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Dealing with Goliath: Psychological Edge for Business Leaders
46 minutes | May 13, 2021
Lead Effectively Through Ongoing Uncertain Times with Ken Jacobs (#050)
A real coach can coach anyone if you're using a proven techniqueThere's a comfort level though when you don't have to explain terms or industry backgroundA leader is always leading through changeAgency owners want to get back to the office, employees are saying let's wait another whileA lot thinking, the commute brought no value to my lifeUse the day or two in the office for the collaboration, creativity and connection you've missedIf you treat mature professional folks as grown ups, they can get a tremendous amount of high quality work done remotelyIt's not your job to micromanage, it's your job to hire people who are self-drivenIf you're micromanaging who's looking at the long term strategy?You can do their job, but they can't do your job, yetThe director, let's all the people do their jobs, but gives the direction and the visionMostly they come to me with a consulting issue, and I spot an issue with their leadership that's keyCoaching is a collaboration, if the chemistry isn't good, there's nothing I can do100%, your gut is always rightEmpathy is the key to negotiating, we're often too focused on what we wantUnderstand their 'why'You have to know you're willing to walk awayWe give away power when we're in a rush, not have the protection you needThere's a deep need to be the good guy, a need to be liked in this industryI'm shocked by the lack of courage out there but it's coachable, and I get to make money helping people be braverNow is the time to improve your emotional intelligenceDial up your empathy for your peers, clients and stakeholdersWatch not only the words they say, but notice the toneIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
47 minutes | Apr 28, 2021
From Selling in a Skirt to Walking on the Glass Floor with Judy Hoberman (#049)
Judy Hoberman is President of Judy Hoberman and Associates, a company focused on empowering professional women. She is an award-winning, international speaker, best-selling author, trainer and leading authority on women in leadership.With over 3 decades in business, she combines wisdom and humor with her behavior shaping insights, impacting audiences of thousands as well as small groups and individuals through her 1:1 executive coaching and mentoring and she is often described as “transformational.”Men and women lead, sell, manage and recruit differently and Judy is the master at improving performance and company culture, empowering both genders to better support each other's successes in more productive ways.Judy also works with companies supporting their diversity and women’s initiatives in the areas of leadership, recruiting, training, coaching, mentoring and retention.She was a TEDx speaker talking about pre-judging people. She is the author of four books, including “Selling in a Skirt” and “Walking on the Glass Floor.”She offers a training program that concentrates on women in leadership and the men who champion them, with emphasis on redefining culture.Judy’s mission…to help one woman a day by following an important philosophy- "Women Want To Be Treated Equally...Not Identically"®If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
53 minutes | Apr 22, 2021
Authority: Be the One Who Wrote the Book In Your Niche with Steve Gordon (#048)
Steve is the founder of The Unstoppable CEO, and the host of The Unstoppable CEO Podcast and has written over 400 articles on marketing for service businesses.He's a bestselling author of 4 books; Podcast Prospecting, Unstoppable Referrals, Exponential Network Strategy and the Follow Up Formula.Through his firm, Steve helps service business entrepreneurs create leveraged marketing systems so they can spend less time on business development, and more time on what matters most.You may remember him from a recent Expert Panel: Becoming Limitless that I hosted.Topics:Fundamental challenge for people operating a service based businessProduct based businesses are usually specialized within the business, into separate teamsThe feast and famine cycle'We help the business owner realize the business that they really want to have'All those marketing methods do work, but they don't work for everybodyWe help them create leverage, with a very small time footprint, create consistent business developmentBook number one took about 35 days start to finishMarry your expertise to a solid and simple processWe have the book blueprint, where we breakdown to the key points in the chapter, and each key question to ask each key point, so there's never a blank pageThis is how you can get books done in record timeIt's often as simple as 30 minutes per day, Monday to Friday, for 19 days to have the book writtenYou're a walking talking package of your ideas, but I've to sit with you to sell me your ideasA book is a more efficient packaging to sell your ideas than you"I've a bunch of books printed up, I'd love to gift to people in your network you think would appreciate them"It's a very different proposition, a very different ask"If you're gifted a book you're not even interested in, I'm still grateful they thought of me. It has very high perceived value"All of those authors on your bookshelf, literally own real estate in your worldOften clients say, 'a friend gave me your book, I didn't read it, but I really need what it says on the cover, can you help me?'Authority: You're literally the one who wrote the book on the subjectIt's about getting yourself in a place where people can discover youThis is not about selling 50,000 copies and being on the New York Times bestseller list.Typically you spend $100k-$200k to be get on a bestseller list99% of business owners with expertise need a lead generating book which multiplies their ability to get their message outWhat you do when you run out of relationships and networking events don't tend to have the people you need to talk to as they've sent representatives if at allIt was shockingly easy to get a business owner that I couldn't call on the phone, to accept an email request to be on my podcastA podcast is great for creating relationships, for leading the collaborationWhy selling your expertise is fundamentally different in selling anything elseIf you follow much of the sales training advice you'll just erode trustWhy snake oil salesman are why doctors are so trustedThe client must fully trust the prescription that you give themEven if you don't have legal fiduciary responsibility, it's how we should be approaching our clientsFor one hour a week you can have all your marketing and relationship building done"Anytime there's a problem, even if it's not yours, you lean into the problem. It's never a question of fault, it's how do we fix it?"Steve's most instructive failures and setbacksIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations.
