Marketing & Sales Workshops

Best Practices and Marketing Strategies for Sustaining Revenue Growth

John Asher starts his workshop by asking each member to share their biggest sales, sales management or marketing issue. He then tunes his workshop to cover these issues. He provides the overall architecture for profitable company growth. He provides the ten skills of the elite salespeople with relevant examples. He shows the best global practices for developing sales and digital marketing processes that are efficient, repeatable and shorten sales cycle times. Members walk away with actionable items that they can immediately implement to improve overall revenue growth for their companies.

Speaker Biography

·       John received the 2015 lifetime speaker achievement award for extraordinary contributions to Vistage

-     He is the highest rated Vistage speaker on sales

-      He has been a Vistage speaker for 19 years. 

-       He was the first Vistage speaker in China and India

-       He has given over 1,000 Vistage talks worldwide

·       In his first career, John was a captain of two nuclear submarines.

·       In his next career, he co-founded an engineering company. 

 -        The company grew at a 42% compounded growth rate for 14 straight years.

 -        During this time, he was a member of a Vistage CE group in Washington, D.C.

 -        Three of his VP’s were in Vistage Key groups

 ·       In 1998 he started a sales advisory services business

 -        His team has trained over 70,000 salespeople in 22 developed countries, administration from George Washington University, where he currently sits on the board of trustees of the business school. He attended the U.S. Naval Academy, where he earned degrees in nuclear engineering and mathematics.


New Chief Sales Officer

Just as every organization has the function of the Chief Financial Officer, they also have the functions of the Chief Sales Officer, CSO. The problem is that few organizations actually have a CSO in place. The reason why: until now little information, training and few tools have been available. That is changing.

In this Vistage version of his three day symposium, Chuck Reaves explains many aspects of the CSO, including:

Where the CSO fits in the organization

Why the CSO thinks and communicates differently

The five critical decisions only the CSO can make

The difference in pipeline, funnel and sales cycle and how they affect each other

Kaizen for Sales (including the "quick and dirty" version

Two ways to compute probability of sale

Three ways to compensate your salespeople

How to develop a true quantified forecast

Three ways to organize your sales team

How to determine when to fine tune the familiar and when to redefine the process CSO tools are demonstrated and will be distributed at no cost following the session. Learn how to do more with your existing sales force or to do the same with a smaller team.

Biography: Chuck Reaves is the founder of Twenty-One Associates, a sales training and consulting company. Reaves was the top salesperson for AT&T, was promoted to sales manager, and received numerous sales honors and awards. Out of the 4,000 members of the National Speakers Association, Reaves is one of only 103 people to have received the Certified Speaking Professional AND the Speaker Hall of Fame designations. 

Marketing Messaging

Is your messaging a force that drives the growth of your business?

In its simplest terms, messaging is how you describe who you are, and what you do. You may think you have it covered, but did you know that 79% of B2B marketing leads never convert into sales. Messaging that fails to resonate is usually the reason why. 

Successful messaging transforms a sophisticated expression of business value into a crisp and clear understanding of why customers buy. It turns on the light bulb of understanding and creates that epiphany when potential buyers truly “get it.”

Successful messaging is like a perfect cup of coffee - enjoyable, absolutely essential and easy to consume. And with the right formula, easy for anyone in your company to just pour and serve.

This workshop will provide real-world examples of successful messaging based on a simple and powerful formula that combines 6 key building blocks for creating a successful messaging model. During an interactive exercise, participants will receive coaching on how to create their own building blocks and use them to assess, validate or reformulate their messaging. The group will exchange valuable feedback and advice on ways to improve their respective messaging.

Every participant will come away from the session with a tuned and tailored messaging model can be used for a casual 60-second elevator pitch or as the foundation for their next formal marketing campaign.

Biography:  Dave Zwicker is a 25-year marketing veteran with executive assignments at venture stage and global technology companies where he managed multinational go-to-market initiatives. Through his Virtual CMO consulting practice, Dave helps companies of all sizes accelerate customer acquisition with high-impact branding and buyer engagement programs.  



Marketing that Matters

There is an infinite number of marketing things you could do…but what should you do? Facebook ads? LinkedIn social selling? Telemarketing? Blogging? SEO? Its never been harder to figure out what will best reach and motivate your prospective customers, partners, employees, investors and other prospects.

As an on-staff Chief Marketing Officer, Executive Marketing Consultant and certified trainer, Alyssa has helped companies around the world to optimize marketing and accelerate growth. Her philosophy centers on being data driven and creatively outstanding. To do this, she uses a quick but thorough process to assess a company’s marketing assets, culture, and strategic opportunity.

With not just experience doing, but a unique view into hundreds of companies and best practices, Alyssa will help unravel the marketing myths and market hype that every company faces – regardless of their available marketing resources. Learn how to think like a kickass CMO and make smart, profit-generating marketing decisions.

