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Episode 65: Jason Smith’s Sales Synergistics Process

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Business Infrastructure
Business Infrastructure
Episode 65: Jason Smith’s Sales Synergistics Process
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EVERY business exists to make money. Without it, they will surely fail. This #1 need kickstarts the sales process and it’s the reason we’re kicking off Season 6 (Profitable Processes) with the topic. In this episode, sales guru Jason Smith shares his sales synergistics process for aligning all business units of a company to maximize revenue potential. Learn about his 5-ring framework for achieving this alignment and how to implement it in your business to prevent sales and operations silos as your company grows.

Special Guest: Jason Smith, Founder & CEO – CIGRIE

Location:  Atlanta, GA  USA

Show Notes:

  • Sales Benchmark Index (SBI): a management consulting firm based in The Netherlands that specializes in sales and marketing techniques to help companies reach their revenue targets.
  • Sales Operations: an article that provides an in-depth explanation of sales operations.
  • Sales Transformation: an article describing the definition of sales transformation.
  • Gong.io: a tool to help “Generate more revenue by having better sales conversations with the #1 conversation intelligence platform for sales.”
  • Capterra: search for the best Customer Relationship Management (CRM) software to suit your company’s needs on this site.
  • SalesLoft: the “#1 engagement platform that helps you understand your customers’ needs and respond in meaningful ways.”
  • Aslan Training: an award-winning, top-ranked sales training company.
  • Meetup.com: an international platform designed to help people with similar interests organize into groups for networking.
  • TAG Sales Leadership Society: the Technology Association of Georgia’s program for sales professionals.
  • European Sales & Marketing Association (ESMA): an organization for professional sales agents, distributors and manufacturers as well as sales and marketing organizations that represent the packaged consumer goods industry.

Watch the Video Version of this Interview:

Watch the Aftershow!

LEADER DIALOGUE: Leveraging the Baldrige Framework in Today’s Competitive Marketplace

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Gwinnett Studio
Gwinnett Studio
LEADER DIALOGUE: Leveraging the Baldrige Framework in Today's Competitive Marketplace
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Duffie Dixon, Ben Sawyer, Jennifer Strahan

Hosts Ben Sawyer, Jennifer Strahan, and Duffie Dixon discuss how businesses can leverage the Baldrige framework in today’s competitive marketplace with guest Scott McIntyre, the Chief Executive Officer of Guidehouse.

Topics discussed on this episode of “Leader Dialogue” include:

  1. Business Acumen:  Conversation will include Scott’s background including his experiences in pursuing the National Quality Award.  Scott will provide an overview of Guidehouse and what solutions they provide to their clients.
  2. Current state: Discussion around leveraging the Baldrige Framework at Guidehouse in light of pending acquisition of Navigant Consulting.  Review of how this acquisition can better position Guidehouse competitively in the market.
  3. Performance excellence challenges in the Age of Consumerism:  Understanding how Consumerism has changed buyers expectations and how these changes are impacting  consumer loyalty

Scott McIntyre/Guidehouse

Scott McIntyre, the Chief Executive Officer of Guidehouse, brings to his role years of experience in mergers and acquisitions, debt and cost restructuring, and financial modeling. Prior to PwC, he served as a partner at KPMG serving defense and aerospace, government, and industrial manufacturing customers.

He chairs the Prevent Cancer Foundation’s board and sits on the board of the Baldrige Foundation. Scott holds a bachelor’s degree from Washington & Jefferson College, a master’s of business administration from Willamette University and a master’s of science from the Johns Hopkins University.

About SOAR Vision Group

The SOAR Vision Group mission is to: Align People with Purpose to Achieve Exceptional Results. SOAR provides best practice strategy execution, business process optimization services, and a structured organizational development approach for organizations to effectively implement the Baldrige Performance Excellence framework. For more information, contact SOAR Vision Group at (888) 294-3303 or visit soarvisiongroup.com.

