Burn the Playbook: Start Small and Try Something New with KC Smurthwaite

In this episode of In The Club powered by Club Colors, John Morris, AdamStoczynski, and Myra Haley are joined by Derick Robertson, Director of Retail Services at Georgia Southern University, who shares his passion for developing a memorable student experience. Derick details the importance of actively listening to what university students have to say and the significance of keeping up with changing trends. He shares how partnerships, such as the one with Club Colors, have played a crucial role in promoting their brand identity and creating impactful marketing solutions. The discussion also navigates through his career journey, going back to college for a master's degree, managing staff, and the excitement and challenges brought about by the NIL rules in college athletics.

KEY TAKEAWAYS

• Prioritize the Student Experience: Derick emphasizes the importance of focusing on the student experience to create a vibrant and engaging campus atmosphere.
• Adaptability and Innovation: College retail needs to evolve with changing times. Derick discusses how being adaptable and open to new ideas is crucial for success.
• Experiential Marketing: Learn how Georgia Southern University leverages student influencers, commitment boxes, and other experiential marketing techniques to enhance brand engagement.
• Building Partnerships: Explore the significance of building partnerships with vendors and sponsors who contribute valuable ideas and collaborate in creating memorable experiences.
• Inclusive Branding: Derick shares the evolution of commitment boxes, making them inclusive for students from various disciplines, fostering a sense of unity and pride in the university.

QUOTES

• "In college retail, we have been doing the same thing for years. Times are changing, students are changing. It's my job to find new things and meet the students where they're at."
• "Every campus is unique, even when they share similar qualities. Everyone gets the same treatment, the same interactions, but the conversations might look very different."
• "College is all about experience. If you can create that experiential place for students to want to be, then you're well ahead of anybody else."
• "The brands that college is all about experience. It's a hundred percent about experience. Why did you choose to come to our school? Because I wanted the experience."

Connect and learn more about Derick Robertson.

https://www.linkedin.com/in/derick-robertson-52aa921b8/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In this episode of In The Club powered by Club Colors, John Morris is joined by Christina Brady, the CEO/Co-founder of Luster, a conversational intelligence platform. Christina, a sales revenue creation expert, shares her journey from a financial planner to a successful salesperson at Groupon, highlighting the pivotal moments that led to the creation of Luster. The conversation explores the revolutionary impact of AI-driven role play sales conversations and simulations in sales training, emphasizing the critical need for effective practice. Additionally, they delve into the intricacies of branding, the power of authenticity, and leveraging LinkedIn for social selling. Christina's unique background in theater and arts shapes her content creation approach, with authenticity being the driving force behind her success. The episode also provides a behind-the-scenes look at the challenges and rewards of being a podcast host and unveils Christina's mission to highlight and elevate iconic women in tech through her podcast, "Taking the Lead." Overall, the discussion showcases how AI can enhance human capabilities in sales and touches on various aspects of branding, authenticity, and podcasting in the tech industry.

KEY TAKEAWAYS

• The importance of focusing on strengths and outsourcing weaknesses for individual and team success.
• Christina's transition from a sales role to becoming the CEO and Co-founder of Luster, a stealth-mode AI-driven sales training company.
• The discipline to focus on function over form and the secret sauce of highlighting domain expertise in building a successful product.
• Christina's decision-making process: quick and passionate with a focus on learning from mistakes.
• The concept of "buy versus build" applied to skills and the importance of surrounding oneself with brilliant individuals to fill gaps.
• The revolutionary impact of Luster in providing a solution for effective sales practice at scale through AI-driven simulations.
• Importance of Branding: Explore the significance of branding in the go-to-market strategy and how it shapes the way people perceive and engage with a brand.
• LinkedIn as a Social Selling Tool: Delve into the debate about whether utilizing LinkedIn for social selling should be a key performance indicator (KPI) and the various perspectives on this matter.
• Authenticity in Social Media: Learn why authenticity is crucial in content creation, and how it can be a force for good in both personal and business contexts.
• Empowering Women in Tech: Gain insights into Christina's mission to change the face of tech from an equity standpoint, featuring the iconic women of tech and providing them with a platform to be seen and heard.

QUOTES

• "AI should make you a better you so you can be more creative. That is it. And how do I use this incredible technology to enhance the human being and not replace the human being."
• "Perfect practice is the ability to say, 'I'm about to hop on a negotiation call with a chief technical officer. You get one shot. But guess what? With Luster, you get as many as you need.'"

