Key Topics

• Data integration across WMS, ERP, and operational systems
• Real-time AI coaching for error prevention
• AI-driven task prioritization and planning
• Predictive analytics for strategic decision-making

Guest

Michael DeLeonardis, Chief Revenue Officer, Verity

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Introduction to mobile intelligence capabilities
• Real-time data collection and its impact on operations
• Integration with WMS, ERP, and operational systems
• Using AI to enrich data and predict outcomes

Guest

Michael DeLeonardis, Chief Revenue Officer, Verity

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Transition from traditional ROI models to SaaS metrics
• The role of value engineering in warehouse automation
• Real-world examples of achieving 10-15X ROI
• Collaborative client exercises to identify pain points

Guest

Michael DeLeonardis, Chief Revenue Officer, Verity

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The role of drones in providing real-time data and improving warehouse efficiency
• How AI is helping to predict outcomes and prevent inventory errors
• Real-world examples of AI's impact on large-scale warehouse operations

Guest

Michael DeLeonardis, Chief Revenue Officer, Verity

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Learn how Mike, a three-time UiPath Global Partner of the Year, is building a high-performing sales team with a technology-driven, value-first approach and using a modern AI stack to enhance efficiency and scale. Finally, discover the invaluable career advice he shares for new leaders.

Key Topics

• Insights from industry leaders on the integration of AI in inventory systems
• The role of drones in providing real-time data and improving warehouse efficiency
• How AI is helping to predict outcomes and prevent inventory errors
• Real-world examples of AI's impact on large-scale warehouse operations

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity 00:34 Mike's Journey in Technology and Automation 00:56 Introduction to Verity 08:51 The Evolution of Warehouse Management 15:32 Overcoming Market Objections 21:29 Implementing AI in the Buying Journey 26:25 The Importance of Technical Background in Sales Leadership 26:25 Reflecting on Career Advice

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The value of peer networks in leadership roles.
• Lessons learned from mistakes and the importance of a softer touch in management.
• How team sports principles apply to enterprise selling and technology.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Value of Building a Peer Group 00:55 Value of Leadership Coaching 01:38 The Importance of Teamwork in Sales 02:23 Parallels Between Sports and Business Success

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• There's no right answer for the technology stack.
• Focus on impactful technology for Go-to-Market.
• Quota attainment in tech is alarmingly low.
• Aim for a more efficient manager-to-producer ratio.
• AI tools can automate deal qualification processes.
• Real-time buying signals are crucial for sales success.
• Digital sales rooms enhance buyer engagement.
• Researching prospects is essential for effective sales.
• A technical background can benefit sales leadership.
• Success comes from leveraging both technical and sales strengths.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 AI in the Buying Journey 02:02 Building a Bespoke Technology Stack 01:55 AI Tools for Sales Efficiency 04:33 The Intersection of Technology and Sales Leadership

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also highlights the importance of understanding client needs through value selling and the role of client success in ensuring continuity and satisfaction post-integration.

Key Topics

• The market is evolving towards higher ROI expectations.
• Value engineering is crucial for overcoming objections.
• Identifying pain points collaboratively with clients is key.
• 10-15X ROI is becoming the new standard in automation.
• Client executives must understand both technology and ROI.
• Continuity in client success enhances the customer experience.
• Pre-sales and post-sales should be integrated for better service.
• Understanding SaaS is essential for modern sales roles.
• Effective communication of value is critical in sales.
• The customer journey requires a seamless handoff between teams.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Overcoming Market Objections 03:05 Value Engineering and ROI 05:39 Client Executive Attributes and Success

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

We discuss the challenges faced by warehouses, including data discrepancies and the impact of human error, while highlighting the potential of technology to streamline processes and improve accuracy.

Key Topics

• Integration to existing systems is significant work effort.
• 80% of lost goods were never registered in the WMS.
• The convergence of data is powerful.
• AI assisted counting can achieve 90% accuracy.
• Returns challenge creates mismatches in inventory.
• We can be up and running in two to three weeks.
• It's a myriad of challenges.
• We start to take advantage of AI capabilities.
• Technology mirrors how the human brain works.
• Pattern matching is essential in machine learning.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Warehouse Challenges 02:52 Data Integration and Accuracy in Warehousing 05:03 AI and Machine Learning in Inventory Management

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also covers the focus on enterprise-level clients and the importance of data insights for operational efficiency across multiple warehouses.

