Gabor Holch is an intercultural leadership consulting coach, author, and speaker who has served over 100+ clients in 30+ countries and has been an expert since the age of four. In this expert insight interview, Gabor Holch discusses “Why a post-pandemic world needs east-west leaders.”

This Expert Insight Interview Discusses:

• What is an intercultural leader, and why do we need them?
• Importance of intercultural leaders
• Barriers to adopting intercultural leaders

What are intercultural leaders, and Why do we need them?

To better comprehend leaders who operate in the recently globalised economy, intercultural leadership has been developed. Understanding a culture’s values and beliefs and being able to communicate and work with people from many cultures are both considered to be intercultural activities.

To put it another way, learning to manage a team or be charismatic is insufficient for becoming a global leader. We are all living in a new globalized world where everyone is forced to interact with many culturally diverse people, people with differing opinions, values, beliefs, and opposing worldviews. These people must collaborate to achieve better results, and only an intercultural leader, not a typical manager, can assist them.

Why is developing intercultural management skills important?

We all have different characteristics, values, priorities, and perspectives on what each word means. Many organisations, as well as individual managers, undervalue the importance of intercultural management skills. Intercultural management skills are more than just communicating, working with, and leading people from different cultures.

Remove Cultural Barriers

Training in intercultural communication is essential for breaking down cultural barriers and increasing cultural awareness. It will also aid in the development of self-awareness and communication skills. Individuals can adapt their skill set to meet intercultural collaboration needs using this communication mode. Intercultural communication skills also improve negotiation skills, increasing individual marketability in the global workforce.

The more individuals who adapt and adjust to the needs of the environment with cultural sensitivity and intelligence, the more companies will find what they are looking for.

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.

Don Moore is the chief executive officer and president of Hybrid Theory North America. This is a global company that specializes in delivering digital campaigns powered by market intelligence. In this expert insight interview, Don Moore discusses “All about Ad Tech.”

This Expert Insight Interview Discusses:

• Issue of Privacy.
• Third-party cookies issues and impact.
• Future of Ad Tech Industry.

What are Ad Tech and its current practices?

Ad Tech, also known as advertising technology, refers to the tools and software advertisers use to reach audiences, deliver, and measure digital advertising campaigns. In other words, it is the combination of digital technologies and algorithms used to create the best experience for more efficient reach to consumers or wherever the target may be.

Ad Tech refers to digital tools used to deliver targeted or personalized advertising. When it comes to effective AdTech practices, cookies are the key. Cookies are classified into two types: first-party cookies and third-party cookies.

A domain other than the one the user planned to visit creates third-party cookies. It is used in an AdTech environment to build a picture of a user’s browsing history so that advertisements or advertising campaigns can be directed more effectively to individuals and/or specific groups.

Standards or Cookies Depreciation

In comparison to new advancements in the industry, the technology behind the cookies is extremely outdated. The cookie was designed for internet browsing but is not applicable to the fastest-growing internet segments, such as mobile, digital audio, or connected TV.

Third-party cookies, in particular, are disappearing because Google announced that it would no longer support third-party cookies in its Chrome web browser. Because Apple’s Safari and Mozilla’s Firefox already do not support third-party cookies, the Chrome initiative would render cookies functionally useless.

Future of the Ad Tech Industry

What is the future of the Ad Tech industry in today’s data-driven world? To begin, to stay ahead of the curve, both advertisers and marketers will need to shift to programmatic technologies to optimize potential data and make intelligent use of big data and artificial intelligence.

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.

Dena Patton is a Business Coach, Global Speaker, and best-selling author. She is an award-winning coach and trainer who works with world-changing business owners. In today’s expert insight interview, Dena and John discuss tips you must know about BMS “branding, marketing and sales” that can double your sales quickly.

This Expert Insight Interview Discusses:

• What is the importance of branding for a business?
• How customer-focused is your company?
• Why is sales and marketing alignment so important nowadays?

Branding, Marketing, And Sales

As they all exist to attract customers and drive sales, it’s easy to get lost in the word definitions. Many business owners and entrepreneurs confuse marketing and branding. While the three have differences, they are all interconnected to form the customer experience. Instead of considering their separate departments, consider them a part of the business process cycle.

“What all entrepreneurs don’t understand is how they work together,” Dena says. So, here are the top five most important brand elements: vision, values, purpose, brand promise, and brand identity.

Overall, these three factors are critical in any business. They provide different values to a business, but they all work towards the same goal: to deliver the best possible experience for the customer with your brand.

When Sales and Marketing Align

The roles of sales and marketing have always been entangled, but now is the time for them to become even more aligned. Both departments must cooperate to find and actively engage prospects, score and qualify leads, and foster contacts with customers in a combined funnel. Salespeople must communicate with your marketing team in order to share critical information about leads and prospects.

The importance of sales and marketing alignment cannot be compromised. You can also audit your business. Write down what feels disconnected and ask yourself a question. When you ask yourself these more challenging questions, you’ll discover some flaws in your boat.