Value to members

Understand how confidence works in buyers minds and behaviors - as well as with marketers and executive leaders

Apply data-driven, science-based marketing strategy to filter program options and determine appropriate measurements

Gain an executive understanding of the various marketing channels and how and when they should be used – including digital media

Develop or enhance company/product messaging and positioning *

Build a 6 month detailed marketing plan with timeframes, costs, dependencies *

Speaker Biography

Confidence crusader & professional communicator, Alyssa delivers both “a ha” and “ha ha” experiences that immediately transform people’s brains and behaviors with profound, pervasive benefit.

In her latest of 6 books, “Kickass Confidence: Own Your Brain. Up Your Game.”, Alyssa shares neuroscience-based methods used by successful athletes, military and C-suite execs so that now anyone condition their confidence to achieve greater personal success.

As co-founder of the American Confidence Institute , Alyssa collaborates with experts around the world and has been featured in BusinessWeek, Forbes, Entrepreneur, CNN Money, CNBC, Fitness Magazine, The Boston Globe, NPR and dozens of online shows, webinars and blogs. Alyssa is also the host of the popular monthly cable TV show, “Kick Up Confidence.”

Her business experience includes serving as Chief Marketing Officer (CMO) for several tech companies and CEO of the global consulting firm, Mint Green Marketing. For many years, Alyssa has served as a finalist judge for the International Stevie’s Awards (“marketing Oscars”) as well as the pitch and marketing coach for the top French entrepreneurs. She is also the Director of CEO Connection’s Angel Investment Network and a frequent guest lecturer at Boston-area business schools. A lifelong learner, Alyssa is a Wharton graduate and an AIPMM certified product manager and marketer.


Competitive Advantage: Is Yours a Hit or a Myth? Arm your Sales People for Stronger Profitability

In this workshop style presentation, Jaynie Smith clearly defines what is and is not a competitive advantage. She will quickly show members that 95% of all companies do not even know their competitive advantages, much less are able to communicate a compelling reason why customers should choose their product or a service. How can a salesperson compete without this information?

This presentation will:

Spell out the importance of a clearly defined and communicated competitive advantage as a fundamental to the marketing and sales functions.

Produce some serious “myth busting” about the role of differentiation in companies.

Participants will become aware that all strategic planning and leadership functions begin with this “stepchild” of business planning (it is the foundation for successful sales).

Show how sales people must be armed with that which distinguishes a company in a competitive environment.

Demonstrate that effective advertising and marketing campaigns depend on clearly defined competitive advantages, not just company strengths.

Operational decisions depend on this exercise yet most companies never even consider it.

Members are asked to help each other uncover what they think differentiates them in their marketplace. The number one ingredient that Warren Buffet looks for in companies he invests in is “sustainable competitive advantage.” Most middle market companies are unarmed in this area.

Value to members

Participants will walk away with the backbone of a new “sales and marketing campaign.” They will also learn new ways to uncover competitive advantage opportunities being able to return to their companies and make substantive business decisions. Members will understand new areas and ways to communicate what they discover. Members will also realize the value of measurements and implement new metrics which can help “sell” the company products/services.

Speaker Biography

Jaynie L. Smith is president of Smart Advantage, Inc., a marketing/management consultancy whose clients range from mid-sized companies to Fortune 100 companies. She is the author of the best-selling business book, "Creating Competitive Advantage," published by Doubleday. "Creating Competitive Advantage" is now in its 16th re-print and consistently ranks in the top 1% of all books sold on Amazon.com and BarnesandNoble.com. She has been a featured guest on ABC World News This Morning, Bloomberg News, and MSNBC. She's also been featured in Entrepreneur, Industry Week, Investors Business Daily, and Business Strategies magazines. With more than 30,000 hours of direct coaching experience with CEOs, she has received 15 Top Performer Awards for CEO coaching.

GUESTS: Guest are welcome. However, guests can take away from the personalized time and focus Jaynie gives to every attendee (preferably spent on the members).



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Best Practice Workshops

Marketing & Sales

Best Practices and Marketing Strategies for Sustaining Revenue Growth with John Asher

New Chief Sales Officer with Chuck Reeves

Marketing Messaging or Digital Blindspots with Dave Zwicker

Marketing that Matters with Alyssa Dver

Competitive Advantage: Is Yours a Hit or a Myth? Arm your Sales People for Stronger Profitability with Jaynie Smith 

 

Innovation!

