Manage Smarter

Today's guest says she's an optimistic person but her favorite word is NO. Andrea Waltz is the co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There. For almost two decades, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams. A member of one of the highest regarded professional groups of women in sales, Women Sales Pros, Andrea is considered a top sales influencer online, featured on lists curated by Hubspot, Salesforce.com, Live Hive and many others. The book, Go for No! reached #1 on Amazon’s “Sales & Selling” list in 2010, and has remained in the top 50 Sales books for the last 13 years, having now sold over 500,000 copies. Her latest book with co-author Richard Fenton called, “When They Say No” was released in February 2023.In this podcast for managers, Audrey, Lee and Andrea discuss:  Embracing Rejection: Andrea Waltz emphasizes the importance of embracing rejection as a part of the sales process. By reframing rejection as a step towards success, sales professionals can build resilience and improve their performance. Go for No Strategy: The 'Go for No' strategy encourages salespeople to intentionally seek out 'no' responses. This approach helps in overcoming the fear of rejection and increases the chances of getting to a 'yes'. Mindset Shift: Changing your mindset towards rejection can significantly impact your sales success. Viewing each 'no' as a learning opportunity can lead to personal growth and better sales techniques. Tracking No in Your Sales Metrics: Tracking the number of 'no' responses can be a valuable sales metric. This unconventional approach can provide insights into your sales process and help in setting realistic goals. Building Confidence: Regularly facing rejection can build confidence and reduce the fear associated with it. This increased confidence can lead to more assertive and effective sales pitches. "The relationship you have with the word NO… what you think and feel when you hear it, and what you do afterward as a result… is THE single most important factor in determining the level of success you will achieve in your life.”– Andrea WaltzBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Andrea Waltzhttps://www.goforno.com/https://www.linkedin.com/in/goforno/https://www.facebook.com/GoforNoConnect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Steve Gielda is co-founder of Ignite Selling and author of Ignite Your Sales Strategies: A field guide to accelerating the pipeline - an Amazon Top 10 Sales Book! the book helps sales teams be able to think and act strategically, construct a seamless sales pipeline process, understand your customers’ buying factors for each unique sale, proactively manage the key influencers, navigate the competitive landscape and quantify the true value of your solution. Steve's company has trained over 25,000 salespeople and sales leaders worldwide.MENTION MANAGE SMARTER PODCAST WHEN CLICKING ON STEVE’S BOOK ON IGNITESELLING.COM GETS THE BOOK FREEIn this podcast for managers, Audrey, Lee and Steve discuss:  Managing Assumptions in Sales: Steve emphasizes that assumptions in the sales process, especially during new product launches, can lead to failure. He highlights the importance of identifying and engaging with the right influencers and not assuming that the same influencers from past sales will be relevant for new products. Critical Decision Criteria: Steve points out that salespeople often assume price is the most critical decision factor for customers. However, research shows that other factors like ease of use and serviceability often rank higher. Salespeople need to ask the right questions to understand the true decision criteria. Creating Urgency: To drive urgency in customers, it's essential to quantify the value of your product and how it helps the customer's business succeed. Understanding and articulating the business metrics impacted by your solution can significantly reduce stalled opportunities. Role of Technology in Sales: Technology, including AI, helps by reminding salespeople of milestones and providing actionable steps to prevent opportunities from stalling. However, it's crucial to have a well-defined sales process and clear milestones. Importance of Sales Management: Sales managers play a pivotal role in accelerating the pipeline by holding salespeople accountable and challenging their critical thinking. They act as strategy coaches, ensuring that opportunities don't stall and guiding the sales team effectively. "The #1 mistake managers and leaders make is NOT challenging the critical thinking and common assumptions of salespeople. Let's face it, managers have a lot on their plate and they are running hard every day. Thus, they fall into the trap of asking questions about the facts of what's happening in one of their reps accounts, instead of challenging them to think more critically. ”– Steve GieldaBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Steve Gielda www.igniteselling.comhttps://www.linkedin.com/in/sgielda/Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. In addition, Brynne is the Co-host of the Making Sales Social podcast and author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling.In this podcast for managers, Audrey, Lee and Brynne discuss: -Why and how to keep your social channels authentic-Overhauling your LinkedIn.com profile for a different audience-Mindset shift for managers on their social media profiles/channels-AI use in social selling/ChatGPT usage tips"The number one mistake managers make is they treat Linkedin as a cold calling tool because the simply don’t understand the power of it.”