Mentoring

Why Your Business Should Introduce a Product to Customers as Early as Possible | Jeff Koser | Part 2 of 3 | Episode #395

Jeff is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations sell more. The Selling to Zebras™ software platform helps start each sales engagement in a better place.

We would love to promote the launch of our software.

STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides “insights” that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or business review.

What business problem does Selling to Zebras solve? We solve the problem of how to find, close, implement, retain and expand your perfect profile customers, a.k.a. Zebras.

Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development. Previously, he served as Chief Operating Officer at Baan Supply Chain Solutions and VP of Sales at the European powerhouse ERP company called Baan. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years to over $800m in annual revenue.

 

Connect with Jeff:

Free Book: https://www.sellingtozebras.com/contact-us/shop/selling-to-zebras-book

Website: https://www.sellingtozebras.com/

LinkedIn: https://www.linkedin.com/in/jeff-koser-4a3911a0/

Twitter: https://twitter.com/sellingtozebras

 

 

PEAK PERFORMANCE NATION

A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be.

Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/

 

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Audible - Free Audio Book & 30 Day Trial 

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Thank you once again for listening

 

Please follow us on:

 

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Twitter: @ThorConklin

 

Website: http://www.thorconklin.com

 

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Thor Conklin Media

Peak Performers Podcast

Peak Performance Nation

  

#1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can’t figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur’s, Professional Athletes, Business leaders, Military, Technology guru’s, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose – To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

3 Takeaways from Racing Rally Cars | Tom Shieh | Part 3 of 3 | Episode #394

If there is one word that best describes Tom Shieh then it would be creative. Shieh has been utilizing his creative prowess in coming up with the best ideas for his business ventures, speaking engagements and in authoring books. All of his works are based on his professional background and experience. With his unparalleled talent in creating ideas and implementing these in the real world, Shieh has been able to author and establish more than 100 websites that generates revenues.

Shieh has been making rounds in giving Inspirational Talks through personal appearances all over the country as well as through his best-selling books. He has appeared in all the biggest television networks like Fox, CBS, NBC, and ABC and on a number of Internet websites in sharing his valuable thoughts regarding different fields. His talks and books center mostly on his professional background and the new ideas he wants to share with his followers. A Taiwanese immigrant, his vast wealth of knowledge stems from having worked in 13 different fields aside from the websites that he owns and runs. His notable experiences include working in top companies like IBM and Northrop Grumman both in technical and management capacities.

 

Connect with Tom:

Facebook: https://www.facebook.com/tom.shieh Linkedin: https://www.linkedin.com/in/tomshieh/ Twitter: https://twitter.com/tomshieh Website: tomshieh.com

 

PEAK PERFORMANCE NATION

A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be.

Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/

 

SPONSORS & FREE OFFERS

Audible - Free Audio Book & 30 Day Trial 

Blue Apron -  $30 Off Your First Order

 

Acuity Scheduling - Stop Wasting Time Setting Up Meetings

 

Peak Accountability - http://www.thorconklin.com/accountability/

 

Thank you once again for listening

 

Please follow us on:

 

Facebook: Thor Conklin   

 

Twitter: @ThorConklin

 

Website: http://www.thorconklin.com

 

ThorConklin.com

Thor Conklin Media

Peak Performers Podcast

Peak Performance Nation

  

#1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can’t figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur’s, Professional Athletes, Business leaders, Military, Technology guru’s, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose – To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Play to Strengths (#92)

One of the worst pieces of leadership advice I ever received was when I was 24. Someone with a military background told me that his approach to management involved identifying his teams’ weakness and focusing intensely on improving them.

While this may seem logical to some, I have come to realize over the years that this approach is very misguided. Sure, it’s important to know our weakness and mitigate them by becoming more self-aware, but focusing on them instead of what we do well doesn’t help accelerate our growth path.

High-achievers and great leaders focus on their strengths. We all have areas of superior skill sets, something that Dan Sullivan, founder and president of Strategic Coach, coined Unique Ability®.