Best Practices and Marketing Strategies for Sustaining Revenue Growth with Diana Martinez

Innovation Processes for Supreme Productivity with Jon Denn

Innovative Problem Solving for Supreme Productivity with Jon Denn


Leadership

What Do You Want To Be When You Grow Up? with Charles Scott

A Bull's Guide to Right People in the Right Seats with David Quick

Leadership, Conversations and Results in the Workplace with Chalmers Brothers

Culture Trumps Everything with Gustavo Grodnitsky


Neuroscience

Mind Matter: Brilliance, Mastery, and the Nature of Passion with Steven Snyder

Mindset Changes Everything: The Art &   Science of Success In Business and Life by Eve Grodnitsky   

Mental Models for Supreme Productivity by Jon Denn

Management

The Entreprenuerial Operating System with Lisa Earley

Creating a Totally Accountable Workplace with Mike Scott

Executive Presence: How Credible Looking and Sounding Are You as a Leader with One-to-One Coaching with Gwen Restock-Rennich

The Five Attributes of Highly Profitable Companies: How to Achieve Results that Count with Bob Prosen

Ready or Not, Here they Come! Understanding and Motivating the Millenial Generation with Gustavo Grodnitsky 

Supreme Productivity

The Drumbeat Framework is our specialty, to Increase Personal Focus and Drive

Available in 6, 90 minute modules.

Part 1 Overview

Part 2 Your Week is the Drum

Part 3 Eight Skills are the Beats

Part 4 Use Drumsticks to Get Unstuck

Part 5 A Drumroll of Awesome Ideas

Part 6 The Why, What, How Drumkit

Mix to Match Your Needs

Re:do innovation!

SPARK! Collaborative Creative Leadership

This highly interactive presentation is designed to teach and inspire you to ignite collaborative creative leadership in your organization. Diana Martinez will share secrets from the entertainment industry that teach you how to think on your feet and approach challenges collaboratively and creatively to generate innovative solutions and ideas. Further, you will have an approach to engage and empower your team to collaborate and innovate with you. The session will include a creative evaluation of each participant and help to identify opportunities for growth, as well as how to:

Create a Culture of Creativity in your organization

Uniting your "Dream Team" to participate in consistent innovation

Be open and aware to listen for opportunity

Learn the keys to facilitate effective collaboration and brainstorming

Energize your communication skills and creativity

Diana approaches the issue of creative thinking from a high-energy interactive session and provides participants with a unique perspective to empower your role in creating vision and inspiring innovation. Other programs on creativity simply explain the concept of creative thought, Diana engages participants in exercises to experience the concepts with deeper understanding and reliability. This inspiring session energizes leaders with a better self-awareness of their creative power, communication and collaboration skills.

Value to Members: Members will leave with the ability to implement collaboration that results in deeper engagement from their team to work together toward consistent innovation. Participants will also leave with and a better understanding of how creativity and ideas develop and how to create an environment that sparks not only their own creativity but inspires and supports others. Participants will leave with an assessment of their own creativity and opportunities on which to grow and a five-step "SPARK" creativity and collaboration approach to reference and incorporate. This workshop would be great for spousal meetings gatherings.

Biography: Diana Martinez was recently the president of world-famous improv theatre Second City and has more than 20 years of experience in the executive management of live entertainment. She is the CEO and founder of SPARK! Creative Consulting, specializing in collaborative, creative solutions and presents creative collaboration and team-building workshops, as well as facilitates strategic planning for education, government and private business. She serves on the board for the League of Chicago Theatres and the City of Chicago Cultural Council. She has directed and produced more than 40 live Broadway/musical shows, collaborated with country star Kenny Rogers more than 10 years and has presented or more than 350 world-class Broadway shows, concerts and presentations and events. She holds a degree from the University of Illinois in theatre management and is work on a book called SPARK! Creative Collaborative Leadership .


Innovation Processes for Supreme Productivity

Innovation is more of an art form than science. But process has been shown to be 6 times more effective than analysis. 

This program merges many of the best practices from the masters of innovation. 

We'll start with material from the book A More Beautiful Question by Warren Berger. Emerson said if you desire a more beautiful answer you must... 

We'll then explore the power of divergent thinking, curiosity, inversion, combinatory play, living with uncertainty, and seeking feedback. This is the same format as the Re:Think Innovation conference out on by Farnam Street.

Frequently there is very little time for innovation, so we'll work through Mike Maddox's four square model on innovation types, decide on priorities, and show how to do a time budget for each. 

Innovation frequently dawns on us when our Type 1 thinking is on auto pilot so our Type 2 thinking is free to wander. Day dreaming is allowed!

Since small groups have been proven to be smarter than the smartest person in the room, there will be team assignments to demonstrate and experience the messiness of innovation.

While a clean and orderly workplace is great for the shop floor and for most of the other skills—for innovation a mess is the best! It stimulates the mind to make unexpected associations. 

Peter Drucker says, that business today is all about marketing and innovation, all the rest are expenses. This workshop will get you and your organization's innovative juices flowing! 


  

Innovative Problem Solving Tools for Supreme Productivity

Perhaps your organization's problem solving hasn't been working as well as it should. How can you up your game?

Studies have shown that work groups that make at best 49% good decisions are on the downward spiral, where another group who makes more than 51% good decision is on the upward spiral. That's a really big 2%!

