The Speaking Show with David Newman

Episode 86: Wes Schaeffer

The Sale Whisperer with Wes Schaeffer

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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!
 

In This Episode, You'll Learn...

  • Becoming The Sales Whisperer
  • Going back to corporate
  • Sales training and sales automation
  • Developing his product suite
  • Why longer term training produces better results
  • Getting into more scalable offerings
  • Maintaining client relevance
  • The process of writing ‘The Sales Whisperer Way’
  • Choose who to lose
  • Be observant and adjust your sales accordingly
  • What’s next?

 

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Episode 85: Steve Foran

Gratitude at Work with Steve Foran

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Steve Foran talks about the power of gratitude and how it can greatly affect your business, workplace culture, client relations, and personal life in a positive way! Steve tells us how he applies genuine gratitude towards his referral and follow up strategies as well as prospecting and through the courses and workshops he provides!
 

In This Episode, You'll Learn...

  • What he did when struggling in the early part of his business
  • The Verbal Business Card
  • Ongoing relationship building
  • Identifying prospects
  • Referral and follow up strategies
  • Breaking through the ‘cynical shell’ towards gratitude
  • Working with Steve as a business owner
  • Difference between a gift and a transaction
  • Don’t expect anything in return when offering gratitude
  • The power of gratitude in the workplace
  • Overview of Steve’s courses

 

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Episode 84: Mark Stiving

Pricing Secrets with Mark Stiving

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Mark is a pricing expert. Here's some proof:
Ph.D. in pricing from UC Berkeley
Wrote a book on pricing in 2011
Blogs on pricing ongoing since 2008
Taught pricing since 1997 for Universities and companies
Worked as a pricing executive
Coached hundreds of companies on pricing

Mark sits with David to discuss the topic of pricing yourself out as a speaker! They cover many different practices and situations involved in pricing, including profit vs non-profit clients, the state of the economy, considering logistics, and much more!
 

In This Episode, You'll Learn...

  • What many need to know when pricing
  • Value based pricing
  • How pricing impacts the perception of what is being bought
  • How people easily mess up well proven practices with pricing
  • Your fee is a filter for desired clients
  • Having a value conversation
  • No one argues with their own data
  • Price segmentation
  • When someone says yes, stop negotiating
  • Why you should offer a ‘good’, ‘better’, or ‘best’ offer
  • A ‘Will I’ decision
  • Offering complimentary services
  • Why Mark aims for a premium market
  • Getting paid for ‘free’
  • Price changes based on economic status
  • Using LinkedIn for prospecting
  • Working with Pragamtic Marketing

 

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Episode 83: Theresa Hummel-Krallinger

The Stand Up Trainer with Theresa Hummel-Krallinger

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Theresa Hummel-Krallinger, known for her humorous and interactive presentations, is a seasoned trainer, speaker, coach, culture maven, and professional stand-up comedian. Past-President of Greater Philadelphia ATD and Blue Bell Toastmasters, she currently serves on the non-credit faculty at Temple University, teaching courses in business communications and leadership. She also moderates “Meet the Author” at the Pyramid Club, a monthly program for business book discussions.

Theresa shares with us her experience in building her business, becoming a stand-up comedian, working on a TV show, and coming back into the corporate world after spending some time as an entrepreneur!
 

In This Episode, You'll Learn...

  • Joining ASTD
  • Starting her business
  • Some advice to speakers who want to do more training/trainers who want to do more speaking
  • Know yourself and your expertise
  • Going back to corporate
  • Applying and separating her comedy and business
  • Some traits of a great comedian
  • The Toastmasters training for speakers
  • Future plans
  • Counter Culture TV Show

 

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Episode 82: Andrew Tarvin

Humor That Works with Andrew Tarvin

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Andrew Tarvin is the world’s first Humor Engineer teaching people how to get better results while having more fun. He has worked with 35,000+ people at 250+ organizations, including Microsoft, the FBI, and the International Association of Canine Professionals.

He is a best-selling author, has been featured in The Wall Street Journal, Forbes, and FastCompany, and his TEDx talk has been viewed over 4 million times. He has delivered programs in 50 states, 20 countries, and 1 Planet (Earth). He loves the color orange and is obsessed with chocolate.

Drew talks to David about how he utilizes humor towards his business, what roadblocks he came across, and how it has expanded his clientele as opposed to restricting him in one box!
 

In This Episode, You'll Learn...

