The Business Warrior Within

Podcast Show Notes: "Strengths Diversity - A Winning Approach" Host: Andy Olen Episode Overview: In this episode of The Business Warrior Within, host Andy Olen dives into the concept of Strengths Diversity as a strategy for building high-functioning, successful teams. Drawing on his personal experience and insights from CliftonStrengths, Andy explains how leveraging diverse strengths across a team can lead to exponential success. He explores how managers can harness the power of strengths-based leadership to maximize their team's productivity and happiness, while fostering an environment where individuals are empowered to focus on their strengths. Andy reflects on his journey with strengths-based management, starting with Marcus Buckingham's influential book First, Break All The Rules, and how it laid the foundation for his approach to leadership. He emphasizes the importance of matching individuals with tasks that leverage their unique strengths. He shares practical examples of how a strengths-diverse team can outperform by leveraging each person's core capabilities. Whether you're an individual contributor or a manager, this episode offers actionable insights on how to recognize, utilize, and develop your strengths to achieve higher performance and satisfaction in your work. Key Takeaways: Strengths-Based Leadership: The foundation of building high-performing teams is understanding and utilizing the unique strengths of each team member. When people focus on what they’re naturally good at, they’re happier, more productive, and more successful. Diverse Strengths = High Performance: Strengths diversity, where each team member excels in different areas (e.g., relationship building, strategic thinking, executing), creates a synergistic environment that enhances team output. Self-Awareness is Key: Knowing your strengths, as assessed through tools like CliftonStrengths, is crucial. It allows you to take ownership of your contributions and communicate effectively about the tasks and roles in which you excel. Maximizing Talent: As a manager, understanding your team’s strengths lets you assign tasks more effectively, ensuring that everyone is working on what energizes them. This leads to better performance and greater job satisfaction. Delegating What You’re Not Good At: Embrace tools or delegate tasks that fall outside your strengths. For example, Andy shares his strategy of using Calendly to outsource scheduling, allowing him to focus on higher-value tasks. Practical Application: As a leader, cultivating a strengths-based approach in your team will result in not only greater success but also happier employees. When you focus on developing your team's strengths, you’re more likely to achieve long-term success. Discussion Points: The evolution of strengths-based leadership from First, Break All The Rules to CliftonStrengths How to identify and utilize your strengths and the strengths of your team members The importance of strengths-based management in fostering team success How to create a strengths-diverse team that maximizes each individual’s potential Resources Mentioned: First, Break All The Rules by Marcus Buckingham CliftonStrengths Assessment (StrengthsFinder) Contact Information: Andy Olen: andy@andyolen.com Website: andyolen.com Call to Action: If you're interested in learning more about strengths-based leadership or would like one-on-one coaching to improve your team's performance, reach out to Andy Olen at andy@andyolen.com. Also, consider taking the CliftonStrengths assessment if you haven’t already—it’s a game-changer in understanding your unique strengths! Closing Thoughts: Remember, business warriors, focusing on your strengths and those of your team is the path to achieving exceptional results. Go out there and crush it by playing to your strengths and building a team that does the same! Tune in soon for more insights on leadership, growth, and high-performance teams on the Business Warrior Within podcast!

The Business Warrior Within: Breaking into Medical Device Sales Episode Summary: So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success. Key Takeaways from This Episode: 🔹 The Unique Challenge of Medical Device Sales Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways. Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians. 🔹 Andy's Journey in Medical Device Sales Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens. Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players. 🔹 How to Break into the Medical Device Industry 1️⃣ Find Your Passion Within Healthcare Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc. Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker). 2️⃣ Identify the Right Companies Large companies provide structured training and career paths. Startups offer faster growth but require more self-sufficiency. Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points. 3️⃣ Network with Industry Professionals Use LinkedIn to find regional sales managers and reps in your area. Reach out for informational interviews—ask for advice, not a job. Learn from their career paths and let them guide you to opportunities. 🔹 The Mindset for Success in Medical Sales Be strategic in selecting a company that aligns with your career goals. Understand the industry's demands—hard work, resilience, and constant learning. Focus on communication, connection, and cooperation to earn the trust of medical professionals. Final Thoughts: Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry. 📩 Connect with Andy Olen: Website: andyolen.com LinkedIn: Andy Olen on LinkedIn Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales 🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world! 🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

