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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 Apr 26, 2022
Creating Hype | Michael F. Schein
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
Winning the Complex Sale | Dan Smaida
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
Awakening Possibility | Benjamin Zander
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
Having a Sense of Purpose | Tim Welsh
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
Becoming Your Best Self | Rob Salafia
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
Adopting a Performance Mindset | Gerhard Gschwandtner
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
Bringing Value to Buyers and Sellers | Terry Coutsolioutsos
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
Tuesday Jan 11, 2022
Mastering the Art and Science of Sales Enablement | Marc McNamara
Tuesday Jan 11, 2022
Tuesday Jan 11, 2022
Marc McNamara is founder & chief enablement officer of The Enablement Group. He is an expert in workforce enablement strategy and execution. For more than thirty years, Marc has helped hundreds of organizations reduce their “sales knowledge gap” with his unique approach and facilitative style.
Marc specializes in helping B2B organizations blend art and science to appropriately design content experiences and processes that improve engagement and increase productivity.
Before founding The Enablement Group, Marc was the leader of Brainshark’s sales enablement practice, where he oversaw a solutions team serving its worldwide customer base. Prior to that, Marc spent twelve years as principal and co-founder of Avitage where, through partnership with Massachusetts-based Sales Research Institute, he designed and delivered electronic sales enablement programs to dozens of Fortune 500 companies.
Marc holds a BA in Communications from Boston College and an MBA from the Whittemore School of Business and Economics.
Show Notes:
https://enabletheteam.com/
https://www.linkedin.com/in/marcmcnamara/
https://calendly.com/mmcnamara-3
mmcnamara@enabletheteam.com
Twitter: mcnamara_marc
https://avitage.com/
https://www.amazon.com/Electronic-Performance-Support-System-Gloria/dp/0961796812
https://en.wikipedia.org/wiki/Electronic_performance_support_systems
Tuesday Dec 21, 2021
Fostering Client Relationships with Video | Kent Fitzpatrick
Tuesday Dec 21, 2021
Tuesday Dec 21, 2021
Kent A. Fitzpatrick is the founder and managing director of Asset Strategy, a financial and wealth management consulting firm with offices in Boston, Washington D.C., and Pittsburgh.
With over thirty years of experience, Kent is an Accredited Investment Fiduciary Analyst® from the Center for Fiduciary Studies, a Global Financial Steward® and a Certified Behavioral Finance Analyst.
Asset Strategy is an assemblage of entities and professionals providing financial planning, estate planning, investment management, fiduciary, insurance, and real estate consulting. Their motto is “Helping you Create, Manage, Protect & Distribute Wealth.”
Show Notes:
https://www.assetstrategy.com/kentfitzpatrick
https://www.linkedin.com/in/kent-fitzpatrick00001/
https://www.assetstrategy.com/
Tuesday Dec 07, 2021
Facing the Future of B2B Sales | Mary Shea
Tuesday Dec 07, 2021
Tuesday Dec 07, 2021
As Outreach's first-ever Global Innovation Evangelist, Mary is responsible for thought-provoking research on the future of B2B buying and selling and for helping the market understand the increasingly important role new technologies play in enabling better experiences for both buyers and sellers.
Prior to joining Outreach, Mary was a principal analyst at Forrester, an adjunct professor of marketing at the University of Chicago's Booth School of Business, and chief revenue officer at various global technology companies. A renowned keynote speaker, author, and thought leader, Mary is regularly featured in various academic and commercial publications including The Journal of Selling, Forbes, Business Insider, The Telegraph, and more.
A champion for diversity, equity, and inclusion Mary was a Charter Member of Forrester's Diversity and Inclusion Council and currently serves as the executive sponsor for Outreach's Rainbow Employee Resource Group.
Show Notes:
https://www.linkedin.com/in/maryshea/
Twitter: @sheaoutr
https://www.outreach.io/lp/the-revenue-innovators-podcast
It’s Time to Move Past Lean-In: Breaking Institutional Barriers to Empower Female Sales Leaders