Pocket Sized Pep Talks
342 episodes - English - Latest episode: 5 days ago -Join five-time bestselling author Rob Jolles as he takes to the mic, interviewing fascinating guests, and providing his own, unique commentary to provide simple, pocket-sized messages. If you want to be informed, while being entertained, inspired, and motivated, this show is for you!
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Episodes
The Art Of Disagreeing
May 29, 2024 13:00 - 6 minutes - 6.38 MBAt an early age, we’re taught that it’s healthy to disagree. It’s a sign of maturity, and a sign of healthy personal or corporate relationships. In this quick, seven-minute Pocket Sized Pep Talk, I'll remind you that HOW we disagree can be the difference between a healthy relationship and a dysfunctional one.
Conviction Marketing
May 27, 2024 12:10 - 39 minutes - 35.8 MBIn this Pocket Sized Pep Talk, you'll learn: How most of the lessons taught are basic tactics that are meant for beginners. Specific examples of tactics left out of the basic tactics being taught. Something Kelly refers to as "Kairos." What is it and what it mean to step into your Kairos moment. Why so many entrepreneurs inadvertently create their own glass ceiling. How to expand your capacity as a leader, so you don’t fall into that glass ceiling trap. The concept of Conviction M...
Remembering That More Is NOT Better
May 22, 2024 13:00 - 5 minutes - 5.35 MBI’m going to guess that many of you accept the notion that “more” is always better. Some money is good, but “more” is better. After all, one lobster tail is good, but two or three are better. It’s good to have a few good friends, but having “more” friends is even better. In this quick, six-minute Pocket Sized Pep Talk, I'll share with you the reasoning behind my firm belief that when it comes to persuading others, “more” may create “more” challenges then benefits.
Aligning Personal Ethics With Selling
May 20, 2024 12:05 - 51 minutes - 46.9 MBIn this Pocket Sized Pep Talk, you'll learn: Stacey's personal journey that led her to recognize how important it is to be in alignment with what you are selling. Stacey's Alignment Marketing Formula. Why sale reps and sales managers struggle with alignment. Some of the problems that a salesperson will face when they are out of alignment with what they are selling. How you can navigate through the realization that your values or beliefs aren't aligned with the products or services y...
The Power Of Pausing When Presenting
May 15, 2024 13:00 - 5 minutes - 5.37 MBIt’s clear that in the right moment, a pause can be just what’s needed in a conversation. But did you know that a pause can be powerful in a presentation as well? In this quick, six-minute Pocket Sized Pep Talk I’ll explain to you just how important and powerful pausing can be.
Selling From The Creative Side
May 13, 2024 12:10 - 38 minutes - 35.4 MBIn this Pocket Sized Pep Talk, you'll learn: When Jim started his career path, and get ready because it was early on! Despite all Jim's success, he struggled with a classic sales question, “Why can’t I get people to do what I do?” He'll tell you how that led him into the fundamental differences in the way people were “wired.” and that led you to the creation of the Consistency Chain project. A product Jim invented that just about everyone in has used in some way or another. I was usi...
How To Handle High Pressure Situations
May 08, 2024 10:51 - 5 minutes - 5.21 MBIt seems that, far too often, we are placed in high-pressure situations, and these situations bring with them consequences. To succeed, we need to be able to control our emotions and be truly in the moment. What if there was a way to maximize your performance and calm your emotions? I believe there is, it requires a different kind of focus, and in this quick, six-minute Pocket Sized Pep Talk, I’ll tell exactly what it is!
Disrupt-Adjust-Evolve-Change
May 06, 2024 13:00 - 38 minutes - 35.3 MBIn this Pocket Sized Pep Talk, you'll learn: How Steve leads a team that has so many different personalities, and cultures. How Steve not only works in a business that is constantly evolving, but his best advice on how to lead during these kind of times. The many forms his leadership can take, from talking to his leadership team, addressing clients, or speaking at a town hall events where his entire department is present. A few common process moves he makes when taking a leadership rol...
The Single Best Advice For Presentation Preparation
May 01, 2024 13:00 - 6 minutes - 5.75 MBThe world of acting and the world of presenting frequently cross paths. It was the director of a show who taught me a fundamental and invaluable approach to preparation. In this quick, six-minute Pocket Sized Pep Talk, I'll share it with you, because it's the single best preparation tip I ever learned for a presentation, or any interaction that requires preparation!
