Disruption happens all the time in the business world. Sometimes you want to be disruptive to improve your business or make important changes, and make plans and prepare for the disruption. Other times, like what’s happening in today’s COVID-19 world, there are external forces that cause disruptions that are not at all planned. Charlene Li explores how leaders can make the most of disruptions in this expert sales podcast interview, hosted by John Golden.

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People don’t always understand the true definition of coaching. It often gets confused with managing, or directing, or teaching. But there is a very big difference between coaching and those other disciplines. Most of those tasks are concerned with one certain part of the person, be it a subject, like math, or a skill, like a musical instrument. Coaching, on the other hand, focuses on the whole person, ane each of their parts, not just one subset. Especially in a work context, if you’re going to coach someone, you have to understand all the different dimensions of that person. A really big part of being a coach is knowing who you’re dealing with, and how to make a connection with them because the connection is what really drives your ability to change through coaching. Everyone can be a coach, be it a parent, a leader, an employee, or a boss, if they start to build up the person as a whole. Rusty Komori explores how to achieve coaching success in this expert sales interview, hosted by John Golden.

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The world of selling went through a profound structural change in the 1980s. For the 200 years prior, we ran businesses in the industrial economy. But things changed in the last 20 years of the 20th century. We went from learning how to manage people’s hands, to learning how to manage people’s minds. The problem is that the MBA programs and on the job training for managers were still rooted in an industrial economy method of learning, so we were trying to use 20th-century procedures to solve 21st-century problems. Obviously this is not a recipe for successful selling, and things are moving quickly, so the sooner we can adapt to a knowledge economy way of selling, the better. David Grebow, podcast interviewed by John Golden, explores how to sell in a knowledge economy using the S.A.F.E method.

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With the recent outbreak of Covid-19, the business world has been changed dramatically. More teams are beginning to work remotely as certain areas mandate shelter in place regulations. These differences are especially strange for people who are new to sales and are remote selling for the very first time. The sales managers are likely swimming in uncharted waters as well, as they try to manage an entirely remote sales team for the first time. It’s a whole new experience for many people, and organizations are going to have to adapt quickly unless they want their entire year to go south. Sally Duby explores the challenges that a manager faces when their team works remotely, and how to overcome these challenges, in this expert sales interview, hosted by John Golden.

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Disruption happens in the workplace. Sometimes it’s a disruption that is caused by our own doing, but other times, disruption just lands upon you. Many workplaces are seeing this unintentional disruption currently with the Covid-19 outbreak and the international pandemonium that has followed. This kind of disruption can be toxic to an organization unless they have leaders that are prepared to leverage that disruption into strength. Maureen Metcalf explores leadership behaviors to leverage disruption into strengths for your organization in this expert sales interview, hosted by John Golden.

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Being an entrepreneur is a challenging thing. It takes a lot of self-reflection and self-work, it requires knowing how to overcome extreme challenges, it means knowing how to motivate yourself, and many other things in order to be successful. It’s no small undertaking, but there are certain elements and things that you can leverage in order to make being an entrepreneur and finding success as an entrepreneur easier. Neil Eneix, interviewed by John Golden, explores entrepreneurship in this expert sales interview.

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The nature of leadership has changed extensively over the last few years, and many things have had to change and adapt in order to keep up with these changes. Twenty or thirty years ago, there was a notion that in order to be a leader, you had to have direct reports and be a part of a very hierarchical system. Leaders, in essence, were managers, you had to figure out what needed to be done, and tell people how to do it. The terms leadership and management were used fairly interchangeably, which is still the case today, although the way each of these roles work within the system of an organization are very different then they used to be several decades ago. Jill Marshall Annitto, a podcast interview hosted by John Golden, explores leadership.

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Building a Strong Culture

Garry Ridge is the CEO and a board member at WD-40, a company that is recognized not only for its name but for having a remarkable culture. In this interview, Garry talks about how when you are a leader it’s not about you. It’s about the people you lead.

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