Making A Sales Rockstar | A Conversation with Mike Scher

 

Human to human interaction is not dead.

But humans don’t ask to be communicated with through only one channel.

None of your prospects say ‘I only want to talk to you through phone’.

Or ‘I only want to talk to you through email or social.’

What people want is to be delivered the right message, through the channel that is most appropriate at the time.

By bringing together technology and a solid methodology solution you’re able to make salespeople into rockstars!

On this episode of the podcast we talk with Mike Scher about how his company is helping salespeople get more opportunities. Mike is the Co-founder and Chief Sales Architect of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become the leader in Prospecting Optimization solutions to help sales people get more first appointments with prospects genuinely interested in speaking to them, dramatically increasing sales results.

Mike led the development of the company’s Staccato methodology and technology including the study of 1.8 million outreach efforts removing the guesswork sales people go through about who to contact, when, how and how often.

Prior to founding FRONTLINE Selling, Mike spent 18 years in enterprise software sales. Most of that time was spent at JDEdwards where Mike was a frequent Presidents Club winner.

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

The Habits and Attitudes of Success | A Conversation with Dr. Lance Casazza

52 people …

260 habits …

Hundreds of attitudes … all coming from some of the most extraordinary people you would ever want to meet.

Dr. Lance Casazza has packaged together the habits and attitudes of 52  people from all walks of life whose habits and attitudes will move you. Then each person leaves you with something profound – his or her “parting shot”. A deep truth about what they’ve come to understand about life, love, humanity, business, success, and true happiness.

Discover the wealth of untapped knowledge and experience that makes these amazing people who they are and what makes them joyful and successful.

On this episode of the podcast we will talk with Dr. Casazza about the habits and attitudes needed to be successful and how you can build them into your life too.

Dr. Lance A. Casazza previously wrote Be the Hammer Not the Nail to help the millions of people searching for a practical and useful self-help book to improve their lives. After spending several years struggling in his private practice, Dr. Casazza began a personal odyssey to discover what successful people did to realize their dreams. This book is the result of his research, dedication and commitment to find answers and help others build the lives of their dreams.

Dr. Casazza is a graduate of the Palmer College of Chiropractic West, New College of California, and earned a Bachelor’s Degree in Exercise Science from the University of California, Davis. He has published several articles including: Sacramento News & Review, “Ask Dr. Lance”; and Dynamic Chiropractic, “The Association of Smoking and Low Back Pain.”

 

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Going From Idea to Product | A Conversation with Mark Dohnalek

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Do you have an idea for a product… but have no idea where to start??

Pivot International is THE SINGLE-SOURCE global product development, engineering & manufacturing partner for over 40 years. On today’s podcast episode we talk with Mark Dohnalek, the President and CEO of Pivot International.

Mark Dohnalek leads Pivot International’s global core business and acquisitions in the US, UK and Asia utilizing his experience of over 30 years in manufacturing, product development and business management. His broad spectrum of experiences in manufacturing, engineering, biometric, security, industrial consumer, and medical product solutions have enabled him to grow the company and expand in European and Asian markets. Since he acquired Pivot in 2012, he has leveraged his business experience and passion for innovation to develop, engineer and manufacture solutions for clients in various industries.

In this episode you’ll:

  • Learn the process from taking an idea to a packaged product on store shelves
  • Discover the dramatic shift in the way we do business and work
  • Realize the future of the manufacturing workforce

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

The Rise of the Virtual Office | A Conversation with Frank Cottle

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The world of work is changing rapidly.

Gone are the days of employees needing to be tied into one physical location.

Thanks to advances in technology we can now work remotely at home or from a coffee shop.

But what happens when you need to get out of the house or working in a noisy coffee shop just won’t cut it?

That’s where co-working spaces and virtual offices come in.

A virtual office gives you an instant presence, anywhere.

From a recognized business address with frequent mail forwarding services,
a local or toll-free number, a professional live receptionist call answering service, and more.

Best of all, your Virtual Office is so much more than a PO Box.

You can also reserve fully equipped meeting rooms and day offices anytime you need to work locally or meet clients.

Frank Cottle joins us on this episode to talk more about the rise in virtual office use.

As the founder of Alliance Business Centers Network, with over 650 Office Business Centers operating in 42 counties, and a previous owner and operator of twenty-two of his own Office Business Centers, Frank has unique global management perspective and know-how developed during his 25 years within the Office Business Center industry.

In this episode you’ll:

  • Learn the key benefits virtual offices provide
  • Discover the dramatic shift in the way we do business and work
  • Realize what is enabling this rise in virtual offices

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Baseball’s Greatest Forgotten Rivalry | A Conversation with Tom Van Riper

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Call it the forgotten rivalry…

The Cincinnati Reds and the Los Angeles Dodgers may not share geographical boundaries, and today they don’t even play in the same division, but for a period of time in the 1970s Dodgers vs. Reds was the best rivalry in Major League Baseball. They boasted the biggest names of the game—Johnny Bench, Steve Garvey, Pete Rose, Don Sutton, and Ron Cey, to name a few—and appeared in the World Series seven out of nine years.

In Cincinnati Red and Dodger Blue: Baseball’s Greatest Forgotten Rivalry, Tom Van Riper provides a fresh look at these two powerhouse teams and the circumstances that made them so pivotal. Tom delves into the players, managers, executives, and broadcasters from the rivalry whose impact on baseball continued beyond the 1970s—including the first recipient of Tommy John surgery (Tommy John himself), the all-time hit king turned gambling pariah (Pete Rose), and two young announcers who would soon go on to national prominence (Al Michaels and Vin Scully).

In addition, Tom recounts in detail the 1973 season when both teams were at or near their peak form, particularly the extra-inning nail-biter between the Reds and Dodgers that took place on September 21 and effectively decided the divisional race.

