In this Expert Insight Interview, John Mitchell discusses applying the science of success to leverage yourself, have an extraordinary life, and make the money you want to make. John Mitchell is from Think It, Be It, and the essence of his story is this: he turned 50 and decided that he wasn’t where he wanted to be in terms of life goals, so he set about achieving those and creating his system for achieving goals that he now shares with other people.

This Expert Insight Interview discusses:

• Making your own luck and forging a path to success
• The importance of “automatic discipline”
• How to reprogram your brain to be more productive and creative

Making Your Own Luck

There are probably many people out there who feel they are simply unlucky to be stuck where they are in life. John Mitchell disagrees with this notion and believes that everyone makes their luck.

When he turned 50, he realized that if he was to have an extraordinary life that he always wanted, he had to net over $1 million a year. He found the book Think and Grow Rich, read it, and discovered its problem: it only shares half of the secrets to success. After moping around for a couple of days, he woke up one morning and decided to find the courage and figure out the rest of the secrets.

Automatic Discipline

Today discipline is almost like a dirty word. Nobody mentions it because today’s culture focuses on “living your best life” and striving always to be happy. Think and Grow Rich is based on a straightforward idea, which is that 95% of your daily actions are unconscious. If that is true, the only way you can have a higher level of success is to influence those unconscious daily actions by proactively influencing the subconscious mind.

Your success does come down to discipline, but the ability to reprogram your autopilot so that discipline happens automatically is the true game-changer.

Reprograming Your Autopilot

All of the inputs that we put into our minds on a daily basis fuel our subconscious minds with a lot of negativity and things that do not serve us. We all have a fundamental problem that we have to overcome: we are wired for survival.

When you factor that in with the fact that 95% of our daily actions are unconscious, you realize that your autopilot is innately wired to be fear-based, reactive, and negative. This is the exact opposite of how you want to be if you’re going to be productive and creative.

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, Stuart Leo discusses the use of technology to scale and grow businesses more quickly and effectively. Stuart Leo is the founder and CEO of Waymaker, intelligent business-strategy software that helps you dynamically manage business growth and goals in the 21st century.

This Expert Insight Interview discusses:

• Why scaling is the biggest issue in the management consulting game
• The idea behind the Waymaker software tool
• How intelligent software can help businesses grow

The Issue of Scaling

Many people are getting into the consulting game, with coaches, management consultants, and trainers seemingly popping up every corner. Some of these people build big companies, while others are solopreneurs, but scaling is always the most significant challenge with management consulting.

When you find customers, you have to spend your time working with them, which means your prospecting and your pipeline dip, so once you’re finished with a customer, you don’t have one lined up.

Waymaker

Waymaker is an intelligent business management platform that gives you the power of intelligent algorithms and diagnostic tools. This way, you’re getting the equivalent of a management consultant coming in, diagnosing your business, and figuring out where the growth opportunities are every quarter.

The real advantage of the tool is that it can do in five to fifteen minutes what might take an expensive six-figure consultant four to six weeks. This gives businesses great insight into where they are, what they need to improve, and how to make these improvements.

Technology as a Tool for Growth

Doing things like diagnostics, and trying to understand your audience or customer base, can be quite time-consuming and often very “manual.” Technology is a great enabler in this process, and we should use it to surface insights and kick into the right actions. This is primarily what the team at Waymaker is trying to put into people’s hands.

All that being said, Stuart Leo urges business owners and marketers to have a coach or consultant on board when they look at these insights. There’s nothing like having a third-party objective view to help you find a breakthrough in your business.

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, Stephanie Klein discusses how the disruption of our mindset, whether intentional or unintentional, can help us build resilience and perspective to shift to next-level leadership and optimize our potential. Stephanie Klein is a three-time Chief Marketing Officer in Fortune 500 firms and the founder of Mindfire Mastery.

This Expert Insight Interview discusses:

• How to use Disruption to our Advantage
• Practical ways to Lower Stress and Increase Resilience
• The #1 Skill for Creating High-Performance Teams

Disruption eats Control for Breakfast

The pandemic was a massive disrupter for everyone globally, with businesses, educational institutions, and pretty much everything else shifting on a dime. The topic of mindset disruption came to Stephanie’s head because she was a high-achieving controller, probably like many of this podcast’s viewers, who realized her biggest growth came from disruptive experiences.

Her personality type and mindset had worked out for her. She was successful, climbing up the corporate ladder, feeling like she could maintain control of all aspects of her life. Disruptions, such as the pandemic, are there to tell Stephanie, and all of us, that it is not, in fact, possible to maintain control at all times.

Release Stress through Acceptance

Man plans, and God laughs. We think we have control, but we don’t, and when we realize that, we get stressed out. This happens when we try to hold on to what we want life to be, but things aren’t working out as expected. As Jack Walsh once put it, it is best to “face reality as it is, not as it was, or as you wish it to be.”