48 minutes | Apr 15, 2021
Inclusion and Cohesion Are Critical for Growth with Simon Haigh (#046)
Simon Haigh is known as the Growth Strategist, he's a coach, consultant, author and speaker. Let's break that down a moment...He's the 5 star rated author of 3 books: Contract law in an e-commerce age, 'How to be a Better Dealcloser', and 'Dealmaking for Corporate Growth'. The latter two of which were foreworded by Marshall GoldsmithHe's a former lawyer in UK, Ireland and Australia, a successful entrepreneur where he built and sold out of tech, luxury goods and travel businesses, as well as a global CEO, and C-suite executive on 4 continents over 28 years.Simon sat on 5 boards and currently is an advisor to 3 in US and Ireland. He's featured on the BBC and is a global expert in negotiation, deals, business, leadership, mindset, brand growth.Topics Explored: - Organisations are like humans, if they don't grow spiritually they go backwards, so they get overtaken- 4 Key Things: What are the business growth processes and practices that need to be put in place?- Leadership Growth: What key things do leaders need to do to fit into the business growth?- Brand Growth: How does this impact your brand?- Growth Mindset of the people running the business is what brings the whole thing together- "I love the variety" and love mentoring and coaching, "seeing the lightbulbs going off"- It's all about matching people's confidence with their capabilities- "Confidence is the outer manifestation with communication of what's inside, which is awareness"- Situational awareness: where do I fit in an organization?- "We need to demystify business, it's not rocket science, it's about communication and connection"- Simplify: Assertiveness is about firstly asking for what you want, feel or desire. Secondly, in a way that's respectful of others- The 7 P Methodology of deal making, was a logical process that unfolded through the writing- A novice negotiator mistake is not leveraging simple things, a big example is not using silence strategically- Loose lips sink ships in negotiations, got to get comfortable with silences4 Areas that feed into emotional intelligence- Is this person really listening, really involved in this conversation or is it another box to tick?- 10 years in the Australia in the Aboriginal indigenous economic development space and head of indigenous tourism council- Companies that truly put inclusion and cohesion at the core of their strategies improve productivity, brand value and also shareholder return- Problem is most C-suites don't even know this is an issue- Aboriginal economic development $8bn a year, but generated a net of $16bn- The 5 aspects or pillars organisational leaders need to believe in to drive1st is the right diversity, equity inclusion processes and policies in place, 2nd is gender balance, 3rd is cultural cohesion, 4th ethical win win communication structures, 5th ensure remote cohesive workforces are inclusive- How do you inspire and mentor younger workers when they're not in the office?- The 'us and them' of those at HQ and those in the field, the latter feel excluded, the former often think they're aloof- Just deal with these breakdowns instead of brushing it aside, demystify it and deal with it- Awareness to provide a safe environment for thinking things through and realise we all have biases, but it's realising you have them and that each individual is unique- 3 aspects of assessment to any agreement: self awareness, situational awareness and assessing the other side and there's the objective and subjective- Better negotiators ask better questions, not just more questions, but betterSome lawyers think it's all fluffy, that it's only about the document, about the law, but that's only one of thirty stepsIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain th
37 minutes | Apr 8, 2021
The Future of Consulting: Opportunities to Advantages with Michael Zipursky (#045)
Michael Zipursky has helped over 500 entrepreneurial consultants in 50 industries around the world grow profitable, predictable and strategic consulting businesses, adding six and even seven figures to their annual revenue. He is the CEO and podcast host at Consulting Success and the author of four books on consulting and business growth.His recent book was the amazon bestseller Act Now: How Successful Consultants Thrive During Chaos and Uncertainty and I'm pleased to announce he has a new book out now called, The Future of Consulting: How to Turn Today's Opportunities into Tomorrow's Business Advantage.Mike is offering the book free for a limited time. The link is below.Topics Covered:At the start of covid, many were like deer in the headlightsDon't bury your head, act nowWhat is the future of consulting? Not next year, but 3, 5 or 10 years timeInterviewed lots of successful consultants; what seeds their planting now to benefit them in the futureThe most successful ones had a lot of assets already in placeWhere can I create points of leverage that will serve me and my clients?We truly believe people can be better prepared for future uncertaintyIt's not a question of will it happen, it's only a matter of whenWhere are you weak or susceptible to attack? Where can you strengthen?All to create more leverage and more opportunity to growLean in to your strengths, but ask questions around your weak pointsIf 90% of your business is through referrals, you might see that as a weaknessThen you have to ask what can you do about it?The people who