Performance alone no longer determines success. Pioneering researchers George W. Dudley and Shannon L. Goodson discovered something more important: self-promotion. Some of the most highly-paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion.
Some... more people are natural promoters. They are born with the instinct to self-promote. For others self-promotion is emotionally difficult: they are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion.
The authors of The Psychology of Sales Call Reluctance, Shannon Goodson and George Dudley, have retired, but their important work has been carried on by Suzanne Dudley and Trelitha Bryant. Their organisation, Behavioral Sciences Research Press Inc. (BSRP), has completed thousands of research projects, constructing statistical models to study the influence of fear on the performance of salespeople.
This broadcast is important viewing for leaders and salespeople, and will help remove those 'call reluctance barriers' that have ended so many promising careers.
Jim Kouzes has been thinking about leadership ever since he was one of only a dozen Eagle Scouts to be selected to serve in John F. Kennedy's honour guard when Kennedy was inaugurated President of the United States. Kennedy's inaugural call to action, "Ask not what... more your country can do for you; ask what you can do for your country", inspired Jim to join the Peace Corps, and he taught school in Turkey for two years. That experience made Jim realise that he wanted a career that offered two things: the chance to teach and the opportunity to serve.
Jim Kouzes is the co-author with Barry Posner of the award-winning and best-selling book, The Leadership Challenge, with over 2 million copies in print. He's also the Dean's Executive Fellow of Leadership, Leavey School of Business, Santa Clara University.
Jim and Barry have co-authored over thirty other publications including The Truth About Leadership, A Leader's Legacy, Credibility: How Leaders Gain and Lose It, Why People Demand It, Encouraging the Heart, and The Leadership Challenge Workbook, and the Encouraging the Heart Workbook.
Not only is Jim a highly-regarded leadership scholar, The Wall Street Journal cited him as one of the twelve best executive educators in the U.S.
This is a leadership broadcast, but will also contain many valuable lessons for salespeople, and for parents. It is recommended team viewing.
Gary Ryan Blair is a visionary and gifted conceptual thinker. As one of the top strategic thinkers in the world he is dedicated to helping his clients win big by creating focused, purpose driven lives.
Gary is the President of The GoalsGuy, a highly focused... more training organization whose mission is to help their clients build and sustain superior performance.
Blair is author of the best-selling book, Everything Counts! 52 Remarkable Ways to Inspire Excellence and Drive Results. Everything Counts! is the definitive guide on excellence and serves as a call to greater awareness of the small details that impact results. It offers a powerful operating philosophy that will challenge you to reach higher levels of growth, productivity, and performance.
Gary believes that the key to quality in every aspect of our lives is doing little things correctly, all the time, every time, so that each action produces a quality result. He shares this belief and his unique strategies with school systems and companies around the world such as IBM, NASA, General Electric, Federal Express, Disney and many others.
This program is suitable for everybody who understands the importance that goals play in achieving success. It is valuable viewing for leaders, salespeople, property managers, BDMs and support people.
Through his ground-breaking research, Mark Murphy has created some of the biggest ideas in leadership. He's a New York Times bestselling author, weekly contributor to Forbes, ranked as a Top 30 Leadership Guru and the Founder of Leadership IQ. With a reputation for brilliant, yet immediately... more actionable, insights about leadership, he's trained leaders at the United Nations, Harvard Business School, the Clinton Foundation, Microsoft, MasterCard, SHRM, and hundreds more organizations.
Mark leads one of the world's largest leadership skills studies, and his work has appeared in The Wall Street Journal, The New York Times, Fortune, Forbes, Bloomberg BusinessWeek, and U.S. News & World Report. Mark has also appeared on CNN, NPR, CBS News Sunday Morning, ABC's 20/20, and Fox Business News.
Mark's most recent book was the New York Times bestseller, Hundred Percenters: Challenge Your People to Give It Their All and They'll Give You Even More. Before that, his book Hiring for Attitude was featured in Fast Company, The Wall Street Journal, and chosen as a top business book by CNBC.
