Mar 19, 2017

Lean A3 Thinking Audio Book

A collection of Business901 Podcasts that has been grouped under the title of Lean A3 Thinking. It includes the authors below in the order of appearance and totals around 2 1/2 hours in length. If you prefer a transcription most of them are available on the Business901 Issuu website: https://issuu.com/business901.

 

Tracey Richardson is a Lean Thinker with over 29 years experience in the field. She is the author of The Toyota Engagement Equation. Tracey is an active trainer and coach in the lean field and can be found on her website at http://www.teachingleaninc.com/.

 

Mike Osterling, the President and Principal Consultant at Osterling Consulting. Mike has worked full time for the last 20 years applying the lean concepts in manufacturing and office environments. Mike is also the co-author of The Kaizen Event Planner: Achieving Rapid Improvement in Office, Service and Technical Environments. a practical, how-to guide for planning, executing, and sustaining rapid improvements in office, service, and technical environments and Value Stream Mapping

 

Matt Wrye, a Lean Implementer that has a passion for continuous learning. We discussed using the tool of A3 for their learning reports. Matt is the author of the popular blog “Beyond Lean,” which centers on evolving leadership and changing business.

 

Daniel Matthews learned what it takes to make a truly successful Lean transformation by comparing his 14 years of experience at Toyota with his observations of more than 20 different types of organizations. During his time with Toyota, Daniel was part of the original group of trainers at the Georgetown Kentucky Toyota plant charged with developing an A3 curriculum that would be used to educate team members at all levels of the organization. Dan is the author of The A3 Workbook: Unlock Your Problem-Solving Mind

 

I would regret not including a couple of other blogs posts that were actually videos on the A3 subject.

 

When using the Lean  A3 method of thinking we are told to make visual stories. I could not think of a better person to ask about condensing a visual story on one-page than Dan Roam. Dan has authored numerous books, and with Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind the most recent. The Blog Post: Dan Roam on Lean A3s

 

Bob Petruska of Sustain Lean Consulting is a consultant, presenter, trainer and author of Gemba Walks for Service Excellence: The Step-by-Step Guide for Identifying Service Delighters. It is heavily illustrated and includes a CD of his innovative “placemats” designed to provide stepping stones on a development path for your team to achieve a competitive advantage. You can get a taste of Bob's A3s on my YouTube playlist: A3 Learning for Lean Thinkers.

 

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Mar 15, 2017

Recognizing Your Own Opportunities

First learning about Isaac Lidsky in his popular TED Talk “What reality are you creating for yourself?” the former Saved by the Bell teen star-turned-entrepreneur Isaac recalls how the clerk he waved to in the store was really a mannequin; how he reached down to wash his hands and realized it was a urinal and not a sink. Objects appeared, morphed, and disappeared in his reality, as he learned of his diagnosis at thirteen: Retinitis Piegmentosa, a degenerative eye disease that would lead to his blindness by age 25. I was very impressed by Isaac and enjoyed the interview; amazed by his presence of mind.  

 

After initially believing his blindness was a death sentence that signaled the end of his independence and achievement, Isaac Lidsky found other pathways of perception, turning his life around with his own philosophy. In his new book EYES WIDE OPEN: Overcoming Obstacles and Recognizing Opportunities in a World That Can't See Clearly, Lidsky explores what it really means to see eyes wide open. Dispelling the notion of disability, Isaac found his true vision and courage to overcome adversity, and achieve a remarkable range of accomplishments. By reframing our fears as fiction, we too can channel our strengths, skills, and luck to achieve any goal.

 

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Mar 12, 2017

Lean Product Development Audio Book

This is a collection of Business901 Podcast that has been grouped under the title of Lean Product Development. It includes the authors below in the order if appearance and totals around 3 hours in length. If you prefer a transcription most of them are available on the Business901 Issuu website: https://issuu.com/business901.

 

Ron Mascitelli, president of Technology Perspectives and author of five books, his most-recent publication, Mastering Lean Product Development: A Practical, Event-Driven Process for Maximizing Speed, Profits, and Quality.

 

Allan R Coletta is a chemical engineer with an extensive background in manufacturing operations, supply chain and engineering, gained while working in the chemical process and healthcare diagnostics industries. He recently authored a book, The Lean 3P Advantage: A Practitioner’s Guide to the Production Preparation Process.

 

Tim Schipper and Mark Swets are the co-authors of Innovative Lean Development: How to Create, Implement and Maintain a Learning Culture Using Fast Learning Cycles.

 

Dan McDonnell discussed on how to use Lean 3P within the organization not only for Lean Product Development but also for any type of change program. He co-authored the book, Unleashing the Power of 3P: The Key to Breakthrough Improvement.

