The Selling Show (David Newman)

Trevor Turnbull is the CEO of Linked Into Leads, Founder of the transformative Expert Selling programs and Author of the LinkedIn LINCHPIN Method guide which empowers Certified Coaches & Consultants to “Unapologetically Share Their Gifts” with their future clients using video & “Clone Their Authentic Voice” with virtual assistants.

Trevor breaks down the steps in his LINCHPIN Method Guide and talks about what your biggest lead magnet should be, recording personalized content, and much more!

061: I Wish Someone Had Told Me with Brad Montgomery

Brad teaches people how to use happiness to boost productivity, creativity, innovation & profits. He turns typical meetings into transformational events using, the power of happiness. Oh, and he’s pretty funny. Brad has transformed audiences in all 50 states and on four continents. His clients include Microsoft, Verizon, the FBI (yes, that FBI) the CIA (yes, that CIA) and the IRS (where he withheld 30% of his best strategies.) Brad specializes in using humor, interactivity, sound, music and visuals to ignite audiences so that they can use happiness as a tool to improve their lives and their jobs.

In this episode, Brad tells David some of the many things he wishes he had done differently with his business. From investing in marketing to accepting help sooner, even down to whether or not he should’ve gotten an office!

In This Episode, You’ll Learn…

• Brad’s beginnings
• His transition from magician to speaker
• Why he wishes he invested more in marketing
• Having a protective ego
• The cringe factor
• Allowing yourself to accept help
• The benefits of trading peer reviews
• To have an office or home office?
• Peer pressure at NSA
• Know the game you’re playing

Links and Resources Mentioned in This Episode

• Brad's Website

039: “Transitions” Hijack Episode

For this episode The Speaking is being hijacked by the Transitions show with Vanessa Christman!

David and Vanessa discuss facing transitions in life both personally and professionally and the effects of building a career around your life. Including David’s transition to working with executives who speak from working with professional speakers.

In This Episode, You’ll Learn…

• From teaching professional speakers to professionals who speak
• ‘Persuasion architecture’ and delivering an organic and subtle pitch
• From being the business to running a business
• SEDO – Simplify, Eliminate, Delegate, Outsource

Alastair talks about what it takes to be a recognized authority in your field, types of specialization, researching your market, podcasting as a tool, and much more!

Pete Steege is the founder of B2B Clarity and the author of the book "On Purpose: The CEO's Guide to Marketing with Meaning". Pete has worked with dozens of technology businesses on three continents, from Fortune 100 enterprises to Silicon Valley startups. He has been quoted and featured in USA Today, Fortune, CIO, Computerworld and TechCrunch.

Pete talks about the importance of having meaning in your marketing, how it will compete with AI, niching, getting client information, and much more!

Rod Santomassimo is the founder and president of the Massimo Group, CRE Perform, and Massimo Concord Ventures.  The Massimo Group is the #1 CRE coaching and consulting organization in the world, assisting over 4,200 CRE professionals in building the business and life they desire.

Rod talks about how he segments his coaching programs, the transition from a coach to a CEO, his latest book, and much more!

John St. James has been in the leadership training business for well over 45 years. He became a certified leadership and martial arts instructor and started his teaching career at the age of 18. John attended the University of California, San Diego. He attained his bachelor’s degree in Political Science in 1984 and later an advanced degree in Insurance and Risk Management from the American Institute in 1986.

John talks about finding your skill to master and offer to the world, leadership principles, continuing progress, and much more!

John talks about the steps needed for your business to become sellable and the important factors of putting together an exit strategy when selling your business! He also talks about how you can create a subscription-based model for your business!

066: Facilitated Leadership with Eddie Turner

Eddie is a C-Suite Network Advisor, a professional speaker and a national media commentator who holds international certifications as a trainer, facilitator, and coach. He is an alumnus of Northwestern University where he studied Leadership and Organization Behavior and of the John F. Kennedy School of Government at Harvard University where he completed the “Art and Practice of Leadership Development” executive education program. Eddie is a member of the global network of Harvard educated Adaptive Leadership practitioners in the Adaptive Leadership Network.

Eddie and David discuss his path of escaping the IT typecast, developing emerging leaders, the benefits of facilitation, and debunking the myths of imposter syndrome. Eddie also shares how he brought together the content for his book, “140 Simple Messages to Guide Emerging Leaders”.

In This Episode, You’ll Learn…

• Eddie’s backstory
• From developing C-level leaders to emerging leaders
• The myths of ‘imposter syndrome’
• The magic of facilitation
• Increasing impact in less time
• Putting together the 140 Simple Messages to Guide Emerging Leaders
• Sorting through the noise on social
• Marketing directly to corporations or via associations

Links and Resources Mentioned in This Episode

• Eddie's Website
• Get Eddie’s book: “140 Simple Messages to Guide Emerging Leaders”

Jeffrey Hayzlett, host of the television show C-Suite, sits with David and talks about his latest book, Think Big, Act Bigger and how it’s core lessons were developed through his experience of being a C-level marketing executive, to building his own consulting firm and becoming a business celebrity.

In This Episode, You’ll Learn…

• Jeffrey’s journey towards becoming a business celebrity and building his personal brand
• Maintaining focus while running multiple companies
• ‘Just do it!’ The importance of acting towards getting stuff done
• Do things the way YOU want to do them
• Know what you want: fame or fortune
• Asking for or providing help
• Applying change to break from a plateau

Links and Resources Mentioned in This Episode

• Jeff’s Website (Where you can find contact info, C-Suite Network, and his books)

Sound Effects Credits:

-Crowd Cheering (https://freesound.org/people/Bansemer/sounds160493/)

Kendra talks about shifting mindsets to focus on listening, collaborating, and selling yourself as a coach!