3 Negotiation Secrets Published on: March 3, 2025 Duration: 22 minutes Video Overview: In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including: BATNA Tripe-Win Outcomes The Trading Sheet Trading Value for Value Key Points Reviewed Start with No Find the Motivation Ask for the Moon Additional Insights: Andy introduces the concept of BATNA (Best Alternative To a Negotiated Agreement), explaining its role in empowering negotiators by knowing their alternatives. He stresses the importance of a "triple win" outcome — benefiting the negotiator, their company, and the customer — to ensure long-term success and relationships. The video concludes with strategies for "Yes, if" negotiations, where agreements are structured around conditional agreements that benefit both parties. Conclusion: Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals. His personal anecdotes and substantial career achievements add depth and relatability to the advice shared. 📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want 📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California. Main Topics Discussed: Joanna's Career Journey: Transition from pharmaceutical sales to aesthetics. Leadership roles at top companies in the aesthetics industry: HydraFacial, SkinCeuticals, and SkinMedica. Most recently as Senior VP of Sales and Performance Training at Glo2Facial. Wisconsin Roots and Southern California Life: Reflections on growing up in Wisconsin, attending the University of Wisconsin-La Crosse, and her ongoing connection to the state. Living and working in Southern California for over two decades. The Aesthetics Industry: Why Joanna loves the aesthetics industry: high profitability, dynamic innovation, and helping customers feel better about themselves. Insights into the booming business of aesthetics, a multi-billion-dollar industry poised for continued growth. The importance of understanding and educating the customer, from estheticians to med spa owners. Customer Education and Support: Joanna’s passion for empowering estheticians through education, training, and sales confidence. The role of customer education in driving business success and client satisfaction. Strategies for helping aesthetic businesses maximize current clients and attract new ones. Sales Leadership and Training: The characteristics of a successful aesthetic salesperson, from capital sales to skincare product sales. The importance of passion, hustle, and targeting in sales. Building and leading high-performing sales teams in the aesthetics industry. Advice for Aspiring Aesthetic Salespeople: Tips for breaking into the aesthetics industry, including the importance of hustle and leveraging your network. How different sales experiences (e.g., in industries like payroll services and wine sales) can be great training grounds for aesthetics sales. Developing Businesses in Aesthetics: The value of a good sales system or product for medical spas and estheticians, and how it can rapidly pay off for businesses. The evolving customer demographic, with growing interest from younger consumers and men. Connect with Joanna: Instagram: @Joanna.Ebbers LinkedIn: Joanna Ebbers on LinkedIn Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!

Joe McClung: How to Get Hired in Healthcare - Grit & Growth Mindset On the List Executive Summary: In this compelling episode of The Business Warrior Within, host Andy Olen welcomes Joe McClung, the President of Floodgate Medical, a leader in talent services for the medical device industry. Joe shares his journey from medical device sales and leadership to talent management, highlighting his experience in the field and insights into building successful teams and careers in medical devices. Joe emphasizes the importance of good listening, grit, intellectual curiosity, and a growth mindset—both for sales professionals and the companies seeking them. This episode provides practical advice for breaking into the medical device industry, advancing to leadership roles, and navigating the hiring process with a talent-focused perspective.  Main Topics Discussed: Joe McClung’s Career Journey: Transition from medical device sales and leadership to President of Floodgate Medical. Key takeaways from his time in healthcare and how it shaped his career in talent management. How Joe’s passion for innovation and improving lives fuels his work at Floodgate. Floodgate Medical and Differentiated Value: How Floodgate Medical revolutionizes talent recruiting in med device with a focus on preparation, retention, and client satisfaction. The value Floodgate offers to candidates, including career preparation and holistic support. Differentiating from single-desk recruiters by focusing on a personalized approach and long-term success. The Importance of Listening: The significance of Stephen Covey’s quote is that “No one cares what you think until they think that you care.” Active listening and understanding customers or team members is crucial to success in sales and leadership. Breaking into the Medical Device Industry: Advice for individuals without med device experience who are looking to enter the field. The importance of demonstrating grit, overcoming challenges, and seeking associate-level or entry positions to gain experience. Tips for preparing resumes and working with recruiters to land the right opportunity. Keys to Leadership and Career Growth: How to position yourself for promotion from individual contributor to leadership roles. Importance of communicating career aspirations, taking initiative, and leading without a formal title. The power of mentorship and volunteer opportunities to gain leadership experience. Interview Preparation and Behavioral Interviews: The growing trend of behavioral interviews in med device companies. The value of preparing and practicing stories that demonstrate key attributes like resilience, problem-solving, and adaptability. Tips for navigating panel interviews and delivering engaging presentations. Floodgate’s Mission and Impact: Floodgate’s mission to improve lives by uniting great people with great companies. The firm’s community involvement and commitment to volunteerism and giving back through their foundation. Connect with Joe McClung and Floodgate Medical: Website: Floodgate Medical LinkedIn: Joe McClung on LinkedIn Tune in for inspiring insights from Joe McClung on talent recruiting, career growth, and making an impact in the med device industry!

