The Business of Meetings

The Business of Meetings – Episode 187 – How People and Culture Build Value with Aaron Bludworth We are delighted to be speaking with Aaron Bludworth today! He is a true thought leader who has massively impacted our industry! Until recently, Aaron was the CEO of Fern Expo. He joins us today to discuss his process of managing the company and selling it. He also shares his views on the future of the industry. Getting Into the Industry Aaron's initial introduction to the industry was largely accidental. While he was pursuing his education and working elsewhere, his uncle was working as an official contractor in the service sector of the industry. Aaron initially steered clear of the industry, even though his uncle kept mentioning all its potential opportunities. However, he eventually decided to try it out, thinking it would be a brief detour during his time in school. Yet, he is still there thirty-one years later! Joining Fern Aaron had been working for a private equity firm that recruited him when he started working at Fern. He joined Fern in 2008, initially as the Chief Operating Officer and eventually becoming the CEO due to the absence of a formal CEO. A while later, he found an investor, got a group of people together, and bought the firm. Sometime after, he took out the investor, leaving him with just the group of individuals within the firm. The Unique Culture of Fern Fern has a unique culture and history dating back 115 years. The company had a traditional image with a regional focus, and Aaron was committed to preserving the culture and the way the company focused on growth. However, it was challenging for him to find talent, customers, and acquisitions that aligned with the values and culture of the company. Balancing Culture and Corporate Consolidation  Aaron feels concerned about the increasing corporatization of the industry and how that could impact personal relationships and innovation. He emphasizes the need for a mix of large and small players to maintain the innovative spirit of the industry and personal connections. Navigating the Pandemic and Prioritizing People  Fern managed to weather the myriad of challenges posed by the COVID-19 pandemic. The company was committed to its people and customers and focused on keeping employees engaged during difficult times. Their proactive approach included developing innovative solutions like Fern Health Check, which did vaccine and COVID testing to support their customers so they could resume their activities safely. The Speedy Recovery and Unexpected Growth  The post-pandemic recovery of Fern exceeded all expectations. Aaron attributes their rapid rebound to customer loyalty, winning new business during the pandemic, and introducing innovative products. Despite all their initial challenges with labor and supply chain issues, Fern still managed to achieve record revenue in 2022. Navigating a Sale Process  Aaron explains that emotional factors often come into play when selling a business, especially for sole proprietors. He cautions against entering the sale process with a specific monetary goal because that could lead to disappointment. Instead, he suggests that the timing should rely on having a viable, strong business and the right representatives in the market environment. Selling Fern Selling the business was a complex process. Aaron received offers from many potential buyers, including strategic and non-strategic buyers. He considered the long-term outlook in addition to the financial aspects of the business because he was looking for a buyer who would maintain the existing leadership team, treat customers well, and bring value to the table. While acknowledging the uncertainty of selling a business, Aaron aimed to set up a successful transition for his team and customers. Aaron’s Thoughts in the Transition Period  Between signing the letter of intent and closing the deal, his primary focus was on the impact the transition could have on his team and customers. He was concerned about ensuring a smooth transition for both parties and making the right decisions for the future of the business. The Ever-Changing Events Industry  Aaron worries about excessive corporatization as the industry continues to evolve. He mentions the importance of maintaining a mix of players to preserve the unique character of the industry, emphasizing the need to keep innovators, thinkers, and passionate individuals involved to ensure its continued growth and vitality. He hopes that personal connections, community, and innovation will remain integral to the industry as it evolves and faces consolidation, stressing the importance of smaller and more personal businesses in driving success and maintaining the unique character of the industry. Life After Selling a Business During the post-sale period, business owners often struggle with maintaining a sense of purpose and finding direction after exiting their businesses. Maintaining a Work-life Balance Business owners should maintain balance between business and other aspects of their lives rather than allowing their companies to become the sole focus of their existence. Promoting Innovation and Passion  Aaron underscores the need for the industry to keep innovators, thinkers, and passionate individuals involved to ensure its continued growth and vitality. Because of the positive impact of the events industry on his life and hopes he will remain connected to it. Connect with Eric LinkedIn Facebook Instagram  Website Connect with Aaron Bludworth LinkedIn Fern Expo

The Business of Meetings – Episode 186 - A New Approach to Online Marketing with Nicholas Kusmich We are delighted to have Nicholas Kusmich back on the show today! Nicholas is truly phenomenal! He is a seasoned expert in Facebook advertising and online marketing. He describes his role as one who helps information entrepreneurs scale their revenue and attract more clients effortlessly through fun marketing that does not suck!  In today’s conversation, we dive into business strategies, exploring ways to position our businesses most effectively. Nicholas explains how he operates as a professional marketer, tells inspiring stories, and shares insights into the profound lessons we can learn from unexpected challenges in life, like the harrowing experience he faced with his family during the Kelowna fire.  Join us as we engage in an enlightening and insightful discussion with Nicholas Kusmich, delving into the wellspring of wisdom and resilience he brings to his professional endeavors and personal life. We trust our conversation will leave you energized and inspired! Bio: Nicholas Kusmich, Founder of the H2H Media Group, is best known as a Leading Digital Advertising Strategist, and for having the highest ROIs in the industry (up to 30,973.32%). Working with A-List clients, including top thought-leaders, NYT Best Selling Authors, Top Inc 500, and fast-growth companies, he creates advertising campaigns that don’t suck and allows you to generate qualified leads without a funnel.  A Journey Fueled by a Desire to Help Others For all his life, Nicholas has been driven by a calling to help others and positively impact the world. His journey began with a religious experience during junior high school that significantly shaped his perspective on life and led him into the field of ministry. At nineteen, he was ordained as a minister, started a church, and spent fourteen years as a pastor. However, there were certain things he did not like about traditional religious institutions and he did not want to continue taking a salary from the church as his primary source of income. So he started a side hustle doing internet marketing to cover his expenses. He eventually left the church to work full-time with internet marketing and online advertising. Positioning Yourself as a Category King or Queen If you want to position your business as a category king or queen, you must distinguish it in the market rather than compare it with your competitors' businesses. Nicholas explains that being different can have more power in the market than striving to be better than others. That's why business owners should address their unique customer needs and problems and educate the market to recognize their distinctiveness. Understanding the Why Before Going Online  Nicholas explains that not everyone needs an online presence, and business owners should avoid following trends blindly or giving in to marketing pressure. Before they start the process of creating an online presence, business owners must consider whether or not they genuinely need one. They should also understand why they want an online presence and know their desired outcomes. That approach involves asking a series of questions to unearth their true motivation for seeking an online presence.  