A seasoned sales guru with decades of success behind her, Nikki Rausch has a passion for the art of authentic selling. After 25 years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki decided to trade in her road warrior status so she could help entrepreneurs sell in a way that builds relationships, creates true connection, and results in more closed deals and long-term clients. As a sales coach, trainer, author, and speaker, Nikki transforms the misunderstood process of “selling” into techniques, tools, and tips that can be successfully incorporated into a process replicable by anyone whose livelihood relies on selling a product, a service, or themselves. When she's not helping business owners move their clients along the 'Selling Staircase', Nikki enjoys taking in all the beauty that living in the Pacific Northwest affords her.

Karen Friedman is an international communications expert who has worked with professionals on four continents. Author of the best-selling book ‘Shut Up and Say Something’ (Praeger Publishing), and Ordinary People: Extraordinary Lessons, she heads Karen Friedman Enterprises, Inc. which has been teaching professionals how to become more compelling communicators for two decades.

Karen talks about how our communication is affected by remote video conferencing and how to maintain a clear message! She also talks about writing for the Philadelphia Business Journal, pivoting her business, professional speaking as a skill, and more!

George Bryant is a world-renowned digital marketing strategist with a specialization in customer journey, relationships, and mindset. He is known for using his Relationships Beat Algorithm™ model to teach entrepreneurs and business owners how to apply these skills to help their businesses scale profitably.

George talks about his journey that led him into the world of consulting, retaining clients, having no agenda or ulterior motives, and much more!

059: Build Your Consulting Business with David A. Fields

David A. Fields started his career in marketing for GlaxoSmithKline before jumping into consulting at a boutique firm. David then co-founded Ascendant Consulting where he developed his “general contractor” model where he focuses on overall quality and relationship management for each project.

David and David dive into the business of consulting and how to be specific yet broad with your expertise. David also gives insight on any professional speaker or expert trying to get into the consulting business.

In This Episode, You’ll Learn…

• Shifting from expert to consultant
• Two things that are the core of consulting
• The advantages of having speaking experience when pursuing consulting
• Three things a consultant can do to create value
• How David built his consulting business
• Following the market
• Generalist vs. Specialist
• The Solo Practice Accelerator event
• Transition from corporate to solo
• Inbound and outbound outreach
• Where cold outreach can be effective
• David’s favorite premises to initiating conversations with prospects

Links and Resources Mentioned in This Episode

• David's Website
• David's Cool Friends Link

Brian is a heart surgeon without a blade. He does not start outside with what you need to DO, he starts inside with who you ARE. In a world that is disconnected, Brian is revolutionizing how organizations and entrepreneurs deeply connect with their authentic selves to achieve the highest levels of wealth in monetary riches, time, relationships, and health.

Brian talks about his personal journey and how it affects his work, how relationships play a role personally and professionally, creating human connections, and much more!

Tamsin talks about developing habits to combat overwhelm, stress, and staying motivated! She also talks about her discovery of Ayurveda and shares tips on how you can take more control of your life!

David sits with Dov Gordon, “The Alchemist Entrepreneur”, discussing how he applies a ‘root cause’ approach towards helping entrepreneurs become more effective salespeople.

In This Episode, You’ll Learn…

• Why “Alchemist”?
• The ups and downs of becoming “The Alchemist Entrepreneur”
• Consuming information vs gaining experience
• The 3 questions of a prospect you must answer
• The impact of delivering the right introduction to your clients
• An inelegant sales conversation
• The importance of skill mastery

Links and Resources Mentioned in This Episode

• Dov’s Website
• “How to Be Noticed, Be Valued, and Be Paid” Webinar

Danny Iny talks about his new book, “Teach Your Gift”, and shares with us how he finds the time to create so much content and some best practices to create effective online courses!

Diane DiResta, Certified Speaking Professional, is founder and president of DiResta Communications, Inc. Known as the Speaking Strategist, Diane brings over 20 years as a communications expert and speech pathologist using her unique 4M approach. Her company works with Fortune 500 companies, media trains sports and entertainment celebrities from the NBA, WNBA, USGA and coaches C-level executives how to exude an executive presence and shine on the platform. He’s been featured on CNN and quoted in the NY Times. WSJ, Investor’s Business Daily, the London Guardian, Fast Company and more.

She’s a past president of NSA NY chapter and recipient of the Golden Mic award.

As a professional speaker, Diane has spoken in Africa, the Caribbean, Europe, Russia, the Middle East, and South America. Prior to establishing her company, she was an AVP at Drexel Burnham, a training specialist for Salomon Brothers and a Speech Pathologist for the NYC schools. She holds a master’s degree in Speech Pathology from Columbia University, is a graduate of CoachU, and the author of the popular book, Knockout Presentations. Now in its 3rd edition.

Diane, the presentation guru, talks with David about some of the best practices of delivering knockout presentations! Including effective use of PowerPoints, note cards, developing an overall solid structure for your presentation, and steering away from disaster in a Q&A session!

Stephanie Chandler is the author of several books including The Nonfiction Book Publishing Plan and The Nonfiction Book Marketing Plan. She is also founder and CEO of the Nonfiction Authors Association, a vibrant community for writers, and the Nonfiction Writers Conference, twice-yearly events conducted entirely online since 2010.

Stephanie shares her ninja strategies to increased book sales both in retail and more! She also talks about the magic of Amazon ads, Author Central, and finding your niche readers before you write your book!

