StrategyDriven Podcast Special Edition 40b – An Interview with Frank McIntosh, author of The Relational Leader, part 2 of 2

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 40b – An Interview with Frank McIntosh, author of The Relational Leader, part 2 of 2 examines how a people-centered relational leadership approach breaks down organizational barriers and engages and motivates employees for achievement of truly superior results. During our discussion, Frank McIntosh, author of The Relational Leader: A Revolutionary Framework to Engage Your Team shares with us his insights and illustrative examples regarding:

  • the methods Relational Leaders use to hold employees accountable for the achievement of assigned tasks and goals
  • the activities executives and managers should engage in to become more relational in their leadership approach
  • the actions executives and managers can take to transform their company into a relational organization

Additional Information

In addition to the invaluable insights Frank shares in The Relational Leader and this special edition podcast are the resources accessible from his website, www.FJMcIntosh.com.   Frank’s book, The Relational Leader published by Course Technology PTR – a part of Cengage Learning, can be purchased by clicking here.

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Frank McIntosh is author of The Relational Leader. During his 36 year career, Frank has worked with many of the most recognized companies and executives in the world. He has provided consulting services for peers across the country and helped initiate Junior Achievement programs in Ireland, the Ivory Coast, Oman, the United Arab Emirates, Bahrain, and Uzbekistan. Frank was inducted into the Delaware Business Leaders Hall of Fame in October 2008, one of 38 individuals so honored and the first not-for-profit executive to receive this distinction in Delaware’s 300 year business history. To read Frank’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 31:05 — 42.7MB)

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StrategyDriven Podcast Special Edition 40a – An Interview with Frank McIntosh, author of The Relational Leader, part 1 of 2

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 40a – An Interview with Frank McIntosh, author of The Relational Leader, part 1 of 2 examines how a people-centered relational leadership approach breaks down organizational barriers and engages and motivates employees for achievement of truly superior results. During our discussion, Frank McIntosh, author of The Relational Leader: A Revolutionary Framework to Engage Your Team, shares with us his insights and illustrative examples regarding:

  • the difference between management and leadership and what it means to be a Relational Leader
  • the tangible benefits Relational Leaders realize over those who lead with a more traditional, hierarchical style
  • the core elements of Relational Leadership, Fidelity, Appreciation, and Value
  • the behaviors Relational Leaders exhibit

Additional Information

In addition to the invaluable insights Frank shares in The Relational Leader, and this special edition podcast are the resources accessible from his website, www.FJMcIntosh.com.   Frank’s book, The Relational Leader published by Course Technology PTR – a part of Cengage Learning, can be purchased by clicking here.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Frank McIntosh is author of The Relational Leader. During his 36 year career, Frank has worked with many of the most recognized companies and executives in the world. He has provided consulting services for peers across the country and helped initiate Junior Achievement programs in Ireland, the Ivory Coast, Oman, the United Arab Emirates, Bahrain, and Uzbekistan. Frank was inducted into the Delaware Business Leaders Hall of Fame in October 2008, one of 38 individuals so honored and the first not-for-profit executive to receive this distinction in Delaware’s 300 year business history. To read Frank’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 38:30 — 52.9MB)

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StrategyDriven Podcast Special Edition 39b – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 2 of 2

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 39b – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 2 of 2 explores a new decision facilitation model that helps buyers (and those seeking change) manage the behind-the-scenes decision issues they have to handle privately before they get internal agreement to make a purchase. Sharon Drew also explains why the traditional sales model – that only handles needs assessment and solution placement – creates overly long sales cycles and loses such a high percentage of sales. During our discussion, she shares with us her insights and illustrative examples regarding:

  • what sales professionals need to understand about the internal changes buyers deal with as a part of the buying decision
  • business systems and how they fit into the buyer’s decision-making process
  • how sales professionals should deal with buyer’s assertions that a lower price is needed before the sale can be closed

Additional Information

In addition to the invaluable insights Sharon Drew shares in Dirty Little Secrets and this special edition podcast are the resources accessible from her websites, www.NewSalesParadigm.com and www.BuyingFacilitation.com.   Sharon Drew’s book, Dirty Little Secrets, can be purchased by clicking here.