Selecting the Right Partner  When selecting the right partner for building an online presence in a competitive digital landscape, Nicholas recommends focusing on the who rather than the how. He suggests that businesses identify individuals or businesses that have been successful in their specific industry and have a proven track record of delivering results. He emphasizes the importance of asking for references from current and past clients to gain insights into working relationships, potential challenges, and overall satisfaction. Positioning in a Crowded Digital World  Establishing a strong online presence in today's competitive digital world can be challenging. Nicholas advises business owners to position themselves as an industry leader or category king by offering something unique and different from their competitors. He emphasizes the importance of understanding human behavior and psychology and suggests that businesses should focus on fundamentals rather than being overwhelmed by rapidly changing algorithms and technologies. When crafting their online presence, business owners should always prioritize human interactions and the psychology of their target audience. Educating the Market and Defining Problems  Nicholas uses examples like Uber and Netflix to illustrate how businesses can redefine their industries by addressing unmet needs and educating the market. He highlights the power of identifying problems customers may not know about and then offering a solution. That approach involves businesses educating customers about such problems and explaining how their unique offering addresses them. Successful positioning requires business owners to think beyond competing on price or value. Instead, they should focus on delivering a unique and valuable customer experience. Facing Disruption by Creating a New Category  By marketing existing problems, businesses can become industry leaders without directly advertising their products or services. Nicholas uses the example of Netflix to emphasize how category kings or queens present an existing problem in a new light, prompting customers to realize previously unaddressed issues. That strategy challenged the status quo and positioned them as innovators. Challenging the Conventional Sales Funnel  Nicholas advocates for rethinking marketing strategies and targeting the right audience by presenting unique solutions that resonate with potential customers and challenge conventional marketing wisdom. He questions the effectiveness of traditional sales funnels, explaining that funnels often slow the buying process by attracting seekers of information rather than solution seekers. For that reason, premium prospects and those who value their time when seeking solutions may find funnels unappealing.  Authenticity and Community in the Face of Adversity  Nicholas shares his experience of evacuating his home during a wildfire in Kelowna. In prioritizing his relationships over material possessions, he found a deeper appreciation for life. He emphasizes the importance of focusing on what truly matters when facing adversity and highlights the power of community and mutual support in times of crisis.  Conclusion The unique insights Nicholas shares today challenge traditional marketing approaches and highlight the importance of creating a new category to resonate with those seeking innovation and authenticity in their business strategies. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Nicholas Kusmich On Website On Social Media: X (formerly Twitter) Facebook LinkedInGet a free copy of Nicholas’s bestselling book GIVE and subscribe to his newsletter  

We are delighted to have Judson Laipply joining us on today's show! Judson is a legendary speaker who achieved viral stardom on YouTube with his video, The Evolution of Dance! Today, he shares the story behind his iconic video and offers us a glimpse into his fascinating journey after his video went viral. Judson has appeared on the Today Show, Ellen, Tosh. O, GMA, Oprah, and more. He is the world’s first YouTube celebrity, having had the most-watched video for four years. He has been speaking professionally for over twenty years and resides in the Cleveland, Ohio area.  Bio:  Judson Laipply M.Ed, CSP is an enigma wrapped in an anomaly contained inside a quandary. Combining comedy and content, laughter and learning, energy, and engagement, Judson gives his audiences immediate joy and lasting impact. He helps audiences understand the difference between change and evolution while teaching them to embrace struggles, and ultimately evolve. He has been featured on the Today Show, Ellen, Oprah, GMA, and more. He is the world’s first YouTube Celebrity and his finale “The Evolution of Dance” has over a billion impressions and was the first video ever to hit 100 million views. He’s been speaking and performing for over 20 years and has been all around the globe. He is also an Ironman Triathlete, terrible singer, and reformed Kool-Aid eater.  Judson’s journey Judson's journey mirrors the journey of many others who aspired to make their mark as professional speakers. What set him apart, however, was a fortunate turn of events that propelled him toward viral fame. Back in the 90s, professional speaking was still a relatively exclusive niche. Intrinsically outgoing and driven by a passion for engaging with people, Judson believed in the power of play as a tool for teaching, embracing Plato's timeless wisdom that an hour of play reveals more about a person than a lifetime of conversation. That belief drove him to seek opportunities, from working on a cruise ship as a youth coordinator to orchestrating evening events at a Colorado camp. Those experiences helped to hone his public speaking skills and expanded his horizons. Throughout his journey, Judson remained steadfast in his quest to make speaking a full-fledged career. That aspiration led him to graduate school, as he recognized that a master's degree would solidify his credibility and fortify his commitment to his chosen path. He took advice from a seasoned speaker, learning that the key to leaving an indelible mark lay in crafting memorable moments. Thus, the Evolution of Dance was born. It was a fusion of Judson’s modest dancing abilities and a powerful message about change and evolution destined to become an unforgettable hallmark in his career! A Compliment from a Choreographer The success of the Evolution of Dance video allowed Judson to experience incredible opportunities, including appearing in a Weezer music video. An LA choreographer praised his dance, acknowledging his lack of formal training but appreciating the joy and emotion he conveyed through his moves. That compliment marked a significant moment in his career as an entertainer and dancer! The Birth of a Viral Video His video was uploaded to YouTube in 2006. At the time, YouTube was still emerging as a popular website and viral videos were not as commonplace as today. His video gradually gained traction, becoming one of the first viral videos on YouTube. The timing was crucial because the popularity of the video coincided with the rise in prominence of YouTube. The Challenges of Going Viral Going viral was a roller coaster ride for Judson, filled with unexpected twists and turns. His video garnered millions of views, and he received numerous emails and messages from various platforms and media outlets. While tempting offers came in, his sudden fame also presented new challenges, like managing the influx of opportunities and distractions and making choices aligned with his long-term goals and identity as a speaker and influencer. Navigating Success and Opportunities His experience taught him the importance of staying true to his core identity and goals. Amid the overwhelming success and attention, he faced offers to pursue acting, reality TV, and other opportunities that could have taken him off his desired path. However, he chose to prioritize his passion for speaking and comedy, making strategic decisions to maintain his course while also enjoying the benefits of his viral fame. Appearing on Television Shows Judson had the opportunity to appear on various television shows, including Ellen, Oprah, and Good Morning America. His interactions with show hosts varied. Sometimes, he had limited interactions with hosts due to their busy schedules and other high-profile guests. Nonetheless, those appearances were significant milestones in his career, allowing him to reach broader audiences and share his unique brand. Monetizing Viral Videos Monetizing a viral video can be complex, particularly when it contains copyrighted music material. In Judson's case, the original Evolution of Dance video did not generate any direct revenue, as it was uploaded before the establishment of the YouTube partnership program and ad monetization. Regardless, Judson remains content with the cultural impact of his video and the opportunities it brought him without dwelling on the potential revenue it could have generated.  