Candyce Edelen is a seasoned entrepreneur with road rash earned from co-founding two fintech companies, one of which made the Deloitte Fast 50 list in 2004. In 2007, she launched PropelGrowth, a marketing consultancy where she helps financial and tech firms develop and execute go-to-market strategies. Over 10 years, she helped lead 13 companies to strategic acquisitions and successful exits.

Candyce shares some strategies of prospecting on LinkedIn, when to know if you’re selling or being sold to, when to not be pushy, and much more!

Mary talks about whether we’re in a recession or not, what to do if we are, the pros and cons of a hybrid workplace, handling succession, and much more!

Over the past 30 years Art Sobczak has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster, and lifelong salesperson.

Art returns to the podcast to talk about the process to effective cold call selling, debunking the myths of rejection in sales, using scripts, fundamentals, and much more!

Founder & CEO of Pointerpro, an online software tool to create assessments with personalized advice reports. Helping consultants and professional services companies scale their business by automating their advice delivery process.

Henry shares some of his secrets to growing your agency, utilizing your book as a marketing tool, providing value, and much more!

Deborah Reuben is CEO and Founder of TomorrowZone, a firm specializing in technology trends and advising leaders who want to capitalize on the latest innovations to prepare for the future.

Deborah discusses ways to look ahead in your business and industry as well as how she is providing a digital experience through the pandemic!

052: Books and Courses for Experts with Pat Iyer

Pat Iyer MSN RN LNCC is a professional speaker, editor and author. Pat’s publishing career began in 1980 when she met a woman whose husband’s beating left her paralyzed. To answer the question of “Why did she stay with him” Pat wrote her class paper on battered women. At the encouragement of her graduate school professor, she turned the paper into her first article. Since then, Pat has written or edited over 800 books, case studies, articles, online courses or chapters.

Pat shares her journey of getting into writing, editing, and legal nurse consultation. Including her experience with writing her first article to co-authoring, working as a freelance editor, and creating a business of networking between attorneys and expert witnesses.

In This Episode, You’ll Learn…

• How she published her first article
• How Pat’s networking business works
• Thoughts on being a ‘serial entrepreneur’
• Using a ghost writer
• Writing like you speak – the right way to go?
• Editing between a freelancer or in-house at your publishing company
• Creating an online course from your book or vice versa

Links and Resources Mentioned in This Episode

• editingmybook.com
• Pat's website

030: Your Non Fiction Book Publishing Plan with Stephanie Chandler

Learning the ropes on getting your book published can be daunting. That’s why there are people like Stephanie Chandler! David and Stephanie talk about her journey from leaving her job at Silicon Valley to becoming the founder of the Non-Fiction Writers Conference and what he learned about the publishing business through this journey!

In This Episode, You’ll Learn…

• Why you should start an association
• Pros and cons of self-publishing
• Is it beneficial to translate your book?
• How a book can be a large source of revenue for speakers
• Stephanie’s thoughts on co-authoring
• Writing your manuscript faster
• Why you should write your book in sequential order
• Reusing content on future books, blogs, etc.…

Links and Resources Mentioned in This Episode

• Non-Fiction Writer's Conference Website

Meny Hoffman is the CEO of Ptex Group, an award-winning branding, and marketing agency headquartered in Brooklyn, NY. A lifelong entrepreneur, passionate about creating winning strategies that help growing businesses flourish, Meny has been successfully helping brands grow and thrive since 2001.

Meny talks about building an agency that offers multiple services, how they offer each service effectively, what a brand truly is, and his focus on core values!

065: Negotiating for Speakers with Theresa French

In this episode, David and Theresa hand deliver you a cheat sheet to negotiating for your business and steer you away from tactics that can hurt your business and get you stuck in the low-level chase from gig to gig.

In This Episode, You’ll Learn…

• Negotiating vs. Bargaining
• Negotiating does not mean less
• Negotiating up and negotiating down
• Make an upsell menu
• …and what else?
• Diagnosis, prescription, treatment, and outcome
• Everything has a value

Links and Resources Mentioned in This Episode

• Book a call with Do It! Marketing

Alinka Rutkowska is the CEO of Leaders Press, a USA Today and Wall Street Journal best-selling press, where she creates books for entrepreneurs from scratch and launches them to best-seller with a 100% success rate.

Alinka joins us on the podcast to give a clear understanding of what a book can do for your business as a speaker, expert, or entrepreneur, how Leaders Press differentiates from other publishing services, and her upcoming book!

A professional speaker and advisor dedicated to helping businesses 2X their income from existing customers, fueled by a valued workforce. She achieves this through a proven Heart & ScienceTM Loyalty model, merging 25+ years of CX and Marketing roles at reputable brands like Liveops, Verizon, Schindler Elevator, Wilton Brands and AT&T. Her expertise is further enriched by an MBA and certifications in Customer Journey Management.

Stacey talks about her transition from corporate to entrepreneur, customer service and experience, communication, and much more!

024: How to Sell Smarter to Associations with Andy Masters

Andy Masters, MA, CSP is an award-winning author and international speaker who has written 5 books, earned 4 degrees, and presented over 750+ leadership, sales/service, and personal development programs.  Andy helps leaders across many industries ignite a cultural transformation to cultivate & empower employees, boost sales & customer loyalty, and solve the succession planning crisis--all within a fun & high-morale work environment.

Andy and David talk about how sales and service relationships can be the same as dating and maintaining a personal relationship. As well as specific client prospecting by narrowing down the number of targets and choosing an executive with a specific title with an association.

