Behind The Numbers

• Mastering Sales Strategies: Liz Heiman on Building Effective Sales Funnels & Overcoming Common Myths

  Welcome to Behind the Numbers, where host Dave Bookbinder explores the power of sales in business with expert guest Liz Heiman, CEO and Chief Sales Strategist at Regarding Sales. With over two decades of experience since 2002 in building sales infrastructures, Liz shares actionable strategies for creating successful sales systems in midsize companies. In this episode, Liz reflects on her career, starting at Miller Heiman, famous for the Strategic Selling methodology, and discusses why everyone in a company is involved in sales, from accountants to facilities managers. Together, they debunk common sales misconceptions, including the importance of a growth mindset, thorough sales preparation, and how focusing on problem-solving is more effective than the traditional "hard sell." Liz dives into the key elements of the sales funnel, emphasizing how to leverage meaningful conversations, understand sales metrics, and integrate marketing and sales to boost business growth. She also offers valuable insights on building trust and credibility in sales relationships and explains why a customer-centric approach is critical for success. Whether you're looking to refine your sales techniques, enhance your sales funnel, or better understand your customers' needs, this episode is packed with practical sales strategies and insider tips that will help you elevate your sales game. About Our Guest: Liz Heiman is the Sales Operating System Architect and the founder of Re: Sales™. Liz guides “Ready-to-Scale” founders and CEOs to take the chaos out of sales so they can create a more sustainable growth strategy that strengthens the pipeline and streamlines their process to increase revenue on a predictive basis. Early in her career, Liz trained some of the world’s powerhouse sales organizations. Using Strategic Selling and Conceptual Selling, she helped them boost sales by improving their sales processes and systems. Now her focus is start-up and mid-sized companies selling into complex B2B environments, including medical, government, and enterprise. About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.  Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.  He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.” He’s also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries.   🔸 Grab Dave’s #1 Best-Selling Books: The New ROI: Return on Individuals  & The NEW ROI: Going Behind The Numbers 🔸 Connect with Dave on LinkedIn  🔸 Connect with Dave on FaceBook 🔸 Follow Dave on Twitter 🔸 Check out www.NEWROI.com for more. 💡  Want to share your insights with the business community? Message Dave to learn how you can be a guest on Behind The Numbers. https://linktr.ee/BehindTheNumbers 🔹 Check out more of Behind The Numbers on YouTube 🔹 Check out more of Behind The Numbers on RVN Television Don’t forget to subscribe and leave a review to help more listeners discover the show!  To do so, here are the simple instructions: Open Apple Podcast App. Go to the icons at the bottom of the screen and choose “search” for Behind The Numbers with Dave Bookbinder Podcast Click on the SHOW, not the episode. Scroll all the way down to “Ratings and Reviews” Click on “Write a Review” BEHIND THE NUMBERS IS ENJOYED IN MORE THAN 100 COUNTRIES. THANK YOU FOR MAKING BEHIND THE NUMBERS AMONG THE MOST POPULAR PROGRAMS GLOBALLY!

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• Corporate Anthropology: Driving Innovation with Andi Simon

