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Talent + Talks Podcast

Author: Scott Rivers

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Talent + Talks Podcast is a place to discuss everything talent-related including how to engage, attract, hire, train, and retain talent. Our second season (2020) was supposed to be focused on interviewing and how to win that perfect job, but with the onset of COVID-19, we thought it would be more relevant to include interviews with the leaders in the area of sales, marketing and leadership that could provide a roadmap to our clients and friends in the areas of sales and marketing to the Life Sciences, Diagnostics and Genetics industry that would allow them to come out of this pandemic stronger, better and more agile than before. What happened to Season 1? That will be introduced later in 2020. Stay Tuned!
14 Episodes
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From early in my sales career, I always looked for ways to learn and get better at my craft.  I would always find myself at a bookstore getting the latest book on sales, leadership, or general business.  Well, one day I found a book called "How to Soar Like an Eagle in a World Full of Turkeys".  That book's title resonated with me at that time and I bought it immediately.  20 plus years later, I have the privilege of sitting down with the author of the book and learning from him live... and you get to sit in on the conversation. In today's Talent + Talks Podcast, we learn from Robert Stevenson.  Rob provides insight into sales and leadership.   He gives great examples from his past about how he got into speaking and writing books, and he also shows us that his message is just as powerful and useful today as it ever was.  You can find Rob on LinkedIn where he is an active participant on the platform.  I find that most people that are making waves today in the business world are working very hard to increase their own personal brand awareness on LinkedIn and Rob is no exception.Highlights from today's podcast:Rob writes the way he speaks and he always wanted to give out information in ways that were easy to digest.  He writes the way he speaks. Everyone is in sales!  Regardless of your title, YOU are in sales. Your misfortune can help lead you to great success.  Envision what you want for your future and go do it!Stop selling and START Helping.  The key to your success is CARING for others. Salespeople should become guides for their clients... even if you don't have what your customer needs.  Preparation is key to successWe also hope to get Rob on one of our upcoming #ClubHouse rooms very soon, so be on the lookout for that very soon.To find Rob on LinkedIn, you can visit his page here:https://www.linkedin.com/in/robertstevensonspeaker/ It would mean a lot to me if you would reach out to him on LinkedIn and let him know you heard him on our podcast.Also, you can learn more about Rob on his website:http://www.robertstevenson.org/If you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link: https://cercatalent.com/hiring-a-players-ebook/Cerca Talent:  https://www.cercatalent.com/"Decide what to be and go be it" -Avett Brothers#salestraining #talenttalks #cercatalent #robertstevenson #managementtraining
Season Two starts off BIG with Jason Fair today.  Jason is the Director of Content Development at WireBuzz.  In his role, he helps clients achieve their business goals using tailor-made video marketing strategies.  That includes getting his clients to put out more content that enables people to stand out in their market.Jason is a big proponent of building a Digital Buyer's Journey, so get prepared to learn a lot about what customers are looking for from their sales and marketing people. Here are some key points from today's Podcast:Jason estimates that only 5% of the salespeople are using video in the sales process, so you have a window of opportunity to STAND OUT in this market.   Video creates influence and it helps build that human-to-human interaction that has been lost over the past year.How do you stand out in a buyer's inbox?  Incorporate video throughout the buyer's journey. Show and tell people about your solutions before they go on that hour-long zoom meetingCreate Binge-Worthy material that provides your customers with the information that they want to know BEFORE they have to ask a salesperson. Your Number 1 Tool is sitting in your hand... it's Your Phone!Using his extensive 20-year experience in multi-platform digital marketing, Jason is able to guide clients in reaching their brand and marketing objectives with ever-evolving digital technologies. In his free time, he enjoys spending time with his family, running, biking, skiing, swimming, and hiking. He and I are going to have to find time to get on bikes together very soon!As an aside, Jason and I plan to conduct a live meeting on #ClubHouse very soon, so be on the lookout for that very soon.To find Jason on LinkedIn, you can visit his page here:https://www.linkedin.com/in/jasonfair/ It would mean a lot to me if you would reach out to Jason on LinkedIn and let him know you heard him on our podcast. Also, you can learn more about Jason on the WireBuzz website: https://www.wirebuzz.com/jason-fairTo get the free training that Jason mentions on the podcast, you can go here:https://www.wirebuzz.com/jasonIf you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link:  https://cercatalent.com/hiring-a-players-ebook/Cerca Talent:  https://www.cercatalent.com/
