The Actuation Zone
By Brett Clay
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Podcast Description
Join host, Brett Clay, as he discusses business trends and today’s hot issues with thought-leaders—authors, analysts, scholars, journalists, and practitioners—who are not just adapting, but are creating and exploiting new opportunities, by leading change. While the Actuation Zone explores a wide range of topics including leadership, management, sales, and professional development, the underlying theme is “putting change into motion”.
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1 |
Manage Your Time and Balance Your Work and Life | (http://actuationzone.com/images/jeff-davidson.jpg)Jeff Davidson, "The Work-Life Balance Expert®," and author of Breathing Space, says workers can increase their productivity by letting go of the notions of multitasking and interrupt-driven activities. He also discusses the "power of completions" and how it can help you achieve balance and productivity. Listen as Jeff challenges you to reevaluate your daily activities. www.BreathingSpace.com (http://www.BreathingSpace.com) | 1/27/12 | Free | View In iTunes |
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2 |
How You Can Be a Highly Effective Leader | (http://actuationzone.com/images/barry-posner.jpg)Barry Posner, PhD, professor of management at Santa Clara University and co-author of Credibility, The Leadership Challenge (which has sold 2 million copies), and many other award-winning books, says the practices of effective leaders are universal and timeless. Listen to this information-packed interview with one of the "Ten Most Influential Thinkers" in the world, according to HR Magazine. www.TheLeadershipChallenge.com (http://www.TheLeadershipChallenge.com) | 1/13/12 | Free | View In iTunes |
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3 |
Discipline and Delayed Gratification Are Keys to Success | (http://actuationzone.com/images/joachimdeposada.jpg)Joachim De Posada, PhD, author of Don't Eat the Marshmallow, Yet describes the results of an important Stanford University psychology experiment that highlights key personality factors that determine success or failure in life. Listen as De Posada, who immigrated to the USA during the Fidel Castro Cuban revolution, describes the principles you can employee to succeed in business. www.AskJoachim.com (http://www.AskJoachim.com) | 12/22/11 | Free | View In iTunes |
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4 |
Grow Your Business Using Twitter and Return on Relationship | (http://actuationzone.com/images/ted-rubin.jpg)Ted Rubin, Chief Social Marketing Officer at Collective Bias and Social Marketing Strategist for MARS Advertising, is one of the most-followed CMO's on Twitter. He says the true value of Twitter & social media is engaging & building relationships & emotional connections with people--a principle he calls "return on relationship". Listen as he reveals how he has built hundreds of thousands of Twitter followers for his brands. www.TedRubin.com (http://www.TedRubin.com) | 12/7/11 | Free | View In iTunes |
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5 |
Succeed When Times Are Up, Down, or Sideways | (http://actuationzone.com/images/marksanborn.jpg)Mark Sanborn, author of Up, Down, or Sideways, The Fred Factor, You Don't Need a Title to be a Leader, and other best-selling books, discusses the success principles that helped him weather difficult times over the last several years, including surviving cancer. He says two of the most important principles are 1) "I may not be the best, but I always give my best," and 2) "Make the most of every moment of every day." Are you giving your best and living every moment? Listen as Mark Sanborn inspires. www.MarkSanborn.com/UDS (http://www.marksanborn.com/UDS/) | 12/5/11 | Free | View In iTunes |
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6 |
Confidence Is Your Rocket Fuel | (http://actuationzone.com/images/tim-sanders.jpg)Tim Sanders, author of Today We Are Rich, says you can improve your performance by harnessing the power of "total confidence". He says total confidence comes from 1) believe in yourself, 2) trust your team, 3) having faith in a higher purpose or higher power. Sanders says finding passion is nice, but having a purpose in the service of others is essential. He shows teams how to instill a solutions-oriented, promise-keeping culture of highly confident and innovative people. www.TWAR.com (http:/www.twar.com/) | 11/11/11 | Free | View In iTunes |
| 7 | VideoSocial Media Is Dead, Social Business Is In | (http://actuationzone.com/images/gerhard.jpg)Gerhard Gschwandtner, host of the Sales 2.0 Sales and Marketing Conference, says companies are tired of talking about social media, which has been a business-to-consumer marketing channel. He says we're now entering the era of "social business," which he defines as business-to-business marketing that aligns content, conversation, and collaboration around strategic business goals. www.Sales20Conf.com (http://www.sales20conf.com). Available in HD and full screen: Click Here (http://www.youtube.com/actuationzone#p/u/4/XJEgFW8imp0) | 11/9/11 | Free | View In iTunes |
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8 |
The New Relationship Marketing, Not Just One-to-One | (http://actuationzone.com/images/mari-smith.jpg)Mari Smith, author of The New Relationship Marketing, says the traditional concept of relationship marketing has changed from one-to-one relationships to building relationships with entire communities. Engaging with communities is not simply a matter of putting up a Facebook page, however. Mari describes where companies should be investing in their marketing and discusses best practices for building these capabilities into your own marketing. www.RelationshipMarketingBook.com (http:/www.RelationshipMarketingBook.com/) | 10/28/11 | Free | View In iTunes |
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9 |
Reinvent Your Management Model to Stay Competitive | (http://actuationzone.com/images/julian-birkinshaw.jpg)Julian Birkinshaw, PhD, author of Reinventing Management, Smarter Choices for Getting Work Done ," says most companies are operating with management principles dating back to the Industrial Revolution. However, in today's era of light-speed communications and global competition, companies' management systems must be optimized for innovation and agility, rather than efficiency. Listen as Professor Birkinshaw describes how to make smarter management choices. www.ReinventingManagement.com (http:/www.reinventingmanagement.com/) | 10/14/11 | Free | View In iTunes |
