PBTO S2E2: Jill Konrath - More Sales in Less Time
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
Release Date: 01/19/2018
PBTO: Goldratts Rules of Flow - Delivering Projects on-time on-budget and on-spec and driving up profitability
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
This is the recording of a live conversation I had with Dr. Efrat Goldratt-Ashlag to explore how the principles from the Theory of Constraints can be applied to multi-project environments (Digital transformation efforts) to deliver projects on time, on budget and on spec. She shared insights from her latest book (now available in Worldwide) Goldratt’s Rules of Flow to help us understand how to increase the velocity and throughputs of project deliveries within our organisation. We covered the following topics in the conversation: Introducing the work of Dr. Efrat Goldratt-Ashlag Do 70%...
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PBTO: Stepping into a World of Exponential Possibility with Sophie Krantz
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this episode of the podcast, we host the inimitable and unapologetically ambitious, Sophie Krantz. We had a conversation about leadership and the need for economic growth and opportunity. We discussed the possibility of creating positive change in the world through frameworks like exponential organization (ExO) and coaching ordinary people to do extraordinary things. In this wide ranging conversation, we discussed - The importance of seeing the world as one and the need to overcome fears and limiting beliefs to achieve breakthrough growth. - The value of immersive experiences and tapping...
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PBTO: Asking the Right Questions and Questioning the right things with Dr. Alan Barnard
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this conversation with , we explore how the principles of the Theory of Constraints (originally created by Dr. Eliyahu Goldratt) can be used to not only drive significant business results but also to help us make high stake decisions as leaders. In this freewheeling conversation, we explore Dr Barnard's story about how he met with Dr. Goldratt and his famous motto. We explore who is a true expert He shares how he got into an argument with Dr. Goldratt and how he then formed a life long connection with Dr. Goldratt. He shares his most important lessons from all his interaction with Dr....
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PBTO: The Art of Leading in an Ever Changing World with Damien Cummings
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this free wheeling conversation, we cover What it takes to lead in an ever changing world What are some of the key skills leaders need to cultivate to thrive What are some of the things that leaders need to avoid to thrive How AI or Artificial Intelligence will change the face of the organisation and therefore the role of a leader The importance of having a clear strategy or a "True North" when everything around us is changing all the time and much more.
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PBTO: Learning How to Communicate to Inform, Inspire and Connect People with Col Fink
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this interesting conversation, Speaker, Author and Advisor (and Public speaking coach) shares his perspective on the importance of clear and effective communication for leaders. He also shares insights on how to get good at communication and specifically when speaking to an audience (internal or external). He shares how leaders can learn to communicate to inform, inspire and connect. He also talks about how good communication can provide leaders the leverage they need in order to scale both - effectiveness and efficiency. If you are a leader and want to work on your communication, this is...
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PBTO - The Art of Leadership with Pankaj Rusia
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this first episode of a new series, which will be focused on leadership, we host a practicing leader - Pankaj Rusia. He currently works for SAP as the Head of Customer Success for the SAP HR Cloud business are and is based out of Singapore. As the Head of Customer Success for SAP South East Asia, he is on a mission to make customers look great in front of their leadership, employees, and managers, and to help them get the best out of their SuccessFactors solutions. In this wide ranging conversation, he shares his insights on leadership. WE cover many things including the following: The...
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PBTO: Mindsets to Become a High Performing Leader
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
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What sort of Leader do you want to be with Lisa O'Neil
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
This the first episode of the current season of my podcast - Pushing Beyond the Obvious and I am super happy and excited to kick off the season with none other than . She is a self described energy and human expert. In this wide ranging conversation about energy and leadership, she shared a lot of great insights on leadership. Here are some of my takeaways from the conversation: She shared insights about the importance of knowing ourselves. If we do not know what kind of a leader we want to be, how would our team know. In order for our teams to perform at their best, they need to know exactly...
