Past Events

Growing revenue and profits are among many challenges facing business leaders but they are two most important challenges which need to be addressed. While there is a lot of advice available on how to do this, most are just concepts or theories. Cameron Herold, Founder of BackPocket COO, shares his real world experience as a leading force behind one of the most successful new business ventures of the last decade, 1-800-Got-Junk. Jim Lobaito, BizTalk Host, talks with Cameron about the…

What was the driving force behind Barack Obama's reelection? Why is Congress in turmoil? How is this all related to when President Lincoln was in office? The answers can be found in trends that have been repeated for centuries according to new research by best-selling author Roy. H. Williams in his book, Pendulum: How Past Generations Shape Our Present and Predict Our Future. According to "Pendulum," politics, manners, humor, sexuality, wealth, and even our definitions of success are periodically renegotiated…

Thanks to the internet and the wealth of information it provides, buyers are more informed and more comfortable evaluating purchasing options on their own. This has made them less dependent on traditional sources of information – including your salespeople. Keith Eades, Founder and CEO of Sales Performance International, best known for developing “Solution Selling” sales process, and Tim Sullivan, Director of Business Development at SPI, share with Host Jim Lobaito their latest research on the three competencies salespeople need in…

Too often, as managers, we are ill-prepared to deal with the issues that arise when managing people. Erika Andersen shares with Host Jim Lobaito insights from her book, Growing Great Employees: Turning Ordinary People Into Extraordinary Performers. This show highlights how to handle some fundamental issues mangers face.

Listen as BizTalk Host Jim Lobaito visits with Geoff Smart, co-author of the New York Times bestseller, Who.  They will discuss a simple, practical and effective solution to what The Economist calls "the single biggest problem in business today": unsuccessful hiring.

Selling had become more competitive than ever. Pressures from buyers, your boss and the competitors keep you on your toes. Best-selling author Jill Konrath shares with BizTalk Host Jim Lobaito insights from her new book “Agile Selling” on how salespeople can stay on top of their game.

If you are a sales professional who has studied all of the sales techniques and are frustrated with your progress then this is the program for you. Dan Caramanico is a sales force development specialist and has his MBA from the Wharton School of Management. He has helped companies and thousands of salespeople make quantum leaps in their sales effectiveness. He discusses with BizTalk Host, Jim Lobaito, ground-breaking research from his book, The Optimal Salesperson, about how to discover what…

Corliss McGinty, Human Resources expert and author of the book The Good Bus: Getting the Right People on Board is Just the Beginning discusses with BizTalk Host Jim Lobaito practical leadership advice that begins with hiring smart, but also includes aligning individual goals with the organization’s purpose.

With greater success comes greater complexity. Are you struggling to break through the barriers that prevent you from growing your business? Dan Sullivan, founder and president of The Strategic Coach Inc., talks with Jim Lobaito about his life long learning program designed to help business owners and entrepreneurs reach greater heights.

This week on BizTalk, Host Jim Lobaito speaks with Po Bronson, award-winning journalist and best-selling author. Po shares with Jim research from his latest book, Top Dog: The Science of Winning and Losing, which provides an in-depth look into the science of competition and the game-changing insights that can help you tap into your own inner “Top Dog.”

Tired of making hiring misfires? Dr. Brad Smart, author and President and CEO of Topgrading, Inc. is frequently acknowledged as the world’s foremost expert on hiring. Dr. Smart shares three hiring techniques you can start using today. He also discusses with BizTalk Radio Show host Jim Lobaito his latest research from his bestselling book Topgrading, 3rd Edition: The Proven Hiring and Promoting Method That Turbocharges Company Performance. Included in their discussion are the common hiring issues that all managers struggle…

When it comes to building value in your company are you using accounting-based metrics or value-building metrics? G. Bennett Stewart III shares with BizTalk Radio Host Jim Lobaito how to hardwire success metrics into your business.

As a business owner, it can feel like you are carrying the entire company on your back. Getting things done and done right appear to rest solely with you. Dave Crenshaw shares with BizTalk Host Jim Lobaito techniques from his book The Focused Business on how to stay focused, maximize profits, and develop an action plan to overcome the seven Agents of Chaos that are killing your business.

Jim Lobaito, BizTalk Host, talks with Brent Adamson from CEB about his article in the Harvard Business Review, “Dismantling the Sales Machine.” In this program, Brent builds the business case on why leaders must dismantle the process-driven sales machine for one that is more flexible and driven by insight and judgment.

Feeling left behind on cashing in on using LinkedIn? You see the blogs about the great success people are having using LinkedIn to grow their revenue and business. Do you wonder what are they doing that you are not? Wayne Breitbarth, the LinkedIn guru, and best selling author of Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search shares with BizTalk Host Jim Lobaito several things you can start doing today to jump start your business development…

Hiring a salesperson is an investment in your company’s future revenue. How is your ROI on the salespeople you have hired? If your investment is not paying as well as you feel it should then maybe it’s time to change the way you go about investing. Lee Salz shares his insights on how to identify the right salespeople and how to protect your investments with BizTalk Host Jim Lobaito.