Building a Brand When building your brand, you must focus on your goals and maintain momentum.  Succeeding as a Speaker  Succeeding in the speaking industry involves the performance aspect of captivating audiences on stage and the often-overlooked business side of the profession. Judson took the advice of seasoned professionals to heart and set out on a five-year business plan to establish a strong foundation for his speaking career.  Transitioning into Corporate Settings In his quest to move into more corporate settings, Judson capitalizes on his experiences and research. His transition aligns with his desire to evolve his speaking career and explore new opportunities. How Comedy Has Changed Over Time While reflecting on the evolution of comedy over the past 15 years, Judson emphasizes the need for comedians to adapt to changing norms. He points out that shock comedy and humor targeting specific groups have become less acceptable. He praises comics like Brian Regan, Jim Gaffigan, and Mike Birbiglia for their clean and relatable comedic styles.   Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Judson Laipply On LinkedIn On Website  

The Business of Meetings – Episode 184 – How Do 58+ Million American Households Spend their Holidays? Today, we are delighted to speak with David Basler, Chief Strategy Officer of the National Association of RV Parks and Campgrounds (ARVC). In an industry boasting a trillion-dollar economic footprint, with 12 to 13,000 sites across America, and serving the vacation ambitions of over 58 million households, the ARVC plays a pivotal role in shaping and supporting the thriving world of RV parks and campgrounds.  David joins us to share his expertise, insights, and perspective on the current state and future potential of the dynamic RV and campground industry. Bio: A champion of whatever community he's a member of, David Basler is an entrepreneurial spirit, business leader, and philanthropist.  After working in publishing on the East Coast, David moved to historic Creede, Colorado in 2002 and started Creede Magazine Publishing, which he owned and operated until 2008. During this time, he also founded Keep Creede Beautiful, a nonprofit to maintain the beauty of Creede, and the John David Lentz Memorial Fund, which provides annual funding to the Creede Repertory Theatre.  After a 6-year stint with Meeting Professionals International (MPI) in Dallas, David, along with his wife, two daughters, and two dogs, moved to Denver in 2014. He is currently the Chief Strategy Officer for the National Association of RV Parks and Campgrounds, an organization representing more than 3,000 privately owned RV parks and campgrounds across North America. He and his wife, Amanda, are avid collectors of fine art and they remain extremely active philanthropically in the arts and education. Working alongside their oldest daughter, they lead both the John David Lentz Memorial Fund and the Genny Basler Memorial Fund. David also sits on the board of the Creede Center for the Arts and the advisory board of the Creede Repertory Theatre. When it's playtime, David enjoys fly-fishing, hiking, running, and travel, having visited all 50 states and more than 25 countries on three continents. David’s journey David's journey began in high school when he discovered his passion for writing and communications through the guidance of a dedicated teacher and joined a remarkable high school magazine project. That publication, unlike most other school newspapers, was a full-color glossy magazine that earned numerous awards. Joining the magazine staff led to lasting friendships, and the impact of that formative experience left an indelible mark on his career trajectory, underscoring the profound impact of mentorship and community engagement. After college, he worked as an editor on the East Coast before realizing his dream of starting his own publication in Colorado. That venture expanded into a successful publishing company, producing calendars and visitor guides, and becoming a vital part of the local community. Subsequently, David moved to Dallas and began working for MPI after selling his business. MPI During his time with MPI, David played a pivotal role in its publishing, marketing, and communications sectors. His efforts included overseeing the launch of One Plus, a rebrand of a magazine previously called Meeting Professional, aimed to educate and inform meeting professionals worldwide. The rebranding initiative persisted for about four years before the strategic decision was made to revert to the original Meeting Professional brand to align the publication more effectively with the identity of the organization and its members.  An RV Trip Planning Session  Eric and David had a serendipitous encounter that led to a memorable RV trip planning session. David drew on his expertise in the RV and campground industry to assist Eric in crafting an unforgettable journey that served as a testament to the industry's collaborative spirit and its emphasis on fostering a sense of community. The Flourishing RV and Campground Landscape  The RV and campground industry in the United States is economically significant, constituting approximately 2% of the GDP. The industry's consistent growth was underscored by an influx of new enthusiasts, particularly during the COVID-19 pandemic. David attributes the industry's appeal to its diverse accommodation options and the unique experiences offered within campgrounds. Championing the Industry  The National Association of RV Parks and Campgrounds (ARVC) is tireless in its efforts to advocate for the RV and campground industry in Washington, D.C. Its endeavors mostly revolve around showcasing the considerable financial impact of the industry and the sway wielded by campground owners as influential voters. These advocacy undertakings focus on emphasizing the industry's significance to legislators and stakeholders. A Kaleidoscope of Campgrounds  The vast spectrum of campgrounds ranges from intimate, cozy sites to sprawling mega parks with thousands of slots. David highlights the pivotal role of diversity in catering to the varied preferences of campers. The ethos of campgrounds is centered on inclusivity, ensuring that every individual, regardless of background or preferences, can find a campground that resonates with their desires. Creating Lasting Memories  The transformative power of camping experiences is unparalleled! Campgrounds play a significant role in crafting enduring memories and fostering a profound sense of community among campers. The Industry's Forward Trajectory  David envisions a future where the RV and campground industry continue flourishing over the next decade. Despite potential hurdles, such as fluctuations in interest rates, the innate strength and resilience of the RV and campground industry are anticipated to weather any storm. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with David Basler On LinkedIn National Association of National Parks and Campgrounds (ARVC)  

The Business of Meetings – Episode 183 - 15 Minutes of Shame with Des Hague Today, we are both honored and delighted to have Des Hague joining us on the podcast! Des was enjoying a fascinating career in the hospitality industry when his life took an unexpected twist and he found himself entangled in the pervasive web of cancel culture. He courageously chronicled his experience in a book he wrote called Fifteen Minutes of Shame, which officially hits the shelves today.  In this episode, Des dives into his career trajectory and tells the story behind the pivotal moment that forever altered his life. This episode is one of the most enthralling episodes Eric has ever recorded, so you will not want to miss it!  