Cele mai bune Northwestern Mutual podcast-uri (2024)

1
246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) 36:56

19h ago36:56

36:56

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…

1
Episode 12: Loan Servicing 8:43

1d ago8:43

8:43

In this episode, Gabe dives deep into the world of reverse mortgage loan servicing. 💡 Ever wondered what happens when your loan servicing gets transferred to a new servicer? How does it affect you? What should you expect during the transition? How you get access to the funds in your Line of Credit (LOC)? Or complete your Annual Occupancy Affidavit …

1
Rajendra Kadam, SVP, Health Plan Operations & CIO at Liberty Dental, joins CIO Leadership Live from Foundry's CIO100 event 9:56

8h ago9:56

9:56

Watch Rajendra Kadam, SVP & CIO at Liberty Dental Plan, on #CIOLeadershipLive with host Lee Rennick as they discuss his award-winning #CIO100 project and how preventive care management transforms healthcare operations to keep costs low. Tune in for valuable insights from the CIO100 event!De către IDG

1
245 (Sell) Winning Competitive and Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

3d ago40:28

40:28

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…

1
The BURN within the NFL: 14 Examples of The STANDARD 32:31

14h ago32:31

32:31

This week on #theburnpodcast we’re brining YOU a very special episode. Over the last 6 seasons of the show we’ve had some INCREDIBLE conversations with players and coaches from within the NFL. Now that the NFL season is about to kick off we wanted to highlight some those conversations. This highlight episode is packed full of stories, lessons, and …

1
Hall of Fame: Nick Casale 39:31

4d ago39:31

39:31

FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …

1
244 (Lead) Fixing Underperforming SDR Teams & Reps (Ken Amar, Agoge Prospecting School) 38:26

8d ago38:26

38:26

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…

1
243 (Sell) Mixing in Other Channels With Cold Calls (Sara Uy, Pareto) 35:52

10d ago35:52

35:52

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…

1
The one with CX in Ghana - Kojo Hayford, Founder CEO at eSAL E181 33:38

4d ago33:38

33:38

🎤🎞️A new CX Passport country! “The one with CX in Ghana” with Kojo Hayford, Founder CEO at eSAL LLC in CX Passport Episode 181🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 1:22 The state of customer experience in Ghana and Africa 5:16 Understanding cultural and linguistic diversity in Africa 9:27 Opportunities in content management and mod…

1
Empanadas and Home Security: How Employee Experience Shapes Customer Loyalty 18:38

10d ago18:38

18:38

In this episode of CX Decoded, Dom Nicastro, editor-in-chief at CMSWire, and Michelle Hawley, senior editor at CMSWire, explore the intersection of employee experience (EX) and customer experience (CX) within the marketing landscape. The episode features insights from Gautam Pantakar, GM of Oldfield, and DeLu Jackson, executive VP and chief marketi…

1
Stop Wasting Days: How to Build Your Daily Life around Intention and Purpose 27:06

9d ago27:06

27:06

In this episode, we're talking about living your life with more intention and ensuring you don't waste a single day. It's about attacking every day with discipline so that the byproduct is winning at very high levels. I'll share a gripping story about Ray Lewis and how a small shift in perspective can lead to game-changing results in YOUR life. If …

1
Hall of Fame: Charles Muhlbauer 35:10

11d ago35:10

35:10

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing b…

1
Mike Aiello, CTO at Secureworks, joins CIO Leadership Live from Foundry's CIO100 event 10:24

11d ago10:24

10:24

Join Lee Rennick at the #CIO100 as she interviews Mike Aiello, CTO, SecureWorks about the award-winning project, Integrated AI for better Security Options and more.De către IDG

1
242 (Lead) Be The Sales Leader Your Reps Need (David Priemer, Cerebral Selling) 39:50

15d ago39:50

39:50

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team a…

1
Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) 51:41

17d ago51:41

51:41

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound SquadDe către Armand Farrokh & Nick Cegelski

1
The one with the total experience - Robby Cloninger VP Consulting, Digital Experience at FPT Software E180 39:08

17d ago39:08

39:08

🎤🎞️Don’t focus on just one piece of the experience in “The one with the total experience” with Robby Cloninger Vice President of Consulting, Digital Experience for episode sponsor FPT Software in CX Passport Episode 180🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 3:03 Digital transformation and breaking silos to improve experience 9:31 Al…

