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Frontline Selling Optimized Lead Generation

October 28, 2014 by CW

Midtown Business Radio

Frontline Selling Optimized Lead Generation

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Frontline Selling and Optimized Lead Generation

On today’s show I sat down with CEO/Co-Founder of Frontline Selling, Mike Scher. He came by to talk about how Frontline Selling got its start after a number of years of highly successful work in enterprise sales. He shared how he had discovered that his approach to the function of prospecting and lead generation meant that he was consistently getting a high percentage of new First Conversations with his prospective clients, enabling him to close more business than many of his peers. Mike shares the company’s story and how it got its genesis on their great-looking website this way,

“Every business has a story to tell. Our stories are powerful and we want to be able to tell them to people who are interested in buying our products and services. The key to successful selling is being able to tell our stories to more people more often.

The fun part is – that’s the business we’re in. We help our clients get more first appointments with people who are genuinely interested in talking to them – so they can sell more. It’s what we do every day. And we are very, very good at it.

In 2002, two enterprise sales guys, my business partner, Dan McCann and I developed an entirely new approach to getting more meaningful conversations with key decision makers, and launched FRONTLINE Selling, an overwhelmingly successful appointment setting business. That arm of our product platform, now called Staccato In-motion, is still building incredible success stories for our clients today. Our client list is extensive and we’re proudly adding to it every day.

Because of our success, our customers, some of the most respected firms in the world, asked if we could teach their sales teams to do what we do – and we said, sure. So, we developed a solution and the second arm of our product platform, Staccato On-demand, to provide access to all of the knowledge and best practices we use every single day for our clients. We’ve now shared that information with companies across almost all products and industries — and tens of thousands of sales people worldwide.

Every single one of them, transactional sellers or big game hunters, 25 year veterans or newbies just out of college, became better at getting more first appointments with the right people. And, for many, the experience has been a career game changer.

We believe in our customers, and in the services we provide every day. We don’t ask for long-term contracts, so you’re free to cancel at any time. That’s how sure we are that you’ll significantly increase those critical first business conversations.

It really comes down to two simple things: 1) if you believe getting more first conversations with the right people will help you sell more, and 2) if you believe your team can experience the same remarkable results as the thousands before you, then we’d love to have you as our next success story!”

I am very pleased to get to sit down with Mike to talk about what they’re doing at Frontline Selling. They’re yet another example of the innovative and successful companies that help the B2B space move faster, more efficiently, and help businesses grow. We have some excellent business solution resources in our community and we look forward to linking them up with folks like those at Frontline Selling.

Special Guest:

Mike Scher, CEO/Co-Founder of Frontline Selling

Cancer Support Community Atlanta at Northside Cancer Institute – Top Docs Radio

October 23, 2014 by CW

Top Docs Radio

Cancer Support Community Atlanta at Northside Cancer Institute - Top Docs Radio

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Cancer Support Community Atlanta

at Northside Cancer Institute

This week I sat down with three ladies from the Cancer Support Community at Northside Cancer Institute. The Cancer Support Community, Atlanta, is a nonprofit organization that is dedicated to providing a variety of supportive services for cancer patients and their families in a home-like environment in the heart of Atlanta. Their staff provides a wide range of support, informative education programs, a variety of gentle stress reduction and exercise classes. The Cancer Support Community also provides access to a number of social activities that enable cancer patients, survivors, and care givers to get to know others who are in or who have experienced similar challenging circumstances. All classes are offered free of charge and are led by seasoned professionals committed to supporting individuals and families in our community facing cancer. Through participating in these educational, supportive, and social offerings, patients, survivors, and loved ones can reduce anxiety in their lives, gain hope and a sense of greater control in their lives, and achieve higher levels of health and fitness (physical and emotional).

My guests on the show have all experienced cancer either as a patient or as a loved one/care giver for a person dealing with cancer. As you listen to their stories it is quickly apparent that when you engage in the services offered by the Cancer Support Community at Northside Cancer Institute you will be cared for by people who truly understand and can relate to your situation. Many of the folks you’ll meet when you go to the Cancer Support Community are long-time survivors who have been utilizing their services for a number of years—and they plan to continue. Check out today’s show and you’ll understand why!