Some of his other books include HARD Goals: The Science of Getting From Where You Are to Where You Want to Be and The Deadly Sins of Employee Retention. Mark's latest book, Truth At Work: the science of delivering tough messages, is expected to be released in May 2017.
Some of Mark's big ideas include:
Hiring for Attitude
SMART Goals Can Be Dumb (Use HARD Goals Instead)
Why CEOs Get Fired
You Need 6 Hours With Your Boss
Why Low Performers Can Be Happier Than
This broadcast is recommended for all team members - leaders, salespeople, property management and support. Mark will highlight the difference in attitude between mediocre performers and winners.
For over thirty years Pease International has been teaching Communication Skills, Body Language, and Sales and Negotiation techniques to governments, businesses and people in almost every country globally.
With four decades of combined study and experience, founders Barbara and Allan Pease have become two of... more the world's foremost Body Language experts. Their combined 18 book titles span subjects from business communication and negotiation to relationships. Their latest book, The Answer: How to discover what you want from life then make it happen, was released in May 2017.
As international communication authors, they present both private and public workshops and seminars to the world's leading (and up-and-coming) professionals.
Allan, known internationally as "Mr Body Language", also appears regularly in media around the world, and is sought to give advice on personal image by everyone from business executives and Prime Ministers, to TV presenters, Royalty and Rock Stars. His sales and communication systems have grown companies from one man bands to multi-nationals.
This presentation will be of immense value to leaders and to all team members.
Tom Hopkins carries the standard as a master sales trainer and is recognized as the world's leading authority on selling techniques and salesmanship. Over 4,000,000 people on five continents have attended Tom's high-energy live seminars. Tom personally conducts 60+ seminars each year traveling throughout... more Tom Hopkins carries the standard as a master sales trainer and is recognized as the world's leading authority on selling techniques and salesmanship. Over 4,000,000 people on five continents have attended Tom's high-energy live seminars. Tom personally conducts 60+ seminars each year traveling throughout the United States, Canada, Australia, New Zealand, Singapore, Malaysia, China, and the Philippines.
Tom Hopkins is the author of fourteen books, including "How to Master the Art of Selling," which has sold over 1.4 million copies worldwide. This mega-selling book is considered a must-have reference guide for top selling producers in every field of sales. He has also authored three selling-skills books in the popular "...for Dummies" series. Tom's talent of teaching in a creative and entertaining style has brought him a tremendous following, as well as constant demand for appearances at regional and national conventions each year.
One of America's most successful and dynamic businessmen, Tom Hopkins did not find success easily. He quit college after only 90 days. At 19 years of age, married and with a baby on the way, he took a job in construction. It wasn't long before Tom decided that doing physical labour was not the way he wanted to spend the rest of his life. So he quit the construction job and took a job he thought would be easier - selling real estate.
Six months into his real estate career, Tom's income was averaging just $42 a month. He wasn't earning a living, but had fallen in love with the real estate business. After discovering that all the top producers had extensive sales training, Tom set out to learn everything he could about how to sell professionally. Armed with drive, determination and knowledge, Tom Hopkins built his sales volume to over $14,000,000 within five years.
Word of Tom's record-breaking sales success soon brought repeated requests to conduct sales training seminars across the country. In 1976, he founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilise his professional sales training materials daily.
James Kerr specialises in leadership and high performance.
He is the author of 'Legacy', the international bestseller, which analyses the unique culture of the world's most successful sporting team, the All Blacks. The Daily Telegraph called it the 'modern version of Vince Lombardi's guides to... more coaching' and says 'for those searching for genuine keys to team culture, it is manna from heaven.'
In his work, James dresses the transferable principles that drive exceptional outperformance. Using examples from his work with sport, the military and business, he argues that winning teams employ the same basic ideas; a relentless focus on excellence, a commitment to a collective cause, individual autonomy, trust initiative and accountability, candid communication, underpinned by a culture in which 'leaders create leaders'.
As an advisory, he helps organisations 'lift their game': galvanising and inspiring their teams through standards and expectations, identity, belief and belonging, mindset and mental skills.