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Leadership and Economics Lessons From the US Naval Academy–and Dogs! | (http://actuationzone.com/images/mary-kelly.jpg)Mary Kelly, PhD, author of Mastering Your World, 15 Dog-Inspired Leadership Lessons to Improve Productivity, Profits, and Communication," has been teaching economics and management in the US Navy for 21 years. She also trains dogs and horses. In this interview Mary discusses the similarities between training dogs and humans. She also discusses the economics of a scarcity mindset and reveals one of the most important litmus-test questions you can ask as a manager. www.ProductiveLeaders.com (http://ProductiveLeaders.com/) | 9/30/11 | Free | View In iTunes |
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Find Your Core to Improve Performance and Happiness | (http://actuationzone.com/images/dov-baron.jpg)Dov Baron, creator of the C.O.R.E Affluence System and author of "Don't Read This: Unless You Want to Make More Money", says you must take two critical actions to be truly effective and happy. First, you must find your inner "core" self. Second, you must let go of your fears. Listen-in as Dov describes these and other principles he coaches to his highly affluent clients. Dov is an amazingly inspirational and motivational coach! www.BaronMastery.com (http://baronmastery.com/) | 9/14/11 | Free | View In iTunes |
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12 |
The New Reality: Customers Are in Control. What To Do Now? | (http://actuationzone.com/images/rodbrooks.jpg)Rod Brooks, Chief Marketing Officer of PEMCO Mutual Insurance, says the new reality of marketing and sales is that customers are in control of your brand. To win in the marketplace, companies must reorganize their mission and operations around that reality. Brooks says “the voice of the customer” has become PEMCO’s most important strategic initiative. Should it be yours too? Listen as one of the leading marketers describes sales and marketing best practices in today’s fast-changing landscape. www.RodBrooks.com (http://RodBrooks.com/) | 6/23/11 | Free | View In iTunes |
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13 |
7 Star Customer Service (audio seminar) | (http://actuationzone.com/images/rubynewell.jpg)Ruby Newell-Legner, an internationally recognized expert in customer service, has presented over 2000 programs in 11 countries and counts the Burj Al Arab, known as the only 7 star hotel in the world, among her clients. Listen as she reveals her 7 steps to 7 star service in this informative seminar. Improve your service and grow your business! www.7StarService.com (http://7starservice.com/) | 6/23/11 | Free | View In iTunes |
| 14 | VideoUse Improvisation Techniques To Be a Better Leader | (http://actuationzone.com/images/avish-parashar.jpg)Avish Parashar, author of Improvise to Success, demonstrates how to use improvisation techniques to dramatically improve your problem solving and influence. He starts by demonstrating the devastating, log-jamming effect of the word "but" and finishes by demonstrating a technique to facilitate collaboration. Every manager and leader should study improv! www.AvishParashar.com (http://www.AvishParashar.com). Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange?feature=mhum#p/u/4/TW-UR16tKpk) | 6/13/11 | Free | View In iTunes |
| 15 | VideoBrian Tracy on Change, Goals, and Problems | (http://actuationzone.com/images/briantracy.jpg)Brian Tracy, author of 45 books on leadership, selling, self-esteem, goals, strategy, creativity and success psychology, says change is inevitable and there are four basic ways to respond to it. He also says that setting and pursuing goals helps us respond to and even lead change. www.BrianTracy.com (http://www.briantracy.com). Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange?feature=mhum#p/u/4/_ZWjJv6fnys) | 5/24/11 | Free | View In iTunes |
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Are You Investing In Your Success? | (http://actuationzone.com/images/htnarea.jpg)International banker, H.T. Narea, author of the financial thriller novel, The Fund, says the American financial system has several fundamental problems and vulnerabilities that need to be addressed. His novel tells the apocalyptic story of what could happen if these risks are not mitigated. Interestingly, he says the most fundamental issue is the education and skills of the American workforce. A highly skilled workforce is the engine of the American economy that powers financial markets, he says. www.HTNarea.com (http://htnarea.com/) Book Trailer (video) (http://www.youtube.com/watch?v=n1Tj2kUArJU) | 5/12/11 | Free | View In iTunes |
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Who’s Coaching You To Be a Better Manager? | (http://actuationzone.com/images/greg-giesen.jpg)Greg Giesen, author of Mondays at 3, and host of the Leading From Within radio show, says we can greatly improve our performance if we consistently receive coaching. He also says we should take time each week to reflect on our priorities and our learnings. Then, we should write them down so we remember them and integrate them into our performance on the job. www.LeadingFromWithin.net (http://leadingfromwithin.net/) | 5/11/11 | Free | View In iTunes |
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18 |
Understand Your Brain and Improve Your Performance | (http://actuationzone.com/images/scott-halford.jpg)Scott Halford, author of Be A Shortcut, says we can greatly improve our performance if we are aware of how our brain works. For example, he says our brains quickly become overloaded with too many orders. So, dividing tasks into smaller pieces and then focusing on them sequentially will improve our stamina and performance. He also says that "activation" is the key to successfully making changes and increasing productivity. Listen as Scott explains. www.CompleteIntelligence.com (http://completeintelligence.com/) | 4/23/11 | Free | View In iTunes |
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19 |