The Business Warrior Within: A Leadership Story: Sensient CEO Paul Manning Summary:In this engaging episode of The Business Warrior Within podcast, host Andy Olen welcomes Paul Manning, the CEO of Sensient Technologies. Paul shares his remarkable career journey, from his time at Stanford University and the Kellogg School of Management to his roles in the U.S. Navy and corporate world. He discusses his leadership experiences at Sensient, where he has driven the company to become a global leader in specialty ingredients. The episode also delves into Paul's personal reflections, professional philosophies, and insights on leadership, culture, and business growth. Topics Discussed: Leadership and Culture: - Importance of defining and maintaining a strong company culture. - Sensient's four cultural pillars are integrity, Professionalism, Safety, and Customer Focus. - The impact of culture on business integration and acquisitions. Military Experience: - Leadership lessons from the Navy. - Early responsibilities and the value of making mistakes. Business Strategy and Operations: - Sensient's approach to acquisitions and integration. - Emphasis on finding a way to say "yes" to customers. - Simplifying communication for effective leadership. Personal Insights: - Balancing professional and personal life. - Maintaining a weekly cadence of one-on-one meetings with direct reports is important. - Strategies for recharging and staying motivated. Future of Sensient Technologies: - Optimistic outlook on sustainable and profitable growth. - Long-term strategic goals and the importance of consistency. Advice for Aspiring Leaders: - Taking advantage of opportunities and being willing to tackle challenging tasks. - Importance of flexibility and readiness to seize career windows. Tune in to hear Paul's inspiring journey and gain valuable insights into leadership, culture, and business strategy from a seasoned executive.

In this engaging episode of The Business Warrior Within, we welcome Tim Riesterer, the Chief Strategy Officer at Corporate Visions, for a free-ranging chat about sales and marketing strategies that drive growth and transform customer conversations. Tim shares insights on the power of storytelling in sales, addressing status quo bias and the importance of personalized value conversations. Tune into this episode to learn how to turn up and deploy Gobs of Contrast to overcome the customer’s status quo. Hot Topics Discussed on This Episode Importance of Salesperson's Role Human vs AI in Sales Company & Customer Storytelling Status Quo Bias in Sales Gobs of Contrast Challenging the Status Quo Leveraging Status Quo as the Incumbent When to Visit Wisconsin Tim's LinkedIn Profile: https://www.linkedin.com/in/tim-riesterer/Tim's Books on Amazon.com: LINK HERE