Tim Sanders spent most of his career on the cutting edge of innovation and change. He was on the ground floor of the quality movement, the launch of the mobile phone industry and, most notably, the birth of the world wide web. Today, he's gravitated... more to disruptive change for over 30 years.
He was an early stage member of Mark Cuban and Todd Wagner's broadcast.com, which had the largest opening day IPO in history. After Yahoo acquired the company, Tim was tapped to lead their ValueLab, which enabled sales teams to close hundreds of millions of dollars of new business through rapid collaboration. By 2001, he rose to the position of Chief Solutions Officer and later, the company's Leadership Coach.
In 2005, he founded Deeper Media, which provides consulting and training services for leading companies, trade associations and government agencies.
Tim is the author of four books, including the New York Times best-seller Love is the Killer App: How To Win Business and Influence Friends. It's been translated into over a dozen languages and has been featured in Fast Company, USA Today, the New York Times, The Boston Globe, Christian Science Monitor and on CNN. Tim's other books include Today We Are Rich, The Likeability Factor, Saving the World at Work and Dealstorming.
In 2001 and fresh out of college, Marcus Sheridan stumbled across his first business with two friends and began installing swimming pools out of the back of a beat-up pickup truck.
Nine years later, and with the help of incredible innovations through inbound and... more content marketing, Marcus's company overcame the collapse of the housing market and became one of the largest pool installers in the US and currently has the most visited swimming pool web site in the world, River Pools and Spas.
With such success, in late 2009, Marcus started his sales/marketing/and personal development blog, The Sales Lion, and has since grown The Sales Lion brand to be synonymous with inbound and content marketing excellence while being featured in multiple industry publications, including the New York Times where he was referred to as a "web marketing guru".
Kevin Allen is Founder & Chairman of Rekap, which specialises in delivering an emotionally intelligent approach to engagement, business growth and transformation to global companies like Google, Burberry, Verizon, Smythson and Swedbank.
He is recognized as one of the world's most accomplished growth professionals... more and is the creator of award-winning emotional intelligence leadership game Planet Jockey.
He is the bestselling author of The Hidden Agenda: A Proven Way to Business and Create a Following, and the recently released The Case of the Missing Cutlery: A Leadership Course for the Rising Star, which has been featured on BBC Radio's Four Thought leadership series.
With decades at the top of advertising giants McCann-WorldGroup, the Interpublic Group and Lowe and Partners Worldwide, Kevin worked with such brands as MasterCard-developing the globally famous "Priceless" campaign, Microsoft, Marriott, Smith Barney, Nestle, L'Oreal, Lufthansa and Johnson & Johnson, and was an early part of Rudy Giuliani's team that prepared the way for the successful Mayoral election and turnaround strategies for the City of New York.
Author of Real Estate Presentations That Make Millions, How To Sell Your Home in Any Market, and Make Millions Selling Real Estate, Jim Remley is a real estate veteran and a proven leader in the field of selling.
Starting at the age of 19, Jim... more began a spectacular rise as a young superstar. Using cutting edge marketing and simple systems, Jim built a career that enabled him to win numerous regional and national awards.
Today Jim leads one of the largest real estate firms in the state of Oregon with over $600 million dollars in sales volume a year with just over 100 active Brokers. As a consultant, author, speaker, and trainer Jim has one mission - to create abundance through simplicity of action.
Chris Lytle walked into his hometown radio station to apply for a job as a newsman. There were no openings in the news department, but the GM offered him a sales job. The rest is history.
He parlayed that job selling advertising into a... more 35-year professional speaking career. Along the way, he took the time to write a couple of books that resonate with tens of thousands of readers who "ended up in sales" when something else didn't work out.
Most people don't choose sales as a career. Sales chooses them and they end up wondering how to make the most of a profession they were never prepared for.
Chris's books, The Accidental Salesperson and The Accidental Sales Manager, are compelling reading. This Pittard TV broadcast will suit leaders and salespeople alike and is not to be missed - no dull theories, manipulative methods, and high-pressure tactics, but with plenty of techniques for money-generating and career-building.
Susan Scott is a best-selling author and leadership development architect who has enabled top executives worldwide to engage in vibrant dialogue with one another, with their employees, and with their customers for two decades.