Connect and learn more about Christina Brady.

https://www.linkedin.com/in/christinapbrady/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In the inaugural episode of Season 4 with In The Club powered by Club Colors, we dive into the dynamic world of university licensing and business development with special guests Richard Fairchild and Abby Hirschberg from the University of Utah. We explore the world of brand culture from the evolution of sports team uniforms to the power of gratitude in personal growth, into the importance of differentiation, innovation, and meaningful connections in the brand landscape. Discover the unexpected insights from Abby's fascination with the Donner Party and the unique perspective Richard gained while listening to Gladiator. Get ready for a rollercoaster of brand experiences and personal stories that highlight the exceptional nature of the University of Utah.

KEY TAKEAWAYS

• Brand culture sets a brand apart and aligns with its goals.
• Incremental sales can be achieved through innovative variations in product offerings.
• Gratitude journaling can be a powerful tool for personal growth and resilience.
• The Donner Party serves as a captivating historical analogy for survival and prioritization.
• Experiences, such as tailgates, contribute to the vibrant and spirited culture at the University of Utah.

QUOTES

• "When it comes to brand culture, first and foremost, it's something that sets you apart from the other brands."
• "Incremental sales. Is that what you're calling it? Have you coined that phrase?"
• "Gratitude is such a powerful thing. It's amazing how it can change your mindset."
• "I'm in the 18 hundreds, you guys. I'm in the Donner Party era."
• "The best thing about the University of Utah is the people on our campus. This campus attracts the best type of people."

Connect and learn more about Richard Fairchild and Abby Hirschberg.

Richard’s LinkedIn: https://www.linkedin.com/in/richardfairchild/
Abby’s LinkedIn: https://www.linkedin.com/in/abby-hirshberg-2674092a0/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In the inaugural episode of Season 4 with In The Club powered by Club Colors, we dive into the dynamic world of university licensing and business development with special guests Richard Fairchild and Abby Hirschberg from the University of Utah. Discover the power dynamics of licensing, the importance of collaboration, and exciting initiatives like the Cotopaxi collection and Under Armour partnerships.

KEY TAKEAWAYS

• Licensing holds significant power, deciding who gets a license for a university and approving/disapproving artwork.
• Building foundational relationships with the licensing team is crucial to avoid project disapprovals.
• Collaboration with well-known brands like Cotopaxi creates excitement and boosts university representation.
• Innovations like the USS Salt Lake City football uniform highlight the meticulous planning and collaboration involved.

QUOTES

• "Licensing holds a lot of the power, deciding who gets a license for your university and approving/disapproving artwork."
• "The licensing team is the middle point to ensure everyone, including athletics and the campus store, is on the same page."
• "It's about creating experiences and relationships that mean something to individuals."
• "The licensing team serves as a connector, bridging different parts of the campus together."

Connect and learn more about Richard Fairchild and Abby Hirschberg.
Richard’s LinkedIn: https://www.linkedin.com/in/richardfairchild/
Abby’s LinkedIn: https://www.linkedin.com/in/abby-hirshberg-2674092a0/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In this Sales Leadership Roundtable episode of the In The Club by Club Colors, John Morris, Adam Stoczynski, and Jason Heiss discuss key strategies for businesses and colleges to make impactful decisions in branding, marketing, and client engagement. They emphasize the importance of advising clients on effective spending, stretching budgets wisely, and creating memorable brand experiences. The conversation delves into current market trends, including the rising significance of spatial branding, technology integration, and the value of personalized experiences.

KEY TAKEAWAYS

• Effective Spending & Advising: Advising clients on utilizing their budget effectively is crucial, focusing on stretching dollars wisely and emphasizing the value proposition that distinguishes one brand from another.
• Spatial Branding & Engagement: Spatial branding not only fosters a vibrant workplace but also reinforces brand values, creating engaging environments that inspire employees.
• Technology Integration & Personalization: Incorporating technology isn't just about automation but enhancing client experiences. Customization and personalization play pivotal roles in engaging and retaining clients.

QUOTES

• "We are not here to nickel and dime people. We give you our best price first and a ton of service, effort, and advisement."
• "Nobody wakes up in the morning and goes, 'You know what? I feel like buying coffee mugs.' But there's typically an event, an emotion, an initiative."
• "Creating an environment where employees want to be is crucial. It's not about going to an event; it's about experiencing something memorable."

