Part 2. Choreograph Your Sales Activities

Breaking BizDev

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1
QUALIFIED: How Competency Checking and Race Collide at Work with Shari Dunn | 284 33:58

منذ 13 يومًا33:58

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33:58

In this episode, we delve into the concept of being "qualified" in the workplace, examining who gets labeled as such, who doesn't, and the underlying reasons. We explore "competency checking"—the practice of scrutinizing individuals' abilities—and how it disproportionately affects underrepresented groups, often going unnoticed or unchallenged. Our discussion aims to redefine qualifications in a fair, equitable, and actionable manner. Our guest, Shari Dunn , is an accomplished journalist, former attorney, news anchor, CEO, university professor, and sought-after speaker. She has been recognized as Executive of the Year and a Woman of Influence, with her work appearing in Fortune Magazine, The Wall Street Journal, Ad Age, and more. Her new book, Qualified: How Competency Checking and Race Collide at Work , unpacks what it truly means to be deserving and capable—and why systemic barriers, not personal deficits, are often the real problem. Her insights challenge the narratives that hold so many of us back and offer practical solutions for building a more equitable future. Together, we can build workplaces and communities that don’t just reflect the world we live in, but the one we want to create. A world where being qualified is about recognizing the talent and potential that’s been overlooked for far too long. It’s not just about getting a seat at the table—it’s about building an entirely new table, one designed with space for all of us. Connect with Our Guest Shari Dunn Website& Book - Qualified: https://thesharidunn.com LI: https://www.linkedin.com/today/author/sharidunn TikTok: https://www.tiktok.com/@thesharidunn Related Podcast Episodes: How To Build Emotionally Mature Leaders with Dr. Christie Smith | 272 Holding It Together: Women As America's Safety Net with Jessica Calarco | 215 How To Defy Expectations with Dr. Sunita Sah | 271 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

منذ عام واحد 49:31

MP3•منزل الحلقة

Make your sales process look effortless and feel frictionless.

In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, like how mirroring and reflecting can establish trust, and how seeking permission at each step ensures both parties are aligned. In this conversation, you'll learn:

The four essential stages of the sales process: qualification, discovery, recommendations, and negotiation, each with tailored strategies for success.
The power of mirroring and reflecting through body language, words, and posture to create a comfortable rapport.
How to use tactical empathy tools to foster open and vulnerable dialogue.
The importance of synchronous conversations for avoiding misinterpretation and ensuring clarity.
Techniques for managing negotiations through conversation, addressing red lines and understanding the reasons behind edits.

References:

Understanding the Trust Equation, Charles H. Green
Never Split the Difference, Chris Voss
Permission Marketing, Seth Godin

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com

45 حلقات

#Business #John Tyreman #Mark Wainwright #John Tyreman And Mark Wainwright #Sales #Marketing #Business Development #Professional Services

Part 2. Choreograph Your Sales Activities

Breaking BizDev

published منذ عام واحد

MP3•منزل الحلقة

Make your sales process look effortless and feel frictionless.

The four essential stages of the sales process: qualification, discovery, recommendations, and negotiation, each with tailored strategies for success.
The power of mirroring and reflecting through body language, words, and posture to create a comfortable rapport.
How to use tactical empathy tools to foster open and vulnerable dialogue.
The importance of synchronous conversations for avoiding misinterpretation and ensuring clarity.
Techniques for managing negotiations through conversation, addressing red lines and understanding the reasons behind edits.

References:

Understanding the Trust Equation, Charles H. Green
Never Split the Difference, Chris Voss
Permission Marketing, Seth Godin

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com

45 حلقات

#Business #John Tyreman #Mark Wainwright #John Tyreman And Mark Wainwright #Sales #Marketing #Business Development #Professional Services

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منذ 8 أيام29:46

29:46

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منذ 22 يومًا42:43

42:43

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منذ 7 weeks33:11

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منذ 9 weeks31:12

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منذ 10 weeks31:26

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منذ 12 weeks34:14

34:14

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منذ 13 weeks38:45

38:45

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منذ 15 weeks24:31

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منذ 17 weeks28:02

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منذ 19 weeks33:00

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Breaking BizDev « » Part 2. Choreograph Your Sales Activities

Part 2. Choreograph Your Sales Activities

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Part 2. Choreograph Your Sales Activities