One of the biggest challenges business leaders face is trying to find time to work on the business rather than in the business. Terry Ogburn joins #SalesChats to explain how to focus on the business and build value for the future. This includes figuring out what is important to your customer now and what is likely to be in the future. Join us for a fast-paced, interactive session.

Recorded Live – Nov 12th, 9am PT

EPISODE QUESTIONS:

Q1: What can a company do to stand out in the future of business?

Q2: How to make improvements where they matter to customers?

Q3: What’s the best way to work towards desired outcomes?

Our Guest

Terry Ogburn

Terry Ogburn is the renowned owner and Lead Business Coach of Ogburn’s Business Solutions. His proprietary coaching system and personal devotion to the development of others have contributed to the success of hundreds of small to large business ventures.

Links › Terry Ogburn | linkedin.com | Twitter | YouTube

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.

What are the characteristics of a high achievers? In this Expert Insight Interview, Dr. Ruth Gotian discusses high achievers and optimizing success. Dr. Ruth Gotian is a Chief Learning Officer in Anesthesiology at Weill Cornell Medicine, a contributor to Forbes and Psychology Today, keynote speaker, and leadership coach.

The interview discusses:

• The fundamentals
• Finding motivation and perseverance
• Keeping foundation and continuous learning

Fantastic Four

All elite high achievers have these four things in common: they found the passion that motivates them, they have a high level of perseverance, have a strong foundation of their expertise, and they continue their education not only in the area of expertise but broader. The crucial thing is to do all these four things together rather than choosing one or two to do.

Motivation and Perseverance

It is hard to find motivation without finding your true passion. The research shows that if we do things that we are passionate about for only 20 percent of our time, the other things will come so much easier for us to do as well. There is a Passion Audit to determine our passion. Firstly, we should list all the things that we are good at doing. Secondly, we should list the things that we could get rid of doing. And lastly, we should list the things that we would do even for free. The last one is where our passion is hiding. Next, perseverance is not a popular topic nowadays because people expect everything instantly. We must be able to let go of bad things because that way, we free ourselves for the better things to come. The problem is that people focus on things they cannot control instead of focusing on the things that they can control and not worrying about anything else.

Foundation and Learning

The more advanced we become, the more we get tempted to forget about basics. The key to advancing in our expertise is to keep our strong foundation by going back to the basics. For instance, legendary Kobe Bryant still practiced basic drills in the morning, the same ones that kids do in junior high school. And lastly, regarding learning, people usually confuse formal classroom-type of learning with continuous informal learning. We need to invest in ourselves, and the best investment is knowledge. Nowadays, there are so many informal and online ways to learn as books, interviews, podcasts, free courses, etc. We only need to find the one that works the best for us, and the best way to do that is to try a bunch of different ones.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Mental health topics still have a lot of stigma around it. But, especially now during the pandemic and lockdowns, this topic needs to be addressed more than ever. Thus, in this Expert Insight Interview, Pix Jonasson discusses mental health. Pix Jonasson is an international best-selling author, mindset and resilience coach, speaker, and mentor for healthy living.

This interview explores:

• Spreading awareness
• Acting on first symptoms
• Finding gratitude in small things

Awareness

Suicide is the most common killer among people ages 15 and 45. Thus, it is significant for the issue of mental health to be more accessed in our conversations and education systems. We have to create an environment in which people feel comfortable enough to open up about their depression or other problems. And when they do open up, we have to be educated enough to know how to cope with it. This pandemic showed us the importance of our mental and spiritual health. The worldwide promoted social distancing instead of physical distancing is a wrong approach in terms of wording. People can still be physically distancing but socially close because of online hanging. Being social and feeling close to the people, even virtually, can help our minds.

Take an Action

People who notice that they started feeling more depressed, pessimistic, or any other way they have not felt before, need to act by fully focusing on themselves. Taking time for yourself is not selfish. It is a way to help yourself. There are so many different ways that you can help yourself by going inside your mind to think about what makes you happy, meditating, exercising, finding a psychotherapist, etc. You have to figure out what works best for you. Asking other people for help takes a lot of courage, but it also represents a significant step in addressing your problem out loud to someone. The key is not to give up at any time, because there are ways to make us feel better.

Find Gratitude

Mental health topics need to be widely popular as physical health. But in the meantime, there are so many resources and tools now for people to use. Even for people who are a little bit more on the introvert side, there is so much online material to find for reading and listening. We need to start small with small steps, but even reading one book can help us to change perspective, retrain our brain, and find gratitude in something. There are so many simple things to be grateful for, which sometimes we do not even notice. And lastly, we deserve to be happy, but being happy is a decision that we have to make within ourselves.

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.

Just like in precision shooting, a focused mind can help you to hit your target in life. In this Expert Insight Interview, Christina Bengtsson discusses the importance of focus for organizations and individuals. Christina Bengtsson is a former military officer, world champion precision shooter, and an international thought leader specialized in focus.