How Will Businesses Compete in the Asian Century? | (http://actuationzone.com/images/jimblasingame.jpg)Jim Blasingame, host of the award-winning, weekday radio talk show, The Small Business Advocate, says this century will not be the "Asian Century", but rather, the "Century of Small Business." Jim says that Adam Smith's notion of the "invisible hand," whereby societies' needs are best achieved when each person individually takes ownership and accountability is as true in the 21st century as it has been in previous centuries. Listen as Jim shares insights from interviewing 30 experts every week. www.SmallBusinessAdvocate.com (http://SmallBusinessAdvocate.com/) | 4/11/11 | Free | View In iTunes |
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You Are the Author of Your Life — And Your Business | (http://actuationzone.com/images/billkenower.jpg)Bill Kenower, author of the novel, One Year in Jeopardy, and editor-in-chief of Author magazine, says the essence of humanity is to be creative and that we are the most creative, productive, and successful when we focus exclusively on the experience of the moment. By continuously asking ourselves, "What can I make?" and "What can I change?" we can improve our results and our success. www.AuthorMagazine.org (http://authormagazine.org/) | 3/31/11 | Free | View In iTunes |
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21 |
Use Social Media And Events to Tell Your Story | (http://actuationzone.com/images/melissajurcan.jpg)Melissa Jurcan, CSEP, western region vice president of the International Special Events Society, has been a part of several major events, including Super Bowl XLII, 2001 MLB All Star Game, Tostitos Fiesta Bowl and BCS National Championship Game, international soccer and more. Melissa says, "Gone are the days that we advertise and simply repeat our marketing slogans and jingles. Today, marketers must engage prospective customers in "personal" conversations and tell their stories." LinkedIn/in/MelissaaJurcan (http://Linkedin/in/melissaajurcan/) | 3/25/11 | Free | View In iTunes |
| 22 | Video15 Million Sales Jobs To Be Displaced By Technology | (http://actuationzone.com/images/gerhard.jpg)Gerhard Gschwandtner, CEO, Selling Power magazine and host of the Sales 2.0 conference says, "of the 18 million salespeople in the USA in 2011, less than 3 million will be needed for these jobs in 2020". He says a new breed of salesperson will emerge that leverages technology to facilitate customer-driven buying cycles. He goes further to say that companies will also have to remake themselves to support these customer-driven cycles. www.Sales20Conf.com (http://sales20conf.com/) For recaps of the Sales 2.0 Conference (http://www.sales20conf.com/SF2011/), click the links below: Sales 2.0 Day 1 (http://www.fillthefunnel.com/2011/03/07/sales-2-0-conference-daily-recap-from-day-1/) Sales 2.0 Day 2 (http://www.fillthefunnel.com/2011/03/08/sales-2-0-conference-daily-recap-from-day-2/) Available in HD and full screen: Click Here (http://www.youtube.com/actuationzone#p/u/0/qsS9VBSTrFo) | 3/9/11 | Free | View In iTunes |
| 23 | VideoDriving Excellence and Innovation in the Sales Profession | (http://actuationzone.com/images/willis-turner.jpg)Willis Turner, president and CEO of Sales and Marketing Executives International (SMEI), a professional society, says salespeople and marketers need to strive for excellence in their professions through continuous learning and education. Listen as Willis talks about driving sales and marketing excellence in the "sales 2.0" world. www.SMEI.org (http://smei.org/) For recaps of the Sales 2.0 Conference (http://www.sales20conf.com/SF2011/), click the links below: Sales 2.0 Day 1 (http://www.fillthefunnel.com/2011/03/07/sales-2-0-conference-daily-recap-from-day-1/) Sales 2.0 Day 2 (http://www.fillthefunnel.com/2011/03/08/sales-2-0-conference-daily-recap-from-day-2/) Available in HD and full screen: Click Here (http://www.youtube.com/actuationzone#p/u/1/M9KynyFyxAw) | 3/8/11 | Free | View In iTunes |
| 24 | VideoThe Nature of Selling is Changing Dramatically–Are You? | (http://actuationzone.com/images/anneke-seley.jpg)Anneke Seley, author of Sales 2.0, and CEO of Phone Works, a sales consulting company, says the sales profession is moving into a new era referred to as "sales 2.0". She says inside sales and sales operations organizations are at the forefront of these changes and can provide dramatic improvements in both top-line revenue growth and sales efficiencies. Listen as Anneke describes these important trends! www.PhoneWorks.com (http://PhoneWorks.com/) For recaps of the Sales 2.0 Conference (http://www.sales20conf.com/SF2011/), click the links below: Sales 2.0 Day 1 (http://www.fillthefunnel.com/2011/03/07/sales-2-0-conference-daily-recap-from-day-1/) Sales 2.0 Day 2 (http://www.fillthefunnel.com/2011/03/08/sales-2-0-conference-daily-recap-from-day-2/) Available in HD and full screen: Click Here (http://www.youtube.com/actuationzone#p/u/2/7BAgsgfimc0) | 3/8/11 | Free | View In iTunes |
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25 |
Use Cloud Computing as a Competitive Lever, Not a Crutch | (http://actuationzone.com/images/jimblasingame.jpg)Brett Clay joins Jim Blasingame to discuss some of the concerns of cloud computing, like security and hosting, plus untapped cloud opportunities such as backup and virtual PBX. www.SmallBusinessAdvocate.com (http://SmallBusinessAdvocate.com/) | 3/5/11 | Free | View In iTunes |
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The power of cloud computing for small business | (http://actuationzone.com/images/sba-jb.gif)The power of cloud computing is enormous for small business. Brett Clay joins Jim Blasingame to reveal how cloud computing has miniaturized processing power, applications and price for the scale of small businesses, while making it easier to compete globally. www.SmallBusinessAdvocate.com (http://SmallBusinessAdvocate.com/) | 3/5/11 | Free | View In iTunes |
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27 |
Using LinkedIn? You Haven’t Even Begun to Tap Its Power | (http://actuationzone.com/images/waynebreitbarth.jpg)Wayne Breitbarth, author, The Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search, has trained nearly 10,000 businesspeople on how to effectively use LinkedIn. Listen as he gives some great tips and demonstrates that most of us haven't even begun to tap the power of LinkedIn to grow our businesses and careers! www.PowerFormula.net (http://PowerFormula.net/) | 3/4/11 | Free | View In iTunes |
