The Action Catalyst show

The Action Catalyst

Summary: The Action Catalyst is a weekly podcast hosted by Dan Moore, President of The Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts sharing meaningful tips and advice. Please subscribe below, leave a rating and write a review! You can also get more free insights and inspiration at www.SouthwesternConsulting.com.

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Podcasts:

 Invest in Mentorship: Episode 252 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 48:37

Jeff Dobyns has enjoyed extraordinary success providing comprehensive financial planning to retirees, entrepreneurs, entertainers, and executives by taking the time to truly know his clients, understand their goals, and develop and execute their ongoing strategic financial plans. Jeff has a bachelor’s degree in business administration from Ohio University and has held executive positions with financial planning firms for nearly two decades. After serving as Vice President of Investments of Lykins Financial Group, CPA’s, in his hometown of Westerville, OH, Jeff moved to Nashville, TN to found Southwestern Investment Group in 2002. As its President, Jeff has led Southwestern Investment Group to remarkable success, holding the distinction of being Raymond James’ top independent contractor office, and a member of its Chairman’s Council for several years running. Jeff and his wife, Amy, are raising their family in Brentwood, TN where they are members of the Brentwood Baptist Church, and their children, Gracyn, Hunter, and twins Tanner and Logan, attend the Christ Presbyterian Academy. For recreation, Jeff enjoys hunting, fishing, and just being outdoors. Show Highlights: When you are trying to grow an organization, you need to stick with what you said you'd do, empower your people, and help them to grow. -Jeff Dobyns We weren't afraid to work the plan. -Jeff Dobyns The mentorship strategy has been the key to our success. -Jeff Dobyns How do we accelerate our rate of growth? The way to do that is through shortening the training period and the best way to do that, in my opinion, is through one-on-one mentorship. -Jeff Dobyns When you have a long-term plan, and you're trying to work the plan, you need to get your ego out of the way. -Dan Moore The best way to learn is through teaching. -Jeff Dobyns I've not really ever been good at management, but I'm good at leadership. There's a big difference. -Jeff Dobyns We don't focus on management; we focus on leading by example. -Jeff Dobyns You can't teach what you don't know. People won't follow where you won't go. -Spencer Hays If we can stay focused on serving people well, training people well, and treating people well, then everything tends to work out. -Jeff Dobyns People are imperfect, but perfect principles can help them get better. -Dan Moore Work hard to serve others. -Jeff Dobyns Jeff's closing thoughts: We have to make a commitment to being willing to work on the business at times (more time than we think we should) as opposed to just working in the business. The longer you're in the business, you realize you have to work on the business otherwise it will run you. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 How to Lead Tremendously: Episode 251 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 51:46

Tracey C. Jones is nationally known for her leadership expertise, as well as her ability to connect on a core level with her audiences. With her signature wit, she masterfully weaves leadership concepts and actionable strategies together with humor and a deep understanding of life in the workplace. At the core of her philosophy on leadership is a simple belief that a commitment to lifelong learning results in a resilience and positive attitude that can alter the work environment for the better each and every day. With nearly four decades of experience across four industries from the military to semiconductor to publishing, Tracey has crafted organizational leadership techniques that can be implemented right away for noticeable results. She challenges her audiences to bravely embrace their challenges and take the all-important next steps toward effecting meaningful change in their personal and professional lives. Her father, the late Charlie “Tremendous” Jones, founded Executive Books in 1965 with the goal of changing the world one book at a time. After amassing an exceptional leadership background of her own, Tracey took the company’s reins in 2009 – and carries on her father’s tremendous legacy today. She believes that philanthropy and community engagement are at the heart of leadership. The profits of Tremendous Leadership support The Tremendous Trust which has provided over $1.3 million in donations locally and globally over the last eight years. Show Highlights: Whatever the day brings, I'm going to try it. If it doesn't work out, okay, I got experience. And if it does work out, okay, I got success! That was one of [my father's] laws of leadership. -Tracey Jones [My father believed] work should be more fun than fun. So when you had downtime, you should find a way to still be growing or impacting people's lives. -Tracey Jones Your followers, as a leader, can empower you or disempower you. -Tracey Jones There is a big difference between being a leader and the act of leadership. When you are a leader, it's all about improving your own individual skills. Leadership is no longer about you, but how well you get things done through your influence on other people. -Tracey Jones If you as a leader are not teachable and humble, you're never going to be able to make the step to leadership. You may be a leader, but you won't be able to engage in leadership. -Tracey Jones I have to try to get things done through influence and not power. -Tracey Jones I can solve any problem in the world as long as I identify it early enough and call in the right resources. -Tracey Jones Industries don't have problems. Individuals have problems. -Tracey Jones When asked, "How do you build companies?", [Spencer Hayes] responded, "You can't build companies. You can only build people." -Spencer Hayes "Entrepreneurship is the last refuge of the trouble making individual." Natalie Clifford Barney Tracey's closing thoughts: In leadership, you're like a Weeble. You wobble and you get knocked down, but you get right back up! Every leader in the world is a leader because they have overcome things that other people could not. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 How to Lead Tremendously with Tracey C. Jones: Episode 251 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 51:46