Key Topics

• Our solution sits at the intersection of the digital and physical world.
• We're reducing order cancellations and driving a better customer experience.
• Our drones form the foundation of our empirical data collection.
• We're delivering real-time recommendations to help prevent errors.
• We focus entirely at the enterprise level.
• Machines can start doing the thinking and the solutioning.
• We provide portfolio analysis for effective P&L management.
• We deliver insights on how to manage multiple warehouses.
• We're able to predict inventory adjustments or write-offs.
• This is really a leak area in warehousing and distribution.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity 01:02 Warehouse Intelligence Platform Overview 03:54 AI and Automation in Warehousing 06:36 Enterprise-Level Solutions and Clientele 07:39 Data Insights and Performance Benchmarking

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

Mike DeLeonardisshares his journey and insights from over 25 years in the tech industry. Learn about Verity's fully autonomous AI solutions and their role in transforming logistics and manufacturing. Discussion on the future of intelligent automation and its impact on global supply chains.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity

00:36 Mike's Journey in Technology and Automation

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion emphasizes the importance of an AI-First mindset, leveraging AI for pre-call planning, and of interactive communication in sales and the role of AI in providing real-time coaching and guidance utilizing data-driven insights to improve sales methodologies.

Key Topics

• AI is accelerating sales processes and insights.
• Leaders must adapt to AI's demands for strategy.
• An AI-first approach is essential for modern business.
• AI can enhance pre-call planning and storytelling.
• Data analysis from platforms like Gong.io provides valuable insights.
• Interactive communication is key to successful sales.
• AI can summarize conversations and provide follow-up questions.
• Using AI can build trust and enhance client engagement.
• Sales methodologies must evolve with AI integration.
• AI is a tool for both proactive and reactive sales strategies.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 The Impact of AI on Sales and Coaching 01:07 AI-First Approach in Business 02:34 Leveraging AI for Effective Storytelling 05:08 Selling Insights from AI Data Analysis

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Paul discusses the psychological aspects of sales presentations, advocating for a structure that prioritizes the customer's time and attention. He also addresses the changing dynamics of buyer behavior and the need for salespeople to become trusted advisors rather than just vendors.

Key Topics

• Great Demo! teaches better discovery for more effective demos.
• Winning teams focus on solving problems, not just performing.
• Clarity in presentations is more important than complexity.
• Start demos with the outcome, not the origin story.
• Treat the buyer's time as precious and limited.
• Move corporate presentations to the end of the demo.
• Engage customers by addressing their needs first.
• Salespeople must understand what buyers already know.
• Introduce new insights to add value to the conversation.
• Become a trusted advisor by shifting the sales philosophy.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Introduction of Great Demo! and Doing Discovery 00:54 Transforming Sales Demos: From Features to Outcomes 02:25 The Psychology of Effective Demos 04:17 Understanding Buyer Behavior and Sales Strategy

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Drawing parallels between military training and sales practices, they highlight the significance of discipline, clarity, and effective communication in achieving sales success. The discussion also touches on the need for sales professionals to adapt to changing buyer behaviors and leverage AI to become trusted advisors rather than mere vendors.

Key Topics

• Engage clients by presenting impactful content upfront.
• AI accelerates sales processes and demands more insights.
• Discipline and repetition in sales training build readiness.
• Clarity in communication is essential for effective demos.
• Winning sales teams focus on solving problems, not just performing.
• Begin sales conversations with the desired outcome in mind.
• Most information presented is forgotten quickly; focus on key points.
• Salespeople must adapt to changing buyer trust and behaviors.
• AI can enhance sales methodologies and provide valuable insights.
• Become a trusted advisor by understanding client needs.

Guest

Paul H. Pearce, President Americas

Great Demo!

Chapters

00:00 Introduction to Paul H. Pierce 00:36 The Importance of Discovery Methodologies in SaaS Sales 00:58 Introduction of Great Demo! and Doing Discovery 01:53Transforming Sales Demos: From Features to Outcomes 03:25The Psychology of Effective Demos 05:16Understanding Buyer Behavior and Sales Strategy 06:28 The Impact of AI on Sales and Coaching 07:31 AI-First Approach in Business 08:58 Leveraging AI for Effective Storytelling 11:38 Selling Insights from AI Data Analysis 13:22 Engaging Clients with the End in Mind 15:22 Transforming Demos into Conversations 16:07 Overcoming Objections in Sales Training 16:46 The Psychology Behind Effective Presentations 18:25 Military Training and Corporate Sales Parallels 21:01 The Importance of Methodology in Sales 23:50 Understanding the Forgetting Curve 24:52 Leadership's Role in Sales Training Accountability 26:14 The Importance of Questions for Authentic Leadership 28:31 Building a Strong Foundation Through Hard Work 30:58 Lessons from Early Career Experiences