If you are still cold calling your prospects during COVID-19 and leading the call by pitching your services or products, this podcast is for you!James Carbary is the founder of Sweet Fish Media and the author of Content-Based Networking. Today, he joins us on the Talent + Talks Podcast to teach you, and me, how to get access to your ideal clients in a way that allows you to develop rapport very quickly.  Ultimately we want our clients to know, like, and trust us because THAT is what we define as marketing.  For James, all of this started on a chance of a lifetime trip to New York to watch a football game.  By meeting Jeff on this trip, James' life was changed forever.  For three years, James learned entrepreneurship from Jeff, and he met his wife because of a move that Jeff allowed him to do.  All of this came from one single relationship, and Jame has now found a way to increase your opportunities for serendipity by creating strategic relationships for your business. Hope is NOT a plan!  James doesn't HOPE that he meets people that will lead to business opportunities anymore.  Today, he builds relationships with guests on his multiple podcasting shows, leading to a wonderful business doing 7 figures every year.  Today, you will learn exactly how James did it. As an aside, Jame's book gave me the playbook that I used to create the Talent + Talks Podcast.  While I have not used it to talk to my ideal clients... YET... I have used it to engage with thought leaders in sales, Marketing, and Leadership that have helped my clients during this pandemic.  To find James on LinkedIn, you can visit his page here: https://www.linkedin.com/in/jamescarbary/It would mean a lot to me if you would reach out to James on LinkedIn and let him know you heard him on our podcast.  Also, you can learn more about James on his website:  https://sweetfishmedia.com/Mentioned in Video:Craig Rochelle leadership podcast: https://www.life.church/leadershippodcast/At The Table with Patrick Lencionihttps://podcasts.apple.com/us/podcast/at-the-table-with-patrick-lencioni/id1474171732If you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link:  https://cercatalent.com/hiring-a-players-ebook/Cerca Talent:  https://www.cercatalent.com/
Most of you will know John Barrows from his experience at Thrive Networks which he and his High School friends sold to Staples, or from his training and speaking engagements that have you glued to your seats waiting for more... Either way, John joins us on the podcast today to discuss everything sales and sales training. John Barrows is the CEO of JB Sales and host of the Make It Happen Monday's podcast.  He is also the author of the sales book for kids, I Want to be in Sales When I Grow Up. John has lead and delivered sales training and guidance to some of the largest and fastest-growing companies in the world including the likes of Salesforce.com, Google, LinkedIn, DropBox, and many others. Today, John discusses everything from how he continues to stay sharp and get better by at least 1% every day to how you can start building your own personal brand.  John gets very specific and granular, so you will walk away knowing how to start educating yourself and then providing context for your audience thus building your own personal brand using LinkedIn.  After listing to and applying this message, you will be a better salesperson and overall a better person. To find John on LinkedIn, you can visit his page here: https://www.linkedin.com/in/johnbarrows/Please reach out and let him know that you listened to him on the Talent + Talks Podcast.  It would mean a lot if you would reach out to him on LinkedIn and let him know you heard him on our podcast.  Also, you can learn more about John on his website:  https://jbarrows.com/For Individual training, check out John's training here:https://ondemand.jbarrows.com/Finally, if you have a young one at home, here is a link to John's book on Amazon.https://amzn.to/36sR2VnMentioned in Video:Influence: The Psychology of Persuasion, Revised Editionby Robert B. Cialdinihttps://amzn.to/3lugDlgIf you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link:  https://cercatalent.com/hiring-a-players-ebook/Cerca Talent:  https://www.cercatalent.com/
