Posts Tagged ‘Leadership’

044 Legendary Sales Culture with Dan Casetta

Legendary Sales Culture with Dan Casetta Follow Your Different™ Podcast

On this episode, we get to hang out with the incredible Dan Casetta. Christopher had a fascinating conversation with Dan about how to build a legendary culture, powerful ideas in recruiting and training, how to lead a young sales teen, how to change limes while saving dimes and a ton more!

Sales Organization

Dan ran the Western part of the Cutco’s sphere that touches the Pacific Ocean with 5,000 salespeople in it. What he loves about this is they get to impact a lot of young people at the time that are critical in their lives.

They get to learn a whole lot of life skills, knowledge, habits and ways of thinking that make a difference for them.

“Once you invest time and energy, help them develop and do well, help shape their attitude about the experiences that they have, so that they end up succeeding.” Dan Casetta

Recruitment and Training

They usually start with the people they know, as in, referrals. It is easier for them to train and develop those people that have been personally recommended. The training is critical and the method of recruiting precedes the training as well.

According to Dan, once the summer is over and school starts, they continue to work with these young people to support their needs. They also have what they call Leadership Academy, where the trainees continue to gain more skills and knowledge that will help them to lead the team.

“We judge people based on attitude, not necessarily based on what part of the town they live in or their background.” – Dan Casetta

Changing Lives

At a very young age, Dan was exposed to the concept of personal development. As he grew up in the business, a large part of the training and development that he did is to help people with their lives.

They teach topics and ideas that are just not related to selling Cutco, but also develop each person in his organization as humans, as people. He created this environment of personal growth in his organization and became successful in this kind of field.

“Help people with their lives, not just their jobs.” – Dan Casetta

To hear more about Dan, a sales leader and business and life coach, download and listen to this episode.

Bio:

Dan Casetta is a record-setting sales manager, business & life coach, national speaker, culture shaping executive and a longtime member of the Cutco. He is also one of the best-selling authors of the book, Success Starts Today with the famous Jack Canfield, author of the “Chicken Soup for the Soul” series.

Some of his blogs are:
• Your Words Matter
• The Magic Secret (Part 1 and 2)
• Decision-Making: Insights to Help You Make Better Choices
• How Much Does It Cost?
• Why Me?

Links:

DanCasetta.com

LinkedIn

We hope you enjoyed Dan Casetta on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on FacebookTwitterInstagram and subscribe on iTunes!

042 The Future with Mark Pesce

The Future with Mark Pesce Follow Your Different™ Podcast

In today’s episode, we hang out with a leading futurist Mark Pesce. He and Christopher discuss how smart the world is, why we should not be afraid of the future, how the next ten years will play out and how technology will transform our health and well-being.

Path to the Future

People get blindsided, uncontrollable and scared of what the future holds. We tend to give up when we feel that everything is not falling into place. Mark wants to show us that there is always a path through.

We have always had this path. All it takes is looking at our past and the clues to help us understand how we are going to find our .

“People come out of that with the sense of urgency that there is something that they can do, something that they can be that allows them to have not just a stake in the future, but a capacity to keep up with that future.” – Mark Pesce

Fear Because of Change

According to Mark, kids these days are so different because of their experiences.

We ask ourselves why the world is changing and why we can’t keep up. The idea of fear in us is because of change. And it is something that can be tolerated as we have the capacity to learn from one another.

“We like to master things and we don’t like it when those things change from underneath us because it makes us feel like we’re losing on mastery.” – Mark Pesce

A Smarter World

The world is getting smart. There are apps, computers, electronics, high speed mobile Internet and sensors everywhere. Mark said that over the span of 40 years, all we have done is to learn how to take all the principles that are embodied with all of these.

We have such connections, wiring and intelligence of the world that when we look at it one way, it seems very threatening. It can seem that the world is going to be so smart and would not need us anymore. But we should always remember that a machine can be dumped a million times faster than a human can.

“The challenge and pressure for us is can we get smart at the same pace the world is getting smart?” – Mark Pesce

To hear more about Mark, the leading futurist, download and listen to this episode.

