Welcome to Adapter’s Advantage: Breakthrough Moments that Lead to Success, the podcast that brings you insider stories of the moments that mattered—turning points on the sometimes rocky road to success.
Our guests are leaders in sales, training, enterprise learning, and academia, who share how they’re adapting to the changing world. These interviews are informative, inspirational, and based on real-world experiences to help listeners learn how their organizations can adapt to change.
As an author, speaker, advisor and corporate executive, Don Barden’s counsel is highly sought after by some of the world’s most successful businesses. Don is a classically trained economist but prefers the term “frustrated anthropologist.” He spent 25 years working for Wall Street-based firms as a top performing producer in the field of institutional finance. As a corporate executive and advisor, he averaged over $1 billion in sales per year. During his doctoral studies, he realized there was a common thread among the world's elite leaders that made them special. His findings led to the book, The Perfect Plan, published in 39 countries. Don is currently the CEO of one of the world’s leading biosciences firms, but remains committed to helping people grow their business, serve their customers, and give back to the world. Show Notes: https://www.linkedin.com/in/donwbarden/ https://speakerhub.com/sites/default/files/Speaker-Packet_Don-Barden.pdf https://www.amazon.com/Perfect-Plan-Reveals-Marketing-Professionals/dp/0692657797https://gaxtracts.com www.perfectplantoday.com https://ymcaatlanta.org/
33 min 12 sec
No matter how well you plan ahead…life happens. Can your financial management keep up? In this episode, Kate Holmes, Founder and CEO of Innovating Advice, shares why financial planning should adapt to life—not the other way around. Why financial plans need to keep up with life — and why that takes a holistic approach How Kate built a financial planning business that adapts to her life The power of video for business communication Show Notes: https://www.linkedin.com/in/kateaholmes/ https://www.innovatingadvice.com/ https://www.linkedin.com/company/iacommunity/ https://www.innovatingadvice.com/masterclass
28 min 29 sec
Mark Bowden is the founder of communication training company TRUTHPLANE® whose clients include leading businesspeople, politicians, presidents of Fortune 500 companies, and prime ministers of G7 powers. With years of experience training people across the globe on how to use digital media most effectively for better communication, Mark is now a trainer for Zoom, equipping employees with best practices around virtual communication. Listen for insights from one of the world’s foremost authorities on nonverbal communication. Show Notes: https://www.linkedin.com/in/markbowden1 https://truthplane.com/ https://truthplane.com/home/people/mark-bowden/ https://www.youtube.com/watch?v=rk_SMBIW1mg https://www.marshallmcluhan.com/ https://web.mit.edu/allanmc/www/mcluhan.mediummessage.pdf
39 min 20 sec
As Managing Director-Sales Excellence, Daniel Perry is a sales strategy and enablement consultant who helps Riverside Portfolio companies accelerate revenue growth. He approaches each organization with a combination of strategic, personalized sales consulting, custom training programs and modern learning to develop and activate big ideas into tangible results that produce revenue faster. His expertise crosses multiple industries with some of the world’s most respected companies. Listen as he shares his experience in the fast-paced world of private equity. Show Notes: https://www.linkedin.com/in/danielperryriverside/ https://www.linkedin.com/company/the-riverside-company/ https://www.riversidecompany.com https://www.riversidecompany.com/investment-portfolio/alsana/ https://www.alsana.com/
29 min 5 sec
Jon LoDuca is founder and president of The Wisdom Link, an intellectual capital development firm. He’s provided strategic and tactical guidance, resources, and end-to-end solutions to over 400 leading businesses in 20 industries. He is also founder and managing partner of PlaybookBuilder, a knowledge management software and consulting services company. As a trusted advisor to several hundred of the top ½% income earning entrepreneurs from across the US, UK and Canada, Jon develops market strategy and tactical resources to harvest, package, and monetize the unique processes and best practices of leading companies. Listen as he describes how he helps peak performers and ultra-successful entrepreneurs identify and capture their secret sauce. Show Notes: https://www.linkedin.com/in/jonloduca/ https://www.thewisdomlink.com/ https://www.thewisdomlink.com/jon-loduca https://www.linkedin.com/company/playbookbuilder/about/ https://teamplaybookbuilder.com/
33 min 31 sec
