in the club podcast by club colors

On this episode of the In the Club Podcast by Club Colors, we feature our very own Adam Stoczynski and Chris Jaeger as they share their insights on scaling a brand, product quality and sustainability, and the importance of building relationships with new employees and campuses.

They discuss how problem-solving is the number one skill you need in sales and the role of curiosity to understand the needs and desires of campus clients. The future of Club Colors' branding looks to further expand services that meet the needs of the changing marketplace.

Tune into this episode’s Hot Iron with JMo where our guests answer what they’re secretly great at, the best advice they’ve gotten and given, and their thoughts on going to Mars!

HIGHLIGHT QUOTES

Be brand advisors, not salespersons - Adam: "I've been saying if you see something, say something. It's looking after the brand, being an extension of the campus of their marketing department and their procurement department, making sure that we're doing all the things that they want us to be doing as far as policies, procedure; making sure the logos are correct."

Excellent service is the differentiator - Chris: "At the end of the day, we're in a service industry. If you take care of your clients, if you go above and beyond, and you do the right thing even when it hurts, it's one of those things that will always create the next opportunity for you. When you're in sales, if you can work your referral game, you take care of the people that take care of you, you'll be set."

Connect with Adam and Chris and learn about open SDR positions at Club Colors: 

Adam | Chris | Website

This episode of the In the Club Podcast by Club Colors is our 2.0 Derby Special show! We welcome back EquinEdge CEO Scotty McKeever, as well as Club Colors Co-CEO Cris Tase, as they talk about the revolutionizing power of EquinEdge in using machine learning and metrics to speed up the handicapping process.

Scotty shares their cutting-edge machine learning that grabs statistics and applies it to pace numbers. This feature is currently 72.5% accurate in predicting the top 1 and 2 places, including first-time starters!

He then discusses their Genetic Strength Ratings (GSRs) that provide users with a horse's 1 to 100 score that goes back 3 generations, all in a matter of seconds. Their patented ticket generator also allows users to choose a wager and budget to generate a ticket to play, as simple as that.

Scotty goes on the Hot Iron with JMo and he reveals the top 3 historical figures he'd sit with front row at the Derby and his top tips on reading horses (and jockeys!) better. Scotty also gives his fearless predictions on the Derby, so stick around!

HIGHLIGHT QUOTES

Using EquinEdge's handicaps for a better strategy - Cris: "Depending on how you handicap, you're getting all the tools involved in your strategy, but at least it gives you a more informed view of how you should think about the horses that will be involved in that strategy."

Scotty: "Well, a lot of top handicaps will tell you as well that that pace makes the race and then class, meaning that's our SoR, our strength of race. So those are two super important factors."

EquinEdge makes you WIN more - Scotty: "It's just so much more fun if you enjoy horse racing. It's just a blast. It's so much fun and it's so easy to use and the community's great and you get to know people and it's just fun around it when you're losing less and winning more, that just creates an energy that's really fun to be around."

Connect with Scotty in the links below:

LinkedIn | Website

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On this live episode of the In the Club Podcast by Club Colors, John features the amazing executives and leaders who joined the Level Up Social Networking Event Livestream 2.0 from the Chalet in Chicago. They discuss some of their most impactful experiences and mindsets about everything under the business sun. 

They talk about being different in their industries, building genuine relationships, adapting to change, being comfortable with being uncomfortable, and lots more. And watch out! Our guests go on the Hot Iron with JMo to give candid answers on Chicago events, their favorite comedy movies, and which rockstar they’d like to be.

HIGHLIGHTS

• Tony Salvage, Territory Manager at Heartland 
• Katie Mertens, Partner Account Manager at Human Interest
• Shawn Mills, Founder, and CEO at Cloud Source  
• Kristen Petrosky, Mortgage Loan Officer at Neighborhood Loans 
• Conrad Dean, Account Executive at Genuity 
• David Horbenko, Business Performance Advisor at Insperity

Join the Level Up Social Networking Event happening every Wednesday. Click HERE for more details!

If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

On this episode of the In the Club Podcast by Club Colors, we sit down with Rachel Skipworth and Katie Turner, the Program Manager for Bookstore and Licensing, and Marketing Director for Business Services respectively at the University of North Carolina at Charlotte. 

