Channel Outlaws

E42 - Jay Bradley of Intelisys on effective core marketing, the DNA of channel leaders, the future of the channel, and more!

We end season 2 of Channel Outlaws with none other than the President of Intelisys, Jay Bradley. I talk to Jay about what real effective core marketing is and how Sales Partners can use it to literally hockey stick their growth, just as Intelisys did. We talk about some of his core beliefs, where they came from, and how Jay has woven them into the DNA that is Intelisys, and how Sales Partners can do the same. Speaking of DNA, we talk about how similar the DNAs of Intelisys and ScanSource were even before the acquisition. And, why this shared DNA has accelerated the integration of these two leaders. And we talk about what Jay sees in the future for the channel as ScanSource continues investing in Sales Partners and resellers and supporting them in crafting the total solution for businesses around the world. Enjoy!

E41 - Steve Gerhardt of D&M Enterprise Group & Danny Passacantilli of Blue Front Technology Group on hiring Solutions Engineers, business best practices, and business coaching.

Danny Passacantilli and Steve Gerhardt return! They're the top two Channel Outlaws guests in terms of downloads, they're two of the best salespeople in the Channel, and they're both hilarious. So I talk to them (and they talk to each other) about their ideas around what it takes to run a successful Channel practice today, their newest hires, their shared Business Coach, and a whole lot more. It's a fun one.

E40 - Chris Voss of the FBI and The Black Swan Group on psychology, power & influence in winning negotiations.

Chris Voss is a Former FBI Lead International Kidnapping Negotiator…the Author of the Wall Street Journal best-selling negotiations book "Never Split the Difference"… and the CEO of the Black Swan Group. Chris worked more than 150 kidnappings worldwide over 24 years with the FBI.  He discovered that traditional negotiations "theory" didn't cut it when it came to life and death situations.  So he reinvented it.   Then he turned the world of negotiations on its head, both in academia and the business world, when he made the crossover to business negotiations. In this episode, we go into a number of negotiations tips and tricks that will make you a better negotiator immediately. You'll learn why the word "no" is far more valuable than "yes" in a negotiation, the psychology behind loss aversion and power dynamics, and why tactical empathy is the most important strategy you can apply when saving a life, or saving a deal. We talk about Shark Tank, Oprah Winfrey, President Trump and a whole lot more that you can do to "never split the difference" when negotiating your next deal.

E39 - Dee Byrnes of OnboardOxygen - On scaling a channel business through culture, creating culture on a budget, culture myths, hiring millennials, and more.

Today's guest is Dee Byrnes of OnboardOxygen: Dee is an Army veteran, a Disney veteran, and a seasoned two decade veteran of helping businesses measurably scale and profit using a secret sauce…a secret sauce that both of these organizations use to excel:  Strategic Culture. We discuss the specific things any small business owner can do to create and integrate a culture in their businesses.  Secret Tip: Hanging posters with your values on them is not a secret ingredient. We discuss what Dee learned from working 20 years at Disney, how they protect their "culture ingredients" as tightly as Coca-Cola protects its secret formula, and what she teaches businesses today to help them create similar results through culture. We talk about how to attract the millennial employees you want, and repel the ones you don't, using culture.  Secret Tip #2: You don't need to invest in a ping-pong table. We talk about remote vs. local employees, the surprising purpose of meetings for culture, overcoming the time and money roadblocks to culture, and much more. Hope you enjoy the podcast.

E38 - Coach Tony Palmucci of Thinking Without Restrictions - On coaching high performance Sales Partners, overcoming entrepreneur limiting beliefs, creating a life-by-design, and more.

Our guest today is Tony Palmucci, the owner of Thinking Without Restrictions. His clients call him Coach Tony. It's Coach Tony's mission in life to take the top performers in business to the next level, and on today's show he tells how he does just that with some of Intelisys' Platinum Partners including Steve Gerhardt, Danny Passacantilli, Angie Tocco, and Laura Dashney. There are a lot of skeptics out there when it comes to the subject of business coaches… So Tony and I spend a lot of time talking about the practice of coaching, debunking some of the myths about coaching, and breaking down exactly what a coach can do for your bottom line, both on the balance sheet and in life in general.  But coaching up CEOs wasn't always Tony's vocation … He started out as many kids do, with dreams of becoming a rock sta.  But unlike most kids, Tony actually did it. He's been an axeman for Twisted Sister's Dee Snyder, and Kiss Frontman Gene Simmons, to name just a couple. But it was through founding and growing a music academy that Tony found his true gift in life; empowering others to blueprint a future, blow past hidden obstacles, and achieve their goals. We also talk about the most common stumbling blocks for entrepreneurs, and how to avoid them … Tony's version of the habits of highly effective people … and why even coaches need coaches. Enjoy the podcast.