We'll explore the power of swapping open ended questions for closed ended, and vice versa. 

There is a process known as question storming where the point is not to answer them all, but to find the correct question to answer.

We'll demonstrate a process known as deBono's Six Thinking Hats which forces a team to think together instead of debate their hunches or biases.

We'll explore some of the common cognitive biases so that we'll be on the lookout for how our hard-wiring is interfering with good decision making. 

We'll explore the four villains of deciosn making, narrow framing, confirmation bias, short term emotion, and over confidence. 

We'll demonstrate another process called WRAP. Widen your options, Reality test your assumptions, Attain distance before deciding, and Prepare for the worst.

Yet another process calls for three plans: Plan A is the best case, Plan B is the likely scenario, and Plan Z is what happens if it is a total flop?

Any number of these processes used consistently can make sure you and your team's decision making processes will be supremely productive.  

Leadership

What Do You Want To Be When You Grow Up?

Charles R. Scott, a 14-year veteran of Intel Corporation and co-founder of Team See Possibilities, explores how to create a meaningful life that encompasses more than just a professional title. Charles believes the answer to the question, "What do you want to be when you grow up?" is the work of a lifetime. The workshop is structured around three modules, each with an interactive exercise:

Module 1 - Obstacles and Growth: sharing anecdotes from cycling over 7,000 miles with his young children across Japan, Iceland, Europe and the U.S., and from guiding the first blind runner to cross the Grand Canyon and back nonstop, Charles offers a unique perspective on leadership, naysayers and the sometimes unexpected benefits that can come from loss.

Module 2 - The Secret to Optimal Performance: Charles shares the hard-won secrets of success from a world-renowned professional marathoner and, in a unique and provocative twist, applies those principles to the workplace. This module often stimulates lively discussion about practical actions business people can take to work more efficiently and with greater satisfaction.

Module 3 - What Do You Want to Be When You Grow Up? Charles builds on this age-old question, guiding participants through creative exercises intended to identify opportunities to inject vitality into their professional lives.

Value to members

Members receive tips on effective leaderships skills, handling naysayers, and developing healthy work environments. They are also guided through three interactive exercises designed to:

- Offer insights on ways to grow from loss

- Improve workplace performance while simultaneously increasing leisure time, and

- Identify and harness the sparks of vitality that live within each of us.

Speaker Biography

Charles R. Scott is a National Geographic-featured adventurer, author of two books, co-founder of the nonprofit organization Team See Possibilities, and a 14-year veteran of Intel Corporation. He conducts executive workshops on developing an adventurous mindset for business success and personal growth. He has delivered this popular workshop to hundreds of CEOs and senior executives across North America, and has spoken at Uber, Intel, The World Bank, Harvard Business School and many others. His adventures have been featured in press around the world, including The New York Times, Wall Street Journal, FOX News, and Outside Magazine. He also gives talks at schools and to parent groups about raising resilient children. Mixing in anecdotes from cycling over 7,000 miles with his young children across Japan, Iceland, Europe and the U.S., and from guiding the first blind runner to cross the Grand Canyon and back nonstop, he describes how to use discomfort to your advantage, encourages informed risk taking, and shares the secret to optimal performance. For an excerpt of his talks, see: Adventure Speaker Charles Scott - Corporate 1 on Vimeo


A Bull's Guide to Right People in the Right Seats

In this highly interactive presentation, David Quick utilizes information taken from each member and key employee or executive of their respective companies prior to the meeting to discuss specific problems they are encountering regarding employee performance within their organizations. Key issues covered include:

Employee performance against job performance

How to correctly place the right people with the right jobs

Succession planning

Understanding job fit analysis

Holding employees accountable to human decisions and retention

David, who approaches the issue of employee job productivity from an experiential standpoint, provides participants with specific data for the application of understanding how to improve ROI on employee costs. Whereas other programs on understanding personal fit merely explain the individual, this one enables members to take this specific data and implement the technique of understanding the job first within their organizations to see immediate results.

Unique Proposition to CE/SB/Key Group Members: There are many tools on the market that accurately read people: personality assessments. However, without the use of a tool belt built to completely understand the job, the personality assessments have extremely limited application. The information provided in this engagement gives the CE the ability to take current inventory of who is in the right place. And, more importantly, the information provided gives the CE the ability to build a "people pro-forma" and execute on moving forward with human decisions.

Unique Proposition to Vistage Chair: The assessments of each CE/SB/Key Group member (and executive team) are available in a one-on-one meeting (conference call or directly after engagement if schedule travel allows) following the meeting with the Chair in order to better understand the coaching needs of each specific CE. Understanding the natural tendencies and strengths of the CE versus the CE's job will help create more productive accountability, time management and, therefore, ROI. 

