Roberta Matuson is the President of Matuson Consulting and the Talent Maximizer. Roberta is a world-renowned expert on leadership and the skills and methods required to gain staff commitment and client loyalty. She is also the author of several books, most notably “Evergreen Talent.” Roberta’s most recent book teaches executives how to plant, nurture, and expand their staff. Roberta and John discuss “finding and retaining top talent at Workplace” in this expert insight interview.

This Expert Insight Interview Discusses:

• Cultivate a sustainable workforce
• How to attract and retain top talent
• What changes should leaders make to their own talent mindset?

Cultivate Evergreen Talent and A Sustainable Workplace

Finding the right talent is difficult. Organizations must constantly review and improve their people’s performance or risk losing their finest personnel. Roberta Matuson’s book Evergreen Talent discusses ideas for attracting and retaining talent in a sustainable, long-term manner. Every organization competes to attract the greatest personnel for their organization. Because exceptional employees make all the difference.

When an employee resigns, it is not as simple as finding a new substitute to do the work. Instead, you must evaluate and uncover the fundamental cause of their departure from your firm. It is difficult to keep great talent in your organization. Here are some pointers to help you keep your best employees:

1. Encourage adaptability.
2. Provide Good Benefits.
3. A Positive Company Culture
4. Ensure a nice onboarding experience
5. Show your gratitude.

Employee Retention Strategies for Retaining Top Talent

Employee retention refers to an organization’s capacity to retain its employees on board, resulting in a more stable and effective workforce. Creating more effective training and development programs is the most obvious method for increasing staff retention.

Strategies for retaining top talent

1. Recognizing the importance of retention begins with recruiting.
2. Identify candidates who will stick with you.
3. Continue to use remote work possibilities.
4. Make your compensation packages competitive.
5. Engage your employees.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Steve Weinberg spent his life selling and helping others sell more and faster. He has over three decades of leadership experience in sales, most recently at Accuity, now part of LexisNexis Risk, Dun & Bradstreet, AC Nielsen, EDS, Deloitte, and Touche. He is a building expert, guiding and sustaining high-caliber sales teams and creating exemplary standards in account management. In this expert insight interview, Steve and John discuss his new book on how to succeed in sales.

This Expert Insight Interview Discusses:

• Understanding the Buying Process
• Generating and Qualifying Leads
• How To Approach LinkedIn for Business Development

Getting Start With Lead Generation

If you want to grow and market your business, you must be deliberate in how you interact with website visitors and nurture them through the sales pipeline. Capturing quality leads does not have to be a guessing game; there are tried-and-true strategies for locating qualified leads and moving them through your sales funnel.

Instead of attempting random lead creation strategies and hoping for the best, focus your efforts on the tips for deliberate and productive lead generation.

1. Make quality content that stands out.
2. Optimize your content to generate leads.
3. Allow mobile users to provide information more easily.
4. Email can be used to identify qualified leads.

LinkedIn For Business Development

LinkedIn is mainly used to “strengthen your professional network.” Individuals can use it to reconnect with old coworkers, acquire referrals for new companies, or hunt for new employment.
However, how do you effectively market your company on LinkedIn?

While having a company page is necessary, your personal presence is likely to be more beneficial in terms of building relationships. Creating valuable material will help you establish yourself as an expert. You can either boost content or generate ads using LinkedIn’s campaign manager. LinkedIn is unrivaled when it comes to creating business contacts in B2B marketing. LinkedIn has 61 million senior-level influencers among its users. Forty million people make decisions.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Steve Gavatorta Group, Inc. is owned by Steve Gavatorta, who has coached, trained, and developed hundreds of high-performance people and teams. He is also a Certified Professional Behavioral and Values Analyst, a Myers-Briggs practitioner, and an Emotional Intelligence coach and trainer (or EQ). He has worked with numerous Fortune 500 businesses across all industries, empowering them to identify, implement, and surpass their performance objectives. Steve and John explore how to deal with difficulties in life in this expert insight interview.

This Expert Insight Interview Discusses:

• Learning and adapting Adversity in Life
• Adversity is an Opportunity.
• How Can You Grow, Transform, and Evolve in Adversity?

