Your Intended Message

By George TorokBusiness Education Self-Improvement How To Marketing

Your Intended Message episodes

May 01, 2025From Radio to Podcasts: Carl Richards
Podcasting vs. Radio: Carl Richards Explains the Big Shift
The Secrets to Sound Bites: Make Your Message Memorable
Episode 255 (Carl is based in Gananoque, Ontario)
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In this conversation, we explore:
The evolution from radio to podcasting—what changed, what remained.
The core differences between scheduled radio and on-demand podcasting.
Why defining your podcast’s purpose is the most important first step.
The myth of instant podcast success and what to expect as a beginner.
Why your podcast will (and should) evolve over time.
How to handle tough or off-topic interview questions with grace.
What makes a podcast guest truly engaging and memorable.
The secret to crafting effective sound bites for reels and audiograms.
Lessons learned from 25 years in broadcasting—and how they apply today.
Why podcasting is the new “book tour” for subject-matter experts.
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About our guest, Carl Richards:
Carl has spent more that 25 years behind the microphone, on radio and on stage, entertaining and influencings audiences worldwide.
He's a 3 time bestselling author, International Speaker, TEDx speaker, emcee and podcast host. He's the founder and CEO of Podcast Solutions Made Simple.
Want help to launch and polish your podcast? Visit PodcastSolutionsMadeSimple.com
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Key Learning Points
Podcasting is on-demand, radio is scheduled
The flexibility of podcasting suits today’s consumer behavior better than traditional radio.
Start your podcast with clarity of purpose
Many beginners skip this—understanding the "why" of your show is foundational.
It’s okay—and smart—to evolve your podcast
Goals can shift, formats can change, and that’s part of the process.
Your first 10 episodes will probably suck—and that’s normal
Skill and confidence develop over time with practice.
There are no rules in podcasting—but there are smart suggestions
Format, length, and style are flexible. The key is knowing your audience and message.
Deflecting tough or irrelevant questions is a skill
You can stay assertive without being aggressive when you don’t have the answer.
Preparation is key—know your host and their style
Doing homework helps avoid surprises and builds trust.
Sound bites need human judgment
Algorithms can’t always pick the best clips. Listen and choose what resonates.
Credibility comes from consistency and authenticity
Be yourself, be present, and bring your best self to the mic.
Podcasting helps subject-matter experts elevate their brand
In today’s world, a podcast may be more relevant than writing a book.
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Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
38 min
April 24, 2025Why Profitable Companies Go Broke: David Safeer
Accounting Myths That Sink Small Businesses
How to Forecast Cash Flow and Stop Guessing
Episode 254 (David is based in Salt Lake City, Utah)
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In this conversation we explore…
Why traditional accounting fails to protect small businesses.
How cash flow differs from accounting and why it matters more.
The danger of relying on profit and loss statements alone.
How to recognize early warning signs of cash trouble.
Why even profitable companies run out of money.
The mindset shift needed to forecast financial stability.
The power of the 13-week cash flow model.
How to calculate and build sufficient cash reserves.
The role of risk in financial planning and survival.
How strategic timing of payments protects your cash.
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About our guest David Safeer:
David has done business in over 40 countries. He restructured a Fortune 100 company from years of losses to profitability in one year.
He is known as the Unconventional Cash Flow Guy.
Improve your cash flow with a free copy of his ebook, "24 Profit Strategies for Business Success" at http://cic60.com/
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Key Learning Points
Accounting ≠ Cash Flow: Accounting reports don’t reflect the cash available.
Cash Flow Conversations Are Rare but Critical: Business owners often focus on revenue/expenses and overlook cash movement.
Symptoms vs. Root Causes: Issues like payroll trouble often stem from deeper systems or margin problems.
The P&L Illusion: A profit on paper doesn’t mean there’s cash in the bank.
Modeling Is a Lifesaver: The 13-week cash flow model helps foresee challenges.
Mental Game of Money: Cash flow stress impacts decision-making and sleep.
Cash Reserves Save Businesses: A few weeks of reserves can prevent shutdown.
Cash Flow Needs Monitoring: Weekly modeling can prevent surprises.
