Sales POP - Purveyors of Propserity
LOG IN
Login with Username or Email Register

Why Smart People Make Bad Decisions (video)

In this Expert Insight Interview, Rusty Gaillard discusses the reasons smart people make bad decisions and how to change this. Rusty Gaillard is an author and executive coach who works with Silicon Valley Dreambuilders.

This Expert Insight Interview discusses:

  • Why smart people often make bad decisions
  • “The A Trap” and how it hampers our decision making
  • Why we need a comprehensive decision-making process for our most difficult decisions

Smart People and Bad Decisions

Everyone has their own decision-making process in their head, and it seems to work for the most part. At least until it doesn’t, and until it comes to bite us. All jokes aside, decision-making can be quite crippling for some people, and it is so fraught for a few reasons.

First, there is a lot at stake when making a decision, especially if you’re intelligent. Smart people are accustomed to making good decisions — that’s how they got where they are. So, part of the challenge is just the weight that any decision carries. Often, the fear of making a wrong decision gets in people’s way.

The A Trap

Another element to the problem of intelligent people making bad decisions is that your decision-making process works for you until it doesn’t. Many of us come to this point where the decisions we make, the way we approach our work, and our life works very well up until a certain point.

Then, we get stuck. The problem is, as intelligent people when something goes wrong, we go back to what has always worked for us, and we double down on it. We don’t make any progress by continuing to work hard on using the same tools and techniques we’ve always used. When the going gets tough, we fall back on what’s always worked, but what’s always worked is not working the same way anymore, so we get stuck. Rusty Gaillard calls this “The A Trap.”

Decision-Making Process

None of us are taught how to make decisions or expressly taught a decision-making process. We watch other people, we make it up on our own, or it happens organically, and it typically works for a while, but there’s no actual process behind it.

Fundamentally, most decisions we make are reversible or adjustable. There are very few decisions you cannot change once they’ve been made, which is important to realize. The decisions you cannot change typically have the highest stake, and you need a reasonably robust decision-making process for these.

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.

Teaching And Training Leaders (video)

In this Expert Insight Interview, Richard Clinton discusses his work with leaders. Richard Clinton has been involved in many different things over the past 40 years, including planting and leading churches. Since receiving his Doctor of Ministry degree, he has taught and trained leaders in various settings, including serving as an adjunct professor in several graduate schools and as a leadership coach and mentor to leaders to help them get a perspective of what is happening to them.

This Expert Insight Interview discusses:

  • Richard Clinton’s work teaching and training leaders over the past 40 years
  • The basic principles of the Leadership Emergence theory
  • How the Western culture affects people’s self-awareness

Leadership Emergence Theory

When Richard Clinton works with leaders, the first thing he does is give them a perspective of where they are in the development process. He does this using a theory his father developed called a Leadership Emergence theory, a social theory based on grounded research, in which you do comparative studies of leaders.

Patterns and the time it takes for leaders to develop become ever clearer the more comparative studies you do. Based on all of those comparative studies, Richard has developed some generic timelines on what happens in a leader’s development and how long it takes.

Development Phases

Based on the timelines Richard has developed through the Leadership Emergence theory, he can pretty closely determine where a leader is in their development process. The commonalities he finds when doing the comparative studies break into phases.

For example, the “Foundations” phase generally encompasses the first 18 years. Following that is the “Beginning/Development” phase, which is another ten years or so, followed by the “Middle” phase, encompassing another 20–30 years, and finally, the “End.”

Self-Awareness

In the Western world, or America specifically, most people think of development as a race and believe that whoever gets there fastest is the best. Unfortunately, this is one of the values of our culture, which is not always helpful.

In Richard’s experience, most people see themselves as much further along than they are. Your typical teenager or young adult thinks they’re very mature and knows everything about everything, and it takes them a while to realize that they perhaps have more to learn. This is often the case with leadership development as well.

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.

Become a Negotiation Ninja (video)

In this Expert Insight Interview, Mark Raffan discusses negotiations. Mark Raffan is an entrepreneur, procurement veteran, speaker, recognized negotiation expert, and creator of the Negotiations Ninja Podcast.

This Expert Insight Interview discusses:

  • The misconceptions about negotiations and how Mark Raffan defines the concept
  • Why stepping away from negotiations is often the best course of action
  • The importance of a well-developed pipeline

Definitions

Many people have misconceptions about what a negotiation is. Dictionaries define negotiation as a process in which two or more parties come together to coordinate and communicate to achieve a mutually beneficial outcome.

Mark Raffan’s take on negotiations is a little different because even if you don’t come out with the desired outcome or walk away, you are still involved in a negotiation. Just because you haven’t reached a deal doesn’t mean a negotiation hasn’t happened.