Value to members

Members will leave with an executive summary of their entire executive team, the knowledge of who is in the right seat and who is not, and the ability to move forward with data to identify how to make subjective human decisions. Members are also given a list of key points that can be used as a daily reference of the techniques covered during the presentation. Each CE/SB/Key Group member also has a complimentary, one-hour one-on-one of the results after the presentation.

Speaker Biography

David Quick, a three time CEO, Vistage Chair, and Culture Index licensee, has broad experience ranging from start-up to Fortune 100 businesses.  With more than 15 years of experience at the C-level, David’s ability to interpret the use of 'human capital' necessary for profitable results has proven highly effective. 


Leadership, Conversations and Results in the Workplace

Clearly, what constitutes effective leadership and management today is not the same as it was 20 or even 10 years ago. Many aspects of our overall business environment and individual workplace environments have certainly changed. With these adjustments come changes in the skills, tools and competencies required for successful leadership. This interactive presentation by Chalmers Brothers offers a powerful and innovative way of understanding the actual actions required for effective leadership, management and relationship-building - especially in times of seemingly constant change.

Maybe we've made things too complicated in how we approach leadership, management and the creation of organizational results. Maybe we can go a level deeper than all the models, techniques and fads of the month, and discover a new source of clarity and power.

This presentation begins by offering a new framework for understanding leadership and relationship effectiveness that is so close, we often miss it. Chalmers offers that leadership and management are primarily "conversational competencies" - that is, the actions taken by leaders and managers are actions taken in language. Effectiveness requires competency in certain conversations, in designing and convening conversations that matter. While this may at first seem obvious, Chalmers explores in a new direction, opening up a new way of understanding the entire domain of language itself. Key topics covered include:

Effective leadership and the creation of context

A new understanding of language and its connection to leadership and management

The difference between listening and hearing - and why it matters

The power connected to different ways of observing

Specific language actions and relevance for leaders

Fundamental leadership conversations connected with context, corporate culture and "the essence of execution"

The impact of moods, emotions and workplace culture on organizational results - and how to intervene in these areas effectively

Value to members

Members will learn how to literally see themselves and their actions in leading and managing in a new and powerful way. This new perspective is the basis for members' leaving the session with the ability to much more clearly understand and identify the sources of both poor performance and improved effectiveness. They will be able to immediately begin using new tools provided in the session to improve workplace communication, coordination (execution), culture and commitment to shared goals - within virtually every aspect of their organization. They will also be able to immediately apply this shift in understanding and new tools in order to improve their own emotional and physical well-being, their personal relationships and their individual productivity.

Speaker Biography

Chalmers Brothers is a certified executive coach, leadership consultant and veteran seminar leader specializing in leadership development, personal growth and development, workplace effectiveness and teamwork. His 26-year consulting career includes more than eight years with Andersen Consulting (Accenture) and has given him the opportunity to work for public- and private-sector clients large and small, in a wide variety of industries. His 2005 book Language and the Pursuit of Happiness: A New Foundation for Designing Your Life, Your Relationships and Your Results is required reading within Georgetown University's Leadership Coaching program and is also the basis for the University Leadership program at George Mason University.


Culture Trumps Everything

Organizations are often burdened with mediocre or poorly performing employees - costing billions of dollars a year. This poor performance is often attributed to an employee's individual qualities or attributes, such as personality, motivation and/or skillsets. However, within the field of psychology, we know that environment is a better predictor and controller of behavior than individual attributes - and inside an organization, this "environment" is what we also refer to as "corporate culture." Culture trumps everything.

If employees within an organization are goal-oriented, team-focused and driven by performance, it's because the culture demands it. Conversely, if an organization has employees that don't care about goals, don't care about teams and don't care about performance, it's because the culture allows that as well. This is the difference between working in your business vs. working on your business. Working on your business means working on your culture because culture trumps everything.

In his participant-driven program, Dr. Gustavo Grodnitzky (known as Dr. Gustavo) will provide participants with actionable information regarding:

A clear definition of organizational culture

Examples of the successes and failures created by organizational culture

Steps for creating a culture of success: identifying the four factors that predict success in organizations

Identification of each participant's organizational "culture factor" strengths and challenges, as well as immediate tactical steps each can take to overcome those "culture factor" challenges

Value to Participants: Participants will leave with specific action plans outlining what steps are required, strategically and tactically, to implement their "culture factors" as well as individual steps to maximize employee performance. These steps will be outlined for each member in a readily accessible format such that participants can refer to their plan on a daily and weekly basis.

Biography: Gustavo Grodnitzky has a Ph.D. in clinical and school psychology and has extensive experience in interpersonal communications, strategic planning, change management and development of organizational culture. For well over a decade, he has been a consultant for corporations, groups and individual executives, at numerous Fortune 500, mid-sized and smaller companies. Dr. Gustavo has presented at a variety of national and international professional conferences, has written numerous manuscripts for publication and is often called on to review books and manuscripts prior to publication. His upcoming book, Culture Trumps Everything, will be published in 2013.