Bio:

Mark Pesce is a leading futurist, author, entrepreneur and innovator. 

He is an award-winning columnist for The Register and producer and host of This Week in Startups Australia. Mark invented VRML, the standard for 3D on the Web and a core component of MPEG-4. He also authored 6 books including:

• VRML: Browsing and Building Cyberspace
• The Playful World
• The Last Days of Reality

Links:

MarkPesce.com

Twitter @mpesce

LinkedIn @markpesce


We hope you enjoyed Mark Pesce on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on FacebookTwitterInstagram and subscribe on iTunes!

025 Courage to be Different w/ Vineet Jain, Founder/CEO Egnyte

Courage to be Different w/ Vineet Jain, Founder/CEO Egnyte Follow Your Different™ Podcast

How do you carve out a counter-intuitive niche and be successful at it? On today’s episode, Vineet Jain joins us for a discussion about how he charted a path different from every other tech person’s. He also shares how it all paid off, ten years later.

Swimming Upstream to Grow

Vineet has built a business that has seen nine consecutive quarters of records. They did this against a landscape of massive competitors who at one time looked like they might really threaten Egnyte. And to achieve this, they had to niche down.

“Indeed, this company of ours has grown in the big shadow being cast by some of the players who had a lot more funding.” – Vineet Jain

Financing Against the Trend

Year over year, Egnyte had a compounded growth rate of 30-35% and wasn’t raising much money. It wasn’t until the fourth quarter of 2016 that their cash flow turned positive. But Vineet knew that this wasn’t enough to keep the company afloat.

In August of 2018, he pitched that they raised financing. This was despite the general trend that tech companies observed. Sure enough, Vineet’s confident promise was met, and Goldman Sacks came into the picture.

Divine Luck and Difference

Egnyte had a size disadvantage against other companies in their category. They had a little over 600 employees, so they had to figure out how to play to this asymmetry. Ultimately, they decided to focus on their product and the economics of customer acquisition.

“You cannot pick a fight with an enemy who has picked your weapon of choice.” – Vineet Jain

Even with how they tried to show how they were different, they didn’t escape being lumped with 100 other vendors. But the confluence of two factors helped them rise: the expansion of the category they belonged to and the adoption curve becoming mainstream. With a product that fit the market at an interesting period, they got higher demand.

To hear more about how Vineet worked to build Egnyte to reach its pre-eminence and raised a $75M-funding round, download and listen to the episode.

Bio:

Vineet Jain is the CEO and co-founder of Egnyte.

Prior to Egnyte, Vineet founded and successfully built Valdero, a supply chain software solution provider, funded by KPCB, MDV and Trinity Ventures.

He has held a rich variety of senior operational positions at KPMG and Bechtel. He has 20 years of experience in building capital-efficient and nimble organizations. Vineet earned a BS in Engineering from Delhi College of Engineering and received an MBA from Santa Clara University.

Links:

Egnyte.com

Twitter

LinkedIn

We hope you enjoyed Vineet Jain on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram and subscribe on iTunes!

024 Brand Activism: Christian Sarkar

Brand Activism: Christian Sarkar Follow Your Different™ Podcast

Why is it so hard for these companies to do what is right and fair? On today’s episode, activist Christian Sarkar joins us. He talks about brand activism and why business leaders need to embrace social causes beyond making money.

Uncontrollable Capitalism

Christian says that we have reached a point where the government can no longer control capitalism. There simply isn’t a set of rules to regulate it. This is peak irony, given how guard rails were put up to prevent a repeat of the Roaring Twenties and the Great Depression.

“We have created a culture of governance that is very weak and, by design, has no teeth.” – Christian Sarkar

We have the free market and companies have to play by set, agreed-upon norms. The problem, however, persists. Nobody is addressing the things that endanger not only the economy but the society at large.

Paying Attention to Society

Christian co-authored Brand Activism: From Purpose to Action with Philip Kotler. The book espouses brand activism, something that most companies forget about in their pursuit of capital gains. Capitalism doesn’t pay attention to society enough.