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.

In this expert insight interview, David Schlosberg discusses “How to build a highly functioning sales team.” David Schlosberg works for the Ferguson Alliance, which helps family businesses grow. He teams up with two colleagues, who provide a wide range of services, including succession planning, exit planning, strategic planning, sales coaching, and sales development.

This Expert Insight interview Discusses:

• Approaches to building a high-performing sales team.
• Investing in sales-training
• The idea of the sales process

Approach to building a highly-performing sales-team

Developing a high-performing sales team requires  a virtual sales skill set, remote working, real active listening, and connection authenticity. Today’s working remotely allows us to work more effectively and efficiently. And for a salesperson, It is beneficial to become more familiar with technology and adaptability.

The other approach to building a sales team is to connect authentically with customers. A salesperson needs to connect with that potential client, and it’s all about finding common ground to start a conversation. To do that, you need to be curious to find areas of common interest to connect with on a personal level.

The other critical component that people must learn in order to stand out their business from others is real active listening. Obtaining potential customers is extremely beneficial. If you are not engaged or focused in active listening, you are disconnected and distracted.

Effective Hiring Process of Salespeople

There are some factors to consider when hiring, whether you’re building a new sales team or expanding an existing one. It is critical to hire the right people. Before hiring your sales team, you should have determined your typical sales cycle. It will not only help you hire better, but it will also help your sales hires succeed in their jobs.

It would be best if you create a profile based on the requirements of your potential sales candidates. CConsider the type of selling required, your business type, service or product, etc. Determine whether it is a transactional sale, a relationship sale, or a quick transaction sale.

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.

In this expert insight interview, Brad Sugars discusses “What is the importance of Coaching”. Brad Sugar is the chairman and Founder of ActionCOACH. He has owned and operated over two dozen businesses in his capacity as an entrepreneur, author, and business coach; his primary company, ActionCOACH, has over 1100 locations in 83 countries.

This Expert insight Interview Discusses:

• Significance of professional coaching
• How has coaching turned into an investment ?
• Three bonafide reasons for coaching

Why is professional Coaching important?

People pay a lot of attention when it comes to providing coaching to their kids. Perhaps, if you talk about professional coaching that is needed to make their experience better for their career, they usually make excuses like lack of time and money. However, one should be very conscious about this because this will be going to pay in their future to cross the levels of success.

Three authentic reasons for coaching

Accountability

Accountability is one of the major concerns that creates the need for coaching. When you’re a sole player, you are accountable for everything right from planning to the consequences. But when you’re in a team, no matter if you are a coach or a trainer, you cannot hold anyone accountable for the outcomes. Therefore, this makes it essential for people to get coaching as it gives you the potential to accept your flaws for your growth.

Methodology of sales

Execution of methods in your business is the next reason for coaching. When you are running a business or you have a position of sales manager then there are a lot of qualities that should be in your personality. To gather all the credits on your table, you need to learn the tactics of the sales. There are a lot of methods available but you should know the process of execution to execute the plan. A coach will help you in performing the tasks that you don’t want to do but they are beneficial for you. A coach will make you a high performer even under tons of pressure.

Finding a professional coach

When you want to compete in the market with your biggest competitor, you must need a coach who can let you know your flaws and make you able to overcome them. You should work on yourself rather than you work on your business. Your self-awareness is more important because it helps you in recognizing your strengths and weaknesses. It may be possible that you will not get the immediate results but if your career is in the right coach you will definitely get the appropriate results.

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.

In this expert insight interview, Art Harding discusses “The needs and applications of sales forecasting.” Art Harding is People.ai’s Chief Operating Officer, the highest position in the Operations department, so he has a say in how the Operations department works. The average employee in the Operations department said that a typical 8-hour day is fast-paced and challenging and that they are happy with balancing work and life. People who work in the Operations department of People.ai care about the company’s goals.

This Expert insight Interview Discusses:

• Importance of forecasting sales future 
• How may forecasting alter digital transformation?
• Why is forecasting drifting towards the Dinosaur Road?

Need for sales forecasting

People who are business owners and have partners in their long-term business understand the value of sales forecasting to determine the future of their business. The forecast provides efficacy, style, identity and qualified sales structure to decide the future of business, and the sellers depend upon the forecasting results. Forecasting should move with Technology to reduce mistakes and increase the efficiency of the sales forecasting method and stages. 

Use Technology to amplify your process

Whenever you look for any art or science, a specific process needs to be followed to get the desired outputs. It is not about the results; you must pay attention to the process you need to follow to achieve the targets. Technology is a big buzzword in the market that evaluates and maintains the process lifecycle according to the market. Technology helps in qualifying the data while quarterly adjustments amplify operators. 

People may follow digital transformation, but people do not understand it appropriately. Digital transformation is not about Technology; it is thought of reimagining a business and executing the process using Technology. The data can help us know the methods, reasons, and future needs to use those methods. 