David Fialkow is co-founder and managing director of General Catalyst, a venture capital firm that partners with founders from seed to growth stage to build companies that withstand the test of time. He’s also chairman of the Pan Mass Challenge, a Massachusetts-based bike-a-thon that raises more money for charity than any other single athletic fundraising event in the country. David is also producer of several documentaries, including the Oscar-winning Icarus. Listen as he describes how, when faced with unforeseen challenges, true leaders create opportunities. Show Notes: David Fialkow LinkedIn: https://www.linkedin.com/in/david-fialkow-20085852/ General Catalyst Partners: https://www.generalcatalyst.com/ Pan Mass Challenge: https://www.pmc.org/ Icarus Official Trailer: https://youtu.be/qXoRdSTrR-4 The Vow Official Trailer: https://youtu.be/PcL24s-S6ns Bending the Arc Official Trailer: https://youtu.be/OjJmWZrmpcE The Fourth Estate Official Trailer: https://youtu.be/Qxtfm-LIi7g
33 min 17 sec
Erica Feidner's extraordinary level of success and media attention was born of a unique childhood shaped by music and education. One of Inc.’s top 10 salespeople of all time, she grew up in a family of seven pianists in a home with 26 pianos. As a pianist and teacher, Erica honed her ability to speak the language of both a master musician and beginner. As a salesperson, she learned the distinct personalities of more than 400 pianos and realized her ability to pair the right piano with each customer. Listen as Erica shares her insights for compelling customer experiences and selling as a service. Show Notes: https://pianomatchmaker.com/ firstname.lastname@example.org https://www.linkedin.com/in/ericafeidner/
28 min 36 sec
With over 30 years of experience in financial services and a doctorate in strategic leadership, Mark Caner, president of W&S Financial Group Distributors, Inc., develops solutions for investment professionals to help their customers invest for, live in, and manage risk as they prepare for and enter retirement. Listen as Mark shares his insights for engaging Millennials in the workplace and how to listen to lead.
25 min 23 sec
Mike Kunkle is a recognized expert on sales training, sales effectiveness, and sales enablement. Over the past 25 years, companies have used his building blocks framework to dramatically impact win rates and quota attainment. Listen as he describes how he applies the lessons learned as a professional musician to the field of sales training, the importance of practicing your craft, and the need for critical thinking skills.
31 min 45 sec
LinkedIn's #1 sales influencer, keynote speaker, award-winning sales strategist, and bestselling author Colleen Francis built her career on helping sales teams identify concrete changes they can make in their process and personnel to see a lasting impact on results. Listen as she shares how sellers can stand out in a crowded marketplace, build long-term client relationships, and avoid the boom-bust cycle.
35 min 55 sec
Over his 40-year career, CEO Rhomes Aur has dedicated himself to building company cultures that attract the best people and inspire financial services advisors to achieve their goals and serve their communities. Listen as Aur describes his experience leading during the pandemic, the changing role of advisors, the importance of providing a great client experience, and the importance of looking forward.
39 min 40 sec
The Hoopis Performance Network is an innovative sales training and leadership development resource for field leaders and advisors in financial services. Over his 40 year career, Founder and CEO Harry Hoopis built one of the largest and most successful financial services firms in the world. Listen as Hoopis shares his insights on selecting, developing, and managing talent.
55 min 1 sec
Successful sales organizations must adapt by showing flexibility and resilience in the face of today’s new challenges. SPARXiQ Founder and CEO David Bauders shares how sales leaders can leverage analytics tools and training solutions to make better decisions about pricing, prevent lopsided negotiations, innovate to solve customer problems, and boost profitability by scoring a touchdown every deal instead of a field goal.
36 min 3 sec
Known as “The Accidental CLO,” Jesse Jackson shares how his profession “chose him” after serving in the U.S. Navy. Listen as he shares his passion for helping individuals become the best version of themselves and enhance their career trajectories, how organizations can adapt in the age of acceleration, and why lifelong learning is the currency of the future.
35 min 17 sec
Sales mentor Elyse Archer is the founder and CEO of She Sells, a coaching program and community for women in sales who are reaching new goals and revolutionizing the way sales is done. She shares how you can develop your own practice, honor your natural talent and style, increase your visibility, and gain a new feeling of peace and purpose.
42 min 26 sec
B2B sales—and sales training—have been upended by the pandemic. Entrepreneur, Harvard Business School professor, and sales management authority Frank Cespedes shares how the buying process and sales training have changed, the pros and cons of a hybrid learning model, what sales leaders need to know about virtual selling, and the importance of just-in-time training.
39 min 11 sec
One of the biggest challenges facing sales organizations is how to build community when teams are remote. Investment executive Jeff Duckworth shares his unique sales training process, strategies to pivot a live meeting to a virtual one, the power of video to keep people engaged, and the top three benefits of training in a remote environment.