Everyone is so concerned about getting the stocks up, but nobody knows about the three major problems that even the government can’t solve. These include the environment, income inequality, and population control. Neglect these three altogether, and you spell the end of not just your business, but also of the world.

Adopting Brand Activism

It is certainly difficult to create a brand that can lobby for causes that could save the world one person at a time. They don’t teach you charity and social responsibility in a business school. Every time, it is all about maximizing shareholder value.

There are companies who appeal for government funds to protect themselves from the backlash of climate change. The catch is that they have highly contributed to it. It’s time that business leaders choose between stepping up or sitting by the window of this freight train in a collision course.

“This is the problem with market-driven capitalism—that’s just blindly following the pursuit of value extraction.” – Christian Sarkar

To hear more about progressive brand activism and its importance, download and listen to the episode.

Bio:

Christian Sarkar is a Consultant, Author, Entrepreneur, Publisher, Artist, and Activist. With Philip Kotler, he co-authored (“The Father of Modern Marketing) of the bestseller “Brand Activism: From Purpose to Action”. He is also the editor of The Marketing Journal.

Links:

ChristianSarkar.com

Amazon – Brand Activism: From Purpose to Action

MarketingJournal.org

Twitter

LinkedIn

We hope you enjoyed Christian Sarkar on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram and subscribe on iTunes!

012: Negotiation, Teams & Diversity w/ Stanford Prof. Margaret Neale

Negotiation, Teams & Diversity w/ Stanford Prof. Margaret Neale Follow Your Different™ Podcast


Today, Prof. Margaret Neale joins us for a riveting conversation about research-based negotiation, teams, and diversity. She shares insights that haven’t been heard before, like why engaging in a negotiation as though going into battle is a bad idea.

“When I have this view of negotiation as a battle, then that mindset becomes the filter through which I evaluate all your behaviors.” – Prof. Margaret Neale

On Research-Based Negotiations

Too often, people have a lot of negotiation beliefs and insights that are not supported by empirical evidence. And often, these beliefs are repeated. This is the reason why Prof. Neale tries to help people think about negotiation in a broader sense.

Through her work and teaching, she also shares strategies and tactics that are research-focused and probably not mainstream.

Value Creation and Claiming

Take for example the infamous strategy of most people who engage in negotiation and talking about the price. In order to get what they want, they’re most likely not being truthful. They start way above their ideal price so they can argue their way down the middle, while the other party does the same thing from below.

“The challenge in negotiation is that you are trying in most situations to trade off value creation and value claiming.” – Prof. Margaret Neale

But value creation is a process that’s independent of value claiming. When we think of them simultaneously during a negotiation, we cause the other party to come up with more extreme counteroffers. We are then less likely to find an outcome to the negotiation.

Collateral Damage of Negotiation Battles

The concept of negotiation as a battle creates all sorts of collateral damage. And this is why Prof. Neale wants to move people away from it.

“I make my most malevolent interpretation of those behaviors because you’re the other, you’re the enemy.” – Prof. Margaret Neale

Not to mention that this mindset, when reciprocated, ultimately causes laser-focus on winning the fight. It then becomes a matter of who gets to beat whom, which is far from the true goal of the interaction.

To hear more do’s and don’ts of negotiation and insights on teams and diversity from Prof. Margaret Neale, download and listen to the episode.

Bio:

Dr. Margaret Neale is the Adams Distinguished Professor of Management, Graduate School of Business Stanford and Co-director of Executive Program for Women Leaders.

Margaret Neale’s research focuses primarily on negotiation and team performance. Her work has extended judgment and decision-making research from cognitive psychology to the field of negotiation.

Dr. Neale was the Graduate School of Business John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution from 2000-2012.

Trust Faculty Fellow in 2011-2012 and in 2000-2001. Dr. Neale received her BS in Pharmacy from Northeast Louisiana University, her MS from the Medical College of Virginia and Virginia Commonwealth University, and then her Ph.D. in Business Administration from the University of Texas.

Links:

Graduate School of Business Stanford

Women’s Leadership Innovation Lab

Twitter

LinkedIn

Wikipedia

Articles:

We hope you enjoyed Prof. Margaret Neale on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram and subscribe on iTunes!