Adversity Brings Opportunity

Adversity gives us the opportunity to discover what we are capable of, to develop our abilities, and to access portions of ourselves that we were unaware existed, as well as inner resources we were unaware we possessed. Adversity can teach us that we can rise above our circumstances and that we are powerful creatures who co-create our lives. We can accept, like a little leaf being dragged down a river, that we shall pass through many times and hardships.

Rather than judging ourselves for what life hands us, we can trust that if life doesn’t dump us on pleasant shores, we will find a way to create what we desire, whether in attitude or actual circumstances.

GROW. TRANSFORM. EVOLVE

Adversity is essential for growth and excellence. Simply put, without difficulty, there is no growth. Instead of avoiding difficulties, we should embrace it! It is the source of greatness. When we resist or escape difficulty, we hinder the rich roots of character, learning, resilience, creativity, and conviction from germinating. Adversity has the ability to imprint in our memory, forming our character and influencing our conduct for the future.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Rob Ashton is a writer who studies how what we read and write influences what we think and do. Rob founded the global learning company Emphasis and has spent the last six years studying the science of reading and writing, covering topics ranging from cognitive and social neuroscience to behavioral and neuroeconomics. We talk about how the way you write affects our decisions in this expert insight interview.

This Expert Insight Interview Discusses:

• Understanding of Written Words
• Ability of Self-critique
• Multitasking or Multi-Switching?
• Communication Through Writing

How Does Written Communication Work?

Employees must have written communication skills in order to coordinate their work, cooperate with coworkers, and answer clients. There are, nevertheless, some hidden characteristics of a skilled writer. Written communication is sometimes more beneficial than verbal communication. Regular speech has no meaning until it is recorded. Meanwhile, written communication is a record that can be referred to later.

The following conditions improve the effectiveness of written communication:

1. Transmitting complex information.
2. A permanent record is required.
3. Communicating with a large group of people.
4. There is less need for audience engagement.

Multitasking is a Myth!

Because your conscious brain can only focus on one thing at a time, multitasking affects your efficiency and performance. When you try to accomplish two things at once, your brain is unable to complete both jobs successfully. In short, multitasking is a myth, but most of us end up doing it at some time.

Single-tasking, mono tasking, or multi-switching are the opposites of multitasking. Instead of juggling multiple things at once, single-tasking allows you to connect your attention with your day’s objective and focus on one job at a time.

It’s challenging to stop multitasking, especially if it’s a regular part of your day. However, if you stop attempting to do everything at once and instead focus on one item at a time, you’ll discover that you’re more engaged, productive, and impactful.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Mark Stouse is the CEO of Proof Analytics. The company’s Proof BusinessGPS™ is the world’s best and fastest automated Marketing and Revenue Optimization platform. The proof combines seamless data management, automated, no-code modeling analytics, and world-class planning and budgeting capabilities. Their tools are all supplied as a simple, easy-to-use SaaS platform. In this expert insight interview, Mark and John discuss “Marketing Innovation and Revenue Optimization.”

This Expert Insight Interview Discusses:

• What are the leading indicators?
• Process of understanding Data and Analytics
• Affordable Tools for Marketing

Marketing Innovation

Innovation is transforming an idea into a new process, product, or service. Businesses employ innovative marketing to inform clients about new advancements to boost the likelihood of producing successful processes or products.

Rebranding or repackaging an item, or creating a novel manner to introduce a product, such as in a new market or by utilizing non-traditional advertising to promote it, are examples of innovative marketing. Initial market research for product planning, testing prototypes with focus groups, and crafting advertising material to entice potential customers are all aspects of innovation marketing.

Revenue Management: Innovation and Optimization

Revenue optimization is a strategy that combines price, demand, and marketing techniques to maximize revenue growth. It entails having a tactical, analytical approach to pricing, which necessitates an examination of your price points, sales channels, and several other aspects of your organization in order to maximize it.