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28 |
How to Get People to Agree–And Close the Deal | (http://actuationzone.com/images/michaelfraidenburg.jpg)Michael Fraidenburg, president of “The Cooperation Company,” a consulting firm specializing in alternative dispute resolution, and author of the book, ”Intelligent Courage,” provides powerful tips for resolving disagreements and closing deals. Perhaps the best gem is his 3-step process: 1) observe the emotion, 2) identify the needs driving the emotion, 3) convert the needs into negotiable offers. Check out this information-packed interview! www.CooperationCompany.com (http://CooperationCompany.com/) | 2/28/11 | Free | View In iTunes |
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29 |
Stoke Your Innovation Bonfire | (http://actuationzone.com/images/braden-kelley.jpg)Braden Kelley, author of Stoking Your Innovation Bonfire, and owner of the popular blog, Blogging Innovation, says creating a strong innovation capability in your company is key to maintaining your competitiveness in today's rapidly evolving market. To successfully create an innovation capability in your company he says you need to start with a well-defined vision, strategy and goals. But, Braden doesn't stop there--he also discusses the American education system and more. www.InnovationBonfire.com (http://innovationbonfire.com/) | 2/23/11 | Free | View In iTunes |
| 30 | VideoYour Decisions Are Irrational–And You Don’t Realize It | (http://actuationzone.com/images/hersh-shefrin.jpg)Hersh Shefrin, Professor of Finance at Santa Clara University's Leavey School of Business, and author of The Management Illusion is a pioneer and leading expert in the area of behavioral finance. Professor Shefrin studies the psychological barriers and biases that plague human decision making. He says that "healthy" corporate cultures help managers avoid the pitfalls of irrational behavior. He also says business schools and companies must do a better job of teaching collaborative, group decision-making skills that lead to "healthy" behaviors and more optimal decisions. www.SCU.edu (http://www.scu.edu/business/finance/faculty/shefrin.cfm). Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange?feature=mhum#p/u/4/szdzH9zQnJA) | 2/10/11 | Free | View In iTunes |
| 31 | VideoMaking Learning Stick — It’s a Process | (http://actuationzone.com/images/barbara-carnes.jpg)Barbara Carnes, Ph.D., author, Making Learning Stick, discusses the actions employees and their managers can take to put training and development into practice. Barbara also discusses the role technologies can play before, during, and after a training event. Hint: both technology AND managers play an important role! www.MakeTrainingStick.com (http://www.MakeTrainingStick.com) Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/4/qmVh8Shse3w) | 2/7/11 | Free | View In iTunes |
| 32 | VideoCurrent Trends in Training and Development | (http://actuationzone.com/images/sharon-wingron.jpg)Sharon Wingron, CPLP, past member of the ASTD board of directors, and President & Chief Learning Leader of Wings of Success, LLC, discusses current technologies in training and development. She says at the same time that corporate learning and development departments leverage elearning technologies, they need to take care to develop the deeper levels of skills, knowledge, and attitudes in their employees. Doing that requires a holistic view of employee development, including synchronous instructor-led training and on-the-job coaching. www.DevelopPeople.com (http://www.DevelopPeople.com) Available in HD and full screen: Click Here (http://www.youtube.com/user/actuationzone#p/a/u/0/KX85ew49bZQ) | 2/7/11 | Free | View In iTunes |
| 33 | VideoThe Soul Of Leadership | (http://actuationzone.com/images/chopra.jpg)Dr. Deepak Chopra talks about the "soul of leadership". Dr. Chopra says a leader harnesses the collective consciousness of followers and he uses the acronym "L.E.A.D.E.R.S." to describe crucial leadership skills. L.E.A.D.E.R.S. = Look and Listen, Emotional Bonding, Awareness, Doing, Empowerment, Responsibility, Synchronicity. www.Chopra.com (http://www.chopra.com) Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/5/yScACTER-BE) | 1/20/11 | Free | View In iTunes |
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Flexibility is Critical for Team Performance | (http://actuationzone.com/images/kristinarnold.jpg)Kristin Arnold, author of Boring to Bravo, and the 2010 President of the National Speakers Association discusses the keys to improving team performance. She says a team’s performance is dependent on the flexibility of its members. She also says teams can improve communications by resisting the urge to use a PowerPoint presentation as the sole document to report information to the team. www.BoringToBravo.com (http://boringtobravo.com/) | 1/10/11 | Free | View In iTunes |
| 35 | VideoCloud Computing: Hype or Reality? | (http://actuationzone.com/images/brett-owen.jpg)[San Francisco, USA] Brett Clay and Owen Allen report their observations at the end of the five-week, world-wide tour of Windows Azure Platform University. It's not hype--Windows Azure Platform really does relieve resource constraints and enable businesses to quickly respond to opportunities. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=G5mRYEQf8lo) | 12/9/10 | Free | View In iTunes |
| 36 | VideoCollaborate With Customers to Create High Value | (http://actuationzone.com/images/brianmetz.jpg)[Atlanta, USA] Brian Metz, director of business development at Agile Thought, says business development managers need to collaborate with customers, rather than "charge in with recommendations." Brian also sees businesses looking toward cloud-computing and mobile technologies to exploit growth and efficiency opportunities. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=AxU3GLLwVV8) | 12/9/10 | Free | View In iTunes |