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Are you struggling to find employees with the right skill sets to grow your business? Are you constantly trying to turn B and C employees into A-players? Eric Herrenkohl, author of How to Hire A-Players: Finding the Top People for Your Team – Even If You Don’t Have a Recruiting Department, talks with Jim Lobaito about how to recognize and recruit top talent for your company. Herrenkohl shares with Jim how company leadership, not just HR, must act as recruiters-in-chief…

A recent IBM Study of the Global Marketplace says that an astounding 98% of CEO’s believe their current business models are ultimately unsustainable. Jason Jennings, author of The Reinventors - How Extraordinary Companies Pursue Radical Continuous Change, talks with Jim Lobaito about the secrets of organizations that have successfully transformed to stay relevant in their market. Jennings shares with Jim the best practices and characteristics that turn leaders and organizations into Reinventors.

Why are we here? Why do people do the things they do? “Why?” is one of the fundamental questions we ask. In his book Start With Why, author Simon Sinek discusses with BizTalk Host Jim Lobaito how leaders can inspire those around them by following the naturally-occurring pattern in the way people think, act and communicate. Listen to Simon and discover your why.

Linda Richardson started the “Consultative Selling” approach to sales. She now, takes us to the next level in selling with her book Changing the Sales Conversation: Connect, Collaborate and Close. For professional salespeople, whether new or a veteran, she reveals several sales-specific tools that help you engage and build value with today’s buyers.

Dave Kurlan, founder of Objective Management Group talks about the challenges salespeople face selling today and how to select the ones that can execute against those challenges.

Mike Schultz, President of Rain Group, a leading sales training and consulting firm, shares insights from new research published in his book “Insight Selling: Surprising Research on What Sales Winners do Differently.” He shares with BizTalk Host Jim Lobaito the two types of insight selling, what the sales winners do and why they are so effective in today’s selling environment.

Value is an interesting thing. Everyone talks about value but most of us don’t know what it is; we only know it in its absence. Terry Slattery, President of the Slattery Group shares with BizTalk Host Jim Lobaito, that companies are fighting margin erosion and being seen as a commodity. He shares how to get your sales force focused on selling value and how to identify your value differentiation.

It’s frustrating when your team is coasting along and your not getting to the next level as fast as you feel you should. It doesn’t help that your efforts to get off this business plateau are not working. Accelerating performance without driving you or your staff crazy is the challenge of every leader. Cyndi Gave, Owner of The Metiss Group, shares with BizTalk Host Jim Lobaito the 7 Leadership Practices that accelerate performance. Cyndi and her company are experts at…

95% of all your emails to prospects get deleted without even being opened; your phone calls are not being returned; prospects blow you off if you do get through; and nobody seems to be interested in switching vendors. Sound familiar? If this hits too close to home with you then you'll want to hear how Jill Konrath outlines a set of strategies and tactics with BizTalk Host Jim Lobaito that will enable you to speed up sales and win more…

“You never know what the next market is going to be, but if you can find it early you can make a lot of money.” Rick Harrison, owner of the Gold & Silver Pawn Shop, and star of the hit History Channel show, Pawn Stars, talks with Jim Lobaito about his 21-year, overnight success and his book, License to Pawn.

Before coach Bill Belichick and quarterback Tom Brady, took the New England Patriots to the top of the NFL they still had a product that needed to be sold. Patriot’s owner, Jonathan Kraft, drafted Lou Imbriano to revitalize the teams marketing and sales. Lou shares with Host Jim Lobaito the common sense marketing and relationship building tips he wrote about in his book “Winning the Customer: Turn Consumers Into Fans and Get them to Spend More.

Any company leader will tell you that their employees are their most valuable asset. Yet, in the process of onboarding new employees, we often treat this valuable asset as lumps of coal.  George Bradt shares with BizTalk Host Jim Lobaito the proven process for accommodating, assimilating, and accelerating new employees up to speed in half the time.

Bigger is not always better. In fact, it can affect your business longevity. Dr. Bruce Piasecki, President and founder of AHC Group, Inc. and author of “Doing More with Less: The New Way to Wealth” shares with BizTalk host, Jim Lobaito the fundamental features of competitive frugality and how it can help you become more effective in your business. Inspired by Ben Franklin’s essay, “The Way to Wealth,” Piaseki expands on the timeless lessons of frugality for doing business in…

Growing revenues is one of the key objectives of any business leader. At the same time, that growth often pales in comparison to the value you bring. If you want to break out from single digit revenue growth, Tom Searcy is the person you probably want to turn to for insights on how to do it. Tom’s knowledge comes from his own experiences as a CEO who drove meteoric growth for four companies before he was 40 years old. Tom…

Work harder, work faster, work smarter will only take you so far, and even traditional time management strategies offer no real relief. Peter Bregman, author of “18 Minutes: Find Your Focus, Master Distraction and Get the Right Things Done” shares with BizTalk host, Jim Lobaito, his tips for regaining your balance and getting you back to being effective.