When organizations were able to build up large libraries of vital information on their client base using CRMs and ERPs, revenue optimization became popular. Every connection a client or prospect has with your organization or product leaves an information footprint, from important customer information to their behavior when using your product.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Frank Somma is a keynote speaker for sales and communication, an author, and a sales coach. “B2B is Really P2P: How to Win High Touch in the High-Tech World” is one of his books. He went to a number of conventions and sales meetings. He provides one-on-one and group sales and communication coaching. In this expert insight interview, John and Frank discuss “How you can sell or develop your business through communication.”

This Expert Insight Interview Discusses

• Communication Hierarchy.
• The Importance of Human Connection When Selling or Growing a Business
• When communicating via video, be consciously competent.

Acknowledge People As People, Not As Data in a System

You’ve been talking with a prospect for a while now, and you’ve gotten a sense of their goals and challenges; your offering appears to be a good fit for their company. A thorough understanding of your customers is critical to achieving core business objectives. Knowing your consumers better than they know themselves is crucial if you want to increase sales, develop more interesting content, or improve (or optimize) the customer experience.

Getting on the phone with your customers on a regular basis can help you delve deeper into their problems, needs, and challenges. The only way to comprehend the different and dynamic customer purchasing journey is to put yourself in your customer’s shoes.

Impact of CRM in Post-Covid Era

Businesses are transitioning from survival to the future as we progress through the roadmap out of lockdown. As the business emerges to pick up, it is critical that new opportunities are managed effectively, and those existing customer relationships are nurtured.

Some may not consider CRM software to be a top priority, but it can help them acquire new customers and develop stronger, more profitable relationships with existing ones.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Amy is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.”

This Expert Insight Interview Discusses:

• What are the various consultative sales skills?
• Approach to Consultative Selling
• The Influence of the Pandemic on Consultative Selling

Consultative Sales Approach

Many firms are changing their ways of working and participating as a result of the global pandemic. Naturally, with sales being such an important element of business, how the sales process is carried out has developed. When the majority of the globe met online, and eye contact became non-existent in these situations, that was just the beginning of how our activities throughout the sales process evolved from previously.

Developing agility necessitates a consultative approach. This is because a consultative approach, by definition, seeks the most current interpretation of the customer’s demands. Effective sales professionals align their approach to this principle by incorporating agility into their selling strategy.

Consultative Selling vs. Transactional Selling

Transactional selling is a style of selling in which the sales representative first contacts the consumer and then employs negotiating methods to sell the product or service. Transaction sales are often one-time sales with a strong emphasis on pricing. Prospecting, conducting sales meetings, and so on may be time-consuming.

Consultative selling, as opposed to transactional selling, concentrates on the blog post. Consultative selling is a sales approach with a long sales cycle that focuses on improving the lives of clients by resolving their pain points.

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Wesley Donehue is a serial entrepreneur and a political consultant helping a lot of politicians. He is the author of Under fire: 13 rules for surviving to cancel culture and other crises. In this expert insight interview, Wesley and John discuss “How you can survive to cancel culture.”

This Expert Insight Interview Discusses:

• Know Your Battlefield.
• How do we survive to cancel culture?
• Difference between normal crisis communication and canceled culture.

Mental Health Effects of Cancel Culture

Cancel culture is a type of boycott. It is the removal or “cancellation” of a person, organization, product, brand, or anything else as a result of an issue that a community or group dislikes or finds offensive.

Cancel culture also has negative consequences, some of which are related to mental health. The effect of cancel culture on mental health varies depending on whether you are the one who is canceled, the one who cancels, or a bystander. If you want to grow and become a better person, it’s critical to recognize when you’ve committed a mistake, try to correct it, and then take the necessary steps to avoid making the same mistake again.

How Do We Deal With Cancel Culture?

While you cannot control how others behave, you can control your own. Here are some steps you can take to safeguard your mental health:

• When your emotions are running high, avoid posting.
• Allow others to review your post first.
• If you were mistaken, please apologize.
• Spend less time on the internet.
• Speak with someone.

According to Wesley, if the cancel culture persists, it could spell the end of democracy and free speech. Nobody wants to speak up. Opinions with which people disagree are generalized and labeled as “hate speech.”

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.