Archive for August, 2017

A Conversation with Paul Adams – Episode 18

CNF018-A Conversation with Paul Adams

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Originally posted at http://www.avivconsulting.com/cnf18

Episode Summary

In this episode we revisit an interview I had with Paul Adams, Host of Sound Financial Bites. We cover questions from my book, Create New Futures. Here are some of the key points we discussed during my interview:

Key Learnings:

  • “Your future and present can update your past.” Reclaim your power—the power to choose, to be self-directed, and the power to defy the mindset that says that what happened to you yesterday defines who you are today. Instead of thinking your yesterday defines your today, embrace the reframing idea: your today can redefine yesterday.
  • Do you let crisis define your future or do you choose to create a future that redefines your experience?
  • What can we learned from Aviv’s decision at age seven to create a story of meaning that pointed to all the benefits available for him after his parents separated?
    What can we learn from the formative experience of Pope, John Paul The Second in an underground theater during WWII, and how this experience shaped the role of his life?
  • “Instead of thinking: today is the product of yesterday, think of today as the beginning of tomorrow.” This mental model proposes that what appears to be a setback can become the setup for new beginnings that lead to your next breakthrough.
    How do parents foster the can-do mindset with their children? By creating a dual memory: a memory of the incidence of success and a longitudinal memory of overcoming of challenge that enabled the success.
    Why and how did Aviv reframe a devastating loss in the air force?
  • What is the deeper meaning of integrity? And how Aviv uses a story to reinvigorate the essence of integrity?
  • “A complaint is the misdirected energy of an unaddressed or unmet need.”
  • “For many of us the natural reaction to complaint is that we become defensive because we internalize and personalize the complaint. Instead, we can seek to understand and help the other person become part of the solution by converting the complaint into a concrete request that will help us address the unmet need.”
  • What is the process Aviv applied to help executives convert complaints to facilitate the emergence of new future possibilities?
Your today can redefine your yesterday. Click To Tweet I try hard…to walk my talk and to practice what I preach. Click To Tweet When you refuse or fail to walk your talk you can lose credibility; you can lose your everything. Click To Tweet People often give you a general statement of something that they don’t like which only reveals partially the issue,… Click To Tweet Reclaim your power. Defy the deterministic mindset that says that what happened to you yesterday defines who you are… Click To Tweet Do you let crisis define your future or do you choose to create a future that redefines your experience? Click To Tweet What appears as a setback can become the setup for new beginnings that lead to your next breakthrough. Click To Tweet

Design Your Portfolio Life with Sam Szteinbaum – Episode 17

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Originally posted at http://www.avivconsulting.com/cnf17

My guest, Sam Szteinbaum, has enjoyed an illustrious career. He was the Chief Learning Officer for Hewlett Packard and before that, Vice President and General Manager for America’s consumer products, the HP and Compaq desktop and Notebook PC products.

Since leaving HP, Sam has continued to develop and grow his pre-school business, The Wonder Years in the Bay area, which has four locations and a fifth site that is in the works. He is on the Board of various technology companies, including Corsair and Asetek where he serves as the Chairman.

In this conversation, you will learn how Sam approaches business decisions, and how to design your portfolio post-corporate life.

Essential Learning Points:

  • How to design your portfolio life for your post-corporate future
  • Why “speaking up” is a leadership principle
  • How Sam makes business and investment decisions
  • Build and develop your team members so they can be prepared to take on a new role
  • Developing your listening skills can help you connect with individuals more deeply
  • Don’t be afraid to take risks, and get as broad of an experience as you can get
  • Learn how to work effectively with others
  • Speak up: present a point of view, do not hold back your best ideas or play it safe
  • Thoughtfully create alternative and additional sources of revenue
  • Build financial sufficiency and resilience early on in your career/life
Create speed to decision and speed to execution. Click To Tweet Growing and developing people was something I was very focused on. Click To Tweet Learning to understand your team members deeply is a game-changer. Click To Tweet Things happen when they do and you either choose to respond to the opportunity or not. Click To Tweet If you do not speak up, you compromise your integrity Click To Tweet

What Do the Best Sales People Do with Faiza Hughell – Episode 16

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Originally posted at http://www.avivconsulting.com/cnf16

Faiza Hughell is the Vice President of Sales at Ring Central. With more than 20 years of inside sales experience her passion and talent lies in building, training, scaling, and motivating successful sales teams. Faiza started in the software as a service world from a very young age and has sold SAS solutions ever since that time. Faiza was part of the WebEx winning team and at Ring Central leads the small to medium business program globally.

In this conversation I ask Faiza about the traits of successful sales people, women in leadership roles in Silicon Valley, and much, much more.

Essential Learning Points:

  • “There is a lot of problem-solving inside the sales process. It takes a tenacious person, who is open to learn, and self-aware, someone who is focused, determined, and driven.”
  • Be grounded in the presence of what you have instead of the absence of what you don’t have. Find abundance in what’s already present.
  • People mostly have the answer within them. The job of the leader is to help them find these answers.
  • Promote the best in your people. The greatest joy of leadership is seeing other people discover their talent and succeed.
  • The most successful sales people have a natural business acumen, fire in their belly, passion to succeed and do great things, and they have a passion to help others, and impact others positively, they are open to new learning, they are conversational and build relationships quickly, most importantly, they are focused on themselves and not on the comparison to others.
  • The best sales people handle rejection through confidence and resilience, and most importantly, by seeking to understand why the rejection took place, and why the customer chose to engage another provider.
  • Women that excel in leadership roles in the Silicon Valley are organized, hardworking, tenacious, and causative. More importantly they empower themselves to compete regardless of who else is on the playing field. They are strong communicators. They see opportunities and tackle them, and they are eager to see others’ succeed and help them realize their potential.
  • Focus on your learnability, the ability to learn in any situation. Objection and rejection are learning opportunities. Be confident, resilient, and tenacious.
There is a lot of problem solving inside the sales process: be tenacious, open to learn, self-aware, focused, and… Click To Tweet For a long time I was driven by what I did not have that I wanted. I then learned about the C-field and being… Click To Tweet Be grounded in the presence of what you have instead of the absence of what you don’t have. Find abundance in what’s… Click To Tweet People mostly have the answer within them. The job of the leader is to help them find these answers. Click To Tweet Successful sales people are focused on themselves and no on comparison to others. Click To Tweet The best sales people handle rejection with confidence and resilience, by seeking to understand why the customer… Click To Tweet Women excelling in leadership roles in Silicon Valley empower themselves to compete regardless of who else is on the… Click To Tweet

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