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Tell Better Stories, Make More Sales

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Episodes

The Trifecta Of Business Building – 5046

4/19/2018
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Three intersecting circles with a single spot where they all overlap. The sweet spot. That ideal place where the magic happens! For our business, it’s a place we may not often reach, but we aim for it. And sometimes we hit it. When we don’t, we’re like surfers always looking for that perfect wave. It’s […]

Duration:00:15:57

I’m So Lonesome I Could Cry – 5045

4/18/2018
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Hank Williams wrote the song in 1949 due to the troubled marriage he had. It’s a sad refrain and I suspect it grew popular (even though it was a B-side record, meaning it wasn’t intended to be the song it became) because it’s such a universal feeling. Loneliness. In recent years more and more research […]

Duration:00:10:52

CEO’s Can Be Wrong, Even When We’re Convinced We’re Right (What Marc Benioff Learned From Another Person’s Experience & Perspective) – 5044

4/16/2018
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Last night on CBS’ 60 Minutes, Lesley Stahl did a piece on Salesforce about gender pay equality. During the segment, she spoke with Salesforce founder and CEO Marc Benioff who was remarkably candid about his company’s failings. Salesforce employs 30,000 people and generates $10 billion in annual revenue. I’m suspecting that Benioff has access to […]

Duration:00:09:25

The Ethics of Leadership – 5043

4/13/2018
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This week Facebook founder and CEO Mark Zuckerberg has been appearing before a Senate committee on privacy, data breaches and the ethics of using customer data. Volkswagen appointed a new CEO to replace a leader who had the awful task of navigating the company past an emissions scandal in which the company admitted to […]

Duration:00:09:52

Learning To Lead Begins With Learning To Follow – 5042

4/9/2018
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My generation was raised by the World War II or Korean War generation (I only use that to give context to our parents’ generation). Old school. Just the other morning Twitter was somewhat buzzing about a little video clip of Alabama’s football coach, Nick Saban, ripping into a defensive back. We often associate “old school” […]

Duration:00:06:27

Advantages Of Being Hit In The Mouth – 5041

4/3/2018
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If the market doesn’t hit you in the mouth, then the economy will. You may think Mike Tyson is an idiot, but he did say something very smart. Everyone has a plan ’til they get punched in the mouth. Here’s the list of recessions I’ve experienced since I began working: November 1973 to March 1975 […]

Duration:00:27:02

What Are You Thinking? – 5040

3/30/2018
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I’m old so I’ve encountered my fair share of dumb ideas. Many of them were my own. I own my stupidity. Why not? It’s hard to hide from it, so you may as well lean into it. And hopefully, learn from it. Do you have any recurring dreams? Or nightmares? I’m not sure if I […]

Duration:00:09:03

Even Smart Leaders Can Make Stupid Choices – 5039

3/26/2018
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Stupidity and foolishness know no bounds. They don’t respect any of us. The other day I was doing some computer work and the ID channel was on. It’s the channel crime mystery lovers watch. A show about the murder of a woman was on. Turns out her husband, an MIT educated guy with a Ph.D. […]

Duration:00:08:38

There Are Only 2 Reasons Why You’ll Do Anything (But There’s 1 Answer To Help You Innovate) – 5038

3/19/2018
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People are supposedly driven by only 2 things: our attraction to pleasure and our fear of pain. Sadly, the fear of pain is usually the stronger of the two. Which means, we’ll work harder to avoid pain than we will to gain pleasure. These are big, broad and sweeping generalizations that can encompass many things. […]

Duration:00:12:47

TPA5037 – Putting Your Company In The Best Position For Success

3/8/2018
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As the owner you’re the #1. And you wouldn’t have it any other way. But sometimes you don’t treat yourself like you’re the #1. Every business owner has one basic – but very big – job: to obtain and deploy the necessary resources to make the company successful. That’s why you invest in the things […]

Duration:00:16:05

TPA5036 – “They Don’t Know What We Do!”