“You can always teach people new skills. Much harder to teach people a different personality.” George Anders, contributing writer at Forbes and author of “The Rare Find: Spotting Exceptional Talent Before Everyone Else,” shares with BizTalk host, Jim Lobaito, why finding top talent is so difficult and how some of the best organizations in the world are discovering new ways to track down rock star talent.

Salespeople hate to do it. Some sales experts claim it's a dead technique, and yet lead generation is still essential in customer acquisition. Jim Lobaito, BizTalk Show host, explores with Wendy Weiss, The Queen of Cold Calling, the myths behind cold calling, why it is still very much a viable technique today and why your salespeople struggle executing on it. Wendy shares the number one reason why that is and shares her simple formula managers can follow that will enable…

Finding and screening for top performing employees seems to be an ongoing struggle for most managers. Martin Yate, author of "Knock’em Dead - Hiring the Best: Proven Tactics for Successful Employee Selection” discusses how to hire the best employees.

You are always going to be faced with challenges, disappointments and roadblocks. These serve as ingredients to getting better at what you do so you can get to where you want to go in your career and life. Best-selling author Jon Gordon shares his insights with BizTalk Show Host Jim Lobaito on what the best do better than everyone else when faced with those challenges.

Every sales manager has the expectation, every salesperson hates to do it, but calling on people you don’t know is a reality of being in sales. Sam Richter ended up in sales out of necessity. Not knowing how to prospect, he turned his marketing skills to the Internet and learned, with just five minutes of sales intelligence, what he needed to know about the person, company, industry, and competition to turn a cold call into a warm conversation. Sam shares…

BizTalk host Jim Lobaito visits with David Perry and Mark Haluska about their new book, Hiring Greatness: How to Recruit Your Dream Team and Crush the Competition.

Does texting, emails, meetings, LinkedIn, Facebook, Twitter have you a slave to the immediate and the now instead of the important? Ted Gulas from the Gulas Group talks with BizTalk Host Jim Lobaito on how to increase your productivity and your team’s. Ted explains how most software you work with is forcing you to be reactive instead of proactive and how to turn that around and reach your objectives sooner.

People want and crave leadership. So why is it so hard to find a leader worth following? Erika Andersen, nationally known leadership coach and author of Leading so People Will Follow, shares with host Jim Lobaito the six core leadership traits the best leaders have demonstrated throughout history and discusses the difference between appointed leaders and true leadership.

Warren Buffett’s success in the business world is legendary, but it takes more than instinct to close a great deal. Tom Searcy, CEO and Founder of Hunt Big Sales and author of How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker, shares with host Jim Lobaito how Buffett's unique ability to put himself into the buyer's shoes and see the deal from their point of view enables him to be one of the world's greatest…

Happy and engaged employees will transform your business into what you have always envisioned it to be. Tom Klobucher, CEO of Thomas Interior Systems shares with BizTalk Radio host, Jim Lobaito, the principles he has learned about employee engagement that has enabled his company to outperform his competitors, transform client relationships, and become a three-time winner of the Top Twenty Best Places to Work in Illinois. Specifically, Tom shares his insights on the five generations of employees in the workplace…

Have you ever hired someone who performed better in the interview than they did on the job? If you have, then Lou Adler's interview with BizTalk Host Jim Lobaito will provide you with insights on how to pierce the veil of superficiality and find out if your candidate has all the right stuff. Lou is the founder of The Adler Group, a recruiting and consulting firm that are the originators of Performance Based Hiring. The only validated methodology that integrates…

How can we move faster and remain competitive? That is one of the key questions most CEO’s are asking themselves today. In his book The High-Speed Company, Jason Jennings shares with you the driving forces that can create urgency and growth in your company. Drawing on years of research and based on over 11,000 interviews, Jason shares example after example of how this can be achieved.

The skills it takes to work with a buyer today are not the same skills it took 10 years ago. Selling has not changed – the way buyers buy has changed. Buyers use the Internet to research and comparison shop before they engage with a salesperson. This informed buyer is treating your product like a commodity. Based on the latest research, Matt Dixon has uncovered the skill sets needed today that enable a salesperson to effectively influence this new buying…

John Spence has served as a trusted advisor and coach to senior executives. He travels the world working with clients from entrepreneurial start-ups to Fortune 500 companies. John shares with Host Jim Lobaito insights from his book Letters to a CEO. The book is a compilation of the actual letters that John has sent to his clients. He discusses such critical business topics as:  dealing with poor performing employees​, how to hire the right people, how to increase sales, and…

We are all looking for the superstar employee that will do great things, but what are the elements that enable someone to achieve greatness? Don Yaeger, New York Times best-selling author and long-time Associate Editor for Sports Illustrated shares with Host Jim Lobaito the 16 characteristics of greatness he learned from interviewing some of the world greatest athletes over the last 25 years. Don shares first-hand stories from sports greats he’s interviewed that you will find inspiring.