Digital Transformation for future business

Technology can help us in making your work faster with a high yield. It increases the sales capacity and sales productivity. Technology can be a bit faster, simpler and easier to perform the tasks of sales forecasting. This is the biggest rumor that Technology will displace humans. However, this is not the case. Technology makes us capable of increasing our performance. This also increases your responsibilities so that your client has higher expectations and thinks you may provide the service faster. The crux of digital transformation and Technology is that it gives you a new scale with a better community and customer engagement. 

Forecast into modernized sales and marketing

People who forecast your business’s sales use different tools and log in to different platforms to collect the data. Rather than doing it manually, people trust Technology that may stack up your room. 

Digital transformation provides better integration with the different departments working on the same process. Digital transformation provides you with more capabilities, responsibilities, and customer satisfaction. 

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.

Aman Ghataura is the Head of Growth for both Alphagreen Group and NUOPTIMA. He has played a crucial role in constructing and administering the broad CBD and alternative healthcare platform for businesses and customers. In this expert insight interview, Aman Ghataura discusses “ The Top 5 ways to market, Advertise & Promote a product-based business”.

This Expert insight Interview Discusses:

• Effective market strategies to advertise your product
• How to overcome commoditization?
• Product-based business Advertising Challenges

Commoditization

Many business owners and consumers face the obstacles of commoditization. Promoting your product in the market has become a pinch of salt, especially when you are late to launch your product and the same products are available in the market. You can overcome it by engaging your customers with your products and understanding their pain points. The more you connect with consumers, the more you can earn your share.

The best way to deal with commoditization is to create a brand enemy. As it will leverage your commoditized goods as compared to your brand enemy. Once you can prove that your product is superior to others, you have made your position in the market.

5 Best ways to market Advertise & Promote a product-based business

Without any delay, let’s come to the point and have a look at the best strategies to advertise your business.

• SEO(Search Engine Optimization)
• Amazon
• Email marketing
• Organic short form
• Word of mouth

Amazon

Amazon is an exciting Growth channel for product-based businesses. Instead of advertising your product on paid online platforms, you can opt for Amazon. Its ranking factor depends on reviews. The more reviews, the higher your chances to rank on top.

Email

Email may sound irritating when they are too often, and consumers might unsubscribe from it. One should always try to make it interactive such that you can share the improvements you are making in your products to attract customers and increase the conversion rate.

Word of mouth

It is one of the effective ways to market your product. You should talk about your products and self-attribution so that it can help your consumer in decision-making.

SEO(Search engine Optimization)

Unlike paid ads, SEO lets youtube capture the audience at the right time while serving a good piece of content. 80% of SEO depends on good content and keywords. You should pay attention to the content to do better SEO.

Organic Short Forms

Sharp and short content creation can help to pump the audience. It will be decisive for your brand if you can educate people with shorter, faster, and sharper sentences within 30-40 seconds. This is the same as tik-tok and youtube shorts.

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.

In this Expert insight interview, Tim Bucciarelli discusses the new age or unconventional approaches to enhance the sales structure. Tim has extensive experience as an eCommerce Director. He is well-versed in digital marketing, IT operations, and business strategy for online ventures. He investigates the ins and outs of each potential client’s business to identify problems, and prospects, and find technical ways to get better results.

This Expert insight Interview Discusses:

• New maneuverings to improve sales structure
• Potent & Non-exclusive sales structure
• Why do organizations need to focus on sales structure?

Sales structure

Sales structures have stayed static over a long time either through commission or non-commission incentive systems. To stand out from the competition in a long run businesses need to think out of the box to improvise their sales structure. There are a lot of creative ideas in the world of compensation especially when it is about refiguring the incentive structures. Many organizations and restaurants rely on table service and tips for the incentives and compensation structure.

Traditional commission structures followed by companies incentivize some behaviors that are not in line with their business goals. It may be possible that commission works as the lifeblood of sales for some of the salespeople but it is not fruitful in the long term. It is believed, that the better you are, the more money you can make. Although the commission system influences the salesperson to make commitments that can make the deal faster, it may be harmful to the operations team. Businesses should try to sell as a company rather than an individual.

No Commission Idea

There is a challenge of attribution (sales or SEO-driven attributes) when it comes to no commission idea. Both the marketing and sales department usually get into an ongoing complex battle to get the credit for the deal. Instead of giving commission to the salesperson, organizations must appreciate teamwork. They should increase the salary bar of the respective team to achieve the ultimate goal of lead conversion.

Lead Conversion

In the commission system, salespeople focus on converting the lead. However, companies should concentrate more on client engagement than lead conversion by opening up the lines between the operation and marketing team. Employees/salespeople should know the business requirements and services they are offering to their clients.

Removing commission and allowing everyone to equally benefit from the lead will help in achieving goal and profitability that will build a greater sense of team rather than a solo person to get the credits.

Clients want to be heard, acknowledged, and understood. Clients’ trust in your companies grows when they realize they are receiving first-rate service. Businesses should shift to creating value, creating community, and creating demand rather than going out and finding leads.

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.