This Expert Insight Interview explores:

• Resisting impulsive decisions
• Finding the real focus
• Overcoming the negativity

Resist the Impulse

In today’s world full of distractions, sometimes it is hard to keep the right focus. Being focused can mean to become more efficient and productive at work. But being focused also means to are good at it, and then it becomes easier to say no to it. By being so eager to be better and go further, it is so easy to lose the connection with ourselves. Thus, to be able to connect to our true selves, we have to be in a focused mindset.

Find Your Focus

We live in such a comparison-oriented society lead by social media. The majority of people do stuff which this society imposes and not what they really want to do. We lose who we are in that superficial society. The problem that people face is thinking that it is hard to focus. But becoming focused shouldn’t be hard. Being in a focused mindset means being in your place of relief in which you are fully relaxed, but also confident and sharp at the same time. If someone thinks that’s hard, he or she has too high requirements. No person can focus that sharp for too long. However, lowering expectations and exercising to focus on baby steps, even five minutes every day, can help to experience how the real focus looks. Gradually, it can lead to a focused way of living.

The Neutral Zone

If we tried to focus, but the first attempt was not successful, it is easy to allow the negative and disappointing thoughts into our minds. Considering that our mind can focus only on one thing at a time, a technique to get rid of the negative thoughts is to get our full attention to something neutral. That way, we relax our brain from all the stress and regain the positive energy for the next focus. learn, listen, empathize, and dare to learn to resist impulses. Learning to see distractions, but to ignore them or to be strong-willed to say not to them is a powerful tool. We all have so many opportunities coming at us sometimes, but we do not have to go for all of them. It is useful to pause and to think for a bit whether this opportunity is something that we really want, and we.

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.

Do you believe in yin and yang, the concept of dualism? In this Expert Insight Interview, Brian Levenson discusses his new book Shift Your Mind: 9 Mental Shifts to Thrive in Preparation and Performance. Brian Levenson is a founder, executive coach, and mental performance coach at Strong Skills.

This interview discusses:

• Mindsets during preparation and performance
• Balancing dualities

Preparation vs Performance

When we are learning, improving, growing in something, we are in the preparation stage. When we are executing some action and getting evaluated based on the results, we are in the performance stage. For these two different stages, we need two different mindsets. In sales, for example, everything that includes learning about your client is preparation. Performance comes into play only when you start to propose an offer. We prepare way more than we think. The preparation stage is reading, listening to a podcast, being humble, focused on the future, analytical, and experimental. One the other side, when we get into a performance mind, we should become more arrogant, adaptable, and presently focused. These two mindsets should not be mutually exclusive but well balanced. Only the best performers are humble enough to spend life learning from people they know and do not know in order to shine during a performance stage. We consider arrogance as bad behavior but being arrogant in terms of believing that you are the right person for the job due to humble preparation is okay.

Dualities Can Balance

Nowadays, we have access to too much information that we all became data analytical. There is data for almost everything. So, analysis is beneficial in the preparation stage. But when it comes to performance, we should focus more on our instincts because sometimes there are circumstances in which data points to one way while our gut feeling shows towards another. One thing in which modern technology cannot compete with humans is our intuition. Also, in a preparation mindset, it is good to be fearful because that shows that we care how we will do our job. But then, in performance, we get to be fearless because we know that because of that fear earlier, we have practiced enough. And lastly, for every selfish, there is a balance of selfless. We need a level of selfishness to succeed, and the level of selflessness to excel. The key to being able to act a certain way in performance is to work hard enough in the preparation to earn the right for it. In conclusion, too many times in life, we think that we have to do things one way, but actually, we can hold two things at once as long as we know when is the right time to use which 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.

The human body can adjust to any circumstance. In this Expert Insight Interview, Jessica Cox discusses how the human body overcomes the obstacles by shifting the mindset to limitless opportunities. She is also the first armless pilot ever in the aviation industry, for which she earned a Guinness World Records medal.

This interview discusses:

• The Possible Thinking
• The Obstacles
• The Strategy

The Art of Possible Thinking

An obstacle may seem impossible to overcome if we are focused on the thing that intimidates us. But no matter if the barrier is emotional or physical, if we set our mind right, we will find a way to overcome it. There is a way to tie your shoelaces with your feet. That example describes the concept of Possible Thinking, and it produced the phrase – to think outside the shoe.

SHOE

The acronym SHOE stands for self-limiting beliefs, habits, overcomplication, and excuses, respectively. These things prevent us from thinking that everything is possible. We all have self-limiting beliefs from which we need to set ourselves free. Sometimes we set those beliefs on our own, and sometimes somebody else sets them for us, and we accept them. Also, all of us have a habit of doing things a certain way. Habit awareness is breaking away from the norm of how we do things and embracing new ways.
Overcomplication is something, that again, we put on ourselves. No matter if we overcomplicate things or we try to perfect them, in both cases, we are preventing ourselves from completing the task. It comes from the fear of failure, and it prevents us from taking a challenge. And most commonly, excuses such as not being able to afford or not having time for something are crucial for stopping us from taking a challenge.

