Targeted Lead Generation - Helping you discover and find the best lead generation tools and techniques for your business

205 Leadership in 2026 and Beyond – What you need to know with Tess Fyaika

Manny and Tess met to discuss a book project, with Manny sharing his background in leadership and executive coaching, including his work with nurse staffing during the pandemic and his authorship of 19 books, including a 100-page book on delegation. They confirmed the meeting would be audio-only with potential video clips for promotion, and Manny offered to share the video with Tess for her own promotional use. The conversation briefly touched on Tess's last name pronunciation, which was clarified as Fyalka. Leadership in 2026 and Beyond Manny welcomed Tess to the Targeted Lead Generation podcast and introduced the episode's topic, "Leadership in 2026 and Beyond," which will discuss Tess's new book "Walking the Leadership Ledge." Tess shared that she has over two decades of leadership experience and offers a 2-minute quiz on her book website that provides customized development plans. The discussion began with introductions, and Manny noted that the episode would focus on Tess's book and the principles she teaches for building resilience and confidence in leadership. Leadership Development and Challenges Tess shared her extensive background in leadership development, spanning over two decades, and discussed her new book focused on "new leaders" throughout their careers. She explained that the book addresses recurring challenges faced by leaders, including setting clear expectations, having difficult conversations, increasing self-awareness, aligning teams, showing appreciation, and knowing when it's time to move on to new opportunities. Tess emphasized her belief that effective leadership extends beyond the C-suite and can create environments where team members thrive rather than just survive. Leadership Book Writing Discussion Tess discussed her decision to write a book on leadership, motivated by a desire to help new leaders navigate the challenges of their roles. She identified a key issue for new leaders as the pressure to appear knowledgeable, often leading them to avoid asking questions or admitting uncertainties. Tess emphasized the importance of developing curiosity and being comfortable with not having all the answers, suggesting that new leaders should focus on learning and seeking understanding rather than trying to appear competent. The conversation ended with Manny asking about changes in new leaders' approaches over the past 10 years, but this part of the discussion was not captured in the transcript. 21st Century Leadership Evolution Tess discussed the evolution from 20th century command-and-control leadership to 21st century collaborative leadership, noting that while the issues remain similar, the complexity and pace of change have increased significantly. She outlined three common leadership derailers using examples of Liam, Betsy, and Joseph, illustrating how strengths that led to success in individual contributor roles can become problematic when promoted to management positions. Tess emphasized the importance of developing new competencies beyond the strengths that initially led to success, citing Marshall Goldsmith's concept that "what got you here will not get you there." Doer Leaders Transition Challenges Manny and Tess discussed the challenges faced by "doer leaders" who are promoted from individual contributor roles to leadership positions. Tess explained that these leaders need to balance both doing work and leading teams, highlighting the particular difficulty in aligning team members and setting clear expectations. She emphasized the importance of defining success, establishing the team's purpose, and learning to delegate effectively, as these leaders often struggle with letting go of tasks they enjoy performing. Leadership Development and Delegation Strategies Tess and Manny discussed leadership development and delegation strategies. Tess shared her approach to addressing issues using the BRR method (Behavior, Risk, and Relationship) and emphasized the importance of having conversations with team members from a place of curiosity and support rather than frustration. They also discussed how AI affects leadership, with Tess noting that while AI tools are becoming more prevalent, human connection and leadership remain essential for getting work done through people. Tess recommended companies develop proper succession and leadership training plans, and offered a 2-minute leadership quiz on her website walkingtheleadershipledge.com [http://walkingtheleadershipledge.com/] for listeners to assess their leadership competencies. Manny@mannynowak.com [Manny@mannynowak.com] https://covertleadershiptraining.com/ [https://covertleadershiptraining.com/] https://coachmanny.com/ [https://coachmanny.com/]