Unless we can do this, we will never be happy. No matter how hard you work, how much you keep pushing, there will never be enough hours in the day for us to create a perfect reality.

Increase Control by Disrupting your Mindset Intentionally

We’re all at odds with disruptions, especially at work. We try to put everything in neat boxes, which is just not how the world works.

Stephanie helps her clients understand that disruption is an inevitable part of life and how to deal with these unexpected disruptions. That said, she also teaches people how to create disruptions intentionally on their own timetable because, as she says, “then, the world is your oyster.”

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, Paul Huszar discusses how to convert military culture, norms, and values into a brand that pops. Paul Huszar is the president and CEO of VetCor LLC, staffed by veterans of the US Military, providing services to consumers, insurance agencies, and insurance companies across the county, specializing in water mitigation and other insurance-related services.

This Expert Insight Interview discusses:

• The state of the US military and the myths perpetuated by a lack of understanding
• What veterans have to offer in the private sector
• The attitude that veterans bring to any business environment

Military vs. Private Sector

Often people think that you need to change the way things are done in the military to bring them into the corporate or private sector. They believe that the military is very rigid while the private sector is pretty fluid, which isn’t entirely true.

The US is at a point in its history where only about 7% of the population has ever served in the military, while less than 0.5% actively serve. The military is downsizing, so these numbers are now dropping even further. Veterans are an increasingly older population; World War II and Korean War veterans are dying, so we’re getting farther and farther apart from those we have sought to protect and defend our culture.

To effectively convert military culture norms and values into a brand that truly stands out, consider incorporating custom military challenge coins that reflect the essence of your brand. Click for military challenge coins to explore how these unique symbols can play a pivotal role in making your brand distinctive and resonant with the values of the military community.

Myths About Soldiers

Many myths about the military are perpetuated, and things will only worsen over time if we don’t do something about it. People see military personnel in movies, and they think these people follow orders by rote. While soldiers follow orders, they do so in a way where they’re inspired by the leadership and understand their purpose, manner, and intent.

So, soldiers follow orders, but they make them better by using their initiative. This is why the US Military is the greatest in the world — because of the initiative of the small-unit leader. If you think about it, there’s quite a lot of rigidity in the private sector, and less initiative is allowed down the ranks.

Value of Working with Veterans

Paul Huszar cautions aspiring veteran entrepreneurs against having the fact that they are veterans as their sales pitch. If you do that, you’re asking for a handout.

Instead, talk about what your customers have to gain from working with veterans, such as timely, high-quality and reliable service. Veterans show up early because early is on time and on time is late. That’s what customers want.

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, Nirupa Netram discusses how to attract top talent to grow your business and what the phrase “top talent” actually means. Nirupa Netram is a diversity and inclusion consultant, trainer, and speaker.

This Expert Insight Interview discusses:

• How the recruitment process hasn’t changed over the years
• What needs to be in a job description and what should be avoided
• How to avoid alienating job seekers

Recruitment Process

Most people recruit in a very traditional manner. They put together a job description, hand it to HR, and ask them to find somebody who fits the profile. There is rarely a lot of strategic thought behind the process.

Nirupa Netram says that there first needs to be a lot more thought put into the job description itself because this is the first thing that a job seeker sees and notices about your company. Typically, they’re looking for a job, seeing the posting, and reading the job description, so you want to ensure that your job description conveys that you run a diverse, equitable, and inclusive workplace.

Optimized Job Descriptions

It is vital for the job descriptions only to have the job responsibilities that are required. So many times, we see job descriptions that go on for pages and pages. This makes candidates think that all of these responsibilities are necessary and become overwhelmed. The same applies to the qualifications.

Business owners and HR managers should consider all the diversity available in the workforce and attract the most qualified people from this vast pool of talent. This means that the way that the job description is built matters most of all.

Gender-Neutral Tone

One thing that should never be put into job descriptions is gender-coded wording. You want to make sure that your job description truly is inclusive, and that begins with your choice of words. This may include simple things like masculine-sounding words or using the word “he” instead of a more gender-neutral tone.

There is a possibility that someone will read your job description and decide that they wouldn’t fit into your team simply based on the fact that they wouldn’t feel welcome in a masculine-focused environment.

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 past two years have has had a major impact on most organizations’ business development practices. Whether is moving to virtual selling or engaging differently with prospects, the landscape for sellers remains a very fluid and uncertain one.

Join our host John Golden as he chats with best-selling author and Chief Door Opener, Caryn Kopp, who will discuss how to engage with prospects in the way they want to be engaged with and how to build the kind of trust and rapport needed to have value-based conversations.

