Business901

This is a collection of Business901 Podcast that has been grouped under the title of Lean Product Development. It includes the authors below in the order if appearance and totals around 3 hours in length. If you prefer a transcription most of them are available on the Business901 Issuu website: https://issuu.com/business901.   Ron Mascitelli, president of Technology Perspectives and author of five books, his most-recent publication, Mastering Lean Product Development: A Practical, Event-Driven Process for Maximizing Speed, Profits, and Quality.   Allan R Coletta is a chemical engineer with an extensive background in manufacturing operations, supply chain and engineering, gained while working in the chemical process and healthcare diagnostics industries. He recently authored a book, The Lean 3P Advantage: A Practitioner’s Guide to the Production Preparation Process.   Tim Schipper and Mark Swets are the co-authors of Innovative Lean Development: How to Create, Implement and Maintain a Learning Culture Using Fast Learning Cycles.   Dan McDonnell discussed on how to use Lean 3P within the organization not only for Lean Product Development but also for any type of change program. He co-authored the book, Unleashing the Power of 3P: The Key to Breakthrough Improvement.   Mike Dalton is the founder of Guided Innovation Group, whose simple mission is helping companies turn their new product innovation into bottom-line impact. The Guided Innovation System™, their unique TOC-based approach to rapid innovation improvement is helping companies slash time to market in half and nearly double new product profits. His book, Simplifying Innovation: Doubling speed to market and new product profits – with your existing resources, is the first to apply the Theory of Constraints for high-leverage innovation improvement.   Business901 iTunes Store   Mobile Version    New Accessibility for the Business901 Podcast

With more than 30,000 copies sold worldwide, Susan Fowler’s powerful and influential book, WHY MOTIVATING PEOPLE DOESN’T WORK...AND WHAT DOES: The New Science of Leading, Energizing, and Engaging, is now available in paperback. Susan argues that most of the current approaches to engagement have not caught up to the science of motivation, resulting in short-term practices that undermine the long-term engagement they hoped to generate.   In her book, Fowler builds upon the latest scientific research on the nature of human motivation to explain why traditional approaches don’t work. More importantly, she provides a cutting-edge framework, model, and course of action to help leaders shape a workplace where people flourish while producing sustainable results.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

With more than 30,000 copies sold worldwide, Susan Fowler’s powerful and influential book, WHY MOTIVATING PEOPLE DOESN’T WORK...AND WHAT DOES: The New Science of Leading, Energizing, and Engaging, is now available in paperback. Susan argues that most of the current approaches to engagement have not caught up to the science of motivation, resulting in short-term practices that undermine the long-term engagement they hoped to generate.   In her book, Fowler builds upon the latest scientific research on the nature of human motivation to explain why traditional approaches don’t work. More importantly, she provides a cutting-edge framework, model, and course of action to help leaders shape a workplace where people flourish while producing sustainable results.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

People know Johanna Rothman  as the “Pragmatic Manager.” She provides frank advice for your tough problems helping leaders and managers do reasonable things that work. I am a big fan of Johanna's owning three of her books and adding a fourth, Agile and Lean Program Management: Scaling Collaboration Across the Organization. This is a short take on the definition of some terms that came from the interview    This was previously published as a video series.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

People know Johanna Rothman  as the “Pragmatic Manager.” She provides frank advice for your tough problems helping leaders and managers do reasonable things that work. I am a big fan of Johanna's owning three of her books and adding a fourth, Agile and Lean Program Management: Scaling Collaboration Across the Organization. This is a short take on the definition of some terms that came from the interview    This was previously published as a video series.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter than the market. Marketing must evolve through our actions and tactics.   Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity   “With tactics in the driver’s seat, everything changes: long-term vs. short-term becomes meaningless; prediction is still possible as an activity, but probably futile in its results; action beats analyzing-, correctable replaces dependable. The one thing that we know is that it’s in the learning rather than the deciding.” – The Death of Strategy – Forbes.com   The digital age has changed the way we deliver marketing, the way we execute. Marketing is no longer driven by the creative, it is driven by the process. Learning becomes paramount and is driven by the way you interact and structure your sales funnel. Marketing is no longer just about getting the message out. It is just as important to get the message in.   Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity

There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter than the market. Marketing must evolve through our actions and tactics.   Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity   “With tactics in the driver’s seat, everything changes: long-term vs. short-term becomes meaningless; prediction is still possible as an activity, but probably futile in its results; action beats analyzing-, correctable replaces dependable. The one thing that we know is that it’s in the learning rather than the deciding.” – The Death of Strategy – Forbes.com   The digital age has changed the way we deliver marketing, the way we execute. Marketing is no longer driven by the creative, it is driven by the process. Learning becomes paramount and is driven by the way you interact and structure your sales funnel. Marketing is no longer just about getting the message out. It is just as important to get the message in.   Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity

According to neuropsychologist Friederike Fabritius, M.S. and global leadership and innovation consultant Hans W. Hagemann, Ph.D., the better we understand our brains and the type of environment that motivates us, the closer we'll be to truly achieving peak performance. In THE LEADING BRAIN: Powerful Science-Based Strategies for Achieving Peak Performance, Fabritius and Hagemann offer insights into: Why some people struggle in a high-stress, deadline-oriented environment while others soar How your age and gender can affect your overall "performance profile" Why multitasking is the enemy and how to cut through the office's myriad distractions and sharpen your focus The mental training techniques you can use to fine-tune your habits and productivity level   My guest on the podcast was FRIEDERIKE FABRITIUS, M.S., the head of the Neuroleadership Practice Group. She is a neuropsychologist who has extensive expertise working with top executives at multinational corporations, leveraging her scientific background to create actionable insights.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