Michael Walters - Moving Energy Around the Room   Influencing, presenting, and leading require moving energy around the room and steering the business agenda forward.  In this episode of The Business Warrior Within, join us as we delve into the fascinating world of HR with Michael Walters, a distinguished HR executive and Chief Human Resources Officer for Samsung Semiconductor. Michael shares insights into his journey, from his impactful roles in big tech, healthcare, and entertainment industries to his decade-long dedication as a global keynote speaker and management instructor. Highlights include his thoughts on overcoming imposter syndrome, effective public speaking techniques, and the nuances of HR leadership in a multicultural environment.  The Show Flows Through Engaging Topics Michael's Public Speaking Insights Influencing Decision-Making in HR Tackling Imposter Syndrome Presentation Q&A Challenges and Strategies Preparation for Presentations HR Leadership at Samsung Semiconductor Building Your Career in Business Ladders Versus Spiral Staircases Sales Success LinkIn with Michael Here: https://www.linkedin.com/in/mwalters62 Subscribe to Andy's Monday Mojo Skills Newsletter and Overcome the Expectation to Skills Gap: https://www.andyolen.com/subscribe-to-newsletter

Chris Landon Shares His Healthcare Leadership Story   In this episode of the Business Warrior Within podcast, host Andy Olen engages in a captivating conversation with Chris Landon, CEO of Natus Neuro, a leader in healthcare innovation. Chris shares his journey from consulting to leading significant businesses in the medical technology industry, emphasizing the profound sense of purpose in contributing to patient care. Chris Landon's personal stories, which vividly illustrate the impact of medical technology on individuals' lives, serve as powerful reminders of the importance of patient-centricity in the healthcare business. The discussion not only delves into leadership, mentorship, and navigating the challenges and opportunities in the healthcare industry but also provides valuable insights into AI's role in advancing healthcare. Chris and Andy also explore effective communication and the necessity of adaptability and learning in professional development. The episode reflects the intersection of business acumen and compassionate healthcare, offering valuable insights into successful leadership and innovation. Enjoy Chris Landon's healthcare leadership story.

Leading With Optimism Carestream's Kendall Ryerson In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Kendall Ryerson, Carestream's Vice President of Sales for North America. With an illustrious career spanning 23 years across pharmaceutical, biotech, and medical device markets, Ryerson's expertise in sales strategy shines through. Kendall shares insights into Carestream's journey from its Kodak origins, emphasizing its innovative digital x-ray and imaging products while maintaining a robust film business. Ryerson discusses the importance of customer-centricity in navigating the evolving landscape of medical device sales, highlighting the value of relationships and differentiation in an era of AI advancements. Through her experiences in federal contracting and corporate accounts, she underscores the significance of patience, reliability, and accountability in building successful sales teams. As she delves into career management advice, Ryerson emphasizes the importance of finding joy in one's work, leveraging mentorship and networking, and embracing flexibility in career aspirations. She stresses the need for hard skills, such as time management and financial acumen, and soft skills, including communication and innovation, to drive success in sales leadership roles. Ryerson's wisdom offers a comprehensive guide for aspiring sales professionals navigating the complex terrain of the healthcare industry. Learn More About Carestream: https://www.carestream.com/en/us/ Connect with Kendall on LinkedIn: https://www.linkedin.com/in/kendall-ryerson-15682433/ (A) Learn more about Kendall Ryerson's insights on navigating federal contracts and corporate accounts. (B) Discover how CareStream Health stays ahead of the curve in medical sales through innovation and customer-centric strategies. (C) Explore the importance of balancing joy and productivity in a career. D) Kendall's comments on financial acumen for evaluating deals, from sales reps to executives. It ensures solid business justifications and helps one understand margins, ongoing revenue, and long-term commitments. E) How sales strategies have evolved from physician-driven preferences to corporate-based and now towards contract-based models, especially with the consolidation of health systems and the emergence of IDNs. F) Despite challenges in the healthcare landscape, including hospital closures and financial restructuring, there is optimism for stabilization and eventual growth, particularly with a focus on preventative care and patient capture rates. G) Sales professionals must control controllables, prioritize health and well-being, and find fulfillment in their careers by appreciating sales roles' autonomy, variety, and impact. H) Prioritizing personal time and setting boundaries is essential for maintaining a healthy work-life balance, ensuring that individuals can give their best to work and personal commitments.