Tracey C. Jones is nationally known for her leadership expertise, as well as her ability to connect on a core level with her audiences. With her signature wit, she masterfully weaves leadership concepts and actionable strategies together with humor and a deep understanding of life in the workplace. At the core of her philosophy on leadership is a simple belief that a commitment to lifelong learning results in a resilience and positive attitude that can alter the work environment for the better each and every day. With nearly four decades of experience across four industries from the military to semiconductor to publishing, Tracey has crafted organizational leadership techniques that can be implemented right away for noticeable results. She challenges her audiences to bravely embrace their challenges and take the all-important next steps toward effecting meaningful change in their personal and professional lives. Her father, the late Charlie “Tremendous” Jones, founded Executive Books in 1965 with the goal of changing the world one book at a time. After amassing an exceptional leadership background of her own, Tracey took the company’s reins in 2009 – and carries on her father’s tremendous legacy today. She believes that philanthropy and community engagement are at the heart of leadership. The profits of Tremendous Leadership support The Tremendous Trust which has provided over $1.3 million in donations locally and globally over the last eight years. Show Highlights: * Whatever the day brings, I’m going to try it. If it doesn’t work out, okay, I got experience. And if it does work out, okay, I got success! That was one of [my father’s] laws of leadership. -Tracey Jones* [My father believed] work should be more fun than fun. So when you had downtime, you should find a way to still be growing or impacting people’s lives. -Tracey Jones* Your followers, as a leader, can empower you or disempower you. -Tracey Jones* There is a big difference between being a leader and the act of leadership. When you are a leader, it’s all about improving your own individual skills. Leadership is no longer about you, but how well you get things done through your influence on other people. -Tracey Jones* If you as a leader are not teachable and humble, you’re never going to be able to make the step to leadership. You may be a leader, but you won’t be able to engage in leadership. -Tracey Jones* I have to try to get things done through influence and not power. -Tracey Jones* I can solve any problem in the world as long as I identify it early enough and call in the right resources. -Tracey Jones* Industries don’t have problems. Individuals have problems. -Tracey Jones* When asked, “How do you build companies?”, [Spencer Hayes] responded, “You can’t build companies. You can only build people.” -Spencer Hayes* “Entrepreneurship is the last refuge of the trouble making individual.” Natalie Clifford Barney Tracey’s closing thoughts: In leadership, you’re like a Weeble. You wobble and you get knocked down, but you get right back up! Every leader in the world is a leader because they have overcome things that other people could not. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Gratitude to Paying It Forward with JT Olson: Episode 250 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 39:19

JT Olson is a sensational speaker and an avid proponent of adoption, the pro-life movement, and orphan care. He has given talks on God’s transformation of his pain into passion, the sanctity of life, growing a healthy marriage, encouraging dreamers and entrepreneurs to pursue their calling, and coaching leaders on building a stronger organization. After being orphaned as a child alongside his four siblings, JT Olson went on to start Both Hands — a faith-based non-profit serving orphans and widows. Olson’s personal tragedy gave him an overwhelming understanding of the need to find loving homes for the world’s orphaned and vulnerable children. His new book follows his powerful journey towards spiritual restoration by recounting significant moments in his life, including his family’s life-altering decision to adopt a little girl from China. JT and his wife Sara have been married for over 30 years and have five children (four biologically and one chosen): Jeff, Daley, Nick, Max, and Grace. They now reside in Brentwood, TN. Show Highlights: * What if I could have that same impact on someone else? -JT Olson* [In the face of defeat], I went back to my Southwestern roots. Is there an option to do something else? Is there an option to quit? No! -JT Olson* We have focus on what our mission is. -JT Olson* I just want to make an impact. I want my life to be worth something. -JT Olson* The first thing you should do is count your blessings. When you get discouraged, remember your blessings…It keeps you from ever feeling sorry for yourself. -JT Olson* What makes you get fired up? Pursue it! -JT Olson JT’s closing thoughts: I’m alert, alive, friendly, cordial, firm, and enthusiastic! I tell myself this when I need to motivate myself. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Gratitude to Paying It Forward: Episode 250 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 39:19