Special Guests:

Rachel Newby, LMSW

Rachel is an Atlanta native who attended Oglethorpe University, where she received a BA in psychology. She continued her education at UGA where she received her Masters Degree in Social Work. Rachel currently lives in the city of Decatur, is married, has 2 kids and way too many pets! As for her connection to cancer, Rachel’s mother was diagnosed with advanced breast cancer in 1998, her freshman year of college. Unfortunately, at the time, supportive services for cancer patients were limited and she was extremely isolated. She died during Rachel’s senior year of college. She has been with the Cancer Support Community since 2005, making this her 9^th year with the organization. Rachel’s day to day goal is to make sure that people that come to CSC Atlanta feel supported by the staff and one another.

Bonnie Bennett

Volunteer coordinator, CSC-Atlanta, 12-year breast cancer survivor and client of CSC-Atlanta

Bonnie is from Winston-Salem, NC and graduated from UNC-Chapel Hill in 1966 with a BA in Elementary Education. After teaching in NC, she moved to Atlanta in 1969 and went to work for what was then the Trust Company of Georgia, now SunTrust. In 1973, Bonnie married an Atlanta native and started a family. Twelve years ago at age 58, she was diagnosed with breast cancer. Due to a strong family history of the disease, she elected to have a bi-lateral mastectomy with no reconstruction. Two years after this experience, she was introduced to the Cancer Support Community. She found she was having difficulty in returning to life as she had known it before the experience. At CSC, Bonnie found the support she was looking for. The positive and welcoming environment, along with the many activities and events offering further support, helped her move forward. Since that time, Bonnie has continued to participate as an active member in addition to serving as the volunteer coordinator. She coordinates a wonderful group of volunteers who staff the front desk during the week. They are there to greet CSC members, as well as to assist the staff. Bonnie also conducts the Monday morning orientation meeting, which introduces new members to the facility. Cancer Support Community Atlanta has an annual fundraiser in April, the Chastain Chase 5K, which is staffed by CSC volunteers. Bonnie is a wife, mother and grandmother who is grateful for and passionate about the Cancer Support Community!

Donna Meyer, BSN, MS

Donna Meyer is the Survivorship Coordinator at the Northside Hospital Cancer Institute. In her role she works with patients and caregivers from the time of their diagnosis throughout the balance of their lives—that’s the definition of a “Survivor”! Her focus and passion is on improving the quality of life for families impacted by cancer through treatment summaries, survivorship care plans, supportive care, education and special events.

Donna is a RN with many years of experience in a wide variety of care settings. In addition she has a Master’s Degree in Counseling. She is a cancer survivor herself so she has personal experience with many of the same concerns that patients and families are experiencing. Donna has been active in the community working in schools, churches and community organizations and promotes health and wellness as part of cancer prevention and healthy living after a diagnosis

She is a liaison with the Cancer Support Community and works with them to support their programing and advocate for needs of patients and families within the Northside care system.

The Small Business Advisor and ActionCOACH Atlanta

October 21, 2014 by CW

Midtown Business Radio

The Small Business Advisor and ActionCOACH Atlanta

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The Small Business Advisor and ActionCOACH Atlanta

This week I sat down with Karen Bershad, CEO of The Small Business Advisor, and Jeff Smith, Executive Coach for ActionCOACH Atlanta. They talked about the consulting, coaching, and educational solutions they offer to the small- to mid-sized companies in the Atlanta area they offer that have proven to help their respective clients grow both top and bottom line revenues. They are able to achieve these successes by helping the small business owner assess and modify their time management, effectively managing the financial aspects of their business, and focused energy on revenue-generating activities that move their clients’ companies forward.

As Certified Pro-Advisors for QuickBooks, The Small Business Advisor provides installation, training and data management on-site or off-site for small- to mid-sized businesses that utilize the QuickBooks suite of tools to manage their finances. For companies using the installed version of the software, The Small Business Advisors can access their clients’ system and work remotely when needed. This makes it easy for The Small Business Advisors to diagnose problems and fix them quickly. They provide a wide variety of services that are specific to the small business, particularly related to the financial functions/reporting for the small business. The Small Business Advisor is also a client of ActionCOACH Atlanta, utilizing their business and executive coaching services to improve the way they manage and grow their business.