Today, Rachel and Katie talk all about creating their school's brand in the university space. From adhering to brand guidelines to using social media, our guests pinpoint collaboration as the number 1 requirement for maintaining a brand's integrity. They talk about initiatives like "Dad Jokes with Doug" to introduce the new executive in a fun and engaging way.

They also share their student-driven mascot and how to create brand champions using digital punch cards that incentivize activities with branded kits. Stick around for this episode's Hot Iron with JMo where we learn what makes our guests unique and their brand-building tips for universities!

HIGHLIGHT QUOTES

Creating engagement with digital punchcards and branded kits - Katie: "We created this incentive structure where if the students participate in 6 activities a semester, they get a punch for each of their activities that they complete, and then at the end they get branded merchandise. We call it the Niner Care Package."

"It's an assortment of items that we ordered through Club Colors. They love them. We've had I think about 10 students out of the 70 get to their 6 punches this semester, and we've actually reduced the amount of product that we were giving away from previous semesters."

Collaborating to sell apparel in Charlotte Airport - Rachel: "Hopefully in the near future we'll be able to put product in the Charlotte Airport. But besides putting product in there, we'll be able to brand different locations in the airport and directed them to that specific location to actually shop. But this is going to be the first for us to ever be able to do anything like that."

Connect with our amazing guests in the links below:

Rachel Skipworth | Katie Turner

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

On this episode of the In the Club Podcast by Club Colors, we sit down with Jim Dusbiber and Jared Buzan, VP of Sales in Specialty Markets and Territory Sales Manager at CHAMPRO respectively. We talk about their styles of leadership and how their experience in different sports essentially impacted their growth in sales.

Jim and Jared share the innovations they're both excited about at CHAMPRO regardless of the sport and equipment being covered. They, however, encourage others to think of CHAMPRO beyond just being just an athletics brand. "Our team builds yours" has been a prime motivator and highlights the dynamic within the company and towards their clients.

Of course, best stick around for the Hot Iron with JMo where we touch on the keys to creating business-life harmony, their favorite rock band, and how they each define Bitcoin!

HIGHLIGHT QUOTES

What makes a company special and different is the people - Jim: "Understand that teams are just groups of people that are formed around a common bond, identity, and culture and this is just an expression of it. So whether it's a baseball team, church organization, or an event, it's all about building the brand and bringing people together."

Something to keep in mind before jumping in sales - Jared: "One of the biggest pieces of advice I'd give right off the bat is they have to value relationships. When I got into sales and took over the account list I took over, I knew nobody. I had no prior experience in the industry. I was kind of learning as I went but I had great management and huge mentorship."

Connect with our amazing guests in the links below:

Jim Dusbiber | Jared Buzan

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

On this episode of the In the Club Podcast by Club Colors, we feature Chet Lovegren, the Founder of The Sales Doctor, Host of The Sales RX, and The Founder's Formula Podcasts. Today, Chet digs into how leadership styles fundamentally differ between Boomers, Gen X-ers, Millennials, and now Gen Z.

Chet describes the 3 types of employees: Builders, Maintainers, and Departers. Each type plays a role in the company, but the goal is to concentrate 80% on the top 20%, which comprises Builders and Maintainers. As for the Departers, Chet says to either move them up to become a Maintainer or move them out.

Leaders need to engage with each employee type differently. John shares his own Highlighter Method while Chet talks about the environments in which Builders and Maintainers excel. Chet also shares his 5-5-5 Rule that instills good leadership within a culture and gives his insights on better communication, building brand advocates, and helping SaaS companies grow their sales teams.

As always, stick around for the Hot Iron with JMo where we find out about Chet's dream to advertise at SaaStr and his thoughts on what the moon really is! 

HIGHLIGHT QUOTES

Defining the Builder - Chet: "In any company, there are 3 types of employees. There's Builders, there's Maintainers, and Departers. Builders are your day ones, they're the people that are going to build with you, they're going show up early, they're going to put in the extra effort."

Do NOT punish Builders to deal with Departers - Chet: "Stop spending 80% of your time on the bottom 20% of people because what ends up happening, and I see this all the time is you turn into what's called a reactive leader where somebody at the bottom, it's one of your departers, does something that either ticks you off or hurts your number or gets your boss to talk down to you, or whatever that might be, and then you go implement this wild accountability rule that you're builders are like, dude, I'm doing my job."