About the Baldrige Foundation

The mission of the Baldrige Foundation is to ensure the long-term financial growth and viability of the Baldrige Performance Excellence Program, and to support organizational performance excellence in the United States and throughout the world. The Malcolm Baldrige National Quality Award is presented annually by the United States President to organizations that demonstrate quality and performance excellence. For more information, contact the Baldrige Foundation at (202) 559-9195 or visit baldrigefoundation.org.

THE DAY BEFORE MONDAY Shannon Teixeira with Waste Management and Lindsay Moellenberndt with AZ Biz Link

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Phoenix Business Radio
THE DAY BEFORE MONDAY Shannon Teixeira with Waste Management and Lindsay Moellenberndt with AZ Biz Link
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THE DAY BEFORE MONDAY Shannon Teixeira with Waste Management and Lindsay Moellenberndt with AZ Biz Link

Waste Management is the largest comprehensive waste and environmental services and recycler company in North America. Founded in 1968, the company is headquartered in Houston, Texas.

The company’s network includes 346 transfer stations, 293 active landfill disposal sites, 146 recycling plants, 111 beneficial-use landfill gas projects and six independent power production plants. WMLogo

Waste Management offers environmental services to nearly 21 million residential, industrial, municipal and commercial customers in the United States, Canada, and Puerto Rico.

With 26,000 collection and transfer vehicles, the company has the largest trucking fleet in the waste industry including the largest fleet of natural gas heavy-duty truck fleet of its kind in North America.

We’re always working toward a more sustainable tomorrow. Their focus is on maximizing resource value while minimizing impact in order to further both economic and environmental sustainability for their customers, shareholders and the planet.

Shannon-Teixeira-on-Phoenix-Business-RadioXShannon Teixeira is a designer & builder of Modern HR who is deeply passionate about impacting people, business, communities. She fuses both business and people performance transforming to unified, aligned, collaborative and purpose driven workplaces for employees to be at their best and do their best work.

Her background has straddled between design, operations, marketing and HR working in companies from start-ups and Fortune 500 which has given her the ability to use innovative ways of thinking and doing to drive strategy into high performing organizational outcomes. She considers herself agile and thrives in growing, evolving and collaborative environments. She leads by showing up authentically, mentoring, teaching and having fun.

She is currently leading the people strategy for regional operations unit within WM with revenues exceeding $1B and over 3100 employees across five states. In addition she is part of a core team designing and implementing a new HR operating structure across all of Waste Management focused on a driving a people -first culture.

Shannon is co-founder of AZ Talent coop an organization focused on bringing together all of the people focused organizations across Greater Phoenix, is a past president of SHRM of Greater Phoenix and currently sits on the Advisory board for AZ Biz Link. She is also a Phoenix Business Journal past award recipient for HR Innovation.

Connect with Shannon on LinkedIn.

AZ Biz Link spends our time and efforts on what fuels companies – their workforce and their leadership. We strive to understand what topics companies and individuals are curious about and develop thoughtful education events that answer those questions. AZBLLogofullcolor

We love to tackle tough topics and provide non-political responses. We keep it real and focus on bringing the right community leaders to the table to help all of us navigate specific topics that relate to our personal and professional lives.

Ready to take your personal life and career to the next level? Join us for a future event.

Lindsay-Moellenberndt-on-Phoenix-Business-RadioXLindsay Moellenberndt is a real estate expert with a passion for connecting people and businesses with resources for growth. Throughout her career in commercial real estate and regional economic development she has helped friends, clients, colleagues and community members identify ways to elevate their businesses.

Lindsay founded AZ Biz Link in 2017, a professional development organization focused on facilitating discussions around today’s modern workforce and leadership challenges, while creating solutions and driving real positive change in the workplace.

Lindsay latest hobby includes hosting the AZ Biz Link podcast where she interviews local leaders to discuss all the great people, places, services & companies that exist in our community that can help set one up for personal and professional success.