  • Initial activities when making the jump to starting his own business
  • Hard skills vs. Soft skills
  • His latest book and how he hopes it will affect his business
  • How blogging and writing articles can clarify thoughts
  • Why people are afraid to use humor in the workplace
  • The five skills you should have as a business
  • The importance of simplicity
  • How Drew finds new prospects
  • How specializing in humor expanded his niche
  • What his TEDx appearance has done for his business
  • Why you should build a sustainable business for your message

 

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Episode 81: Joel Block

Stop Hustling Gigs with Joel Block

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A money business insider, Joel’s a long-time venture capitalist and hedge fund manager (gobbledygook for professional investor) who lives in a Shark Tank world like on TV. Since selling his publishing company to a Fortune 500, Joel keynotes conferences worldwide, helping to enhance stakeholder value by delivering business strategies and the inside track on money, success, and significance to business executives and their teams.

Joel sits with us on The Speaking Show to steer us away from the gig-to-gig mentality, making it easy for customers to return to you, and how important it is to know how to sell yourself to the right customers!
 

In This Episode, You'll Learn...

  • Joel’s first turning point in his career
  • Owning your clients
  • What a ‘Revenue Octopus’ is
  • Making it easy for customers to return to you
  • Sell nouns
  • Be reassuringly expensive
  • Work with people who have the money to pay you
  • How important it is to have an ability to sell
  • Structuring your deal properly

 

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Episode 80: Doug Devitre

Living in a Voice First World with Doug Devitre

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Doug Devitre, CSP gives us a head start on the rising ‘voice first movement’ and how you can potentially beat the rush to utilizing Amazon’s Alexa for your speaking business before it gets too crowded! From publishing apps to creating specific skills! Doug also tells us why we should be focusing on technology like Alexa in the first place and how it can be monetized!
 

In This Episode, You'll Learn...

  • The ‘Voice First Movement’
  • Using Alexa Blueprints
  • Publishing your app on Alexa
  • Monetizing Alexa
  • Is Alexa at risk of saturated and outdated content?
  • Using Alexa on stage as a speaker
  • Why you should focus on Alexa for your speaking business
  • Industries that would benefit from Alexa the most
  • Pivoting your business towards the ‘voice first’ world
  • Voice-to-voice book?

 

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Episode 79: Julie Holmes

Innovation Nation with Julie Holmes

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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!
 

In This Episode, You'll Learn...

  • What is an ‘innoventreprenuer’?
  • Getting into the innovation niche
  • Productizing and packaging her topics
  • Handling program customization requests
  • The ‘Little Big Bang” program
  • Handling sales or customer service questions
  • The ‘Little Big Bang-a-thon’
  • Maintaining balance with putting out a product
  • Outlining a program before building it
  • Echo the Wonder Dog!

 

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Episode 78: Cynthia Zhai

Influence Through Voice with Cynthia Zhai

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Cynthia is a Voice Coach, Speaker and Author. She has helped business professionals and professional speakers from 46 countries across 5 conti- nents with their voice to speak with impact and conviction, engages and in- spires people to embrace change and take action.
 
Cynthia has been a professional speaker and coach for the past 17 years and her engagement spans 4 continents in countries as U.S., Finland, The Netherlands, Argentina, Singapore, Malaysia, Hong Kong, Macau, mainland China, India, Brunei, Vietnam and The Philippines.

Cynthia and David discuss some of the techniques and best practices towards developing a more confident and authoritative voice! Some of the techniques include properly projecting your voice, proper breathing, and resonance.
 

In This Episode, You'll Learn...

  • About becoming a speaking coach
  • Is a great voice a gift or a learned skill?
  • Do you need a big voice?
  • Enthusiasm comes in different forms
  • Prepping your voice for a presentation
  • When you no longer need vocal exercises
  • How to know when your voice is working for or against you
  • The importance of forming habits with these techniques
  • ‘Kung-Fu Breathing’ technique
  • ‘Rolling Forward’ technique
  • Resonance
  • Vocal fry
  • Projecting authority without yelling
  • Preventing voice loss

 

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Episode 77: David Wolf

Audiobook Domination! with David Wolf

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For more than 32 years, David Wolf has been the creative director, music composer and/or producer of content for radio, TV, film, podcasts, audiobooks and multimedia. He’s been hosting the Smallbiz America Podcast since 2005, now syndicated coast to coast on BizTalk Radio Network and on Smallbiz America Radio.

David Wolf gives us an overview of the audiobook production process on the front-end and back-end. He also talks about the continuing growth of the audio market and how it could help your business as a speaker and author.
 

In This Episode, You'll Learn...

  • How David got into the audiobook industry
  • Audio as a media for your business
  • The audiobook process for self-published authors
  • Meeting ACX requirements
  • The post-production process
  • The do’s and don’ts of making an audiobook
  • Exclusive vs. Non-exclusive deals with iTunes or Audible
  • What’s the ROI in audiobooks?
  • Receiving revenue for audiobooks
  • Translating from print or e-book to audio
  • Traffic drivers for your audiobook
  • The continuing growth of the audio market
  • What to consider when launching an audiobook
  • The importance of ratings and reviews

 

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