| 37 | VideoGlobalization: The View From Moscow | (http://actuationzone.com/images/anatolygaidai.jpg)[Warsaw, Poland] Globalization means companies from around the world compete for the same opportunities. So what does globalization look like from the view of a Russian company competing for business in the USA? Anatoly Gaidai, technology director, Aplana Software Services in Moscow, says companies must know their competitive strengths and weaknesses and define a unique position in the market. Aplana doesn't try to compete with American or Indian companies, says Anatoly. Rather, Aplana focuses on clients where they can provide unique value. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=J1Gs_BZIS1g) | 12/6/10 | Free | View In iTunes |
| 38 | VideoFocus on Business Potential and Deliver Business Value | (http://actuationzone.com/images/karinsondermann.jpg)[Munich, Germany] Karin Sondermann, author of The Business Potential of Could Computing (available in German) and platform strategy lead at Microsoft, says that salespeople must start focusing on customers' business opportunities and help them make the changes necessary to exploit those opportunities. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=NNgAERbwKMI) | 11/28/10 | Free | View In iTunes |
| 39 | VideoSocial Media Technology Drives Employee Productivity | (http://actuationzone.com/images/andrebonvanie.jpg)[Amsterdam, Holland] Andre Bonvanie, General Manager of Newsgator says social communication technologies are empowering employees and driving productivity gains for companies. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=4Do6Ti0lzhw) | 11/27/10 | Free | View In iTunes |
| 40 | VideoTalk to Business Decision Makers and Discover Their Pains | (http://actuationzone.com/images/wim2.jpg)[Amsterdam, Holland] Wim van Vliet, Partner Skills Development Manager at Microsoft Netherlands, says platform-as-a-service offerings such as Windows Azure Platform require information technology (IT) vendors to talk to business decision makers, rather than to IT administrators. He also says vendors need to be less transactional and more consultative. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=IJ1SLw-rTgY) | 11/27/10 | Free | View In iTunes |
| 41 | VideoInformation Technology is Not Just for IT Pros–Now, it’s for CXOs | (http://actuationzone.com/images/Brett-head-100.jpg)[Reading, England] Brett Clay interviews Stuart Mair, projects director at Cognite, Lewis Isaacs, BPOS consultant at Content and Code, and Ted Shultz, business development manager at Microsoft after Windows Azure Platform University in Reading, England. These information technology (IT) experts provide valuable insights into how IT is changing and how both buyers and sellers must adapt to those changes. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=FJgXwC-pisE) | 11/26/10 | Free | View In iTunes |
| 42 | VideoCloud-Computing is Driving Companies to Change | (http://actuationzone.com/images/brett-owen.jpg)[Munich, Germany] Schloss Neuschwanstein outside of Munich, Germany: Brett Clay and Owen Allen report on key discussion topics that have arisen at Windows Azure Platform University training events in London, and Amsterdam. The bottom line? Windows Azure Platform is transforming the business models of system integrators, independent software developers, traditional IT hosters, and the enterprise customers that consume information technology. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=yhGtUyND6h0) | 11/22/10 | Free | View In iTunes |
| 43 | VideoSingapore in the Cloud | (http://actuationzone.com/images/Brett-head-100.jpg)[Singapore] Brett Clay interviews Stephen Betts, CTO for South East Asia, Avanade, and Radhika Nadadur, Business Development Manager, Emerio GlobalSoft, after the conclusion of Windows Azure Platform University in Singapore. Stephen says that cloud-computing and the Windows Azure Platform offer IT system integrators new opportunities to help companies utilize IT to achieve their business goals. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=av9oYL54GnQ) | 11/12/10 | Free | View In iTunes |
| 44 | VideoBrett and Owen Report About Australia From Singapore | (http://actuationzone.com/images/Brett-head-100.jpg)[Singapore] Brett Clay, the host of The Actuation Zone, and Owen Allen, Principal at SharePoint Directions, LLC land at Singapore airport and report observations from their Windows Azure training event in Sydney, Australia. The Airbus A380 plane they just flew on is later grounded by Singapore Airlines due to a possible engine oil leak. The A380 engines are currently in the news because an engine on a Quantas Airlines A380 blew up a few days earlier. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=_3ZK6zjEphQ) | 11/11/10 | Free | View In iTunes |
| 45 | VideoTo Succeed, Focus on Business Objectives and Be Agnostic to the Solutions that Achieve Them | (http://actuationzone.com/images/neil-workman.jpg)[Sydney, Australia] Brett Clay interviews Neil Workman, Principal Consultant at Fujitsu Systems, after the conclusion of Windows Azure Platform University in Sydney, Australia. Neil says high-value is created by focusing on business objectives and shepherding customers through the changes required to achieve them. He also says that to be a trusted adviser to c-level executives, you need to be willing to recommend competitive solutions if those solutions best achieve the executive’s business objectives. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=rnlUeGeuyE4) | 11/10/10 | Free | View In iTunes |
| 46 | VideoActuation Around the World | (http://actuationzone.com/images/Brett-head-100.jpg)[San Francisco, USA] Brett Clay, the host of The Actuation Zone, and Owen Allen, Principal at SharePoint Directions, LLC are embarking on a 5-week, around-the-world tour to train Microsoft sales people, system integrators, and independent software vendors on Microsoft's Windows Azure Platform cloud-computing offering. During the tour, which includes events in Sydney, Singapore, London, Munich, Warsaw, Atlanta, Toronto, and San Francisco, we'll be reporting our observations and the observations of others on what is changing across a number of dimensions including the local business climate, local social trends, and information technology trends. Listen to our first report as we depart San Francisco for Sydney. Available in HD and full screen: Click Here (http://www.youtube.com/watch?v=TziqZclUVRA) | 11/7/10 | Free | View In iTunes |
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Nobody Can Prevent You From Choosing to Be Extraordinary | (http://actuationzone.com/images/marksanborn.jpg)Mark Sanborn, the best-selling author of The Fred Factor, The Encore Effect, and You Don't Need a Title to Be a Leader says nobody can prevent you from choosing to be extraordinary. To be extraordinary and to enjoy true success, requires a focus on helping others and helping them satisfy their needs, says Mark. | 10/20/10 | Free | View In iTunes |