When we are working within our Unique Ability, time flies by and money isn’t the motivation. Studies of success have found that those who have tapped into their Unique Ability are happier, wealthier and contribute more to the world.  A few years ago, I heard Lewis Schiff, executive director of the Inc. Business Owners Council, speak about his findings from his own wealth research. Here are a few that stood out:

  • 58% of those in the middle class put effort into getting better at things they are not good at.
  • 0% of high net worth millionaires put effort into getting better at things they are not good at. Instead, they outsource those skills and tasks to people who naturally are.
  • In response to the statement, “Failures have taught me what I am good at” 17% of middle class respondents said yes whereas 95% of those in the high net worth category said yes.

Gaining clarity about your Unique Ability is a key component of high achievement.  However, tapping into it is often challenging for most. It can take time, patience and even involve a few dead ends. Whether you want to uncover yours, or help others discover theirs, here are a few tips:

For Individuals: If you don’t know what your strengths are, consider taking a few personality tests such as DISC or Strength Finders. These can help you better understand your natural talents, passions and even what types of environments you work best in. Another tip is to look back at the comments on your report cards from elementary school to see if any trends emerge. I recently did this and found the process to be both insightful and a bit eerie.

Here are a few comments my preschool teacher wrote about my strengths and weaknesses when I was five:

“He continually impresses me with his creative inventions and his zealousness toward new projects.”

“He is not afraid to say what is on his mind, but often does so without realizing the impact that his words might have on others”

These comments could have been from my most recent 360 Review.

As you take stock in your own strengths, it’s also important to be self-aware about your “weaknesses” and for your awareness of them to match what others would say about you. In this process, keep in mind that, when known, these are just areas of your personality that you can better manage and, in some cases, neutralize. If unknown, they are areas of weakness.

For Managers and Leaders. Great leaders recognize their weaknesses and use that knowledge to build teams with complementary skills. They also understand the strengths and weakness of their team and play to individuals’ strengths. For example, if your top sales person struggles to fill out paperwork, don’t berate them about it. Get them an assistant so they can focus on selling more. In addition, having your team complete the Delegate & Elevate tool can shed light on what people on your team want and don’t want to be doing and where you can better support them.

I would describe my role today at Acceleration Partners as “Head of Creative Inventions and New Projects.” I have also put a lot of effort into a candid feedback system I call “Respectful Authenticity.” Turns out, my preschool teacher had me pegged.

Quote of the Week

“Everybody is a genius. But if you judge a fish by its ability to climb a tree, it will live its whole life believing that it is stupid.”

Albert Einstein

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We Cant Agree on Anything.

We Can’t Agree On Anything

Nothing is more exasperating than watching a group of smart, qualified, intelligent executives deliberate about a key strategy, and fail to reach an agreement. In frustration, the team turns to the CEO to make the decision. Yet this is counterproductive, as whatever the CEO decides, some of the team will resent – and that resentment leads to a lack of a commitment to delivering an outcome.

It’s even more frustrating when attempting to reach a forward-thinking strategic plan for the business.

How you might ask, can this be so? These people are our leaders. They set the direction of the organization. We rely on them to make sensible decisions that can impact our careers. So, how come they are in disarray?

The CEO, after a few attempts to reach an agreement, called in a DNA Behavior facilitator to oversee the discussions.

These are just a few questions that went through my head as I watched, incredulous, as a significant group of executives began the process of planning for the next stage of the company’s direction.

As I sat to one side and observed their interaction, it was clear the room was heavy with bias, one-upmanship, egotism, and overconfidence pitched against compliance, indifference, and timidity. The assertive ones held their ground. The more vocal got louder. And the reflective and thoughtful seemed to be brooding.

Nothing was being resolved. Every stake put in the ground took the team further away from making decisions.

The DNA Behavior Solution

Each member of the team completed the Communication DNA Discovery Process, an assessment predominantly focused on revealing individual communication styles. Patterns quickly emerged showing the relationship gaps and areas where communication was breaking down, and why.

Independent research shows that Communication DNA leads to solving 87% of business issues, which are hidden as they are communication-related.

Once the team understood how their communication style was getting in the way of bringing their talent and behavioral smarts to the table, outcomes began to change.

As the Goal Setting individuals encouraged input from the Information and Stability individuals and the Lifestyle individuals used their approach to encourage everyone of the importance to reach a solution – suddenly everyone felt they had a voice. And rather than chaos, a solid structure began to take shape.