On this episode we will dive into the making of this book and what makes this book so unique.

In this episode you’ll:

  • Learn the importance of this rivalry in baseball’s history
  • Discover how baseball is turning each game into an event
  • Realize the effect TV rights is having on the game and viewers experience

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Hard-Won Lessons From Trailblazing Women | A Conversation With Joann Lublin

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Among the first female reporters at The Wall Street Journal, Joann S. Lublin faced a number of uphill battles in her career. She became deputy bureau chief of the Journal’s important London bureau, its first run by women.

Now, she and dozens of other women who successfully navigated the corporate battlefield share their valuable leadership lessons.

Lublin combines her fascinating story with insightful tales from more than fifty women who reached the highest rungs of the corporate ladder—most of whom became chief executives of public companies —in industries as diverse as retailing, manufacturing, finance, high technology, publishing, advertising, automobiles, and pharmaceuticals.

Leaders like Carly Fiorina, former CEO of Hewlett-Packard, as well as Mary Barra, CEO of General Motors, and Brenda Barnes, former CEO of Sara Lee, were the first women to run their huge employers.

Her book Earning It reveals obstacles such women faced as they fought to make their mark, choices they made, and battles they won—and lost.

Lublin chronicles the major milestones and dilemmas of the work world unique to women, providing candid advice and practical inspiration for women of all ages and at every stage of their careers.

The extraordinary women we meet in the pages of Earning It and the hard-won lessons they share provide a compelling career compass that will help all women reach their highest potential without losing a meaningful personal life.

In this episode you’ll:

  • Learn the importance of building resiliency in your personal and professional life.
  • Discover why you need to be willing to take on the mission impossible assignments
  • Realize why you need to find and build relationships with sponsors
  • Learn the power of velvet glove negotiation

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Is Value Based Investing For You? | A Conversation with Jason Cooper

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Value based investing has long been undervalued in our financial market.

But recently there has been an uptick of people investing in this risk minimizing option.

On this episode of the podcast we talk with Jason Cooper from Stuyvesant Capital all about value based investing.

Jason graduated Cum Laude from Cornell University, where he completed both pre-med requirements and earned a BS in Animal Science. He has received numerous awards for his independent research as well as academic excellence.

At Stuyvesant he is responsible for investment research on the firm’s core holdings and assists in portfolio management. Jason passed the three CFA examinations in a three year period. In March of 2017 he became a member of The ANALYST,  the oldest securities analysis club in the United States, which was co-founded by Benjamin Graham, the father of securities analysis.

this episode you’ll:

  • Learn why the financial market is just starting to really embrace value investing
  • Discover how to critique a value manger
  • Realize why you would choose a value manger over passive investments

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Out Front | A Conversation with Deborah Shames

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More than ever before, the business, entertainment, and political landscapes are ripe for women to accomplish their goals. Women are entering law, medical, and graduate schools in equal numbers to men. But it’s still a challenge to make it to the top.

Developing excellent communication and public speaking skills gives women the ability to rise to their full potential, seize every opportunity, and realize their aspirations. Whether pitching for new business, delivering a talk at a conference, raising money for a non-profit, or communicating one-on-one with coworkers, women can become effective, powerful communicators when they speak with authenticity and confidence.

Deborah Shames, a veteran speaker and master trainer with 18 years of experience coaching high-level executives and celebrities, invites women to step up and be heard.

Noting the perfection syndrome and negative self-talk that plague many women, Deborah delivers a how-to for battling these demons and identifies women’s special talents—from high emotional intelligence and leadership skills to storytelling. In this episode, she guides listeners in the mechanics of communicating efficiently and constructing successful presentations, even with pressing deadlines.

In this episode you’ll:

  • Learn why even if you don’t feel like an expert, you should still be speaking
  • Discover how to shut off the critical voice
  • Realize why prep helps eliminate the biggest cause of anxiety
  • Learn how to avoid the death by powerpoint experience
  • Discover how to create a great talk
  • Realize the power of three talking points.

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Success in 5 Minutes A Day | A Conversation with Karen Briscoe

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Can 5 minutes change your life?

Karen Briscoe believes it can… when you use it the right way.

Investing your first 5 minutes a day in reading and sharpening your skills is the one step that can put you on the fast track to success in your life and business.

Many masters and experts have shared their wisdom through stories; learning from these experienced leaders by reading their words is how you, too, can achieve personal and professional transformation. Success is achieved by getting into action immediately and applying the principles learned. Applied knowledge leads to success.

That is the beauty of author and top-performing agent Karen Briscoe’s Real Estate Success in 5 Minutes a Day. You truly only have to invest five minutes a day to achieve amazing results.

Karen joins us on this episode of the podcast to dive into more detail on the life changing impact of these first 5 minutes.

In this episode you’ll:

  • Learn why applied knowledge is more powerful than simply acquiring information
  • Discover the power of your first five minutes
  • Learn why your mindset is a key component to success
  • Realize the importance of working on the three stages of your business

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

My Father’s War | A Conversation with Charley Valera

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Charley Valera has always had a fascination with WWII and its effects on the soldiers and their families.

Charley knew his father was a WWII veteran and, like most of us, he never asked what life was like during the war. Years after his father passed away, taking his stories with him, he was determined to document the lives of other veterans.

In this episode of the podcast Charley shares his journey of capturing the stories of dozens of World War II veterans, and preserving them in his book My Father’s War.

In this episode you’ll:

  • Learn why capturing these lost stories is important
  • Discover the real history of the war from the men who were on the ground
  • Learn how to engage with someone in order to hear their stories
  • Realize the power of preserving these stories has on the children and grandchildren of our WWII veterans.

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.