In This Episode, You’ll Learn…

• Things not to do in a sales process
• Give prospects a reason to remain in contact
• How to make a ‘cold’ email ‘warm’
• The magic of small numbers when prospecting
• Humanizing and personalizing your marketing
• Andy’s favorite executive to target within a company/association

Links and Resources Mentioned in This Episode

• andy-masters.com
• Andy Masters on Twitter

042: Dynamic Communication for Speakers with Jill Schiefelbein

Jill Schiefelbein is an award-winning business owner, author, and recovering academic. She taught business communication at Arizona State University for 11 years, analyzed terrorist documents to help provide counter-terrorism messaging strategies to the military, and was a pioneer in the online education space, creating an office serving 60,000 students and adding $1M in revenue in its first year.

David sits with THE Dynamic Jill and discuss a wide variety of things like effective video marketing, branding yourself on social media, utilizing SEO and…. well you’ll just have to listen to find out the rest!

In This Episode, You’ll Learn…

• What Jill learned from organizing a conference
• Making a difference with video
• What secures you as a speaker of choice
• Is having a book mandatory?
• Specificity with variety
• Why you should brand under your name
• The benefits of SEO and consistency
• Jill’s content repurposing strategy

Links and Resources Mentioned in This Episode

• Jill's website

Learning Objectives Tutorial

Robert is the Managing Partner and Founder of Creative Agency Success and a two-time international best-selling author (The Agency Blueprint & The Practical Agency).

Robert talks about the do’s and don’ts of a successful creative agency, dealing with difficult clients, generating recurring revenue, case studies, and more!

Mandi is the creator of the Scale to Freedom Scalable Service Growth™ model. She leads consulting agency owners to have lives with greater freedom and success. Mandi has consulted with over a hundred consulting agency CEOs. She's helped them immediately free up to 20-50% of their workweek to focus on accelerating profits.

Mandi Ellefson talks about how she and her company scale and grow businesses without having to work 24 hours a day, giving us important traits to look out for when trying to scale your business!

Matt is a marketer, entrepreneur and podcasting expert. As the founder of Pursuing Results, a podcast PR & production agency based in San Diego, Matt runs a virtual team helping business coaches and agencies break in and dominate new markets through podcasting.

Matt and David talk about the best formulas, formats, and mindsets to creating a podcast that effectively sells your product as a speaker, consultant, and coach!

Walter helps entrepreneurs & CEOs scale their business. They want out of the sales seat, yet they feel themselves constantly being sucked back into

the weeds.

Walter talks about his latest book, the cost of a mis-hire, niching, and being more than just a salesperson!

Bruce has helped create some of the world’s most compelling brands, including Hasbro, Nike, American Express, Charles Schwab, Citicorp, Discovery Networks, Bacardi, Sol Melia Hotels, Partnership for a Drug-Free America, HBO Latin America, Canyon Ranch, Miami, and many more. He is a keynote speaker, author, musician, artist, and runner who tours extensively.

Perhaps you’ve seen Bruce on TV. He is a frequent guest expert on the national news and appears regularly on CNN, CBS, MSNBC, CCTV (Chinese Television) and NPR.

Bruce talks about the inspiration and concepts to some of his books, using books as a sales tool, defining happiness or success, and much more!

007: Social and Digital Marketing Smarts with Neal Schaffer

Social and digital marketing superstar Neal Schaffer fills us in on what to look out for in social and digital media trends.

Neal Schaffer is a recognized leader in helping businesses Maximize Your Social as a global keynote speaker, university educator, social media agency owner, author, and social media strategy consultant. From Fortune 50 enterprises to Grammy Award-Winning musicians, Neal has helped leading brands reach their next level in social media marketing, and he is available to bring this wealth of knowledge and experience to both educate and entertain your audience at your next event, workshop, or training.

In This Episode, You’ll Learn…

• Why you should focus on LinkedIn for B2B and speakers
• Maintaining a presence in the growing pay-to-play landscape
• Benefits of limiting your content availability
• Business or personal page? Which one generates the most presence
• Creating content that ignites discussions and visibility
• The benefits of being an influencer in your industry
• Best places to curate content from
• How Neal became a professional author and speaker

Links and Resources Mentioned in This Episode

• Neal's Website

Sound Effects Credits:

-Fire Truck (https://www.youtube.com/watch?v=hEa3ZliQkZ0)

Gregory is the author of two Amazon bestsellers: Brand Identity Breakthrough and Travel as Transformation. His podcast, Uncomfortable Conversations with Gregory, taps into the core of people’s conceptions of self. He helps entrepreneurs prepare complex value messages across many mediums, and offers unconventional lifestyle coaching and brand identity consultancy for impassioned individuals. In his free time, Gregory kidnaps felines from streets around the world and bathes them in his sink before passing them along to strangers.

Lots of tasteful tidbits are featured in this episode for those who are aspiring authors or who are looking to self-publish. Gregory breaks down the better practices and offers tips on the processes of writing, publishing, and selling a book!

Dr. Cindy talks about overcoming the mindset of not feeling like a good salesperson, businesses based on referrals, specializing and much more!

034: Influence Redefined: Speaking Edition with Stacey Hanke

Stacey Hanke, owner and founder of Stacey Hanke Inc., talks with David about consistency in presenting yourself to the customer base no matter what form of media you present yourself with.

In This Episode, You’ll Learn…

• The definition of ‘Redefining Influence’
• CEO skills: Inherited or learned?
• Mistakes that most Executives make when exerting their influence
• How you behave as a leader is a reflection of your personal brand
• The evolution of her 4 programs
• The benefits of having a solid team

Links and Resources Mentioned in This Episode

Stacey Hanke Inc. Website

Grant Baldwin, of The Speaker Lab, talks about his new book ‘The Successful Speaker’, and how he came to write the book in the first place. Grant also shares his story of entering the speaking world, how he finds his leads, sets his fees, and his problem with delegating his marketing!