Accountants Aren’t Always Experts in Cash: Many don’t understand or prioritize it.
Liquidity from Hidden Assets: Inventory and unused assets can become emergency cash.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
37 min
April 17, 2025Personal Branding for Executives: Lesley Everett
Executive Branding: It's More than a Logo
Build Your Leadership Brand from the Inside Out
Episode 253 (Lesley is based in Monterey, California)
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In this conversation, we explore…
…why executive branding goes far beyond personal image or a logo.
…how to define what you want to be known for—and why that matters.
…why an integrated branding approach across a team amplifies leadership impact.
…the internal journey of discovering your authentic self as a leader.
…how mindset shifts influence executive presence and performance.
…strategies for embracing positive feedback and building inner confidence.
…how reframing “weaknesses” as overplayed strengths can reshape self-perception.
…how to align your personal brand with corporate values without losing authenticity.
…the importance of curiosity, clarity, and critical questioning in communication.
…how to establish your leadership brand when stepping into a new role.
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About our guest Lesley Everett:
Lesley is an Executive Branding Specialist. She is the author of three books. She was president of the Global Speakers Federation in 2014. She is the first female speaker to be awarded the UK Speaker Hall of Fame.
She has appeared on TV as a guest and host on BBC News, Sky News, CNBC, Fox News and Bloomberg.
Learn more about Lesley and her programs at https://lesleyeverett.com/
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Key Learning Points
Integrated executive branding includes both the individual and their team for meaningful impact.
Personal branding is not about a logo, but about what you’re known for and how people describe you.
Executive presence must be built on authenticity, visibility, and clarity—not surface polish.
Many leaders lack awareness of their true identity and core strengths, often due to imposter syndrome.
Mindset change drives behavior and action—but starts with understanding one's purpose.
Leaders should learn to accept and internalize positive feedback instead of dismissing it.
So-called “weaknesses” are often overplayed strengths—a reframing that boosts confidence.
Leaders must be able to sum up their brand in a few authentic, outcome-focused words.
The personal and corporate brand can coexist—alignment comes from interpreting company values personally.
Sustainable growth requires continuous reflection and action—branding is an evolving journey.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
33 min
April 10, 2025How to Sell Outcomes, Not Services: Robin Waite
The Emotional Secret to Better Sales Conversations
Why Raising Your Prices Could Be the Fastest Way to Grow Your Business
Episode 252 (Robin is based in the UK)
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In this conversation, we explore:
Why so many business owners undercharge—and how to fix it
How fear of rejection limits pricing and profitability
The fastest path to growing your business (hint: it’s not more marketing)
What it really means to sell results instead of services
How to confidently handle pricing conversations
The emotional dynamics of selling and buying
Why shouting into the void (aka social media) doesn’t work
The five stages of market awareness every buyer goes through
How to identify client pain points and use them in messaging
How to build a business model that’s both sustainable and scalable
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About our guest, Robin Waite:
Robin is founder of Fearless Business and author of "Take Your Shot" a guide to grow your business, attract more clients ad make more money.
He has surfed 12 foot waves in Morocco and ridden his bicycle downhill at 52.5 mph.
You can get your free hard copy of his book at https://www.fearless.biz/tys
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Key Learning Points
Raising prices is often the fastest path to growth
Most businesses undercharge and oversell features instead of outcomes
Emotional resonance is essential in sales conversations
Fear of rejection holds back price increases
Sales and pricing confidence grows through practice
Prospects go through five stages of awareness – don’t rush the sale
Your messaging should speak more about the client than yourself
Identify and speak to client pain points clearly
Marketing is more effective when it follows structure, not desperation
It’s crucial to communicate the ROI in client terms – money, time, or fulfillment
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
37 min
April 03, 2025How to Cope with Digital Overwhelm without Quitting Your Job: Craig Mattson
How to stay sane in a noisy world
Instead of digital minimalism consider this alternative
Episode 251 (Craig is based in Grand Rapids Michigan)
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In this conversation with Craig Mattson we explore:
Why acknowledging digital overwhelm is the first step toward healthier communication.
The limitations of digital minimalism and the need for digital flexibility.
Six communication modes professionals rely on to cope with digital stress.