ActionCOACH Atlanta is the place to go to build your successful business or your successful executive business career and take them to the next level. The firm is comprised of a team of full-time, dedicated business and executive coaches who have demonstrated a high level of achievement in their businesses and careers. Each coach goes through a rigorous training process to acquire the proven coaching techniques and methods for helping transfer that knowledge to ActionCOACH Atlanta clients. ActionCOACH Atlanta helps their clients grow and succeed through a combination of educational offerings and regular check-in discussions with their respective coaches. Their approach helps their clients improve their business acumen and execution through accountability to an agree-upon plan of action(s). ActionCOACH Atlanta is committed to the community’s economic health and growth and has a goal of facilitating the creation of over 5000 new jobs in the Atlanta area. To date, their positive results for their clients have added an additional 273 new jobs due to ActionCOACH client growth. ActionCOACH is so confident in the level of ROI their clients get as a result of engaging with them that they offer a guarantee for their clients that they will see a positive ROI in less than 2 quarters, making it hard to say, “No,” to taking advantage of this resource.

Special Guests:

Karen Bershad, CEO/Founder, The Small Business Advisor

Certified Intuit QuickBooks Pro Advisor
Member, North Atlanta Business Association
Independent Associate, LegalShield
Focus Group Presenter, North Metro Area REIA

Jeff Smith, Executive Coach, ActionCOACH Atlanta

General Counsel/Chief Administrative Officer, ActionCOACH Atlanta
Former General Counsel, SVP HR, Worldspan Technologies
MBA Strategic Management, Pepperdine University
JD, Law, University of California Hastings College of the Law

Robotic Hair Restoration and ShareWIK – Top Docs Radio

October 15, 2014 by CW

Top Docs Radio

Robotic Hair Restoration and ShareWIK - Top Docs Radio

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Robotic Hair Restoration

and

ShareWIK

This week I sat down with Dr. Kenneth Anderson, Atlanta’s only robotic hair restoration specialist, and Diana Keough, CEO/Founder of ShareWIK (What I Know). Dr. Anderson brought along Sara Kovac, his Patient Advocate who meets with prospective patients inquiring about available treatments for hair loss, and Jonathon Williamson, a satisfied patient of his. We learned how Anderson Hair Sciences Center places much emphasis on patient experience when they consult with the practice. Dr. Anderson personally meets with every patient and schedules only one procedure per day to allow for a thorough, unhurried approach to every patient. Patient Jonathon brought a before photo with him to allow for comparison with his now-full head of hair. It is virtually impossible to see where his procedure was conducted. He talked about how other hair restoration groups had him meet with a sales person rather than a physician and showed photos of results obtained by a procedure but the patients shown weren’t work done by that practice’s provider. Reasons for selecting their practice focused on discounted pricing rather than clinical qualifications and outcomes. We talked about the value of Dr. Anderson’s training (including board certification) in plastic surgery and how it contributes to the artistic component of achieving a natural-looking hairline for his patients.

Diana Keough of ShareWIK shared her story of how she decided to launch her company, having spent the bulk of her career as a healthcare journalist for a Midwest news paper. She leveraged her experience in healthcare journalism and knowledge of how to effectively tell a patient’s story to begin producing compelling content that shares helpful information that viewers can relate to. As their website, sharewik.com states, “ShareWIK Media Group produces and distributes health and wellness content that uses the power of personal storytelling to Engage, Educate & Inspire consumers to make better decisions that impact their health. With hundreds of “MyVoice” in-depth patient videos at the core of its product line, ShareWIK syndicates its content to media outlets and licenses its proprietary educational modules to employers, benefits providers, corporate wellness platforms, and other channels within the healthcare industry.”