Strategy Sprints and Service with Simon Severino Introduction:In this episode of The Business Warrior Within, host Andy Olen welcomes Simon Severino, the mastermind behind the Strategy Sprints phenomenon. Simon is not just your average CEO; he's the architect of a method that has empowered numerous businesses to skyrocket their revenue in 90 days. Key Highlights: Turbocharged Strategies: Simon's Strategy Sprints method has propelled countless businesses to achieve remarkable revenue growth quickly. His focus on actionable strategies and lightning-fast execution sets him apart as a powerhouse entrepreneur. Family Life: Despite his professional accomplishments, Simon's mastery extends beyond the boardroom. He shares insights into his juggling act of managing a successful career while being a devoted father to three kids, often resorting to clever tactics to encourage outdoor activities. Endurance Mindset: Simon's passion for endurance events like triathlons mirrors his approach to business. He discusses how running became his entry point to a disciplined lifestyle and the parallels between endurance training and entrepreneurial success. Building Recurring Revenues: Simon emphasizes transforming one-off deals into recurring revenues and passive income streams for sustainable business growth. Businesses can navigate market challenges more effectively by leveraging membership communities and stacking revenue streams. The Strategy Sprints Method: Inspired by agile principles, Simon's coaching method provides real-time feedback and actionable insights to entrepreneurs, helping them significantly improve win rates, sales frequency, and pricing power within a 90-day sprint. The Power of Serving: Simon underscores the significance of clarity in identifying one's mission to serve. He emphasizes the key to enduring success is staying committed to service, whether in personal relationships or professional endeavors. Conclusion:Simon Severino's blend of entrepreneurial acumen, endurance mindset, and commitment to service offers valuable lessons for businesses seeking sustainable growth in today's dynamic landscape. Connect with Simon: Website: Strategy Sprints YouTube: Simon Severino LinkedIn: Simon Severino Connect with Andy: Website: AndyOlen.com LinkedIn: Simon Severino Additional Notes: The episode highlights Simon's unique approach to business, drawing parallels between endurance training and entrepreneurial success. Listeners can learn more about Simon's coaching methodology and access free resources on the Strategy Sprints website.

Navigating Sales Leadership in Healthcare w/ Chris Leach Welcome to the show, Chris Leach, Vice President of Sales for the Americas at Endologix. Endologix is a pioneer in innovative vascular solutions. In this episode, Chris shares: - His journey and insights into sales leadership in the healthcare industry. - The groundbreaking therapy, PTAB with the Detour System, is designed for long-length SFA disease - PTAB and its significance in addressing vascular diseases. - Chris emphasizes the importance of clinical aptitude and data analysis in effective communication with medical professionals. - Advice is offered for aspiring individuals looking to break into the medical device industry, emphasizing the importance of networking and mentorship. - Chris highlights the essential skills of effective targeting and adherence to a structured sales process. - The importance of continuous learning, adaptation, and curiosity in sales leadership is emphasized. - Crisis and change management are discussed while navigating challenging situations in the healthcare industry. - Chris shares Endologix's transformative journey, including rebranding efforts and rebuilding trust. - The significance of patient-centered care and innovation in motivating individuals to pursue careers in the healthcare industry is underscored. Chris concludes by reflecting on the patient-centric focus and the importance of mentorship in the healthcare industry. Additional Resources: Dr. Leiden discussing clinical data related to PTAB https://www.backtable.com/shows/vi/podcasts/364/percutaneous-transmural-arterial-bypass-ptab-as-a-treatment-option-for-ctos  Chris' LinkedIn profile: https://www.linkedin.com/in/chris-leach-583a7411/ Endologix website: https://endologix.com