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

With an MBA from Eastern Illinois University and distinguished service in the Illinois Air National Guard, Paul has led global sales teams in SaaS organizations. He now coaches’ sales organizations worldwide, emphasizing effective discovery techniques. An avid outdoorsman, Paul resides in South Dakota.

Key Topics

• Discovery and demo methodologies for SaaS Sales leadership and strategic alliances
• Effective discovery techniques in sales

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Introduction to Paul H. Pierce 00:36 The Importance of Discovery Methodologies in SaaS Sales

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• You don't need all of the answers, just better questions.
• The best leaders create clarity, not noise.
• Work harder than everyone else to build a strong foundation.
• Be ready to dig in when it counts in your career.
• Moments of impressive performance can define your career.
• Rehearsing and preparing is a key to success.
• Studying and self-improvement are crucial in early career stages.
• Pride in your work and standards can lead to respect.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 The Importance of Questions for Authentic Leadership 02:25 Building a Strong Foundation Through Hard Work 04:52 Lessons from Early Career Experiences

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also touches on the Forgetting Curve, illustrating how quickly information is forgotten and the necessity for leadership to reinforce training and methodologies to ensure retention and effectiveness in sales practices.

Key Topics

• Discipline and repetition build readiness in sales.
• Salespeople must rehearse techniques until they become second nature.
• Methodologies in sales ensure consistency and effectiveness.
• The Forgetting Curve shows that most information is quickly forgotten.
• Leadership must actively support and reinforce training methodologies.
• Accountability in sales requires visibility and inspection of practices.
• Sales teams should practice objection handling and discovery questions.
• Effective sales presentations require a structured approach.
• Engagement in sales conversations is crucial for success.
• Training should be integrated into regular sales activities.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Military Training and Corporate Sales Parallels 02:42 The Importance of Methodology in Sales 05:32 Understanding the Forgetting Curve 06:33 Leadership's Role in Sales Training Accountability

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also touches on overcoming objections in sales training and utilizing human psychology to enhance presentations, ultimately leading to better sales outcomes.

Key Topics

• Bring the strongest thing up front to engage clients.
• Design with the end in mind to build trust.
• A great demo should hook the audience like a movie trailer.
• Clients prefer partners over tour guides in sales.
• Engagement increases when customers see relevant information first.
• Silence can be a powerful tool in sales conversations.
• Objections often come from seasoned professionals resistant to change.
• Demos should adapt to the customer's needs and questions.
• Utilize human psychology to enhance demo effectiveness.
• Effective sales presentations can lead to faster and more successful sales.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Engaging Clients with the End in Mind 02:00 Transforming Demos into Conversations 02:44 Overcoming Objections in Sales Training 03:23 The Psychology Behind Effective Presentations

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion emphasizes the importance of an AI-First mindset, leveraging AI for pre-call planning, and of interactive communication in sales and the role of AI in providing real-time coaching and guidance utilizing data-driven insights to improve sales methodologies.

Key Topics

• AI is accelerating sales processes and insights.
• Leaders must adapt to AI's demands for strategy.
• An AI-first approach is essential for modern business.
• AI can enhance pre-call planning and storytelling.
• Data analysis from platforms like Gong.io provides valuable insights.
• Interactive communication is key to successful sales.
• AI can summarize conversations and provide follow-up questions.
• Using AI can build trust and enhance client engagement.
• Sales methodologies must evolve with AI integration.
• AI is a tool for both proactive and reactive sales strategies.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 The Impact of AI on Sales and Coaching 01:07 AI-First Approach in Business 02:34 Leveraging AI for Effective Storytelling 05:08 Selling Insights from AI Data Analysis

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Paul discusses the psychological aspects of sales presentations, advocating for a structure that prioritizes the customer's time and attention. He also addresses the changing dynamics of buyer behavior and the need for salespeople to become trusted advisors rather than just vendors.