Reps who don't perform well are a reflection of their leaders - Chet: "The sad truth is everything about your reps has to do with you as a leader. And so if you have people that are experiencing symptoms that are bringing them down, it's your inability to give them a clear-cut vision. I think leaders do such a bad job of tying things to personal goals. Even if I'm a Maintainer, I have a goal."

Connect with Chet:

LinkedIn | TikTok | Linktree

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

On this episode of the In the Club Podcast by Club Colors, we sit down with our very own Chris Jaeger and Giancarlo Amador, Strategic Development Manager and Campus Development Representative Manager at Club Colors respectively.

Giancarlo shares the amazing news of his promotion, as he and Chris discuss how to create scalable business development of new campuses, the transfer of knowledge to up-and-coming reps, and how to strengthen strategic partnerships. 

Chris shares that knowing the why of a client is one of his pillars so that every single product Club Colors puts out is aligned with that greater purpose. They also look back on the culture-driven response Club Colors had despite the difficulties of COVID and share their observations on ongoing trends within campuses today.

And, as always, stick around where we have some fun on the Hot Iron with JMo! 

HIGHLIGHT QUOTES

Strong leaders know when to hug and push - John: "It's pretty nice when their wins become your wins, but I think the key to really strong leadership that I think that you both do very well is that you hug them when they're down, and you kind of push them when they're up. It's when they're in 3rd place you're trying to push them to 1st, when they're in 10th place, that's when you got to hug them or they'll go to 11th."

Club Colors doesn't add to your plate, we take everything off of it - John: "The philosophy that you have that you're saying there with your team is make sure that we get the message across to our clients, and our job is not to add to their plate, it's to take everything off of their plate. So they can be the strategist, they can be the project manager, they can go this, goes there, this goes there, but they don't have to worry about sourcing all the product and figuring out where it goes."

Connect with our amazing guests in the links below:

Chris | Giancarlo

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

On this episode of the In the Club Podcast by Club Colors, John goes live on Twitch as he meets the wonderful executives, sales, marketing, and HR leaders who joined the Level Up Social Networking Event at the Gold Coast Social in downtown Chicago.

During this lively event, they share the fine details of who they are and what they do in their respective industries. But it's not all about work—stay tuned as our guests get on The Hot Iron with JMo and answer fun questions on shocking details about themselves that really let their personalities shine!   

HIGHLIGHTS

• David Horbenko, Business Performance Advisor at Insperity
• Michael (Spike) Engelman, Benefits Consultant at 360 Benefits
• Alan Stern, Salesman at McGrath Lexus of Westmont and Owner of Persona Marketing Inc.
• Rob Miller, Photographer 
• Jaidev Jyotis, Founder of [modern dope]
• Holly Sias, CEO and Founder of Socialite Media
• Carolina Romero, Director of Influencer Marketing at Socialite Media 
• Jaymi Block, Managing Broker at REAL
• Jennie Raymer, Home Mortgage Advisor at Wintrust Mortgage
• Stel Valavanis, CEO of onShore Security

Join the Level Up Social Networking Event happening every Wednesday. Click HERE for more details!

If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

On this episode of the In the Club Podcast by Club Colors, we feature KC Smurthwaite, Director of Major Gifts - Western United States at the V Foundation, as well as Chris Jaeger, Strategic Development Manager of Club Colors. So much about sports can be applied directly to business. 

KC talks about the role of taking losses and how a loss does not define a leader. He advises both athletes and his team members to burn the playbook to adapt to the situation on the ground. With V Foundation being a nonprofit, KC talks about how he engages donors with branded packages that elicit emotions. 

KC coaches others to start small when turning around a losing team and starting with 0.01% improvements every single day. In today’s Hot Iron with JMo, KC answers questions on leading a minor league team, exploring space, starting the fictional Smurf City Island, and curing cancer.   

HIGHLIGHT QUOTES

Losing teaches more than winning - John: "The only way really to grow is to stretch your comfort level and that means that you're going to lose more often. Losing more often ultimately means that you have more opportunity to learn. I hate to say it but we learn so much more from losing than we do from winning because we're basking in our glory of a win. Losing causes analysis, self-awareness, and a need for agility, and that goes to your last point of burning the playbook." 