The team was then able to focus on their task. Egos, bias, and intolerance were replaced with listening, acknowledging input, and intelligent suggestions – a lively, but meaningful debate.

CDNA

As the task proceeded, the Lifestyle individuals suggested a flow chart to capture ideas. The Information individuals populated the flow chart, carefully catching ideas and suggestions. And the Goal Setters captured the key milestones for taking the organization into the next season and all agreed that it was a job well done.

From my perspective, the lesson learned for them as a strategic planning team of executives was the importance of understanding how to communicate with each other. Without the Communication DNA Discovery Process, this team would have failed to meet its obligations to set out the strategic plan for the next season. Important skills and talents would not have been brought to the table. Individuals would have left frustrated, and the business would have suffered without a cohesive sense of direction.

CDNA 3

To learn more, please speak with one of our DNA Behavior Specialists (LiveChat), email inquiries@dnabehavior.com, or visit DNA Behavior.

How to Identify Your Company’s Zebra | Jeff Koser | Part 1 of 3 | Episode #393

Jeff is the spirited founder and CEO of Selling to Zebras (STZ). STZ is the software company that helps organizations sell more. The Selling to Zebras™ software platform helps start each sales engagement in a better place.

We would love to promote the launch of our software.

STZ launched the newest version of the Selling to Zebras™ software platform last September. The Selling to Zebras™ software provides “insights” that help identify Zebras, Power (the person who can buy even without a budget) and the Power-level critical business issues which, when solved, create measurable value. Eliminate the waste associated with chasing deals that will not close 85% of the time. Pursue Zebras and close 90% of the business you pursue faster, more easily and more profitably. As an important by-product, the Selling to Zebras™ software ends the busy work associated with entering CRM and forecast data. The Selling to Zebras™ software is a real-time up-to-date CRM or can be integrated with your present CRM, eliminating the need to do separate updates in preparation for a forecast or business review.

What business problem does Selling to Zebras solve? We solve the problem of how to find, close, implement, retain and expand your perfect profile customers, a.k.a. Zebras.

Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development. Previously, he served as Chief Operating Officer at Baan Supply Chain Solutions and VP of Sales at the European powerhouse ERP company called Baan. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years to over $800m in annual revenue.

 

Connect with Jeff:

Free Book: https://www.sellingtozebras.com/contact-us/shop/selling-to-zebras-book

Website: https://www.sellingtozebras.com/

LinkedIn: https://www.linkedin.com/in/jeff-koser-4a3911a0/

Twitter: https://twitter.com/sellingtozebras

 

 

PEAK PERFORMANCE NATION

A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be.

Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/

 

SPONSORS & FREE OFFERS

Audible - Free Audio Book & 30 Day Trial 

Blue Apron -  $30 Off Your First Order

 

Acuity Scheduling - Stop Wasting Time Setting Up Meetings

 

Peak Accountability - http://www.thorconklin.com/accountability/

 

Thank you once again for listening

 

Please follow us on:

 

Facebook: Thor Conklin   

 

Twitter: @ThorConklin

 

Website: http://www.thorconklin.com

 

ThorConklin.com

Thor Conklin Media

Peak Performers Podcast

Peak Performance Nation

  

#1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can’t figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur’s, Professional Athletes, Business leaders, Military, Technology guru’s, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose – To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game.

Do Your Goals Determine Your Success? | Thor Conklin | Episode #392

PEAK PERFORMANCE NATION

A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be.

Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/

 

SPONSORS & FREE OFFERS

Audible - Free Audio Book & 30 Day Trial 

Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings   Peak Accountability - http://www.thorconklin.com/accountability/       Thank you once again for listening   Please follow us on:   Facebook: Thor Conklin      Twitter: @ThorConklin   Website: http://www.thorconklin.com       ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation     #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can’t figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur’s, Professional Athletes, Business leaders, Military, Technology guru’s, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose – To engage, educate, entertain and inspire listeners to excel in any area of life through mastering the science of execution and Peak Performance.  You will learn the necessary road map, strategies, tools and psychology to win this game