Episodit
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You may have heard of, or even read, Gary Chapman's "The 5 Love Languages." Paul White, a psychologist whose work focuses on workplace engagement and building better work relationships, thought Chapman's five love languages could be adapted to the workplace to create healthier, more product work environments.
In 2011, he and Chapman published "The 5 Languages of Appreciation in the Workplace." It has sold more than 600,000 copies.
Employees who feel appreciated are more engaged, more productive and more likely to stay with a company. But appreciation has to be authentic.
This podcast is the first of a series of discussions with White. We review the five languages of appreciation and ask White if, more than a decade since his book was published, more business leaders understand the importance of letting their workers know how much they are appreciated. -
We were putting together a Focus Report on rebounding from a slow sales period and Michael Hinkle held up his hand as someone who has been through it and who now helps other companies break sales slumps.
Hinkle, like a lot of salespeople, didn't intend to go into sales. After 30-plus years of selling, he founded his California-based sales consulting and coaching business, JBI (Just Buy In).
In this podcast, we talk about how he helps client companies reverse sagging sales, why mindset is so critical to performance, and how an entrepreneurial approach can bring clarity to selling. -
Puuttuva jakso?
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B2B buyers have changed dramatically over the past few years, so why haven't B2B salespeople?
Julie Thomas, President and CEO of ValueSelling Associates, says product-led sales no longer works in an era of self-educated buying teams. It's all about bringing value to prospects and making sure they understand your value. But they can't understand your value unless you - or your reps - do.
How you sell is just as important what you sell. -
Gartner Director Analyst Adnan Zijadic discusses his report "How Generative AI Will Revolutionize Sales Force Automated Platforms." What does it mean for B2B sales leaders? What steps need to be taken to keep up with this headline-making technology?
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In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them."
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Stephanie Harris is a veteran of the non-cash incentive industry and, for the last three years, president of the Incentive Research Foundation. We spoke with her about emerging trends in group incentive travel, including designing events for today's multigenerational work force.
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Doug Bushée, an analyst at Gartner Sales Practice, explains what we're talking about when we talk about digital sales transformation - and he reviews three common pitfalls to avoid, which he wrote about for Sales & Marketing Management.
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Michael Bungay Stanier is an author, speaker and entrepreneur with a background in leadership development. His latest book is "How to Work With (Almost) Anyone: Five Questions for Building the Best Possible Relationships."
Collaboration is what workplaces are all about, yet work relationships are usually left to chance. Bungay Stanier offers insights on why it makes sense to have admittedly awkward conversations about how you will work together before discussing what work you will do. -
Collin Coggins and Garrett Brown set out to research and write about the commonalities between the world’s greatest sellers. They discovered that authenticity and what they call “intentional ignorance” are key traits among those who sell best.
In our conversation, they explain why successful selling isn’t about swagger and a know-it-all attitude. Instead, it’s vital to develop a partnership with prospective buyers in order to eliminate the “us vs. them” mentality.