 

Mike Dalton is the founder of Guided Innovation Group, whose simple mission is helping companies turn their new product innovation into bottom-line impact. The Guided Innovation System™, their unique TOC-based approach to rapid innovation improvement is helping companies slash time to market in half and nearly double new product profits. His book, Simplifying Innovation: Doubling speed to market and new product profits – with your existing resources, is the first to apply the Theory of Constraints for high-leverage innovation improvement.

 

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Mar 8, 2017

The Right Way to Energize & Engage People

With more than 30,000 copies sold worldwide, Susan Fowler’s powerful and influential book, WHY MOTIVATING PEOPLE DOESN’T WORK...AND WHAT DOES: The New Science of Leading, Energizing, and Engaging, is now available in paperback. Susan argues that most of the current approaches to engagement have not caught up to the science of motivation, resulting in short-term practices that undermine the long-term engagement they hoped to generate.

 

In her book, Fowler builds upon the latest scientific research on the nature of human motivation to explain why traditional approaches don’t work. More importantly, she provides a cutting-edge framework, model, and course of action to help leaders shape a workplace where people flourish while producing sustainable results.

 

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Mar 2, 2017

Agile and Lean Program Manager (Audio)

People know Johanna Rothman  as the “Pragmatic Manager.” She provides frank advice for your tough problems helping leaders and managers do reasonable things that work. I am a big fan of Johanna's owning three of her books and adding a fourth, Agile and Lean Program Management: Scaling Collaboration Across the Organization. This is a short take on the definition of some terms that came from the interview 

 

This was previously published as a video series.

 

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Mar 2, 2017

Intro Video to The Funnel of Opportunity

There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter than the market. Marketing must evolve through our actions and tactics.

 

Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity

 

“With tactics in the driver’s seat, everything changes: long-term vs. short-term becomes meaningless; prediction is still possible as an activity, but probably futile in its results; action beats analyzing-, correctable replaces dependable. The one thing that we know is that it’s in the learning rather than the deciding.” – The Death of Strategy – Forbes.com

 

The digital age has changed the way we deliver marketing, the way we execute. Marketing is no longer driven by the creative, it is driven by the process. Learning becomes paramount and is driven by the way you interact and structure your sales funnel. Marketing is no longer just about getting the message out. It is just as important to get the message in.

 

Join us at the Lean Marketing Lab or learn more about The Funnel of Opportunity

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Feb 28, 2017

Powering the Brain for Peak Perfomance

According to neuropsychologist Friederike Fabritius, M.S. and global leadership and innovation consultant Hans W. Hagemann, Ph.D., the better we understand our brains and the type of environment that motivates us, the closer we'll be to truly achieving peak performance. In THE LEADING BRAIN: Powerful Science-Based Strategies for Achieving Peak Performance, Fabritius and Hagemann offer insights into:

  • Why some people struggle in a high-stress, deadline-oriented environment while others soar
  • How your age and gender can affect your overall "performance profile"
  • Why multitasking is the enemy and how to cut through the office's myriad distractions and sharpen your focus
  • The mental training techniques you can use to fine-tune your habits and productivity level

 

My guest on the podcast was FRIEDERIKE FABRITIUS, M.S., the head of the Neuroleadership Practice Group. She is a neuropsychologist who has extensive expertise working with top executives at multinational corporations, leveraging her scientific background to create actionable insights.

 

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Feb 25, 2017

The Sales Book

This is a collection of Business901 podcasts on Sales. It is about 7-hours in length and features the following guests in the order of appearance:

 

(00.30)Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has co-authored the book Shift!: Harness The Trigger Events That Turn Prospects Into Customers which is as good of description I have found for what is lacking in today’s selling.

 

(30.00)Marylou Tyler co-authored Predictable Revenue with Aaron Ross and has a follow-up book, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline, with a new co-author Jeremey Donovan. This book teaches you how to turn cold conversations into qualified opportunities and I might add in a very systematic way. 

 

(52:10) Mark Hunter, The Sales Hunter, documents his knowledge in his book, High-Profit Selling: Win the Sale Without Compromising on Price and his new book which our conversation centered on High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

 

(1:34:35) Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb Blount’s Author Page: http://amzn.to/2jR3zuP

 

(2:27:56)Bob Apollo is the founder and principal consultant behind Inflexion-Point Strategy Partners, one of the UK’s leading B2B sales and marketing performance improvement specialists. 

 

(3:01:03)Dave Brock (Partners in Excellence) is recognized as a thought leader, sales and marketing, new product introductions, and strategic partnering. Dave speaks frequently on a wide range of business, sales, leadership, and related topics.  

 

(3:29:13)Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups andcorporations, and consulted to many companies around the world. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.

 

(4:07:54)Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to their attitude, their approach and their sales results.

 

(4:37:20)Régis Lemmens is a partner at Sales Cubes, a sales management consulting firm located in Belgium, specializing in sales and key accounts management. He is a firm advocate of design thinking in business and helps organizations to apply this approach to innovate and redesign their sales processes finding new ways to add value to their customers. His new book is, From Selling to Co-Creating.