Key Topics

• Great Demo! teaches better discovery for more effective demos.
• Winning teams focus on solving problems, not just performing.
• Clarity in presentations is more important than complexity.
• Start demos with the outcome, not the origin story.
• Treat the buyer's time as precious and limited.
• Move corporate presentations to the end of the demo.
• Engage customers by addressing their needs first.
• Salespeople must understand what buyers already know.
• Introduce new insights to add value to the conversation.
• Become a trusted advisor by shifting the sales philosophy.

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Introduction of Great Demo! and Doing Discovery 00:54 Transforming Sales Demos: From Features to Outcomes 02:25 The Psychology of Effective Demos 04:17 Understanding Buyer Behavior and Sales Strategy

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

With an MBA from Eastern Illinois University and distinguished service in the Illinois Air National Guard, Paul has led global sales teams in SaaS organizations. He now coaches’ sales organizations worldwide, emphasizing effective discovery techniques. An avid outdoorsman, Paul resides in South Dakota.

Key Topics

• Discovery and demo methodologies for SaaS Sales leadership and strategic alliances
• Effective discovery techniques in sales

Guest

Paul H. Pearce, President Americas

Great Demo!

Chapters

00:00 Introduction to Paul H. Pierce

00:36 The Importance of Discovery Methodologies in SaaS Sales

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Drawing parallels between military training and sales practices, they highlight the significance of discipline, clarity, and effective communication in achieving sales success. The discussion also touches on the need for sales professionals to adapt to changing buyer behaviors and leverage AI to become trusted advisors rather than mere vendors.

Key Topics

• Engage clients by presenting impactful content upfront.
• AI accelerates sales processes and demands more insights.
• Discipline and repetition in sales training build readiness.
• Clarity in communication is essential for effective demos.
• Winning sales teams focus on solving problems, not just performing.
• Begin sales conversations with the desired outcome in mind.
• Most information presented is forgotten quickly; focus on key points.
• Salespeople must adapt to changing buyer trust and behaviors.
• AI can enhance sales methodologies and provide valuable insights.
• Become a trusted advisor by understanding client needs.

Guest

Paul H. Pearce, President Americas

Great Demo!

Chapters

00:00 Introduction to Paul H. Pierce

00:36 The Importance of Discovery Methodologies in SaaS Sales

00:58 Introduction of Great Demo! and Doing Discovery

01:53Transforming Sales Demos: From Features to Outcomes

03:25The Psychology of Effective Demos

05:16Understanding Buyer Behavior and Sales Strategy

06:28 The Impact of AI on Sales and Coaching

07:31 AI-First Approach in Business

08:58 Leveraging AI for Effective Storytelling

11:38 Selling Insights from AI Data Analysis

13:22 Engaging Clients with the End in Mind

15:22 Transforming Demos into Conversations

16:07 Overcoming Objections in Sales Training

16:46 The Psychology Behind Effective Presentations

18:25 Military Training and Corporate Sales Parallels

21:01 The Importance of Methodology in Sales

23:50 Understanding the Forgetting Curve

24:52 Leadership's Role in Sales Training Accountability

26:14 The Importance of Questions for Authentic Leadership

28:31 Building a Strong Foundation Through Hard Work

30:58 Lessons from Early Career Experiences

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Diana emphasizes the significance of curiosity, mentorship, and humor in leadership, while also highlighting the benefits of intergenerational learning in the workplace.

Key Topics

• Dream big and don't be afraid to try new things.
• Be curious and learn something new every day.
• Networking is crucial for career advancement.
• Mentorship can go both ways; learn from younger generations.
• Humor can create a more approachable atmosphere.
• Listening is more important than speaking in communication.
• Embrace diverse workforces and adapt to different communication styles.
• Always seek help and guidance when needed.
• Fostering a lighthearted environment encourages collaboration.
• Don’t assume you know what someone is going to say and listen actively.

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 Reflecting on Career Wisdom 00:20 Be Curious, Not Judgemental 01:04 The Importance of Networking 02:25 Learning Between Generations 03:25 Listening and the Power of Laughter

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion highlights the significance of understanding customer goals and the value of a customer-centric approach, particularly in emerging companies. Diana shares insights on best practices for instilling a customer-focused mentality within organizations and the challenges that come with it.

Key Topics

• Scaling operations requires careful consideration of team structure.
• Understanding the skills needed for successful scaling is crucial.
• Alignment between sales and delivery teams is essential for success.
• Emerging companies can have a richer customer success mentality.
• Curiosity and learning from others are key to improvement.
• Instilling a customer-centric approach can be challenging but beneficial.
• Integration of teams leads to better outcomes for clients.

