About Catherine Molloy:

Catherine Molloy is an Australian Keynote Speaker & Communication Expert, working globally and specializing in Sales, Service, and Leadership. With 25 years of experience in business, training, and facilitation, Catherine believes in creating effective engaging learning environments through powerful communication techniques.

Here we will be discussing:

• How to optimize communication when it comes to sales, not just in the traditional sense of face-to-face but in all the ways that challenge salespeople nowadays in virtual communication?
• What is the exact meaning of raw behavior style?
• How does a salesperson or anyone else establish a very quickly or early on type of person they are dealing with by considering the preferences that the person has for how they want to communicate with!
• What are some of the simple body language cues that you can pick up on either about yourself or about the person that you are communicating with?
• How you present yourself, how you go online, how you are feeling and how you are approaching, and other things like that are going to translate in one way or the other through non-verbal communications. Yes, you have to make up your mind before you start but how to show that in the right manner is essential. How to do that?

By utilizing the inherent energy of your body language, you can create a powerful first impression. By making a continuous difference in your income and impact, you can easily discover the body language tips and tricks. This will help you convey your authority and influence others.

Why it is necessary to match people’s communication style?

Today, it is a very-very important point that we all have to start by ourselves so it is essential to understand how we communicate and show up. What are Catherine’s views on the same?

Things You Need To Know About Selling And Communicating:

• To sell is to serve.
• The power of understanding your behavioral style.
• The art of negotiating to create win-win results.

It’s no secret that the sales industry continues to change and evolve rapidly. Most people don’t realize they have been selling all their life. The simple art of selling is a skill that anyone can achieve through training and practice. Hence if you want to get success in business, then you need to master the art of communicating with more and more people in an effective manner.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

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. Eddie is a member of the global network of Harvard educated Adaptive Leadership practitioners in the Adaptive Leadership Network. He is an alumnus of Northwestern University where he studied Leadership and Organization Behavior. He is the author of the book named; ‘140 Simple Messages to Guide Emerging Leaders’ which is Amazon’s Best Selling Book.

Here we will be discussing:

• What was the genesis of the book ‘140 Simple Messages to Guide Emerging Leaders’ and how did you come up with 140simple messages?
• For good, for better or for worse, we live in a world today where people are very distracted and they have short attention spans. Therefore, giving them information in consumable formats is always a good thing, particularly when you looking for the impact. What do you mean by leadership beginning in youth?
• People’s concept of leadership always tends to be focused on developing other people but not so much on the development of self. What is the meaning of leadership development of self?
• Self-reflection is the pathway to self-awareness. What happened with the self-aware leader that you don’t see in other people?

We live in a strange world today which is so fast-paced and distracting. We all have been bombarded with technology, smart devices and more. Talking a step back to do self-reflection is tough nowadays but almost more critical than ever.

Today, people are so worked up; someone’s uneven behavior can have impacts on the ones surrounding him or her and it makes a big difference. Try to have the greatest impact on others, and then the world can be a better place to live in.

It is a very powerful point i.e. to face the people who influenced us the most whether it’s our parents or any of those other people. Yes, it’s important what they say but it is also important what they do.

Eddie Turner on his book ‘140 Simple Messages to Guide Emerging Leaders’:

Leadership is one of the world’s oldest professions. There are countless resources for one to learn about leadership and do an in-depth study. In this book, my goal is not to provide a scholarly tome, but rather to provide emerging leaders simple messages for guidance and success. I do this through 140 simple messages that have helped me navigate life.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Evan Carmichael is an internet entrepreneur. At age 19, he built and sold a biotech software company. At age 22, he was a venture capitalist helping startups raise funds ranging from $500,000 to $15 million. Evan now runs EvanCarmichael.com, a website to help entrepreneurs.

Evan’s interview with John Golden goes over these topics:

• Developing any level of self-awareness is not an easy task for most of the people and certainly when you don’t have any level of self-awareness. Yes, it makes interacting and works difficult sometimes as well as it does affect the personal level of interaction. So what is the exact meaning of self-awareness and why it is so critical?
• How to encourage people to figure out their core values?
• What is the next step to achieve after identifying the importance of your core values?
• On the journey to self-awareness, go and find that point where you were weak; confront it, embrace it, and realize it that going to actually help you move forward. How important it is to realize your true purpose?
• How to learn from other people and make them our model to proceed in life?
• How to help people realize that they can follow a model and get success in life?

One of the things in your self-awareness journey is to understand what your limiting beliefs are what is holding you back. At the end of the day, you must ask yourself is this really what you want to do and if you are going to do it; are you prepared to do it! Yes, there is a lot of pressure on people regarding their succession but they need to learn that it’s totally okay if they don’t.