AI At The Center of Customer Engagement w/ Thomas Ryan In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Thomas Ryan, the mastermind behind Bigly Sales, a company revolutionizing sales with AI technology. Thomas discusses how AI can replace traditional salespeople, streamline customer service processes, and enhance sales efficiency. He emphasizes the importance of adapting to AI advancements, noting the exponential growth in AI capabilities and its potential to outperform humans in various tasks. Thomas also shares insights on Bigly Sales' new product launch and highlights the hyper-persuasive potential of AI in sales and customer interactions. Throughout the conversation, he encourages businesses to embrace AI as a tool for productivity and innovation, emphasizing the need to stay ahead of the curve in an evolving technological landscape. Learn More About Bigly Sales: https://biglysales.com/ Connect with Thomas on LinkedIn Conversation Highlights: 1. The Power of AI in Sales Automation: Thomas Ryan explains Bigly Sales' AI-driven sales automation concept. He emphasizes how AI can replace mundane tasks in call centers, improve customer service, and enhance the sales process. The AI's ability to handle repetitive tasks efficiently is highlighted, increasing productivity and customer satisfaction. 2. Personalizing Customer Interactions: Ryan discusses the AI's capability to personalize customer interactions based on age, gender, and location. By utilizing data science and personality types, Bigly Sales aims to enhance the customer experience, making interactions with AI-driven agents more relatable and effective. 3. Target Market and Use Cases: The target market for Bigly Sales' AI solutions is identified as businesses receiving a high volume of leads or customer contacts. Ryan explains how AI can streamline appointment scheduling, lead qualification, and customer support, benefiting businesses with large customer bases. 4. Implications for Sales Professionals: While acknowledging concerns about AI replacing sales jobs, Ryan suggests that lower-level sales roles involving repetitive tasks are most at risk. He emphasizes the need for sales professionals to adapt and upskill, leveraging AI to focus on higher-value tasks such as relationship-building and strategic selling. 5. Leveraging AI in Sales Training and Operations: Ryan discusses integrating AI tools like ChatGPT into sales training and operations. He highlights the efficiency gains and insights provided by AI in handling common sales questions, objections, and decision-making processes. By utilizing AI, sales teams can enhance productivity and effectiveness. 6. Future Trends and Opportunities: Ryan predicts a hyper-persuasive future for AI in sales, where AI agents become increasingly adept at resolving issues and anticipating customer needs. He emphasizes the exponential growth of AI capabilities and the importance of staying ahead of the curve to remain competitive in the evolving business landscape. Conclusion: As the conversation wraps up, Ryan reflects on the rapid advancements in AI technology and the transformative impact on sales and customer service. He encourages businesses to embrace AI for efficiency and innovation, emphasizing the need to adapt and leverage AI to stay ahead in the evolving business landscape.

Mastering Medtech Corporate Accounts with Jay Sullivan In this episode of the Business Warrior Within podcast, host Andy Olen welcomes Jay Sullivan. Jay is a MedTech sales titan with a distinguished career at Boston Scientific and Abbott Laboratories and is currently at Olympus as Group Vice President of Corporate Accounts, Contract Operations, and Strategic Pricing. Jay discusses his journey from starting as a salesperson at Xerox to becoming a healthcare executive, emphasizing the importance of training, resilience, and learning from every experience. He highlights the evolution of healthcare sales, the impact of COVID-19 on the industry, and the necessity of adapting to changing customer demands and corporate account management. Jay also shares valuable advice for sales professionals aspiring to succeed in corporate accounts roles, stressing the importance of negotiation, communication, and strategic thinking skills. The conversation also touches on the importance of fitness and reflection in achieving personal and professional success. Learn More About Jay Sullivan: https://www.linkedin.com/in/jay-sullivan-2493a179 00:00 Welcome to the Business Warrior Within Podcast01:59 Jay Sullivan's Journey from Xerox to Healthcare Sales Titan04:15 The Passion for Healthcare and Its Dynamic Industry05:21 Navigating the Evolution of Healthcare Sales and Corporate Accounts09:13 The Art of Corporate Account Management in Healthcare16:59 Adapting to Change and the Future of Healthcare Sales21:12 Skills and Mindset for Success in Corporate Account Roles25:42 The Joy of Transformation and Leadership in Sales30:11 Closing Thoughts: Fitness and Success