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 Scaling Operations and Team Structure 02:19 Customer Success: Key Characteristics and Integration 04:31 Customer-Centric Approach in Emerging Companies

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The evolution of change management from a neglected aspect to a core component of business strategy.
• Insights into the importance of leadership support and communication in Change Management.
• How integrating Change Management with Project Management ensures successful adoption of new solutions.
• The impact of change management on customer success and organizational alignment

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 The Evolution of Change Management 02:07 Integrating Change Management in Corporate Culture 04:17 The Importance of Leadership in Change Management

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Diana emphasizes the importance of integration planning, change management, and ensuring customer satisfaction throughout these processes. She also highlights common pitfalls that can lead to failure, such as lack of leadership buy-in and neglecting the human aspect of integration.

Key Topics

• Acquisitions often include integrating consulting and support services.
• Building capabilities internally requires careful planning and skill development.
• Partnerships can be more efficient than building capabilities in-house.
• Integration planning is essential for successful acquisitions.
• Technical skills can be taught, but customer-facing skills are crucial.
• Leadership buy-in is necessary to avoid friction during integration.
• Failing to manage change can lead to talent loss.
• The 'Not Invented Here' mentality can hinder organizational growth.

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 Introduction to Diana Gibson and Her Background 00:30 Building New Capabilities in Organizations 01:37 Risks and Rewards of Partnering 02:46 Lessons Learned in Integration and Change Management 04:26 The dangerous 'Not Invented Here' Mindset

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com

Learn from her extensive experience scaling technology startups and leading international teams in Fortune 500 companies.

Key Topics

• Diana's journey from international leadership roles in Fortune 500 companies to her impactful tenure at Microsoft.
• The challenges and successes of migrating Office 365 and Azure payloads for major clients.
• Insights into driving global program management and leading diverse teams.

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 Introduction to Diana Gibson's Career Journey 00:37 Leadership and Strategic Acumen at Microsoft

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Learn why adopting an "AI-First" mindset is vital for future success. Plus, Marc offers powerful personal advice on embracing risk and authenticity to thrive amidst rapid change.

Key Topics

• AI integration in marketing streamlines processes, making them more efficient and effective.
• Embracing mistakes and learning from them is essential for personal and professional growth.
• The evolving technology landscape requires adaptability and a willingness to learn.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Introduction to Mark Rosenstock and His Expertise 00:37 The Evolution of AI in Marketing Strategies 01:01 The Impact of AI on Marketing Mindset 04:15 Adopting AI in Daily Workflows 06:43 Innovative Applications of AI Voice in Business 08:59 AI in Marketing: Transforming Functional Flows 11:04 Enhancing Creative Production with AI 11:52 AI's Role in Post-Production Efficiency 12:10 AI Applications in Home Improvement and Design 13:41 Understanding the Partner Ecosystem and AI Integration 16:53 The Shift to AI-First Mindset in Marketing 18:42 Designing for AI: New Paradigms in Content Creation 20:07 Leveraging AI for Small and Medium-Sized Businesses 22:05 Embracing Risks and Authenticity 24:22 The Importance of Learning from Mistakes

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Mark's journey from big data at Procter & Gamble to AI innovation in marketing.
• The role of predictive analytics in crafting effective go-to-market strategies.
• Insights into AI applications for small and medium-sized businesses.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Introduction to Mark Rosenstock and His Expertise 00:37 The Evolution of AI in Marketing Strategies

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also highlights innovative applications of AI, such as real-time feedback systems in call centers, and the democratization of innovation, where ideas can emerge from unexpected sources.

Key Topics

• Artificial intelligence is reshaping marketing strategies for SMBs.
• A mindset of continuous learning is essential in today's fast-paced environment.
• AI can enhance efficiency in daily tasks and marketing activities.
• Collaboration with partners using AI is crucial for success.
• Real-time feedback systems can improve call center interactions.
• The democratization of innovation allows ideas to emerge from anywhere.
• Understanding AI's impact on personal and professional tasks is vital.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 The Impact of AI on Marketing Mindset 03:17 Adopting AI in Daily Workflows 05:45 Innovative Applications of AI Voice in Business

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Dedication to community empowerment and education.
• Insights into mentoring and leadership skills in sports.