Susan Scott sets the company's strategic vision and creates the... more culture through her ongoing commitment to ensure employees are engaged, communication is candid, and learning is continuous.
For 13 years, Susan ran think tanks for CEOs and designed and delivered training to peers working with CEOs in 18 countries. In 2002, Fierce Conversations - Achieving Success at Work and in Life, One Conversation at a Time, was published in 4 countries and, shortly thereafter, was listed on The Wall Street Journal and UPI best seller lists, and was one of USA TODAY'S top 40 business books of 2002.
Her much anticipated second book - Fierce Leadership: A Bold Alternative to the Worst "Best" Practices of Business Today was published September 15, 2009. In its debut week, the book was listed on The Wall Street Journal and The New York Times best seller lists.
Jay Baer, CSP has spent 23 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 32 of the FORTUNE 500. His current firm - Convince & Convert - provides digital marketing advice and online customer service advice... more and counsel to some of the world's most important brands like The United Nations, Allstate, Cisco, and Cabela's.
His new book, Hug Your Haters, is the world's first modern customer service manual, showing how companies large and small can benefit from the enormous increase in online complaints and customer feedback.
His second book, Youtility: Why Smart Marketing is About Help not Hype, was #3 on the New York Times business best seller list, and a runaway #1 Amazon best seller.
Jay speaks approximately 65 times per year world-wide, often with lessons about how businesspeople can use today's shifts in technology and consumer expectation to gain or keep more customers.
Tom Corley understands the difference between being rich and poor: at age nine, his family went from being multi-millionaires to broke in just one night, due to a catastrophic fire that destroyed his Dad's thriving business. For fourteen years they struggled with poverty. There were... more eleven in Tom's family, and they lived in constant fear of losing their home.
Driven by the desire to unlock the secrets to success and failure, Tom spent five years studying the daily activities of 233 rich people and 128 poor people. He discovered there was an immense difference between the habits of the rich and the poor. During his research he identified over 300 daily activities that separated the "haves" from the "have nots."
Tom decided to write a book to share what he learned. That book, Rich Habits: The Daily Success Habits of Wealthy Individuals (1st Edition), went on to become an Amazon Bestseller in the United States forty times over a three-year period.
Jerry Acuff is the founder and President of Delta Point Inc, a leading corporate consulting firm that focuses on building relationships with customers and employees and improving the effectiveness of sales professionals.
Jerry is the author of multiple books, including Stop Acting Like a... more Seller and Start Thinking Like a Buyer, has consulted the White House on health care reform, and twice was an Executive in Residence at The Amos Tuck School of Business at Dartmouth College.
Jerry has helped thousands of people discover the leader within and looks forward to helping you on your journey.
Nathan Brett is celebrating twenty-one extraordinary years in real estate this year. It is within his role at Real Estate Dynamics that Nathan has been able to best use his experience and industry accomplishments to fulfil his first passion - to help others gain the... more skills and knowledge to achieve their own real estate dreams.
Showing extraordinary resourcefulness, passion and energy, Nathan continues to be one of the industry's most sought-after coaches and advisors.
Over the last 4 years at Real Estate Dynamics he has literally changed the fortunes of hundreds of real estate agencies across Australia and helped thousands of individuals to reach their potential.
This Pittard TV interview with Nathan focuses on Rent Roll Growth and is recommended for leaders and their Property Management teams.
Jeb Blount is the author of several titles including People Buy You: The Real Secret to What Matters Most in Business, People Follow You: The Real Secret to What Matters Most in Leadership, and Fanatical Prospecting. Jeb founded SalesGravy.com in 2006 as a portal... more for all things sales. Over the next five years he and his dedicated team of sales professionals grew Sales Gravy into the most visited sales employment website on the planet.
He is a Sales Acceleration expert who helps sales organisations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organisational design.
Jay Papasan is an American writer and business executive. He is best known for co-authoring, with Gary Keller, books such as The Millionaire Real Estate Investor, which became both a New York Times best-seller and a BusinessWeek best-seller, and The ONE Thing, which reached #1... more on the Wall Street Journal business best-seller list.