JT Olson is a sensational speaker and an avid proponent of adoption, the pro-life movement, and orphan care. He has given talks on God’s transformation of his pain into passion, the sanctity of life, growing a healthy marriage, encouraging dreamers and entrepreneurs to pursue their calling, and coaching leaders on building a stronger organization. After being orphaned as a child alongside his four siblings, JT Olson went on to start Both Hands -- a faith-based non-profit serving orphans and widows. Olson’s personal tragedy gave him an overwhelming understanding of the need to find loving homes for the world’s orphaned and vulnerable children. His new book follows his powerful journey towards spiritual restoration by recounting significant moments in his life, including his family’s life-altering decision to adopt a little girl from China. JT and his wife Sara have been married for over 30 years and have five children (four biologically and one chosen): Jeff, Daley, Nick, Max, and Grace. They now reside in Brentwood, TN. Show Highlights: What if I could have that same impact on someone else? -JT Olson [In the face of defeat], I went back to my Southwestern roots. Is there an option to do something else? Is there an option to quit? No! -JT Olson We have focus on what our mission is. -JT Olson I just want to make an impact. I want my life to be worth something. -JT Olson The first thing you should do is count your blessings. When you get discouraged, remember your blessings...It keeps you from ever feeling sorry for yourself. -JT Olson What makes you get fired up? Pursue it! -JT Olson JT's closing thoughts: I'm alert, alive, friendly, cordial, firm, and enthusiastic! I tell myself this when I need to motivate myself. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Positivity Despite Tragedy with Jake Hirning: Episode 249 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 31:49

While on vacation in Mexico, the unexpected happened for Jake Hirning.  In a matter of seconds, his life was changed forever.  As Jake dove into a wave, the force of the ocean rammed him into the ocean floor, breaking his neck. A plane flew into Mexico and transported him to San Antonio, where 11 doctors took him to surgery. The surgery was successful, and Jake lived, but now he is paralyzed from the chest below and has minimal use of his hands. Through this tragedy, Jake has taken on every challenge with a positive attitude and a smile.  His determination is one that will bring him further each day. Show Highlights: * This wasn’t the end. I’m in control of my life; I get to choose how I process and perceive these moments. -Jake Hirning* I’ve grown as a person [since the incident]. I don’t rely on a look to be confident anymore; I’m confident in myself. -Jake Hirning* Everyone has things that happen to them in life, but you choose if that defines you. -Jake Hirning* Surround yourself with people that you want to be like. -Jake Hirning* [If you’re in despair], the first thing to realize is this moment is temporary. You get to decide how you react to the situation. -Jake Hirning* Action cures fear. -Multiple sources Jake’s closing thoughts: Accept the reality of what has happened; don’t deny or pretend that it didn’t. Invite others to share in the struggle with you instead of doing it alone. Do anything to get into action. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Positivity Despite Tragedy : Episode 249 of the Action Catalyst Podcast | File Type: audio/mpeg | Duration: 31:49

While on vacation in Mexico, the unexpected happened for Jake Hirning.  In a matter of seconds, his life was changed forever.  As Jake dove into a wave, the force of the ocean rammed him into the ocean floor, breaking his neck. A plane flew into Mexico and transported him to San Antonio, where 11 doctors took him to surgery. The surgery was successful, and Jake lived, but now he is paralyzed from the chest below and has minimal use of his hands. Through this tragedy, Jake has taken on every challenge with a positive attitude and a smile.  His determination is one that will bring him further each day. Show Highlights: This wasn't the end. I'm in control of my life; I get to choose how I process and perceive these moments. -Jake Hirning I've grown as a person [since the incident]. I don't rely on a look to be confident anymore; I'm confident in myself. -Jake Hirning Everyone has things that happen to them in life, but you choose if that defines you. -Jake Hirning Surround yourself with people that you want to be like. -Jake Hirning [If you're in despair], the first thing to realize is this moment is temporary. You get to decide how you react to the situation. -Jake Hirning Action cures fear. -Multiple sources Jake's closing thoughts: Accept the reality of what has happened; don't deny or pretend that it didn't. Invite others to share in the struggle with you instead of going it alone. Do anything to get into action. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 How to Get a Meeting with Anyone: An Interview with Stu Heinecke | File Type: audio/mpeg | Duration: 47:24