Bio: Des Hague is an author and a highly regarded innovator in the international business community having more than thirty years of experience leading global companies. His forward-thinking approaches as president/CEO of Centerplate, president of IHOP, and president of perishables at Safeway, as well as high-level executive positions at Maytag and 7-Eleven, helped those companies achieve sustained growth and robust competitiveness in an uncertain world. Hague currently serves as co-founder and CEO of Hague Enterprises, sits on the boards of Messenger Sports, Ikoniq Inc, MRGN, and YoungCaruso, and is an active mentor, advising several start-up ventures and working with numerous private equity groups to create more than half a billion dollars in returns for investors. Outside of the business world, Hague has received numerous community leader awards and helped raise more than $100 million for various nonprofits. Hague holds an MBA from the American College in London and resides in Colorado with his wife, Carol. They are the proud parents of two sons, Patrick and Desmond Jr. Des’s story Des was born in Belfast to an Irish mother and an English father. At the time, interreligious relationships were stigmatized and their family faced much adversity, including the destruction of their business due to the violence in Belfast. After fleeing to the UK and settling in a village near Sheffield, Des’s mother became seriously ill with ovarian cancer and soon succumbed. Then, his father married a troubled woman plagued by alcoholism and violent tendencies. Des faced increasing abuse at the hands of his stepmother, beginning with psychological torment and eventually escalating to physical violence when she was intoxicated. At age nine, Des felt compelled to intervene to protect his younger brothers from her brutality. Despite his fear, he stood his ground, motivated by his mother having taught him never to strike a woman, and endured years of abuse, often on a nightly basis. Des has agonizing memories of near-miss assaults, hospitalization after brutal attacks, and his father's inexplicable inaction. At fifteen, he finally reached a breaking point and left home, embarking on a journey of homelessness and self-reliance, determined to carve out a new, more stable life for himself. Fish and Chips Being homeless, Des turned to a family friend who owned a fish and chips shop for a lifeline. His journey into the world of hospitality began in that fish and chips shop, peeling countless bags of potatoes each day. Things eventually shifted when Des embarked on a journey to expand his horizons. He opened the first video shop in his town and diversified into other businesses like butcher shops and convenience stores. At 17, Des managed all the properties, gaining valuable experience and business acumen. Despite his young age and being challenged with dyslexia, he thrived in the business world, soaking up knowledge and skills. From Trauma to Entrepreneurship Des's life took an unexpected turn when he faced a traumatic incident, suffering a violent assault. Despite his size and self-perceived toughness, the ordeal left him shattered. Then, he ventured into a food caravan business, and on the very first day, a car accident destroyed his business and left him homeless again. That setback failed to deter him, and he managed to secure a job at Wimpy Burgers. That marked the start of a journey that would eventually lead him into corporate enterprise. The Power of Education and Resilience Despite a lack of formal education and challenges along the way, Des's thirst for knowledge was unquenchable, and he sought to pursue an MBA. However, the academic world questioned his suitability due to his unconventional background. Undeterred, Des devised a plan and presented himself to the decision-makers. He undertook aptitude tests, and within two years, he earned his MBA and became passionate about continuous learning.  Relocating From the UK to the USA Des's dream of relocating to the United States eventually came to fruition when his wife secured a prominent position at PepsiCo. The immigration process was fraught with hurdles, but his determination saw him through, and the move laid the foundation for his subsequent endeavors within corporate America. A Cascade of Adversity Des's life took a harrowing turn when his wife was diagnosed with breast cancer, his son battled depression after suffering concussions from sports injuries, and Des received his own diagnosis of prostate cancer. In an effort to maintain his image as the rock of the family, he kept his illness hidden and tried to manage everything alone.  Infidelity  While grappling with pain, and struggling to cope with overwhelming stress, Des succumbed to temptation and engaged in infidelity. That episode left him deeply ashamed because he knows that he should have sought help and taken a sabbatical from his responsibilities instead of allowing his ego to prevent him from doing so. The Infamous Video and Cancel Culture Des's life took a dramatic turn when a video clip from an elevator surveillance camera, showing him disciplining a dog, surfaced on Twitter. Even though the video was taken out of context, an avalanche of online hatred descended upon him, with thousands of people demanding his firing, threatening his family, and even physically attacking his son. A Police Raid  The police, prompted by the video, raided Des's apartment in Vancouver and launched an investigation. Although he did not get mistreated physically during the raid, the situation intensified his trauma, and the online harassment continued relentlessly, targeting his family and making Des feel besieged and vulnerable.  A Conversation with the Board: The Resilience of a Leader Des’s leadership journey took an unexpected turn when the board had a change of heart after initially expressing their support following the social media incident and asked for his resignation within 24 hours. The Power of Cancel Culture Cancel culture is a formidable force that plays a pivotal role when social media trolls amplify negative stories and target individuals with a track record of philanthropy and good deeds. Some corporate leaders lack courage when facing such situations. Social media platforms have become very powerful in shaping public opinion, often without a proper understanding of the person behind the headlines.  Embracing Hope and Resilience Des’s current status in life bears testimony to his resilience and determination. His sons have embarked on successful careers, his wife has fully recovered, and his current plans include launching a podcast and writing a second book. Despite his past challenges, he remains optimistic about the future and the possibility of returning to a leadership role in the corporate world. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Des Hague On LinkedIn Fifteen Minutes of Shame: How a Twitter Mob Nearly Ruined My Life  

The Business of Meetings – Episode 182 – The Meeting Show is Coming to Asia with David Blansfield We are delighted to introduce David Blansfield today! He is a prominent figure who has been instrumental in molding the events and meetings industry! David is the Executive Vice President and Group Publisher for Northstar Meetings Group. He joins us to share how he got to where he is today, discuss the launch of The Meeting Show in Singapore, and offer his perspective on the transformative impact AI is poised to have on the industry. David brings a wealth of knowledge to today’s discussion! His expertise shines as he takes us through the dynamic world of event management and navigates the ever-evolving landscape of trends that shape the meetings industry.  Bio: David manages Northstar Travel Group’s meetings brands and events businesses. The Northstar Meetings Group – comprised of brands such as Meetings & Conventions (M&C), Successful Meetings, Meeting News, Incentive, SportsTravel, M&IT, AMI, and M&C Asia, as well as 30 MICE industry events – is the leading source of research, analysis, media, and marketing services to event organizers and hospitality service providers in the US and worldwide. David’s story David’s early ambition was to become a foreign correspondent for prestigious newspapers. Unfortunately, that had to shift due to economic constraints, so he found a job teaching English in Tokyo and engaged in journalism on the side. That experience broadened his global perspective and deepened his appreciation for cultural differences. After returning to the United States, he transitioned to media entrepreneurship, founding and selling financial magazines. That led to his current role, overseeing the meetings side of things at North Star Travel Group. Positioned to assist event organizers and MICE professionals worldwide, David’s expertise bridges the gap between buyers and sellers, facilitating impactful connections within the travel industry. The Significance of Face-to-Face Interactions in a Global Context The pandemic has reinforced the significance of face-to-face interactions, leading to a robust recovery worldwide. This trend, evident in the empirical data and research, highlights the enduring importance of personal connections, especially in international business dealings. Despite technological predictions, the value of in-person experiences remains unparalleled. The demand for face-to-face interactions has surged, contradicting expectations of technology replacing such engagements. That becomes particularly pronounced when navigating diverse cultures and customs.  