20 min 50 sec
Corporate training must be more agile to meet the demands of a new generation of employees. Technology is evolving to give learners choices and create a better workforce. Entrepreneur, producer, and podcast host Jon Tota discusses the pros and cons of user-generated content, insights for improving user adoption, just-in-time training, and how AI will drive the next generation of learning solutions.
36 min 30 sec
Chief Strategy Officer, Corporate Visions Tim Riesterer is a thought leader, speaker, and author with more than 20 years of experience in marketing and sales management. His field-based research into the human brain reveals why we make choices, the value of curiosity, and how sellers can break through a one-size-fits-all approach to find meaning, reinforce value, and defeat the status quo.
43 min 56 sec
Selling requires new skills in today’s virtual environment. The right salesperson can help a company go to market quicker and reach new customers. Sales recruiter and podcaster Jay Webb shares how he evaluates sales talent during the interview process, what motivates growth-minded salespeople, and the importance of learning from your mistakes.
37 min 52 sec
Smartphone apps have disrupted wealth management and retail banking. Even before the pandemic, getting in front of the customer was challenging. L&D specialist Dustin Megill shares tactics for making a personal impact and connecting with clients who don’t come into the bank, the importance of centers of influence, and how he used technology to turn around his branch.
28 min 18 sec
Launch training specialist Courtney Ness shares her experience as a commercial biotech and pharmaceutical trainer. Learn how you can adapt to remote selling, develop a virtual presence, and proactively set your company apart.
36 min 37 sec
Leadership coach Pat D’Amico shares unique insights from his experience in the military and life sciences. Learn critical leadership competencies and the importance of commander's intent.
33 min 4 sec
Industry analyst Josh Bersin shares why we’re seeing explosive growth in learning during the pandemic and the growing need for learning in the flow of work.
28 min 35 sec
As MC and keynote of some of the biggest corporate events in the world, communications consultant Mark Jeffries knows how to connect with huge audiences in-person, and how to transform live events to reach remote viewers. Get practical, entertaining advice and innovative ideas for how to reshape in-person events to maximize the virtual experience and keep your listeners engaged.
36 min 27 sec
In April 2020, with spiking COVID-19 cases, ventilators and expert respiratory therapists were in short supply. Medtronic, a major ventilator manufacturer, was wrestling with how to train end users. Learn from Pat Berges, Chair of the Ventilator Training Alliance (VTA), how Medtronic built alliances with over thirty vendors in a highly competitive industry to launch the VTA App and deliver life-saving training information. Learn more about the VTA here: https://www.allego.com/blog/allego-partners-with-ventilator-makers-to-create-app-to-help-fight-covid-19-9/
36 min 4 sec
When Tim Murray applied to a blind ad in The Economist, he never imagined that it would put his career into overdrive as CEO of Alba, one of the largest aluminum smelters in the world. But just as Alba was reaping the benefits of his leadership, an explosion severely damaged its largest production line. Hear how Murray shepherded the company through the most severe crisis in its history.
50 min 47 sec
Financial services products are now the ultimate relationship sale in which the only differentiator is the seller. Salespeople have to step up to deepen client connections and make deals break their way—especially in a virtual world. Learn from a leading sales and management consultant how to empower sales teams, build rapport with an audience, and deliver effective training when you can’t be there in person.
36 min 5 sec
Tony Jeary is an international thought leader and author who has advised Fortune 500 CEOs, entrepreneurs, and high achievers for over 30 years. Many of his 50+ books have been translated to over a dozen languages. In this episode, Tony speaks about embracing change, the importance of getting other voices into the conversation, and ways to add hope and energy to your world.
21 min 4 sec
Soft skills set many of the best salespeople apart from their peers, yet most companies don’t vet for them and get clobbered when new hires don’t succeed. In an era of constant change, companies that integrate emotional intelligence into their sales and leadership training programs drive sustainable revenue. Learn from one of the foremost sales trainers how to have critical conversations and coach to improve EQ—personally and professionally.
33 min 11 sec
Growth strategist Mike McGlothlin describes how financial advisors can adapt to the enormous challenges facing the industry and the growing needs of baby boomers. Learn how his firm used technology to adapt and get an edge.
31 min 33 sec
On the cusp of 40, Adam was 50 pounds overweight and unable to run a mile without stopping. His desire to lose a few pounds led this financial advisor, husband, and father of four to a new vocation as an endurance athlete. Adam has competed in some of the world’s most grueling events including 100-mile ultramarathons and the 556-mile Uberman ultratriathlon. To learn more about unlocking your potential with Adam Scully-Power, visit https://www.othersideoflimits.com/.
37 min 35 sec