Connect and learn more about Adam Stoczynski and Jason Heiss.
Adam’s LinkedIn: https://www.linkedin.com/in/adamstoczynski/
Jason’s LinkedIn: https://www.linkedin.com/in/jason-heiss-2319a8a/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In this Sales Leadership Roundtable episode of the In The Club by Club Colors, John Morris, Jason Heiss, and Adam Stoczynski delve into the complexities of navigating sales relationships, maintaining consistency, and building lasting partnerships. The discussion covers various aspects, from understanding client core values to adapting to changing market trends, all while emphasizing the importance of being advisors rather than transactional sales representatives.

KEY TAKEAWAYS

• Consistency as a Pillar: The first order merely opens the door; consistency in client relationships involves continuous touchpoints, education, and cross-selling to develop relationships and expand business opportunities.
• Client Education and Adaptability: Clients may have limited perceptions; ongoing education and showcasing unique services/products beyond the initial scope can lead to broader partnerships.
• Advisory Approach vs. Transactional: Establishing lasting relationships involves being an advisor, understanding client needs, and actively suggesting solutions rather than being solely focused on completing transactions.
• Understanding Market Shifts: Companies are shifting focus towards sustainability, core values, and building culture, requiring sales teams to align their offerings with these evolving trends.

QUOTES

• "The first order is just the door opening. Consistency in client relationships is about continuous touchpoints, education, and cross-selling."
• "It creates a big difference being an advisor versus being a transactional rep."
• "Earning the first order only provides you a platform to speak. To move further, you have to continue with touchpoints, education, and cross-selling."

Connect and learn more about Adam Stoczynski and Jason Heiss.

Adam’s LinkedIn: https://www.linkedin.com/in/adamstoczynski/
Jason’s LinkedIn: https://www.linkedin.com/in/jason-heiss-2319a8a/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

Join John Morris and Ron Moore on this episode of the In The Club by Club Colors, engage in an insightful conversation about client acquisition in the modern workforce. They discuss the importance of human interaction, balancing premium services with mass marketing, challenges in managing a fitness business, the evolution of workforce skills, and the crucial role of relationships in sales and leadership. Ron shares valuable insights into engaging employees, utilizing social media, implementing corporate wellness programs, and the significance of ongoing communication and adaptation.

KEY TAKEAWAYS

• Importance of human interaction in client acquisition.
• Balancing premium services with mass marketing for broader accessibility.
• Strategies for employee engagement, including social media and corporate wellness programs.
• Prioritizing relationships, communication, and adapting to evolving workforce dynamics.
• The significance of understanding customer needs through surveys and feedback.
• Evolution of workforce skills: from transactional to relationship-focused selling.
• Future goals: Sophisticated use of technology, co-branding, and aspiring for the CEO position.

QUOTES

• "Your net worth is your network."
• "If you're not able to evolve and grow with what the consumer wants and needs and you're not willing to even open up and ask questions, I think businesses will fail."
• "What builds you is the relationships, but then you get to that point that now we're looking at... What do we do next? ... Talk to some human beings."
• "The end all be all for me is looking for the head seat of the bus."

Connect and learn more about Ron Moore and his work through the links below.

LinkedIn: https://www.linkedin.com/in/ron-moore-b1837812a/
Website: https://www.xsportfitness.com/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

Join John Morris and Ron Moore on this episode of In The Club by Club Colors, where they delve into the journey of fitness, from entering the gym doors for the first time to building a community within it. Ron, the Vice President of Fitness at X Sport Fitness, shares insights into fostering a welcoming environment, overcoming mental barriers, and establishing a culture where members become mentors. Discover the strategies behind creating a holistic fitness experience and the importance of integrating physical and mental health in today's fitness landscape.

KEY TAKEAWAYS

• Fostering Comfort: Overcoming anxiety and feeling comfortable within a fitness environment is crucial for building a consistent routine.
• Community Engagement: Establishing a community within a gym where members support each other enhances the overall experience.
• Holistic Fitness Approach: Integrating physical and mental health as part of the fitness journey for comprehensive well-being.
• Retention Programs: Exploring innovative ways, like a retention program involving veteran members mentoring newcomers, to enhance member retention.