Burn the playbook and experiment with fresh initiatives - KC: "Burn the playbook. Do something completely different. Whether you're taking over a Utah state softball program that had 20 straight losing seasons or starting a brand new fund to generate new revenues to help the life of a student-athlete, let's do something completely different." 

"Or even the retro night or the retro project that I did at Southern Utah University, pulling out the world's ugliest colors in uniforms and making 25 to $30,000 on it, and also making it one of our best, if not the best marketing initiatives that we did."

Celebrate and focus on small wins - KC: "Let's focus on 0.01%. Let's get 0.01% better, whether that's making five extra phone calls a day from a sales or fundraising standpoint. Let's make one more post. Let's make one more outreach to a head coach or let's make one more outreach to a cancer survivor and get their stories. You name it. Let's get one point 0.01% better and focus on getting 2.5% better every year."

Connect with KC in the links below:

LinkedIn | Instagram | Twitter | Email | Website

If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

On this episode of the In the Club Podcast by Club Colors, we feature our DesignLab Managers, Nicole Berthold, and Charlene Guthrie, as well as Crystal Puotinen, DesignLab’s E-Commerce Coordinator. Today, our guests share how DesignLab works with brand advisors to come up with innovative branded solutions.

They share the differences between a brand shop and a pop shop and how to retain brand integrity all throughout, including curated products. With the trend of products going sustainable, our guests share examples of how to offer products that offer this option. John invites potential partners to take the Logo Challenge (link at the bottom) and for everyone to stick around for today’s Hot Iron with JMo!

HIGHLIGHT QUOTES

Pioneering the pop shop as a solution to clients - Nicole: "A pop shop, we also have a more simple solution. It's a pop form. So is there data collection? If it's solely data collection, no payment, and it's just, “Hey, go on, pick your item”, then that's going to be a pop form. There's no payment collected. It's simply just data. So that's a solution that we actually came up with about six months ago, but to that point, that's the cool thing about DesignLab and our technology services too. We're constantly looking into different ways to provide those solutions to clients based on their needs."

A brand shop with sustainable options reaches across demographics - John: "It's very consistent with the way that decision-makers at all brands are thinking because generations of staff members now are thinking deeper than a paycheck. At least, they want the option too. If you only make it about a paycheck and you only make it about getting the number, get the number, and there's no greater purpose, then you're probably going to have a lot of turnover and people that really don't steward the brand. So the whole idea of creating a brand-consistent shop like this that is aesthetically pleasing, that has a variety of options for every different type of demographic, it's really a fantastic solution."

Connect with our amazing guests below:

Nicole | Charlene | Crystal

Want to work with DesignLab? Shoot us an email HERE or HERE.

Try the Club Colors Logo Challenge! 

If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

On this episode of the In the Club Podcast by Club Colors, we feature Benjamin Williams, the Assistant Dean of Students at Miami University, as well as Chris Jaeger, the Strategic Development Manager of Club Colors. Benjamin gives his insights on what it means to be an educator these days and what he sees as the strengths and weaknesses of Gen Z.

Benjamin shares the challenges of messaging students as this group of people changes every 4 years. However, despite that, the basics of building up younger people remain the same: show authenticity to get authenticity, relationships remain the most important thing, and growth happens after failure—so don't be afraid to take risks!   

HIGHLIGHT QUOTES

Fear of failure disregards the fact that you CAN succeed - Benjamin: "I wouldn't be where I am today in my career if I hadn't been willing to fail. Taking risks and innovating means you're going to try something and it might not work. And if you're so afraid of what might not work, then you're going to be stuck in a job you don't like, in a place you don't like, doing things you don't like because you're afraid of what happens if you fail. But what if you succeed?"

The number 1 skill to learn is relationship-building - Benjamin: "Put me in a room with strangers, I'm here for it. You don't have to be that, but you can for yourself as an individual figure out, well, how am I going to approach this person? What is my default elevator pitch? How do I want to start that conversation? And you build that skill, you practice it with people in your friend group and others. You just find it because you can go so much farther with relationships than anything else."

Connect with our awesome guests: 

Benjamin | Chris

If you enjoyed this episode, please leave us a review on your favorite podcasting platform. We really appreciate it!

On this episode of the In the Club Podcast by Club Colors, we feature Joseph "Joe" Johnston, the CEO of M.I.I. Professional Speaking. He takes a deep dive into his why and gives tips to aspiring speakers in jumpstarting their careers.