Special Guests:

Dr. Kenneth Anderson, MD, of Anderson Hair Sciences Center

Doctor of Medicine, University of Pittsburgh School of Medicine
Residency, General Surgery, University of Michigan
Residency, Otolaryngology/Head & Neck Surgery, University of Michigan
Fellow, Facial and Plastic Reconstructive Surgery, University of Michigan
Assist. Clinical Professor of Surgery, David Geffen School of Medicine, UCLA
Hair Restoration Specialist, Emory Facial Center, Dept. of Otolaryngology-Head/Neck Surgery, Emory School of Medicine

Diana Keough, CEO/Founder of ShareWIK.com

Journalism Instructor/Guest Lecturer, Emory University
Member, Koles College of Business Advisory Board, Kennsaw State University
Former Front Page Series Writer, The Plain Dealer
Former Reporter/Commentator, WKSU
Co-author, “Building a Business, Building a Life: The Incredible Life of a Woman Business Owner”

Predikto Analytics

October 14, 2014 by CW

Midtown Business Radio

Predikto Analytics

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This week I sat down with Mario Montag, CEO of Predikto Analytics. Numerous industries rely upon critical, high-value assets to operate their enterprises. Predikto solutions harness the power of Predictive Analytics to address operational challenges in Transportation, Oil & Gas, and Manufacturing. We use any data, including equipment sensor and asset maintenance history, and turn it into actionable insights to reduce asset failures, eliminate surprises and improve operational performance. All of these industries collect data across their operations from a wide variety of sensors monitoring their equipment. The challenge for these businesses is the data may be collected and housed in different locations or followed by different departments, preventing the enterprise from seeing it combined into a clear, concise picture that could be used to anticipate equipment failures well in advance of an actual malfunction. Predikto Analytics leverages the expertise of their skilled analytics experts combined with machine-learning algorithms to do just that with a high degree of accuracy (in many cases exceeding 90% accuracy).

“We start with asking, ‘What problems do you have? What piece of equipment or asset class is costing you a lot?”

This means a rail company can limit downtime by having necessary parts to repair a high-value asset available to make a quick repair and prevent a catastrophic failure, saving them from huge expense, possible public (or employee) injury, and property loss. Similarly, a manufacturing company can get early warning of an impending failure with hours, days, or weeks of notice and allow them to be proactive rather then having to shut down an operation for an extended time due to a mechanical failure. Check out this week’s episode to learn how Predikto Analytics came into being and hear more about how they do the interesting and important work they do.

Special Guest:

Mario Montag, CEO, Co-founder of Predikto Analytics

> 15 years of experience developing transformational technology solutions for Fortune 500 companies
Former Director, North America Oracle Master Data Management practice
MBA, IT, and International Business, Georgia State University J. Mack Robinson College of Business
Fluent in Spanish

Innovations in Treating Chronic Sinusitis – Top Docs Radio

October 8, 2014 by CW

Top Docs Radio

Innovations in Treating Chronic Sinusitis - Top Docs Radio

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THIS WEEK’S TOPIC:

Innovations in Treating Chronic Sinusitis

Chronic sinusitis, a problem affecting as many as 50 million Americans, is an irritation of the sinus/nasal passages that lasts at least 12 weeks or longer. In the Southeast, the problem is very common due to our high average humidity and mild winters. These conditions lead our environment to be heavy with mold and fungus that can take hold in the nasal passages and sinuses leading to chronic infections. Many persons will deal with slowly-worsening symptoms such as difficulty breathing through their nose, decreased sense of smell, facial or headache pain, frequent sinus infections, and more. Eventually, folks with chronic sinusitis find their quality of life severely impacted, driving them to seek help. It’s important to get help from infectious disease and ENT specialists who are well-versed in diagnosing and treating this problem and who use a team approach to achieve the best outcome. This week, two such specialists, Dr. Pugliese and Dr. French stopped by to share information about diagnostic innovations in treating chronic sinusitis that are available to help them get more specific about what organism(s) are causing the allergic response and inflammation. One such evolving diagnostic test is DNA sequencing that now lets physicians learn exactly what is causing the problem. We talked about the various treatment measures used to treat chronic sinusitis as well as got some great advice on things we can do in the home to help reduce the frequency and severity of recurrences when they do happen. It’s very likely you or someone you know is dealing with chronic sinusitis so please share today’s episode with your network!