Today, we live in a very strange culture i.e. the comparison culture as we all have these social media interactions and it’s very easy to fall into the trap of constant comparison and it’s very self-defeating and is false in many ways too. How to tackle these kinds of circumstances?

Sometimes you need to take chances and do certain things and if they don’t lead to a certain destination, it’s okay. May be that lead to some other path or to your final destination.

Evan believed in stuff like – finding something missing in your niche community if you want success, use your pain to help others and grow your business, don’t expect your first try to work perfectly, continue to make quality content for your market, focus on serving your market and a lot more. Go through the video and get an exact idea of the whole concept!

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Rory Peters:

Rory Peters is a speaker, author, peak performance business coach, and leadership trainer. His mission is to help as many people as he can with attaining goals, both in their personal and professional lives. When evaluating the way he was able to personally achieve his goals, Rory came up with the 5 Steps to Success Mastery. He talks about each step and how you can’t take any of them out of the equation to succeed at a high level.

The interview covers the topic below:

• What are leadership and the three words to lead by?
• What is the exact meaning of the character?
• How do you do the self-assessment of your own character?
• You have relationships with different people across your organization. How to define the term ‘relationship’?

THREE WORDS TO LEAD BY:

• Character:

In simple words, Rory defines a character is to the grain of who you are. It is all about what type of individual you are! It’s not about myself, it’s about how you going to help your team or organization; no matter where you are leading. Character is the building block. It is the foundation of everything you do.

• Relationship:

Rory defines; your ability to lead is the important function of the relationships you built. In other words, try to build a relationship in such a way that people care about you as much as they care about themselves and they are interested in your success as well as themselves. You can offer three things to build relationships:

You offer yourself.

You allow people to get to know who you are.

You offer your time; one of the most valuable commodities.

• Influence:

Leadership is influence; nothing more, nothing less. It is the kind of the benchmark or the measurement. To be a strong leader, you need to be able to influence people.

Role of Attitude:

We are in control of our own attitude. You need to know exactly what you want to accomplish and decide to excel.

• If you’re second-guessing yourself, change your mindset. Replace negative images with positive ones.
• Deciding not to make a decision for attaining goals is making a decision too!
• How To Do Goal Setting!
• Rory talks about New Year’s resolutions.
• How do you remind yourself about attaining goals?
• You can develop good habits. Just take it one step at a time.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Megan Reitz:

Megan Reitz is a facilitator, teacher, speaker, executive coach, researcher and author dedicated to exploring and finding ways to improve the way we interact with one another in the workplace. Working at the intersection of leadership, change, dialogue and mindfulness, she has presented her research to audiences throughout the world and is listed on the Thinkers50 Radar of global management thinkers and on the 2018 HR Most Influential list of Thinkers.

John Golden interviews Megan Reitz as they go over these topics:

• What is the concept of speaking truth to power mindful leadership?
• We make a lot of decisions from time to time. We make choices about who we listen to or with whom we speak. Are these largely conscious or unconscious decisions?
• Does it impact organizationally when people are very-very conscious of hierarchies of the status of labels of personalities?
• Innovations and ideas are the two key areas that stay in people’s agenda all the time for better growth and development. How does an organization address both of these in a way that there is an equal ratio so that things don’t get chaotic in the name of innovation!
• There is a couple of interesting challenges and one of those is the generational challenge in which you probably see that people expect to be heard and expect your idea to be adopted. So how an organization tackles with this as encouraging people’s ideas and suggestions is good but you can’t implement everything! So how do organizations overcome this challenge?

As a leadership challenge, how to create an environment where people feel like it okay to speak up and it’s okay to forward ideas but to make them understand that the outcome can be different from the one they want to look forward to!

In today’s world, everything is moving with such a fast pace and things are in constant flux which makes it quite difficult to find the time to put all the things in practice wisely. So how to overcome this challenge!

When you need to work with culture change or identifying the culture or even deciding what the culture should be; a lot of organization’s culture grow organically. So how to help companies create a deliberate culture and how to overcome the challenges too!

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Rhett Power:

Rhett Power co-founded Wild Creations in 2007 and quickly built the startup toy company into one of the fastest-growing businesses in South Carolina and now he travels the globe speaking about entrepreneurship and management. He and his team won over 40 national awards for their innovative toys. Recently he was named one of the world’s top 100 business bloggers and in 2018 the Best Small Business Coach in the United States.

John Golden and Rhett Power go over these topics:

People define leadership in different ways. Know the views of Rhett Power on the concept of ‘Leadership’!

