Pocket Sized Pep Talks

In this Pocket Sized Pep Talk, you'll learn: When Jim started his career path, and get ready because it was early on!   Despite all Jim's success, he struggled with a classic sales question, “Why can’t I get people to do what I do?” He'll tell you how that led him into the fundamental differences in the way people were “wired.” and that led you to the creation of the Consistency Chain project.   A...

It seems that, far too often, we are placed in high-pressure situations, and these situations bring with them consequences. To succeed, we need to be able to control our emotions and be truly in the moment. What if there was a way to maximize your performance and calm your emotions? I believe there is, it requires a different kind of focus, and in this quick, six-minute Pocket Sized Pep Talk, I’ll...

In this Pocket Sized Pep Talk, you'll learn: How Steve leads a team that has so many different personalities, and cultures. How Steve not only works in a business that is constantly evolving, but his best advice on how to lead during these kind of times.   The many forms his leadership can take, from talking to his leadership team, addressing clients, or speaking at a town hall events where his en...

The world of acting and the world of presenting frequently cross paths. It was the director of a show who taught me a fundamental and invaluable approach to preparation. In this quick, six-minute Pocket Sized Pep Talk, I'll share it with you, because it's the single best preparation tip I ever learned for a presentation, or any interaction that requires preparation!

In this Pocket Sized Pep Talk, you'll learn: Ben's take on whether or not you need to close to make the sale.  Spoiler Alert:  It rhymes with, "press!" Why salespeople obsess over closing as much as they do.  Ben's opinion of whether we really should, “Always be closing.” Ben's favorite trial closes... and some of Rob's too!   A few myths he would like to dispel about closing. The importance of tr...

I was never the greatest chess player, but I sure have become a fan of the clock they use to time their games. In this quick, seven minute Pocket Sized Pep Talk, I'll tell you how an obscure, little device can provide a unique approach to measuring how effectively we communicate.

In this Pocket Sized Pep Talk, you'll learn: Brian's views regarding the belief that anyone can sell.   A brief look at what Brian sold, and the steps he took to innovate. How Brian learned about taking care of clients, and what he does to make sure that point continues to be drive home. His secret sauce as a businessman.  Spoiler Alert: involvement in the community has a LOT to do with it! What h...

Have you ever sat back and thought about the number of habits you have, and the purpose of each habit? I’m a person who believes that logical habits make sense, and they can have a dramatic impact on our success. In this quick, four-minute Pocket Sized Pep Talk, I’ll tell you how being a bit, "OCD'ish" can provide a level of discipline that can actually work for you.

In this Pocket Sized Pep Talk, you'll learn: If you’re in sales, or manage a sales team, you’ve had your share of training.  But just how much of that training was dedicated to how your prospect  wants  to buy, not  how you think  they want to buy? Mark discusses how AI can separate facts from feelings. How  the integration of AI technologies improve data-driven selling strategies in the business-...

Throughout my career, I’ve been asked to coach some very high-powered professionals on their presentation skills. In this quick, seven-minute Pocket Sized Pep Talk, I'll tell you about one particular request I get, often, and why it has always made me anxious. It involves the most overrated aspect of communication; humor, and if humor doesn't come naturally to you, you're going to want to hear thi...

In this Pocket Sized Pep Talk, you'll learn: A couple of classic mistakes that fall into the unconscious incompetent arena.  That means operating in an area where we don't know what we don't know. How her book,  Race Rules  is helpful for businesspeople, and leaders. Some ways people unknowingly offend business associates of color that can tarnish relationships and derail trust. A few examples or...

Here’s a little known fact: I am not a fan of Matthew Broderick. It has nothing to do with his movies or his personal life. This issue is based on something I personally witnessed on a Broadway Stage some years ago. In this quick, seven-minute Pocket Sized Pep Talk, I'll tell you the mistake he made, why it's something only an amateur would do, and why neither you, nor any professional performer m...