Recorded Live February 17th, 2022

EPISODE QUESTIONS:

Q1: The world of biz dev has changed dramatically over the past 2 years. Since you run a team of business developers who do business development for other companies every day, what are your Door Openers finding is working now?

Q2: How are your Door Openers reaching prospects who are still working remotely?

Q3: What do you say to business leaders who are still waiting for conferences and trade shows to come back as a way to meet their important prospects?

Our Guest

Caryn Kopp

Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands secure initial meetings at the Executive Level in almost every major company. Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door” with their prospects. Caryn’s senior business developers known as Kopp Door Openers® find the right opportunities and secure initial meetings for their clients. How helpful it would be if someone else did the high-level prospecting for you?

Links › Caryn Kopp | Linkedin.com | Twitter

Our Hosts

John Golden

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.

Martha Neumeister

Martha is a social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

In this Expert Insight Interview, Nigel Green discusses what it takes to build a successful sales team. Nigel Green trains leaders to build high-performing sales teams, and he is the author of Revenue Harvest: A Sales Leader’s Almanac For Planning The Perfect Year.

This Expert Insight Interview discusses:

• What it takes to build a high-performing sales team
• Why the best sales representatives often don’t make great sales leaders
• The similarities between sales leaders and farmers

Building a Sales Team

High-performing sales teams don’t just happen on their own. They take their cues from the leader, so it is a pivotal role. One of the issues with sales leaders is that many people default into the position or are promoted into it, not because they wanted to be sales leaders, but because they were the best salesperson.

We are also very restricted in providing career paths to people, tending to focus on what the next step “should” be rather than looking at what a person is actually good at.

Great Salespeople vs. Great Sales Leaders

If you’re in sales, you’re only as good as you’re the worst person on the team. Funnily enough, the best sales representative can quickly become the worst person on the team if they are promoted into a position that they don’t belong in.

Being a great salesperson doesn’t automatically qualify someone to tell others how to do their jobs. Without a framework, process, and structure, you can’t teach, coach, or lead. This is why even the best salespeople often fail as sales leaders, dragging the entire team down with them.

Farmers and Sales Leaders

To start building a high-performing team, leaders need to recognize that hitting their numbers year in and year out will not be accomplished by some technology, fad, or gimmick. Sales leaders have a lot of uncertainty and things that they can’t control in their day-to-day.
Building a successful sales team takes structure, rigor, planning, and accountability.

Unfortunately, none of these concepts are particularly “sexy,” so many sales leaders don’t want to focus on these aspects. However, the reality is that, just like farmers, sales teams have to produce a “crop” year in and year out, and they’re faced with things that they cannot control every year, but if there’s no harvest, you can’t be a sales leader, no matter how much you pose as one.

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, Justin Frandson discusses man-made EMF and getting grounded by nature. Justin Frandson is an entrepreneur, the founder of athleticism.com, and the author of Athleticism: Whole Body + Whole Brain = Performance.

This Expert Insight Interview discusses:

• How artificial EMFs impact our health and well-being
• The difference between cosmic electromagnetic fields and those created by humans
• Symptoms of EMF oversaturation

Cosmic vs Man-Made EMFs

There are two types of electromagnetic frequencies (EMFs). Firstly, there is the man-made version, which is how we connect and how this podcast is distributed. On the other hand, there is the cosmic form of electromagnetic fields and frequencies that the universe and the world are made of.

The artificial EMFs are one-directional waveforms, unlike the cosmic ones, which are scalar waves. We rely on these one-directional waves for our technology, so they are all around us, but they carry a polar-opposite charge of how we get grounded from the earth.

Studies on the Phenomenon

To see the impact artificial EMFs have by running counter to the cosmic ones, one needs only to go back to any bell curve from electricity introduced to our homes. Suicide, diabetes, cancer, Alzheimer’s, and dementia were all kicked into high gear. The same is happening with fertility now.

Now we’re seeing a whole new type of EMF coming into play, but there are studies going back for years dealing with this phenomenon. The California Department of Public Health has acoustic nerve challenges for cellphones and directly correlates them with cancer.
Bioinitiative.org has done thousands of studies with several hundred scientists from 40 different countries, showing differences between appropriate levels of artificial EMFs and those not appropriate.

EMF Oversaturation Symptoms

For the viewers of this podcast, people in offices, the first signs of EMF oversaturation will be cognitive — focus, behaviour, memory, fatigue, anxiety, headaches, etc. These are the first signs that a home or office place has excessive levels of computers and routers.

The next level of symptoms includes ringing in the ears, more migraines, muscle cramps, rashes on the skin, nausea, and non-trauma concussion symptoms. Finally, there are huge issues like cancer, suicide, diabetes, Alzheimer’s, and infertility.

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.