AI and Changing Industry Dynamics  AI has catalyzed significant changes across various facets of business operations, from automating administrative tasks to revolutionizing customer engagement strategies. David explains that AI tools streamline operational efficiency while freeing up valuable time for businesses to focus on strategic thinking and fostering meaningful client connections. The Role of AI in Event Enhancement  David sheds light on the transformative role that AI has played in enhancing event experiences by sharing a fascinating example from Marina Bay Sands, where they use AI-driven technology to gauge audience engagement in real-time. That provides presenters with tools to tailor their delivery and maintain a captivating presence. The dynamic interaction between technology and human engagement exemplifies the potential of AI in redefining event engagement for both presenters and attendees. The Role of AI in Talent Acquisition and Understanding Clients  With a shift towards a gig economy and an increasing reliance on third-party talent, AI can serve as a formidable ally in augmenting business operations. Automating routine tasks allows business owners to have time to focus their energy on strategic initiatives and meaningful interactions with clients and teams. David emphasizes the integral role of AI in fostering deeper client understanding. Through data-driven insights, AI allows businesses to create highly personalized experiences that cater to individual preferences and needs. A Positive Industry Outlook and Key Trends  Backed by research findings, David emphasizes the optimistic outlook marked by substantial budget growth and plans for expansion. A notable trend he highlights is the growing prevalence of remote work and its impact on the significance of face-to-face events. Sustainability and climate change are also key concerns on the industry's radar, with a collective push towards more environmentally responsible practices and solutions. Lessons from Hawaii and Travelers’ Perceptions Drawing from recent events in Hawaii, David illustrates the critical importance of considering geographical contexts and nuanced perceptions within the industry. He recounts an intriguing scenario where travelers' perceptions were influenced by an outbreak in a different location, highlighting the necessity of balanced information. With that, he urges industry professionals to conduct thorough research and offer unwavering support to destinations navigating challenges, ultimately fostering well-rounded perspectives. Core Themes from the Insights of an Industry Expert  The core themes that emerged from David’s insights in today’s conversation were the transformative power of AI, the promise of elevated event experiences, the evolving gig economy, and the ongoing commitment the industry has demonstrated to sustainability. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with David Blansfield On LinkedIn Northstar Meetings Group  

The Business of Meetings –  Ep. 181 My Summer Readings - Ten Books I Enjoyed Today, I am delighted to present you with a selection of ten diverse books I read and savored during the summer months! All of these books impacted me profoundly! I sincerely hope you will take as much pleasure in reading them as I did, and I trust they will inspire and stir you as much as they did me!  Please share your thoughts and impressions with me after reading these books. Your feedback means the world to me!  The Cancel Culture Curse by Evan Nierman  This thought-provoking work, which I had the privilege of listening to on Audible, delves into the insidious phenomenon of cancel culture. Authored by Evan Nierman, the book is a compelling call for awareness and action. Nierman vividly defines the concept of cancel culture, offering insightful criteria to identify its manifestations. Beyond merely diagnosing the issue, he equips readers with strategies to combat this modern-day scourge on our freedom. The book is enriched further by real-world examples, including the cases of individuals like Alan Dershowitz, who have confronted cancel culture head-on. The Cancel Culture Curse is a must-read, as it raises a clarion call against a disturbing societal trend that threatens our liberty. Simple Numbers 2.0 by Greg Crabtree  In Simple Numbers 2.0, Greg Crabtree, a seasoned finance and business management expert, imparts invaluable wisdom to entrepreneurs and business owners. Drawing on his extensive experience, Crabtree unveils a blueprint for managing and scaling businesses. With an accountant's precision and the insight of an entrepreneur, he clarifies the pivotal numbers and ratios that guide business success. Backed by charts and real-world examples, this book provides a practical toolkit for financial growth and strategic decision-making. Whether you are a financial novice or a seasoned professional, Simple Numbers 2.0 offers a treasure trove of knowledge to propel your business endeavors. The Family Board Meeting by Jim and Jamie Shields  Jim and Jamie Shields bring us a heartwarming guide that champions the concept of quality time in our busy lives. Their book, The Family Board Meeting, encapsulates the essence of meaningful connections within families. Rooted in the notion that we have a finite number of summers to bond with our children, the book encourages dedicated one-on-one time without distractions. The authors emphasize the significance of being fully present during these moments, offering a framework for engaging conversations and mutual commitments. This heartening approach fosters lasting relationships and provides a valuable lesson for both families and businesses. 15 Minutes of Shame by Des Hague  15 Minutes of Shame recounts the gripping tale of Des Hague, a man whose life got upended by a single incident caught on camera. Hague's journey from success to infamy is a poignant exploration of the destructive power of online shaming. The book delves into his personal and professional fallout, highlighting the double standards and chaos that ensue when individuals become targets of online attacks. Hague's resilience and determination to rebuild his life after facing the brunt of cancel culture exemplify the spirit of survival against the odds. A compelling narrative interwoven with business and personal growth lessons, 15 Minutes of Shame is a powerful testament to the human capacity to overcome adversity. The Mastermind Dinners by Jason Gaignard  Jason Gaignard's book, The Mastermind Dinners, is a compelling guide for anyone seeking to orchestrate impactful mastermind dinners and events. The book offers a detailed blueprint to illuminate the power of these gatherings in fostering meaningful connections and facilitating valuable discussions among like-minded individuals. With Giagnard drawing on his life experiences, this book equips readers with practical steps to curate successful mastermind dinners that inspire collaboration and personal growth. A Dose of Hope: A Story of MDMA-Assisted Psychotherapy by Dr. Dan Engle  Dr. Dan Engle's A Dose of Hope delves into the groundbreaking realm of MDMA-assisted psychotherapy. Through the lens of this transformative treatment, Engle presents a captivating narrative that highlights the potential of MDMA to address conditions like PTSD. The book encapsulates the experiences of individuals undergoing this therapy, shedding light on the profound impact MDMA has on their healing journey. Engle's expertise and passion shine through as he explores the promising future of MDMA therapy within the mental health realm. How to Work with Almost Anyone by Michael Bungay Stanier  Michael Bungay Stanier's How to Work with Almost Anyone offers insightful guidance for navigating complex interpersonal dynamics in the workplace. By drawing on his expertise in coaching and communication, Stanier provides readers with practical tools to foster effective collaboration and understanding. With thought-provoking questions and strategies, the book empowers individuals to build more harmonious relationships with colleagues, ultimately enhancing productivity and teamwork. The End of the World Is Just the Beginning by Peter Zeihan  Peter Zeihan's The End of the World Is Just the Beginning presents a thought-provoking exploration of geopolitics and global trends. With meticulous analysis, Zeihan dissects the collapse of globalization and its implications for various sectors, from energy to manufacturing. Backed by data and historical context, the book offers an illuminating glimpse into the shifting geopolitical landscape, providing readers with a comprehensive understanding of