QUOTES

• "Your end destination, your problem is, is you don't know the map to get there."
• "Fitness is something that's a lifestyle. It's habit. It makes everybody feel good."
• "Success comes from consistency. If we can reward the consistency and the longevity, I think that's a great thing."

Connect and learn more about Ron Moore and his work through the links below.

LinkedIn: https://www.linkedin.com/in/ron-moore-b1837812a/

Website: https://www.xsportfitness.com/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/

In this episode of In The Club Podcast by Club Colors, Jared Tippets and Eric Kirby discuss the dynamic shifts in education and strategies necessary to meet the needs of Generation Z in higher education. They introduce the ASCEND model, focusing on affordability, support, culture, engagement, nudges, and data-driven insights, providing practical steps for institutions to enhance student success and retention.

KEY TAKEAWAYS

• Generation Z's Approach to Leadership: The modern era necessitates a different approach to leadership, where Gen Z desires connection, values alignment, and collaborative leadership rather than traditional top-down directives.
• Communication Evolution: Gen Z prefers face-to-face interactions despite engaging with online learning. They respond better to visual formats like infographics, videos, and concise, interactive communication.
• Shifting Institutional Culture: Changing institutional culture is akin to steering a battleship. It requires a shift in mindset, collaboration, and persistence, often breaking through silos and entrenched traditions.
• Higher Education Redefined: The ASCEND model emphasizes actionable steps in affordability, support systems, cultural adaptations, engagement techniques, strategic nudges, and data-driven insights to reimagine higher education's effectiveness.

QUOTES

• "Graduation day is payday. That's the touchdown, the pinnacle."
• "Culture change in higher education is like turning a battleship – it's a monumental task."
• "Gen Z craves face-to-face interaction despite the prevalence of online learning; they want concise, visually engaging communication."
• "Higher education theory hasn't caught up with Gen Z; practical common sense must guide today's educational practices."
• "ASCEND offers practical, cost-effective strategies for institutions to enhance student success without significant resource allocation."

Connect and learn more about Jared Tippets and Eric Kirby through the links below.
Jared Tippets’ LinkedIn: https://www.linkedin.com/in/jaredtippets/
Eric Kirby’s Linked: https://www.linkedin.com/in/eric-kirby-j-d-ph-d-a0827073/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!
Club Colors: https://www.clubcolors.com/

In this episode of In The Club Podcast by Club Colors, Dr. Eric Kirby and Dr. Jared Tippets delve into the evolving landscape of student success in higher education and the workforce, particularly influenced by Generation Z. Hosted by John Morris and Chris Jaeger, this conversation challenges traditional perspectives, focusing on aligning education with the rapidly changing needs and expectations of Gen Z. The discussion navigates the importance of understanding and meeting Gen Z's aspirations, their innovative nature, value alignment, and the critical shifts necessary in educational and corporate environments.

KEY TAKEAWAYS

• Understanding the evolving concept of student success involves adapting to Gen Z's definition rather than imposing traditional frameworks.
• Gen Z's characteristics include ambition, financial mindfulness, technical prowess, creativity, and a focus on career-oriented education.
• Flexibility, authenticity, and alignment with values are pivotal for engaging and retaining Gen Z in higher education and the workforce.
• The need for adaptability in curriculum, on-demand learning, and real-world applicability to meet Gen Z's demand for up-to-date and relevant education.
• Organizations and educational institutions need to foster a culture of dialogue, mentorship, and growth opportunities to attract and retain Gen Z talent.
• Gen Z values being engaged as collaborators and expects organizations to genuinely communicate with them rather than talking at them.

QUOTES

• "This generation wants to be spoken with, not spoken to."
• "They're constantly asking, 'Why?' which is really what makes them strong."
• "The styles have changed, but higher education is not necessarily changing with it."
• "We have to pause and ask, 'Is the way we do things really the best way?'"

Connect and learn more about Jared Tippets and Eric Kirby through the links below.
Jarredd Tippets’ LinkedIn: https://www.linkedin.com/in/jaredtippets/
Eric Kirby’s Linked: https://www.linkedin.com/in/eric-kirby-j-d-ph-d-a0827073/

If you enjoyed this episode of In the Club Podcast with Club Colors, please leave us a review on your favorite podcasting platform!

Club Colors: https://www.clubcolors.com/