Walking Away

Most people feel they should make deals, even if those deals are not in their best interest. And this is a perilous position to put yourself in because that way, you are succumbing to a lot of potential manipulation.

What ends up happening with many people is that they feel like they have to make a deal. This is primarily the result of poor pipelines, but just because you’ve negotiated and haven’t come to an agreement doesn’t necessarily mean that you haven’t gotten value. Walking away from a bad deal is often significantly better than getting involved in one.

Pipeline

Particularly in sales, people tend to go into a negotiation feeling like they’re in a position of weakness from the get-go because they perhaps don’t feel like they can walk away. For many people, that fundamentally comes down to their inability to effectively communicate their needs and wants in a negotiation.

This is often the result of having a poorly developed pipeline. The strength of having an excellent pipeline cannot be overstated. The problem with a lot of negotiations is that the work wasn’t done properly upfront in the early stages of the engagement because we like to move things along our pipeline very fast.

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.

Why You Should Show Up As Your Authentic Self (video)

In this Expert Insight Interview, JM Ryerson discusses why you should show up as you. JM Ryerson has successfully built and exited two companies, achieving personal financial freedom. He also developed the Let’s Go Win process and authored two books: Let’s Go Win and Champion’s Daily Playbook.

This Expert Insight Interview discusses:

  • The value of being your true authentic self
  • Authenticity as a buzzword
  • Why everyone wins if you show up as yourself

Taking off the Mask

We’re all conditioned to appear as things we think we’re supposed to be. Whether to look a certain way, sound a certain way, or act a certain way. The truth is that the greatest shining light you have is your authentic self.

We start to put on these masks early in life, while we’re still children, and we begin to forget some of who we are. The problem is that when you’re not your authentic self, you’re just a shell of yourself; it takes time and energy. You’re out of alignment and can’t show up as the best version of yourself when you do this.

Authenticity

Your authentic self is in there; you just need to find it. Removing your masks allows you to come out, flourish, and thrive. Authenticity has become such a huge buzzword lately, and the more people talk about it, the more inauthentic it sounds.

You can’t become authentic until you remove your masks, but many people focus on the wrong things and come off as quite the opposite.

Win-Win

We’re going through such an exciting and challenging time in which many people finally got some quiet time and started to figure out that they were not doing what they love. Unfortunately, this has created some challenges in the workforce, staffing-wise in particular.

The great news, however, is that people have started spending time with themselves and caring for themselves. When you get insightful and look inside yourself, asking what you want out of life and what you want to bring to this world, when you find what that is and can pursue it, the world wins. You win, and everybody around you wins because it doesn’t take much energy just to be you.

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.

How to Influence Corporate Buyers (video)

In this Expert Insight Interview, Douglas Cole discusses his book The Sales MBA: How to Influence Corporate Buyers. Douglas Cole is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto.

This Expert Insight Interview discusses:

  • Douglas Cole’s career path and the genesis of his book
  • What it takes to write a book and how Douglas decided to do it
  • The different concepts outlined in the book

Marrying Consulting and Sales

Douglas joined LinkedIn about five years ago and immediately became quite obsessed with the craft of sales, becoming a practitioner and sales leader. Over the course of his learning journey, he developed a mini-MBA for sales for the global sales team.

He tried to marry his previous career, which was consulting, with his newfound career in sales by introducing principles of business acumen and the like, which he felt would add value to the global sales team.

The Genesis of the Book

While he was building his mini-MBA program, he was getting much feedback from the global sellers on the different modules, and throughout that journey, he realized that this was something that had to be turned into a book.

It needs to be more painful not to write a book than to write a book because writing is quite an arduous task, so unless it would cause you more pain not to write it, you shouldn’t even start. Thankfully, Douglas did get to the point where he had to do it, and he took three months off work to write his book.

Becoming a Strategist

Part 1 of the book is all about becoming a strategist. Some salespeople might find that somewhat highbrow, but that is part of Douglas’ intention. He believes there is much sophistication in the craft of selling, so he is trying to elevate and dignify the profession and discipline of sales by using weightier labels.

Douglas believes that people who are very good at B2B sales can see that different overlapping filters apply to each conversation. The components involved are external, organizational, and interpersonal. When he talks about the strategy side, he focuses on these external dynamics because he believes that you need to have a way of speaking the language of strategy if you’re to be helpful to a client.

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.

Retail Digital Transformation Challenge (video)

In this Expert Insight Interview, Christine Russo discusses digital transformation in retail. Christine Russo and the Retail Creative & Consulting Agency sit at the intersection of information and innovation, serving industry retailers and retail technology.

This Expert Insight Interview discusses:

  • Digital transformation in retail and what it all means in this day and age
  • What retailers should focus on when it comes to digital transformation
  • Bringing online technologies into brick-and-mortar stores

Digital Transformation

We hear much talk about digital transformation these days, with many people paying lip service to it before the pandemic hit until they realized it was time to try and catch up with the trends. There are now many different initiatives in the digital transformation space in the retail industry, and retail has changed so much in the past few years.

