The Playbook With David Meltzer

On this episode of #ThePlaybook, Dan Sheridan, EVP & COO at Brooks Running, sits down to discuss: [1:11] - The most valuable thing that Brooks learned about its customers during the pandemic [4:35] - How Brooks’ singular focus on running has become their most important advantage over competitors [9:42] - How to create a purpose-driven environment where every team member feels like they are making an impact   [11:03] - The single biggest mistake that brands tend to make today and how to avoid it

Choosing to detach from an outcome, can seem extremely conflictual, and it is hard for people to understand.One of the common questions I get is this: “How do you have goals yet remain detached from an outcome?” The truth is, I’m very driven toward the goals I set. I try to take my ego and time, two driving factors for many, out of my goal setting. What I do is this: I set a goal, and at the same time, I detach my happiness from the goal.I do not create an immediate plan to get to my goal. My plan, when I start out, is simply to provide value toward that overall goal every single day, making sure I put forth a minimum amount of effort toward the achievements I want and “raising the bar” each day as I proceed, in order to build momentum.

On this episode of #ThePlaybook, Don Fehr, Executive Director of the NHLPA, shares his insights on: [:44] - The single most important rule for leading a union effectively [6:02] - Why he considers the past year to be the most challenging experience in his entire career [9:34] - How his law career led him to become involved with the MLBPA and the shocking thing he learned after becoming executive director [12:34] - The distinct one advantage that his job has over all others

Hey everyone! It’s Monday so we’ve got another episode of the Road to Revenue Series. We took over the Breakfast With Champions Millionaire Breakfast Club on Clubhouse for a #BYOQ Live Q&A and Coaching Session. You bring the questions, I bring the answers. I am going to go over how your "never vows" will affect you in the long run and the #1 reason why you need to know your daily practices. Tweet me @davidmeltzer your favorite takeaway from today's episode and come ask me questions live every Friday at 11:00 am PST / 2:00 pm EST. Text me at (949) 298-2905 or email me at david@dmeltzer.com to join!Click here to follow the Road to Revenue playlist on Spotify

Stimulate interest: connect emotionally to stimulate their curiosityTransition interest: provide collateral or information to transition the curiosity to allow you to share a visionShare a vision: utilize the information provided in previous step to prove reason, impacts and capabilities to share a visionManage and develop a vision: 80% of the work is to manage and develop the shared vision through signed contract, execution, delivery and expectation managementThrive: when your customers sell for you.

Tiffani Bova, Chief Growth Evangelist at Salesforce and Author of “GROWTH IQ”, shares her thoughts on the idea that how you treat your employees, customers, and community has long-term implications, as well as why the company culture attracted her to Salesforce.Bova and host of #ThePlaybook, David Meltzer, chat about a range of subjects including why being able to outthink and outmaneuver your competition is such a big factor in your “Growth IQ”, what it entails for a business to do well by doing good, and why executives should constantly be asking themselves what their organization can do to improve.

Taking inventory of your values everyday is the key to making the right decision. 1 - Know your personal giving and receiving values. Evaluate those four things every day.2 - Learn to ask a series of questions to learn how you can provide value to every person in every situation.3 - Learn a series of questions with which you can ask for help—which is the most difficult and radically humble thing. I lost over $100 million by not asking for help, and my world changed when I learned how to ask the right questions.4 - Study with a lens of productivity, accessibility, and gratitude what you are doing every day. Study your sleep. Study your calendar and figure out what’s urgent, and what you can delegate to someone else.5 - Practice ending fear. When you feel like you’re on fire, stop, drop, and roll. Figure out why you feel that way.When we do these things, we’re more successful and happier.

On this episode of #ThePlaybook, Mark King, CEO of Taco Bell Corp., shares his thoughts on: [3:56] - The single biggest challenge he had as he transitioned from the sports industry [9:01] - Why fun is a crucial component of success, even in a serious business  [9:31] - The main cause for organizations that stall and are unable to adapt [16:15] - The mindset that executives need to lead their team through rapid changes

The truth is, people that sell the best, the most statistically successful salespeople, are the ones that have shifted the paradigm of value. They understand what I call the 100/20 rule.The 100/20 rule is a belief that you are providing more value than your client is asking for.Think about it. How easy would it be to trade a $100 bill in exchange for a $20 bill? If your job was to do that all day, how would you do it? That is the essence of sales: Provide more value than you ask for.When you give more than you receive, you create a void for the universe to fill. Not only that but providing value to others helps you get what you want more rapidly and accurately.The key is how much do you believe or carry the energy that you are exchanging a $100 bill for a $20 bill?Too many salespeople have fears, voids, shortages, and obstacles. They don't believe in what they're selling. They're trying to fill a void because they believe that they're exchanging a $20 for $100 bill. That is no way to be successful in sales. You need confidence in yourself and confidence in the value of what you're selling.When it comes to value, what people love most is getting things for free. Period.There are so many promotional products, free t-shirts, giveaways, and other items used to stimulate consumer interest. Free is what grabs an audience's attention.

On this episode of #ThePlaybook, Georges St-Pierre, actor and MMA legend, sits down to chat about: [:58] - Why the world’s top performers in sports and entertainment tend not to be satisfied with their results [4:21] - Whether a return to the UFC is still a possibility for him  [7:30] - Why he compares the timing of fighter retirements to selling stocks [15:23] - The reason that commitment was key to his UFC run, as well as roles on The Falcon and the Winter Soldier