– Brynne TillmanBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Brynne Tillmanhttps://socialsaleslink.comhttps://Linkedin.com/in/BrynneTillmanhttps://twitter.com/socialsaleslinkConnect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Darren Horwitz is the Founder of TenTen, a brand implementation firm that helps organizations plan, build, and manage brand change. Darren and his team work with clients to help them navigate the complex process of planning, executing, and bringing brands to life. In just over 8 years, TenTen has helped 100+ companies rebrand, across industries and around the world. Darren and TenTen’s work has benefited the U.S. Army, GE Healthcare, Lincoln Financial, and J&J to name a few.Before founding TenTen, Darren established implementation and brand governance as integral disciplines at FutureBrand. He successfully deployed and governed global brands like American Airlines, Cadillac, and USAA. Prior to this, Darren defined brand management systems at Interbrand, working with notable clients such as Humana and Thomson Reuters. As a founding partner at Pixeljockey LLC, he played a crucial role in managing brand rollouts for AT&T and MasterCard. Darren excels in tackling challenges and guiding clients to achieve measurable results in brand optimization.In this podcast for managers, Audrey, Lee and Darren discuss: ·        The 5 Pillars of Successful Brand Implementation Planning·        What is branding vs. rebranding? Why do it?·        Timing, cost and implementation of branding·        What are the logistics of a branding or rebranding?"Rebranding goes much further than the creative development. Planning to successfully launch and rollout your rebrand takes time - so start planning early!”– Darren HorwitzBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Darren Horwitzhttps://www.tentengroup.com/https://www.linkedin.com/in/darrenhorwitz/https://www.tentengroup.com/insights Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Crista Grasso is the go-to strategic planning and systems expert for online businesses when they want to scale. Known as the "Business Optimizer", Crista has the ability to quickly cut through noise and provide clarity on the core things that will make the biggest impact to scale a business simply and sustainably. She is the founder of the Lean Out Method, creator of the Lean Business Scaling System, and host of the Lean Out Your Business Podcast.In this podcast for managers, Audrey, Lee and Crista discuss: ·        What mistakes she made with her business that prompted her to start her company·        Time chunking methodology·        4 Pillars of the Lean Out method·        What the biggest mistakes are for small business entrepreneurs in scaling"A 2-hour focus block with the right conditions in place to stay laser focused from start to finish can result in getting a massive amount FINISHED. But a 2-hour focus block without the right conditions in place can look like spending the 1st 30 minutes frustrated as trying to find everything you need coupled with so many distractions that you end up getting very little even started let alone finished during that time.”– Crista GrassoBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Crista Grasso Website: https://www.leanoutmethod.comPodcast: http://leanoutpodcast.comhttp://instagram.com/cristagrassohttp://facebook.com/groups/leanoutcirclehttp://scalingassessment.com Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Get ready to be inspired by a true powerhouse in the field of productivity intelligence. Our guest today is Gerald J. Leonard, a leading figure who has revolutionized the way we approach maximizing our potential. Gerald is the Publishing Editor, CEO, and Founder of the Leonard Productivity Intelligence Institute, where he focuses on enhancing productivity and building better workplace cultures. He is also the CEO of Turnberry Premiere, a strategic project portfolio management and IT governance firm in Washington, DC. A professional bassist, Gerald J. Leonard offers a unique approach to accomplishing more in the workplace.https://productivityintelligenceinstitute.com/managesmarter/ for FREE MATERIALSIn this podcast for managers, Audrey, Lee and Gerald discuss: ·        Gerald’s tips for what order to approach tasks to boost productivity·        Time chunking methodology·        Analogy of a symphony and conductor to the performance of you and your team·        Productivity boosting processes"Juggling multiple projects has become one of our major challenges, both as individuals as well as organizations, in our private and in our professional lives.”