As President and Partner of Hunt Big Sales for over 13 years, Carajane Moore leads the company in strategic vision and implementation. Since joining the company, she has instituted vital operational and structural changes to the business resulting in growth of over 50 percent in less than three years.

Carajane talks about how the company made $1 million within its first 12 months, sales processes, authoring books, and much more!

For over 20 years Pat has traveled the world to work with companies, organizations, and industries to unlock the profit of laughter, levity, and joy in their work cultures. From daily stakeholders to internal interactions he has worked to harness their untapped strengths to allow them to make positive and lasting development.

Improv comedian and speaker Pat Dwyer talks about some of his seminars, making viral videos, and staying relevant in the current pandemic environment!

Dan Pontefract is a renowned leadership strategist, award-winning author, and keynote speaker with over two decades of experience helping organizations and leaders improve performance, productivity, and overall engagement.

Dan talks about the factors in work and life that affect the balance of each, his transition into speaking and authoring, generating leads, and much more!

David looks back on some of his favorite episodes between 200 and now as we begin the transition from The Speaking Show to The Selling Show!

David Dye helps human-centered leaders resolve workplace ambiguity and chaos, so that they can drive innovation, productivity and revenue without burning out employees. He’s the President of Let’s Grow Leaders, an international leadership development and training firm known for practical tools and leadership development programs that stick.

David talks about his roots in leadership, his book writing process, working through the pandemic, and sharing a business with his wife Karen Hurt!

Paul Higgins is passionate about helping Cloud Consultants to scale quickly with less effort to enjoy life. Paul is an author, podcaster, mentor, and transplant recipient. After an esteemed career at Coca-Cola, he ventured into the world of self-ownership. He has scaled and successfully exited two companies and currently mentors Cloud Consultants to do the same. In his spare time, he spends time with his family and plays golf.

Paul talks about why he chose to focus on cloud consulting, why he prefers a certain size of business as clients, his mentorship programs, and much more!

As a speaker, graphic facilitator, and coach, Dana Wright-Wasson believes in using focused conversations and design thinking tools to create purposeful culture, empathetic leadership, and amazing employee experiences. With over 25 years of working in organization development, strategic planning, and change management, she understands that important conversations need to be had in organizations to improve communication, increase effectiveness, and improve culture.

Dana returns to the podcast to talk about the changes she has seen since the beginning of the pandemic! Dana and David discuss what some have done right, what mistakes are made, and how companies are attempting to move forward!

Jim Huffman is the CEO of GrowthHit, a growth consultancy focused on conversion optimization, and the co-creator of FunnelTeardowns. He has grown two startups from idea to over $10M in sales. Spent over $4M on Facebook ads. Lead workshops at Fortune 500 brands like FedEx, Oreo, Hot Wheels & Intuit. Jim wrote a book, The Growth Marketer’s Playbook. It was #1 on Amazon until Seth Godin launched his new book and then it was quickly not #1.

Jim shares his experience of going through the initial hit of the global pandemic and how his business managed to stay afloat! He also shares his process of client selection and writing his book, The Growth Marketer’s Playbook!

Innovation expert and keynote speaker, Stephen Shapiro, talks about speaking as a CEO, to starting over as a solo speaker and working for several different industries without veering off focus!

Julie Holmes is an inventor, founder, entrepreneur and corporate survivor. Her favorite question is “What if?” What if you could transform your frustration into time savings and money making? It might sound crazy but that’s exactly what she’s been doing with organizations over the last 25 years.

In addition to being an award-winning international speaker, Julie has designed and launched solutions from million dollar software applications to tiny Bluetooth microphones (as a speaker, maybe you’ve heard of Hey Mic!?). But her creative expertise isn’t limited to products. She's helped organizations like Expedia, Oracle and FedEx leverage innovation and design thinking to improve their leadership, sales, and customer service.

While Julie’s content is inspiring and practical, audiences equally love that she’s a firecracker on stage. Bursting with energy and enthusiasm, she takes audiences on a journey of laughter and learning. With stories and real-world examples, Julie shows them how to find their inner inventor, embrace their entrepreneur and spot the big opportunities in even the smallest innovations.

Julie Holmes, professional keynote speaker, innovation expert, and self-proclaimed ultimate nerd joins us on The Speaking Show to talk about how she found her way into the niche of innovation, how she organizes her programs, and how she divides her business between speaking, software development, and product manufacturing all under her own umbrella!

Copywriter and mischief-maker, Tania Dakka, has been writing copy since 2011 and writes for 6- & 7-figure companies that know vanilla doesn't cut it when it comes to emotional copy that converts.

Tania shares some of her secrets to writing effective copy for your business that can produce result-driven and persuasive copy that converts!

Corey returns to the podcast to talk about his new book “Authentically Social”, the associated podcast, sharing testimonials, engagement, and much more!

Pia Silva is a partner and brand strategist at Worstofall Design where they build entire brands in 1-3 day intensives. She’s also the founder of No BS Agency Mastery where she teaches 1-2 person branding agencies scale to $30-50k months while reducing their workload by up to 80%, all without employees. She’s a TEDx speaker, a Forbes contributor, podcast host and author of Badass Your Brand.

Pia returns to the podcast to talk about her No BS Agency Mastery program, why she prefers to work with small agencies, getting as most of the sales process out of the way as possible, pricing, and much more!