Building Through Stories with Eido Walny Eido Walny is not your average lawyer next door. He founded a national powerhouse law firm, consults businesses to success, and currently serves as the Village President of Bayside, WI. He has created success in business, life, and politics through storytelling. Eido is a national speaker who shares stories of celebrity estate planning mistakes and highlights the need for everyone, including businesspeople, celebrities, and professional athletes, to have a comprehensive estate plan. In this episode, Andy Olen and Eido Walny discuss the importance of estate planning and the challenges that arise when individuals fail to plan for the future. Eido emphasizes the importance of planning and highlights the emotional and financial difficulties that can arise when someone passes away without a proper plan. Eido shares his insights on building a successful law firm and the importance of focusing on knowledge and relationships. They also discuss the power of storytelling in connecting with clients and building trust. Links:Find Eido at the WalnyLegal.com Steve Jobs Answering a Tough Question on YouTube Takeaways - Estate planning is crucial for everyone, including Business Warriors, celebrities, and professional athletes. - Estate planning is not just about death but also about making important decisions during life - Fights over sentimental items can arise when no clear plan is in place - The cost of administering an estate without proper planning can be significantly higher than creating an estate plan. Estate planning is crucial for ensuring that affairs are in order and minimizing emotional and financial difficulties for loved ones after someone passes away. - Building a successful law firm requires a focus on both knowledge and relationships. - Storytelling is a powerful tool for connecting with clients and building trust. - Trust is hard to build and easy to lose, so it's important to prioritize building trust with clients. - Connecting with people and explaining complex concepts in a way they can understand is key to effective communication and building relationships. - Combining personal hobbies and interests with professional expertise can create unique marketing opportunities and enhance client relationships.

The Joys and Challenges of Solopreneurship In this podcast episode, Andy Olen explores the concept of solopreneurship, advocating for a deliberate approach to starting and running a business independently, without the need for extensive teams or ambitious scaling goals. Andy emphasizes the personal fulfillment and autonomy that solopreneurship offers, highlighting the ability to align work with individual interests and maintain a balanced lifestyle. Through insightful discussions on financial prudence, software utilization, and risk management, he encourages listeners to embrace solopreneurship as a pathway to flexible and fulfilling professional futures. Connect with Andy Olen: Website: andyolen.com Coaching Programs: Andy's 1:1 Coaching Stay Connected: Follow Andy Olen on social media for updates, insights, and more: LinkedIn: Andy Olen's Profile Introduction to Solopreneurship: Solopreneurship is defined as purposefully starting a business with the intention of operating it alone, without the need for extensive teams or scaling for multi-million dollar exits. Exploring the Solopreneur Lifestyle: Andy discusses the essence of solopreneurship, focusing on building a business that aligns with personal joy and fulfillment, allowing flexibility for pursuing other interests and maintaining work-life balance. Inspiration from Successful Solopreneurs: Drawing inspiration from notable figures like Justin Welsh, Andy emphasizes the importance of building a business that enables autonomy and personal fulfillment. Navigating the Challenges: While solopreneurship offers autonomy, it also presents challenges such as solitude and decision-making. Andy shares insights on overcoming these hurdles and adapting to the solo journey. Financial Prudence and Software Utilization: Andy discusses the importance of prudent financial decisions, including wise software investments and the value of trial-and-error to optimize expenses. Building Towards a Flexible Future: Solopreneurship offers the opportunity to craft a flexible future, allowing individuals to extend their careers, pursue passions, and maintain control over their schedules and engagements. Risk and Reward: Andy contrasts the perceived risks of solopreneurship with the unpredictability of corporate employment, highlighting the resilience and control that solopreneurs possess over their income streams. Closing Thoughts: In closing, Andy encourages listeners to embrace the entrepreneurial spirit, leveraging the freedom and opportunities available to shape their professional and personal destinies.