COMING SOON!
Look for our upcoming six-part StrategyDriven Podcast series on Making Change Work. These insightful podcasts will help you and your team understand the steps to gaining the buy-in and committed effort needed to implement change successfully. We’ll cover topics including:

  • What is change? and Why is change so hard?
  • What are systems, and how do they influence change?
  • The Problems of Change Management: bias, resistance, and push
  • If decisions are always rational, why are changees resisting?
  • Why is buy-in necessary and how to achieve it?
  • Putting it all together, a radical approach to change management: real leadership

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Sharon Drew Morgen, author of Dirty Little Secrets, is the Founder of Morgen Facilitations, a sales training, consulting, and decision facilitation firm. Sharon Drew is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses on helping buyers manage their behind-the-scenes, offline, buying decisions. She has served many well known companies including: KPMG, Unisys, IBM, Wachovia, and Bose. Sharon Drew is the author of The New York Times Business Bestseller, Selling with Integrity, and the new bestseller, Dirty Little Secrets, as well as five other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy. To read Sharon Drew’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 33:00 — 45.4MB)

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StrategyDriven Podcast Special Edition 39a – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 1 of 2

/in , , /by

StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 39a – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 1 of 2 explores a new decision facilitation model that helps buyers (and those seeking change) manage the behind-the-scenes decision issues they have to handle privately before they get internal agreement to make a purchase. Sharon Drew also explains why the traditional sales model – that only handles needs assessment and solution placement – creates overly long sales cycles and loses such a high percentage of sales. During our discussion, she shares with us her insights and illustrative examples regarding:

  • why the typical sales model is broken and the problems it causes
  • why buyers don’t buy even when the offered solution is a perfect fit
  • how adding a change management model as a front end skill will help close over 400% more sales as it teaches buyers how to get the needed buy-in and agreement to make a purchase

Additional Information

In addition to the invaluable insights Sharon Drew shares in Dirty Little Secrets and this special edition podcast are the resources accessible from her websites, www.NewSalesParadigm.com and www.BuyingFacilitation.com.   Sharon Drew’s book, Dirty Little Secrets, can be purchased by clicking here.

COMING SOON!
Look for our upcoming six-part StrategyDriven Podcast series on Making Change Work. These insightful podcasts will help you and your team understand the steps to gaining the buy-in and committed effort needed to implement change successfully. We’ll cover topics including:

  • What is change? and Why is change so hard?
  • What are systems, and how do they influence change?
  • The Problems of Change Management: bias, resistance, and push
  • If decisions are always rational, why are changees resisting?
  • Why is buy-in necessary and how to achieve it?
  • Putting it all together, a radical approach to change management: real leadership

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Sharon Drew Morgen, author of Dirty Little Secrets, is the Founder of Morgen Facilitations, a sales training, consulting, and decision facilitation firm. Sharon Drew is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses on helping buyers manage their behind-the-scenes, offline, buying decisions. She has served many well known companies including: KPMG, Unisys, IBM, Wachovia, and Bose. Sharon Drew is the author of The New York Times Business Bestseller, Selling with Integrity, and the new bestseller, Dirty Little Secrets, as well as five other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy. To read Sharon Drew’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 1:08 — 1.6MB)

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StrategyDriven Podcast Special Edition 38 – An Interview with Robert Morison, co-author of Analytics at Work

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 38 – An Interview with Robert Morison, co-author of Analytics at Work explores how to leverage analytics to make better business decisions that ultimately lead to superior business results. During our discussion, Robert Morison, co-author of Analytics at Work: Smarter Decisions, Better Results shares with us his insights and illustrative examples regarding:

  • the tangible benefits leaders realize as a result of incorporating analytics in their decision-making process
  • balancing the art and science of decision-making and recognizing when the process is out-of-balance
  • types of questions analytics can help answer
  • the five stages of analytical maturity
  • the five key analytics DELTA components: Data, Enterprise, Leadership, Targets, and Analysts

Additional Information

In addition to the invaluable insights Robert shares in Analytics at Work and this special edition podcast are the resources accessible from his website, www.AnalyticsAtWorkBook.com.   Robert’s book, Analytics at Work, can be purchased by clicking here.

About the Author

Robert Morison is co-author of Analytics at Work. For the past twenty years, Robert has led breakthrough research at the intersection of business, technology, and human asset management. He has written or overseen more than 130 research and management reports on topics ranging from business reengineering to electronic business to workforce demographics. Robert is co-author of three Harvard Business Review articles and Workforce Crisis: How to Beat the Coming Shortage of Skills And Talent. To read Robert’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 36:52 — 50.7MB)

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