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 Introduction to Kevin Piket's Career Journey 00:36 Kevin's Commitment to Education and Community Engagement

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Learn invaluable advice on mentorship, the power of curiosity, and why giving back through coaching creates an invaluable legacy.

Key Topics

• AI First is not just a programming mindset, but an organizational one.
• Mentorship plays a crucial role in personal and professional growth.
• Giving back to the community enriches both the giver and the receiver.
• Coaching youth sports teaches valuable life lessons.
• Building relationships is essential for success in business.
• Mistakes should be viewed as learning opportunities.
• The Go-Giver mindset fosters a culture of support and collaboration.
• Engaging with the community can lead to greater professional fulfillment.
• Investing in youth development is rewarding and impactful.
• Collaboration among team members enhances productivity and trust.

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 Introduction to Kevin Pickett's Career Journey 00:36 Kevin's Commitment to Education and Community Engagement 01:10 Introduction to Ascend Technologies 03:03 Sales Success and Metrics 05:23 The Power of Relationship Selling 07:37 The Go-Giver Mindset 09:53 Team Dynamics and Collaboration 11:32 Innovation and Market Positioning 12:18 Adopting an AI-First Mindset in Sales 14:08 Utilizing AI Tools for Sales Efficiency 14:54 The Importance of CRM and Accountability 18:16 The Power of Mentorship and Giving Back 20:09 Learning Through Collaboration and Reverse Mentorship 22:27 The Importance of Feedback and Continuous Improvement 24:48 The Importance of Community Involvement 26:17 Coaching and Mentorship in Youth Sports 28:23 Building Character Through Sports 30:43 The Impact of Giving Back 32:46 Reflections on Influence and Leadership

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• AI streamlines pre-production, production, and post-production processes, making them faster and more efficient.
• The role of AI in media planning, creative development, and segmentation.
• How AI helps marketers deliver greater value by optimizing resources and expanding asset creation.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 AI in Marketing: Transforming Functional Flows 02:09 Enhancing Creative Production with AI 02:57 AI's Role in Post-Production Efficiency 03:15 AI Applications in Home Improvement and Design

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also highlights innovative applications of AI, such as real-time feedback systems in call centers, and the democratization of innovation, where ideas can emerge from unexpected sources.

Key Topics

• Artificial intelligence is reshaping marketing strategies for SMBs.
• A mindset of continuous learning is essential in today's fast-paced environment.
• AI can enhance efficiency in daily tasks and marketing activities.
• Collaboration with partners using AI is crucial for success.
• Real-time feedback systems can improve call center interactions.
• The democratization of innovation allows ideas to emerge from anywhere.
• Understanding AI's impact on personal and professional tasks is vital.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 The Impact of AI on Marketing Mindset 03:17 Adopting AI in Daily Workflows 05:45 Innovative Applications of AI Voice in Business

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Mark's journey from big data at Procter & Gamble to AI innovation in marketing.
• The role of predictive analytics in crafting effective go-to-market strategies.
• Insights into AI applications for small and medium-sized businesses.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Introduction to Mark Rosenstock and His Expertise

00:37 The Evolution of AI in Marketing Strategies

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Learn why adopting an "AI-First" mindset is vital for future success. Plus, Marc offers powerful personal advice on embracing risk and authenticity to thrive amidst rapid change.

Key Topics

• AI integration in marketing streamlines processes, making them more efficient and effective.
• Embracing mistakes and learning from them is essential for personal and professional growth.
• The evolving technology landscape requires adaptability and a willingness to learn.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Introduction to Mark Rosenstock and His Expertise 00:37 The Evolution of AI in Marketing Strategies 01:01 The Impact of AI on Marketing Mindset 04:15 Adopting AI in Daily Workflows 06:43 Innovative Applications of AI Voice in Business 08:59 AI in Marketing: Transforming Functional Flows 11:04 Enhancing Creative Production with AI 11:52 AI's Role in Post-Production Efficiency 12:10 AI Applications in Home Improvement and Design 13:41 Understanding the Partner Ecosystem and AI Integration 16:53 The Shift to AI-First Mindset in Marketing 18:42 Designing for AI: New Paradigms in Content Creation 20:07 Leveraging AI for Small and Medium-Sized Businesses 22:05 Embracing Risks and Authenticity 24:22 The Importance of Learning from Mistakes

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The value of taking risks and learning from mistakes in achieving success.
• The importance of authenticity in personal and professional growth.
• How the fast-paced technology landscape demands adaptability and continuous learning.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Embracing Risks and Authenticity

02:21 The Importance of Learning from Mistakes

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion also touches on how small and medium-sized businesses can leverage AI tools to compete effectively in the market.

