John Ray, Author at Business RadioX ® Page

The Role of Spirituality in African American Management History, with Dr. Leon Prieto, Clayton State University

December 28, 2020 by John Ray

North Fulton Studio

The Role of Spirituality in African American Management History, with Dr. Leon Prieto, Clayton State University

00:00 /

The Role of Spirituality in African American Management History, with Dr. Leon Prieto, Clayton State University

Dr. Leon Prieto: [00:00:00] Spirituality plays a central role within many communities, especially the African-American community. And I talked about Ubuntu a little earlier, but I didn’t really break it down. So, Ubuntu is made up of three components, spirituality being a big part of it. And the other one is dialogue, and then consensus building. But spirituality plays a very central role. So, Ubuntu means I am because we are. And it’s very important for small business owners, entrepreneurs to really embody the spirit of care and community.

Dr. Leon Prieto: [00:00:46] So, spirituality doesn’t have to mean religious but it can be. And a lot of these African-American business leaders, they are very strong Christians, and their faith played a very big role in shaping the mission of the organizations and, also, the way in which they managed others. But it doesn’t have to mean religion today because in spite of someone’s religious beliefs or not, we all need to embody a lot of values related to helping others, being compassionate, showing empathy. And these are all values that transcend religion and is very important for corporations – large and small – to embody some of these humanistic values that can help us all progress as a people and adequately serve our employees, serve our customers a wider community.

Dr. Leon Prieto: [00:01:59] So, spirituality plays a central role in the history of a lot of these African-American businesses. And I feel as if that a lot of times, we tend to run away from some of these spiritual values that could make our companies great. We should not shy away from it. It should be an essential part of every business’ strategy from all opinion

Dr. Leon Prieto, Associate Professor of Management, Clayton State University

Leon Prieto, PhD, SPHR, SHRM-SCP is an Associate Professor of Management at Clayton State University & an Associate Research Fellow at University of Cambridge, Judge Business School. His research areas are in Management History, Social Issues in Management, International HR Development, and Critical Management Studies, and it is focused on the contributions of minorities (gender as well as racial & ethnic) to the development of Management as a discipline, and the interrelationship between organizational management and society.

He has published peer-reviewed articles in academic journals such as the Journal of Business Ethics, Journal of Management History, Society and Business Review, and others. He is an associate editor of the Journal of Management History and is on the editorial board of the Journal for the Advancement of Developing Economies. The Academy of Management recognized his (and his coauthor’s) African-American Management History research as being groundbreaking, and some of this research has been included in prominent management textbooks.

His first book, co-authored with Dr. Simone Phipps, is entitled African American Management History: Insights on Gaining a Cooperative Advantage. (Amazon)

Dr. Prieto holds a Ph.D in Human Resource and Leadership Development from Louisiana State University, an MBA from Georgia Southern University, and a B.S. in Business Administration from Claflin University.

Listen to the full North Fulton Business Radio interview with Dr. Prieto here.

The “One Minute Interview” series is produced by John Ray and in the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link.

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Healthy Anxiety – Episode 47, To Your Health With Dr. Jim Morrow

December 23, 2020 by John Ray

North Fulton Studio

Healthy Anxiety - Episode 47, To Your Health With Dr. Jim Morrow

00:00 /

Healthy Anxiety – Episode 47, To Your Health With Dr. Jim Morrow

Health anxiety, commonly referred to as hypochondria, is an obsessive and irrational worry and concern which can cause real problems for individuals with this condition. On this episode of “To Your Health,” Dr. Morrow discusses health anxiety, its causes and treatments. Dr. Morrow also offers a Covid-19 update and answers several questions on the new vaccines. “To Your Health” is brought to you by Morrow Family Medicine, which brings the CARE back to healthcare.

About Morrow Family Medicine and Dr. Jim Morrow

Morrow Family Medicine is an award-winning, state-of-the-art family practice with offices in Cumming and Milton, Georgia. The practice combines healthcare information technology with old-fashioned care to provide the type of care that many are in search of today. Two physicians, three physician assistants and two nurse practitioners are supported by a knowledgeable and friendly staff to make your visit to Morrow Family Medicine one that will remind you of the way healthcare should be. At Morrow Family Medicine, we like to say we are “bringing the care back to healthcare!” Morrow Family Medicine has been named the “Best of Forsyth” in Family Medicine in all five years of the award, is a three-time consecutive winner of the “Best of North Atlanta” by readers of Appen Media, and the 2019 winner of “Best of Life” in North Fulton County.