suffered the least in this industry had a big list or a communityWhat if things completely changed, how would you navigate it?Better to figure it out before you're under fear, stress and uncertaintyWhether you act on it or not, it's helpful to have a contingency planNot just to future proof but spot opportunities in your business todayIf it's easier to deliver is it worth less or worth more?Think about any challenge from a different perspective and not just accept it as a setbackThe way b2b buyers are actually making decisions has changedA lot are making purchasing decisions virtually for far greater sumsLack of focus and being a generalist, huge problem for consultantsMost of the people who consistently get work have created contentThe more steps you take the build your brand, to get content out there, gradually the less you need to specializeTo compete at the beginning you need to say, they do five areas, we specialize in just this one, they don't, so that's where your advantage isMany establish themselves through simplifying their offerings, not offering too many things to too many different groups at onceHow do you demonstrate value before even talking to a potential client? Content!Lessons in showing you're ahead of the curve and you care, from a mentor in Kyoto, JapanConsulting Success podcast has over 45,000 downloads a monthIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
60 minutes | Apr 2, 2021
Expanding Your Mind, Health & Success with Andrew Wayfinder Hryniewicw (#044)
Andrew Hryniewicz is an architect, psychotherapist and shamanic practitioner who is an expert in the psychology of resilience, trauma recovery and peakperformance.Since 2011, Andrew has helped over 175 executives and professionals from scientists to artists, creatives and writers – use his “deep mind“ methods to become wiser, more creative, fulfilled and happy in their professional and personal lives.Topics:The journey from architect, to therapist, to shamanismGetting that, 'this isn't going to work out' feelingA lot of people are drawn to therapeutic professions because they are woundedThree experiences of the veil droppingOur ancestors lived in a world that was shamanic, where everything was experienced as being alive, the trees, the rocks, the waterCave art sprang from this about 30,000 years agoA set of methods for altering your consciousness so that you can communicate with these other dimensions of realityThe difference between wet and dry shamanismThree issues with using ayahuascaSteady drumming allows the brain to anchor in the theta stateWhy don't you learn the universe before you blow it up?"I essentially get the distortion out of the nervous system, a clear flow of signal"70% of the study from 'good backgrounds' had at least one of these ten traumatic things in their childhood, 40% had four or moreAddiction to drugs or alcoholism, mental illness or depression, psychosis, emotional or sexual abuse, witnessing domestic violence etc led to 7-30 times more likelihood of heart disease, cancer, diabetes, suicide, alcoholism, stroke or early deathTrauma is not so much what happened, it's the emotional scar tissue formed around the event that constricts and limits, the person's ability to function, be flexibleAs the Buddhists say with our mind we create the world, the root of modern mindset work and that's true, but first the world made our mindIt's like in Jaws he says "we're gonna need a bigger boat", I realised I'm going to need a bigger meMost indigenous cultures look at our modern culture and they think we're crazyThe heart and soul of the indigenous experience is that we are all connected. No such thing as being thrown out of the garden of EdenIt links with architecture, the thread between apparently disparate things, how do we live in balance with ourselves, each other, the environment, the planet?Predators can spot prey, it's unconsciousSo when you release the memories, experiences, they realise they're no longer a target for the bullies, the bullies just disappearIntegrating the physicist with the shamanic practitioner gaining insights from other dimensions of thoughtThe karmic alignment dayThe haah breathYawning a few times, brain scans show, it resets their nervous systemVery slow neck roll, allows your brain to notice where it's tightIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
52 minutes | Mar 25, 2021
Insights Reading Faces with Joseph McGuire (#043)
Joseph McGuire has taught the ancient Chinese tradition of Mien Shiang (Face Reading) to healthcare professionals in Germany and Ireland since 1985, Joseph brought it into the business world in Ireland in 2015 as a profiling and communication tool, with particular emphasis on senior level interviews, negotiations, and enhanced communication skills training for teams, including sales.He also works with both individuals and couples on communication skills for exceptional relationships, professional and personal.He is the author of ‘Face Facts: The Art of Reading Your Clients and Prospects for Sales, Negotiation and Recruitment’.Topics:- Mien Shiang: how our static facial features reveals information about our personality- Our personality, behaviour style, communication patterns, stress triggers and more- Sceptics are the most fun to work with- "Take out your phone and show me a photo of someone I couldn't know"- "Took six months to get through to that difficult client and you summed them up in a few paragraphs"- Signs of someone who wants all the information