StrategyDriven Podcast Special Edition 21d – An Interview with Duane Sparks, author of Masters of Loyalty

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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 21d – An Interview with Duane Sparks, author of Masters of Loyalty explores how professional salespeople can move customers beyond being merely satisfied to true loyalty such that they have stopped shopping and are highly resistant to competitors’ appeals. During our discussion, Duane Sparks, author of Masters of Loyalty: How to turn your sales force into a loyalty force. and Chairman and Founder of The Sales Board, shares with us his insights and illustrative examples regarding:

  • what true customer loyalty is
  • why customer loyalty programs do not make customers loyal
  • the benefits of attaining real customer loyalty
  • how to earn customer loyalty using the Action Selling process

Additional Information

In addition to the invaluable selling skills insight Duane shares in Masters of Loyalty and this special edition podcast, please visit his company’s Sales Training or Sales Management site. To discover why this selling skill is so effective at maximizing sales productivity, purchase Duane’s book: Masters of Loyalty.

Complimenting Masters of Loyalty, are Duane’s four other books on the consultative sales process including:


Read a Summary of the above Sales Books.

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

Duane Sparks, author of Masters of Loyalty, is Chairman and Founder of The Sales Board, a Minneapolis-based strategic sales training company that has trained and certified more than 350,000 salespeople in more than 3,000 groups in the system and skills of Action Selling. He has written five sales books, personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process. Read Duane’s full biography and the history of Action Selling Sales Management Training.

Podcast: Play in new window | Download (Duration: 26:19 — 36.2MB)

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StrategyDriven Podcast Episode 28 – Responsibility-Driven Leadership

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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 found on the StrategyDriven website.

Episode 28 – Responsibility-Driven Leadership examines why now more than ever, people seek leaders who see beyond their own needs, who have vision and integrity, who inspire trust, and who encourage and develop their employees. During this discussion, Emmett Murphy, Chair of Murphy Leadership, shares with us his insights on:

  • the difference between responsibility and accountability
  • what responsibility-driven leadership is and qualities these leaders possess
  • the unique value responsibility-driven leadership provides to help companies survive and thrive in these difficult economic times
  • how responsibility-driven leadership can be fostered among the executives, managers, and employees within an organization

Additional Information

In addition to the invaluable insights Emmett shares with us in this podcast are the additional materials and resources found on his website, Murphy Leadership (www.MurphyLeadership.com). Complimenting Emmett’s website are his two books:


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 Contributor

Emmett Murphy is Chair of Murphy Leadership, a leadership development consultancy providing dynamic programs, products and services that have yielded remarkable results at companies such as IBM, AT&T, Xerox, and McDonald’s. He is the author of the New York Times business bestseller Leadership IQ and the recently released Talent IQ. Dr. Murphy has held faculty, administrative, and consulting positions with the State University of New York, the American Management Association, Booz-Allen Hamilton, and London University, among others. To read Emmett’s full biography, click here.

Podcast: Play in new window | Download (Duration: 37:15 — 51.2MB)

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StrategyDriven Podcast Special Edition 21c – An Interview with Duane Sparks, author of Questions: The Answer to Sales

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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 21c – An Interview with Duane Sparks, author of Questions: The Answer to Sales explores how asking questions enables salespeople to better understand their client’s needs and align their product or service offerings to fulfill those needs; establishing the salesperson as a value-adding consultant rather than a commodity seller. During our discussion, Duane Sparks, author of Questions: The Answer to Sales and Chairman and Founder of The Sales Board, shares with us his insights and illustrative examples regarding:

  • why questions are important to building client trust and engagement
  • what gives salespeople the right to ask clients probing questions
  • avoiding the trap of immediately delivering a sales pitch
  • formulating The Best Questions
  • structuring questions so to convey a deep understanding of business and industry issues

Additional Information

In addition to the invaluable selling skills insight Duane shares in Questions: The Answer to Sales and this special edition podcast, please visit his company’s Sales Training or Sales Management site. To discover why this selling skill is so effective at maximizing sales productivity, purchase Duane’s book: Questions: The Answer to Sales.