The ABC's Of Closing
April 29, 2024 13:00 - 54 minutes - 50 MBIn this Pocket Sized Pep Talk, you'll learn: Ben's take on whether or not you need to close to make the sale. Spoiler Alert: It rhymes with, "press!" Why salespeople obsess over closing as much as they do. Ben's opinion of whether we really should, “Always be closing.” Ben's favorite trial closes... and some of Rob's too! A few myths he would like to dispel about closing. The importance of transitioning to closing. To Learn More About This Guest: Email: [email protected] Free...
How To Measure Your Communication Skills
April 24, 2024 13:00 - 6 minutes - 6.05 MBI was never the greatest chess player, but I sure have become a fan of the clock they use to time their games. In this quick, seven minute Pocket Sized Pep Talk, I'll tell you how an obscure, little device can provide a unique approach to measuring how effectively we communicate.
Tips From A Born Salesman
April 22, 2024 13:00 - 36 minutes - 33.4 MBIn this Pocket Sized Pep Talk, you'll learn: Brian's views regarding the belief that anyone can sell. A brief look at what Brian sold, and the steps he took to innovate. How Brian learned about taking care of clients, and what he does to make sure that point continues to be drive home. His secret sauce as a businessman. Spoiler Alert: involvement in the community has a LOT to do with it! What he learned about running a business as an entrepreneur. What he would do differently if he ...
Being A Bit OCD'ish
April 17, 2024 13:00 - 4 minutes - 3.72 MBHave you ever sat back and thought about the number of habits you have, and the purpose of each habit? I’m a person who believes that logical habits make sense, and they can have a dramatic impact on our success. In this quick, four-minute Pocket Sized Pep Talk, I’ll tell you how being a bit, "OCD'ish" can provide a level of discipline that can actually work for you.
Data And Diagnosis Driven Selling
April 15, 2024 13:00 - 43 minutes - 39.6 MBIn this Pocket Sized Pep Talk, you'll learn: If you’re in sales, or manage a sales team, you’ve had your share of training. But just how much of that training was dedicated to how your prospect wants to buy, not how you think they want to buy? Mark discusses how AI can separate facts from feelings. How the integration of AI technologies improve data-driven selling strategies in the business-to-business Software-as-a-Service space. Some examples where AI has demonstrated significant suc...
Can You Make Someone Funny?
April 10, 2024 13:00 - 6 minutes - 6.27 MBThroughout my career, I’ve been asked to coach some very high-powered professionals on their presentation skills. In this quick, seven-minute Pocket Sized Pep Talk, I'll tell you about one particular request I get, often, and why it has always made me anxious. It involves the most overrated aspect of communication; humor, and if humor doesn't come naturally to you, you're going to want to hear this...
Race Rule In Business
April 08, 2024 13:00 - 44 minutes - 40.8 MBIn this Pocket Sized Pep Talk, you'll learn: A couple of classic mistakes that fall into the unconscious incompetent arena. That means operating in an area where we don't know what we don't know. How her book, Race Rules is helpful for businesspeople, and leaders. Some ways people unknowingly offend business associates of color that can tarnish relationships and derail trust. A few examples or comments white people say that unintentionally offend or annoy clients and business associates...
The One Thing An Audience Won't Forgive
April 03, 2024 13:00 - 6 minutes - 6.3 MBHere’s a little known fact: I am not a fan of Matthew Broderick. It has nothing to do with his movies or his personal life. This issue is based on something I personally witnessed on a Broadway Stage some years ago. In this quick, seven-minute Pocket Sized Pep Talk, I'll tell you the mistake he made, why it's something only an amateur would do, and why neither you, nor any professional performer must NEVER do!
A Women's Guide To Claiming Space
April 01, 2024 13:00 - 49 minutes - 45.6 MBIn this Pocket Sized Pep Talk, you'll learn: Eliza's incredible backstory, and get ready because it's so extraordinary when People Magazine interviewed her, Eliza's story was so jaw-dropping that the legal department asked for documents to prove it actually happened! What exactly does it mean to Claim Space. The five key behaviors that supports, as she call them, “Space Claiming Queens." What an anti-mentor is. Why it's critical for women to lift up and support other women! To lear...
The Communication Shot Clock
March 27, 2024 13:00 - 5 minutes - 4.69 MBWhen you watch a professional basketball game, you’ll see a fast paced sporting event. One reason for this is that the players are forced to shoot the ball within a specific time period. In this quick, five-minute Pocket Sized Pep Talk, I’ll tell you how we can apply this same technique to the way we communicate with others.