Key Topics

• It's critical to understand how partners use AI.
• Knowing the strengths and weaknesses of AI tools is essential.
• AI is changing the landscape of content creation and SEO.
• Businesses must design content for AI consumption.
• An AI-first mindset can transform marketing strategies.
• Understanding data sources is vital for effective AI use.
• AI can help optimize customer targeting and engagement.
• The integration of AI can level the playing field for smaller companies.
• Designing for AI requires new approaches and thinking.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Understanding the Partner Ecosystem and AI Integration 03:16 The Shift to AI-First Mindset in Marketing 05:05 Designing for AI: New Paradigms in Content Creation 06:30 Leveraging AI for Small and Medium-Sized Businesses

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Shift from feature-focused to buyer-centric demos
• Treat buyers' time as precious and focus on solving their problems
• Understand changing buyer behaviors to become a trusted advisor
• The importance of discipline and repetition in sales success

Guest

Paul H. Pearce, President Americas, Great Demo!

Chapters

00:00 Introduction to Paul H. Pierce 00:36 The Importance of Discovery Methodologies in SaaS Sales 00:58 Introduction of Great Demo! and their Doing Discovery 02:08 Transforming Sales Demos: From Features to Outcomes 03:40 The Psychology of Effective Demos 05:14 Understanding Buyer Behavior and Sales Strategy 06:31 The Impact of AI on Sales and Coaching 07:36 AI-First Approach in Business 09:04 Leveraging AI for Effective Storytelling 11:44 Insights from AI Data Analysis 12:55 Engaging Clients with the End in Mind 14:51 Transforming Demos into Conversations 15:11 Overcoming Objections in Sales Training 16:25 Applying Human Psychology to Sales Demos 17:53 Military Training and Corporate Sales Parallels 20:20 The Importance of Methodology in Sales 21:50 Understanding the Forgetting Curve 24:24 Leadership's Role in Sales Training Accountability 25:48 Advice for Young Leaders 27:26 The Importance of Hard Work and Preparation 30:04 Building Confidence and Trust in Leadership

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The art of integrating new capabilities and the importance of strategic partnerships
• How to effectively manage change and ensure alignment across teams
• The significance of networking and learning from diverse workforces
• Advice for young professionals on embracing curiosity and seeking mentorship.

Guest

Diana Gibson, Former Vice President at Microsoft

Chapters

00:00 Introduction to Diana Gibson's Career Journey 00:37 Leadership and Strategic Acumen at Microsoft 00:54 Building New Capabilities in Organizations 02:20 Risks and Rewards of Partnering 03:33 Lessons Learned in Integration and Change Management 05:18 The dangerous 'Not Invented Here' Mindset 06:16 The Evolution of Change Management 08:28 Integrating Change Management in Corporate Culture 10:21 The Importance of Leadership in Change Management 11:09 Scaling Operations and Team Structure 13:33 Customer Success: Key Characteristics and Integration 15:52 Customer-Centric Approach in Emerging Companies 17:20 Reflecting on Career Wisdom 17:39 Be Curious, Not Judgemental 18:26 The Importance of Networking 19:50 Learning Between Generations 20:53 Listening and the Power of Laughter

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• Collaboration with Indy 500 champions opened new marketing avenues
• Cost effective promotion can significantly enhance brand visibility
• Engaging customers directly can lead to memorable experiences
• Supply chain management is crucial for product availability
• Innovative marketing strategies can disrupt traditional industries
• Sometimes, smaller investments yield greater returns in marketing
• Listening to outside counsel can provide valuable insights

Guest

Mark Dronen, Founder of Elevator 321

Chapters

00:00 From Technology to Tailgating: A Journey Begins

01:09 Innovating the Grill and Chill, the Ultimate Tailgating Experience

02:43 Racing Legends and Market Strategies

03:33 Aligning Sales Strategy With Supply Chain

04:18 Creative Marketing and The Velocity Girls

05:26 Disrupting Markets on a Budget

06:37 Race Day: A Memorable Experience

08:24 Lessons Learned: Supply Chain and Sales Strategy

09:53 Future Guests or Just Curious, Join Us!