The host of Top Docs Radio is Charles “CW” Hall with Hyperbaric Physicians of Georgia.

SPECIAL GUESTS:

Andrew Pugliese, MD, Infectious Disease Consultants

Doctorate in Medicine, St. George University School of Medicine
Fellowship, Infectious Disease, Winthrop University Hospital
Triple Board Certified in Internal Medicine and Infectious Disease
Pioneer in non-surgical treatment of acute and chronic sinusitis
President of Sinus Solutions

Courtney French, MD, Ear, Nose & Throat Institute

Doctorate in Medicine, Loma Linda University School of Medicine
Residency, Otolaryngology/Head & Neck Surgery, Loma Linda University Medical Center
Regular presenter of research material at numerous national/international ear, nose & throat conferences

Becoming a Mental Athlete

October 7, 2014 by CW

Midtown Business Radio

Becoming a Mental Athlete

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Talking about Becoming a Mental Athlete

This week I sat down with life- and wellness-coach, Michaelene “Mike” Conner. She works with individuals and companies seeking to improve their mental focus, ability to enact positive change, and overall level of physical health. The art of well-coaching comes down to creating an environment for substantive and lasting life changes. These shifts in awareness happen through the engagement of collaboration, conversation, exploration and facilitation. It allows an individual to move from a current state of being towards a desired set of goals having to do with mental focus, health, fitness, energy and overall wellness. Conner’s coaching approach becomes the vehicle for guiding an individual to achieve a higher level of awareness and commitment to both physical and mental well-being.

Coach Conner will create a collaborative and co-creative environment in which the individual can explore their beliefs, behaviors, assumptions, visions and goals. She will assist the individual in connecting the dots between who they are and who they want to be, and to take the incremental behavioral steps that will enable them to succeed. Coach Conner is a credentialed health, fitness and mental health practitioner who coaches clients on evidence-based areas of wellness such as:

– Personal/Organizational change

– Physical activity

– Nutrition/Food and meal preparation

– Weight management/Sports nutrition

– Stress management

– Life satisfaction

Conner knows that everyone wants to be well, and everybody desires to be in control of his or her own health. She understands we want more energy to cope with today’s chaotic environment. Yet Conner recognizes that there is an enormous gap between wanting to be well and the everyday reality of living with the physical and mental consequences of our behaviors.

Special Guest:

Michaelene “Mike” Conner, Wellness Coach

>25 years experience as life/wellness coach
Contributor, American Fitness Magazine
former VP, HR
Speaks French

Breast Cancer Awareness – Top Docs Radio

October 1, 2014 by CW

Top Docs Radio

Breast Cancer Awareness - Top Docs Radio

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Breast Cancer Awareness

This week I sat down with three women who each contribute great energy to promote breast cancer awareness in our community. We kicked off Breast Cancer Awareness Month (October) on this episode with Janet Beebe, CEO, of Breast Cancer Survivors Network, Kim Goff, Executive Director, of It’s The Journey/Atlanta 2 Day Walk for Breast Cancer, and breast cancer survivor/6x Atlanta 2 Day Walk for Breast Cancer participant, Yvonne Lloyd. Breast Cancer Survivors Network is a non-profit organization that supports breast cancer patients who have insufficient means to purchase breast prostheses after mastectomy as well as covering cost for mammography for women under 40 who are at higher risk for developing breast cancer. To date the organization has helped over 30,000 women in Georgia through their various services. The are currently being supported through an impressive charitable donation by McD0nough Toyota. The dealership is covering the cost of a month-long TV ad campaign on Atlanta’s 11 Alive TV with a “Drive Cancer Away” series of ads to help raise awareness of the organization and breast cancer in general.