It is not only about having a story but having the ability to convey it in an engaging and inspiring manner. Joe's goal is to provoke action in the audience in a creative way that is unique to them, ultimately helping create positive change in their lives.

Joe teaches about third-party persuasion and how speakers must tailor their story and message to fit a brand's needs, and then communicate the brand's goals and objectives to their audience. He also shines a light on mental health and how important it is to talk about it through his platform.

HIGHLIGHT QUOTES

Get experience to become a successful professional speaker - Joe: "You want to be like, Hey, I got this down. I know how to do this. I am a professional. And so you're going to feel more comfortable the more reps you get, and you're going to be a more marketable asset. The more success you have, the better that you're on at your own craft, the better that your message is. It's going to be easier to sell yourself and to get yourself on stages as opposed to just kind of starting out from scratch and trying to start from there."

Practice a speech the way you practice a comedy skit - Joe: "The art of speaking, it's very similar to comedy. It's like you got to be fresh, man. You got to be doing that material all the time. John, my best speeches are when I've gone on the road for 2, 3 weeks, I've done the speech 2, 3, 4 times. Dude, by that fourth speech, knock it out of the park."

Connect with Joe for events and speaking opportunities: 

LinkedIn | Instagram | Website

On this episode of the In the Club Podcast by Club Colors, we introduce our very own Adam Stoczynski and Jason Heiss, both Division Managers, as they share their thoughts on genuinely caring for your customer and telling brand stories that make the client the hero of their story.

They talk about evolving alongside the emergence of tech like AI and how the Club Colors company culture takes pride in giving others a sense of purpose. Looking into the future, Adam and Jason also talk about their vision for the company in providing a one-stop premium service that creates inspiring brand experiences.  

HIGHLIGHT QUOTES

Story selling looks beyond just product and into the "why" - Jason: "Especially in our space, it's very big on relationship selling and story selling, making a connection. The product helps, it's a deliverable, it's part of what the execution is, but I think if you look back in our history, we were very known as just product, product, product, product. I think the sales evolved into purpose; do you care about the why and your client at a deeper level that they feel the connection enough to now support your brand."

Sell effectively with third-party persuasion - Adam: "Getting away from that transaction and just telling stories, I think we sell in a third-party way, never telling you what I'm going to be able to do for you, but I am going to tell you about things I've done for other people."

Connect with Adam and Jason and learn about open SDR positions at Club Colors: 

Adam | Jason | Website

On this episode of the In the Club Podcast by Club Colors, we feature Michael Goncalves, the Vice President of Business Development at EZRA Coaching. Knowledge blindness is our inability to see the things we're good at naturally, and this is where a coach comes in handy to realign perspectives.

Ezra discusses the Knowing-Doing Gap and how to narrow it down through self-reflection on the competencies that are lacking to bridge that gap. He also digs into the universality of coaching as different companies have relatively the same goals, and similarly, the mindset needed to succeed is industry agnostic.   

Investing in people remains the most common denominator among Ezra's most successful clients. He shares how they help sales enablement folks realize their targets and get adoption on tools that truly help the end users.

HIGHLIGHT QUOTES

Knowledge blindness hides our natural talents from us - Michael: "We always think of knowledge as power, yes, but if you don't know you have that knowledge, then it's not powerful because you're not necessarily utilizing it. And of course, we can tap into coaching helps identify look, where am I strong, where am I weak, and let me work on what I need to work on to get to where I want to go."

EZRA helps sales enablement drive adoption rates - Michael: "What's even more powerful than that, when the folks utilizing it, when it's from their mouth, their words, their feedback that says this thing is incredible, and we have plenty of that data to show that look, here's the adoption, here's the feedback, here's the impact it's made. Because I can say it's great, the person who bought it on the enablement side can say it's great. Of course, they're going to say it's great, but the people actually using it, when they say it's great and they share the impact it's had, different story."

Achieve big things by focusing on the small things - Michael: "How do we stay focused on the big things? I always say, forget the big things. When you're playing a football game, you're not staring at the scoreboard. You're staring at your opponent. You're looking at the line. You're visualizing your route. You're doing all the things you must do because if you do that well, the scoreboard will reflect that."

