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Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success, the podcast that brings you insider stories of the moments that mattered—turning points on the sometimes rocky road to success. Our guests are leaders in sales, training, enterprise learning, and academia, who share how they’re adapting to the changing world. These interviews are informative, inspirational, and based on real-world experiences to help listeners learn how their organizations can adapt to change. The host is Mark Magnacca, president and co-founder of Allego, the workforce training and readiness platform built for distributed teams.
Episodes
Tuesday Jun 07, 2022
Tuesday Jun 07, 2022
Jennifer Stanley is a partner at McKinsey & Company where she leads the Sales & Channel Management Practice for North America. She has over twenty years of experience specializing in go-to-market (GTM) transformations for B2B companies in a wide range of highly competitive industries, with particular emphasis on complex, omnichannel ecosystems.
From the design of omnichannel strategy and architecture to the reorganization of the sales force, including digital sales, strategic key-account planning, and the development of capability-building programs, Jennifer brings a rich foundation of practical experience and insights from years of McKinsey research and client work.
Outside of Jennifer’s client work, she has served in various volunteer alumni roles at the University of Tennessee, she’s a frequent author on B2B sales topics, and speaker at industry forums.
Prior to joining McKinsey, Jennifer held various sales and marketing positions in a travel-related organization while concurrently completing her higher education. She also taught sales management and organizational leadership at the university level.
Show Notes:
https://www.linkedin.com/in/jenniferstanley/
https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights
Monday May 23, 2022
Monday May 23, 2022
Brian Shortsleeve is co-founder and managing director of M33 Growth, a venture, and growth-stage investment management firm that seeks to rapidly scale and build industry-leading companies. He is passionate about helping founders and CEOs win in their markets.
Prior to founding M33, Brian served as the chief administrator and acting general manager of the Massachusetts Bay Transportation Authority (MBTA). He was handpicked by Governor Charlie Baker in 2015 to develop a plan to put the MBTA on the path to long-term fiscal sustainability. During his tenure, Brian led efforts to reduce the operating deficit, leverage technology, and industry partnerships to modernize business processes and accelerate the pace of state-of-good-repair capital investment.
Before the MBTA, Brian spent 14 years in strategy consulting and investing at Bain & Company, H.I.G. Capital, and most recently, General Catalyst, where he served as a managing director and led investments in software and technology-enabled services companies. Brian served on the boards of Axium Software (acquired by Deltek), CLEAResult (acquired by General Atlantic), Envoy Global, Oceans Healthcare, and OGSystems.
Brian is a Massachusetts native, a graduate of Harvard College and Harvard Business School, and served as a Marine officer in Bosnia-Herzegovina and the Persian Gulf. He was named one of the 50 Most Influential People in Boston by Boston Business Journal and one of the 2016 Game Changers by The Boston Globe.
Show Notes:
https://www.linkedin.com/in/brian-shortsleeve-1ba5a5a/
https://www.m33growth.com/
https://twitter.com/brianshortsleev
https://pioneerinstitute.org/
Tuesday May 10, 2022
Tuesday May 10, 2022
Tiffani Bova is the global growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. Tiffani has been named to the latest Thinkers50’s list of the world’s top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others.
Tiffani also contributes to publications including Harvard Business Review, Forbes, Entrepreneur, Diginomica, Quora, Thrive, Rotman School of Management and Duke Dialogue Review. She is a change maker who’s thought-provoking and forward-thinking insights have made her a frequent guest on a variety of industry-leading podcasts and live broadcasts.
Tiffani was named one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council.
Show Notes:
https://www.linkedin.com/in/tiffanibova/
https://www.tiffanibova.com/whats-next-podcast/
Tuesday Apr 26, 2022
Tuesday Apr 26, 2022
Michael F. Schein is the founder and president of MicroFame Media, a marketing agency that specializes in making idea-based companies famous in their fields. Some of his clients have included eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix.
His writing has appeared in Fortune, Forbes, Inc., Psychology Today, and Huffington Post, and he is a speaker for international audiences spanning from the northeastern United States to the southeastern coast of China. His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was released by McGraw Hill in 2021.
Show Notes:
Tuesday Apr 05, 2022
Tuesday Apr 05, 2022
Dan Smaida has over 20 years delivering world-class sales training to clients from Fortune 100 to startups. He speaks all over the world on sales, relationships, and building sales training that works. Recognized as an innovator in the use of technology to train soft skills, Dan is sought out by Fortune 500 sales leaders seeking to improve the impact of sales development.
Dan specializes in helping professional advising teams create, refine, and execute business development processes. He works with, and learns from, some of the world’s best sales forces on how to win complex, long-cycle sales. Dan has worked with some of the top organizations in multiple industries all over the world, and has deep experience in financial services.
Dan is founder of Boatman Learning Inc., which develops sales training, workshops, and keynotes on how to build better business relationships. He is Editor-in-Chief of the AdvisoryEDGE™ Digest, creator of the AdvisoryEDGE™ method, and author of “Love and Selling” His custom-tailored sales methodologies continue to thrive in dozens of companies around the world.