The Atlanta 2-Day Walk for Breast Cancer is an annual fundraising endurance walk that takes place this year on October 11-12^th and takes participants through 30 miles of Atlanta over the course of 2 days. This year, 950 walkers have committed to fundraising and training for this event. Participants commit to raising $500-1000 each, depending on whether they intend to walk 1 or both days. Since 2002, the Atlanta 2-Day Walk for Breast Cancer has funded 214 grants totaling $10 million to support breast health programs throughout Georgia. These programs provide mammograms, clinical breast exams, genetic counseling and testing, biopsies, support services, education, and much more. Many of our grants have a specific focus on under-served individuals in our community- uninsured and under-insured women for whom these types of breast health measures are often not available.

Kim Goff, Executive Director, of It’s The Journey/Atlanta 2 Day Walk for Breast Cancer brought along 6 year survivor of breast cancer (and with this year’s event, 6x participant in Atlanta 2 Day Walk for Breast Cancer), Yvonne Lloyd. Yvonne was kind enough to share her story of diagnosis and treatment and talked about participating in the 2 Day Walk. She gave some practical advice for folks looking to participate in the event as well as how to remain strong in the face of dealing with breast cancer through faith and support from friends and loved ones.

Special Guests:

Janet Beebe, CEO of Breast Cancer Survivors Network

31 Yr, 2 time Breast Cancer Survivor…4 time cancer survivor
President, Founder and Director of The Breast Cancer Survivors’ Network, Inc.
Recipient of multiple awards including “Volunteer of the Year” from Am. Cancer Society and United Way and “Business Woman of the Year” by Nat’l. Assoc. of Business Women
Frequently spotlighted by numerous publications and media outlets including Atlanta Magazine, ATL Journal & Constitution, Fayette Woman’s Magazine and others

Kim Goff, Executive Director of It’s The Journey, Inc/Atlanta 2 Day Walk for Breast Cancer

Consultant, The Chason Group
Former Senior Vice President, Georgia Chamber of Commerce
MBA, Georgia State University
Georgia State University Robinson College of Business Alumni Award

Yvonne Lloyd, Breast Cancer Survivor

Lobular carcinoma Stage 2 lesion without lymph node involvement
Chose mastectomy/reconstruction
5 year course of aromatase inhibitor, Femara
This year makes 6x participant in Atlanta 2 Day Walk event

Georgia Association for Promotional Products Professionals and Pinnacle Promotions

September 30, 2014 by CW

Midtown Business Radio

Georgia Association for Promotional Products Professionals and Pinnacle Promotions

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This week, Steve Woodburn, former president of Georgia Association for Promotional Products Professionals and current Relationship Manager for Pinnacle Promotions joined us on Midtown Business Radio. GAPPP is a not-for-profit regional association formed to promote the highest level of promotional product standards to their members and to provide a fun, positive environment for professional growth and development with education and support. GAPPP had a very informal beginning in the early 1960’s as the Advertising Specialty Association of Atlanta. Membership was only open to Distributors. In the mid 70’s, they opened membership to suppliers’ reps, who have become an important part of the organization. In 1979, GAPPP was named National Association of the Year and recognized by The Counselor.

In the late 1990’s, the Specialty Advertising Association International changed its name to the Promotional Products Association International. Under the leadership of Lisa Bibb, the SAAGA Board decided to change the name of the Georgia association in 1999. The purpose of the change to Georgia Association of Promotional Products Professionals was to place the association in alignment with the international association; to reflect the changed nature of the promotional products industry, and to emphasize the professionalism of our members. The annual signature event, GAPPP University (then called ESP), began in 1975. Suppliers and hundreds of salespeople join together each year for a full day of education whereby ten suppliers present 20 minutes sessions showcasing case studies of their products. The ten suppliers are chosen by the membership and change each year. The following day is large traditional tradeshow representing hundreds of suppliers – GAPPP Expo. In 2010, GAPPP members will be able to bring their end-users to highlight the year’s newest products and services.

If you are are an employee of a supplier or a distributor in the promotional products industry, GAPPP invites you to join the association and become a part of an organization with over 200 members committed to the promotional products industry and its growth.

Special Guest:

Steve Woodburn, Relationship Manager of Pinnacle Promotions

Former President, Georgia Association of Promotional Products Professionals (2000)
Previous Board Member, PPAI (2006-08
Master Advertising Specialist (MAS) designation for continuing education 2004
Former Radio show host/traffic anchor