THINK

The acronym THINK represents the strategy for tackling a challenge, and it stands for tearing up the challenge, hyphening awareness, insisting on finding a way, nonstop reinventing and kicking out the habit of excuses, respectively. Tearing up the challenge means breaking the challenge into smaller parts to make it easier for us to overcome it. Hyphening awareness represents the ability to be aware of the people and tools that are around you that can be useful. Nonstop reinventing or repurposing means becoming creative and reinventing the item to serve another purpose, instead of the intended one. And last, and probably the most important one, kicking out the excuses tells us to stop the habit of making excuses. If we succeed in limiting ourselves from making excuses, we can use our creativity to go so much further in life and to accomplish the things that we thought we couldn’t.

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.

When we mention technology innovation, many people think of extraordinary things like going to mars. Instead, there are so many more down-the-earth things in which technology can help significantly. In this Expert Insight Interview, Neil Sahota discusses how we can use artificial intelligence for social good. Neil Sahota is an IBM Master Inventor, UN AI expert, Chief Innovation Officer, and lecturer at UC Irvine, speaker, and author.

This Expert Insight Interview explores:

• The benefit of AI in the medical field
• The benefit of AI in education
• The benefit of AI in agriculture

Medicine

You might hear of Elon Musk and brain mapping ideas. But artificial intelligence already revolutionized the medical field in terms of providing robot limbs to the people who lost or were born without a specific limb. The robot limb restored their mobility and brought them the experience of feeling and controlling their limb.

Education

This pandemic showed us just how much the education system did not teach us how to leverage the technology right. Educational institutions struggle all over the world to enable digital schooling processes possible. Also, with that comes another problem. Not everyone has the internet or electronic devices to do online studying. Many families have one computer for the whole family, or maybe even none. With the AI tutor, the learning curriculum is individualized for each student’s needs. Everyone does not study the same way because people are different types of learners as visual, auditory, note taker, etc. Also, somebody learns faster while somebody needs more time. Thus, with an AI tutor, students will acquire more knowledge.

Another area that needs improvement in the education area is the level of practical experience offered as real work situations. So many students graduate from schools but are still unprepared to perform a job. Virtual reality can play a significant role here by providing virtual real work experience for students. For example, some law schools established virtual courtrooms so that students can have hands-on experience.

Agriculture

Furthermore, AI tremendously impacted agriculture. This planet has enough resources to feed the whole population, but unfortunately, we still have areas where people starve. By looking at the climate or the insect infestation, the AI can help the farmers with unfavorable topsoil to find out the perfect spots to plant the seeds to be able to grow more crops with fewer resources. By empowering farmers, we also empower their local economies and create more jobs. The opportunity to thrive would benefit the communities in developing countries, for instance, many African and Asian countries.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

What is the key to more prospects and more closing of sales? In this Expert Insight Interview, we bring you the answer to this question – marketing with the conversion equation. We explore today’s topic with our guest, Terri Levine. Terri Levine is the founder of Heart-repreneur LLC, growth strategist, business and executive coaching expert, keynote speaker, and best-selling author.

The interview discusses:

• The Formula
• The need for more heart-to-heart relationships

The Formula

The formula for doing marketing the right way is to interrupt, to engage, to educate, and lastly, to offer. Nowadays, we are so overwhelmed with online marketing messages that most people automatically scroll down through different social media platforms, websites or emails without too much attention. Thus, to interrupt means to get attention from the right audience with the right message. Once when you get their attention, you must keep the audience engaged by providing the content that is relatable to them. Educating is an extremely significant step because it creates value for the audience. It can be a fact, data, any little share of your expertise that will be valuable to the audience. People are usually reluctant to share their knowledge with others because they assume that other people know that as well, but in reality, not many people know what you know. The last step is to make an offer. That is the final step because you take it only after you create a relationship with your audience. The offer should be low risk or no risk at all because by giving a heart to heart offer to your audience, you are proving that your intention is only to care for their well-being. The point is to create this whole experience of you bringing a transformation into their lives, rather than just another transaction.

Embrace the Heart-to-Heart

Even before the pandemic, with the rise of virtual societies, people became more disconnected from each other. The virtual world diminished the element of human contact and made human relations more superficial. Even the business world became overwhelmed with cold transactions and mass of generic messages. There is a need for more heart-to-heart relationships, both personally and professionally. We need to connect with the people authentically and transparently, as well as with integrity. The epidemic has caused the virtual way now to become the only way of connecting with people. However, Zoom and other online platforms are not a disadvantage, but rather a useful tool to deeper our relationships with others.

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.