Jay is the vice president of publishing and executive editor at KellerINK, the publishing arm of Keller Williams Realty. He and his wife Wendy are owners of The Papasan Real Estate Team.
In 2014 he was named one of the Most Powerful People in Real Estate by Swanepoel Power 200.
David Allen is the international best-selling author of How To Get Things Done: the Art of Stress-Free Productivity and other titles. He is widely recognised as the world's leading expert on personal and organisational productivity. Time Magazine called his flagship book, "How To Get Things... more Done", "the definitive business self-help book of the decade." Fast Company Magazine called David "one of the world's most influential thinkers" in the arena of personal productivity, for his outstanding programs and writing on time and stress management, the power of aligned focus and vision, and his ground breaking methodologies in management and executive peak performance.
Dave Anderson is president of LearnToLead, a sales and leadership training company based near Los Angeles, California. He gives presentations over 100 times per year and has spoken in fourteen countries.
Dave is the author of twelve books including, Up Your Business, If You Don't... more Make Waves You'll Drown, How to Deal with Difficult Customers, How to Run Your Business by THE BOOK, and How to Lead by THE BOOK. He writes leadership columns for Dealer Magazine and Dealer Business Journal.
Roger Dawson is the founder of the Power Negotiating Institute and author of Secrets of Power Negotiating. Roger has trained managers and salespeople at the top companies and business associations throughout the United States, Canada, Europe, Taiwan, China, New Zealand and Australia. Roger's ability to... more teach people how to improve profits and to make more sales with Power Negotiating Tactics will make this a valuable training experience.
Author of Hardball Selling (also known as The Art of the Hard Sell) and the Success Secrets of the Sales Superstars (and 56 other titles), Robert L Shook has stood the test of time as one of the foremost sales trainers in the United States... more Author of Hardball Selling (also known as The Art of the Hard Sell) and the Success Secrets of the Sales Superstars (and 56 other titles), Robert L Shook has stood the test of time as one of the foremost sales trainers in the United States.
The objective of every salesperson is to close a sale and maintain a high level of customer satisfaction, but it takes a no-nonsense approach to accomplish this in today's competitive business world. All business people know that many clients need some assistance to say 'yes' to a proposition that is right for them. Robert Shook will show you the sales techniques that can make the difference between remaining an ordinary, middle of the road salesperson and becoming a sales superstar. Close sales and have happy clients - that is the goal of every successful salesperson!
Bob Burg is an internationally acclaimed author. His titles include The Go-Giver, Go-Givers Sell More and Adversaries Into Allies.
This interview was pre-recorded earlier in 2016 and is now offered as a free-to-air broadcast.
Bob Burg gives sound business advice for salespeople and business leaders... more alike. This interview is essential viewing!
Author of The Inner Game of Selling, Authenticity, and other titles, Ron Willingham is founder and CEO of Integrity Systems Inc., an international training and development company with more than 1.5 million graduates in 80 nations.
Forget everything you've been taught about selling... more - negotiation strategies, closing techniques etc. Ron debunks the familiar myths surrounding 'sales skills', showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity.
Author of You Can Negotiate Anything, and Negotiate This, Herb Cohen is one of the world's foremost experts on negotiation. In this one-hour broadcast, Gary Pittard interviews Herb and invites those viewing live to submit viewer questions for Herb to answer. This is a golden... more opportunity to ask an international negotiation expert those questions on negotiation you've always wanted to ask. Go live!
Interview with Property Management expert Nathan Brett, from Real Estate Dynamics. Recommended for leaders and their PM teams.
Leadership expert, Patricia Wheeler, from the USA. This is an interview on leadership for Leaders, Sales Controllers, Administration Controllers, and winning salespeople. All are welcome, however.
Author of (among others) You're Broke Because You Want To Be and It's Called Work For a Reason, this live webcast with Larry will also be in interview format, where audience members will have the opportunity to ask Larry questions.
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Pittard specialises in real estate training with a focus on sales, leadership and management. Our programs are designed to build winning salespeople and leaders, driving real estate agencies’ profitability and long-term viability.