Thom Singer believes that all opportunities come from people.  As a keynote speaker and EmCee, he combines a robust mix of actionable content with a high-energy delivery style. He is the author of twelve books on the power of business relationships, networking, presentation skills, legal marketing, and entrepreneurship – and is the host of the popular “Cool Things Entrepreneurs Do” podcast.

Thom tells David about how his speaking business started, continuously evolved, and the catalysts of his business evolutions. He also talks about the current environment in the speaking world and some best practices to getting your business through the pandemic!

Anthony talks about the most important aspect a successful salesperson should have, intelligent prospecting, cold calling, emailing, and much more!

Derek and Mike talk about their latest book, “Listen to Sell”, changing the mindset of sales, different sales conversations, and much more! 

Bruce Werner is the Managing Director of Kona Advisors LLC,  which advises on governance, strategy, capital structure, M&A and other ownership needs to middle market businesses. His range of assignments has included M&A, strategy, finance, workout, succession planning and all facets of family business consulting. Mr. Werner is an experienced outside director,  having served on numerous boards during periods of growth, restructuring and crisis management.

Bruce talks about governance in different aspects of running a business including hiring, setting goals, and scaling. He also talks about his new book and the Director Training Program!

Stephen talks about all things innovation, how it ties into sales, innovating during the pandemic, and reinventing himself. He also talks about his mastering program, Personality Poker, and much more!

Arvee shares tips on improving your skills of professional public speaking outside of just being a good public speaker! She also talks about the importance of storytelling, when to use slides and when not to use them, and much more!

SEO guru, Stephan Spencer gives a crash course on better SEO practices and where it should be applied! Stephan also shares with us how he structured his business and service offerings to tailor towards clients of different sizes, budgets, and needs!

Liz Wendling is a nationally recognized speaker, sales consultant, and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul.

Liz talks sales language, what to say, what not to say, how to say it, and much more through your sales pitch!

Perhaps it’s her Texas roots, but Jess Pettitt, MBA, M.Ed., CSP, believes that to really thrive in this world, you have to ride two horses—one of giving and one of receiving. For Jess, the giving horse is her passion for service, and the receiving horse is the high she rides entertaining audiences. For almost 10 years, Jess rode one horse by day, serving as an administrator in student affairs for university Diversity and Inclusion programs, and the other by night, performing and hosting three times a week doing stand-up in New York City’s most popular comedy clubs (ask her about George Carlin’s nickname for her or sharing an eggroll birthday cake with Bob Newhart). Eventually, Jess discovered she could ride both horses at the same time in the same career, and a speaker in the DEI space was born. Now, nearly 20 years and half a million audience members later, Jess gallops from coast to coast delivering her “Good Enough Now” message to anyone willing to take the leap toward creating a much more inclusive (read: much more effective) organization.

Jess talks about her latest book, “Almost Good Enough”, implementing DEI in an organization, elements of culture change, and much more!

Justin talks about how he prepares his clients to exit their businesses, what recurring revenue really means, his podcast, and much more!

David gives a sneak preview of his new book "Do It! Selling" now available for pre-order!

For two decades, Dr. Matthew Champagne has influenced survey and feedback practices in learning organizations worldwide as a researcher, university professor, author, serial entrepreneur and in-demand speaker. He has authored more than 75 articles, books and how-to guides with practical solutions for creating high-quality feedback tools and processes that have now been implemented at more than 600 organizations across the globe.

Doc Champagne talks about effective engagement for webinar events and surveys. He talks about the psychology behind grabbing and maintaining people’s attention, and his 9 principles of customer feedback!

Diane is the author of the best-selling book The Gig Economy: The Complete Guide to Getting Better Work, Taking More Time Off, and Financing the Life You Want. The book has been translated into five languages and featured in the New York Times, the New Yorker, the Washington Post, the New Worker, and on NPR and PBS. Diane is an Adjunct Professor at Babson College in Boston where she created and teaches the first university course in the country on the Gig Economy. She is a contributor for Forbes and writes frequently for Harvard Business Review. Diane consults, coaches, and speaks about the Gig Economy and future of work worldwide.

Diane and David discuss the current and evolving state of the growing gig economy and how it can affect independent workers from all backgrounds and generations.

Brian is the President & CEO of Holden Advisors, a consulting firm specializing in pricing, sales strategy and negotiation. Under Brian’s leadership, his clients and business units have earned an extra $2B in new business, doubled their market share, and reduced commercial expenses by 20%. Brian’s leadership experience began as a US Air Force pilot where he commanded 31 combat missions in Kosovo and transported the Presidential motorcade around the world. As a keynote speaker and Rutgers Business School professor, Brian is also a recognized expert in helping organizations lead and communicate with the five different generations in today’s workforce.

Brian talks about why pricing can get tricky, navigating different types of buyers, getting straight to the decision maker, and much more!

Christine Cashen delivers a fast-paced, hilarious program with useful content that makes her a sought-after speaker worldwide. For more than 20 years, she has jazzed an amazing variety of audiences throughout the United States, Canada, South Africa, and Australia. Christine is an authority on sparking innovative ideas, handling conflict, reducing stress and energizing employees.

Before hitting the speaking scene, Christine was a university admissions officer, corporate trainer, and broadcaster. Christine holds a Bachelors Degree in Communication and a Masters Degree in Adult Education. She is a member of the National Speakers Association and is a Certified Speaking Professional (CSP).

Christine talks about how she went from running day-long training and consulting sessions to one-hour keynotes on the big stage! How does she compact all of that expertise into such a short amount of time? How does she choose her topics for these keynotes? You’ll find all of that and also a new top secret segment she’s been working on!