they require at once both in business as well as personal relationships- Not overtly concerned with being proven right, it's seeing the lightbulb go off for them- Want people to feel better for having met me- Great trap is we assume others see things as we do- We don't recognise that others have a different learning style- Golden rule is to treat others as we want to be treated, the platinum rule is to treat them as they wish to be treated-Not here to fix relationships, but can help couples realise how typically they communicate and recognition of the differences- Often they've limited themselves in terms of how they're seeing things- Letting go of that limit is a process, for some it's quick others longer- Harvard Business review saying 80% of execs having difficulty building trust online because they weren't meeting face to face- Enter negotiation with a smile, it's so simple but it sets the tone- Don't go to adversarial mode, go to curiosity- The importance of a sense of humour is massively underrated- Humour shows qualities of being able to relax and take on new perspectives- 32m15- Our face and body are not just communicating they're receiving- Are the eyes warm, neutral or cold?- The inner work is really important preparation, like meditation- The more relaxed, the greater your awareness with other people- Listening starts with the power of silence- Amazing what people will reveal after 30 seconds of silenceIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
63 minutes | Mar 12, 2021
Therapy Room to the Trading Room: Insights with Bill O'Herron (#042)
Bill O'Herron is a corporate executive, practicing therapist and writer who seeks to use his 33 years of financial sales management experience, 24 years of marriage, 15 years of counselling clients, and 8,500 hours of sitting quietly to help all his clients better understand, change and deepen their relationships.Bill’s research shows that relationships fail for one key reason: a lack of understanding of one’s own emotions and reaction patterns created in childhood.He teaches that all your relationships with others, especially your marriage, started in 4th grade, when your limbic-emotional body learned, absorbed, and inherited your parents’ lives and experiences.We are all therefore married to our own old, unconscious emotions more so than to our spouse.An underlying principle of his work is: Emotion is the key to and the driving force underlying every thought and action in human existenceHe celebrates in and humorously expounds on the belief that working on yourself, which will automatically improve the dynamics of all your relationships, is the most important thing in life, and that what we do right now in our relationship echoes down through posterity, changing who our grandchildren's children become.Topics Covered: Brain delineation when you hit your 30sSitting quietly he noticed all sorts of emotions he didn't know were thereHelping others know themselves better was 100% to Wall StreetOne question cold calling completely changed them to talkativeNobody really wants to just jump into the productGreat meetings from just building great relationships with the gatekeepersThe goal is to expire wide awake as Hindus sayThe art of asking questions, feels fluid not stiltedMeditating with tears in your eyesVulnerability, the only way to build relationshipsRelationships tend to dictate healthRemember the 2nd Law of ThermodynamicsWhere's the friction and the fire in our relationships?Lack of engagement isn't harmony, it's apathyRelationship is a verb, it never endsInsights from his wife throwing a plate at his headThings stored in our limbic brain start to pop up in our 30sMy book 'Waking Up Marriage' has nothing to do with marriageBe that one person revealing a little more about myself80% of your skills in business are EQ basedThe only way to increase EQ is to bring the right and left brain togetherMeditation is the physicalising of increasing EQ Your heart sends 5000 more signals to your brain than vice versaIf you understand your own crap, you're more likely to understand others' crapWhy aren't you working on the one thing you truly can controlCounterintuitive: You flood yourself with the very thing that's killing youDialogue between your 35 and 4th grader selvesYou bring the left brain adult perspective to the right brain child's anger"As a kid you pick up what your mom and dad feel"Jung: You can't change anything until you accept itBe present with those younger parts of youIgnore history, you're doomed to repeat it, true of personal history tooParticipate in your life as it was to expand nowPeople want to tell their story, so let themOddly more time alone, can lead to more effective conversationsListen to the intent behind what's being saidI'm being nice, not to be nice, but because I'm curiousIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest e
24 minutes | Feb 24, 2021
Meaning for Growth & Success with Joseph D'Souza (#041)