There is a lot of risk aversion in the retail industry, just like in most other industries, so people often think that a better solution will come if they wait long enough. So, it is difficult to decide when and where to pull the trigger and make changes.

What to Focus On

It is tough to pinpoint what retailers should focus on when it comes to digital transformation because the market is going through much consolidation. Digital transformation before the pandemic and in the early pandemic was a series of pieces of solutions to automate, scale, communicate better with the customer, and promote re-engagement.

Now, a lot of these practices are consolidating, which is good for the retailers because it means less decision-making, and it also means that the different technologies function well in and of themselves.

Improving the Customer Experience

The significant transformation we’ve started seeing in the recent period and what Christine Russo likes to focus on is the fact that we used to sit at home and shop online. We’ve all started to go back to stores, so e-commerce has come down a bit, as evidenced by retail reports.

People are returning to stores, which is excellent; it’s all part of the “omnichannel.” But going back to brick-and-mortar stores is a step backward for most people. Therefore, there is a real urgency in taking all the online technology and bringing it into brick-and-mortar stores to improve the customer experience.

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.

What is Vertical Leadership (video)

In this Expert Insight Interview, Cara-Lyn Giovanniello discusses vertical leadership. Cara-Lyn Giovanniello is a leadership coach and Head of People Learning and Growth at Nextdoor.

This Expert Insight Interview discusses:

  • The meaning of vertical leadership and the challenges associated with it
  • Why it is important to get comfortable with conflict
  • The value and power of authenticity in leadership

Vertical Leadership

Vertical leadership is so essential in business today because it focuses on an understanding of not only the job to be done but the capabilities required to do it. Since we are now in what we call a VUCA (Volatility, Uncertainty, Complexity, and Ambiguity) world, we must expand our leadership capabilities.

We not only have to develop these vertical skills, but we have to figure out how to make sense of everything that is becoming very complex around us and try to find meaning in that complexity. This means vertical leadership is about critical thinking, gut instinct, shifting perspective, making sense, relating, and opposable thinking.

Conflict

We need people to get comfortable with conflict because, without it, we can’t drive past what is already known, so we need to get comfortable in our leadership when it comes to making sense, trusting ourselves, and dissenting before consenting.

This has been an exciting challenge for people nowadays, especially in leadership positions, because, on the one hand, we’re always hearing much advice from other people on the best way to go about our lives. Still, vertical leadership relies on being much more rooted and more balanced.

Authenticity

It is essential to get people to see that they don’t need to do things the way they’ve always done. Even though the “traditional” approach may have worked for decades, especially in leadership philosophy and frameworks, there might be something much easier and much better, and most importantly, more authentic that you could use.

If you’re not simply regurgitating something that you’ve heard from someone else and taking on an approach that makes sense to you, you’ll project much more passion and understanding and connect to people much more quickly.

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.

Investment Strategy Of Land Flipping (video)

In this Expert Insight Interview, David Van discusses the exciting investment strategy of land flipping. David Van has transitioned from being a truck driver to an investor, and now he has found great success with land flipping.

This Expert Insight Interview discusses:

  • What land flipping is and how it works as an investment strategy
  • The qualities of a good marketplace and how to identify one
  • How the pandemic has taught people that they could live outside of urban environments

Land Flipping

Land flipping is an investment strategy that focuses on land and nothing else. The fact that the strategy focuses on land means that you can market your services in a very strategic sort of way and get the land under contract more creatively as well.

That means you don’t go out of pocket to acquire a property and get it under contract, so it doesn’t cost any money to acquire land for sale. Typically, David and his team would get a property under contract for six months, go out and look for a buyer, and sell the property for more than they have it under contract for. It is a very creative, niche way of investing without coming out of pocket, and you can do it all over the country.

Good Marketplaces

When you’re talking about a good marketplace, you’re talking about whether there are sellers and whether there are buyers. So, it would help if you learned how to identify both. The buyers’ part is relatively easy, as all it takes is for you to look at how long properties tend to stay on the market. The less time properties spend on the market, the more buyers there generally are.

The hard part, and what David is an expert on, is getting properties under contract for free in areas that sell fast. A big part of that is getting properties in locations that have a good inventory and want to marry the demand with the inventory.

Mindset Shift

After the pandemic, many people are reconsidering where they want to live and whether they still want to be in dense urban environments. The shift to virtual workplaces has allowed people to live in places where they will experience greater quality of life.

These changes have only increased the appeal of plots of land in places that have traditionally been avoided. Now that people are, for the most part, able to live wherever they want, the demand for these rural areas is increasing.

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.

This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.