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change everything. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there is a way, would you believe me? It seems incredible, doesn’t it? But it’s true. What I am about to share will be embraced by only a few, even though many will want to answer the call. The approach I am about to detail will take courage to do because it is contrary to almost anything you’ve been told to do.  You will know it’s right, but it won’t feel right. But it is. What if I told you that selling is similar to dating? That you must stand out and be perceived as different to attract attention and gain initial connection? Search your feelings, Luke. You know it to be true. So, join me on the fun side. One person who has proven these techniques is Stu Heinecke, a founder in a shadow movement that he calls “contact marketing.”  On a recent interview with him, I was able to dig into some of the concepts he shares in his award-winning book, How To Get A Meeting With Anyone.  Stu describes contact marketing as a way of sending something of meaning (intrinsic or extrinsic) that gains the attention of a prospect in order to obtain a meeting with them. You can use humor, wit, shock, and awe. The goal is to get your VIP to think, “I like the way this guy thinks!” Here are the basic steps Stu gives for using contact marketing. Step 1. Identify the VIP. Step 2. Call the executive assistant and make them aware that something special is going to be sent to the VIP. Gain their permission and buy in. Step 3. Send the details to the executive assistant. Step 4. Send a thank you to the executive assistant. Step 5. Send the VIP something that makes them say, “I like the way this person thinks!” Laughter can be useful. Also, materials that may seem synonymous with your value proposition or a struggle they may be going through. This can be anything from bacon band-aids, to personalized cartoons, to burner phones, even a carrier pigeon. Include a handwritten note. Step 6. Call the VIP, ask them if they received your contact piece, begin a conversation with them, and present your value. Ask for the appointment. Step 7. Repeat because you know that you’re magic! As a sales coach, I have proven this model. Here are two places I have used the concepts to gain market share. The first case happened out of frustration. I was having great difficulty gaining sales appointments with the otherwise friendly people of a community in Maine (our second destination). Nobody was letting me in. Finally, after trying everything I knew, I decided to soften them a witty pre-touch. I purchased 10 craft bottles from a craft store. Then I wrote witty notes, rolled them up, and put them in the bottles. I had them delivered and then called the VIP’s. 80% took my call. Of those, 100% booked an appointment. I have coached many of my clients to use these techniques. All of them see some kind of increase. One guy had an immediate influx of 10 new deals—in 2 days! Even cooler than the immediate increase in business is the magic effect. People feel magic when they do this stuff. This gives more confidence to ask for the sale. And they are having fun. How much better are we when we are having fun? This stuff works. You should listen to Stu’s results and the results of all of the practitioners who he has connected with over the past few years. You have to read the book and definitely listen to his interview on this podcast. Be different. Show authentic care. Be enthusiastic and genuine. Love them and they’ll love you back.

 The Power Paradox with Dacher Keltner, Ph.D. (Part 2 of 2): Episode 248 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 23:52

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: * When the role models don’t model the proper role, they’ll model the improper and it’s only a matter of time before that trickles down. -Dan Moore* Disregard for morals and ethics is costly. -Dacher Keltner* “The deepest craving of human nature is the need to be appreciated.” -William James* Power is a gift that is granted, not something that one seizes (at least not for long). -Dan Moore Dacher’s closing thoughts: Work today is more emotional. We work harder than we did 30-40 years ago; it’s more stressful. One of the pieces of wisdom we can take from [Inside Out] is to be accepting…These subtle ways that we can support is a critical part of work today. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 The Power Paradox: Episode 248 of the Action Catalyst Podcast (Part 2 of 2) | File Type: audio/mpeg | Duration: 23:52

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: When the role models don't model the proper role, they'll model the improper and it's only a matter of time before that trickles down. -Dan Moore Disregard for morals and ethics is costly. -Dacher Keltner "The deepest craving of human nature is the need to be appreciated." -William James Power is a gift that is granted, not something that one seizes (at least not for long). -Dan Moore Dacher's closing thoughts: Work today is more emotional. We work harder than we did 30-40 years ago; it's more stressful. One of the pieces of wisdom we can take from [Inside Out] is to be accepting...These subtle ways that we can support is a critical part of work today. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 The Power Paradox with Dacher Keltner, Ph.D. (Part 1 of 2): Episode 247 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 29:34