1
Stay Tough Through Any Market Conditions with J.J. Mazzo 33:47

18d ago33:47

33:47

When were YOU your toughest? This week we sit down with J.J. Mazzo talking about staying TOUGH in the hard times. I’ve been fortunate enough to spend some quality time getting to know J.J. through our Standard ELITE Mastermind Group and I can tell you that J.J. LIVES to The Standard. J.J. is an incredible leader and top 100 mortgage professional. H…

1
Hall of Fame: Chase Macaione 39:12

18d ago39:12

39:12

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a h…

1
Sell Playbook: The 5 Most Common Cold Call Objections 11:22

21d ago11:22

11:22

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.De către Armand Farrokh & Nick Cegelski

1
241 (Lead) How to Coach Account Executives on Discovery (Sean Gentry, WebFlow) 36:38

22d ago36:38

36:38

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…

1
Live Book Summary: Cold Calling Sucks (And That’s Why It Works) 58:37

22d ago58:37

58:37

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and NickDe către Armand Farrokh & Nick Cegelski

1
240 (Sell) Parallel Selling to Speed Up Your Deals (Samantha McKenna, #samsales Consulting) 38:54

24d ago38:54

38:54

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …

1
The one with the catalyst (not crusader) - Megan Burns Founder Experience Enterprises E179 34:21

24d ago34:21

34:21

🎤🎞️How to ACTUALLY create impact “The one with the catalyst (not crusader)” with Megan Burns Founder Experience Enterprises in CX Passport Episode 179🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:26 Going from customer rhetoric to ACTION 6:42 Different generations approach to technology 9:27 Don’t prove the ROI of CX? 16:45 Experience le…

1
Understanding Gratitude w/ Shannon and Matthew Missimer 49:30

25d ago49:30

49:30

On this weeks episode of the burn, I am extremely grateful to be sitting down with Shannon and Matthew Missimer. The founders of the Motion of Gratitude and friends for over 15 years. Two of the most genuine and intentional people you will ever meet living a life of significance and gratitude through their movement they call practicing “Gratosis.” …

1
Hall of Fame: Will Padilla Ep. 163 34:58

25d ago34:58

34:58

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-…

1
Sell Playbook: Value Propositions on Cold Calls 12:09

28d ago12:09

12:09

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsDe către Armand Farrokh & Nick Cegelski

1
239 (Lead) How To Avoid Hiring The Wrong Reps (John Sherer, Growth Assistant) 35:08

29d ago35:08

35:08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…

1
238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training) 40:03

1M ago40:03

40:03

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…

1
The one where he unifies CX - Adam Powers CX #OpenToWork E178 31:23

1M ago31:23

31:23

🎤🎞️This month’s CX #OpenToWork seeker in “The one where he unifies CX” with Adam Powers in CX Passport Episode 178🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:06 Unifying CX design across various aspects and industries 4:00 Improving customer experience through unification and collaboration 11:43 Customer Experience pushback and testing…

1
Justin Gatlin: From Olympic Gold to Coaching the Next Generation 31:48

1M ago31:48

31:48

On this episode of The Burn Podcast, I'm fired up to sit down with Justin Gatlin, Olympic gold medalist, world champion sprinter, and now a highly sought-after coach and mentor. In this powerful conversation, we dive into the world of elite athletics, exploring the mindset, dedication, and resilience required to reach the pinnacle of success. Justi…

1
Hall of Fame: Sara Plowman Ep. 196 39:04

1M ago39:04

39:04

FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your con…

1
Sell Playbook: Cold Call Openers 9:00

1M ago9:00

9:00

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsDe către Armand Farrokh & Nick Cegelski

1
237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium) 27:11

1M ago27:11

27:11

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing…

1
236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo) 39:38

1M ago39:38

39:38

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…

1
The one with the customized resiliency kit - Sangeetha Rai VP Customer Success Northwestern Mutual E177 38:08

1M ago38:08

38:08

🎤🎞️AI will require employee resilience “The one with the customized resiliency kit” with Sangeetha Rai Vice President Customer Success at Northwestern Mutual in CX Passport Episode 177🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:34 Employee resilience in face of AI-driven change 7:39 AI's role in customer service, balancing digital solu…

