leaders
• The myths of 'imposter syndrome'
• The magic of facilitation
• Increasing impact in less time
• Putting together the 140 Simple Messages to Guide Emerging Leaders
• Sorting through the noise on social
• Marketing directly to corporations or via associations

Links and Resources Mentioned in This Episode

• Eddie's Website
• Get Eddie's book: "140 Simple Messages to Guide Emerging Leaders"

065: Negotiating for Speakers with Theresa French

In this episode, David and Theresa hand deliver you a cheat sheet to negotiating for your business and steer you away from tactics that can hurt your business and get you stuck in the low-level chase from gig to gig.

In This Episode, You'll Learn…

• Negotiating vs. Bargaining
• Negotiating does not mean less
• Negotiating up and negotiating down
• Make an upsell menu
• …and what else?
• Diagnosis, prescription, treatment, and outcome
• Everything has a value

Links and Resources Mentioned in This Episode

• Book a call with Do It! Marketing

064: Keynote Mastery with Eric Chester

Eric Chester is a trusted source in the global dialogue on employee engagement, workplace culture, and the emerging generation. And he isn't some Johnny-Come-Lately to this important conversation. Since 1986, Eric's been in the trenches researching, studying, speaking and writing about these topics.

Eric joins David in discussing the do's and don'ts of keynote presentations. A must listen for those who are aspiring keynote presenters or are just looking for ways to refresh your presentation!

In This Episode, You'll Learn…

• The problem with keynotes
• What to do when starting a keynote from scratch
• What is a keynote?
• Timing your presentation
• 'Auditioning' your content
• Conducting research on determining content
• Customizing your content
• Avoiding fluff in your presentation
• To use or not use slides?

Links and Resources Mentioned in This Episode

• Eric's Website

063: Standing Out Online with Kate Paine

Kate Paine has a knack for finding and extracting a unique personal story out of you, whether you think you have one or not! Kate talks with David about how she finds your personal story, what a personal brand really is, and gives us a few tips on increasing visibility online, especially with LinkedIn!

In This Episode, You'll Learn…

• Kate's career beginnings
• Oversights and mistakes people make with their online presence
• 'The Interview': How Kate finds your personal story
• 3 Building Blocks to boost your online presence
• Two things you should have on your LinkedIn profile
• Utilizing LinkedIn features
• Things to know about your personal brand

Links and Resources Mentioned in This Episode

• Kate's LinkedIn Profile
• Kate's Website

062: Niche Domination with Alan Berg

Alan Berg, CSP, chats with David on how he found success through dominating the wedding business niche and the its sub niches. Alan tells us why promoting yourself as an expert of specificity can really open more doors than that of a generalist.

In This Episode, You'll Learn…

• How Alan got into the wedding industry
• Why he chose to narrow his business down to the wedding industry
• Leaving behind your previous industry
• Finding your niche
• Watch, do, then teach
• Finding and marketing your sub-niches
• The impact of international testimonials

Links and Resources Mentioned in This Episode

• Alan's Website

061: I Wish Someone Had Told Me with Brad Montgomery

Brad teaches people how to use happiness to boost productivity, creativity, innovation & profits. He turns typical meetings into transformational events using, the power of happiness. Oh, and he's pretty funny. Brad has transformed audiences in all 50 states and on four continents. His clients include Microsoft, Verizon, the FBI (yes, that FBI) the CIA (yes, that CIA) and the IRS (where he withheld 30% of his best strategies.) Brad specializes in using humor, interactivity, sound, music and visuals to ignite audiences so that they can use happiness as a tool to improve their lives and their jobs.

In this episode, Brad tells David some of the many things he wishes he had done differently with his business. From investing in marketing to accepting help sooner, even down to whether or not he should've gotten an office!

In This Episode, You'll Learn…

• Brad's beginnings
• His transition from magician to speaker
• Why he wishes he invested more in marketing
• Having a protective ego
• The cringe factor
• Allowing yourself to accept help
• The benefits of trading peer reviews
• To have an office or home office?
• Peer pressure at NSA
• Know the game you're playing

Links and Resources Mentioned in This Episode

• Brad's Website

060: The Future of Conferences with Sarah Michel

Sarah is the 'Wonder Woman of Networking" at Velvet Chainsaw Consulting. She helps clients weave in peer-to-peer interactions throughout the conference experience, designing receptions and facilitating sessions, and helps clients deliver in their networking promise!

Sarah shares what she sees is the cause of casualties in annual conferences, what the speaker's role is in enhancing a conference experience, and what to expect in millennial attendance.

In This Episode, You'll Learn…

• How Velvet Chainsaw got its name
• Sarah's role in Velvet Chainsaw
• What 'Connexity' is
• Creating plan serendipity
• Adding more experiential elements to your event
• 5 things that kill annual conferences

Links and Resources Mentioned in This Episode

• Velvet Chainsaw Website
• Brain Candy References

059: Build Your Consulting Business with David A. Fields

David A. Fields started his career in marketing for GlaxoSmithKline before jumping into consulting at a boutique firm. David then co-founded Ascendant Consulting where he developed his "general contractor" model where he focuses on overall quality and relationship management for each project.

David and David dive into the business of consulting and how to be specific yet broad with your expertise. David also gives insight on any professional speaker or expert trying to get into the consulting business.

In This Episode, You'll Learn…

• Shifting from expert to consultant
• Two things that are the core of consulting
• The advantages of having speaking experience when pursuing consulting
• Three things a consultant can do to create value
• How David built his consulting business
• Following the market
• Generalist vs. Specialist
• The Solo Practice Accelerator event
• Transition from corporate to solo
• Inbound and outbound outreach
• Where cold outreach can be effective
• David's favorite premises to initiating conversations with prospects

Links and Resources Mentioned in This Episode

• David's Website
• David's Cool Friends Link

058: Focus Leads to Success with Theresa French

Theresa and David of Do It! Marketing talk about the effectiveness of focus. They discuss why it is better to be specific in your expertise and how a generalist approach could hurt your business.

In This Episode, You'll Learn…

• Having a foundational strategy
• The 'who' question
• Focusing on what you solve
• Why you can't focus on solving multiple types of problems
• Getting specific with your expertise
• Always focus on the problem, then the solution
• I, me, and my – Why this approach is bad
• How focus can be expensive
• The obstacles of specification and focus
• Myths of successful generalists
• The benefits of a free call with Do It! Marketing

Links and Resources Mentioned in This Episode

• Watch the full Facebook Live video

057: Real Deal Book Publishing with Annalisa Parent­­

Annalisa Parent is an accomplished writer with her first poem published at the age of 10. Annalisa went on to graduate from Middlebury College's English Department and Creative Writing program and currently teaches writing across the country.

Annalisa gives us a sneak preview on the process of working with her as an author and her upcoming Business Celebrity Summit event on February 9th! She also shares some tips on successfully publishing a good book.

In This Episode, You'll Learn…

• Getting into publishing
• How she grew the business
• Working with Annalisa as an author
• If you build it, they will come…not really
• What it takes for an author to get a good book published
• How much expertise you should share in your book
• Typical size of a book
• You do not need a book, you need a GOOD book
• Putting together a demo reel prematurely
• Opening the door to people who are right for you
• Build your tribe before building your tent
• Being genuinely present
• The Business Celebrity Summit

Links and Resources Mentioned in This Episode

• Laurel Elite Books
• Annalisa's Website