3/7/2018
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The sales team laments how harshly they feel judged by the VP. This morning’s meeting wasn’t exactly joyful. The team has four days left in the month, but more importantly, they’re a few hundred thousand dollars away from hitting their number. Laurie, the VP, challenged them to hit it hard, reinforcing the importance of achieving […]

Duration:00:13:14

TPA5035 – Listening: Leadership Job #1

3/1/2018
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The owner was pompous. He relished being “the boss.” He was middle-aged. I was in college. This was retail. I was selling stereo gear and going to school. He was just another boss teaching me how NOT to lead and manage. Fact was, in my opinion, he wasn’t good (or effective) at either. But thankfully […]

Duration:00:15:42

TPA5034 – Grow Your Business: Managing The Changes By Improving Your Decision-Making

2/22/2018
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Business is summed up in the trifecta of business building: getting new customers, serving existing customers better and not going crazy in the process. You’ve owned and operated your business for almost a decade now. Like most, those first years were touch ‘n go. Moments of exhilaration followed by periods of…well, near despair. You didn’t care. […]

Duration:00:24:58

TPA5033 – How Diversity Provides Leadership Insight ( What We Have In Common, What We Don’t)

2/19/2018
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This story appeared last night on CBS’ 60 Minutes. Oprah Winfrey did the story. One year into Donald Trump’s presidency, Americans remain divided, often unwilling to listen to what the other side has to say. It’s happening in families, among friends and at the workplace. We witnessed that schism first-hand last fall when we went to […]

Duration:00:14:44

TPA5032 – Small Business, Big Impact: The Power Of The Collective

2/16/2018
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The U.S. Small Business Administration defines a small business as “an organization with fewer than 500 employees.” The majority of small businesses employ fewer than 100 employees. One and two-person companies make up most small businesses in America. So it’s a very broad definition of “small business.” There’s an enormous difference in running a one-man […]

Duration:00:19:47

TPA5031 – Lessons From An Early 1900’s Patron

2/12/2018
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Melrose Plantation is located just outside of Natchitoches, Louisiana. Construction on the main house began in 1832. John Hampton Henry and Carmelite (Cammie) Garrett Henry, bought the property from their heirs in 1899. John Henry died suddenly in 1918. Cammie led the plantation into one of it’s most glorious periods. She was a committed preservationist and […]

Duration:00:16:09

TPA5030 – The Third Opinion: How Successful Leaders Use Outside Insight To Create Superior Results By Saj-Nicole A. Joni, Ph.D. (A Book Summary, Part 5)

2/9/2018
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Chapter 7, “Early Leaders.” Again, if you’re a CEO or business owner don’t skip over this thinking, “This doesn’t apply to me. I’m not an early leader.” You’ve got early leaders on your team. Challenge yourself to become a better leader. Serve early leaders well. Early leaders tend to be immersed in mastering the basics […]

Duration:00:20:00

TPA5029 – The Third Opinion: How Successful Leaders Use Outside Insight To Create Superior Results By Saj-Nicole A. Joni, Ph.D. (A Book Summary, Part 4)

1/31/2018
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Chapter 5 is entitled, Habit Of Focus. Buy and read the book. You’ll get value from reading the stories that illustrate Ms. Joni’s points. And you’ll be able to more deeply dive into the nuances of how the third opinion can improve your leadership (and decision-making). Let’s talk about the highlights of this chapter. The […]

Duration:00:22:33

TPA5028 – The Third Opinion: How Successful Leaders Use Outside Insight To Create Superior Results By Saj-Nicole A. Joni, Ph.D. (A Book Summary, Part 3)

1/29/2018
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We’re now up to chapter 4, “Habit Of Relationship.” Leaders need external and disinterested people who can help them explore sensitive issues and uncertainties. Otherwise, they become isolated. With power and responsibility comes isolation. Every leader is surrounded by people who have an agenda. There is a difference between allies and confidants. Allies provide the […]

Duration:00:24:38

TPA5027 – The Third Opinion: How Successful Leaders Use Outside Insight To Create Superior Results By Saj-Nicole A. Joni, Ph.D. (A Book Summary, Part 2)

1/24/2018
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Today we’re continuing a chapter-by-chapter summary of the book, THE THIRD OPINION. Last time we discussed chapter 1. If you missed it, click here to go listen to it. It’s about 30-minutes long. Chapter 2 is entitled, “The Three Habits.” Ms. Joni introduced us to these in the first chapter. The book began with the […]

Duration:00:30:50

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