  Welcome to another episode of "Behind the Numbers" with your host Dave Bookbinder. This week, we have the pleasure of chatting with Andi Simon, a pioneering corporate anthropologist, renowned podcaster, and author of "Women Mean Business". Dive into the world of corporate anthropology and discover how Andi aids organizations in navigating transformative changes by understanding the data behind their operations in a new light. During our conversation, Andi shares her fascinating journey from academia to finance and healthcare, ultimately leading to the creation of her own business. With over 23 years of experience, she reveals how companies hire her not just for what she does, but for what they need: to unlock the potential behind data and push beyond the obvious, identifying gaps and opportunities for innovation. Andi explains how anthropologists uniquely explore company dynamics, emphasizing observation and ethnographic methods to gain profound insights. From embedding herself in senior living communities to analyzing healthcare strategies, she discusses her innovative methods of understanding client requirements and enhancing business performance. Additionally, familiarize yourself with Andi's authored works, "On the Brink: A Fresh Lens to Take Your Business to New Heights" and "Women Mean Business", and gain valuable strategies on how to look at business data from a strategic perspective. Tune in to understand how corporate anthropology can be a game-changer in deciphering complex data landscapes and shaping future business success. About Our Guest: Andi Simon PhD is the founder of Simon Associates Management Consultants LLC (SAMC). She launched SAMC in 2002 to apply anthropology’s methods, tools, and theory to businesses in need of change. As a Corporate Anthropologist she helps executives see their companies with more observant eyes, achieve “aha!” moments, allowing them to discover new and profitable opportunities. By applying the concepts, methods, and tools of anthropology to business environments, she turns observation into innovation and revitalizes businesses seeking growth. She is author of two-award winning books: “On the Brink: A fresh lens To Take Your Business to New Heights” and “Rethink: Smashing the Myths of Women in Business.” Andi has co-authored a new book published in September 2023 entitled “Women Mean Business: Over 500 Insights from Extraordinary Leaders to Spark Your Success”. Her work as a corporate anthropologist has led to clients across the globe delivering both keynotes and conducting workshops. As a trained practitioner of Blue Ocean Strategy and Innovation Games, she has conducted almost five hundred workshops on Blue Ocean Strategy and Culture Change. Dr Simon has also developed and run Leadership Academies for her clients. About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.  Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.  He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.” He’s also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries. 🔸 Grab Dave’s #1 Best-Selling Books: The New ROI: Return on Individuals  & The NEW ROI: Going Behind The Numbers 🔸 Connect with Dave on LinkedIn  🔸 Connect with Dave on FaceBook 🔸 Follow Dave on Twitter 🔸 Check out www.NEWROI.com for more. 💡  Want to share your insights with the business community? Message Dave to learn how you can be a guest on Behind The Numbers. https://linktr.ee/BehindTheNumbers 🔹 Check out more of Behind The Numbers on YouTube 🔹 Check out more of Behind The Numbers on RVN Television Don’t forget to subscribe and leave a review to help more listeners discover the show!  To do so, here are the simple instructions: Open Apple Podcast App. Go to the icons at the bottom of the screen and choose “search” for Behind The Numbers with Dave Bookbinder Podcast Click on the SHOW, not the episode. Scroll all the way down to “Ratings and Reviews” Click on “Write a Review” BEHIND THE NUMBERS IS ENJOYED IN MORE THAN 100 COUNTRIES. THANK YOU FOR MAKING BEHIND THE NUMBERS AMONG THE MOST POPULAR PROGRAMS GLOBALLY!    

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• Risk Management Redefined: Insights from Steve Kantor

  Welcome to another engaging episode of Behind the Numbers, where host Dave Bookbinder is joined by Steve Kantor, Executive Vice President at KEH Insurance. In this episode, Steve dives into the intricacies of managing risk in the dynamic world of business insurance, offering invaluable insights into both the "have-tos" and "shoulds" of insurance coverage for small to mid-sized companies. The conversation explores the evolving landscape of risk management, touching on the critical role of intangible assets and the increasing impact of artificial intelligence. Steve highlights the need for proactive advisory strategies, emphasizing the importance of ongoing communication with legal and accounting professionals to keep pace with changing risk profiles. Steve also shares the inspiration behind his successful community-building initiatives, which create valuable networking opportunities for innovators and investors in the tech and life sciences sectors. The episode concludes with practical advice for navigating insurance challenges while fostering personal and professional relationships. Join Dave and Steve in this informative discussion that uncovers the ever-changing facets of risk management and the importance of relationship-building in business. About Steve Kantor: Steven Kantor is Executive Vice President of KEH Insurance Agency.  The focus of his work is providing insurance programs to innovative companies and their investors.    He has a vast background in professional service sales and business development.   His leadership positions have included Managing Director of Jefferson Wells International’s Philadelphia office, Director of Business Development for SMART, LP and VP of Venture Development for Alpha Medical Services.   He was co-founder of Eldersearch.com which was sold to Fischer Foundation for Research.   Steve received the “40 Under 40” award from the Philadelphia Business journal and the Amore Award for Community Impact from the Liguori Academy (www.liguoriacademy.org) in Philadelphia.   He has been the founder and leader of numerous CEO/Investor forums including the Philadelphia Board for Corporate Governance, the Technology Leaders of the Delaware Valley (www.techleadersdv.com), the Life Sciences Collaborative (www.lifesciencescollaborative.org) with chapters in Boston, Princeton and Philadelphia and Innovators and Investors Executive Leaders Forum where he works closely with high net-worth individuals  that have successfully exited businesses and are now investing or advising emerging companies.  As a community impactor, Steve created the Calling All Angels Gala to benefit the CARES Institute to support families impacted by child abuse.  The gala ran for ten years and raised over $ 1.5 million dollars.  He’s also been the Chair of the Gala to benefit the YMCA of Gloucester County and currently serves on the LIFT Committee of the Liguori Academy in Philadelphia. About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.  Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.  He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.” He’s also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries. 🔸 Grab Dave’s #1 Best-Selling Books: The New ROI: Return on Individuals  & The NEW ROI: Going Behind The Numbers 🔸 Connect with Dave on LinkedIn  🔸 Connect with Dave on FaceBook 🔸 Follow Dave on Twitter X 🔸X Check out www.NEWROI.com for more. 💡  Want to share your insights with the business community? Message Dave to learn how you can be a guest on Behind The Numbers. https://linktr.ee/BehindTheNumbers 🔹 Check out more of Behind The Numbers on YouTube 🔹 Check out more of Behind The Numbers on RVN Television Don’t forget to subscribe and leave a review to help more listeners discover the show!  To do so, here are the simple instructions: Open Apple Podcast App. Go to the icons at the bottom of the screen and choose “search” for Behind The Numbers with Dave Bookbinder Podcast Click on the SHOW, not the episode. Scroll all the way down to “Ratings and Reviews” Click on “Write a Review” BEHIND THE NUMBERS IS ENJOYED IN MORE THAN 100 COUNTRIES. THANK YOU FOR MAKING BEHIND THE NUMBERS AMONG THE MOST POPULAR PROGRAMS GLOBALLY!  