Summary Jeff Roach, Chief Commercial Officer at Medinol, shares insights on his experience in the medical device industry and the importance of leadership and negotiation skills. He discusses the transition from a regional sales manager to a national account role and the value of building relationships and creating followership. Jeff also highlights the significance of transparency in negotiations and the importance of internal negotiations in creating successful deals. He shares his experiences in working globally and emphasizes the need for an open mind, curiosity, and a willingness to embrace different cultures. Jeff encourages individuals to seek international opportunities early in their careers and to choose bosses they trust and admire. Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeff-roach-6b206a9/ Learn more about Medinol: https://medinol.com/en/home/ A few definitions:STENT - a medical device used to prop open arteries or veins so blood can flow freely.TAVR -Transcatheter aortic valve replacement is the replacement of the heart's aortic valve through the blood vessels.XIENCE V - a drug-eluting coronary stent sold by Abbott VascularPROMUS - in 2008, the exact same stent as XIENCE V but sold by Boston Scientific Takeaways Build relationships and create followership by transitioning from a manager to a leader. Transparency in negotiations can lead to successful outcomes and maintain positive relationships. Internal negotiations are crucial in creating deal structures that empower negotiations with customers. Working globally requires an open mind, curiosity, and a willingness to embrace different cultures. Seek international opportunities early in your career to gain valuable experiences and broaden your skillset. Chapters 00:00 Introduction to Medinol and Jeff Roach 04:03 Reminiscing on past experiences 08:06 Transitioning to a national account role 09:07 Advice for different types of sales roles 21:43 Internal negotiations and deal structure 26:50 Transitioning to global responsibilities 31:19 Embracing different cultures and experiences 38:41 Advice for gaining international experience

Summary In this episode, Andy discusses the importance of evolving and upgrading skills to stay competitive in business. He shares a personal story about his marathon training and the need to adapt his approach to avoid injury. Andy emphasizes that change is necessary to avoid being passed by in various aspects of life and career. He highlights the importance of continuous learning and skill building, especially in the face of technological advancements. Andy concludes by encouraging listeners to invest in their. Takeaways Continuously evolving and upgrading skills is crucial for success in business and life. Failure to adapt and change can lead to being left behind by competitors. Each generation has its own unique skill set, and it's important to stay updated with the latest technologies and trends. Investing in personal and professional development is essential for career advancement and achieving excellence. Be a guest on the show: https://www.andyolen.com/podcast-guest-form

Want to become a podcaster? This episode will have you thinking differently about success with a podcast. Doug Sandler, author of 'Nice Guys Finish First' and host of 'The Nice Guys on Business' podcast, shares insights on business, skills, and podcasting. Sandler discusses the shift from a command and control leadership style to one based on empathy and inspiration. He also emphasizes the power of high touch over high tech in building relationships and generating business. Doug shares his unique approach to podcasting, using the guest seat as a tool for engagement and conversion. Sandler highlights the importance of relationship building and offers advice on key skills for business success. Sign up for Doug's Podcast Toolkit: https://turnkeypodcast.mykajabi.com/toolkitNice Guys on Business Podcast: https://www.niceguysonbusiness.com/subscribe/ Takeaways Being a nice guy in business can lead to success and positive relationships. The command and control leadership style is being replaced by empathy and inspiration. High-touch interactions are more effective than high-tech solutions in building relationships. Using the podcast guest seat as a tool for engagement and conversion can lead to business success. Relationship building is crucial in both acquiring and retaining customers. Key skills for business success include relationship building, communication, and empathy. Treating everyone as a customer, even non-customers can lead to unexpected opportunities. 

Summary If you're a manager, do you use Situational Leadership? Are you a Servant Leader?Let's discuss and explore these two important leadership approaches. In this episode, Andy Olen discusses the expectation versus skills gap in the business world and the importance of providing essential skills training to employees. He highlights the struggles individuals face when transitioning into a management role without proper training. Andy then introduces two leadership styles: situational leadership and servant leadership. He explains how situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team. The conversation concludes with a call to tackle the expectation versus skills gap and a reminder to continuously develop management and leadership skills.   Takeaways The expectation versus skills gap in the business world can lead to frustration and stress for employees who lack the necessary skills and training to meet critical expectations. Transitioning into a management role without proper training can result in long-term struggles and negative impacts on the team and business. Situational leadership involves adjusting the management style based on the needs and competence of the employee, while servant leadership focuses on being in service to the team. Developing management and leadership skills, such as situational and servant leadership, can help managers thrive and create high-performing teams.  Learn more about Andy at https://www.andyolen.com/