Category Archives: Marketing

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501: Discover Who You Already Are, Who You Want to Be, and How to Ensure Others See You That Way with Aliza Licht

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Today’s guest, a former fashion executive, successfully turned her communications expertise into a multimedia brand and consultancy. And today, you and I have the privilege of learning from her years of experience.

Her name is Aliza Licht, and her latest book is called On Brand: Shape Your Narrative, Share Your Vision, Shift Their Perception.

How you show up in person, over email, and on social media, Aliza says, communicates your personal brand. That brand deserves thoughtful cultivation and crafting as you shape your narrative, build your network, grow your confidence, and plot your future.

This book is for the new graduate seeking their first job, the middle manager looking to level up, the executive who wants to become more notable, the entrepreneur building from scratch, the person who wants to pivot to a new career, the social media influencer who is their own brand—it’s for anyone who wants to affect the way people perceive them and feel proud when they hear the words “that’s so on brand for you.”

I hope you’ll click the play button below to learn more about Aliza and her work. For a summary, just keep scrolling.

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498: How to Win with Clarity-Fueled Communications with Steve Woodruff

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I’ve yet to meet my guest today in person, but we live less than 30 minutes from one another. I think I need to work harder at changing that soon.

steve woodruff

His name is Steve Woodruff, and this will make his second appearance on the podcast; his first being about five years ago in Episode #243.

Steve’s new book, released just last week, is called The Point: How to Win With Clarity-Fueled Communications.

Clarity-fueled communications, Steve says, is the practice of using the fewest words to make the biggest impact. His book unveils how the overloaded human brain wants information packaged, and how to craft brain-friendly messages that break through the noise.

From email to sales pitches, from workshops to resumes, Steve’s Clarity Fuel Formula is the universal recipe for communications success. The Point includes four simple actions and eight compelling shortcuts that can be used by anyone to get to the point and get others on the same page.

I hope you’ll click the play button below to learn more about Steve’s and their work. For a summary, just keep scrolling.

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483: The Illusion of Choice with Richard Shotton

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My guest this week is making his first—and hopefully not his last—visit to the Read to Lead Podcast, and on the eve of the show’s 10th birthday, no less.

richard shotton

His name is Richard Shotton. He’s written a followup to his amazingly well-received The Choice Factory. It’s called The Illusion of Choice: 16 1/2 psychological biases that influence what we buy.

I devoured this book in a single day. It’s just over 190 pages with short, to-the-point chapters. Each one lays out plainly a psychological bias, shares what recent studies have shown about it (some of which are Shotton’s own), and then proceeds to show you, step-by-step, several ways you might consider applying what you’ve learned to your business.

It doesn’t get much more practical than that.

Richard draws on academic research, previous ad campaigns, and (as mentioned) his own original field studies to create a fascinating and highly practical guide that focuses on the point where marketing meets the mind of the customer.

You’ll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit – and much, much more.

I hope you’ll click the play button below to learn more about Richard and his work. For a summary, just keep scrolling.

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465: What to Say to Get Your Way with NYT Bestselling Author Jonah Berger

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At the beginning of this year, in Episode 456, I highlighted the six books I’m most looking forward to in the first half of 2023. I hope to feature all six here on the podcast. The first was featured in late January (Attention Span by Dr. Gloria Mark).

jonah berger

I’m excited to share that the second book on that list is being featured today. It’s from Wharton Professor Jonah Berger and is called Magic Words: What to Say to Get Your Way.

In Magic Words, Jonah gives you an inside look at the new science of language and how you can use it. Technological advances in machine learning, computational linguistics, and natural language processing, combined with the digitization of everything from cover letters to conversations, have yielded unprecedented insights.

You’ll learn how salespeople convince clients, lawyers persuade juries, and storytellers captivate audiences; how teachers get kids to help and service representatives increase customer satisfaction; how startup founders secure funding, musicians make hits, and psychologists identified a Shakespearean manuscript without ever reading a play.

This book is designed for anyone who wants to increase their impact. It provides a powerful toolkit and actionable techniques that can lead to extraordinary results. Whether you’re trying to persuade a client, motivate a team, or get a whole organization to see things differently, this book will show you how to leverage the power of magic words.

Intrigued? Click the play button below to learn more about Jonah and his new book.

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463: Redefining What It Means to Sell with Colin Coggins and Garrett Brown

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My guests today ask the question, “What if the greatest salespeople on the planet are the opposite of who you think they are?”

Colin Coggins and Garrett Brown

Everyone sells, every day. It’s why the most successful people are better than most at selling themselves, their ideas, or their products. Yet when people hear the word “sales” they think of an overly confident, articulate extrovert at best, or, worse, a pushy, know-it-all huckster.

In part, because of these misperceptions, when they find themselves in a situation where they need to sell, they feel compelled to put on the persona of a “good salesperson.” But there’s a disconnect between who we think good salespeople are and who they actually are.

In any room, they’re not the most self-confident, they’re the most self-aware. They’re not the most sociable, they’re the most socially aware. And they don’t succeed in spite of obstacles, they succeed because of obstacles.
 
The Unsold Mindset reveals a counterintuitive approach to not just selling, but life. This book is not about “building rapport,” “objection handling,” or “trial closes.” It’s a journey toward an entirely new mindset — because the greatest sellers on the planet aren’t successful because of what they do, they’re successful because of what they think.
 
Being a good person and a good salesperson aren’t mutually exclusive. The Unsold Mindset will change the way you think about selling and the way you think about yourself.

I hope you’ll click the play button below to learn more about Colin, Garret and their work. For a summary, just keep scrolling.

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