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• Elevating Leadership and Workplace Dynamics with Dave Nast

  In this episode of Behind the Numbers, host Dave Bookbinder sits down with Dave Nast—three-time CEO, award-winning business coach, and workplace behavior expert—for an engaging conversation on leadership, workplace dynamics, and the evolving business landscape. 🔑 Key Takeaways: The Power of Peer Advisory Groups: Discover how Vistage, the original CEO peer advisory group, is transforming leadership through peer interactions. Workplace Dynamics: Learn about the challenges CEOs face, including the importance of having the right people in the right roles for business adaptability. AI’s Impact on Business: Explore the transformative role of AI and predictive index tools in aligning talent with organizational goals to boost engagement and productivity. Post-Pandemic Workforce Challenges: Gain insights into navigating return-to-office dynamics and fostering team inspiration in a shifting workplace. This episode is a treasure trove of actionable insights for CEOs, business leaders, and professionals seeking to stay ahead in today’s fast-paced world. Listen now to gain strategies for aligning talent, leading effectively, and embracing innovation in your organization. About Dave Nast: Dave Nast is a 3-time CEO, a Workplace Behavior Expert, and an Award-Winning Business Coach with over 30 years of experience in Human Capital Management, Leadership Development, Executive Coaching, Talent Optimization, Sales, Change Management, Talent Acquisition, Training, Talent Management, and Executive Search.  Dave holds certifications as a Workplace Behavioral Analyst, Business Coach, Talent Optimization Consultant, Corporate Trainer, Leadership Architect, Organizational Health Implementor, and Interview Architect. As a Recruiter, he placed over 500 CEOs in his career, and as a Coach he has worked with thousands of CEOs, Business Owners, and Executives.  Dave is a Top-Ranked Influencer on LinkedIn with over 28,000 followers. He writes for Talent (TLNT.com), Raconteur, and the Business Section of The Huffington Post. Dave is also a collaborator on the #1 Best-Seller, “The New ROI (Return on Individuals)” and he has been featured in Money Magazine, Fortune Magazine, and Men's Health. https://www.nastpartners.com/ [email protected] 856-489-6233 About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.  Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.  He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.” He’s also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries. 🔸 Grab Dave’s #1 Best-Selling Books: The New ROI: Return on Individuals  & The NEW ROI: Going Behind The Numbers 🔸 Connect with Dave on LinkedIn  🔸 Connect with Dave on FaceBook 🔸 Follow Dave on Twitter 🔸 Check out www.NEWROI.com for more. 💡  Want to share your insights with the business community? Message Dave to learn how you can be a guest on Behind The Numbers. https://linktr.ee/BehindTheNumbers 🔹 Check out more of Behind The Numbers on YouTube 🔹 Check out more of Behind The Numbers on RVN Television Don’t forget to subscribe and leave a review to help more listeners discover the show!  To do so, here are the simple instructions: Open Apple Podcast App. Go to the icons at the bottom of the screen and choose “search” for Behind The Numbers with Dave Bookbinder Podcast Click on the SHOW, not the episode. Scroll all the way down to “Ratings and Reviews” Click on “Write a Review” BEHIND THE NUMBERS IS ENJOYED IN MORE THAN 100 COUNTRIES. THANK YOU FOR MAKING BEHIND THE NUMBERS AMONG THE MOST POPULAR PROGRAMS GLOBALLY!    