Michael Zipursky is the CEO of Consulting Success® where they specialize in helping entrepreneurial consultants grow profitable, predictable and strategic consulting businesses. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 500 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues.

Michael talks about growing a profitable consulting practice and shares tips building your consulting business, finding your ideal clients, pricing, and much more!

029: Digital Marketing: All About Focus with Patrick Allmond

As a speaker, do you absolutely need a website? Or a presence on social media? Or should you ONLY have a website? Or ONLY be on social media? Is it bad for your business to recommend other speakers? Patrick and David answer these questions and more!

In This Episode, You’ll Learn…

• The best platform or platforms to promote your business on
• Bad moves made with social media
• Patrick’s thoughts on podcasting and custom apps
• Don’t be cheap in what you charge or in what you sell

Links and Resources Mentioned in This Episode

• com

060: The Future of Conferences with Sarah Michel

Sarah is the ‘Wonder Woman of Networking” at Velvet Chainsaw Consulting. She helps clients weave in peer-to-peer interactions throughout the conference experience, designing receptions and facilitating sessions, and helps clients deliver in their networking promise!

Sarah shares what she sees is the cause of casualties in annual conferences, what the speaker’s role is in enhancing a conference experience, and what to expect in millennial attendance.

In This Episode, You’ll Learn…

• How Velvet Chainsaw got its name
• Sarah’s role in Velvet Chainsaw
• What ‘Connexity’ is
• Creating plan serendipity
• Adding more experiential elements to your event
• 5 things that kill annual conferences

Links and Resources Mentioned in This Episode

• Velvet Chainsaw Website
• Brain Candy References

027: Master the Art of Connecting with Lou Diamond

Lou Diamond is THE Master Connector. He has over a quarter century of experience in sales, relationship management, business development and executive coaching. Lou is an energetic, humorous, and inspirational business development strategist and performance coach. He has consulted with and mentored leading performers from companies all over the world.

Lou tells David the pivotal story of pitching to Compaq and winning their bid as a consulting firm through the ability to read a room and the power of empathy. Lou also discusses the importance of listening over talking and the difference between connecting and networking.

In This Episode, You’ll Learn…

• How you can truly connect with your clients
• The power of empathy
• Difference between connecting and networking
• Leave room for curiosity
• Door opening strategies for those without referral systems

Links and Resources Mentioned in This Episode

• Lou's Website
• Thrive Loud Podcast

Wes Schaeffer, US Air Force veteran turned sales consultant and leader, discusses his transition into corporate sales and becoming The Sales Whisperer. Wes and David debunk the idea of feeling shame when returning to corporate work and go into detail on how Wes developed his scalable offerings and maintaining relevance with clients!

020:  What’s the Real Deal with Speaker’s Bureaus with Shawn Ellis

Shawn Ellis is responsible for finding the perfect speakers for meeting planners and is the founder of The Speakers’ Group. Shawn provides a perspective in the speaking business that can be extremely valuable to fellow speakers in multiple industries.

In This Episode, You’ll Learn…

• When to approach a bureau
• What speaking bureaus really do
• Getting into a speaker’s bureau
• The realistic amount of work you could get from a bureau
• Avoiding an obsolete status
• A bureau’s real target market
• Myths of speaking bureaus
• Shawn’s must have marketing tools
• Common mistakes speakers make in their marketing

Links and Resources Mentioned in This Episode

• Succeed Speaking Website
• The Speaker's Group Website

Dr. Rob Bell talks about how important it is to acknowledge and enjoy the journey to the mountain top rather than the mountain top itself! He also talks about his new book, Puke and Rally, and how he translates his work in sports into the corporate world!

Eliza is the author of A WOMAN'S GUIDE TO CLAIMING SPACE. Stand Tall. Raise Your Voice. Be Heard., which will be published by Berrett Koehler in May '21, and available now for pre-sale. A student of the arts and political science, Eliza is a Cook House Fellow at Cornell University, member of Govern For America's League of Innovators, and a Diversity Crew partner.

Eliza talks about what the concept of claiming space is, her experience in moving towards a virtual speaking environment, the growing need in diversity, equity, and inclusion, her work with students, and more!

Janet Tyler has built a highly successful career by helping others create their own success stories-as individual executives, entrepreneurial startups, or large-scale corporations. Tyler is the president of True Depth in Novi, Michigan-an executive coaching and management consulting firm specializing in working with technology and professional services companies.

Janet shares with us a few things about the speaking business on the PR side. She also talks about how you could make the most out of your speaking engagements and the benefits it could provide your business!

John DeMato is a branded lifestyle portrait and virtual photographer who collaborates with speakers, trainers, consultants, and other expert-based business owners to create an emotional connection with their audiences through persuasive visual storytelling.

John talks about the role of photography in branding and marketing that goes beyond the vanity aspect! He also talks about his experience in television production and shifting to virtual photo shoots!

Joel talks about his experience in technology, selling cybersecurity, venture capitalism, and much more!

019:  Podcast Niche Mastery with Tom Davidson

Tom Davidson, CSP, PCC, SPHR is a forester and leadership expert who has coached hundreds of new managers, emerging leaders, and senior executives in the private and public sector.

Tom and David discuss leveraging media outlets, mainly in the form of podcasts to establish and maintain connections within their niche industries and establishing target audiences. Pay attention as you may learn a thing or two on how to truly utilize and run a podcast at its best!