our world's evolving dynamics. Mindset: The New Psychology of Success by Carol Dweck  Carol Dweck's seminal work, Mindset, delves into the concept of mindset and its influence on personal and professional success. Examining the distinction between fixed and growth mindsets, Dweck reveals how our beliefs about our abilities shape our behavior and achievements. The book provides insights into fostering a growth mindset, offering valuable lessons for parents, educators, and individuals striving for self-improvement. The Infinite Game by Simon Sinek  Simon Sinek's The Infinite Game challenges conventional notions of competition and success in business. Sinek introduces the concept of infinite games, emphasizing the importance of a long-term perspective and collaborative mindset. Through engaging anecdotes and illustrative examples, Sinek urges readers to reevaluate their approach to leadership and decision-making, encouraging them to prioritize purpose and sustainability over short-term gains. Conclusion I’m thrilled to have shared this array of impactful books that enriched my summer! Every one of these titles resonated deeply with me, and I trust they will do the same for you. I eagerly anticipate hearing your thoughts and insights. Your feedback holds immense value, as it fuels meaningful conversations and learning experiences. I trust that the knowledge and transformative influence within the pages of these books will nurture growth and inspire meaningful connections! Connect with Eric On LinkedIn On Facebook On Instagram On Website Episode 85 with Greg Crabtree Episode 164 with Evan Nierman Episode 180 with Michael Bungay Stanier Episode 100 with Jason Gaignard  Books Mentioned: The Cancel Culture Curse by Evan Nierman  Simple Numbers 2.0 by Greg Crabtree  The Family Board Meeting by Jim and Jamie Shields 15 Minutes of Shame by Des Hague The Mastermind Dinners by Jason Gaignard  A Dose of Hope: A Story of MDMA-Assisted Psychotherapy by Dr. Dan Engle  How to Work with Almost Anyone by Michael Bungay Stanier The End of the World Is Just the Beginning by Peter Zeihan  Mindset: The New Psychology of Success by Carol Dweck  The Infinite Game by Simon Sinek   

Step into the world of coaching brilliance today as we embark on an extraordinary journey with coaching industry rockstar, Michael Bungay Stanier!  Michael's reputation precedes him! Armed with a treasure trove of simple and remarkably effective ideas, he has left an indelible mark on countless individuals seeking growth and transformation. From the resounding success of his bestseller, The Coaching Habit, with over a million copies sold, to the launch of his latest book, How to Work with Almost Anyone: Five Essential Questions, his wisdom knows no bounds!  Prepare to be inspired as we dive into the mind of the one and only Michael Bungay Stanier and unravel the secrets to his remarkable success!  Bio: Michael Bungay Stanier helps people know that they're awesome and are doing great. He is best known for The Coaching Habit, the best-selling coaching book of the century and recognized as a classic. His most recent book, How to Work with (Almost) Anyone, shows how to build the best possible relationship with key people at work. Michael was a Rhodes Scholar. He is Australian and lives in Toronto, Canada.  How It All Started for Michael Michael's journey into the coaching world began during his teenage years when he noticed he had a knack for listening to his friends and offering advice. Intrigued by the power of asking questions and listening to the answers, he became a crisis telephone counselor for youth. That experience taught him the value of staying curious and understanding that the first answer might not be the whole truth. His interest in coaching grew while working in the world of innovation and organizational change in London and Boston. In 2001, he moved to Toronto, where he did his first coach training and launched a coaching practice that led him to write books on coaching. Becoming a Reference in the World of Coaching Michael's journey to becoming a reference in the coaching industry took shape with the publication of his book, The Coaching Habit. Initially rejected by traditional publishers, he decided to self-publish the book and took control of the brand, look, and feel. His commitment to making it a classic and marketing it extensively through podcasts and writing contributed to its success. The book focuses on simplifying coaching, emphasizing curiosity, and refraining from rushing to give advice. That resonated with readers and made it highly influential. Subsequent books and his unique podcast, Two Pages with MBS, further solidified his position as a prominent figure in the world of coaching. Balancing Curiosity and Giving Advice A lesson Michael learned was about the power of staying curious and helping people figure things out themselves. As a coach, he emphasizes the importance of understanding a client's challenges before rushing to provide immediate solutions. He cautions against trying to solve the wrong problem and highlights the value of enabling individuals to learn and grow, fostering their autonomy and self-sufficiency. By refraining from rescuing them and instead being a guide in their journey, he believes coaches can add value to their clients' lives. How to Work with Almost Anyone Michael's latest book, How to Work with Almost Anyone: Five Essential Questions, addresses the critical aspect of working relationships and their impact on success and happiness. The book explores having "almost" working relationships, where some individuals may present challenges. Michael invites readers to consider how improving key working relationships can lead to positive outcomes. The title resonates with many, as almost everyone has experienced challenging working relationships at some point. The book offers essential questions and insights to help individuals navigate and enhance those crucial connections. Building the Best Possible Relationships Michael emphasizes the importance of having a keystone conversation with colleagues or employees before diving into work. He explains that the keystone conversation is about understanding each other's best qualities, preferred working practices, past successful and frustrating experiences, and how to repair the relationship when things go wrong. He points out that having this conversation can make working relationships less awkward and more productive. Creating Safe Environments Michael believes that while there may not always be a completely safe environment, there can be safe individuals. He explains that psychological safety is essential for people to feel comfortable expressing themselves honestly and openly. That is why fostering an environment where team members can be straightforward and share their positive and negative experiences is necessary. Applying Keystone Conversations  Implementing keystone conversations in the orientation process can be valuable when onboarding new team members, enabling them to understand their colleagues' working styles and preferences. There are other contexts where that practice can also be helpful, such as hiring students and working in procurement to build better relationships and save time and money. The Five Questions of the Keystone Conversation The Amplify Question (People asking each other about the moments when they are at their best and in a flow state.) The Steady Question (Individuals discussing the logistics and mechanics of how they prefer to work together, including communication tools and working hours.) The Good Date Question (People learning from their past successful working relationships to understand what contributed to their success.) The Bad Date Question (Understanding past frustrating working relationships to avoid repeating negative patterns.) The Repair Question (Individuals agreeing on how to fix things when issues arise, emphasizing the inevitability of conflicts and the importance of addressing them constructively.)The Importance of Strong Working Relationships Michael stresses the significance of building strong working relationships. He explains that improving challenging relationships can profoundly impact the reduction of stress and the improvement of overall well-being. Fostering positive relationships and creating a safe and supportive environment can lead to more successful outcomes within and outside of organizations. Best Possible Relationship  The "best possible relationship" concept connects with the keystone conversation. The best possible relationships are characterized by psychological safety, bravery, and the ability to repair themselves. The keystone conversation is a tactic to help individuals build such relationships by discussing their best qualities, working practices, past experiences, and ways to address challenges. Coaching Session with Brené Brown Michael had a personal experience of coaching Brené Brown during a podcast interview. He remembers being surprised when she asked him to coach her during the conversation and how he successfully guided her through the coaching process, showcasing the power of silence and active listening in coaching. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Michael Bungay Stanier On his website  On LinkedIn Download Michael’s five keystone questions for free at www.bestpossiblerelationship.com