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: * Enduring leadership is sustained by service. -Dacher Keltner* You’re only as good as the connections you have with the people you lead. -Dacher Keltner* “Power tends to corrupt, and absolute power corrupts absolutely.” -Lord John Dalberg-Acton* Great leadership requires emotional intelligence. -Dacher Keltner* When we feel impressed with our own power, it degrades our civility. -Christine Porath (paraphrased) Dacher’s closing thoughts: There is moral hypocrisy. People in power at work are more likely to bill things to expense accounts that are inappropriate, but when called out on it, they’re going to say the rules don’t apply to them. They only apply to other people. Next week, hear Dacher’s ideas for solutions to this corruption. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 The Power Paradox: Episode 247 of the Action Catalyst Podcast (Part 1 of 2) | File Type: audio/mpeg | Duration: 29:34

Dacher Keltner, Ph.D., is the founding director of the Greater Good Science Center and a professor of psychology at the University of California, Berkeley. He is the author of The Power Paradox: How We Gain and Lose Influence and Born to Be Good, and a co-editor of The Compassionate Instinct. Show Highlights: Enduring leadership is sustained by service. -Dacher Keltner You're only as good as the connections you have with the people you lead. -Dacher Keltner "Power tends to corrupt, and absolute power corrupts absolutely." -Lord John Dalberg-Acton Great leadership requires emotional intelligence. -Dacher Keltner When we feel impressed with our own power, it degrades our civility. -Christine Porath (paraphrased) Dacher's closing thoughts: There is moral hypocrisy. People in power at work are more likely to bill things to expense accounts that are inappropriate, but when called out on it, they're going to say the rules don't apply to them. They only apply to other people. Next week, hear Dacher's ideas for solutions to this corruption. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Keeping the Vision Alive with Kelly Wright (Part 2 of 2): Episode 246 of The Action Catalyst Podcast | File Type: audio/mpeg | Duration: 21:57

Kelly Wright has over 25 years of experience in leadership, sales, operations, and strategy roles. Her deep Go-To-Market and general P&L management delivers critical expertise to the boardroom. Kelly has helped teams navigate multiple stages of growth, through an IPO, global expansion, leadership transitions, business model changes, and the demands of being a private and public company. Kelly has broad depth of experience in driving companies to best leverage technology, data, information, and the cloud in the digital age, all key board discussion areas. She recently retired from Tableau Software (NYSE: DATA) as Executive Vice President of Sales after a 12-year run. Kelly joined Tableau as the company’s first salesperson one month prior to the launch of v1.0, and she helped grow Tableau into a multi-billion-dollar public company as a key member of the executive team. She grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of Tableau’s global team as the company grew to over 3,400 employees. In addition to building a public company, Kelly has hired thousands of employees and has been instrumental in building strong corporate cultures and high-performance teams. Kelly is an accomplished speaker on topics including Sales, Culture, High Performing Teams, Operational Excellence, Diversity, and Scaling. Show Highlights * When people ask what are the three most important priorities for scaling and growing a business, my answer is always the same. #1: people. #2: people. #3: people. -Kelly Wright* Never ever sacrifice on your people! -Kelly Wright* There is no such thing as an overnight success. -Kelly Wright* You can only control what you can control. Don’t worry about the rest. -Kelly Wright* If you develop and grow people, your top people will stay. -Kelly Wright* How can you look at these different areas of your life and integrate them? -Kelly Wright* If everything was easy, we would be bored and stifled! -Kelly Wright* Build the business day by day. -Kelly Wright* Being able to interact with different people and hear their stories is what sales is all about. -Kelly Wright Kelly’s closing thoughts: There’s a delicate balance of important and urgent. I would encourage people to have a clear vision of your 3-5 priorities that are necessary to move the needle forward; how can you make progress on those today? Your attitude comes down to your belief. It’s about translating belief into motivation and inspiration. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Keeping the Vision Alive: Episode 246 of The Action Catalyst Podcast (Part 2 of 2) | File Type: audio/mpeg | Duration: 21:57

