303: Why Sales Is Leadership and Leadership Is Sales

In your leadership role, do you see yourself as a salesperson? Mark Hunter makes the case that leadership and sales are the same. You’ll agree that they are when you hear Mark’s definition of those words. It’s just one of many writer-downers in this episode!

Mark Hunter is known as “The Sales Hunter,” and he’s recognized as an expert in sales. He is a member of the Sales Hall of Fame. He’s the author of High-Profit Prospecting, High-Profit Selling and most recently, A Mind for Sales, which was the focus of this conversation.

Mark spent more than 15 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force.

Mark’s passion for sales has allowed him to consult and speak on 5 continents and 28 countries. He is on a mission to have each person he meets see sales the way he does. Clients range from Samsung, BP, and Kawasaki to small start-ups. No matter their size, they all value Mark’s engaging style and specific strategies that deliver results.

You’ll discover:

Why Mark says you cannot lead anyone until you first lead yourself
What made his manager at McDonald’s one of the most memorable leaders Mark ever worked for
The positive words Mark associates with EGO
How Mark defines charisma—and what it looks like in action
The 3 greatest assets a leader has, if used well

Watch the episode:

Mark’s Resources

Website

The Sales Hunter

Books

A Mind for Sales: Daily Habits and Practical Strategies for Sales Success

High-Profit Prospecting

Connect with Mark

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291: A CEO’s Vision for Creating Healthier Communities

Did you know that two communities only 5 miles apart can have a 20-year difference in life expectancy? That’s a reality in the United States, and Dr. Jean Accius is committed to changing that drastically so everyone has the same opportunity for a longer, healthier life. This topic is just one of many we explored in this deep, meaningful conversation with an exceptional CEO and human being. You’ll be fascinated with Jean’s journey and the compelling stories he shares that illustrate his brilliance as a leader.

Jean came to the United States as an immigrant from Haiti when he was four. Today, he is the President and CEO of CHC: Creating Healthier Communities. Before that, he spent more than 15 years at AARP, the nation’s largest nonprofit, where his most recent position was Senior Vice President of International Affairs and Global Thought Leadership.

Throughout his career, Jean has focused on addressing barriers to health and health equity and creating solutions that ensure people have longer lives with more time to learn, earn, and be with their loved ones.

You’ll discover:

Jean’s experiences in his leadership journey that shaped his approach today
The distinctions Jean makes between drive vs driven and success vs significance
How leaders can step back to allow others to step up
Effective ways to get buy-in for a project or a vision
The importance of understanding Interdependence in getting things done

Watch the episode:

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Website

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261: A Time to Lead: Mastering Your Self

A lot of emphasis is placed on leadership behaviors, but it all starts within. What must a leader do to master Self? In this value-packed conversation with Craig Dowden, you’ll learn about the 7 areas included in his best-selling book, A Time to Lead: Mastering Your Self…So You Can Master Your World. Craig unpacks what leaders can do in each of these areas to prepare themselves to be more effective in their roles.

Craig is a highly respected executive coach with the Forbes Coaches Council as well as an award-winning speaker who delivers interactive, evidence-based workshops that translate the science of leadership, team, and organizational excellence into everyday practice.

His podcast, Do Good to Lead Well, which is based on the title of his first bestseller, is rated in the top 0.5% of podcasts in the world. Each week, Craig speaks with top CEOs, fellow bestselling authors, and global thought leaders to share their experience and expertise with his audience.

Craig has been a regular contributor to, and featured expert in, top-tier leadership and business publications including Forbes, Fast Company, the Financial Post, the Huffington Post, Financial Times, the Globe and Mail, and Psychology Today.

You’ll discover:

The top 2 areas of self-mastery that most leaders struggle with
Why a growth mindset is the foundation for all the other areas
The importance of recognizing and mastering your emotions
What you must do before asking someone to give you feedback
Some cautions and guidelines around authentic leadership

Watch the episode:

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Craig’s Resources

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Craig Dowden

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A Time to Lead: Mastering Your Self…So You Can Master Your World

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224: Turning High Achievers into Trusted Leaders

When high achievers get promoted, they actually need to learn to be leaders in four different areas: Up, Across, Team and Self. Mark J. Silverman describes how he works with Rising Leaders to raise their awareness—and effectiveness—in each of these situations. You’ll get practical tips on what to say and do to achieve the results you and the other person want.

When he was working for fast-growing tech startups, Mark generated more than $90,000,000 in sales. He achieved this by bringing together teams of executives and technical leaders to close complex multimillion-dollar sales. Mark has experienced, first hand, the pressure of the ‘hustle and grind’ culture along with the unique challenges of the “C-Suite.” This experience, together with his years of training as a coach and facilitator, helps his coaching clients create sustainable and lasting success in all areas of their lives.

You’ll discover:

The 4 areas of responsibility that Mark coaches leaders around
Why Mark starts with Leading Up instead of Leading Self when coaching his clients
How to respond to a visionary boss without using the word “No”
The power of creating an Empathy Map to better understand your boss, a colleague or a member of your team
How to adopt a “coopetition” attitude when working with peers

Watch the episode:

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Mark’s Resources

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Mark J. Silverman

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Only 10s 2.0

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187: How to Live a Legendary Life

What’s it like to be bullied and abused as a kid, end up in jail for beating up someone, and later decide to create a Legendary Life Movement? That’s just a slice of Tommy Breedlove’s life.

Tommy emerged from those early experiences stronger and determined to change his life. He went on to have a 20-year corporate career at one of the largest financial consulting firms in the world. And then…at the top of his career, Tommy experienced a transformational moment that inspired him to walk away from the corporate world and follow his true calling…to empower others to build and live Legendary Lives.

Tommy is the Wall Street Journal and USA Today Best-Selling Author of the Book, Legendary. He’s also the Founder of the Legendary Life Movement… a movement that empowers driven people to be Pros in Leadership, Business, Mindset, & their Relationships. You’ll be inspired and motivated to take action as you hear him share specific steps you can take to build your own legendary life.

You’ll discover:

What the word Legendary means to Tommy…and why he chose it
Why self-leadership is the starting point for all personal development
The question one of Tommy’s mentors asked him that became an ah-ha moment in his life
3 things you can do every day to build a practice of gratitude in your life
3 actions you can start taking today to become legendary at work, no matter what your title

Watch the episode:

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Tommy’s Resources

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Legendary

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