Show Notes:
https://www.linkedin.com/in/dansmaida/
https://loveandselling.com/
https://advisoryedge.com/
https://boatmanlearning.com/
https://specializedsalessystems.com
Tuesday Mar 22, 2022
Tuesday Mar 22, 2022
Throughout his career, Benjamin Zander has developed a human and transformative approach to making and teaching music. The orchestra is a group of highly trained individuals poised to coalesce into an effective whole. Passion, creativity, and the desire to contribute are basic human instincts. In this new model of leadership, the conductor sees his job as awakening possibilities in others.
Zander has traveled the world lecturing to organizations on leadership. He has appeared as a keynote speaker at the World Economic Forum in Davos, where he was presented with the Crystal Award for “Outstanding Contributions in the Arts and International Relations.” His best-selling book, The Art of Possibility, co-authored with leading psychotherapist Rosamund Zander, has been translated into seventeen languages.
Zander has established an international reputation as a guest conductor. He has conducted orchestras as diverse as the Israel Philharmonic, Bournemouth Symphony, the Scottish and Irish National Orchestras, the St. Petersburg Philharmonic, the Malaysian Symphony, the St. Louis Symphony Orchestra, the Toronto Symphony Orchestra, and the National Youth Orchestras of New Zealand, Australia and Venezuela.
Show Notes:
Tuesday Mar 08, 2022
Tuesday Mar 08, 2022
Tim Welsh is Vice Chair, Consumer and Business Banking (CBB) at U.S. Bank, the fifth-largest bank in the country. The company has been recognized by Ethisphere as one of the World's Most Ethical companies for six consecutive years. Collectively the CBB group includes consumer products, branches, small businesses, mortgages, auto, and many elements of digital. CBB accounts for nearly half of U.S. Bank's loans and deposits.
Tim works with colleagues to achieve their collective purpose, which is to power the potential of consumers and businesses. Previously, he was a senior partner at McKinsey & Company, based in Minneapolis. In his nearly 27 years at McKinsey, he served clients throughout the financial services and consumer industries including some of the nation’s leading insurers, banks, investment firms, consumer packaged goods, retailers, and health care companies.
Tim also cares passionately about helping the Minneapolis-St. Paul community thrive. He is one of the founders of the Itasca Project, which was covered in the NY Times, McKinsey Quarterly and Tom Friedman's book "Thank You for Being Late." He serves on the boards of many non-profit organizations in the community and nationally.
Show Notes:
https://www.linkedin.com/in/tim-a-welsh/
https://www.usbank.com/index.html
Tuesday Mar 01, 2022
Tuesday Mar 01, 2022
Rob Salafia, CEO and Founder of Protagonist Consulting Group, is an executive coach, keynote speaker, author, and program facilitator. Rob is an authority on executive presence and transformative learning experiences. He is a lecturer at MIT Sloan School of Management, an MIT Leadership Center master executive coach, and the author of Leading from Your Best Self: Develop Your Executive Poise, Presence and Influence to Maximize Your Potential.
For the first half of his career, Rob was a performing artist, traveling the globe, delivering his unique, one-person variety show. He is an accomplished tap dancer, rope and wire walker and storyteller. He now takes his finely honed stage and audience connection skills to business leaders to help them enhance their presence, connect authentically with others, and create momentum behind their ideas.
https://www.linkedin.com/in/robsalafia/
https://protagonistconsulting.com/
https://protagonistconsulting.com/book/
https://mitsloan.mit.edu/centers-initiatives/mit-leadership-center/about
Tuesday Feb 08, 2022
Tuesday Feb 08, 2022
Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success.
He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate technologies into their organizations to improve sales effectiveness and create greater customer value.
Over the course of four decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Bill Marriott, Michael Dell, Marc Cuban, George Foreman, Arnold Schwarzenegger, Richard Branson, Jay Leno, Meg Whitman, and many more.
Gerhard has studied hundreds of peak performers and worked with world-leading coaches and psychologists to create the Peak Performance Mindset training program. He is the author of seventeen books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
Show Notes:
https://www.linkedin.com/in/gerhard20/
https://www.youtube.com/user/gerhardpsp
https://www.linkedin.com/company/sales-30-conference/
Tuesday Jan 25, 2022
Tuesday Jan 25, 2022
Terry Coutsolioutsos leads the marketing, sales operations, and communications function at Siemens Healthineers North America, a $5B North American enterprise. He has 25 years of medical device experience across multiple market segments.
At Siemens, Koutsolioutsos launched a centralized service organization of 125 employees that supports 1,500 business development professionals.
This cross-functional team is chartered with positioning and marketing the company, demonstrating Siemens Healthineers’ value to key customer segments, and supporting a harmonized approach to sales operations excellence.
Previously at Abbott Vascular, Coutsolioutsos held a long and successful career in sales, marketing, and corporate account positions of increasing responsibility. Most recently, Coutsolioutsos served as vice president, enterprise solutions, heading up national accounts, enterprise solutions, medical education and sales training, and strategic operations teams.
Show Notes:
https://www.linkedin.com/in/terry-coutsolioutsos/
https://www.siemens-healthineers.com/
https://events.siemens-healthineers.com/shape22