Connect with Lindsay on LinkedIn and follow AZ Biz Link on Facebook and Instagram.

ABOUT THE DAY BEFORE MONDAY PODCAST

An encouraging and practical podcast giving you the tools to have a happier “work” experience. We tend to do our best work in a healthy environment with/for people we respect, and this podcast will help you to identify and navigate toward the more fulfilling work you crave.

ABOUT YOUR HOST, BRENDA M. CUNNINGHAM

Brenda-CunninghamA former engineer and project manager within corporate America, Brenda M. Cunningham now runs Push Career Management and helps super smart professionals get back to work, get positioned for promotions, and get paid what they’re worth.

She is the President of the Resume Writers’ Council of Arizona, served on the board of the National Resume Writers’ Association, and holds credentials in resume writing, career management, and job search strategy (CPRW, CCM, and CJSS).

Working with corporations to provide more personal outplacement services, Brenda has already made an impact for several companies in manufacturing, retail sales, R&D, and financial services facing reductions in force (layoffs).

An author, public speaker, career strategist, and unapologetic encourager…Brenda is on a mission to make sure no one is limited by boundaries in their own career. You can connect with Brenda at LinkedIn.com/BrendaMCunningham.

ABOUT OUR SHOW’S SPONSOR

Push Career Management, LLC, is a Career Transition firm that works with professionals who are ready for promotion or who are eager to get back into quality positions in the workforce. They provide corporate outplacement services, 1:1 portfolio development (resume, LinkedIn profile, cover letter, etc…), and job search/interview coaching.

Their clients get a huge surge of confidence after working with them. Their signature Discovery Process helps them to extract the things that make their clients marketable so they can demand and get paid what they’re worth…while accelerating their transitions. To find out more, visit pushcareermanagement.com and schedule a complimentary consultation or a more in-depth strategy session.

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COACH the COACH: Author and Speaker Paul Smith

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Coach The Coach
COACH the COACH: Author and Speaker Paul Smith
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Paul-SmithPaul Smith is one of the world’s leading experts in business storytelling.

He’s one of Inc. Magazine’s Top 100 Leadership Speakers of 2018, a storytelling coach, and bestselling author of the books The 10 Stories Great Leaders Tell, Sell with a Story, Lead with a Story, and Parenting with a Story.

He holds an MBA from the Wharton School, is a former consultant at Accenture, and former executive and 20-year veteran of The Procter & Gamble Company.

Connect with Paul on LinkedIn, Twitter and Facebook.

E38 Colin Ellis with Colin Ellis PTY LTD and Charity Carr with Olympus Construction Management

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Phoenix Business Radio
E38 Colin Ellis with Colin Ellis PTY LTD and Charity Carr with Olympus Construction Management
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E38 Colin Ellis with Colin Ellis PTY LTD and Charity Carr with Olympus Construction Management

As a Project Management leader are you focusing on your people? In this episode we chat with Colin Ellis and Charity Carr about the importance of the human element of Project Management. We kick off our discussion talking about Colin’s book, The Project Book. The discussion takes us to the people side of Project Management. As we focus on the soft skills of project management we recognize these actually are the hard items to focus on. We then discuss the importance of purpose and culture to achieve the results we’re looking to hit. The future of project management has us evolving away from the triple constraints and moving towards improving culture and providing value.

Listeners have asked to hear from PM leaders within the Construction industry and we hit the mark with Charity. She shared with us her experiences and the work she is doing to build and expand on the Mayo Clinic campus. We learn of the similarities and differences between construction projects and technology projects. Charity shares the benefits of IDP, Integrated Project Delivery within the design and construction space that leads to improved communication and teamwork.

Tune in for upcoming shows with Project Management leaders and subscribe to the podcast on Apple Podcast, iHeartRadio, Spotify, Spreaker, Stitcher,or your favorite podcast platform! Thanks to our sponsor THE PMO SQUAD. Visit www.thepmosquad.com to learn about the Purpose Driven PMO and all their project management services.