Dr. Jim Morrow, Morrow Family Medicine, and Host of “To Your Health With Dr. Jim Morrow”

Dr. Jim Morrow is the founder and CEO of Morrow Family Medicine. He has been a trailblazer and evangelist in the area of healthcare information technology, was named Physician IT Leader of the Year by HIMSS, a HIMSS Davies Award Winner, the Cumming-Forsyth Chamber of Commerce Steve Bloom Award Winner as Entrepreneur of the Year and he received a Phoenix Award as Community Leader of the Year from the Metro Atlanta Chamber of Commerce. He is married to Peggie Morrow and together they founded the Forsyth BYOT Benefit, a charity in Forsyth County to support students in need of technology and devices. They have two Goldendoodles, a gaggle of grandchildren and enjoy life on and around Lake Lanier.

Facebook: https://www.facebook.com/MorrowFamMed/

LinkedIn: https://www.linkedin.com/company/7788088/admin/

Twitter: https://twitter.com/toyourhealthMD

The complete show archive of “To Your Health with Dr. Jim Morrow” addresses a wide range of health and wellness topics, and can be found at www.toyourhealthradio.com.

Dr. Morrow’s Show Notes

What is health anxiety?

Health anxiety is an obsessive and irrational worry about having a serious medical condition.
- It’s also called illness anxiety,
  - and was formerly called hypochondria.
- This condition is marked by a person’s imagination of physical symptoms of illness.
Or in other cases,
- it’s a person’s misinterpretation of minor or normal body sensations as serious disease symptoms
  - despite reassurance by medical professionals that they don’t have an illness.

What’s the difference between concern for your health and health anxiety?

If your body is sending you signs that you’re ill,
- it’s normal to be concerned.
  - Health anxiety is marked by constant belief that you have a symptom or symptoms of a severe illness.
  - You may become so consumed by worry that the distress becomes disabling.
- If you’re concerned about your health,
  - the rational thing to do is see your doctor.
  - With health anxiety, you’ll feel extreme distress about your real or imagined symptoms
    - even after medical test results come back negative and doctors reassure you that you’re healthy.
  - This condition goes beyond having a normal concern for one’s health.
    - It has the potential to interfere with a person’s quality of life, including their abilities to:
      - work in a professional or academic setting
      - function on a daily basis
      - create and maintain meaningful relationships

What causes people to develop health anxiety?

Experts aren’t sure of the exact causes of health anxiety, but they think the following factors may be involved:
- You have a poor understanding of
  - body sensations,
  - diseases,
  - or both of these things.
- You may think that a serious disease is causing your body’s sensations.
  - This leads you to look for evidence that confirms that you actually have a serious disease.
- You have a family member or members who worried excessively about their health or your health.
- You’ve had past experiences dealing with real serious illness in childhood.
  - So as an adult, the physical sensations you experience are frightening to you.
- Health anxiety most often occurs in early or middle adulthood and can worsen with age.
  - For older people, health anxiety may focus on a fear of developing memory problems.
- Other risk factors for health anxiety include:
  - a stressful event or situation
  - the possibility of a serious illness that turns out to not be serious
  - being abused as a child
  - having had a serious childhood illness or a parent with a serious illness
  - having a worrying personality
  - excessively checking your health on the internet

How is health anxiety diagnosed?

Health anxiety is no longer included in the American Psychological Association Diagnostic and Statistical Manual of Mental Disorders.
- It was previously called hypochondriasis (better known as hypochondria).
Now, people who had been diagnosed with hypochondria might instead be classified as having:
- illness anxiety disorder,
  - if the person has no physical symptoms or only mild symptoms
- somatic symptom disorder,
  - particularly when the person has symptoms that are perceived as distressing to them
  - or if they have multiple symptoms
- To arrive at a health anxiety disorder diagnosis,
  - your doctor will perform a physical exam to rule out any health conditions you’re concerned about.
  - If you’re healthy, your doctor may refer you to a mental healthcare professional.
  - They will likely proceed by:
    - performing a psychological evaluation,
      - which involves questions about
        your symptoms,
        stressful situations,
        family history,
        worries,
        and issues affecting your life
      - asking you to complete a psychological self-assessment or questionnaire
      - ask about your use of
        drugs,
        alcohol,
        or other substances
      - According to the American Psychiatric Association, illness anxiety disorder is marked by:
        preoccupation with having or coming down with a serious illness
        not having physical symptoms, or having symptoms that are very mild
        excessive preoccupation about an existing medical condition or a family history about a medical condition
        performing unreasonable health-related behaviors, which may include:
        screening your body for disease over and over
        checking what you think are disease symptoms online
        avoiding doctor’s appointments to avoid diagnosis with a serious illness
        preoccupation with having an illness for at least six months (The illness you’re worried about might change during that period.)