The Business of Meeting – Episode 179 – Design for Human Connectivity with Peter Mandeno, Ph.D.  Join us today as we embark on an enthralling journey and step into the world of boundless human connectivity with Peter Mandeno!  A seasoned expert in the meetings and event industry and having recently completed a Ph.D. in designing human connectivity, his career has been nothing short of extraordinary!  We have the distinct pleasure of delving deep into the vast realm of Peter’s experiences and insights, exploring the bridges he built between academia and industry in today’s engaging conversation!  Prepare yourself for an intellectual adventure as we uncover the wonders of human connection with the brilliant mind of Peter Mandeno! Bio: Peter Mandeno, Ph.D., is an expert in creating the optimal conditions for human connection. He has spent 15 years in industry and more recently in academia, developing new knowledge and frameworks that support organizations in improving human connectivity outcomes by design, rather than by chance. It is well-understood that better-connected organizations perform better. Peter’s work builds on decades of social science and management research that reveal human connections are critical for well-being, creativity, and productivity at work. Through his unique combination of research and design, Peter has helped improve the performance of all manner of businesses and contexts from financial institutions and business schools, to global medical networks and multi-disciplinary corporate events. With a background in marketing and psychology, Peter has always been fascinated by human behavior. His passion for human connection was ignited by a social experiment he launched in New York in 2010; Wok+Wine. Traveling the world for several years with a giant wok, Peter connected thousands of curious strangers through more than 150 events in 12 countries. The concept was featured in Harvard Business Review in an article making the business case for serendipity or, as Peter describes it, “finding the people you didn’t know you were looking for.” Seeking to understand what made Wok+Wine so universally and consistently effective led Peter to complete his Ph.D. in Design Engineering (Behavioral Design) in 2022. Having identified and articulated the factors that influence and explain human connectivity outcomes, Peter is on a mission to create a better-connected world, starting with organizations. He’s often to be found on stage delivering keynotes to share his research with audiences ranging from senior leadership teams and community builders to designers and conference organizers. Otherwise, you’ll find him developing new people-centered approaches that help make organizations more innovative, productive, resilient, and overall better places to work. A native of New Zealand, Peter’s career spans the travel industry, graphic design, digital technology, entertainment, strategy, innovation, experience design, and animation in New Zealand, the United States, Denmark, The Netherlands, and the UK, where he’s currently based. He is most comfortable at the crossroads of industry and culture where, as he puts it, “the most interesting things happen.” Peter’s story Peter grew up in the scenic landscapes of New Zealand. He earned degrees in business and science, focusing on psychology. Afterward, the allure of overseas experience called him to Minneapolis for an internship at a marketing travel company. He embarked on a journey across Europe and was exposed to the communication design industry in London, which led him to a whirlwind of experiences, traveling the world and perfecting presentation graphics for high-profile executives. His journey eventually led him to Amsterdam, where he joined the events world, working backstage to understand the inner workings of grand corporate spectacles. Then his curiosity led him to New York, where he pioneered Wok+Wine, a concept that laid the groundwork for his ultimate quest—designing human connectivity. Through Wok and Wine, he connected people and discovered the power of universal effectiveness in fostering meaningful encounters. That revelation led to his collaboration with academics and his decision to embark on a five-year Ph.D. journey to explore the principles of effective human connectivity.  Transition to New York and the Role of Connections It was challenging for Peter to move to New York and establish Wok+Wine. Having connections in the United States made the transition smoother and his track record in the creative agency and events world allowed him to build a case for obtaining a visa. But even so, the bureaucratic process of moving from place to place was frustrating and time-consuming. Peter emphasizes the significant role connections play in his journey, enabling him to access opportunities and foster various serendipitous encounters that shape his path. The Power of Serendipity and Unlikely Connections Peter believes in the power of serendipity and the need for connection. He understands the magic that happens when diverse minds come together to share experiences in unconventional settings. His concept of Wok+Wine brought together open-minded individuals and created the perfect conditions for serendipitous encounters. He met many people and experienced life-changing opportunities, forming friendships and even starting companies through chance meetings at his Wok+Wine events.  The Evolution and Global Expansion of Wok+Wine Wok +Wine evolved organically from a small event in New York, gradually expanding to different countries and cultures. Initially, there was no intention for the concept to become a business. It was a personal experiment to explore the effects of bringing diverse people together. As the word spread and participants encouraged the continuation of the events, Wok+Wine gained momentum and international recognition. The growing network of participants led to unique encounters, often with strangers, which Peter found to be the most magical and transformative experiences! Unleashing Human Potential and Creating Connection Spaces Peter observed how diverse groups of people, who might feel socially awkward or uncomfortable in conventional networking settings, thrived in the intimate and informal environment of the Wok+Wine events. The power of connection spaces like Wok+Wine allows individuals to shed their apprehension and anxieties about connecting with others. Those environments also let people unleash their potential, converse with unexpected counterparts, and foster meaningful connections. The unique format of the Wok+Wine events, coupled with their locations and the willingness of participants to embrace the unconventional, contributed to its remarkable success in bringing interesting individuals together. Obstacles to Wok+Wine Events   Two main obstacles got in the way of the Wok+Wine events. The first challenge was Peter starting a Ph.D. program, which consumed much of his time and creative energy. The second obstacle was the emergence of COVID-19, which posed a problem for Wok+Wine events since they involved close social interactions, which was not allowed during the pandemic. Resuming Wok+Wine Events  Having completed his Ph.D., Peter is considering restarting the Wok+Wine events because people seem less apprehensive now about close social interactions. Addressing Dietary Preferences and Cultural Considerations  There is a concern that the growing popularity of dietary preferences and cultural considerations (such as vegan, non-gluten, Kosher, etc.) could make it challenging to cater to different needs. Peter is familiar with that issue and understands that providing diverse options is essential when organizing events for larger groups and organizations.  Peter's Transition to Academia and Ph.D.  Peter’s curiosity and fascination with human connectivity led him to academia. He did a PhD to gain a deeper understanding of the power of connections and learn how to design experiences that foster authentic and meaningful human interactions. Breaking the process of human connectivity down into phases  Peter emphasizes the importance of dividing human connectivity into phases like finding, forming, maintaining, leveraging, and disconnecting.  An informed and intentional approach to design experiences There is a need for more informed and intentional approaches to design experiences that promote human connections. Peter would like to apply his research to organizations and products or services that enhance human connectivity to positively impact well-being, creativity, and productivity in individuals. He looks forward to collaborating with others to achieve his goal! Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Peter Mandeno On Website On LinkedIn The HBR article Peter mentioned A very early article Peter published on Medium (well pre-Ph.D.) - The Curse of the Canapé