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  34:47
• The Art of Communication: Lessons from Dr. Candy Campbell’s Improv for Leadership

  In this episode of Behind the Numbers, Dave Bookbinder welcomes Dr. Candy Campbell, an award-winning actor, author, filmmaker, and artist, to discuss the crucial role of communication skills in business. The conversation navigates through Dr. Campbell's unique career journey from an actor and flight attendant to a distinguished nurse and educator. She shares her insights on how comedy, and specifically improv, can significantly improve communication within organizations. Dr. Campbell delves into the root problems of workplace miscommunication, especially in risk-averse industries, and highlights how these issues can lead to safety concerns, employee dissatisfaction, and even affect an organization's brand. Through her applied improv curriculum, she provides practical tips on enhancing workplace communication and the importance of creating a psychologically safe environment for employees to express themselves. The discussion also touches on effective leadership, authenticity, and the impact of attitude in professional settings, offering valuable advice for young professionals on upward communication. Additionally, Dr. Campbell shares her experiences with award-winning film production, her portrayal of Florence Nightingale, and her passion for fine arts. About Candy Campbell: Dr. Candace (Candy) Campbell, award-winning actor author, filmmaker, and fine artist,  has good news for leaders tearing out their hair because of employee disengagement---or worse, poor employee retention!  Her doctoral work, completed with interprofessional groups at Stanford and subsequent books* address workplace miscommunication which is at the root of employee quiet quitting and increased resignation problem. The solution? Candy uses her 20+ years experience as an actor/director/coach/facilitator and her 40 years in the healthcare industry to help leaders create a culture where everybody WANTS to work and nobody wants to leave. *Improv to Improve Healthcare" and  "Improv to Improve Your Leadership Team" But Wait! There's more! For you nurses, statisticians, social consciousness wonks, or other masses yearning to learn from history, Candy's third solo show, 'Florence Nightingale: The Reluctant Celebrity, ' has been enjoyed by audiences off-Broadway, several US states, and 3 countries, so far. About the Host: Dave Bookbinder is known as an expert in business valuation and he is the person that business owners and entrepreneurs reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.    Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.    He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.” He’s also the host of the highly rated Behind The Numbers business podcast which is enjoyed in more than 100 countries. 🔸 Grab Dave’s #1 Best-Selling Books: The New ROI: Return on Individuals  & The NEW ROI: Going Behind The Numbers 🔸 Connect with Dave on LinkedIn  🔸 Connect with Dave on FaceBook 🔸 Follow Dave on Twitter 🔸 Check out www.NEWROI.com for more. 💡  Want to share your insights with the business community? Message Dave to learn how you can be a guest on Behind The Numbers. https://linktr.ee/BehindTheNumbers 🔹 Check out more of Behind The Numbers on YouTube 🔹 Check out more of Behind The Numbers on RVN Television Please share this podcast with your friends and subscribe to keep up with the latest episodes. Drop a review and rate the podcast so that others might find it. To do so, here are the simple instructions: Open Apple Podcast App. Go to the icons at the bottom of the screen and choose “search” for Behind The Numbers with Dave Bookbinder Podcast Click on the SHOW, not the episode. Scroll all the way down to “Ratings and Reviews” Click on “Write a Review” BEHIND THE NUMBERS IS ENJOYED IN MORE THAN 100 COUNTRIES. THANK YOU FOR MAKING BEHIND THE NUMBERS AMONG THE MOST POPULAR PROGRAMS GLOBALLY!  

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