204 Podcast Guesting Is the Ultimate One-to-Many Strategy (Here's How to Make It Work for You) with Christina Lenkowski

Manny and Christina conducted a pre-show discussion for an upcoming podcast interview about podcast guesting for lead generation. Christina confirmed she would be discussing how podcast publicity can bring in leads and customers, and mentioned she has a special gift offer of a six-part private podcast. They discussed technical setup preferences, with Christina requesting to remain on video, and agreed to address the question about defining publicity early in the interview. The show was set to begin with Manny introducing Christina and providing background information about her expertise in podcast publicity. Career Pivot to Podcast Marketing Christina shared her career journey, starting with PR work at Dark Horse Comics and later representing clients like Cirque du Soleil. She explained how becoming a mother led her to seek part-time work, which eventually led to freelance work and creating an online course for tourism PR. Christina described how she successfully pivoted her business strategy by pitching herself on relevant podcasts rather than following traditional marketing advice, which significantly improved her course sales and consulting opportunities. She launched her agency in 2020 after making this strategic shift to podcast marketing. Publicity Strategy for Business Growth Christina explained her definition of publicity as one of three marketing pillars, distinct from owned and paid media, and discussed how many online entrepreneurs overlook this approach due to lack of control. She described her client base as approximately 50-50 between men and women, with a focus on helping businesses expand beyond referral-only and paid advertising models by reaching clients where they already pay attention, such as on podcasts. Christina outlined her service process, which begins with a messaging session to clarify target audiences and key talking points, followed by ongoing podcast research and pitching, including a unique guarantee on bookings. Podcast PR Strategy and Guarantees Christina explained how her podcast PR agency guarantees clients will be booked on 24 podcasts per year, which is possible due to the abundance of podcast opportunities compared to traditional PR methods. She shared an example of working with a fiction incubator client, where she identified and successfully targeted doctors, lawyers, and therapists as additional audience segments beyond the client's initial target of writers and creative professionals. Podcast Strategy and Content Creation Christina discussed how her company typically helps clients explore new pathways and strategies for podcast appearances, often suggesting targeted approaches across different show types. She explained that while they don't use AI for pitching, they leverage it for research and content creation, particularly in generating multiple pieces of content from a single podcast interview. Christina noted that most podcast appearances result in both audio and video formats, with the video being particularly valuable for creating social media snippets and website content. Podcast Booking Services Discussion Christina discussed her podcast booking services, emphasizing her industry reputation, personalized service, and guarantee of show quality. She addressed Manny's concerns about comfort in video and audio environments, explaining that nervousness is common for first-time podcast guests and offering one-on-one coaching to help clients prepare. Christina encouraged listeners, especially introverts, to overcome their fears, noting that podcast interviews are essentially one-on-one conversations where guests can ask for re-recordings if needed. She provided contact information for potential clients to learn more about her services and connect with her on LinkedIn or Instagram. · Website: https://www.publicityxchristina.com/ [https://www.publicityxchristina.com/] · Instagram: https://www.instagram.com/publicityxchristina/ [https://www.instagram.com/publicityxchristina/] · Facebook: https://www.facebook.com/publicityxchristina [https://www.facebook.com/publicityxchristina] Link to your special gift offer: Christina's 6-Part Private Podcast Series! · Gift for the audience: http://www.publicitypodcast.com/ [http://www.publicitypodcast.com/] * Manny@mannynowak.com [Manny@mannynowak.com] https://covertleadershiptraining.com/ [https://covertleadershiptraining.com/] https://coachmanny.com/ [https://coachmanny.com/]