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The Marketing Tactics That Are Working, Now | (http://actuationzone.com/images/tj-walker.jpg)TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says the days of traditional media techniques turning products into overnight successes are over. He says today's marketers must build audiences online by constantly posting new content that attracts readers, listeners, and viewers. Listen as TJ shares his hard-earned expertise. | 10/17/10 | Free | View In iTunes |
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You 3.0 (2.0 is so last decade) | (http://actuationzone.com/images/scott-ginsberg-100.jpg)Scott Ginsberg, author of Make a Name for Yourself, has made a name for himself, literally, by wearing a "Hello, My Name is Scott" name tag for 3,623 days and counting. Listen as he talks about how he's upgrading to Scott v3.0, how to bridge the generation X-Y gap, the importance of avoiding labels, how to avoid the "how trap", and much more. | 10/3/10 | Free | View In iTunes |
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How to Give a Pretty Good Presentation | (http://actuationzone.com/images/tj-walker.jpg)TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says you don't need to worry about having a foolproof presentation. Just make it a pretty good presentation and you'll be in great shape. TJ tells how. | 9/26/10 | Free | View In iTunes |
| 51 | VideoWhat They Don’t Teach at Stanford Business School | (http://actuationzone.com/images/larry-chiang-photo1.jpg)Larry Chiang, author of What They Don't Teach You at Business School, says you can have an Ivy League business school network without attending Stanford Business School or HBS. He also says you can do it in less than 20 mins per week using social media and hosting events. Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/6/ieFp5utCYmo) | 9/23/10 | Free | View In iTunes |
| 52 | VideoNo More Cold-Calling! | (http://actuationzone.com/images/joanne-black-photo.jpg)Joanne Black, author of No More Cold-Calling, says building a referral system is far more effective than cold-calling. But, to do it correctly, it needs to be a priority, you have to have a process, and you have to get comfortable with asking for referrals. Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/4/z6IEEwcc8r8) | 9/21/10 | Free | View In iTunes |
| 53 | VideoHow to Gain Access to Crazy-Busy Buyers | (http://actuationzone.com/images/jillkonrath.jpg)Jill Konrath, author of SNAP Selling, says today's crazy-busy people are behaving differently under their tremendous pressures. To gain access, salespeople must already have identified the prospective customer's burning priority before making the call. Then, says Jill, getting in the door is a SNAP! Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/5/wLD64ZgGYhI) | 9/19/10 | Free | View In iTunes |
| 54 | VideoUsing Video in Your Business is Easy…and Powerful | (http://actuationzone.com/images/tj-walker.jpg)TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says there is no excuse not to be using video in your business. He also says anyone can quickly prepare a pretty good speech. The key to both, says TJ, is to just...get started. Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/7/ipJYOmCaRPA) | 9/3/10 | Free | View In iTunes |
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Improvising Your Way to Success | (http://actuationzone.com/images/avish-parashar.jpg)Avish Parashar, author of, Improvise to Success!, says you can plan to your heart's content—and then life throws changes at you. He says you can improve your success by learning how to improvise and flow with those changes. Avish reveals the secrets of improvisational comedy techniques that anyone can employ, every day, to be more successful. —A "Brett's Favorite" interview! | 8/19/10 | Free | View In iTunes |
| 56 | VideoWhat Your Sales Manager Won’t Tell You | (http://actuationzone.com/images/mark-hunter.jpg)Speaker, consultant, and top sales blogger, Mark Hunter, tells what your sales manager won't tell you about how to grow your business: fire your customers, don't give them such good service, and dump social media! Brett Clay interviews Mark Hunter, at the National Speakers Association national conference in Orlando, FL. Available in HD and full screen: Click Here (http://www.youtube.com/user/SellingChange#p/u/8/fns2I7w6xkE) | 8/18/10 | Free | View In iTunes |
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To Grow Your Business, Stop Discounting and Start Selling | (http://actuationzone.com/images/mark-hunter.jpg)Speaker, consultant, and top sales blogger, Mark Hunter (The Sales Hunter), says the current sales environment has revealed to many sales VPs that their sales organizations are really order-taking customer service organizations. Mark challenges senior executives to make the tough, important changes in their sales organizations that will enable them to grow their businesses, including: firing their order-takers, firing their customers, eliminating discounting, cutting back on customer service, and pulling back on social media! (Listen to both interviews) | 8/13/10 | Free | View In iTunes |
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Small Businesses Must Embrace Online Marketing | (http://actuationzone.com/images/sba-jb.gif)Brett Clay, award-winning author of Selling Change and the host of The Actuation Zone, talks with Jim Blasingame, host of the Small Business Advocate radio show about small business marketing. Jim says small businesses must profile and target their customers, rather than trying to pursue every name in the phone book. Brett talks about the changing media and marketing landscapes and how small businesses must change the way they market. | 8/12/10 | Free | View In iTunes |
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Could a Word or Phrase Increase Your Business By 10X? | (http://actuationzone.com/images/sam-horn.jpg)Sam Horn, "The Intrigue Expert", and author of many books, including POP: Stand Out in Any Crowd, and Tongue Fu!, says finding the right name for your initiative, products, or business can be worth millions of dollars and inspire thousands of people. Listen as the legendary Sam Horn essentially delivers a seminar on how to create one-of-a-kind branding that can eliminate competition and propel your business to new levels. | 7/27/10 | Free | View In iTunes |