As managers of commercial groups in the areas of Life Sciences, Diagnostics, Genetics, and Oncology, you need your teams engaged more today than ever in the past.  We are in a time of mental health issues, loneliness, and fear, but you can do things to motivate and engage your team.  Today's guest is Sam Parker.  He is the author of books like 212 The Extra Degree, Lead Simply, Smile & Move, and Cross The Line.  Sam's messages are short and simple, but the impact that they have or can have on you and your team are HUGE!  I was excited to talk to Sam to learn more about where his ideas come from and how he manages to put his simple but effective messages in his books.  His responses will surprise you, make you laugh, but more importantly, they will make you THINK.  Sam will surprise many of you, but he has not found LinkedIn to be an effective marketing tool for his group yet, but he does admit that things change and that he will have to adapt in the future like all of us.  I most appreciated Sam's honest and direct nature in answering my questions.  He is very genuine, and I think that's why his messages resonate with me and others as they do.  To find Sam on LinkedIn, you can visit his page here:  https://www.linkedin.com/in/sparker212/Please reach out and let him know that you listened to him on the Talent + Talks Podcast.  I would really like for you, the audience of this show, to show him how important that URL is right now. Also, you can see more of Sam's work on his website:  https://www.inspireyourpeople.com/Don't worry, I am not making any money on your purchases. LOLFinally, Sam mentions a blog post during our discussions... here is the link to that post:  https://www.inspireyourpeople.com/blog/how-to-hire-people-with-good-attitudes/If you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link:  https://cercatalent.com/hiring-a-play...Cerca Talent:  https://www.cercatalent.com/
At a time when your outside salespeople are locked away and not able to use the skills that they have been trained on since they started in their profession,  Brynne Tillman is here to provide us with a solid methodology that will Convert your Connections to Conversations!Brynne is the founder of Social Sales Link, where she is responsible for training professionals on the ways to grow their business by leveraging the power of LinkedIn. As I started this podcast, Brynne took charge immediately and explained where she would bring the most value.  That's what she always wants to do... Bring Value, and she does not disappoint in this recording. Are you a Master of the Ask to Offer Ratio?  Keenan talks about this in his book Gap Selling, and Brynne gives us the roadmap for providing a compelling message that allows for MORE conversations. How do you begin to increase your sales or at least increase your conversations with your target audience?  Start with this... Bring More Value!  So many people are using the Connect-> Pitch mentality (Brynne calls this the Social Pandemics LOL) using social media today, and Brynne walks us through the 5 Key Points to Content that you MUST follow if you want to engage your audience:1. You need to resonate with your buyer2. You need to create curiosity3. Teach them something new4. Get them thinking differently than their current state5. It needs to lead to your solutionWant more about those points, Brynne gives specific examples for each in our show. As always, I recommend that you connect with Brynne on LInkedIn.  You don't want to miss out on her content.  You can find her here:  https://www.linkedin.com/in/brynnetillman/Want to learn more about Brynne or gain access to her free training, you can visit her at www.linkedinlibrary.com or you can find her at her company page which is  https://socialsaleslink.com/If you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Lastly, please check out our latest book on The Art of Hiring A Players.  You can get this awesome resource for free by going to this link:  https://cercatalent.com/hiring-a-players-ebook/Cerca Talent:  https://www.cercatalent.com/
How much busywork are you doing daily that keeps you from being your best for your company, team, and family?  In today's podcast, best selling author, keynote speaker, and futurist, Bill Jensen teaches us a few lessons on why your time matters and how to get it back. The ONLY thing that we all have the same amount of is time, so the fact that we have 1,440 minutes a day matters, and how you spend that time and what you spend it on matter tremendously to how successful you are.  Regardless of your meaning of success, how you spend your time dictates whether or not you can achieve your vision of success.  Do you want to spend more time with family and friends, then get your work done in a normal workday and go home to do that. Do you want to be the most effective salesperson, manager, director of Chief Commercial Officer in your business?  Then those 1,440 minutes each day matter so much that you can't afford to miss out on even 1 of them. During today's episode, Bill gives real-world examples of how he has been able to make company leaders more effective and efficient by taking back their time and by communicating in a very simple method of Know, Feel, and Do.  This applies to your communication up and down within your organization.  Bill even provides you with the one question that you should ask everyone whose meeting you attend to ensure you are spending your time wisely.  Finally, Bill is offering us an opportunity to get his latest book, The Day Tomorrow Said No, for FREE.  To get this free resource, you can either send an email to bill@simplerwork.com or you can click this link http://bit.ly/2LjMA2and you will get the book for free.  As always, I recommend that you connect with Bill on LInkedIn.  You don't want to miss out on his content.  You can find him here:  https://www.linkedin.com/in/simpletonbill/Want to learn more about Bill, his books, his keynotes, or having him speak at your next event (Live or Virtual)?  Here is the company Website:  https://www.simplerwork.com/Lastly, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Cerca Talent:  https://www.cercatalent.com