203 AI Is Not Replacing Leaders—It's Exposing Weak Ones

AI Leadership and Exposure Manny introduced the podcast episode titled "AI is Not Replacing Leaders. It's Exposing Weak Ones" and provided housekeeping information including contact details and website information. He discussed the widespread discussion around AI, noting that while some are excited about its potential, many leaders are ignoring it, which he warned could be a significant mistake. Manny emphasized the importance of getting educated about AI rather than being nervous or ignoring it. AI's Impact on Leadership Dynamics Manny discussed how AI is changing leadership by exposing weaknesses rather than replacing leaders directly. He explained that while leaders once had an advantage through experience and information access, this advantage has shifted to speed, clarity, and execution as information becomes more widely available. Manny emphasized that leaders who can ask better questions, make faster decisions, and execute more effectively will be successful in the AI era. AI Leadership Approaches Discussion Manny discussed three approaches leaders are taking with AI: ignoring it altogether, playing with it without a strategy, or over-relying on it. He emphasized that AI should be viewed as a tool to support decision-making rather than replacing the leader's role as the decision-maker. Manny highlighted that AI can help leaders become better decision-makers, aligning with his broader message about the importance of decision-making skills in leadership. AI and Leadership Decision-Making Manny emphasized that leaders should focus on making decisions rather than overthinking, noting that perfect information is rarely available. He highlighted how AI can help leaders explore options more thoroughly and challenge assumptions, while still requiring human decision-making. Manny also discussed the importance of coaching teams as part of leadership development, suggesting that structured coaching methods and proper preparation can be enhanced through AI tools. AI in Leadership Development Planning Manny discussed the benefits of using AI for preparing difficult conversations and creating development plans, emphasizing its role in role-playing scenarios. He warned against relying solely on AI, highlighting potential issues with its accuracy, completeness, and bias. Manny stressed that leaders should use AI to enhance their judgment rather than replace it entirely. The discussion concluded with Manny suggesting practical first steps for implementing AI tools. AI Applications in Leadership Manny discussed the practical applications of AI in leadership, focusing on areas such as communication, planning, coaching, problem-solving, and meeting preparation. He emphasized the importance of effectively training AI by providing relevant data and prompts, highlighting that leaders who leverage AI effectively will outperform those who don't. Manny challenged the audience to identify a regular leadership task and explore how AI could enhance its execution, noting that this is not a future capability but a current opportunity. Covert Leadership AI Training Seminar Manny announced a new half-day training seminar on "Covert Leadership in the Age of AI" that doesn't require prior leadership training. He encouraged listeners to think about the content and use it as a tool, mentioning plans for future training on leadership, AI To schedule a call with Manny: https://calendly.com/mannynowakcalendar/30min [https://calendly.com/mannynowakcalendar/30min] Manny@mannynowak.com [Manny@mannynowak.com] https://covertleadershiptraining.com/ [https://covertleadershiptraining.com/] https://coachmanny.com/ [https://coachmanny.com/]

202 Why Most Entrepreneurs Struggle With Sales (And the 3 Shifts That Fix It)

Sales Systems for Entrepreneurs Manny introduced the Targeted Lead Generation Podcast and discussed the topic of why most entrepreneurs struggle with sales. He explained that the issue is often not a sales problem but a sales systems problem, where inconsistent results make everything feel harder than it should be. Manny mentioned that he helps entrepreneurs build simple and consistent sales systems that produce results, and he promised to share three key shifts that can improve business outcomes. Sales Messaging Complexity Challenge Manny discussed the challenge of entrepreneurs trying to sell to too many people across different industries, explaining that when companies have too many products or solutions, their salespeople struggle to effectively communicate the value to prospects. He provided an example of an insurance company with multiple products that resulted in weak messaging and low conversion rates. Manny's discussion appeared to be building toward a solution to this common sales challenge. Target Audience Focus Strategy Manny emphasized the importance of focusing on a narrow, specific target audience, using the example of an insurance company that narrowed down to one product line and type of client. He explained that when the focus is clear, messages become more effective and sales conversations become easier, shifting from trying to convince to connecting with the prospect. Manny advised against jumping into conversations with immediate pitching, instead recommending a shift from selling to connecting with the prospect. Improving Sales Questioning Techniques Manny emphasized the importance of asking better questions and understanding the prospect's situation rather than using generic approaches. He explained that focusing on a specific niche leads to deeper understanding and more effective conversations, which helps build trust and reduces resistance. Manny illustrated his point by showing how improving the close rate from 20% to 40% could double income while requiring less selling time per deal. Business Systems and Operations Challenges Manny discussed a key challenge that keeps entrepreneurs stuck, emphasizing the importance of having systems in place for consistent business operations. He explained that operating without a real system leads to unreliable results, as many entrepreneurs rely on self-motivation and random activities rather than structured approaches. Manny highlighted that while ad-hoc efforts may work initially, they are ineffective for long-term business building. Sales System Framework Overview Manny outlined a simple sales system consisting of daily outreach, a conversion structure, and a follow-up process to achieve consistent and predictable results. He emphasized that most deals fail in the follow-up stage and highlighted the importance of building this system into a business through the Coach Manny Sales Accelerator Framework [https://calendly.com/mannynowakcalendar/30-minute-meeting-clone]. Manny invited listeners to book a strategy session to identify and address issues in their current sales process. Targeted Lead Generation Episode Manny encouraged listeners to check the show notes link and schedule time with him for potential collaboration. He emphasized that sales doesn't have to feel hard when using the right focus, conversations, and system. The episode concluded with Manny thanking the sponsor, Covert Leadership Training, and announcing the next episode of Targeted Lead Generation. Book a free Sales Session with Coach Manny: https://calendly.com/mannynowakcalendar/30-minute-meeting-clone [https://calendly.com/mannynowakcalendar/30-minute-meeting-clone] Coach Manny Email: Manny@MannyNowak.com [Manny@MannyNowak.com] Website: http://coachmanny.com/ [http://coachmanny.com/] Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ [https://www.linkedin.com/in/mannynowak/] Facebook: https://www.facebook.com/manny.nowak/ [https://www.facebook.com/manny.nowak/] Covert Leadership Training: https://covertleadershiptraining.com/ [https://covertleadershiptraining.com/]