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Face the Hard Questions That Can Save Any Company | (http://actuationzone.com/images/hayzlett.jpg)Author Jeffrey Hayzlett, hailed the "Celebrity CMO" by Forbes Magazine and famous for his outspoken appearances on numerous television shows such as CNBC’s The Big Idea with Donny Deutsch, Fox Business News, and NBC’s Celebrity Apprentice with Donald Trump, asks the tough business questions and suggests the changes that executives and business owners need to be making, right now, to grow their businesses. | 7/7/10 | Free | View In iTunes |
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To Grow Your Sales, Sell Change, Not Solutions | (http://actuationzone.com/images/smallbiz.gif)Author, Brett Clay, joins fellow host David Wolf on Small Biz America Radio to discuss his book, Selling Change, named the "best business book of 2010" by Independent Publisher Book Awards. Brett says the old approach of selling solutions to customers' problems is not profitable in today's globalized, Internet-empowered markets. To survive and thrive, salespeople must become change agents that help customers achieve their goals. | 6/10/10 | Free | View In iTunes |
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Having the Right Marketing Mindset for Success | (http://actuationzone.com/images/robertmiddleton.jpg)Marketing consultant and coach, Robert Middleton of Action Plan Marketing, says having the right marketing mindset is critical for successfully building your business. He says most people dilute their marketing efforts using haphazard approaches. To be highly effective, executives, marketers, and salespeople must have the right marketing mindset and must execute systematic, highly focused campaigns. | 6/3/10 | Free | View In iTunes |
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How to Get the Attention of “Crazy Busy Buyers” | (http://actuationzone.com/images/jillkonrath.jpg)Today's corporate buyers are "crazy busy", says Jill Konrath, author of SNAP Selling and Selling to Big Companies. To capture the attention of crazy busy buyers, Jill says salespeople must align their messages with buyers' top priorities. Jill's new book offers four SNAP rules: keep it simple, be invaluable, always align, and raise priorities. | 6/1/10 | Free | View In iTunes |
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Use Conversations to Drive Change | (http://actuationzone.com/images/sethkahan300.jpg)Seth Kahan, Wall Street Journal best-selling author of Getting Change Right, says the traditional approach of top-down, command-and-control is not effective. Company executives often make the mistake of mandating change initiatives—and they fail spectacularly. To get change right, Seth says leaders must have "conversations" with "most valuable players" in the organization and form "performance communities" that can drive change from the inside-out. | 5/11/10 | Free | View In iTunes |
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How to Close 90% of Your Business | (http://actuationzone.com/images/jeff-koser.jpg)Jeff Koser, co-author of Selling to Zebras, says you can close 90% of the business you pursue. How? By only investing your time and resources pursuing zebras. What's a "zebra"? A zebra is a prospective customer that scores high on your qualification criteria. Jeff says, "Don't waste your time and resources hunting deals you can't win. Focus on hunting zebras—and you'll close 90% of your business. Both your REVENUES and your PROFITS will soar." Listen how to find your zebras! | 5/8/10 | Free | View In iTunes |
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Create Your Own Destiny | (http://actuationzone.com/images/patrick-snow.jpg)Patrick Snow, best-selling author of Creating Your Own Destiny, has vowed to never let his financial stability depend on another company. He says the only way to do that is to be an entrepreneur. But, he warns, don't give up your day job, just yet. Discover your passion and turn it into a business over time, using your day job to finance your future business. | 5/8/10 | Free | View In iTunes |
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Sales Managers Must Drive Discipline, Accountability, and Control | (http://actuationzone.com/images/thoreson.jpg)Ken Thoreson, managing partner at Acumen Management Group, Ltd, says sales managers need to create an environment of professionalism throughout their sales organizations. Professionalism starts with the attitudes and behaviors that sales managers display. Ken says managers need to focus on three key factors to run an organization professionally and to meet the goals of the business: discipline, accountability, and control. | 4/30/10 | Free | View In iTunes |
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CIO’s Must Be Business Leaders, Not Technologists | (http://actuationzone.com/images/johnhughes100.jpg)John Hughes, founder and principal of Growthwave, a management consulting firm providing interim-CIO (chief Information Officer) services, CIO coaching, and CEO advisory services, says CIOs must be business leaders rather than technologists. Often CIO's become occupied with managing technology staff and implementations and they lose sight of goals of the business. For CIOs and their companies to be successful, says John, CIOs must leave the management of the IT function to someone else, so they can focus on strategies to grow the business and create competitive advantage. | 4/25/10 | Free | View In iTunes |
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You Can’t Save Your Way to Prosperity, You Must Sell Your Way | (http://actuationzone.com/images/grant-cardone.jpg)Grant Cardone, author of the forthcoming book, If You Are Not First, You are Last, and a regular contributor on Fox and Friends, Business Week, and The Huffington Post, busts the myth that you can save your way to prosperity. He says the current economic environment presents the perfect opportunity to grow your business—but, only if you focus on selling. He also says you can only grow through "only practices". What is that? Listen to find out! | 4/13/10 | Free | View In iTunes |