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Highlights

• Transition from traditional boot camps to real-time leadership development.
• Introduction to the College of Coaches, a community of executive coaches and industry leaders.
• The critical connection between leadership and sales in tech-driven businesses.
• Roles within the College: Fellows, Executive Coaches, and Adjunct Coaches.
• The digital marketplace and network of the College of Coaches.
• Opportunities for collaboration and thought leadership.

Chapters

00:00 Leadership Development as a Service (LDaaS) 00:35 The College of Coaches: A New Approach to Leadership 01:09 The Ecosystem of the College of Coaches 01:47 Membership Roles Within the College of Coaches 02:40 The College of Coaches Ecosystem 03:11 The College of Coaches Network and Collaboration

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Points

• Inspiration from Steve Martin's "My Blue Heaven"
• The demand for experienced tech executives in today's market
• Fragmented $14 billion executive coaching market
• The power of collaboration in executive coaching
• Maintaining professional networks post-retirement

Guest

Mark Dronen, Founder of Elevator 321 and its College of Coaches

Chapters

00:00 The Birth of the College of Coaches 01:00 The Need for Experienced Technology Executives 02:15 LDaaS Market Drivers and Executive Expectations 04:10 Join the College of Coaches

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We’re headquartered in Glen Ellyn, Illinois.  We should talk.  Reach us at Elevator321.com.

Key Topics:

Leadership Development as a Service (LDAS) Sales Effectiveness Services, AI in sales strategy and technology Insights from the College of Coaches

Guest

Mark Dronen, Founder of Elevator 321

Chapters

00:00 Introduction to Elevator 321 and College of Coaches 00:52 Bridging Leadership and Sales Performance 01:48 Focus on Leadership, Sales, and Technology Innovation

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We’re headquartered in Glen Ellyn, Illinois.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The importance of giving back to the community.
• Coaching is not just about sports; it's about life lessons.
• Youth development requires a focus on discipline and accountability.
• Building relationships is key in both coaching and business.
• Community involvement leads to personal fulfillment and growth.
• Teaching young athletes the right way to play is crucial.
• Mentorship can have a lasting impact on young people's lives.
• Engaging in local activities strengthens community bonds.
• Success in life often stems from the values learned in youth sports.

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 The Importance of Community Involvement 01:28 Coaching and Mentorship in Youth Sports 03:32 Building Character Through Sports 06:11 The Impact of Giving Back 07:54 Reflections on Influence and Leadership

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The importance of having good mentors throughout a career.
• The value of listening and learning from others in the workplace.
• Learning from younger mentees.
• The importance of being open to feedback and learning from mistakes.
• Feedback is a gift that should be embraced.
• The importance of understanding the right and wrong ways to do things

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 The Power of Mentorship and Giving Back 01:51 Learning Through Collaboration and Reverse Mentorship 04:10 The Importance of Feedback and Continuous Improvement

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

The discussion emphasizes a proactive approach to utilizing technology for better business outcomes and the necessity of maintaining accurate records for effective sales management.

Key Topics

• AI First is a mindset that organizations must adopt.
• Copilot has significantly improved email management.
• AI tools can enhance the quality of communication.
• Accountability in sales is crucial for success.
• CRM hygiene is essential for effective business management.
• Sales strategies should be based on data, not gut feelings.
• Understanding the buying process is key to closing deals.
• Using AI tools requires a mindset shift towards technology.
• Passion for helping clients leads to better sales outcomes.

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 Adopting an AI-First Mindset in Sales 01:57 Utilizing AI Tools for Sales Efficiency 02:42 The Importance of CRM and Accountability

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.

Key Topics

• The importance of relationship selling
• The Go-Giver mindset has significantly influenced Kevin's approach to business.
• Building a strong network is crucial for sales success.
• Kevin attributes much of his success to the mentorship he received early in his career.
• Team dynamics and collaboration are essential in modern sales processes.
• Understanding client needs is more important than traditional sales tactics.
• Sales conversations should focus on helping clients solve their challenges.

Guest

Kevin Piket, Director Business Development, Ascend Technologies

Chapters

00:00 Introduction to Ascend Technologies 01:55 Sales Success and Metrics 04:16 The Power of Relationship Selling 06:29 The Go-Giver Mindset 08:45 Team Dynamics and Collaboration 10:24 Innovation and Market Positioning

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business.  We should talk.  Reach us at Elevator321.com.