• In today’s world, communication is a more complex thing than it ever was before. One of the reasons behind that is people receive information in so many different ways and has many different preferences and biases. Does this make the job of a leader a bit more challenging?
• These days, we have this distributed workforce where people never meet each other face to face and use tools to communicate. This raises some kind of challenges to the leader to create a cohesive culture. How to tackle this?
• Is there a difference in leadership in different countries and culture?
• Is it hard to be a leader if you don’t have good communication or you don’t learn how to communicate in a concise fashion?
• Being able to communicate things concisely or good communication is very important but trust and integrity is a huge part too and these are something that comes with time and with the evidence of your action. What are Rhett views on the same?
• People are always looking to get into some kind of predictable rhythm because it feels comfortable to them but after a while, you realize that it’s actually a detriment as things need to be more dynamic. How to tackle this?
• How do leaders stay calm and still motivate other people as they are also feeling the pressure themselves? How do they sure that they don’t transfer the stress on to everybody?

Companies go through different circumstances and it becomes really difficult to stay motivated and inspired throughout the whole journey. In time, inspirational and guiding books can help you proceed in the right direction.

At the end of the day, it’s all about understanding – what is the purpose of the company and what it is doing and what benefits it is bringing to the end-users. It includes services, product, quality, and a lot more.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Michelle Weinstein:

Michelle Weinstein is a Sales Strategist, Entrepreneur, and Innovator. She has over 20 years of sales experience and sold everything from mortgages to Paleo Meatballs to million-dollar homes. She has worked with multiple CEOs at billion-dollar companies, landed contracts with national retailers like Costco and The Vitamin Shoppe, and pitched my way onto ABC’s Shark Tank.

In our Sales Expert interview we cover:

• How to control the sense of desperation when it comes to make more sales and achieve the targets?
• Why people don’t understand that solving the problem earlier is good for them when it comes to sale! Why the sense of urgency is good for salespeople?
• People should realize that there is never a perfect moment to execute something. There is only your best moment result.

Sometimes, people don’t want to be pushy and it’s tough to wait for the processor to execute the process. There may be a temptation to shortcuts which immediately translates into pushiness.

• Effective Sales Pitch Tips:

You can learn lessons from every situation. There is no need to be pitching a huge investor to learn valuable sales lessons. As per the perception of Weinstein, she learned some of her most valuable lessons by working as a cocktail waitress when she was 18.

• Listen for Pain Points:

It’s not actually all about what you have to say; especially when it comes to pitching. You should listen for complaints or pain points so you can find ways to frame your product or service as a solution.

• Ask for What You Want:

You also have to learn how to actually ask for what you want. According to Weinstein, too many entrepreneurs craft great pitches that leave out a specific call to action.

As a small business owner, you have to constantly be selling. It’s not just about selling products to customers, either. You have to sell investors on your company, sell new employees on jobs with your business and sell ideas to clients

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Antonio Nieto-Rodriguez:

Antonio Nieto-Rodriguez is the global champion of project management and has transformed project management into one of the central issues on every CEO’s 2030 agenda. He is the creator of concepts such as the Hierarchy of Purpose featured by Harvard Business Review, or the Project Revolution; which argues that Projects are the lingua franca of the business and personal worlds from the C-suite to managing your career or relationships.

Here we will be discussing:

• To Antonio – Why do you say that everything in life is a project?
• Is the Hierarchy of purpose allows more mobility and flexibility to the employee?
• If someone is working in a department; performing the fixed set of tasks that is repetitive every day, then he has to do project-based work. What are some of the challenges that one face making that transition?
• The speed and agility regarding the handling and delivery of projects are very fast these days. Everyone is not ready for that. So what are some of the tips and tricks to execute the projects fast without compromising with the quality factor?
• The vibe of the project is incredibly important and there are some people who forget the vibe and as a result, the project starts to grow in the wrong direction. So there is always a need to revisit it again and again.
• A lot of times, you find that the key performance indicators are somewhat backward-looking and become lagging indicators and that is too late. So how to manage that!

Understanding the Hierarchy Of Purpose:

Nieto-Rodriguez’s hierarchy of purpose is a helpful frame for correcting many problems. So pay attention to these five factors:

• Purpose
• Priorities
• Projects
• People
• Performance

Organizations that expect to stay competitive need a strategic plan, but to make any “plan” effective they also need the ability to prioritize all major investments every step of the way – including services lines, technology, marketing, and organizational structure. Nieto-Rodriguez offers some additional tips to remember about maintaining the project portfolio. Watch the whole video to get an exact idea of the whole concept.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.