200 Why Most $2–10M Companies Struggle With Sales Consistency

Sales System Framework Discussion Manny introduced the Targeted Lead Generation Podcast and began discussing the episode's topic about why $2-10 million dollar companies struggle with sales consistency. He explained that many business owners in this revenue range believe they have a sales problem, but often the actual issue is an inconsistent sales system rather than poor sales performance or lead generation. Manny outlined his framework called "Coach Manny's Sales System Framework" which he plans to discuss further to help create more predictable revenue for B2B service companies. Sales System Challenges in Growth Manny discussed the common challenges companies face as they grow beyond their initial sales processes based on referrals and word of mouth. He explained that while founders often excel at business development in early stages, as companies scale, sales become less predictable and leadership struggles with visibility into results. Manny noted that many companies try various solutions like hiring salespeople or investing in marketing, but these often don't address the root problem of never having defined a proper sales system. Structured Sales System Implementation Manny discussed the importance of a structured sales system to ensure consistency across the organization. He explained that a well-defined system should outline the stages of the sales process, actions for salespeople at each stage, and metrics for measuring success. Manny emphasized that without a clear framework, salespeople often create their own processes, leading to inconsistency and potential underperformance. He mentioned a four-part framework he uses with companies to address these challenges, and indicated that additional materials would be provided to help implement these concepts. Sales Process Framework Discussion Manny discussed a four-part framework for defining and improving sales processes. He emphasized the importance of clearly defining the sales process stages, qualifying leads, and setting expectations for salespeople. Manny also highlighted the need to ensure the right people are in the right roles, including proper hiring practices and testing. He stressed the importance of accountability through metrics tracking and noted that AI tools can enhance sales processes only when the foundation is strong. Founder's Sales Dependency Solution Manny discussed the "founder's sales trap," where companies become dependent on the founder for a significant portion of revenue, leading to unpredictable sales when the founder is unavailable. He explained that the solution involves transferring the founder's knowledge into a repeatable sales system, which makes sales more predictable, hiring easier, and enables better performance tracking. Manny offered a downloadable guide and suggested scheduling a strategy session for companies looking to improve their sales processes. Get your copy of Coach Manny's Sales System Framework https://lp.constantcontactpages.com/sl/p3bsdA7/salesa2 [https://lp.constantcontactpages.com/sl/p3bsdA7/salesa2] Coach Manny Email: Manny@MannyNowak.com [Manny@MannyNowak.com] Website: http://coachmanny.com/ [http://coachmanny.com/] Phone: 856 364 5867 Linkedin: https://www.linkedin.com/in/mannynowak/ [https://www.linkedin.com/in/mannynowak/] Facebook: https://www.facebook.com/manny.nowak/ [https://www.facebook.com/manny.nowak/] Covert Leadership Training: https://covertleadershiptraining.com/ [https://covertleadershiptraining.com/]