 

(5:00:15)Linda Richardson new book,Changing the Sales Conversation: Connect, Collaborate, and Close is one of the few sales books that I have read that puts an emphasis from a Service Dominant Perspective (SD-Logic) versus selling from a Good Dominant Logic (GD-Logic) position. It is the new sales conversation that had to happen. Linda is credited with the movement to Consultative Selling, captured in the book Perfect Selling, which is the cornerstone of Richardson’s methodology.

 

(5:23:23) Charles Green is the author of a series of books that have long been a favorite of mine.  I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present. My favorite since I own it in several formats is probably Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships.

 

(5:51:41) In his new book, Digital Selling: How to Use Social Media and the Web to Generate Leads and Sell More,Grant Leboff explores how the sales landscape has changed in recent years but how those working in sales have failed to change their behavior to meet customers.

 

(6:23:36) Tim Sanders has 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. Tim recently authored a new book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.

 

(6:46:17)Matt Dixon, an executive director of strategic research at CEB, has an unrelenting drive to find the answers to questions senior executives often take for granted. Matt’s latest book is The Effortless Experience: Conquering the New Battleground for Customer Loyalty and he is best known for the book, The Challenger Sale: Taking Control of the Customer Conversation.

 

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Feb 23, 2017

Make Your Presentation Like A Movie

What does it take to nail a sales pitch? Well, it’s not easy. In fact, only 20% of all salespeople make 80% of their sales; and I just broke the cardinal rule: most customers forget pitches that involve statistics. According to advertising guru Ted Frank, the secret to sales is in the story—and he’s developed a foolproof formula for getting the buy-in you deserve.

 

“So much good work goes to waste, and so many smart salespeople lose their sense of purpose, all because they get lost in the clutter of charts,” says Frank. “There are literally dozens of movie storytelling strategies you can bring to your pitches that will move your stakeholders to action."

 

You can find Ted’s answers in his new book, Get to the Heart: How movie storytelling secrets can make your presentation clear, compelling, and earn you a seat at the table 

 

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Feb 21, 2017

Value Propositions with Cindy Barnes

This is a compilation of the entire interview with Cindy Barnes. Cindy co-authored the book, Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit, showing readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. It provides guidance for business leaders – demonstrating why having a strong value proposition is so important for a company.

 

Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. Follow Cindy on Twitter: @cindy_barnes

 

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Feb 19, 2017

Kata Training Audio Book

This is a collection of Business901 podcasts on Kata Training. It is about 3-hours in length and features the following guests: 

 

The Learning Factor Inc. is a Vancouver-based organization dedicated to making business and labor smarter about learning through innovations in workplace education. Tracy Defoe does this is a variety of ways and one her favorites is the Toyota Kata. In her organization, Tracy plays the role of Chief Education Organizer. 

 

Yours truly, Joe Dager discussing the subject of the Marketing Kata. Marketing Katas have come about from my work as a Lean practitioner specializing in Service Design and Sales and Marketing. During this time, I have developed a process of using Kata in my marketing as the basic way I become involved with clients. Unless you have developed a standard practice, marketing is not anything more that an experiment. Kata is a way of doing. A way of developing structured practice routines. 

 

Pat Boutier, co-author of The 7 Kata: Toyota Kata, TWI, and Lean Training, that question and below was his reply.  The book received the Shingo Award for Research and Professional Publications from the Shingo Prize for Operational Excellence. It discusses the blend of Training within Industry (TWI) with Kata in a very unique way.

 

Shingo Prize winning author, Conrad Soltero. Conrad won the Shingo Prize as the principal author of The 7 Kata: Toyota Kata, TWI, and Lean Training. It was published in 2012 by Productivity Press. He works at the Texas Manufacturing and Assistance Center or TMAC as we’ll call it and is a Shingo prize examiner.

 

Brandon Brown delivers tangible and sustainable continuous improvement results as a Toyota KataCoach and Lean Instructor/Facilitator as an Associate for the W3 Group. Since 2006, Brandon has been a Professor of Operations Management at the University of Arkansas in Fayetteville teaching courses in the Industrial Engineering department such as Lean Production and Leadership Principles and Practices for the Master of Science in Operations Management degree program.

 

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Feb 16, 2017

Applying Lean and Agile in Managed Services

Wayne Walton is the North America CRM Practice Manager at eBECS. Wayne helps sales and marketing professionals by making their life easier through implementing Dynamics CRM and Marketing systems so that people can get out from in front of the screen and go do their job. 

 

eBECS is a specialist in total Microsoft Business Solutions, designing and delivering Lean and agile solutions globally for customers in Manufacturing, Distribution, Retail, Services, Not-for-profit and other related sectors.

 

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