Joseph D'Souza is focussed on teasing out the real human beings in the executives, leaders and business owners he coaches.He is the creator of The ROQUE Model™ conversation starter and founderof QuestUnique professional coaching. He believes that we make betterdecisions when we are anchored in who we are as human beings,are conscious and wilful in our world of relationships, and leverageour work to support the fulfilment of life with purpose and meaning.His TEDx talks share the story of ROQUE.He tries to live what Vincent van Gogh said, "The best way to lovelife is to love many things".Topics:In today's corporate world you're leading yourselfJuggling success and stressDon't forget the often forgotten stay at home partnerSo many wonder, who am I, where am I going?One of the most common mistakes is the fear of being judgedAt the top of the leadership ladder it's the sameValues and sense of meaning can be our foundation, our anchorAllow ourselves to be restrained by our own paradigmsEach circumstance isn't approached on its own meritIf we're stifled how are we meant to inspire others?Small leaders ignite othersYou need the right vehicle for the terrainExercise where we don't label, we try not to think, just experienceQuieten the noiseMore tolerant and less phased by panicThe ROQUE starter exerciseWhen I met GoliathYou can view through David or see through GoliathIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
53 minutes | Feb 18, 2021
Find The Authentic Voice with Ghostwriter Paul Edwards (#040)
Paul Edwards is an executive ghostwriter, agency CEO, husband, father, amateur theologian and bodybuilder. Not to mention a best selling author and host of Influencer Networking Secrets.He leads a team of writers, graphic artists, publishing and marketing strategists, collectively known as "The Ghost & The Machine." Together they create web content, books, funnel marketing copy and other content because quite simply, words matter.Paul serves faith-based influencers, executives, thought leaders, coaches and consultants, delivering done for you content, marketing assets and finesse with words that spurs results. He creates engagement, profits, and donations, always focusing on how to "moves the needle" for his clients.Topics Covered: - The Curator as curator of your own life- We need to define who we're not- This is how to remove time wasters from your life- Behaviour change is easy when you shift your identity- A core value: Words matter- How other people engaged after he lost 60 pounds- When the body is healthier the soul is saying 'I like that'- The moment when you realise, 'this is who I am'- Taking people's messages and transmitting them to others- They take the value I give and sell me to their friends and network- At six years old, I decide I was going to write my autobiography- Listen to the rhythms of stand up comedy- It's about keeping the audience in mind- You have to become like a therapist and keep digging- The listening game requires tremendous restraint- It's about the audience, otherwise you're writing a book nobody wants to read- The most common misconception about ghost writing- In print you lose all the non-verbals, unless you know what you're doing- What are you going to lose, doing it by yourself?- Story is the language of the heart, of emotion and connection- The more filters the more creativity- People who are creating virtuous workspace cultures- Making friends and planting seeds- "I couldn't stop getting fired"- The military won't let you quit- "I'm a redeemed egomaniac"- Lived out of pride for two decades and it hasn't done any good- Nothing to fear and nothing to hideIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
15 minutes | Feb 11, 2021
Stand Out Through Heart and Head Marketing with Cindy Schulson (#039)
Cindy shows coaches and consultants how to stand out in this noisy online world by marketing with heart vs. hype.She brings a decade of marketing experience working for such companies as Coca-Cola and Visa, combined with a decade of online marketing to create a paradigm shift in how marketing can be done with integrity and heart.One of her greatest gifts is helping her clients sort through their “brain dump” of ideas so they can find the golden nuggets that make them shine in their own unique way.Topics Covered: Being good at what you do isn't enough, it's how you communicate thatCut through the noise by building trustThe no1 problem; creating your captivating messageStart with a strategic foundationWhat's the problem, what's the transformation you give?Too often the message is directly from the headYou message needs heart and mind for authentic differentiationYou always want to speak with your true voiceImagine you've seconds to speak to a group of your ideal clientsIt's all about answer 6 key questions and finding the patternsEvery word you speak or write is your messageWalk them through your client journeyShow, don't just tell them how you are going to help themImportant to meet them where they're at, not where you're atIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
57 minutes | Feb 4, 2021
Authentic Conversations for Relationship Marketing with Adam King (#038)
Adam King is "The Captain of The Ship” at Growth Marketing Consultancy Think Like a Fish, where he helps established B2B and Professional Service Firms implement a simple, scalable growth system in 90 days that gives them the platform to grow their business from 6 to 7 figures (and beyond).He’s also the Host of The B2B Growth Think Tank podcast, where each week he and his expert guests share a tonne of marketing strategies, ideas and tips, as well as masterminding actionable solutions to specific challenges sent in by real business owners.Two personal notes here, firstly I was very kindly invited recently to be on that very show, which I think it'll be out in another couple of weeks. It was tremendous fun and it's it's a brilliant format and very clever.But the other thing is, Adam was recommended to me by one of his clients who I happen to hold in very high regard, so it's a pleasure to have Adam on the show.Topics:- Why so many people dislike marketing- Focus on the right things- People don't like to be seen as a transaction or 'walking wallet'- Take a more respectful approach- The power of changing one question, like Jay Abraham- It's all about starting conversations, even if they're just in the head- Find the few things that work well and build a process around them- Beware of getting too tactical too early- Values first, then strategy and only then tactics- Do the things that actually feel right to you- The weary traveller at your door, being welcomed by a hot meal- Articulate the problem better than they can- Be preeminent, put their interests above your own- What's already working? Do more of that!