The importance of understanding your default communication style.
How to avoid contributing to others’ communication overload.
Simple techniques to reset a failed conversation.
Why switching between communication modes helps maintain humanity in digital spaces.
The power of treating all communication as a gift — even criticism.
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About our guest Craig Mattson:
Craig is the author of "Digital Overwhelm". He writes, researches and teaches at Calvin University.
You can buy his book, Digital Overwhelm here.
Learn more about his programs and register for his newsletter here
https://www.themodeswitch.com/
https://www.digitaloverwhelm.com/
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Key Learning Points from this Interview
Acknowledge the Overwhelm
Being overwhelmed by digital inputs is normal; the first step is admitting it.
Digital Flexibility vs. Digital Minimalism
Minimalism helps, but flexibility is key to adapting and connecting with others.
Avoid Contributing to Others' Overwhelm
Be mindful of how your communication style might stress others.
Understand Your Default Communication Mode
Everyone has a go-to style (e.g., long emails, verbal advocacy) — know yours and its limitations.
Adapt Your Style to the Listener’s Needs
Match your message delivery to where the audience is emotionally and mentally.
Communication as a Social Issue
Digital overload isn’t just individual; it’s a workplace-wide challenge that requires collective responses.
Mode Switching as a Skill
Learn to shift between styles: emailing, saying, signaling, advocating, meaning, and fixing.
Reflect on Communication Experiences
Journaling or debriefing helps improve future interactions.
Communication as a Gift
Even criticism can be seen as a gift — shifting mindset opens deeper dialogue.
Be Willing to Start Again
When conversations derail, it’s okay to pause and restart with clearer intent.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
34 min
March 27, 2025Rethink your LinkedIn Strategy: Daniel Alfon
Common Linkedin mistakes you can avoid
Build a Linkedin Network that generates revenue
Episode 250 (Daniel is based in Israel)
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In this conversation, we explore…
Why your personal LinkedIn profile is more valuable than your company page
The truth about connection quantity vs. quality
How to turn LinkedIn invitations into sales conversations
Why vanity metrics won’t grow your business
When and why not to post on LinkedIn
How to use mutual connections for warm introductions
Why following is better than connecting—at first
The most effective way to update your profile
How to build meaningful, sustainable LinkedIn relationships
The surprising reason your last presentation fell flat—and how to fix it
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About our guest, Daniel Alfon:
Daniel helps business owners how to gain new clients with the power of Linkedin. He is author of "Build a Linkedin Profile for Business Success".
You can arrange a private one-to-one coaching session to review your Linkedin profile and approach here.
https://www.danielalfon.com/store/personal-1-1-session/
This is a paid 1:1 session

Learn more about the resources available.
https://www.danielalfon.com/

Visit and follow Daniel on Linkedin
https://www.linkedin.com/in/alfon/
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Key Learning Points
Your personal LinkedIn profile is more important than your company page.
Connections should be based on quality, not quantity.
LinkedIn can work without posting—relationship-building matters more.
Don't accept all invites—assess the lead before connecting.
Vanity metrics (likes, followers) don’t drive revenue.
Use mutual connections to request introductions.
End presentations with a strong message, not Q&A.
“What's in it for me?” should drive your messaging.
Use LinkedIn milestones (birthdays, job changes) to maintain real connections.
Your LinkedIn profile needs regular feedback and updating to stay aligned with your business.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
33 min
March 20, 2025What is the mindset of your audience? Saffana Monajed
Identify the core truth of your marketing message
Avoiding Confirmation Bias in Your Messaging
Episode 249 (Saffana is based in London, England)
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In this conversation we explore…
How audience mindset shapes effective copywriting
Discovering your brand’s core truth
Using timing strategically to enhance marketing results
The hidden influence of confirmation bias in marketing
Leveraging data to uncover actionable audience insights
How to avoid projecting your assumptions onto your audience
Strategies for unique and impactful product positioning
Why it’s essential to understand who won’t buy from you
Techniques to transform products from “nice-to-haves” into essentials
The importance of removing ego from the copywriting process
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About our guest, Saffana Monajed:
Saffana conducts workshops to help your marketing team write more persuasive copy.