Neuroscience

Mind Matters: Brilliance, Mastery and the Nature of Passion

Snyder is best known for being the creator and developer of "AlphaLearning," techniques for accelerated learning in the alpha brainwave state. This presentation teaches one basic technique that allows members to learn four powerful skills. The first is to focus concentration, to block out distractions, and "laser beam" 100% of the mind's power onto one thing. The second is to manage tension and anxiety and to create the stress-free state of mind and body that is essential for accelerated learning. The third is to access the power of "I," or the power of imagination, intuition, inspiration, innovation, ingenuity, insight, and illumination. Doing so enhances one's creativity and problem solving skills. The fourth is to reprogram habits, to take the mind off of automatic pilot, reprogram the automatic pilot function, and put the mind back on to auto pilot with a new habit. This will result in permanent behavioral and attitudinal changes. This presentation teaches members how to use one technique for learning these four skills. The technique doesn't take days or even hours to employ. It takes only twenty seconds. This makes it highly applicable to the corporate executive's busy lifestyle.

Value to Members: Members will walk out of the presentation with an easily employable technique to dramatically enhance many aspects of their business and personal lives.

Biography: Steven Snyder is a long-time favorite, international resource because of the practical take home skills he gives his audience. He is best known for the development of AlphaLearning, the product of more than thirty years of research into accelerated reading and learning techniques, concentration and attention skills, hypnosis, meditation, visualization, brilliance, passion, and the nature of mastery. He is the author of several books including a popular self-development workbook called, "Re-Mind Your Self," and has produced several audio and video programs.

Mindset Changes Everything: The Art & Science of Success In Business and Life by Eve Grodnitsky

Why do some of our employees embrace challenges, bounce back quickly from setbacks, take feedback well, and adapt easily to change – whereas other employees struggle to do these very same things? And (equally important) are these differences “hard-wired” – or are they something that we can change?

The answer lies in an understanding of a concept called “mindset,” originally described by research psychologist Carol Dweck. Mindset is the most fundamental way that we perceive, understand, and interact with ourselves, other people, and the world at large – and it can take two different forms: “fixed” or “growth.”

People with a fixed mindset believe that intelligence and skills are essentially innate (“fixed”) characteristics; you either have them, or you don’t. As a result, fixed mindset people often feel compelled to continually prove to themselves – and to others – how much innate intelligence and talent they already have. Unfortunately, this leads to a tendency to prefer working on things they’re already good at, and they can struggle if challenged to step outside their comfort zone – where they fear they might appear to be lacking in new or different skill sets.

By contrast, people with a growth mindset believe that “innate” intelligence and skills are significantly less important than effort and learning. They believe that it’s not how you start – it’s how you finish. And how you finish is largely determined by how hard you’re willing to work and how much you’re willing to learn. As a result, people with a growth mindset are less concerned with proving how smart, talented, and capable they already are – and are more interested in doing everything they possibly can to get better. They embrace challenges, show resilience in the face of setbacks, welcome feedback, and are undaunted by change.

The good news is that mindset itself is not “fixed”; it can be shaped at both the individual and the organizational level by focusing on three key factors. Understanding how to leverage these factors allows us to shift ourselves – and to help others shift – from fixed to growth mindset. Shifting to a growth mindset allows us – and our employees, our colleagues, our children and our partners – to perform at our best and to maximize our potential in every area of both our professional and personal lives.

Value to members

This session provides participants with a robust understanding of the differences between a fixed mindset and a growth mindset – and the ability to recognize the components of these mindsets in themselves and in others. Particular attention is also given to the specific steps that participants can take to shift from fixed to growth mindset – and how they can help others make this shift as well. At the end of the session, participants will (1) understand the value of shifting themselves, their employees/colleagues, and their organizations towards a growth mindset; (2) have the tools to make this shift at the individual and organizational level; and (3) have identified the first two specific steps that they, personally, can take to begin to make this shift.

Speaker Biography

Dr. Eve Grodnitzky is a psychologist by training – and an author, executive educator and professional speaker by choice. After obtaining her Ph.D. in social psychology at the University of Michigan, she spent more than a decade working with several leading research and consulting firms, partnering with Fortune 500 and Global 1000 organizations on issues such as leadership development, performance management, employee engagement, and the attraction and retention of high-potential employees.

For the past several years she has divided her time between delivering executive development sessions for various global clients and engaging in her own research initiatives related to the phenomenon of insight. Her new book, CLICK: The Art + Science of Getting from Impasse to Insight, details her seven-step methodology for facilitating and accelerating the insight-generation process.

Much of Dr. Grodnitzky’s work with clients also includes the development of a “growth mindset.” A key focus of this work is helping people – from senior executives to front-line employees – shift from “the desire to prove how good they already are” to “the development of an obsession with learning, effort and improvement.”