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What are you willing to give up to get what you really want? | (http://actuationzone.com/images/normlevy.jpg)Norm Levy, CEO of Strategic Development Corporation and the author of The Seven Questions of Business Strategy, says having a clear strategic intention is critical for driving your business growth. Strategy is as much about deciding what NOT to do as what TO do. So, with 27 years as a strategy consultant, Norm says the key is determining what you are willing to give up—to get what you really, really want. | 3/4/10 | Free | View In iTunes |
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For Extreme Growth, Find Your Niche and Focus Your Message | (http://actuationzone.com/images/Coraluzzi.jpg)Mike Coraluzzi, the president of No-Time Marketing Systems, LLC and the host of the Extreme Business Growth radio show, says 2010 could be your best year ever. Mike says companies can double their business by honing their focus and matching their marketing to it -- at a time when most companies are pulling back and taking their eye off the ball. | 2/27/10 | Free | View In iTunes |
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Keep Up, Or Fall Woefully Behind, says Career Counselor | (http://actuationzone.com/images/matt_100.jpg)Matt Youngquist, a prominent Seattle-area career counselor, says job seekers must reinforce their relationships and keep up with technology to be competitive in today’s job market. He recommends caution when considering wholesale career changes and says one must carefully choose between the strategy of developing a skill portfolio vs a skill specialization. | 2/26/10 | Free | View In iTunes |
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Whatever Your Job Title is, Guess What? You’re in Sales | (http://www.totalpicture.com/images/stories/300x300-logo.jpg)Peter Clayton, host of Total Picture Radio talks with Brett Clay about the roles of selling and change in people's careers. Peter argues that everyone must think of him/herself as a sales person. Brett talks about what that means and how to do it. Check out more of Peter Clayton's informative podcasts at www.totalpicture.com (http://www.totalpicture.com)! Transcript (audio player is below transcript) Welcome a Success Strategies Channel Podcast on Total Picture Radio. This is Peter Clayton reporting. Brett Clay is a veteran of two decades of international sales and marketing management. He is the founder and CEO of Change Leadership Group, a sales training company specializing in the areas of change, leadership and business performance. He is the author of Selling Change: 101+ Secrets for Growing Sales by Leading Change. Brett, welcome to Total Picture Radio. Brett: Thank you, great to be here. Peter: I’m going to use a quote I’ve been using a lot lately but I think it’s particularly germane in this interview and this is from a friend of mine at Netshare, Kathy Simmons, who told me that she heard from one of her clients that no matter what job you were in before, you’re in sales today. And so your book – which is a statement I happen to actually believe because with the pressures that are going on in the workplace today, you really have to sell whatever your proposition is, whatever you’re trying to accomplish within an organization, you’re in sales. Would you agree? Brett: Absolutely. People don’t realize how even if you’re a manager working with your own employees or working with other managers, you’re constantly seeking to influence those other people and so it’s a sales process. Peter: Your book, Selling Change: 101+ Secrets for Growing Sales by Leading Change, which was obviously written specifically for people in sales, do you think someone who is in perhaps career transition could take some of these principles and adopt them to a career search? Brett: Absolutely. In fact, from a marketing point of view, speaking of marketing and sales, I have to sell it as a sales book but I really believe that this applies to executives and job seekers and anyone who wants to influence others. I mean it could work within your own family, influencing your kids or your spouse. Peter: Your book centers around five principles: force field analysis, change response analysis, power analysis, value creation, change actuation. Which is the most important one and why? Brett: Absolutely, this idea of force field analysis is by far the most important. The idea there is that people only take action when they feel a compelling force, whether it’s getting up off the couch to grab a drink or save money or whatever it is, people’s actions are responses to forces they feel. So understanding the forces a customer feels or whoever it is that you want to influence, is critical to understanding how they’re going to behave and what potential actions they may take. Peter: You’ve been doing this for 20 years. You’ve been leading sales and transformation courses for like 20 years, right? Brett: I’ve been a salesperson and a sales manager for 20 years and I recently, a couple of years ago, left Microsoft to train sales people full time. Peter: What was the motivation for doing that, Brett? Brett: In my role at Microsoft, I was in marketing, interacting with sales people at Microsoft and sales people at other companies, and a big challenge that they always have and I had when I was in sales is competing profitably, what I call competing profitably. You know customers in competition are constantly beating you down on price and you’re always struggling to convince the customer that you’re providing a good value at a fair price and one that you can afford to continue to stay in business at. | 2/17/10 | Free | View In iTunes |
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Welcome to The Actuation Zone | (http://actuationzone.com/wp-content/uploads/2010/01/Brett_1-150x150.jpg)Host, Brett Clay, explains what The Actuation Zone is all about and why you should tune in! While the Actuation Zone explores a wide range of topics including leadership, management, sales, and professional development, the underlying theme is “putting change into motion.” | 1/20/10 | Free | View In iTunes |
| Total: 74 Episodes |
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- Category: Management & Marketing
- Language: English
- Copyright © Change Leadership Group, LLC 2010
