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.

In this Expert Insight Interview, James Turk discusses his new book, Money and Liberty. James Turk is the founder and director of Goldmoney Inc., a gold-based financial services company listed on the Toronto Stock Exchange that administers $1.8 billion in precious metals. He has specialized in international banking, finance, and investment since the beginning of his career in the late 60s with Chase Manhattan (now JP Morgan). He later managed the commodity department at the Abu Dhabi Investment Authority.

This Expert Insight Interview discusses:

• The difference between currency and money
• The meaning of purchasing power
• Gold’s ability to maintain purchasing power over a long period

Currency vs. Money

Purchasing power is the financial means to buy, sell, and invest. In other words, we work to acquire purchasing power, and money conveys that purchasing power. Currency is different than money. Cash can be created out of thin air by central banks, which puts people who earn purchasing power at a disadvantage.

For example, the Federal Reserve has been pumping out a quantity of dollar currency much faster than real money; politically honest money, such as gold, has been growing. Inflation is a consequence of that.

Inflation and Purchasing Power

Inflation is a big topic right now, but people often get confused about the difference between money and currency. We hear about gold all the time, but many people feel that gold is something specialized that perhaps they can’t get into or shouldn’t be considered because they do not know too much about it.

People sometimes are reluctant about what is considered “traditional” places to invest. However, gold is not an investment; it is money. These are fundamentally different things. An investment portfolio can be divided into investments and cash, and gold would go into the cash category.

Gold as a Store of Value

Gold doesn’t increase your purchasing power, it just maintains it over a long period, which is one of the functions of what money is supposed to do, and gold does it very well. The beauty of it is that there is no counterparty risk because it is a tangible investment.

It is money you own, not money owed to you by some bank or government. There’s a fundamental difference there too, and it becomes particularly important when we have a financial crisis, and there have been many of those throughout history.

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, Hiten Bhatt discusses wellbeing and personal development within the context of his latest book, The Leadership Adventure: Five Powerful Secrets Every Leader Should Know to Motivate People & Maximize Productivity. Hiten Bhatt is the CEO of Be Great Training, an influential international speaker, award-winning author, and leadership/transformational coach.

This Expert Insight Interview discusses:

• Hiten Bhatt’s motivation to write The Leadership Adventure
• Why our relationship with ourselves is most important
• The perils of the “shortcut” culture that we live in today

The Leadership Adventure

Nobody really teaches kids or adults how to handle life. We love to have our formal education, technical skills, and qualifications. Still, nobody teaches us how to deal with setbacks, failures, heartbreak, and many other inevitable things that we all face in life.

That understanding led Hiten down a path of self-discovery, self-development, and philosophy, which is where his book, The Leadership Adventure: Five Powerful Secrets Every Leader Should Know to Motivate People & Maximize Productivity, came from.

Our Relationship with Ourselves

The most important relationship we have in life is our relationship with ourselves. How we speak to ourselves is crucial, and there are too many people out there that don’t have a high sense of self-worth, don’t have a high sense of self-esteem, and don’t look after themselves. So how can we expect these people to look after somebody else?

One of the ways in which you can start to build that relationship with yourself and become somebody that you like and respect is by doing things that take you out of your comfort zone every day. This is how you build trust with yourself, and as a result, your self-esteem and confidence grow. When we break the promises that we make to ourselves, what happens is that we erode our confidence in ourselves.

Shortcut Culture

In some ways, we live in a strange “shortcut” culture today, where everything is supposed to be easy, and we rarely have to make an effort to get anything. Because of this, people are underachieving and feeling worse about themselves.

We have this false idea that everything is supposed to be easy, and when things don’t turn out that way, our self-confidence is eroded, and we end up in a difficult place mentally.

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, Samantha Lee Wright discusses the biggest mistakes newbies can make when starting a podcast. Samantha Lee Wright launched a #1 podcast, reaching over 5 million downloads despite zero formal training.

This Expert Insight Interview discusses:

• Whether you should start a podcast at all
• How to find your niche
• Understanding your own reasons for starting a podcast

To Podcast Or Not to Podcast

Similar to how it was with the blog a while ago, many people feel like they should have a podcast nowadays. Podcasting has become a content marketing channel, and people want to take advantage of it. However, doing something just because everybody else is doing it is not a great starting point.

Instead, you should really have a good reason, purpose, and plan for what you want to do. Starting a podcast is not like opening a Twitter account or a Facebook page — it is a lot more work, so it should take some thought, follow-through, and planning. So, if you’re not 100% in love with your podcast, don’t start it.

Getting a Little Weird

One of the biggest mistakes people make when starting out is that they start way too broad. If you’re starting from scratch, or you’re a small business without a huge following to bring along to your podcast platform, you can give yourself a huge leg up by niching down, or as Samantha puts it, “getting a little weird.”

Discover what it is that you have to offer to the world that is just weird enough or small enough. You’re not looking for everyone in the world to be interested in it; you’re trying to make it easy for those who are interested in it to find you and enjoy your content.

Why?

Another hugely important question that you can ask yourself is “why?” Think about whether you want to do a podcast just for fun or a business-related goal such as brand awareness, generating leads, etc.

When it comes to answering this question, a great place to start would be to consider how you want to make money from the podcast. Do you want to try and reach as many people as you can to get random sponsors, or do you want to offer your own product? If your goal is the latter, start with the ideal customer for said product and work your way backward to find the kind of content those people would listen to.

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, Shiv Gupta discusses why setting the right goals is the secret to business success. Shiv Gupta is the SEO Team Lead and Director of Marketing at Incrementors Web Solutions. He has been in the digital marketing sphere since the age of 17, attaining a deep knowledge of the industry and earning multiple awards along the way.

This Expert Insight Interview discusses:

• The crucial mistakes people make when setting goals
• How to divide your goals into smaller, more attainable tasks
• Why accountability is essential when it comes to achieving your goals

SMART Goals

The beginning of the year is when people usually set goals, so goal setting is a big topic. There are a few things that people do wrong when setting goals, and the first one is that they don’t know what they want to achieve or have just a vague notion of what they want to do.

The problem with this is that if you can’t measure something, you can’t achieve it. Therefore, it is always a good idea to set SMART (specific, measurable, attainable, relevant, and time-bound) goals. So, instead of saying simply, “I want to lose weight,” you should say, “I want to lose five pounds by the end of the month.”

Commitment and Consistency

Setting big goals is great — you should have something exciting to strive for, something that motivates you. However, if you don’t lay out clear steps towards achieving this big goal, you will become overwhelmed by the task and ultimately give up on it.

Whatever your goal is, you need to divide it into attainable tasks which you can achieve on a regular basis, either weekly or daily. Once that’s done, all you need to do is remain consistent, and you’ll reach your big goal almost automatically. Think of your dreams in terms of commitment and consistency, and you’ll become unstoppable.

Accountability

Accountability is another essential part of the goal-setting equation. Even if you feel like you’re committed to a cause, you’ll quickly run out of motivation and drive if you’re not held accountable for taking the necessary steps to reach it.

In a fitness context, sharing your goals with someone or going to a gym with a partner makes it more likely for you to stay consistent. This accountability is also crucial in business, regardless of your position or status.

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.