- Doing client hot seats on his new Think Tank podcast- The collaborative and community aspects- The lessons from things not going quite right- Do the process with the failures before you can do it with the successes- Adam King's free book, 'Conversational Relationship Marketing'- "People don't pay me for information, they pay me to implement"- You don't catch fish with chocolateIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
20 minutes | Jan 28, 2021
Get Leads with the Queen of Cold Calling Wendy Weiss (#037)
Wendy Weiss is known as The Queen of Cold Calling™. She is an author, speaker, sales trainer, and sales coach and is recognized as one of the leading authorities on lead generation, cold calling and new business development.Clients typically 3X the number of qualified appointments they can schedule with a corresponding increase in sales revenue and a shortening of the sales cycle.Clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the world. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of, Cold Calling for Women: Opening Doors & Closing Sales and The Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance.Outside of high performing business, Wendy is also a former ballet dancer who believes that everything she knows in life and business she learned in ballet class.Topics Covered:- Getting in front of the people you need to talk to- Simple 3 step process for more qualified appointments- Walking into a business, trade show, or networking event no longer -possible- The phone's not dead, you need a mechanism to get them to zoom- Big mistake in simply hiring a salesperson or appointment setter- Not supposed to be queen of cold calling but a ballerina- Everything in business I learned from ballet class- Rehearsal, practice and warm ups are key- Have to put the pieces in place before you hire someone- Identify the target and their challenge- Key decisions that need to be made- How many times should you call?- The decision maker not just the gate-keeper- It's not so much about volume as conversion- 12 steps you can implement today to start bringing in business- Practice, practice, practice for automatic muscle memory- The opposite of hating is not loving, but just being neutralIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
20 minutes | Jan 20, 2021
Grow & Scale From Self Employed to the Business Owner Dream with Bill Prater (#036)
Bill earned his reputation as America’s Business Alchemist™ by helping business owners and entrepreneurs break free of inertia and accelerate into the future they dream of.He loves nothing better than sharing what he has learned by working with those who are dissatisfied with the status quo and eager to transform themselves and their business.He created Scaleology® and the Business Mastery System™ as the core foundational principles of dynamic and continuous business growth.A typical client of his sees their company rising to a position of pre-eminence and is not satisfied with just “getting to the next level”.He's helped Business Owners and Entrepreneurs in more than 50 different industries achieve real, measurable results using his unique approaches to grow revenue, increase cash flow and magnify business value.Topics Discussed: - The 3 Phases of every successful business in 50 different industries- At one stage he was in stage 2, with over 100 employees- Ideal client feels constrained by their business- Volume or revenue up by 10 times- Many start with the grand vision of personal freedom but not free at all- Vision is the top level, then strategy, then tactics- Biggest mistake is trying out random tactics with no guiding strategy- How to work out the few things to focus on, and what to delegate or delete- It's not just about ability, it's about what you enjoy doing- Know where you add the most value- When you get to stage 3, what's the next move?- First step is all around mindset and becoming pre-eminent - Next we add a systematic approach- Lastly the high performing teamIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
16 minutes | Jan 13, 2021
How to Authentically Connect as Leaders with Marcia Reynolds (#035)