Do You Even Know What Demand Marketing Is? YOU SHOULD!Chris Walker is the CEO of Refine Labs, a marketing company that "empowers marketing leaders with a buyer-centric approach to Demand Generation that delivers powerful results."  In short, Chris and his team figure out how to get to your end customer and bring them back to you for faster, more efficient and more effective results.  Sound too good to be true?  That's what he said you would say.  In fact, Chris said that most companies in our world of Diagnostics, Genetics, Device and Life Science won't follow his teachings because they simply don't believe it will work for them.  In the end, whether you have a $50k budget or a $50MM budget, Chris and his team have shown consistent, amazing results on all of their endeavors in demand marketing.  What's the secret?  Chris is willing to try something and fail, and Chris is willing to do things that most people would not even try.  Sound familiar?  You have to try something to know whether or not you can do it and then it still takes more trial and error to do it right... over time, all that experience leads to a solid performance machine that can make heads turn and jaws drop.  Don't let the low tone demeanor fool you... this guy is a shark in the marketing world, and he has medals, awards, and the respect of others to prove it.  The first thing I recommend you do is to connect with him on LInkedIn.  You don't want to miss the free content he puts out daily.  You can find him here:  https://www.linkedin.com/in/chris-walker-41597028/The next thing you should do is start listening to his podcast.   You can find that here:  https://refinelabs.com/podcast/Want to learn more about Refine Labs?  Here is the company Website:  https://refinelabs.com/Lastly, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Cerca Talent:  https://www.cercatalent.com
Your morning routine is weak!  Wait until you’ve had an opportunity to listen to what today’s guest, Marcus Chan, does for his daily routines!Marcus Chan is the Founder of Venli Consulting Group and Creator of 6-Figure Sales Academy. After a successful sales career, Marcus left the corporate world to pursue his passion of wanting to do something greater to give back to the world. He launched Venli Consulting Group in 2019 and has not look back since! Marcus has decided to meet his customers and potential customers wherever they might be spending time. He puts his message out on LinkedIn, Facebook and anywhere else he can find his audience. As a member of Marcus’s Facebook group, I can attest to the real-world, actionable training that Marcus gives away for free ever single day. You can find that link below, and it’s worth checking out. Marcus currently resides in the Pacific Northwest with his wife, Sara, and his son Roman.Please reach out to Marcus via LinkedIn and let him know that you heard the podcast!LinkedIn:  https://www.linkedin.com/in/marcuschanmbaCompany Website:  https://venliconsulting.com/RevGenius:  https://www.revgenius.com/Also, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Cerca Talent:  https://www.cercatalent.com
It's NOT about gaining life long customers.  It's about getting the customer back THE NEXT TIME.  Shep Hyken is a customer service and experience expert and the Chief Amazement Officer of Shepard Presentations.  He is also a best-selling author, podcaster, and keynote speaker.  Shep joins us today to discuss the importance of ensuring your customers DO NOT have an acceptable experience but that they have an EXTRAORDINARY experience.  Shep is a proponent of companies thinking of themselves as a media company.  Every day there is information about your company that is sent through social channels, and today, you have the chance to create and broadcast your own message, but you have to consider yourself a media company in order to prepare and produce that information correctly. Direct selling is dying and building relationships and valuable connections are now the new way of connecting with future clients.For all of you who remember smile and dial... "LinkedIn is the new phone!" ~ Shep HykenTo connect with Shep...LinkedIn:  https://www.linkedin.com/in/shephyken/Website:  https://www.hyken.comAlso, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Cerca Talent:  https://www.cercatalent.com