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All about Performance Management with Stacey Barr - The Performance Measure Specialist
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this episode of Pushing Beyond the Obvious, we host Stacey Barr - The Performance Measure Specialist. She Stacey is a specialist in strategic performance measurement and evidence-based leadership. Stacey specialises in using practical performance measurement as the catalyst for creating a high-performance culture that achieves measurable success. She is also the creator ot PuMP®. is a performance measurement methodology that routinely transforms measurement cynics into its greatest advocates. In this wide ranging conversation, we cover: 1. What is the definition of a KPI? ...
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Radical Product Thinking with Radhika Dutt
Pushing Beyond the Obvious - Helping Entrepreneurs Succeed
In this episode, we speak to Radhika Dutt, the author of the book - Radical Product Thinking.
info_outlineWho is on the show:
In this episode, we host Jill Konrath. As a business-to-business sales expert, Jill’s ideas and insights are ubiquitous in multiple forums, both on and offline.
Jill’s newsletters are read by 125,000+ sellers worldwide. Her popular blog has been syndicated on numerous business and sales websites.
Why is she on the show:
She was recently named one of the most influential people on sales by LinkedIn, among many other recognitions.
What did i learn in this episode:
As sales professionals, we are constantly busy and we are to find time on ever more busier executives so we can position ourselves as someone who can add value to them and their business.
We do a lot of our work online (from checking our emails to researching our clients and their social profiles to reading more about the financial results of our customers. And some of the most brilliant minds in our era are working tirelessly to keep us hooked on their products by using findings from neuroscience research.
When we add both of the above, it is extremely difficult to not get lost in the rabbit hole that is the internet.
Some things that Jill recommends:
No notification policy: Notifications are one of the most important way that we get distracted and sucked into rabitholes. So, the first thing to do to gain our time & focus back is to remove all notifications. I only have notification for when either my wife or my boss reaches out to me.
Batch our work: She recommends that it is easier to focus and we become a lot more productive when we batch our work. Fixed time for emails. Fixed time for online research and so forth.
Shut down the distractions: As sales professionals, we need to be able to think deeper and find insights. The ability to shutdown our gadgets and thinking deeply is important to refresh our brains. We need to give our brains some rest.
Focus: Think about and decide what is the one thing that we can do today/this week that will have the biggest impact and focus on accomplish that.
Learn how to work in a digital world: As a species, we have not evolved to deal with the digital world. And this is not going to go down but only going to get worse. So, we need to consciously learn how to live and work in a digital world.
Take a break: The higher level thinking which is required in order to connect with different thoughts, identify patterns and gain insights require that we take breaks so that we can replenish & rejuvenate our brains. Work on 50 - 10 mins bursts - 50 mins work followed by 10 mins of active break (walk, drink water, stretch, etc).
Work on what matters: With the time saved by becoming more productive, we as sales professional can continue to do more high value activities and self development.
Unclogging our pipeline: So much of deals or opportunities are in our pipeline because we hope that they will happen. Just like it is important to be more intentional and focused on our time, we need to be as focused and intentional about keeping our pipeline unclogged. By unclogging our pipeline, we can find common themes among the opportunities, thereby helping us address these concerns. Another high value activity.
Best Prospects are the one's undergoing change: The best prospects who will be open to change are the one's that are already going through some kind of flux. This change makes them more open to challenging the status quo.
Overcoming Overwhelm: By becoming more focused and productive, we can use the time we save to not only do high value activities but also help our customers by giving them information that can help them overcome their overwhelm.
Best part of her job: Solving challenging, complex, sales problems.
Biggest challenge of her job: Difficulty to decide which ideas to go after.
Whats on her bucket list: Iceland.
Recommendation: Hidden Figures, the movie
What superhero would she be: Jill, the time master
What is so obvious to her which people miss all the time: Overwhelm is the biggest problem at the root of almost every challenge.
2 action recommendation: Minimise distractions. Find out your own ways to avoid and minimise distractions. There no hacks, only lasting change.
Where can you connect with her:
You can find all her great work on her website - www.jillkonrath.com and on LinkedIn. You can buy her latest book here.