Dr. Marcia Reynolds is an expert on how to use your emotions to manage your mind. She has taught in 41 countries and reached thousands more online. Her clients include AT&T, American Express, Harvard Kennedy School, Cornell University & Moscow School of Management to name but a few.Excerpts from Marcia’s books Outsmart Your Brain; The Discomfort Zone and Wander Woman have appeared in business and psychological publications around the world.Her latest international bestseller, Coach the Person, Not the Problem: A Guide to Using Reflective Inquiry, was released this past June to rave reviews by coaches and organizational leaders.Topics Covered:- What does it really take for leaders to be better?- First what stops leaders, then what they should do- What's getting in my way of doing what I think I should do- Change is a transformational process that takes time- Leaders often don't want to admit they need courage- We're getting better as employees are demanding we listen, acknowledge - and value them- Leaders are forced to become more connected with others- The younger employees are quicker to say 'I'm out of here'- We have a radar for authenticity- Presence has more impact than the words you choose- You have to bring the right energy to those conversations- Emotional reflection before the conversation- Do what athletes do to prepare- What to do if you feel off balance in the conversation- Develop connected presence- Set an emotional intent- Leaders misunderstand the word 'listening'- Can you fully receive and appreciate what the other is communicating?If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
58 minutes | Jan 8, 2021
Joe Jacobi: Olympic Gold Medalist, Simple Slower and Less (#034)
My guest today is Joe Jacobi. Joe was a member of the US canoe team at the 1992 Barcelona Olympics, competing in the C2 slalom event. He and his partner captured the gold medal, the first American team in Olympic history to capture a gold medal in white water slalom.In 2000, Joe was named 'Paddler of the Century' by Paddler Magazine. In 2010, he became the Chief Executive Officer for USA Canoe/Kayak, the national governing body for Olympic level paddle sports in the United States. Jacobi served as an analyst for NBC Sports coverage of Canoeing at the 2008 Summer Olympics.Joe is a performance coach, collaborating with leaders and teams to create and perform simple and clear plans that move them outside the noisy day to day rush of life and bring focus to what truly matters most.Senior execs from Fortune 50 companies to business owners to world class athletes seek his help to improve performance and unleash their hidden talents and attributes. If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.Topics Covered: The importance of rest and recoverySleep as crucial as fitness and nutritionJim Loehr: High performance sport and the corporate athleteDon't let the times you're 'on' run over and on top of one anotherChange your disposition to perform when you need toZero or OneEverything can be a practice to get better at, even sleepingWhat's the easiest way to exercise that muscle you'll use in a bigger more dramatic way in high pressure circumstancesBlock out the space is the first step in doing Deep WorkLessons as CEO of USA Canoe Kayak under the US Olympic CommitteeThe importance of the story you tell yourselfSmall steps forward, no big jumpsInsights from the Pyrenees; Simple, slower and lessHone your technique in flat water to perform in the rapidsPerfect your technique to be more efficient over timeIn a time trial sport, I don't bring a stopwatchIf you aren't blinded by the targets and goals, what would you do differently?Practice in less consequential situationsThe river as a metaphorAlignment and co-existence with the uncontrollablesThe river as the best life coachFocus on the start line, be fully present in yourself before the chaos
52 minutes | Dec 30, 2020
Master Linkedin Through Integrity with Brian Traichel (#033)
Brian Traichel has more than 20 years of experience in professional sales, he's a master connector, sales strategist, sales trainer, coach, and presenter. He has worked with many well-known authors & speakers and more than 3,000 real estate professionals.Brian focuses on helping sales professionals, business owners and senior leadership teams grow their businesses, increase brand visibility, and create a top-of-mind awareness using LinkedIn. Brian’s personal motto is “Moving Your Ideas Into Action.”I have to say, I've just been working with Brian in a group, which was organised by a mutual friend and Brian's depth and breadth of knowledgearound LinkedIn and sales, the level of strategies and tactics was highly impressive. Even just applying a few of them, I have already startedto yield results, so I can personally vouch for the effectiveness of his approach.Topics Covered: - Some of the enduring and incorrect myths about LinkedIn- I don't have the time for it- What LinkedIn was originally meant for- It's fundamental to make a human connection, not just 'connect'- Stop just reaching out, ask who do I know right now?- Biggest mistakes people make when using LinkedIn- Anchor the invitation- The engage or don't engage rule- The most powerful tool in LinkedIn- Think 'How to Win Friends & Influence People'- More info on LinkedIn that on Facebook- Red flags to be aware of; how to spot a bot- You can be matter of fact and to the point- Misconception: A great profile will get your phone ringing- 90 days to get momentum- Birthdays; the most overlooked opportunity on LinkedIn- How Brian is different from many competitors- When not to treat your profile like a CV or resume- The place you want to brag and stand on a soapbox- Trust builds quickly based on common interests and experiences- The many things he learned from working with Brian Tracy- The power of the law of reciprocity- Just do what you want to do- No need to go premiumIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
51 minutes | Dec 23, 2020
The Art of Business with Entrepreneur & Artist Róisín O'Farrell (#032)