Dr. Grodnitzky’s work with clients has taken her to virtually every corner of the world, and in the course of delivering more than 1,000 speaking engagements over the years, she has had the privilege of working with organizations in 17 countries (and counting) on six continents. She is still trying to figure out how to arrange a session in Antarctica to make it a clean sweep of all seven.

When she’s not on the road working with clients, Dr. Grodnitzky lives and works in the mountains west of Denver, Colorado with her husband and her Black Lab.


Mental Models for Supreme Productivity

Charlie Munger has said he doesn't allow himself an opinion until he understands the other side better than the other side does. 

That's a mental model. It's been said that if you have a set of these that you can rely on, that you will be way more successful in all your endeavors. 

We'll explore some of the best mental models with the time given us. 

Here are a few examples. 

Porter's Five Forces is a quick way to see if a product or service is in a good market. In a 5+ market you can make a lot of mistakes and still be successful. In a 5- market you can do everything correct and still fail.

Occam's Razor says that the most obvious solution is usually the correct one. Which goes along with Einstein's saying that if you can't explain it to an 8 year old, you don't understand it. 

Hanlon's Razor says to never ascribe to malice what can be explained by oversight. 

We'll also look into common fallacies like the slippery slope—no it is not a logical argument to make against a position you do not favor. 

We'll cover the five primary biases in Robert Cialdini's book Influence, and some of the concepts in his new book Pre-suasion. 

Brainstorming will be compared with a superior process called Brain-swarming developed by a researcher at Harvard.

So, what happens when two or more of your trusted mental models are giving you a different answer? That my friends is called Thinking. Hopefully your organization encourages it!  


Management

EOS: The Entreprenuerial Operating System

The program will introduce the members to a simple and highly effective leadership and management system that will help them and their people become consistent “healthy” in key components of their businesses such as vision, people, data, processes, issue management, etc.  They will be prepared to gain real traction toward their short-, medium-, and long-range goals.  Members will leave the meeting with practical tools, which they can begin using in their businesses immediately.


The approach is unique.  EOS embraces powerful leadership and management theories and guidance from top drawer authors (e.g., Collins, Covey, Garber, et al) and blends these into a practical and simple methodology to run a business.   Theories and guidance move from the mind to a real world process and tools.  EOS is not narrowly focused; it covers all aspects of the leadership/management challenges faced by entrepreneurs.


Over 1,000 entrepreneurial companies use EOS with tremendously positive outcomes.  Deploying EOS, members can expect that the cohesiveness of their teams will rise dramatically.  Their people issues will become clear and will subside as a recurring barrier to success.  Their use of quality data to manage will improve.  Their ability to navigate through issues and problems--and make them go away forever--will rise dramatically.  The predictability and performance of their processes will grow smartly.  They will be more consistently able to accomplish their most important priorities.  They will gain real traction in their businesses.   Companies using EOS grow faster, face fewer surprises, and are more focused on the vital purposes of their businesses.

Value to members

Not only will members gain a sound understanding of EOS, but they will also leave the meeting with several tools to help them to begin to implement the EOS process.  The tools relate to key components of their businesses: vision, people, data, issues management, processes, running meetings, setting priorities, holding people accountable, etc.

Creating a Totally Accountable Workplace

This highly interactive workshop involves each of the participants. Mike Scott supports them to determine specific accountability issues where they have difficulty. Through group work, participants will determine solutions to areas where they desire to have improvement. 

Key issues covered include:

Living without excuses

Delegation that works

Prioritization based on importance

Using Vistage partners for accountability

Scott approaches this subject of time management from the perspective that companies work better when accountability is a primary issue, starting from the top down, through personal example and expectations of employees. He presents the major issues most executives deal with continuously. He then teaches practical and easy-to-apply techniques for their solutions.

Value to members

Members will leave with first-hand knowledge and practiced skills to use immediately to make themselves more productive. They will also have a powerful, easy-to-use problem solving procedure which will have proven itself in the workshop. Members will also be in a position to transfer these same skills to employees who need them.

Speaker Biography

Mike Scott is an international professional speaker who has been presenting programs to Vistage groups since 1993. He works with large and mid-sized companies and associations around the country including Exxon, Ernst & Young, AAA and others. In 1984, Scott started his own company, Mike Scott and Associates, located in Tampa, Florida. Scott earned a B.S. in business and an M.A. in psychology from North Dakota State University.

Executive Presence: How Credible Looking and Sounding Are You as a Leader with One-to-One Coaching

Due to popular demand, Executive Speech Coach Gwen Resick-Rennich has rolled out another presentation skills program. Members will receive tools for presenting more effectively, whether they present one-on-one or one-to-hundreds. The techniques will be put into action through a compelling and entertaining workshop where each member, with time permitting, will receive one-on-one coaching. The members will be recorded on camera and the video played back so that each presenter can see where he/she gains power and where credibility is taken away. Then the coaching begins with Gwen using her talent to guide each CEO or Key Executive to a new level of speaking in a remarkably short time. Members will learn techniques such as: Projecting a powerful physical presence Gaining and holding people's attention Adjusting pitch and volume so your voice carries The recommended rate of speech Getting rid of the "ums," "you knows" and other crutches that undermine credibility Developing conviction so your words are remembered Getting people to act favorably to your ideas

Value to members

It is plain and simple: Members' speaking skills will improve right before each other's eyes.