According to neuropsychologist Friederike Fabritius, M.S. and global leadership and innovation consultant Hans W. Hagemann, Ph.D., the better we understand our brains and the type of environment that motivates us, the closer we'll be to truly achieving peak performance. In THE LEADING BRAIN: Powerful Science-Based Strategies for Achieving Peak Performance, Fabritius and Hagemann offer insights into: Why some people struggle in a high-stress, deadline-oriented environment while others soar How your age and gender can affect your overall "performance profile" Why multitasking is the enemy and how to cut through the office's myriad distractions and sharpen your focus The mental training techniques you can use to fine-tune your habits and productivity level   My guest on the podcast was FRIEDERIKE FABRITIUS, M.S., the head of the Neuroleadership Practice Group. She is a neuropsychologist who has extensive expertise working with top executives at multinational corporations, leveraging her scientific background to create actionable insights.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

This is a collection of Business901 podcasts on Sales. It is about 7-hours in length and features the following guests in the order of appearance:   (00.30)Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has co-authored the book Shift!: Harness The Trigger Events That Turn Prospects Into Customers which is as good of description I have found for what is lacking in today’s selling.   (30.00)Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way.    (52:10) Mark Hunter, The Sales Hunter, documents his knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.   (1:34:35) Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb Blount’s Author Page: http://amzn.to/2jR3zuP   (2:27:56)Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists.    (3:01:03)Dave Brock (Partners in Excellence) is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering. Dave speaks frequently on a wide range of business, sales, leadership, and related topics.     (3:29:13)Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups andcorporations, and consulted to many companies around the world. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.   (4:07:54)Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach an

This is a collection of Business901 podcasts on Sales. It is about 7-hours in length and features the following guests in the order of appearance:   (00.30)Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has co-authored the book Shift!: Harness The Trigger Events That Turn Prospects Into Customers which is as good of description I have found for what is lacking in today’s selling.   (30.00)Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way.    (52:10) Mark Hunter, The Sales Hunter, documents his knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.   (1:34:35) Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb Blount’s Author Page: http://amzn.to/2jR3zuP   (2:27:56)Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists.    (3:01:03)Dave Brock (Partners in Excellence) is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering. Dave speaks frequently on a wide range of business, sales, leadership, and related topics.     (3:29:13)Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups andcorporations, and consulted to many companies around the world. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.   (4:07:54)Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results.   (4:37:20)Régis Lemmens is a partner at Sales Cubes, a sales management consulting firm located in Belgium, specializing in sales and key accounts management. He is a firm advocate of design thinking in business and helps organizations to apply this approach to innovate and redesign their sales processes finding new ways to add value to their customers. His new book is, From Selling to Co-Creating.   (5:00:15)Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is credited with the movement to Consultative Selling, captured in the book Perfect Selling, which is the cornerstone of Richardson’s methodology.   (5:23:23) Charles Green is the author of a series of books that have long been a favorite of mine.  I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present. My favorite since I own it in several formats is probably Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships.   (5:51:41) In his new book, Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More,Grant Leboff explores how the sales landscape has changed in recent years but how those working in sales have failed to change their behavior to meet customers.   (6:23:36) Tim Sanders has spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. Tim recently authored a new book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.   (6:46:17)Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. Matt’s latest book is The Effortless Experience: Conquering the New Battleground for Customer Loyalty and he is best known for the book, The Challenger Sale: Taking Control of the Customer Conversation.   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast        

What does it take to nail a sales pitch? Well, it’s not easy. In fact, only 20% of all salespeople make 80% of their sales; and I just broke the cardinal rule: most customers forget pitches that involve statistics. According to advertising guru Ted Frank, the secret to sales is in the story—and he’s developed a foolproof formula for getting the buy-in you deserve.   “So much good work goes to waste, and so many smart salespeople lose their sense of purpose, all because they get lost in the clutter of charts,” says Frank. “There are literally dozens of movie storytelling strategies you can bring to your pitches that will move your stakeholders to action."   You can find Ted’s answers in his new book, Get to the Heart: How movie storytelling secrets can make your presentation clear, compelling, and earn you a seat at the table    Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

What does it take to nail a sales pitch? Well, it’s not easy. In fact, only 20% of all salespeople make 80% of their sales; and I just broke the cardinal rule: most customers forget pitches that involve statistics. According to advertising guru Ted Frank, the secret to sales is in the story—and he’s developed a foolproof formula for getting the buy-in you deserve.   “So much good work goes to waste, and so many smart salespeople lose their sense of purpose, all because they get lost in the clutter of charts,” says Frank. “There are literally dozens of movie storytelling strategies you can bring to your pitches that will move your stakeholders to action."   You can find Ted’s answers in his new book, Get to the Heart: How movie storytelling secrets can make your presentation clear, compelling, and earn you a seat at the table    Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

This is a compilation of the entire interview with Cindy Barnes. Cindy co-authored the book, Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit, showing readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. It provides guidance for business leaders – demonstrating why having a strong value proposition is so important for a company.   Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. Follow Cindy on Twitter: @cindy_barnes   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast

This is a compilation of the entire interview with Cindy Barnes. Cindy co-authored the book, Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit, showing readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. It provides guidance for business leaders – demonstrating why having a strong value proposition is so important for a company.   Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. Follow Cindy on Twitter: @cindy_barnes   Business901 iTunes Store   Mobile Version   New Accessibility for the Business901 Podcast