Róisín began her art career, from a standing start, over tenyears ago and now exhibits in established galleries in Ireland, the UK, Europe and the US.Her art business, now at multiple six figures, with a team of five, has grown to include prints sales in over 17 stores nationwide and a digital school for emerging artists who want to learn to paint or to learn to get their business mojo going.From the simple joy of painting, to passing on the skills to make a living from your art, she is committed and passionate about teaching, sharing and living creativity.I have to say I've known Roisin for many years, back in a previous life when I was an art dealer and is an old and dear friend. She is a unique mix of talented artist with a remarkable mind for business.It's an absolute pleasure to have Roisin on the show as there she has so many insights that can benefit people in nearly every area of business.Topics Covered:- The age old myths around artists in business- Art schools do very little to prepare students for business- Money is dirty- Artists need skills to make good decisions- A top chef doesn't need to always be in the kitchen- The benefits of an unconventional route to your career- A first business, well ahead of its time- The first big lesson: it must be profitable- Is it a side hustle hobby or a day time job?- Get clear on your core values; opportunities change, but values are constant- Illuminating Questions: What does the other side stand for and what do they want?- Beware of being too far in the weeds and the detail- Don't be a busy fool- Have a strategic overview- All business decisions spring from a place of integrity- Business know how plus integrity equals success- Planning into a process of habit- Feed that creative place so you've something meaningful to say- Look at outsiders who've become successful- The biggest jump; hiring one person- Sole trader, to team of seven- Down time and switching off is crucial- Work less, step back, make more money- Make it routine: Present yourself to the canvas- Lean in to the discomfort, it's meant to be that uncomfortable!- Don't chase the sale, chase the process and the quality- Whether this sells or not is none of your business- Be two people; vulnerable creative child and then hard nosed business person- Got to act as if, put on a personaConnect with Roisin O'Farrell:www.roisinofarrell.comIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
19 minutes | Dec 15, 2020
Master the Inner Game for Rapid Growth with Nina Cooke (#031)
Nina Cooke is a business mindset coach helping entrepreneurs to release their inner blocks so they can hit that sweet spot of continually growing their impact, income and downtime.She hosts Entrepreneurs' Inner Game Podcast, and has been featured in Forbes and on BBC Radio. On a personal note, Nina has been recommended to me by so many people that I hold in very high regard and several of whom are actually clients of Nina not just colleagues. It's fabulous to have her on the show.Topics Covered: - When you've a great product or service but are not where they want to be with their business- You realise the blocker is you- They need a better mindset that allows them to take bigger bolder action- You have to be aligned with the strategy or it won't work- What is your energy when you're taking that action, and why it matters- Don't blindly follow other people's processes- Do what you enjoy doing- Mindset first, then action, not the other way around- Stories that block us from our potential success- The Three A's Formula- How to stop struggling with yourself- What can you do right now?- The Millionaire Mindset FormulaIf you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
16 minutes | Dec 8, 2020
Mindset Matters in Successful Sales with John Peck (#030)
John Peck is the Director of Coaching into Results. He's travelled extensively in Europe and Asia to deliver a message of transformation that breaks disempowering paradigms to shift to empowering paradigms. John is also a certified NLP Trainer and Master Practitioner as well as a Results Coach. John was mentored by Bob Proctor in 2012 and became a PGI Consultant with Bob.John brings together mindset and spiritset that sets people free. Like Bob, he believes there are universal laws to be discovered that bring success as sureas the sun rises and sets each day.John’s childhood business story when John and his brother started their own live bait business at 9 years old. They found jobs on neighboring farms, mowed lawns, raked leaves and collected roadside soda bottles to save the environment . They made money and they bought their own clothes while learning about the value of work, business and money.Topics Explored:The top two problems getting sales teams on targetEncouraging conscious leadershipProcrastination & avoiding difficult conversationsThe fallacy of staying late and looking busyMuch talk about actionWhat precedes action is decisionWhy many 'action takers' are procrastinatorsRemember your futureGet emotionally involved in your decisionsThe body takes action as an expression of my subconscious mindWhy declarations and positive thinking on their own don't workNot just mindset, but also spiritsetResources: Your Mindset Matters 2020:https://coachingintoresults.com/your-mindset-matters-2020-registration/If you're interested in more visit ▶ https://almcbride.com/minicoursefor a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.
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