In This Episode, You’ll Learn…

• Podcasting as a source of media and prospecting
• How Tom started doing theme-based seasons for his podcast
• Tom’s pre-interview prep
• Maintaining relationships post-interview
• Tom’s preferred CRM
• What is ‘premium editing’
• Benefits of re-distributing your podcast

Links and Resources Mentioned in This Episode

• Leadership Nature on Twitter
• Leadership Nature Website

For 30 years, Steve has brought clarity and innovative analytical solutions to several large corporations (Allianz, Medtronic, Thrivent, 3M). He holds a degree in mathematics and an MBA with an emphasis in nonprofit management; He is a Fellow of the Society of Actuaries and certified in Strategic Workforce Planning. His most prolific roles included actuarial, capital markets hedging, and workforce analytics.

Steve talks about his professional journey in the corporate world and the transition from that into his own business, as well as how it affected him, his finances, and his family. He also talks about how he is dealing with the changing environment during a pandemic and how he is helping clients to get through it themselves!

Tom Poland shares some tips on generating leads through webinars, why inbound is better than outbound, what you should really being using your email list for, and much more!

Steve Gordon, The Unstoppable CEO, breaks down the networking model he teaches his clients, how he utilizes his podcast as a conversion tool, how to be more referable, and much more!

LeeAnn breaks down her eMail With H.E.A.R.T. system and shares some tips on leveraging your email marketing to generate leads effectively and authentically without annoying prospects away from you!

John returns to the podcast to share his expertise on effectively leveraging a podcast to establish relationships and progress your business! John also talks about the evolution of his business Rise25, how his team can help with podcasting strategy, and using testimonials!

Chris is the founder and CEO of Farotech, an award-winning digital marketing agency. He started Farotech over 20 years ago and is widely considered an expert in Digital Marketing, Web Development, and Video Production. Chris has been a keynote speaker at a variety of events such as SEMrush, ExporTech, and the International Trade Association and is the host of two podcasts: Thought Leader Magazine and Digital Marketing Masterclass

Chris talks about what to look out for in 2023 within the digital marketing space, the “Marketing Mary Paradox”, marketing and AI, and much more!

Michelle Prince is a best-selling author, sought-after motivational speaker, self-publishing expert, leadership coach and CEO/Founder of Performance Publishing Group, a “partner” publishing company dedicated to making a difference... one story at a time. She is an advanced certified Human Behavior Consultant and dedicates herself to helping leaders impact the world, using the strengths and talents already within them, to create an extraordinary life and exponentially grow their business. She’s helped thousands become published authors through her consulting, courses, seminars, and publishing services, and founded the “Book Bound Academy.”  She has also published many successful books, including her best-selling Winning In Life Now, The Power of Authority and her most recent book, SHINE Through Your Story.

Michelle talks about self-publishing in today’s market, producing audiobooks, using AI as a tool, marketing techniques, and much more!

Carlos shares his remarkable success story of entrepreneurship and opportunity! He also talks about how got into the real estate industry, his successes and failures, and how he manages to run 7 different successful companies at the same time!

For the past two decades, Charlene Li has been helping people see the future. She’s an expert on digital transformation, leadership, customer experience and the future of work. She’s the author of six books, including the New York Times bestseller, Open Leadership and co-author of the critically acclaimed book, Groundswell. Her latest book is the bestseller The Disruption Mindset. She is the Founder and Senior Fellow at Altimeter, a disruptive analyst firm acquired in 2015 by Prophet. Named one of the most creative people in business by Fast Company, Charlene is a graduate of Harvard College and Harvard Business School.

Charlene talks about what it really means to be a disruptive leader. She shares some tips in being disruptive in the digital landscape and tells us how the people have more power of influence than large companies!

Following his retirement from Premier League professional football at the young age of 22, Aaron Tighe worked in the field of Business Sales and Sales Management for 30 years. He began my sales career in the UK with NTL before moving to Australia in 1999, where he joined the competitive telecommunications industry with Macquarie Technology Group. Aaron has been the spokesperson for the company's Heartbeat program, which won the Gold Winner Award for the 'Best in the World' customer experience program at the World Communications Awards in London 2020.

Aaron talks about his latest book, “What You Already Know & Don’t”, discusses how technology has changed professional sales in the last 24 years, and much more!

Suzanne talks about scaling your coaching and speaking business, how she got through the pandemic, the power of being compelling, TikTok, and much more!

James empowers people to pursue their potential and helps leaders achieve sustainable business and leadership growth.  During his twenty years in leadership in companies such as JPMorgan Chase, Allstate, and LegalShield, James has created and guided high-performing teams through delivering double-digit growth, mergers and acquisitions, offshoring, outsourcing, startups, and well over 300 partnerships.

James talks about how his journey towards following his purpose and focusing his time on his non-profit, The Core-Link Solution, and how he dealt with the overlap of the later days in the corporate sector and the early days of his consulting career. James also gives an overview of his “Six Promises” principles and talks about the process of getting his book published!

The King of Sales, Jeffrey Gitomer, shares with us the secret to sales, the necessity of taking risks, talks about his upcoming program, and where you can find the best cinnamon rolls in Philadelphia!

Chris Kyle is a teacher, coach and eLearning expert who has helped thousands of authors, teachers, speakers and change agents launch successful online courses so they can impact more people while making a great living doing it. He is the founder of Launch Academy, a deep-dive online training program that helps participants create and launch their ‘A-level’ online course to a global audience.

Chris talks about the essentials to creating a successful online course with results! Some of these essentials include your messaging, when to launch, advertising your course and much more!

Amira Alvarez, CEO of The Unstoppable Woman, shares her expertise in navigating a successful sales conversation and her revelation that pulled her out of the pattern of struggle!