008 Will Little – Take a Life, Make a Difference

Will Little Take a Life, Make a Difference Follow Your Different™ Podcast

Today, legendary keynote speaker, barber, and poet Will Little once again joins his friend Christopher. They share an insightful conversation on redemption, forgiveness, and personal transformation.

“We are not having the conversation they need to hear.” – Will Little on young men who feel angered or disconnected

An Eye for an Eye for Most

How would you feel if someone killed your brother, Will would ask people. For most, the first response is to kill. It’s what they feel is right, that there’s no other recourse for them.

This kind of thinking presents a myriad of challenges for young people.

“They’ll have no other authority but to hear the voice of the streets, even if they’re not built by that, even if they’re not in the streets like that.” – Will Little

Voice of the Streets

Sometimes, even the unwilling are forced to take up the gun. After all, it’s what the streets say they must do. But Will has made it his life mission to make people realize that it’s not a path they need to take.

Along with others with the same mindset, Will has been sharing his story to let people know that they can be who they are. While they grew up thinking certain things were real, they can shape their own reality. Understanding all of these brings hopes of growth and learning.

Presenting Possibilities

Ever since he started speaking with groups of young guys, Will quickly learned the most pressing challenge in transforming the lives of others.

“A lot of them see possibility in their life. They just think they’re secluded to this four-block radius where they live at and where they’re from.” – Will Little

To hear more about how Will Little shows young people who he is so they can all make a difference, download and listen to the episode.

Bio:

Growing up in a fraught environment, Will dropped out of school early. He got involved with gangs shortly afterwards, which led to a gunfight that resulted in taking another man’s life. He has since served his sentence in jail for the murder, and now Will goes around having conversations with people.

Will shares his story with youngsters going through same challenges he was in back in the day. Now a keynote speaker, he shows people the possibilities in their lives and how they can transform themselves for the better.

Links:

LinkedIn

South Philly Man Turns His Life Around, Now Promoting Peace One T-Shirt at a Time

Anti-Gun Violence Champion Will Little

We hope you enjoyed Will Little on this episode of Follow Your Different™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram and subscribe on iTunes!

226: Dushka Zapata Do I Need A Soulmate?

Dushka Zapata Do I Need A Soulmate Legends and Losers

How does creativity bloom and do we really need a soulmate? Dushka Zapata is a talented writer and a communications executive at Silicon Valley. Today, she joins us to talk about writing, soulmates, the difference between blame and responsibility, and a whole lot more.

“The greatest lie ever told is that there is someone out there that can make you peaceful, happy and full.” – Dushka Zapata

Three Things We Learned

Creativity blooms from unpredictability and solitude

Dushka thinks that her fast-paced workplace along with everything else that happens to her on the regular enable her writing. In truth, being in one’s comfort zone can be gray and may kill the stories that one has to write. Striking the perfect balance between unpredictability and solitude to allow oneself to breathe helps in maintaining creativity.

Boredom and distraction are not a dichotomy

The inability to feel pleasure or anhedonia stems from both boredom and perpetual distraction. But distraction does not mean the complete opposite of boredom, and oftentimes unhealthy distractions take on the form of false entertainment fed to the brain. Perpetual distraction may also lead to burnout, especially if boredom still lingers even after giving in to one distraction after another.

Finding one’s soulmate will not fix you

Dushka actively answers questions on Quora and one of the many things that she has been asked is whether or not we need a soulmate. But this is just one of the many lies that we from every other person. We don’t need to find someone to end our suffering from dissatisfaction and despair or being disheartened and lonely, as this belief oftentimes enhances a permanent sense of restlessness.

Humans are already whole and our secret sense of dissatisfaction and loneliness is actually inherent to the human condition. In fact, no one out there has the ability to bail you out. Eventually, you can pick out someone to walk beside you through everything, but the antidote to your loneliness does not exist in anyone outside of yourself but you.

Bio:

Dushka Zapata is a best-selling author and her work has been viewed over 120 million times on Quora. She serves as the VP of Communications at public technology company Zendesk.