Connect with Michael in the links below:

LinkedIn| Website

This episode of the In The Club Podcast by Club Colors Season 2 features our very own Co-CEO Cris Tase. Today, he shares the relaunch of Green Week, a Club Colors initiative that aims to get new recruits into our culture as soon as possible.

He talks about the reality that happy and engaged employees perform better and how a team united behind the mission vision creates a significant impact. Cris also shares how he builds the team based on empathy and trust and the satisfaction of giving qualified people the chance to do great things.

Cris and John discuss other huge updates too like their sales kickoff and the launch of DesignLab, as well as some of the standout growth they have seen in their people. Cris also digs into leadership and how Club Colors values mentorship, growing new leaders with character, and making dreams come true.

HIGHLIGHT QUOTES

Green Week welcomes new recruits into the Club Colors culture - Cris: "You go through the culture piece, the history of the organization just the jargon of this is what we are. You've seen us through a lot of different vehicles but this is who we are. And then lastly, they do job shadowing, they get to spend some time in all the different functional groups, and it ends with a lunch at the end of Green Week."

Give people a chance to be the best version of themselves - Cris: "Skillset is one thing. I think the way people work is a different thing, and the way people want to work with others is a third component. You never know if somebody wasn't given the opportunity or if they've had the opportunity if they just didn't have the right timing and the right teammates to bring that opportunity to fruition. So I think for us it's always about giving them the ability, giving anybody on the team the ability to speak their mind, share their dreams, and also take a chance."

Find more about Cris and connect with Club Colors in the links below:

LinkedIn | Club Colors

Welcome to the inaugural episode of Season 2 of the In The Club Podcast by Club Colors. Today we feature our DesignLab Managers, Nicole Berthold, and Charlene Guthrie, as they share their friendship and natural similarities in design values and philosophies.

They talk about how DesignLab creates the feeling that brands want to evoke, as well as the exciting new projects they are working on today. From spatial branding to videography, Nicole and Charlene showcase the amazing work they create.

John also highlights the soft costs of increasing productivity, such as camaraderie and emotion, and how spatial branding helps brings this all together. He also fires off In the Club's brand new segment called The Hot Iron with JMO which features rapid-fire questions for 2 minutes sprinkled with lots of personal branding and stories.    

HIGHLIGHT QUOTES

Have the tenacity and determination to treat your sales job as your own business - Nicole: "An additional premium resource to working and partnering with Club Colors is you have access to DesignLab, which is a full-experience brand marketing team. So we're ultimately working as an extension of your brand and making sure that your overall vision is being perceived in the marketplace."

Spatial branding helps create the culture behind a company - Nicole: "For spatial, it's creating a space that people are going to want to be in but there's also a new trend that's in the promotional products industry that's called RTO. So you have the option to go into the office, but you don't have a set spot... it's an open environment, but if you are also having those spaces, I think having the environmental branding is going to encourage that."

The physical office must reflect the values of your brand - John: "I think that's the important thing when you're talking about spatial branding is you're showing a reflection of your brand internally that is saying this is who we are. This is what we're about. This is how we want you to feel when you walk into the building. This is how employees walk into the building and get a sense of pride."

Connect with Nicole and Charlene in the links below:

LinkedIn (Nicole) | LinkedIn (Charlene)

This episode of the In The Club Podcast by Club Colors features Ravi Rajani, Founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. Today is all about communication and Ravi first discusses how to use body language to help drive your ideas home.

He also talks about using hooks to handle objections at the get-go and getting over impostor syndrome when dealing with c-suite executives. As sellers, Ravi stresses for teams to share congruent stories on your company's solution and message to align values. Have a story bank of customer success per persona, personal stories, connection-focused stories, and company creation story, etc. 

HIGHLIGHTS

• Be inclusive, not isolating, with your body language
• Hooks: Handle villains and objections upfront
• Overcome impostor syndrome
• Tell your company story, solution, and message
• Have a story bank and practice delivering it

QUOTES

Ravi: "Your job, the way I define it, is really to get your customer, prospects, individual's attention, learn how to keep it, and then earn the opportunity to solve their problem. It's like a 3-step process, get it, keep it, solve their problem."

Ravi: "I think the biggest thing holding them back from my belief at this stage is impostor syndrome and a belief that they are not worthy to talk to C-suite decision makers because somebody else has more life experience than them."