  Kelly Wright has over 25 years of experience in leadership, sales, operations, and strategy roles. Her deep Go-To-Market and general P&L management delivers critical expertise to the boardroom. Kelly has helped teams navigate multiple stages of growth, through an IPO, global expansion, leadership transitions, business model changes, and the demands of being a private and public company. Kelly has broad depth of experience in driving companies to best leverage technology, data, information, and the cloud in the digital age, all key board discussion areas. She recently retired from Tableau Software (NYSE: DATA) as Executive Vice President of Sales after a 12-year run. Kelly joined Tableau as the company's first salesperson one month prior to the launch of v1.0, and she helped grow Tableau into a multi-billion-dollar public company as a key member of the executive team. She grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of Tableau’s global team as the company grew to over 3,400 employees. In addition to building a public company, Kelly has hired thousands of employees and has been instrumental in building strong corporate cultures and high-performance teams. Kelly is an accomplished speaker on topics including Sales, Culture, High Performing Teams, Operational Excellence, Diversity, and Scaling. Show Highlights When people ask what are the three most important priorities for scaling and growing a business, my answer is always the same. #1: people. #2: people. #3: people. -Kelly Wright Never ever sacrifice on your people! -Kelly Wright There is no such thing as an overnight success. -Kelly Wright You can only control what you can control. Don't worry about the rest. -Kelly Wright If you develop and grow people, your top people will stay. -Kelly Wright How can you look at these different areas of your life and integrate them? -Kelly Wright If everything was easy, we would be bored and stifled! -Kelly Wright Build the business day by day. -Kelly Wright Being able to interact with different people and hear their stories is what sales is all about. -Kelly Wright Kelly's closing thoughts: There's a delicate balance of important and urgent. I would encourage people to have a clear vision of your 3-5 priorities that are necessary to move the needle forward; how can you make progress on those today? Your attitude comes down to your belief. It's about translating belief into motivation and inspiration. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!

 Company Culture and Delegation: Episode 245 of The Action Catalyst Podcast (Part 1 of 2) | File Type: audio/mpeg | Duration: 25:40

Kelly Wright has over 25 years of experience in leadership, sales, operations, and strategy roles. Her deep Go-To-Market and general P&L management delivers critical expertise to the boardroom. Kelly has helped teams navigate multiple stages of growth, through an IPO, global expansion, leadership transitions, business model changes, and the demands of being a private and public company. Kelly has broad depth of experience in driving companies to best leverage technology, data, information, and the cloud in the digital age, all key board discussion areas. She recently retired from Tableau Software (NYSE: DATA) as Executive Vice President of Sales after a 12-year run. Kelly joined Tableau as the company's first salesperson one month prior to the launch of v1.0, and she helped grow Tableau into a multi-billion-dollar public company as a key member of the executive team. She grew Tableau’s worldwide sales and field operations from zero to $850M in revenue and managed over half of Tableau’s global team as the company grew to over 3,400 employees. In addition to building a public company, Kelly has hired thousands of employees and has been instrumental in building strong corporate cultures and high-performance teams. Kelly is an accomplished speaker on topics including Sales, Culture, High Performing Teams, Operational Excellence, Diversity, and Scaling. Show Highlights If you're seeking a new job, make sure you can identify with the mission and the people. -Kelly Wright Don't sell what you can't deliver. -Kelly Wright You can't teach what you don't know; people won't follow where you won't go. -Spencer Hays To be able to really connect with other human beings, to sell effectively, and help them effectively, you have to do it in your own way. -Kelly Wright You must be intentional about your company culture. -Kelly Wright My job was not to do their job. My job was to empower them to do their job to the best of their capability. -Kelly Wright (on delegation) Kelly's closing thoughts: When hiring new people, we chose the ones who were inspired by our mission and thought it was worthwhile. This allowed everyone to be on the same page and strive for the same goal. When we grew from 10 people to 3500, you couldn't do it all yourself! So you had to decide what only you could do and empower others to do the rest. The Action Catalyst is a weekly podcast hosted by Dan Moore, President of Southwestern Advantage, the oldest direct-sales company in America, and Partner with Southwestern Consulting. With more than 45 years in sales leadership and marketing management, Dan has a wealth of knowledge to share on how to make better use of time to achieve life, sales, and other business goals. Each week, he interviews some of the nation’s top thought leaders and experts, sharing meaningful tips and advice. Subscribe on iTunes and please leave a rating and review!  

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