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Colin-Ellis-on-Project-Management-Office-HoursColin D Ellis is an award-winning international speaker, best-selling author and renowned workplace culture and project management expert who delivers speeches and development programs around the world that inspire, motivate and entertain!

Able to draw on more than 30 years of public and private sector project leadership experience in the UK, New Zealand and Australia, Colin gets people talking through his emphasis on people being the best version of themselves and creating teams and communities they can be proud of.

Colin is originally from Liverpool in the UK and now lives in Melbourne, Australia following six years in New Zealand. He is known for his snappy dressing, sense of humour and love of karaoke.

Connect with Colin on LinkedIn, Facebook, Twitter and Instagram.

OCM

Olympus Construction Management is a Construction Consulting firm with offices in Phoenix, Arizona & Sacramento, California. They specialize in 3rd Party Project Management and Owner’s Representation. Olympus becomes a part of the Owner’s team and continuously represent their interests on the project. Beginning at project conception, they manage the entire process from planning through occupancy and even beyond. They listen to the Owner’s needs and implement their goals into each project.

Charity-Carr-on-Project-Management-Office-HoursWith over 15 years of experience in the construction industry, Charity Carr is well-versed in many facets of design and construction. Owner, Project Management – Estimating, Budgets, Contracts, etc. Complete project oversight and management from conception to completion. Construction – Subcontractor Management, Assigned Division Management, Estimating, Project Engineering, Project Management Design – Revit Architectural Modeling, Test Fits, Interior/Exterior Wayfinding Sign Systems, Presentations, Database Design General – Document QA/QC, Employee Mentoring, Code Research, Software System Development Communication – Internal/External Team Management and Communication

Connect with Charity on LinkedIn.

ABOUT PROJECT MANAGEMENT OFFICE HOURS SERIES

Project Management Office Hours is intended to provide Project Management professionals a place to drop in and discuss Success Stories, Best Practices, and Lessons Learned.  Project Management Consultant Joy Gumz has shared with us, “Operations keep the lights on, strategy provides the light at the end of the tunnel, but project management is the train engine that moves the organization forward.”  

Each of us has a unique story to tell, but collectively we share a message that organizations who embrace Project Management Best Practices perform better than those which don’t.  Organizations which align Projects to Strategy perform better.  Organizations with Engage Executive Sponsors deliver better results.  Organizations which measure Project Management performance outperform those which don’t.

During our Project Management Office Hours, we hear directly from Industry leaders how to make an impact in our profession. How we, collectively, will Advance Project Management Best Practices, One Listener at a time! 

ABOUT YOUR HOST

Joe Pusz started THE PMO SQUAD to bring real world PMO Leadership experience to the consulting space and to advocate for Project Management through his blog PMOJOE.com. The old saying is “Do what you love and you’ll never work a day in your life.” Following this mindset Joe left Corporate America in 2013 to start THE PMO SQUAD and work with fellow Natural Born Project Managers to advance Project Management Best Practices.

ABOUT OUR SPONSOR

THE PMO SQUAD focuses exclusively on PMO and Project Management consulting. Corporate America is full of Accidental Project Managers running projects who haven’t been trained to be PMs. To help solve this problem THE PMO SQUAD is on the Leading Edge with PMO As a Service. PMO As a Service allows our clients to focus on their respective core competencies while THE PMO SQUAD delivers Project Management expertise. Contact Joe at 678-591-7868. Follow The PMO Squad on LinkedIn, Twitter and Facebook.

Episode 64: The One Thing You Need to Know About Process Improvement – Alicia Butler Pierre

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Business Infrastructure
Business Infrastructure
Episode 64: The One Thing You Need to Know About Process Improvement – Alicia Butler Pierre
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Processes not only ensure consistency with how you make a product or deliver a service, but they directly impact your customer’s experience. In this Season 5 finale, Alicia Butler Pierre, host of the Business Infrastructure show, shares what a process is, its importance in building business infrastructure, and the one thing you need to know about improving one. Listen in as she describes the stages of her podcasting process to illustrate how to execute process improvement. It might be a fun exercise to go back to previous episodes to determine if you can detect the improvements she talks about from season to season! Leave a comment and let us know what you find.