Complimenting Questions: The Answer to Sales, are Duane’s four other books on the consultative sales process including:


Read a Summary of the above Sales Books.

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

Duane Sparks, author of Questions: The Answer to Sales, is Chairman and Founder of The Sales Board, a Minneapolis-based strategic sales training company that has trained and certified more than 350,000 salespeople in more than 3,000 groups in the system and skills of Action Selling. He has written five sales books, personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process. Read Duane’s full biography and the history of Action Selling Sales Management Training.

Podcast: Play in new window | Download (Duration: 31:49 — 43.7MB)

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StrategyDriven Podcast Special Edition 24 – An Interview with Jim Champy, author of INSPIRE!

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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 24 – An Interview with Jim Champy, author of INSPIRE! explores how to define a consistent value proposition that impassions and continuously engages and retains customers. During our discussion, Jim Champy, author of Inspire!: Why Customers Come Back and Chairman of Consulting at Perot Systems, shares with us his insights and illustrative examples regarding:

  • what makes a company inspiring to its customers such that they are fully engaged and keep coming back
  • core customer-centric principles inspiring companies embody
  • key processes and programs inspiring companies use to embed these principles throughout the organization
  • common characteristics and behaviors of the executives leading engaging companies

Additional Information

In addition to the incredible insights Jim shares in Inspire! and this special edition podcast are the additional resources accessible from his website at www.JimChampy.com. Jim’s book, Inspire!, published by FT Press can be purchased by clicking here.

Complimenting Inspire!, are Jim’s five other books including:


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

Jim Champy, author of Inspire!, is Chairman of Consulting at Perot Systems. He is recognized throughout the world for his work on leadership and management issues and on organizational change and business reengineering. Jim’s first book, Reengineering the Corporation: A Manifesto for Business Revolution, sold more than 3 million copies and spent more than a year on The New York Times best seller list. He also authored the best seller, Reengineering Management: The Mandate for New Leadership, which was recognized by Business Week as one of the top ten best business books of 1995. His columns and articles appear in such magazines a Forbes, ComputerWorld, Sales and Marketing Management, Leader to Leader, and Baseline. To read Jim’s full biography, click here.

Podcast: Play in new window | Download (Duration: 43:21 — 59.6MB)

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StrategyDriven Podcast Special Edition 23 – An Interview with Susan Scott, author of Fierce Leadership

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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 23 – An Interview with Susan Scott, author of Fierce Leadership explores how how executives and managers can transform their organizations through candid, meaningful dialogue with each other, their employees, and their customers. During our discussion, Susan Scott, author of Fierce Leadership: A Bold Alternative to the Worst “Best” Practices of Business Today and Founder and CEO of Fierce, Inc., shares with us her insights and illustrative examples regarding:

  • what Fierce Leadership is
  • developing and using ‘squid eye‘ to recognize business practices that challenge individual and organizational success
  • engaging in ‘mineral rights‘ deep dive converations to gain full understanding of a situation including one’s personal contributions and impacts
  • the six worst ‘best’ business practices and their Fierce Leadership alternatives
  • how to promote Fierce Leadership and Fierce Converstations throughout one’s organization

Additional Information

In addition to the outstanding insights Susan shares in Fierce Leadership and this special edition podcast are the additional resources accessible from her organization’s website at www.FierceInc.com and her books’ websites at www.FierceLeadership.com and www.FierceConversations.com. Susan’s book, Fierce Leadership, can be purchased by clicking here.

Complimenting Fierce Leadership, is Susan’s book, Fierce Conversations: Achieving Success at Work and in Life One Conversation at a Time. Fierce Conversations 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

Susan Scott, author of Fierce Leadership, is Founder and CEO of the global training company Fierce, Inc.. For over two decades, Susan has helped executives at companies such as Microsoft, Coke, Starbucks, Cisco, and Google transform their companies by teaching them how to engage in more vibrant dialogue with one another, their employees, and their customers. She is a globally recognized thought leader, the bestselling author of Fierce Conversations, and recipient of the 2008 Stevie award for Entrepreneur of the Year. To read Susan’s full biography, click here.

Podcast: Play in new window | Download (Duration: 43:20 — 59.6MB)

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