The Business of Meetings – Episode 178 – Anyone Can Become a Great Salesperson with Ron Hubsher We invite you to step into the world of sales expertise and negotiation finesse as we delve into the expertise of a true industry pioneer! Today, we have the distinct privilege of speaking with none other than Ron Hubsher, the visionary behind the field of business-to-business negotiation. Ron is a luminary in his domain. He has authored books on business-to-business negotiation, documented the close of a staggering $600 million deal, and held a distinguished position as a guest lecturer at Harvard University. As the Founder and President of the esteemed Sales Optimization Group, Ron’s wealth of experience promises an enlightening and transformative discussion on how to become a better closer, and a more adept negotiator.  Brace yourself for an exceptional experience as we unlock the secrets to sales success and explore Ron’s tremendous career! If the notion of sales captivates your spirit, prepare to be enthralled by his brilliant insights! Bio: Ron Hubsher is an internationally acclaimed and recognized sales and negotiation effectiveness expert. Ron is CEO of the Sales Optimization Group, an international sales and negotiation training and consulting organization. The company assists clients in technology, health services, medical devices, financial services, professional services, business services, and manufacturing accelerated sales by using its patented sales and negotiation methodologies and tools to increase close rates, reduce discounting, accelerate sales, bring opportunities in as forecasted and make sure clients achieve their goals and hit their numbers. Ron's Journey in Sales  Growing up with an entrepreneurial father who constantly sought to improve his selling skills, Ron got drawn into the world of business-to-business negotiation. The influence of his father, combined with inspiration from Dale Carnegie's timeless book, How to Win Friends and Influence People, sparked his interest in the art and science of selling. From an early age, he read books on sales and ventured into various small businesses, honing his skills as an entrepreneur and sales enthusiast. Having a background in engineering, he approached sales like an engineer, breaking down the process and seeking to manufacture successful outcomes. Key elements for success in business-to-business sales Ron explains that keeping things simple and process-driven makes it possible to achieve remarkable results consistently. He outlines three key elements necessary for success in business-to-business sales, including strong listening and questioning skills, a well-crafted opportunity plan, and a robust negotiation plan.  Harnessing Information to Prepare for Sales  There are advantages and potential challenges presented by the abundance of data on prospects. Ron points out that while having access to information could be empowering, using it effectively depends on the salesperson's approach. Finding commonalities and demonstrating a genuine interest in prospects' lives can create meaningful connections, reduce perceived risks, and facilitate successful negotiations. Virtual Selling  Virtual platforms, like Zoom and Teams, have advantages and disadvantages in sales interactions. While face-to-face encounters might be more difficult to recreate online, Ron emphasizes the value of intimate virtual meetings, where meaningful connections and focused conversations can still occur. He stresses the importance of using those tools to give the salesperson the advantage of adapting the sales process to make it more effective on virtual platforms.  The Magic of Leveraging Personal Passions in Sales There is power in finding and leveraging personal passions in sales, as it can foster a deeper level of connection and trust. Ron explains that highlighting his passion for pole vaulting allowed him to connect with potential clients who resonated with his story. Navigating Challenges and Opportunities when Negotiating on Virtual Platforms Embracing technology and refining negotiation skills are essential for success in the rapidly evolving landscape of virtual sales. Ron acknowledges that negotiating virtually can present challenges, particularly around reading body language. He emphasizes the importance of active listening and probing questions to gain insights into the needs and concerns of the other party. Practical strategies for addressing these challenges include utilizing one-on-one meetings and adapting negotiation tactics to suit virtual interactions.  The Complexity of Business Mechanics Business sales negotiations differ from other types of negotiations. In business sales negotiations, one must consider factors like competing sellers, similar products, and spot transactional negotiators that can make the process more intricate. By interviewing successful business salespeople, Ron developed a seven-step process to simplify and repeat the negotiation approach. The Keys to Being a Successful Negotiator and Closer Ron emphasizes the importance of having a strong sales effort coupled with a robust negotiation plan when looking at the essential qualities one needs to become a successful negotiator and closer in business-to-business sales negotiations. He points out that a powerful sales effort, which focuses on creating value and reducing business and personal risks for the customer, is crucial. By combining that with a well-thought-out plan, negotiators can capitalize on potential and find success. Differentiating Business-to-Business Sales Negotiations Business-to-business sales negotiations require a distinct approach compared to other types of negotiations. Ron mentions three main types of negotiation: conflict/resolution negotiation, spot transactional negotiation, and business-to-business negotiation. He explains that applying conflict/resolution or spot transactional methods to business-to-business negotiations might do more harm than good. Instead, understanding the unique dynamics of business sales negotiations and utilizing a tailored negotiation process can lead to better outcomes. Establishing Trust and Maintaining Relationships with Customers To maintain strong relationships with customers after closing a sale, Ron stresses the significance of following up and maintaining communication with customers to reinforce trust and demonstrate value. He explains that successful sales should lead to quantifiable success stories that are worth much more than the price paid by the customer. Delivering substantial results allows businesses to build lifelong relationships with customers and ensure continued success. Transitioning from Salesperson to Sales Manager The skill set required for sales management differs from the skill set of a salesperson. While a salesperson should excel in functional sales skills, a sales manager needs to focus on hiring, motivating, handling problems, and removing obstacles for the sales team. Ron advises against assuming that the best salesperson will naturally make the best sales manager and suggests implementing a system to support the success of sales managers. Recognition and Success at Harvard and in the Industry Ron attributes the recognition he experienced as a guest lecturer at Harvard and the great opportunities his company received in the industry, to the positive feedback and success stories shared by his satisfied clients.  The Right Approach for Successful Business Sales Negotiations There are critical differences between various types of negotiations, so it is essential to use the right approach for business-to-business sales negotiations. For long-term success in business sales negotiations, it is crucial to demonstrate a strong sales effort, have a well-planned negotiation approach, and maintain customer relationships. Connect with Eric On LinkedIn On Facebook On Instagram On Website Connect with Ron Hubsher On his website (Sales Optimization Group) On LinkedIn Call Ron - (650)-520-9849