Monologue: Alicia Butler Pierre, Founder & CEO  – Equilibria, Inc.

Location:  Atlanta, GA  USA

Show Notes:

Episode 63: The One Thing You Need to Know About Delivering Difficult News – Liz Kislik

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Business Infrastructure
Episode 63: The One Thing You Need to Know About Delivering Difficult News – Liz Kislik
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As you lead your company through growth spurts, you may realize that it’s time to “level up” your business infrastructure. But how you communicate the need to upgrade people, processes and tools is just as important as the upgrade itself. Change is difficult, even in a faster-paced small business environment, and you can unknowingly create more chaos if you deliver news about change improperly. Liz Kislik has spent the past 30 years helping leaders work through change in fast growth environments. In this episode, she dons her conflict resolution hat to share best practices in delivering difficult news. One of the tools she recommends might surprise you – it’s something you likely use everyday.

Special Guest: Liz Kislik, Founder & CEO – Liz Kislik & Associates

Location:  Rockville Centre, NY  USA

Show Notes:

MARKETING MATTERS WITH RYAN SAUERS: Nate McMichael with Cutting Edge Painting and John Miller with Sterling Seacrest Partners

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Gwinnett Studio
Gwinnett Studio
MARKETING MATTERS WITH RYAN SAUERS: Nate McMichael with Cutting Edge Painting and John Miller with Sterling Seacrest Partners
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Nate McMichael, Jane Bishop, Ryan Sauers, John Miller

Nate McMichael/Cutting Edge Painting 

The goal at Cutting Edge Painting is to build trust in their customers by successfully meeting and exceeding all expectations in their provided services. Cutting Edge Painting’s vision is to consistently grow and improve on products and services while seeking out opportunities to give back to the community. Delivering a great paint job to customers is just a part of what Cutting Edge hopes to accomplish day in and day out. To provide a service that is honest, reassuring, and of high quality is the greater goal. The truth is, peace of mind starts with quality and quality starts with character. By choosing high character people to work alongside, they believe they can provide an all-inclusive service that is second to none.

John Miller/Sterling Seacrest Partners

At Sterling Seacrest, they are here to serve as your risk advisors first, and insurance broker second. They have a highly skilled team ready to collaborate with your business to position you to reach your goals. They believe in a customer centric, highly collaborative process that results in uniquely tailored insurance and consulting solutions. Sterling Seacrest Partners does what they do, to let you focus on what you do.

Jane Bishop/Take the Next Step

Jane Bishop, is CEO of Take the Next Step which emerged out of her passion to help others “go for their It.” She helps small business owners and entrepreneurs strengthen and align with their inner core for success by using her coaching and training skills. When you work with Jane you will experience accomplishing your “it” and be a greater influence to those around you. Jane uses her E4U system to help clients get to the core faster to create and execute a plan for effectiveness. Jane is also a professional speaker and published author. Curious? Reach out and book a complimentary session and see where that leads.

Ryan Sauers/President of Sauers Consulting Strategies

Ryan T. Sauers has spent 25 years leading and/or consulting with visual communications and marketing related organizations. Ryan is President/Owner of the consulting firm, Sauers Consulting Strategies; Our Town Gwinnett Magazine (2 monthly magazines); and its parent company End Resultz Media.

Key areas of focus of the consulting firm include: sales training, marketing strategy, personal branding, leadership development, and organizational change.

Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMO’s in the world and achieved the top designation of  Certified Marketing Executive through Sales and Marketing Executives International.

Sauers is an adjunct university professor teaching leadership, marketing, and communication courses to current and aspiring leaders. Ryan is a Certified Myers Briggs, DiSC, and Emotional Intelligence Practitioner.