Today's guest is Jake Dunlap!Jake is a sales leader and entrepreneur with more than a decade of experience, he has developed and led high-performing sales and operational functions, specializing in building out repeatable, sustainable processes.In today's episode, we discuss how many companies and sales teams are working with a broken sales process, especially given today's issues of not being able to go and visit as many clients as we once were able to do.  Jake was able to provide actionable information around the importance of training your outside sales team on inside sales tools and tactics.  The operational objectives are still the same, but the tools necessary to be successful have changed. With all of the tools available to your sales team, Jake focuses in on LinkedIn Navigator and Outreach.io as the two that he would gladly pay for himself as a salesperson because the ROI would be so high from that investment.  He also discussed how the sales process should be changed to authentically engage with people and build capital in order to make your meetings happen faster. Finally, we talk about Jake's interview process for hiring the best talent.  Patterns are important!  If you have not already, please take the opportunity to connect with Jake on LinkedIn, and please let him know that you heard this on the Talent + Talks Podcast with Scott Rivers.Links from Today's Podcast:Jake's LinkedIn Profile: https://www.linkedin.com/in/jakedunlap/  Jakes Company: https://skaled.com/Also, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.linkedin.com/in/scottrivers/Cerca Talent:  https://www.cercatalent.com#JakeDunlap #ScottRivers #talenttalks #cercatalent #salesprocess #letsdothis
Today's Talent + Talks Podcasts features Todd Hartley of Wirebuzz.  You can find todd every day on LinkedIn giving his audience tremendous value by giving away the secrets to successful social selling through today's business platform, the internet!  Using tools like Wystia, Vidyard, LinkedIn, Calendly, and many other software tools, Todd and his team at Wirebuzz consistently over delivery on the needs and wants of his audience.  If you have not taken the opportunity to connect with Todd on LinkedIn, please do so, and please let him know that you heard this on the Talent + Talks Podcast with Scott Rivers. Links from Today's Podcast:Todd's New Program:  www.wirebuzz.com/remote-sales/Todd's Company:  www.wirebuzz.comTodd's LinkedIn Profile:  https://www.linkedin.com/in/videotodd/Speechify:  https://www.getspeechify.com/Cerca Talent:  https://www.cercatalent.com#toddhartley #talenttalks #cercatalent #videosells #letsdothis
Today's guest is David Rutherford, an internationally known motivational speaker, best selling author for kids and adults, world champion performance coach, and an award-wining Podcast host on his podcast Froglogic.Because of current market conditions brought by COVID-19, many are not able to get into the laboratories to do their jobs, provide new and innovative instrumentation, software and testing solutions to the medical markets, so this is where the podcast begins. Its inaugural guest is human efficiency expert David Rutherford. By delivering to you tangible, actionable ideas on how to lead, work, market, sell and thrive during these times, he will introduce new resources to you and deliver new ideas about how to achieve peak performance in the current market conditions.Over the past 10 years, David has worked with some of the world's leading companies, reaching tens of thousands in their quest to achieve victory in the tough markets of today. His message has also reached over 10 million people around the world via his show, YouTube videos and social media presence. David stated, “Listeners can expect to learn how to defeat the negative insurgency in their lives by igniting the fire in their gut and succeeding in every environment imaginable, especially something like this pandemic. They will learn the proven tools to help them begin winning on the battlefield of life. I guarantee listeners will have a life-changing experience using what Scott and I share. HOOYAH!”Links for today:https://teamfroglogic.com/frog-logic-podcast/who-am-i-why-am-i-here/https://teamfroglogic.com/#cercatalent #talenttalks #froglogic #DavidRutherford #ScottRivers
Welcome to the Talent + Talks Podcast!  This is the introduction to what we expect to be a long-standing podcast for the sales and marketing community.  Our clients in the area of Life Science, Diagnostics, Genetics, and Oncology Practices are facing a very different reality post covid-19, and we wanted to provide insight and guidance from some of our most influential leaders in the areas of sales, marketing and leadership.  Twice a month, will interview influencers in these areas and bring them to you.  My hope is that everyone comes out of the time stronger and better than when they went into it, so let's do that together!  Thank you for downloading and listening.  Please provide comments and suggestions... we are excited to learn with you on this journey. 
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