A Guide To Overcoming Adversity
March 25, 2024 13:00 - 46 minutes - 42.6 MBIn this Pocket Sized Pep Talk, you'll learn: Jeff's journey that started with what he refers to as a black swan that showed up on a random Tuesday. How you operate in an environment where the majority of what you believe is true, is not. How a leader prepares for, at some point, having to make the choice to stand up for what he or she believes in at considerable career and personal peril. Jeff's belief that everyone operate in their own self-interest and how this can provide key inf...
The Accidental Ugly American
March 20, 2024 13:00 - 4 minutes - 4.13 MBI was hoping to spot a topic for my podcast during my a trip to London and I wasn’t disappointed. That's because I got caught up in an unfortunate case of the, "we don't do it that ways." In this quick, five-minute Pocket Sized Pep Talk, I'll remind you why just because some person, company, or country doesn't do it your way, doesn't make it wrong.
The Impact of AI On The Sales Industry
March 18, 2024 13:00 - 49 minutes - 45.8 MBin this Pocket Sized Pep Talk, you'll learn: The PR problem associated with AI... or is it? How AI works its magic to transform sales processes into streamlined, efficient operations. Examples of what Tom would consider remarkable achievements AI is currently capable of in the realm of sales. What AI innovations Tom's company, Bigly Sales, is crafting to revolutionize the sales landscape. How Tom foresees upcoming regulations impacting the integration and usage of AI technologies within...
Giving Salespeople The Respect They Deserve!
March 13, 2024 13:00 - 5 minutes - 4.62 MBWhy are so many salespeople so nervous about taking pride in the profession they belong to? Could it be because so many of those who don't sell, don't get it either? After listening to this quick, five-minute Pocket Sized Pep Talk, I can promise you, you'll never question the value you provide, and the respect you deserve again!
A Guide To High Performance
March 11, 2024 13:00 - 33 minutes - 30.7 MBIn this Pocket Sized Pep Talk, you'll learn: A working definition for Aaron's concept; The 9th Stratum. What drove Aaron to develop the 9th Stratum. What separates a Performance-based Skill from any other hard career skill. The unusual approach to not just studying high performers, but studying low performers as well. How Aaron would recommend YOU begin using the 9th Stratum to improve your individual performance. A definitive answer to the question, "Can anyone be a high ...
Can A Good Salesperson Sell Anything?
March 06, 2024 14:00 - 6 minutes - 5.57 MBHave you ever found yourself defending the fact you have experience in a particular field, but not with a particular product? It can become a battle to convince others that product knowledge is the most overrated aspect of selling. Yep, I said it! In this quick, six-minute Pocket Sized Pep Talk, I'll tell you how, as an expert witness, I convinced a judge and jury of the same thing.
Are You Worthy?
March 04, 2024 14:00 - 43 minutes - 39.8 MBIn this Pocket Sized Pep Talk, you'll learn: How, despite being a millionaire at 37, one of the top 10 women at Microsoft at 40, launching three, billion dollar businesses, and rising to VP of the largest merger in the history of the US, Jane still struggled with self worth. Her reason for writing the book, which was to inspire others to act with courage and resilience, and to succeed despite being told what they can't, won't and shouldn't do. Jane's simple perspective of success. The...
Mastering The Callback
February 28, 2024 14:00 - 5 minutes - 5.4 MBMy son, Danny Jolles, is a standup comedian, and he told me of a technique he uses that allows him to remind the audience of an earlier joke. His explanation made me smile because professional speakers use this technique all the time. In this quick, five-minute Pocket Sized Pep Talk, you'll learn that the use of this technique in your presentations will provide rewards that will get you a lot more than just laughs!
Becoming A Digital Detective In Sales
February 26, 2024 14:00 - 43 minutes - 39.8 MBIn this Pocket Sized Pep Talk, you'll learn: How with the right technology, and process, you can sell just as effectively digitally as in person. Specific technology you need to support digital sales. How to support digital sales within your company. How to compare the digital sales process with a more conventional, face-to-face process. What skill set is needed for an operation role or job to run digital sales. How the conversion rates and speed within your sales pipelines compares ...
The Real Meaning Of Consensus
February 21, 2024 14:00 - 5 minutes - 5.05 MBIn my previous podcast, "The Cost of Being Right,” I seemed to have stirred up a lot of comments and discussions regarding the courage it takes to let your idea go to support the will of the group. But when do you know when it’s time to let go, and when it’s time to fight for that idea? In this quick, five-minute Pocket Sized Pep Talk, I'll not only answer that question, believe it or not, I'll do it with a four-word filter that will provide you with a litmus test for when you should go along...