Ryan is working on his Doctoral degree in Organizational Leadership and is host of the radio show Marketing Matters. Sauers is author of the best-selling books Everyone is in Sales and Would You Buy from You?   More info at: RyanSauers.com or OurTownGwinnett.com.

Show Overview

Marketing Matters with Ryan Sauers is a radio show presented by Athens Orthopedic Clinic and The Heart of What Matters. The show discusses topics as they relate to marketing, communications, sales, leadership and more. Host Ryan Sauers, a best-selling author and national speaker, discusses how these topics play a role in every aspect of our lives. Each episode shares tangible nuggets of information that listeners can easily understand and apply to their everyday life, whether personal or business. The show challenges listeners’ current state of thinking so they can grow to new heights and see new opportunities in business or life: which is rapidly changing, multi-generational, and noisy in nature.

 

 

Camille and Anthony Bineyard with Love Thy Neighbor

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Phoenix Business Radio
Camille and Anthony Bineyard with Love Thy Neighbor
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Camille and Anthony Bineyard with Love Thy Neighbor

Love Thy Neighbor, Inc. (aka LTNInc) is a 501(c)(3) non-profit organization devoted to making a difference in the community. In 3 simple phrases: To Promote! To Instill! To Build! Using these three pillars, LTNInc enhances quality of life and self-worth in youth and adults through unique programs and fun events.

They serve families and individuals from all walks of life, with a focus on at-risk individuals and those who feel they are without a voice. They donate necessary resources, volunteer in the community, build enrichment programs, and host empowerment events to open a new world of fun possibilities and experiences geared towards leadership, confidence, creativity, discipline, and other essential qualities to be successful in life. IABM-IAHMLogo

Their year-round I Am Beautifully Made / I Am Handsomely Made programs benefit all youth ages 3 and up, from all backgrounds, who normally would not have the chance to attend programs like theirs.

Their current focus is their surrounding areas, but they have a desire to expand their reach to cover all of Phoenix West Valley, Metro Area, and East Valley, so they partner with various community outreach programs to offer the program, not just to those interested, but also those that don’t even know programs like this exist; such as those in the foster system or halfway houses.

In addition to being featured in the AZ Informant and the Glendale LIVING Magazine, they have also garnered media attention with features on an NBC Radio Talk Show with Ed Smith. They also work closely with Jasmine Coleman, Mrs. Arizona International, to help the successful development of girls and women by encouraging strong family relationships, personal excellence, and community service.

They have recently partnered with Alexis from My Heart 4 Art, who helps youth make their dreams come to life on paper through creating vision boards.

Camille-Bineyard-on-Phoenix-Business-RadioXCamille Bineyard, the President and CEO of the organization, has been a public and private school educator for over 15 years.

She is a devoted wife, mother of 7, foster parent, adoptive parent, mentor/leader in the foster care community, and she is a strong advocate for youth advancement.

She has also been pivotal in the creation and success of Yavapai Preschool, owned and operated by the husband-wife team, Reginald and Desiree Gaines, her twin sister.

Anthony-Bineyard-on-Phoenix-Business-RadioXAnthony Bineyard, the Treasurer and CFO/CIO of the organization, has over 10 years experience working in technology and marketing. He is a devoted husband (to Camille) and also a father of 7, foster parent, and adoptive parent.

In addition to owning Red Glove Computer & Web Services, LLC., he is also the author of two books: How To Speak Venusian and Legacy: The Gift of Family. There are also two children’s books in the works.

All officers volunteer their time and resources to other local organizations, and get their kids involved in the process, so they can experience what it feels like to give back.

They have built long-lasting partnerships with radio hosts, high schools, politicians, community centers, chambers of commerce and more, in the hopes of spreading their vision and improving our youth’s quality of life, one child at a time.

Follow Love Thy Neighbor on LinkedIn and I am Beautifully Made on Facebook, Twitter and Instagram.

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