In this Pocket Sized Pep Talk, you'll learn: Eliza's incredible backstory, and get ready because it's so extraordinary when People Magazine interviewed her, Eliza's story was so jaw-dropping that the legal department asked for documents to prove it actually happened!   What exactly does it mean to Claim Space. The five key behaviors that supports, as she call them, “Space Claiming Queens."   What...

When you watch a professional basketball game, you’ll see a fast paced sporting event. One reason for this is that the players are forced to shoot the ball within a specific time period. In this quick, five-minute Pocket Sized Pep Talk, I’ll tell you how we can apply this same technique to the way we communicate with others.

In this Pocket Sized Pep Talk, you'll learn: Jeff's journey that started with what he refers to as a black swan that showed up on a random Tuesday.   How you operate in an environment where the majority of what you believe is true, is not.   How a leader prepares for, at some point, having to make the choice to stand up for what he or she believes in at considerable career and personal peril.  Jef...

I was hoping to spot a topic for my podcast during my a trip to London and I wasn’t disappointed. That's because I got caught up in an unfortunate case of the, "we don't do it that ways." In this quick, five-minute Pocket Sized Pep Talk, I'll remind you why just because some person, company, or country doesn't do it your way, doesn't make it wrong.

in this Pocket Sized Pep Talk, you'll learn: The PR problem associated with AI... or is it? How AI works its magic to transform sales processes into streamlined, efficient operations. Examples of what Tom would consider remarkable achievements AI is currently capable of in the realm of sales. What AI innovations Tom's company, Bigly Sales, is crafting to revolutionize the sales landscape. How Tom...

Why are so many salespeople so nervous about taking pride in the profession they belong to? Could it be because so many of those who don't sell, don't get it either? After listening to this quick, five-minute Pocket Sized Pep Talk, I can promise you, you'll never question the value you provide, and the respect you deserve again!

In this Pocket Sized Pep Talk, you'll learn: A working definition for Aaron's concept; The 9th Stratum. What drove Aaron to develop the 9th Stratum.             What separates a Performance-based Skill from any other hard career skill. The unusual approach to not just studying high performers, but studying low performers as well.  How Aaron would recommend YOU begin using the 9th Stratum to improv...

Have you ever found yourself defending the fact you have experience in a particular field, but not with a particular product? It can become a battle to convince others that product knowledge is the most overrated aspect of selling. Yep, I said it! In this quick, six-minute Pocket Sized Pep Talk, I'll tell you how, as an expert witness, I convinced a judge and jury of the same thing.

In this Pocket Sized Pep Talk, you'll learn: How, despite being a millionaire at 37, one of the top 10 women at Microsoft at 40, launching three, billion dollar businesses, and rising to VP of the largest merger in the history of the US, Jane still struggled with self worth. Her reason for writing the book, which was to inspire others to act with courage and resilience, and to succeed despite bein...

My son, Danny Jolles, is a standup comedian, and he told me of a technique he uses that allows him to remind the audience of an earlier joke. His explanation made me smile because professional speakers use this technique all the time. In this quick, five-minute Pocket Sized Pep Talk, you'll learn that the use of this technique in your presentations will provide rewards that will get you a lot more...

In this Pocket Sized Pep Talk, you'll learn: How with the right technology, and process, you can sell just as effectively digitally as in person.  Specific technology you need to support digital sales. How to support digital sales within your company. How to compare the digital sales process with a more conventional,  face-to-face process. What skill set is needed for an operation role or job to r...

In my previous podcast, "The Cost of Being Right,” I seemed to have stirred up a lot of comments and discussions regarding the courage it takes to let your idea go to support the will of the group. But when do you know when it’s time to let go, and when it’s time to fight for that idea? In this quick, five-minute Pocket Sized Pep Talk, I'll not only answer that question, believe it or not, I'll do...

In this Pocket Sized Pep Talk, you'll learn: How you can recognize sales opportunities and understand what customers want before they know they want them.   What moved Larry to write the book, Take A Chance! 101 Entrepreneurial Life Lessons for Making it Big. Lesson learned it his father’s Ace hardware store in Detroit and some of the entrepreneurial ideas and lessons that experience produced. Tho...