In this episode, we dive into the dynamic relationship between sales and negotiation with expert guest Ted Stephany. We uncover strategies for preparing to face professional buyers, mastering deal time engineering, and leveraging anchoring techniques to maximize outcomes. Through real-world examples and actionable insights, we learn how mindset, preparation, and value-driven conversations can unlock stronger negotiation results and build lasting professional credibility.

Timestamps:

1. (00:00) - Michael Reddington introduces Ted Stephany.
2. (02:50) - Differences between sales and negotiation.
3. (07:22) - Preparing for professional buyers is discussed.
4. (10:12) - Importance of asking buyers about their process.
5. (16:12) - Mindset in negotiation and handling negative expectations.
6. (21:02) - Deal time engineering strategies are explained.
7. (25:08) - Anchoring tactics for negotiation are covered.
8. (34:28) - Controlling the pricing conversation and discount strategies.
9. (41:13) - The impact of pricing consistency on reputation.
10. (47:47) - Key negotiation planning points and making buyers champions.

Links and Resources:

1. Ted Stephany | LinkedIn
2. Ted Stephany | B2B SaaS Negotiations

Sponsor Links:

1. InQuasive: http://www.inquasive.com/
2. Humintell: Body Language - Reading People - Humintell
3. Enter Code INQUASIVE25 for 25% discount on your online training purchase.
4. International Association of Interviewers: Home (certifiedinterviewer.com)

Podcast Production Services by EveryWord Media

In this episode, we have the opportunity to learn from Dre Baldwin as he shares his transformative journey from a high school benchwarmer to a professional athlete and successful business leader. We dive into the powerful relationship between structure, discipline, and presence, uncovering practical strategies for developing confidence and turning consistent effort into true dominance in our careers. Through stories of personal growth and actionable insights, we discover how programming our mindset and asking better questions can unlock untapped potential in both business and everyday life.

Timestamps:

1. (00:00) - Michael Reddington introduces Dre Baldwin and previews episode topics.
2. (03:33) - Dre Baldwin explains unconscious communication.
3. (07:19) - Examples of context clues and perceptions in daily life.
4. (12:53) - Discipline and how it translates into dominance for business.
5. (14:07) - Dre Baldwin links discipline to structure, accountability, and sustained results.
6. (20:24) - Leading by example and embodying discipline for business success.
7. (26:35) - Dre's late start in basketball and journey to becoming a professional athlete.
8. (33:35) - Using marketing and self-promotion to overcome disadvantages.
9. (38:11) - The "third day" concept as the separator between amateurs and pros.
10. (46:42) - How better questions unlock discipline and drive mindset shifts.

Links and Resources:

1. http://ThirdDayBook.com
2. http://SalesDisciplineBook.com
3. Get Dre's #DailyMotivation texts: Text LIVE to 305.384.6894 or click http://www.DreAllDay.com/text
4. Power Presence Protocol: http://PowerPresenceProtocol.com

Sponsor Links:

1. InQuasive: http://www.inquasive.com/

In this episode, we have the privilege of exploring the authentic meaning of the warrior spirit and tribal leadership principles with our guest, DJ Vanas. We examine the importance of service, community, and the wisdom of elders, while also discussing practical ways to harness our inner strength and create intentional rituals in everyday life. Learn how to apply these time-tested concepts to leadership, personal development, and building a supportive tribe both at work and at home.

Timestamps:

1. (00:00) - Michael Reddington introduces DJ Vanas and previews the episode.
2. (03:19) - DJ Vanas explains the true role of a warrior in tribal culture.
3. (09:15) - Discussion of core tribal leadership principles beyond the warrior.
4. (12:07) - Importance of community, connection, and avoiding isolation.
5. (18:08) - Lessons learned from tribal elders.
6. (26:26) - The vital role of ceremony and ritual in building connection.
7. (31:07) - Modern ways to create everyday rituals and structure.
8. (38:39) - Techniques for drawing on personal inner strength.
9. (43:09) - Overview of six roles of tip of the spear leadership.
10. (56:03) - Where listeners can find DJ Vanas' books and connect further.

Links and Resources:

1. D.J. Vanas | LinkedIn
2. D. J. Vanas
3. The Warrior Within: Own Your Power to Serve, Fight, Protect, and Heal

Sponsor Links:

1. InQuasive: http://www.inquasive.com/
2. Humintell: Body Language - Reading People - Humintell
3. Enter Code INQUASIVE25 for 25% discount on your online training purchase.
4. International Association of Interviewers: Home...