ValuClarity

Bob Pizzini enlisted in the navy, ultimately becoming an Explosive Ordinance Disposal (EOD) specialist. Upon leaving the service, he had to learn to lead young people who had not benefitted from the US military's extensive leadership training infrastructure. Through some trying times, he's developed his own style of leadership that starts with a heavy dose of self-management, then goes on to team...

I often coach my clients that sometimes you can achieve high-value uniqueness by being the only one to combine two familiar (not-well-differentiated) ones. Aneesh Chaudry has created a business that differentiates by Integrating two well-known disciplines into a unique new one: A creative differentiation method. By integrating eastern and western healing traditions, a high-value, different service...

Mike Skrypnek found himself at a crossroads after the crash of 2008, and took advantage of an opportunity to reimagine his business, his life, and his career. He dove into hundreds of hours of self-examination, guided by experts in the field, and developed his own "Grow, Get, Give" ethos, where companies grow through customer value focus, and share that success philanthropically. We talk about it...

George Brontén: is a thought leader, author, and the CEO of a CRM company who finds that CRMs often don't do what they should. We talk about what sales leaders should be getting their teams to do instead of logging activities, about the importance of coaching (not managing) and his book, which helps sales people -- and the coaches coaching them -- avoid those simple mistakes that are high-frequenc...

Tricia Benn, Executive VP with the C-Suite Network serves as the guest host for this episode. She interviews Mark Boundy as the guest. We talk about the vision of a value-focused organization, and some of the tools we use with clients to help simplify and clarify that process. Learn more about your ad choices. Visit megaphone.fm/adchoices

Bryan Wright is a video master, who has run state-of-the-art video production departments for major silicon valley firms, and now does it as his business. Video has become a key tool for companies to communicate their value...and like any tool, can be used expertly or incompetently (and anywhere in between). We discuss how to communicate value, brand, etc. Learn more about your ad choices. Visit m...

Dr. Rachel MK Headly -- author, scientist, and speaker and I talk about leading change, including an introduction to her approach to understanding how the people on your team want to work with each other. Knowing this allows a team to figure out why they drive each other crazy even though they know why they need each other....and how to break the cycle of dysfunctional teams. Learn more about your...

I met Steve Sundberg when he was a global sales leader of over 150 customer-facing professionals...the most value-conscious sales force I've ever encountered. Since then, he's led or owned several small-to-medium sized contract manufacturers, and has grown them by making sure that the entire company knows how their role contributes to customer value. He's living proof that de-siloing by putting cu...

Martyn Lewis focuses his client engagements around their customers' journey. He helps sales forces design their process around a customer buying, which ultimately results in more revenue. His book, "How Customers Buy...and Why they Don't" distills what he does nicely. We talk about what it means to help customers buy...a great conversation Learn more about your ad choices. Visit megaphone.fm/adcho...

Cristina DiGiacomo helps business leaders seek greater wisdom. Using the thoughts of history's greatest thinkers, she brings fresh, brilliant perspectives to the most modern problems, but using the world's giant minds to help ask the right questions. I love talking with Cristina, and thought I'd have a conversation with her in front of a microphone. I think you'll enjoy it. Learn more about your a...

Arjun Sen has consulted with a who's who of consumer brands, and continues to advise executives at major brands on strategy. We talk about value in the consumer space, some of the differences vis-a-vis business-to-business marketing and sales...and the even stronger parallels. Learn more about your ad choices. Visit megaphone.fm/adchoices

Greg Williams, the Master Negotiator, is a noted speaker and trainer on body language and negotiation. We agreed that tough negotiations in sales often means that the selling organization failed to build sufficient value early in the customer's buying process...but that negotiation skills, including an understanding of your counterpart's body language, is often a key skillset. Learn more about you...

David Newman is the Author of "Do It! Marketing" and more recently "Do It! Speaking". He helps professional speakers (independents and executives who speak as part of their jobs) grow in all aspects of the business, especially marketing and selling this very intangible service. We talk about the process of building personal credibility and brand to build value that deserves the prices you need. Le...

Christine Gilroy has been a sales leader selling sales performance technology for many years. She's sold CRM and bought all kinds of sales training and technology. Through it all, she's seen that the differentiator isn't more/cooler tech, it's selling customer outcomes...She is adamant that tools that help sellers do that are what sales leaders really need, now more than ever. Learn more about you...

Lee Smith, founder and CEO of SalesFuel talks about his specialties: hiring great people, coaching them well, and dealing with the different toxic employee types. His book "Hire Smarter, Sell More" captures his learning and his company's special sauce in helping their clients become more successful in selling. Learn more about your ad choices. Visit megaphone.fm/adchoices

Kak Varley is a highly experienced sales professional and sales leader. We talk about the essence of sales and value: The company's value to the salesperson, the salesperson's value to the company, the value of the company's products/services to customers. Learn more about your ad choices. Visit megaphone.fm/adchoices

Rich Blakeman is the sales leader's leader. He's personally grown and led sales forces, and has helped clients transform their sales forces. His experience with sellers covers a broad range of industries, and he's successfully gone deep into sales organizations to build sales excellence. We talk about how nothing moves without great discovery: understanding the customer, their world, and their asp...

Holly Duckworth is an accomplished speaker and mindfulness practitioner. Her most recent book, "Sell More, Stress Less" is a guidebook with 52 weekly affirmations on mindfulness in sales. We talk about mindfulness and intention to be of value to your customer/client is foundational to performing discovery in a truly customer-centric way. THAT enables sellers to uncover value gaps and to co-create...

Valerie Bertrand consults on wealth and investments, but that's the tip of the iceberg that is her offer. She dives deep into clients' motivations, desires, and mental blocks to help them realize true wealth. What she does feels like so much more than your run-of-the-mill investment advisor, and also much more than a counselor....by combining a unique blend of two pretty standard professions, she...

Tricia Benn of the C-Suite Network talks about her work with the C-Suite Network and that organizations Hero Club. Tricia is in charge of building strong communities of business leaders. We talk about "the 5 Keeps for right now": Keep customers engaged , Keep employees focused keep cash flowing , Keep showing Continuity, Keep your spirits up. Learn more about your ad choices. Visit megaphone.fm/ad...

Steve Lishansky and I are kindred spirits. Like me, he helps organizations transition from sales forces to teams of trusted business consultants. We talk about understanding the outcomes beyond what a customer knows to ask for. Steve says that "the ability to facilitate [customer] clarity about what is most important to them is the ultimate differentiator". Learn more about your ad choices. Visit...

David Veech knows leadership, from his time in the armed forces, to being a leadership coach, trainer, and facilitator. We talk about his work, about creating meaning for people, about aligning everyone in the organization around customer value. Learn more about your ad choices. Visit megaphone.fm/adchoices

Tina Greenbaum is a psychotherapist with a "performance under pressure" practice. Her clients include top athletes and executives. She comes onto the ValuClarity Podcast to discuss how every sales professional in the world could stand to increase their window of stress tolerance. Learn more about your ad choices. Visit megaphone.fm/adchoices

Kerri Salls, best-selling author of Multiply Your Business Value in 3 Steps, specializes in helping clients grow the value of their businesses. She starts with internal value: people, process and values that operationalize best practices into a business. This results in increased external value: value to a buyer of the business. We also discussed what this means in the context of the current COVID...

Darrell Amy, Author of the upcoming book, "Revenue Growth Engine" and I talk about putting customer value at the center of Sales and Marketing Alignment. Rather than settling inter-department disputes in favor of either sales or marketing, the "winner" should always be customer value focus. Darrell believes that value (and articulating it in the form of messaging and then dialogue) is the fuel of...