Speaker Biography

International speaker and executive speech coach Gwen Resick-Rennich is the founder of Resick-Rennich Presentations, a corporate training, executive speech coaching and keynote speaking organization. Her speaking and training versatility has brought her into Fortune 500 companies, small to mid-sized organizations, non-profit organizations and universities. For more than 20 years and in 14 countries on four continents, she has helped professionals in healthcare, legal, banking, real-estate, computer, education government, media and sales industries. Gwen's credits also include more than 10 years of television, as a CBS affiliate news anchor, reporter and co-host/story producer for Denver's "P.M. Magazine."

The Five Attributes of Highly Profitable Companies: How to Achieve Results that Count

In this intensive and highly interactive presentation, Prosen takes you inside the world's most profitable companies to learn precisely what makes the difference between good and great. You'll learn the tools and tactics that can transform your company's performance and help you achieve extraordinary bottom-line results. Exclusively designed for business owners, senior company executives, and boards of directors who want to make their jobs easier, their companies run more smoothly, and have more time to plan while consistently meeting their top objectives. Prosen delivers action and answers that aren't available anywhere else. Prepare to engage in fresh, unfiltered discussions about what it takes to deliver real results in today's business environment.

Members will learn:

How to consistently achieve your revenue plan

How to convert data into information and simplify management of your company's financial and operational performance

How to react less and have more time to plan

How to develop an accountability-based culture focused on producing results

How to hire and retain the right people for the right jobs

The most powerful tool for reducing costs and increasing quality

Essential business metrics to manage your company's performance

Create an early-warning system to recognize problems before they become severe

How to improve your productivity without increasing your effort

Value to Members: Prosen delivers the powerful tools and techniques at high speed, and with an economy of words and an abundance of examples that clearly guide you to personal achievement. Members will leave with clear, piercing insight into how their business can dramatically improve results, zero in on profits, and deliver satisfaction to employees, customers, and shareowners.

Biography: Bob Prosen is president and CEO of The Prosen Center for Business Advancement, whose mission is to help business leaders execute and achieve results that count. Prosen is also the world's leading authority on The Five Attributes of Highly Profitable Companies™. In addition to his management training programs, he speaks nationally and internationally to a wide range of organizations including Rotary International and Business Marketing Association. Prosen earned his MBA from Georgia State University and holds post-graduate certifications from MIT, Duke University, and The Wharton School.

Ready or Not, Here they Come! Understanding and Motivating the Millenial Generation

For the first time in the history of mankind, there are four generations in the workforce. There are 35 million Traditionalists and 84 million Baby Boomers, the largest numbers of which began to retire in 2011. There are 68 million Generation Xers and 79 million Millennials, or Generation Y. There will be no escaping the demographic reality that in the very near future, there will be 84 million retiring Baby Boomers, followed by 68 million Gen Xers to replace them. This will create an employee vacuum in the workforce that only the 79 million Gen Yers can fill, increasing demand and competition for Generation Y employees, in addition to increasing the ongoing challenge of working with a multigenerational workforce.

In this highly thought-provoking and participant-driven program, Dr. Gustavo Grodnitzky, well known as Dr. Gustavo, will provide participants with actionable information regarding:

Generational differences

Gen Y challenges

Gen Y strengths

Recruiting and Retaining Gen Y: Implementing five "magnet factors" that attract and keep the best of Gen Y in your workforce

Strategies and tactical Steps to better manage Gen Y: An six-factor action list

Dr. Gustavo will identify for each participant his/her own organizational "magnet factor" strengths and challenges as well as identify immediate tactical steps s/he can take to overcome those "magnet factor" challenges. Given the reality of the demographics, every industry will be competing for the same people. Understanding and managing these factors will ensure success for the Vistage participants' businesses.

Value to Members: Member will leave with specific action plans outlining what steps are required, strategically and tactically, to implement their "magnet factors" as well as individual steps to maximize Gen Y performance. These steps will be outlined for each member in a readily accessible format where participants can refer to their plan on a daily and weekly basis.

Biography: Gustavo Grodnitzky has a Ph.D. in clinical and school psychology and has extensive experience in interpersonal communications, strategic planning, change management and development of organizational culture. He has been a consultant for corporations and individual executives, working with management and staff to increase their effectiveness and success at numerous Fortune 500, mid-sized and smaller companies. He has presented at a variety of national and international professional conferences, has written numerous manuscripts for publication and is often called on to review books and manuscripts prior to publication.