She has completed two marathons and plans to run an ultra-marathon.
As a math major she brings that appreciation to understand the data that determines best marketing practices.
Learn more about Saffana and her copywriting services and training at:
https://www.saffana.co.uk/
https://www.instagram.com/saffanabanana
https://www.tiktok.com/@learncopywritingnow
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Key Learning Points from this conversation with Saffana Monajed:
Audience Mindset Drives Copywriting Success
Discover and Communicate Your Core Truth
Timing is Critical in Marketing
Beware of Confirmation Bias
Data Analysis Reveals Audience Insights
Avoid Projecting Your Assumptions onto Your Audience
Effective Product Positioning is About Being Unique
Understand Who Won’t Buy and Why
Transform Your Product from a Vitamin to a Painkiller
Remove Ego from Your Writing Process
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
35 min
March 12, 2025The Science vs. Art of Marketing: Ethan Decker
The Myth of Brand Loyalty
Herd, Habit, Hassle: The Science Behind Consumer Behavior
Episode 248 (Ethan is based in Boulder, Colorado)
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In this conversation we explore:
The science behind consumer behavior and brand growth.
Why brand loyalty is often misunderstood and overrated.
How frequency of purchase correlates directly with customer numbers.
Three core factors driving purchasing decisions: Herd, Habit, and Hassle.
The critical role of hassle reduction in customer retention.
The importance of consistency in advertising for brand recognition.
How humor enhances advertising effectiveness by improving memorability.
The difference between visual branding ('little b') and overall brand perception ('big B').
Why marketers should rely on universal marketing principles rather than frequently changing tactics.
Practical strategies for creating memorable, "sticky" ads.
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About our guest, Ethan Decker:
Ethan is a brand strategist and marketing expert who has spent 20 year creating award-winning brand strategy, advertising and marketing research for some of the world's biggest brands.
A scientist by training and a marketer by trade, he's the missing link between science and creativity.
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Key Learning Points from Ethan Decker:
Brand loyalty is overrated. Real growth comes from increasing your customer base rather than deepening loyalty.
Three forces drive customer behavior: Herd (social influence), Habit (routine buying), and Hassle (avoiding inconvenience).
Frequency of purchase correlates directly with how many customers you have, not how loyal they are.
Sticky advertising—ads that are memorable and clearly linked to your brand—significantly boosts customer recall.
Humor can make ads memorable, but it must be used thoughtfully to avoid alienating customers.
Consistency in branding builds recognition and customer trust more effectively than frequent changes.
Customer buying decisions are influenced primarily by ease, familiarity, and social proof—not brand love.
Great marketing combines art and science—science provides structure; creativity makes it memorable.
Marketers have limited control over influencing how often customers buy; external factors play a bigger role.
Successful brands balance ‘little b’ branding (visual elements) with overall reputation and perception (Big B brand).
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
33 min
March 06, 2025Communication Lessons from Cancer Survivor: Deb Krier
What to Say (and Not Say) to Someone Facing a Health Crisis
Navigating Tough Conversations: Lessons from a Cancer Warrior
Episode 246 (Deb is based in Atlanta, Georgia
In this conversation we explore:
How to communicate effectively during a personal crisis
The challenges of sharing personal health struggles with others
Why specificity in communication leads to better support
How to support someone facing a serious illness in a meaningful way
The role of humor in dealing with difficult situations
How to advocate for yourself in the medical system
The common mistakes people make when trying to offer support
How business leaders should communicate a personal health crisis to their team
What employers can do to support employees facing serious health challenges
How facing adversity reshapes life perspectives and priorities
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About our guest Deb Krier:
Deb is a three-time cancer survivor...or warrior as she prefers. The cancers were breast, basal cell carcinoma and thyroid cancer.
She has an MBA and a masters in communication. She founded her marketing firm, Wise Woman Communication in 2009.
You can obtain the Bear Hug Care package here. For a 10% discount, use the coupon code 10special.
https://tryingnottodie.live/bear-hug-care-package/
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Key Learning Points from the Podcast
The Challenge of Sharing Personal Struggles
Many people hesitate to share their diagnosis due to fear of judgment or burdening others.