1
Ed Mylett: What all UNCOMMON Leaders have in Common 49:28

1M ago49:28

49:28

Ed Mylett is one of the world’s leading authorities on Leadership and Mental Toughness and I am honored to call him a good friend and mentor. With the 3rd annual Mental Toughness Forum right around the corner I have been diving deep into my notes and thoughts around the topic and we wanted to to something special this week on the show and revisit o…

1
Hall of Fame: Ryan Reisert Ep. 6 31:18

1M ago31:18

31:18

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…

1
235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan) 38:52

1M ago38:52

38:52

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday fo…

1
Episode 11: Transforming Real Estate with John Garner of Freemodel 23:55

1M ago23:55

23:55

Episode 11: Transforming Real Estate with John Garner of Freemodel Join us for Episode 11 of the Live for Today, Plan for Tomorrow Podcast, hosted by Gabe Bodner. In this episode, we have the pleasure of welcoming John Garner, Co-Founder and CEO of Freemodel. John brings his extensive experience and innovative approach to real estate to discuss how…

1
Mind and Machine: Two Paths to Marketing Mastery 17:32

1M ago17:32

17:32

We cover today the convergence of humanity and technology in today’s marketing landscape, featuring insights from Karna Crawford, CMO at Marqeta, and Tom Wentworth, CMO at Recorded Future. In this episode, Karna shares her insights on how to bring a little bit of humanity into B2B marketing — while still getting all the benefits of modern-day techn…

1
234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow) 39:27

1M ago39:27

39:27

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…

1
The one with the epochal growth - Sarah Caminiti Head of US Customer Service at abcam E176 36:54

1M ago36:54

36:54

🎤🎞️This episode gets DEEP and REAL in “The one with the epochal growth” with Sarah Caminiti Head of US Customer Service at abcam in CX Passport Episode 176🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 1:27 What is Epochal Growth? 3:11 The purpose of leadership in customer experience 5:48 How to create the RIGHT kind of CX team 11:00 Why is…

1
S4 EP64: Driven to help high-performing insurance people succeed - Nick Hoadley, CEO, Insurance Search 32:41

1M ago32:41

32:41

“DE&I is one of the biggest challenges for the industry. For a lot of our clients in the US, it's one of their biggest priorities”, says Nick "Before we engage with a client, we really want to make sure they're set up for diverse candidates. It's so important for us as an insurance executive search firm, that if we move someone who's very successfu…

1
Miami Dolphins Director of Player Engagement, Alexander Martin 29:53

2M ago29:53

29:53

This week on The Burn Podcast, I’m thrilled to sit down with, Alexander Martin, in a great conversation that dives into transitions, relationships, and player engagement. Alexander shares his journey of unexpected opportunities that led him to impact student athlete development at the University of Miami and his role in player engagement. We discus…

1
From Hurricane Sandy to COVID-19: Leadership Lessons from Former Guardian Life CEO Deanna Mulligan 28:44

2M ago28:44

28:44

Join us as we sit down with Deanna Mulligan, CEO of Purposeful and former CEO of Guardian Life Insurance Company, to uncover her inspiring journey and unwavering passion for helping people. From the profound messages in her bestselling book "Higher Purpose" to the real-world lessons learned during Hurricane Sandy, Deanna reveals how preparing emplo…

1
Hall of Fame: Talha Husayn Ep. 119 33:00

2M ago33:00

33:00

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X]…

1
Sell Playbook: The Ultimate Cold Calling Masterclass 1:00:51

2M ago1:00:51

1:00:51

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it …

1
233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon) 38:57

2M ago38:57

38:57

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can…

1
232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC) 44:55

2M ago44:55

44:55

TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions …

1
The one with the hidden customer revenue - Anita Toth | The Hidden Revenue Hunter E175 32:56

2M ago32:56

32:56

🎤🎞️We’re going on a treasure hunt “The one with the hidden customer revenue” with Anita Toth | The Hidden Revenue Hunter in CX Passport Episode 175 🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 1:49 - Anita's Origin Story in CX 4:21 - Addressing Cost-Cutting and Hidden Revenue 6:54 - Impact of Cost-Cutting on Customer Experience 8:35 - Tac…

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