Lessons From A Serial Entrepreneur
February 19, 2024 14:00 - 41 minutes - 37.7 MBIn this Pocket Sized Pep Talk, you'll learn: How you can recognize sales opportunities and understand what customers want before they know they want them. What moved Larry to write the book, Take A Chance! 101 Entrepreneurial Life Lessons for Making it Big. Lesson learned it his father’s Ace hardware store in Detroit and some of the entrepreneurial ideas and lessons that experience produced. Thoughts on how to successfully differentiate yourself from the competition. How to avoid the ...
The Cost Of Being Right
February 14, 2024 14:00 - 6 minutes - 6.09 MBThe other day, I met with an individual who reminded me of myself thirty years ago, and it startled me. He relished in the belief that no matter what the consequences might be, you must never back down when you know you are right. In this quick, five-minute Pocket Sized Pep Talk, I'll not only tell you why it made me sad, I'll tell you how dangerous this type of thinking can be.
Building a Resilient Spirit
February 12, 2024 14:00 - 42 minutes - 39.1 MBIn this Pocket Sized Pep Talk, you'll learn: How we keep from listening to our instinct to fight harder, essentially moving back to what is a failing strategy. A definition for the word “resilience” and what makes it different than others. A fascinating conversation around our "survivor mindset, victim mindset, martyr mindset." A heartfelt story about resilience that moved Michele to write about resilience. You mentioned this new concept of “coherent sense of time”; can you talk ...
Why We Role-Play
February 07, 2024 14:00 - 5 minutes - 4.9 MBOver the years, I’ve conducted thousands of training programs and I’ve watched students participate in countless role-play exercises. The lion share of the preparation and stress goes into playing the role of the person utilizing the skills taught. In this quick, five-minute Pocket Sized Pep Talk, I'll let you in on a little secret behind WHY we role-play. Spoiler Alert: I believe some of the most valuable lessons take place when playing the roles that have nothing to do with the actual ski...
Simply Put: Why Clear Messages Win
February 05, 2024 14:00 - 39 minutes - 36.6 MBIn this Pocket Sized Pep Talk, you'll learn: How did this topic found Ben. The difference between sales and marketing. Why so many of us struggle with communicating effectively. How we can we bridge the communication gap. The difference between features and benefits and how it relates to communicating with simplicity. How can we use the concept of focus to better connect with our audience. A couple tools you can immediately put to use to become simpler communicator. To learn more ...
The Art Of Chitchat
January 31, 2024 14:00 - 4 minutes - 4.37 MBHave you ever noticed that some people can walk into a room, and the room seems to warm up around them? They seem to be able to chat with anyone! In this quick, five-minute Pocket Sized Pep Talk, I'll remind you that this phenomenon has less to do with the innate skills they were born with, and more to do with techniques that anyone can learn and master.
Utilizing The Power Of The Enneagram
January 29, 2024 14:00 - 39 minutes - 36.3 MBIn this Pocket Sized Pep Talk, you'll learn: What the Enneagram actually is! What makes it different from other systems. Why and how it can be used to help salespeople. What truly engages, drives and motivates people. How the Enneagram can we used in business to be more effective within our teams and with our customers. What failures and mistakes led Karl to see the importance of this system. A few key lessons he learned somewhere in your journey that had the biggest impact on his ...
Removing The Fog Of Fear
January 24, 2024 14:00 - 5 minutes - 4.73 MBIn 1991, Albert Brooks wrote, directed and starred in a movie that was quietly one of the best movies I’ve ever seen. I embraced the message of this movie. In this quick, five-minute Pocket Sized Pep Talk, I’ll share with you the simple and moving message it delivered. It might just impact how you view your time on this earth.
Treating Your Customers Like Family
January 22, 2024 14:00 - 29 minutes - 27.4 MBIn this Pocket Sized Pep Talk, you'll learn: Sarah's vision of customer care. What attracted her to this particular industry? What’s the most important thing Sarah learned about her industry. What's the most important thing Sarah learned about selling? The fact that Sarah believes, “there’s always a solution.” Her vision of customer care and an example or two of what it means to go the extra mile. What she wished she had known when she first started out. The bonus question:...
Mind Over What Really Matters
January 17, 2024 14:00 - 5 minutes - 4.88 MBI was mentoring a group of people, and at our last meeting, the topic of age discrimination in the workplace came up. In this Pocket Sized Pep Talk I'll let you know the response I gave, and spoiler alert: Rather than whining about it, I took a different approach. If you're struggling with something that you feel holds you back, you will want to listen to this podcast.
Teaching Through Your Actions
January 10, 2024 14:00 - 4 minutes - 4.44 MBThere’s a good chance you never heard of my friend Lieutenant Bill Soper, but the world became a colder place with his sudden passing. In this Pocket Sized Pep Talk I'll not just tell you about my friend, I'll tell about two valuable lessons he taught me... and I’d be honored to share them with you.