Links:

Amazon

Quora

Twitter

LinkedIn

We hope you enjoyed Dushka Zapata on this episode of Legends and Losers! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram and subscribe on iTunes!

225: Foreground vs. Background Conversations – Bix & Joe Bickson

Foreground vs Background Conversations - Bix & Joe Bickson Legends and Losers

Which is the winner in a comparison of foreground vs. background conversations? On today’s episode, Bix and Joe Bickson join us for another conversation tackling a tenet of future hacking. They talk about how the power dynamics in the company not only affect performance but also derail communication lines.

“The first practice we’re asking executive teams to have is to say the background conversations in the meeting.” – Joe Bickson

Three Things We Learned

Power dynamics still prevail in organizations

People are often trained to think that the more senior members of organizations have more authority and power. This prevents the kind of uninhibited conversations to create new opportunities for growth from happening. These old constructs, relics of the system birthed from the industrial revolution still lingers even at present day.

Why power dynamics deter growth

Because of this authoritarian system adopted from eons past, people in power oftentimes end up drinking their own bathwater. Their subordinates tell them how great and inspiring they are. Positive feedback is feedback that gets bent out of shape and it’s in no way of use to future hacking.

Background conversations matter

Most executive meetings feel suppressed. People are concerned about not only the subject matter to be discussed, but also the manner by which they discuss items in an attempt to maintain professionalism. But as soon as people leave these meetings, background conversations happen, and these are the type that should actually be encouraged in organizational circles.

When people talk about wanting to hack the future, they want to achieve something meaningful to step up in their life and business. But the delta between where they are and where they want to be, as well as with who they are and who they want to be sometimes gets in the way. To traverse this delta, people in chairs must come to love the gap and address the difficulty of power dynamics in organizations.

Bio:

Bix and Joe Bickson are a team of a baby boomer and millennial working together to create new organizational DNA.

Links:

http://bickson2.com/

We hope you enjoyed Foreground vs. Background Conversations – Bix and Joe Bickson on this episode of Legends and Losers! Christopher loves hearing from his listeners. Feel free to email him, connect on FacebookTwitter, Instagram and subscribe on iTunes!

223 Questions and Cocktails 1st Time Startup CEO

Questions and Cocktails 1st Time Startup CEO Legends and Losers

On this episode of Questions and Cocktails, Christopher Lochhead responds to another question emailed by one his listeners. A 1st time startup CEO for a new venture-backed company seeks advice on how to become a legendary leader.

“Legendary people build legendary companies. It’s that simple.” – Christopher Lochhead 1st Startup Time CEO

Love the Problem, Not Just the Solution

Christopher breaks down his advice into seven points and the first of which is to love the problem. The most legendary of entrepreneurs make it a point to focus on either a problem that people don’t know they have or re-imagining a problem the market knows it has, viewing the problem in a completely different way.

Prosecute the “Magic Triangle” as a 1st Time Startup CEO

Christopher and his co-authors addressed the concept in both Play Bigger and Niche Down. The “magic triangle” is the three things legendary executive teams and entrepreneurs get right. These three are product, company and category, and all are equally important.

As a CEO, you must be focused on all three while at the same time being an evangelist for the problem. The bigger the problem, the more urgent and more strategic you have to be since people will apply more money and time to solve that problem. And in turn, these problems create categories, the product and company intertwined.

Surround Yourself with Legendary People

For years, Christopher parroted the prevalent notion in Silicon Valley that you must always hire A players. But the truth is you will never have a company full of them. This means a CEO must figure out where to put the A players and B players to bring out their best.

A good B player is what you need for a lot of roles that must be fulfilled. But in key executive roles, whether in engineering, sales, or marketing and especially in the beginning, you need legendary people to fill in these roles. In this regard, think about who your board is and who your advisers.

To hear the other four points Christopher offers, download and listen to the episode!

We hope you enjoyed Questions and Cocktails 1st Time Startup CEO! Christopher loves hearing from his listeners. Feel free to email him, connect on FacebookTwitter, Instagram and subscribe on iTunes!