John: "Stop just saying we're hiring, tell a story about what it is that you do, the culture that you have, the impact that you have, how people react to that, and the why, the greater why. And then, guess what? People will be compelled to do that."

Ravi: "I'll give you a few things to think about. The first is a story bank. The company should have a story bank with customer success stories per persona, they should have, for example, personal stories, connection-focused stories, the company creation story, loss aversion story, objection handling stories."

Connect with Ravi by clicking the links below:

• LinkedIn: https://www.linkedin.com/in/ravirajani/
• Website: https://www.theravirajani.com/

Any use or republishing of this content without Club Colors express written consent is prohibited.

In this episode of the In The Club Podcast by Club Colors, John features Joseph Gonzalez, certified Kolbe consultant, high energy speaker, confidence creator, thought leader, and top person ambassador.

Joseph talks about his own brand of coaching and how transparency is the best tool to effect the change his clients need. He shares the need to ask difficult questions to the right people to determine the course of action that reaches their goals.

He also shares the many nuggets of wisdom he has learned through the years, from leaning on your authentic self to never leaving anybody behind as you grow. In today’s world, Joseph discusses LinkedIn and how to best engage the people you want to make an impact on. 

HIGHLIGHTS

• In the Game Group: Coaching and asking tough questions
• Transparency as the biggest obstacle to growth
• Define your give and pull up those below you
• Engagement on LinkedIn
• In the mirror: I can, I will, I must; Show Up and Show Out; Go Out and Perform

QUOTES

Joseph: "My mental preparedness is always expecting the best outcome but always knowing that, at times, it's not going to work out right when I walk in."

Joseph: "An organization is run based on his team. If your team isn't operating, your organization isn't going to run. I don't care what your numbers are, what you think your profit and loss was, how much money you made, your revenue's busting through the roof. That's cool. But how do your people feel?"

Joseph: "So many people are surrounded by individuals that just continue to badger them and tell them that they can't, that they'll never do it, and that there's no way out of their hole. And to me that's insulting, that's inhumane, that's disrespectful. And I can't accept that."

Joseph: "You don't have to change your surroundings, just change their role in your life."

Joseph: "If you can control your mind while sitting on fire, you can control your mind to do anything in life."

Connect with Joseph by clicking the link below:

• LinkedIn: https://www.linkedin.com/in/joseph-gonzalez-dapm-lssgb/

Any use or republishing of this content without Club Colors express written consent is prohibited.

In this episode of the In The Club Podcast by Club Colors, John features Jose Arnulfo Molina, Senior Manager Corporate Procurement at Constellation Brands, along with Club Colors' own Co-CEO Cris Tase.

Procurement is not just a numbers game. There is a relationship-building aspect to it where adding value and being transparent are the keys to success when representing massive brands like Corona and Modelo. 

Jose shares the values behind Modelo's Fighting Spirit campaign and how his passion for procurement is rooted in his family and Mexican heritage. He also shares his morning routine which includes daydreaming and brainstorming ideas.  

HIGHLIGHTS

• Add value, step away from the transaction, and be transparent
• Modelo's Fighting Spirit campaign: Balancing branding and purpose
• Passion in procurement regardless of industry = success
• Heritage and family as Jose's driving forces
• What’s next: Job opportunities in Constellation right now

QUOTES

Cris: "I think that's one of the fallacies of when you speak to procurement you just have to talk financial figures. I think, in a lot of ways, speaking vision and demonstrating that you understand the goals of the organization will align your capabilities potentially much better than just having a numbers conversation."

Jose: "If you wake up and you're not excited about what you're doing, then you're definitely in the wrong job. So you definitely have to be passionate about it."

Jose: "Be energetic, be passionate about what you're doing, and people will feed off of that and will understand that and they'll get a better sense of what you're trying to accomplish."

Jose: "You have to understand that being in procurement, you're going to have to wear two hats. Yes, you are buying and it's all about strategic sourcing and negotiations but, at the end of the day, you also have to get the buy-in from your stakeholders. Be upfront, be transparent, be walking the hallways, and get in front of your stakeholders."

Connect with Jose and ask about job openings at Constellation Brands by clicking the links below:

• LinkedIn: https://www.linkedin.com/in/josearnulfomolina/
• Website: https://www.cbrands.com/

Any use or republishing of this content without Club Colors express written consent is prohibited.