Just How Bold Are YOU?
January 08, 2024 14:00 - 52 minutes - 48.5 MBIn this Pocket Sized Pep Talk, you'll learn: What drove Fred to tackle his insecurities and put himself on a path of boldness. The difference between boldness and confidence. Not what, but who stops us most in life. The keys to growing your boldness. The actual neuroscience behind being bold, and a process he call his PRIDE Method. The choices we make, including the choice to be embarrassed. Mentors who assisted and inspired Fred along the way. To learn more about this guest: E...
The Three Levels Of Greed
January 03, 2024 14:00 - 5 minutes - 4.99 MBWhen delivering corporate presentations it’s fairly well known that sometime, somewhere early in the presentation every speaker must address what’s in it for the audience. The problem is different audience members are motivated by different issues. In this Pocket Sized Pep Talk I'll go over a formula for success that will address not just some, but ALL you speak in front of!
How To Sell Unexpected Solutions
January 01, 2024 14:00 - 29 minutes - 27.4 MBIn this Pocket Sized Pep Talk, you'll learn: How this book found its author. The case that needed to be made regarding sustainability and profitability. Yes you CAN be more profitable while focusing on sustainability! How this author sold this concept to the publishing industry. How to sell this and other tough ideas with challenging objections. Information about her co-author, Paul Anastas To learn more: Twitter: https://twitter.com/urvi_bhatnagar?lang=en Email: Urvashi.bhatnagar@...
What Would You Attempt To Do If...
December 27, 2023 14:00 - 4 minutes - 4.23 MBThere’s nothing like getting on a roll and enjoying the temporary invincibility success can bring. Wouldn’t you like to bottle that up and somehow tap into it when things aren’t going as well? In this Pocket Sized Pep Talk I'll go over a solution, because I believe there is a mindset that can do just that!
The Leadership Revolution
December 25, 2023 14:00 - 42 minutes - 38.8 MBIn this Pocket Sized Pep Talk, you'll learn: Why leaders need to be more nimble and open to respond to environments where the rules are constantly changing. Why a "Leadership Revolution" is needed. What is so different now that we need new ways to develop leaders? Pros and cons of Skill Based development. The wave of AI, and it's issues with developing leaders. Two big lessons Lori has learned over 30 years of coaching. To learn more: GUEST PHONE 949-874-9091 GUEST EMAIL l...
The Scourge Of Productivity
December 20, 2023 14:00 - 5 minutes - 4.8 MBHow in the world did we all survive without email? After all, email is easy to use, and comfortable. It’s also one of the biggest killers of time and productivity in the office today. In this Pocket Sized Pep Talks, I'll go over some ways to keep those emails from shifting your focus and derailing you.
Own Your Value
December 18, 2023 14:00 - 40 minutes - 37.2 MBIn this Pocket Sized Pep Talk, you'll learn: How her book, Own Your Value found her! Her views on why people struggle with the word sales, and the profession as a whole. How Jackie responds to the idea that her book is a, "mental broom to clear the clutter from your mind." Tips on how to clear your minds. How Jackie got started. What helps her to keep changing. When you know it is time to change. What one of her secrets is to change. Ways to own your value. One final thought, idea...
A Rate Book And A Pad Of Paper
December 13, 2023 18:00 - 5 minutes - 5.33 MBWe all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. In this Pocket sized pep talk, I’ll tell you about something we did lose as a result of change, and most importantly, lessons we can all learn from it.
Understanding The Value Of Inclusive Language
December 11, 2023 14:00 - 45 minutes - 41.3 MBIn this Pocket Sized Pep Talk, you'll learn: A basic definition of “Inclusive Language” and how it can build trust. How understanding inclusive language can connect with the sales community. Key inclusive language to gravitate to or avoid. Examples of practice exercises contained within the book to set you up for success. “What’s a fact about language you wish more people knew?” Talking is over-rated. Spaces between the words. Three key tips for people who want to make a high-impa...
"This" Makes All The Difference!
December 06, 2023 14:00 - 5 minutes - 4.78 MBIn 2007, FedEx released a commercial that seemed to be an indictment against bosses that steal ideas from their underlings... but I think there's an entirely different message in that commercial. In this Pocket Sized Pep Talk, I'll not only tell you what that message is, I'll tell you how that message can serve us all well. Yep, it all comes down to, "this!" (Watch the episode and you'll see for yourself! https://www.youtube.com/watch?v=zNCrMEOqHpc)