– Gerald LeonardBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Gerald Leonard https://productivityintelligenceinstitute.com/productivity-smarts-podcast/\https://m.facebook.com/geraldjleonardConnect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Today’s guest is Beth Trejo, a trailblazing speaker, CEO, and founder of the global social-first digital agency, Chatterkick. Featured in USA Today, Yahoo, and Business Insiders as a Top 50 CEO for Women, Beth is a recognized advocate for women in tech.We have a fantastic new offer for CEOS! 1,000 ChatGTP prompts for the C-suite - https://chatterkick.com/free-stuff/ceo/In this podcast for managers, Audrey, Lee and Beth discuss: ·        The importance of empathy for managers and leaders·        What digital methods you can use to create empathy with coworkers and reports·        The use of AI to help you craft empathetic messaging in your communications·        Social media methods to connect more authentically to your coworkers and reports"There's a whole new way to think about how we connect with our customers and coworkers. It's time to shake off those preconceived notions about opportunities and barriers and reimagine what authentic connection means in today's digital world.”– Beth TrejoBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Beth Trejohttps://chatterkick.com/linkedin.com/in/bethtrejo/https://www.facebook.com/ChatterkickConnect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Stephanie Nivinskus is the CEO of SizzleForce Marketing, an agency that helps scaling companies get noticed and attract more clients on a daily basis. Since 1995, she has developed and executed brand-building campaigns for companies including Starbucks, The NFL, Quiksilver, and thousands of small businesses. A Story Brand Certified Guide and Certified Partner of Digital Marketer, Stephanie has written for Forbes & Entrepreneur magazines and she is the author of the International #1 Bestseller, Absolutely Unforgettable: The Entrepreneur’s Guide To Creating A Heart-Centered Brand And Standing Out In A Noisy World.In this podcast for managers, Audrey, Lee and Stephanie discuss: ·        5 explanations as to why your products or services aren’t selling·        How to appeal to buyers on an emotional level·        Attention-getting techniques to create FOMO·        How company credibility and product credibility affect salesperson credibility·        When to pull the plug on a product that’s not doing well"I will tell you I am a firm believer there’s 5 emotional motivators that prompt people to pull out their wallets over and over and over.”– Stephanie NivinskusBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. Connect with Stephanie Nivinskus www.SizzleForce.comhttps://www.facebook.com/SizzleForcehttps://www.linkedin.com/in/stephanienivinskus/Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/   Learn more about your ad choices. Visit megaphone.fm/adchoices

Joining us today is Mary Ann Pruitt, the CEO and President of Mosaic Media, a collection of media buying experts and creative strategists who negotiate, purchase, and monitor advertising space and airtime. She’s here today to share some marketing wisdom gleaned from her extensive career in media strategy and how it relates to the ever-evolving climate of media.In this podcast for managers, Audrey, Lee and Mary Ann discuss: ·        Tapping into superpowers post-COVID for women in business·        The main challenge women leaders have vs. male leaders·        Five working generations in the workplace and how to manage them all·        Managing professional development to reduce turnover·        The role of artificial intelligence (AI) in media buying and sales/marketing"When we step away from the computer we get our best ideas as leaders. Step away for just a few minutes.”– Mary Ann PruittBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Mary Ann Pruitt https://mosaic.agency/https://www.linkedin.com/in/maryann-pruitt/https://www.facebook.com/mosaic.agency Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                   ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Attorney Chuck Price, with 40 years of experience managing legal teams and trying cases. He was named one of the five most influential commercial litigators in Arizona by AZ Business Leaders magazine. He has taught management and negotiation to sales representatives, sales managers and others around the country. He is the author of Rewiring the White Collar Mind, which analyzes how workplace incentives can lead to professional success but personal unhappiness, and gives practical steps to help us transcend those messages.In this podcast for managers, Audrey, Lee and Chuck discuss: ·       How sales and other professionals can escape the “Tyranny of Numbers.”·       How do reframe KPIs and having a healthier relationship with goals tied to your job·       How to make your employees feel included, valued and respected to reduce turnover·       How to retrain your brain on reconciling the stress of handlingpayroll and budget numbers·       Better ways to manage work/life balance"People have a wide variety of personality types, backgrounds, and strengths. The key is figuring out exactly who you're managing, and motivate them according to how they're wired, not how you're wired.”– Chuck PriceBuild Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Chuck Pricecharlespriceesq.comhttps://twitter.com/charlespriceesqhttps://www.linkedin.com/in/charles-price-48538910/https://www.facebook.com/charles.price.7549 Connect with Manage Smarter Hosts·         Website: ManageSmarter.com ·         LinkedIn: Audrey Strong                                                                                            ·         LinkedIn: C. Lee Smith  Connect with SalesFuel ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices