MABC Blog

Heather Dean, M.Ed, NBPT Creative Across The Curriulum 

Many industry-specific experts (doctor, accountant, scientist, real estate agent, marketer, etc...) know their field like the back of their hand. They can quickly assess the information, easily apply their skills, and move forward on a clear path with professional confidence. Because of this expertise, it can be difficult to mentor or educate clients or teams needing to learn, adapt, and grow. This is where Creative Across the Curriculum’s (CATC) Taking a Teaching Approach Workshop Series steps in to make an impact. Through a set of interactive sessions, participants explore high-quality instructional design and delivery approaches. They work 1:1 with Heather to improve their interactions with customers or clients, or during conferences and presentations, or throughout their program and course designs. All without needing an education degree. CATC’s clients marvel that tweaking just one step or one portion of a training can make a world of difference in the audience’s understanding. Other CATC’s clients shared the success of higher productivity and creativity amongst their team by teaching rather than telling. Another manager commented that she learned more about her employee’s strengths and professional needs during the Taking a Teaching Approach series than she had in the whole year of working together. Contact Heather today to explore how to give your teams or clients the best learning experience. heatherdean@creativeacrossthecurriculum.com

Susie Moon, Owner of Susie Moon Consulting

A horse walks into a bar, the bartender says ‘Why the long face?’......... There is a time and a place for being funny. Work can be one of them if it’s done well. In the workplace, you have to balance being funny enough to entertain your coworkers, but not so funny that you end up in the HR office. In my business, humor is one of our core values. We all spend enough of our time at work, we need to make it fun and enjoyable. Being an adult, in the business world, is serious stuff. I find that bringing some humor, levity and playfulness into the day can lift everyone’s spirits, which increases energy, creativity and productivity. What does it look like though? What lines should we color in so that we use humor to our benefit and not allow it to work against us? It’s important to know your audience. Share a comical story, something that happened to you that made you laugh. Revealing that side of yourself allows you to bring your whole self to work, showing some vulnerability and a connection to the human experience we all have. There are commonalities amongst groups that are fun to explore, and those kinds of topics are a nice place to find humor. Bringing humor into the workplace is a way to connect and build rapport. You can relieve tension and stress, you can increase trust. I mentioned increasing energy and creativity, how about increasing recall? I remember presentations that used humor far more than those that were a dry, dull repeat of the presenter’s slides. We all remember lines from our favorite funny movies or television shows, don’t we? You can put people at ease, perhaps win over an audience and make a memorable first impression. Being a little lighthearted in the workplace is a welcome counter to the heaviness of tasks sometimes. What doesn’t work? Well, unkind behavior will do the opposite of lightening the mood. Don’t look to be provocative or mean. You aren’t at a nightclub, you are with your coworkers. Roasting or teasing is out of bounds. Topics that might stir up negative emotions or conflict would be off limits as well. And, what if you ‘just aren’t funny’? Some people say that, but everyone has a little humor. You don’t need to be a stand up comedian, just be yourself, don’t take everything too seriously and don’t be afraid to laugh. Here’s the challenge - How can you use humor in the workplace to your advantage? How can this enrich your day and connect with others? Where do you see value and benefits? That’s the #moonchallenge. Take it.

Stuart Fields  
Working directly with employers in customized training programs; courses are modified to meet the special needs that company. Instruction may be provided in diverse settings, such as the establishment’s training facilities, educational institutions, offsite conference centers, the workplace, and virtually through web conferencing.
http://www.stuartbfields.com/

stuart@stuartbfields.com

Consulting Specialties Include:

• ·       Training and Development
• ·       Coaching & Personal Development
• ·       Leadership
• ·       Performance Improvement
• ·       Strategic Planning

Services

Business and Executive Coaching (group and one-to-one)

Management Team Coaching

Strategic Retreat Facilitation

Employee Training Workshops delivered include (but are not limited to):

* Sales

* Customer Service

* Team building (including virtual teaming)

* Change management

* Motivation, self-esteem, accountability

* New employee orientation

* High Potential and Management transition

* Recruiting and selection

* Performance improvement

* Negotiation

* Stress management

* Intercultural management

Background Info

Certified Business and Sales coach (Growth Coach - Strategic Mindset process). Certified Success Coach and Facilitator (Jack Canfield). Learning solutions consultant; design, redesign and delivery of employee education programs. Certified in Development Dimensions International ( DDi) and Achieve Global Leadership facilitation. Experienced in educational program management, vendor relationship management and virtual teaming.

- Certified Administrator in Behavioral Interviewing through Development Dimensions International (DDI)

- Certified Achieve Global and DDI Leadership curriculum facilitator.

- International Bureau of Standards in Training, Performance and Instruction (IBSTIPI) Certified Technical Trainer + (plus designation includes all aspects of facilitated training delivery).

- Completed Professional of Human Resources (PHR) certification in 2010.

- Overseas professional experience, Europe and Asia-Pacific - international acumen

- 10 years direct management experience

- Master Degree in International Administration {MIA} (School for International Training)

- Bachelor of Art (UW - Madison)

Matthew is one of the Founding Partners of SX Wisconsin. Matthew helps small to mid-sized businesses achieve profitable and sustainable revenue growth. As an executive with over 25+ years of experience in leading highly successful sales teams, Matthew has executed the vision and strategies that built industry leading financial and insurance organizations. Matthew has seamlessly worked with cross-functional teams to remedy complex situations.

Matthew partners with your company as an Outsourced Chief Sales Officer to assist sales teams in reaching exceptional levels of performance, profit and increase revenue while building winning strategies to help you reach business objectives.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking

sales for your company, defined in these 3 steps:

* Create a Sales Plan

* Find Your Best Customers

* Grow Your Sales

Creative Across The Curriculum, LLC
Redesign the Learning Experience

Discover how using creativity enhances the critical thinking and problem-solving skills of your students and teams.

EDUCATORS:

Frustrated with scripted, mandated curriculum that does not meet the needs of your students? Struggling to design high-quality creative experiences that meet state or professional standards? CATC works with educators to improve curriculum design and delivery in early childhood, elementary, middle, high schools, colleges, universities, and graduate programs.

BUSINESS:

Tired of typical, boring business meetings and getting little buy-in from attendees? Eye rolls and negative attitudes are toxic when authentic change needs to happen. CATC works with business leaders, consultants, and HR departments to improve trainings and learning experiences for their employees and clients.

COMMUNITY:

Struggling to tackle complex social, emotional, economic, educational and logistical issues within a community? It's difficult for organizations to engage citizens across generations and neighborhoods. CATC works with community organizations, government departments, and parent groups to improve communication, address needs, and enhance lives.

Background Info

There is an ever-growing list of demands placed on business leaders, employers, school districts, teachers and caregivers. People are asked to squeeze more out of every moment in their work day and home life. The CATC process was developed to fit within these demands without overwhelming individuals or systems.

The creative thinking process allows all to thrive when given the opportunity to explore, integrate, analyze, and create in a meaningful way. Participating in this design and implementation process also increases professional motivation and satisfaction for both teacher and learner.

I am passionate about meeting your curriculum needs and I look forward to working with you soon!

National Board Professional Teacher (MC Gen - 2025)

Master's in Education (DePaul University)

B.A. in Studio Art/Art History (Denison University)

ESOL and Gifted Endorsements

Over 20 years teaching experience

Ann Massie Nelson is an interviewer and writer with more than 35 years of experience in marketing and communications, working primarily in financial services and trade associations. She has interviewed people on a wide range of topics for news and features articles that have appeared in print, video, web, broadcast and social media. Nelson has facilitated meetings and focus groups, developed and presented continuing education seminars, and taught at the University of Wisconsin-Madison. She returned to the university in 2010 to earn a certificate in consumer health advocacy from the Law School. She holds bachelors and master’s degrees in life sciences communications from the UW-Madison.

Life Messages Media, LLC, offers video storytelling services to individuals, organizations and small businesses. We come to your location, guide you through the interview, and record other footage to tell your unique story. Our high quality production process - using professional cameras, lights and sound - results in a video you will be proud to share with others. Your finished video is a natural reflection of you that speaks volumes more than text or photographs alone can do.

MABC is proud to announce that we recently published an in-depth volume of tips, advice and tools to help other business owners succeed. "We Wish We Had Known" is a compilation of expertise from 30 successful consultants who are members of MABC.

According to Forbes, the consulting industry is worth a whopping $100 billion per year and is expected to grow around 80% per year over the next few years. Simply put, they agree there’s never been a worse time to be an employee, and there’s never been a better time to start your own consulting business.

Being a small business owner or consultant has its advantages and struggles. We usually love the work we do but languish with the other tasks that are not in our area of expertise.

This book’s mission is to offer step-one tips to improve your work on those other essential tasks. Each chapter stands alone as it is written directly by the author, using their voice, their industry jargon, and their style. This anthology of authors also gives the reader expertise in the topics to use exactly when you need them.

Think of this book as a directory of advice to pick up and skim through to learn something new or to target read a single chapter on a specific need for your business. Either way, these authors are here to support your business journey. Feel free to reach out to any of them individually to work more closely in their area of expertise!

We, at MABC, have a strong commitment to perfecting our craft through professional growth and supporting other professionals along the way. Order your copy of We Wish We Had Known today!

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MEDIA COVERAGE

"We Wish We Had Known" was featured by In Business Magazine, which talked about the book as drawing on decades of experiences from 30 Madison-area business consultants aims to cut through the clutter and provide tips and tricks that both new and seasoned consultants can use in their own consultancy endeavors. READ THE ARTICLE

Click Here To Watch the Video Presentation
Madison Area Business Consultants is proud to present How to Get the Appointment with John Russell of The Business Source LLC and Gap Selling presented by Bob McDonald of Midwest Sales Consultants.  If you are needing help to increase your sales here's a great one hour program to help you gain momentum towards increased sales success.

MABC August 12^th, 2021 Program

HOW TO GET THE APPOINTMENT

There’s 3 main considerations to begin the process to get the appointment with the decision maker.

• 1.      Prequalify through research to establish an understanding of the client situation and problem you can solve.
• 2.      Open the relationship and begin to establish trust with the gatekeeper and the decision maker.
• 3.     Earn the opportunity to set up an executive briefing where you can ask preliminary questions to determine if there’s a natural fit between your prospects business opportunity and your consulting specialty.

Answer your own pre-qualifying questions:

Does this prospect have problems that my consulting can solve?

Is this company in a growth pattern?

Are there multiple locations in my territory?

Is this a market leader or prestige client who will help me sell others in the category?

Are they doing business with other consultants?

Can I reach the ultimate decision maker?

Is this prospect business cost-effective to pursue?

Do I have a referral?

Is there a chance for a long term relationship?

Do your research.

Can you find someone who can introduce you or that you can reference as a referral?

Learn about the person who is the economic buyer.  Start at the top and work down.

Get to know and build a relationship with the gatekeeper to the decision maker.

Confirm who the decision maker is.  It can change.

Send letter #1:  The first letter of introduction about you, your company, your purpose and who you help.

Include why you’re contacting them? 

What’s your purpose for the letter?  Why are you interested in speaking with me?

What’s your reason for contacting the company?

What are you hoping to communicate?

What problem does your service solve?

How is your solution different than the others?

What’s the benefit to meeting with you?

What is your prospects company passionate about?

What are your prospects competitors doing to solve the same problem?

Send letter #2(within 3 days of letter #1): Noting a recent article about the prospects company, their competitor or their industry.  Demonstrate you have insight into the prospects issues.

Send letter #3(within 3 days of letter #2): Note a recent story about a triggering event in the industry that could have implications for your prospects company, which you determined through your pre-meeting research.

Send letter #4(within 3 days of letter #3): Research your prospects customer.  Demonstrate you are a critical thinker in touch with their industry, company and challenges.

Prepare your follow up voice mail scripts. Call after each letter politely to ask if they’ve received it and if you can meet with them for 15 minutes to exchange information to see if their might be a fit between your two companies.  Your only goal is to get the meeting, not to sell.  It’s not about you at this point.

Don’t email.

Can you physically walk into the business to meet just the gatekeeper?

“GOOD MORNING SUSAN, MY NAME IS JOHN RUSSELL.  IS MARY JONES THE PERSON I SHOULD SPEAK WITH ABOUT SALES TRAINING?  I WOULD LIKE TO SCHEDULE A SHORT MEETING WITH HER.  CAN YOU SHARE WITH ME THE BEST TIME TO REACH MARY DURING THE WEEK?

MY PLAN IS TO FOLLOW UP WITH A LETTER OF INTRODUCTION.  SHOULD I SEND IT TO THIS OFFICE?

I’LL BE SENDING OUT MY LETTER OF INTRODUCTION ON FRIDAY.  THEN I’LL FOLLOW UP WITH A PHONE CALL AFTER THAT TO ASK IF I CAN SCHEDULE A SHORT MEETING WITH MARY TO INTRODUCE MYSELF.

From Jill Konrath – Selling To Big Companies
Getting meetings with C-level execs or their senior designate isn’t hard. In fact, it’s often much, much quicker to get an appointment with (or referral from) the CEO than getting a meeting with a mid-ranking exec who is vested in the status quo. This applies in all B2B sales – even if the CEO isn’t the main buyer for the product, service, or solution you sell.

#1: Make sure your value proposition focuses on the outcomes and impact your client can expect – and that other clients get – because of working with you. Rather than saying, “We help companies to…” (which is how most value props start, and why they sound the same) demonstrate immediate credibility and social proof by saying, “Clients like ABC and XYZ say they get (results/outcome/impact) because they choose to work with [name of your company].” “Choose to work with [name of your company]” is actually an embedded suggestion that pre-conditions your potential customer to choose to work with you.

#2: Go high! Once your messaging is more client focused, just switching your attention on getting meetings with more senior executives will mean you get meetings with more senior executives – as senior executives are always on the lookout for new initiatives that will accelerate time to market, increase revenue, decrease costs, improve efficiencies, and more. They’re wired that way. And research shows they appreciate salespeople who bring new ideas to them. 

#3: Write several different opening scripts.  Try each repeatedly and identify which emails/letters that generate the most meetings. Tweak them to appeal to senior execs’ motivations.

9 Tips to Get Prospects to Call You Back

• 1.     Get down to business right away.
• 2.     Reference any referrals up front and state your referrals name.
• 3.     Show you’ve done your homework and prepared for the meeting.
• 4.     Mention a recent newsworthy event related to your prospects industry or business.
• 5.     Can you share a strong value proposition?
• 6.     Share a fresh perspective.
• 7.     Eliminate any self-serving language.
• 8.     Sound like a trusted partner.
• 9.     Use a series of scripts for voice mails.

One you get the appointment, prepare, send and follow up with a pre-meeting agenda.

When you confirm your meeting via phone say, “In preparation for this meeting, I’ve sent you a pre-meeting agenda. Is there anything you’d like to add to the agenda or questions you have that we can prepare for in advance?” 

This demonstrates that the meeting time will be used efficiently and will be focused on the prospects situation.