The Importance of Specificity in Communication
Instead of vague offers to help, being specific about what you can do makes a real difference.
How to Support Someone Facing a Serious Illness
Simple gestures, like sending a card or making a concrete offer, are more helpful than vague sympathy.
The Role of Humor in Coping with Difficult Situations
Humor can be a powerful tool for dealing with hardship, but it should come from the person experiencing it.
Advocating for Yourself in the Medical System
Patients need to be proactive, ask questions, and not hesitate to push for answers from healthcare providers.
The Pitfalls of Saying "I Know How You Feel"
Everyone’s experience is different, and assuming you understand their emotions can be dismissive.
How Business Leaders Should Communicate a Health Challenge
Transparency is key—sharing information directly helps prevent rumors and misinformation.
What Employers Can Do to Support an Employee Facing a Health Crisis
Providing mental health resources and flexibility in work arrangements can make a big impact.
The Power of Living in the Present
Facing a serious illness often shifts one’s priorities toward making the most of every day.
Why Words Matter More Than Ever in Difficult Times
Thoughtful, intentional communication helps people feel supported rather than isolated.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
33 min
February 27, 2025The Buyer Journey for Technology: Rick McCutcheon
Selling Digital Solutions: Lessons for Microsoft Partners
Episode 245 (Rick is based in the Toronto area)
In this conversation we explore:
How the buyer journey has changed – Why modern buyers are 80-90% through the process before engaging with sales.
The importance of adapting sales presentations – How to tailor messaging for Microsoft, ISVs, SI partners, and end customers.
Why sales professionals must become guides, not just sellers – Understanding the shift from sales pitches to consultative selling.
The role of content in sales success – How different types of content (videos, white papers, case studies) attract different buyer personas.
How to research meeting participants to improve sales conversations – Using LinkedIn and meeting invites to personalize communication.
The three buyer personas in tech sales – The technical buyer, the business buyer, and the economic buyer, and how to address each.
Common mistakes salespeople make in their presentations – Why using the same sales deck for every audience is a bad strategy.
The necessity of a structured sales process – Using frameworks like CCR (Circumstance, Challenge, ROI) to guide buyers.
How to nurture leads that aren’t ready to buy yet – Why a lack of response doesn’t mean they’re uninterested.
Partner relationship strategies – How to communicate effectively with Microsoft, resellers, and ISVs to strengthen collaboration.
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About our guest, Rick McCutcheon:
Rick has award the Microsoft MVP designation 11 times under the category of business applications. MVP stands for Most valuable professional.
He works with Microsoft business partners, both ISV and SI/VARs.
He hosts the podcast, Partner Talks and has published over 240 episodes over the last four years.
Listen to PartnerTalks.com
Learn more about Full Contact Selling
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Key Learning Points from the Podcast
Understanding the Buyer Journey – Buyers today do extensive research before engaging with sales professionals. Sales teams must adapt to this shift.
Tailoring Your Message to Different Audiences – ISVs, SI Partners, Microsoft, and customers each need a different approach.
Content is Key to Sales Success – Effective content marketing attracts potential buyers and moves them through the sales funnel.
The Role of Sales as a Guide, Not a Pitchman – Sales professionals should act as trusted advisors rather than aggressive sellers.
Customizing Presentations for Different Stakeholders – Sales decks should be adapted based on whether the audience includes technical, business, or economic buyers.
The Importance of Researching Meeting Participants – Checking LinkedIn and attendee lists ensures tailored messaging for decision-makers.
Common Sales Mistakes That Kill Deals – Using the same generic sales deck, failing to understand the buyer’s journey, and pushing a hard sell.
Why White Papers and Videos Work – Different types of content appeal to different buyer personas (technical, business, and economic).
Avoiding Lead Misinterpretation – Researchers may never reply to a salesperson, but that doesn’t mean their company isn’t interested.
Best Practices for Partner Relationship Management – Effective communication strategies for working with Microsoft and resellers.
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----more----
Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.

Your host is George Torok
George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Connect with George
www.SpeechCoachforExecutives.com
https://www.linkedin.com/in/georgetorokpresentations/
https://www.youtube.com/user/presentationskills
https://www.instagram.com/georgetorok/
35 min