How is health anxiety treated?

Treatment for health anxiety focuses on improving your symptoms and ability to function in daily life.
Typically, treatment involves
- psychotherapy, with medications sometimes added.
Psychotherapy
- The most common treatment for health anxiety is psychotherapy,
  - particularly cognitive behavioral therapy (CBT).
  - Cognitive therapy can be very effective in treating health anxiety because it teaches you skills that can help you manage your disorder.
  - You can participate in CBT individually or in a group.
  - Some of the benefits of CBT include:
    - identifying your health anxiety worries and beliefs
    - learning other ways to look at your body sensations by changing unhelpful thoughts
    - raising your awareness of how your worries affect you and your behavior
    - responding to your body sensations and symptoms differently
    - learning to better cope with your anxiety and stress
    - learning to stop avoiding situations and activities because of physical sensations
    - avoiding examining your body for signs of illness and repeatedly looking for reassurance that you’re healthy
    - boosting your functioning at home, work, or school, in social settings, and in relationships with others
    - checking whether or not you’re suffering from other mental health disorders, like depressionor bipolar disorder
  - Other forms of psychotherapy are also sometimes used to treat health anxiety.
    - This may include
      - behavioral stress management
      - and exposure therapy.
    - If your symptoms are severe, your doctor may recommend medication in addition to your other treatments.
  - Medication
    - If your health anxiety is improving with psychotherapy alone, that is generally all that will be used to treat your condition.
    - Some people don’t respond to psychotherapy.
    - If this applies to you, your doctor may recommend medications.
    - Antidepressants, such as
      - selective serotonin reuptake inhibitors (SSRIs),
      - are frequently used for this condition.
    - If you have a mood or anxiety disorder in addition to your anxiety,
      - medications used to treat those conditions may also help.

What is the outlook for health anxiety?

Health anxiety is a long-term medical condition that can vary in severity over time.
- In many people, it seems to worsen with age or during times of stress.
  - However, if you seek help and stick to your treatment plan, it’s possible to reduce your health anxiety symptoms so you can improve your daily functioning and decrease your worries.

Source: www.aafp.org

Jackson Speed, The Commons at Phase

December 22, 2020 by John Ray

North Fulton Business Radio

Jackson Speed, The Commons at Phase

00:00 /

Jackson Speed, The Commons at Phase (North Fulton Business Radio, Episode 316)

Jackson Speed, Community Manager of The Commons at Phase, joins host John Ray to discuss their Alpharetta-based coworking and event space, what distinguishes them from other area coworking locations, and much more. “North Fulton Business Radio” is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta.

Jackson Speed, Community Manager, The Commons at Phase

The Commons at Phase provides space for leaders to shape the future. They offer all the amenities you need as a professional to achieve your dreams. Work collaboratively in their shared coworking spaces or retreat to your private office, all while benefiting from their excellent service and collaborative environment. And with a month-to-month partnership approach, they can flex with you as your organization grows.

Jackson Speed is the Community Manager of The Commons at Phase, aka Phase Commons. It is her role to client face, be the catch-all for members, manage each of their personalized plans and their calendars in reference to booking meeting rooms, or studio space.

Company website

Facebook

Instagram

Questions/Topics Discussed in this Show

What is coworking? The history of the concept.
Why is it such a big deal in Alpharetta?
Demographic of people who could benefit from coworking?
What does the membership structure look like at The Commons or coworking in general?
What makes The Commons at Phase different from others?
What do you anticipate for the future of coworking post-pandemic?
How do coworking and events relate and coexist?

North Fulton Business Radio” is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link. The show can be found on all the major podcast apps by searching “North Fulton Business Radio.”

Jason Forrest, Forrest Performance Group

December 22, 2020 by John Ray

Business Leaders Radio

Jason Forrest, Forrest Performance Group

00:00 /

Jason Forrest, Forrest Performance Group (Business Leaders Radio, Episode 1)

Forrest Performance Group CEO Jason Forrest joins host John Ray to discuss how his company focuses on behavioral changes to improve results of salespeople, how he uses video to prospect on LinkedIn, achieving a “Best Place to Work” culture, the problem with sales recruiters, and much more. “Business Leaders Radio” is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta.

Jason Forrest, CEO, Forrest Performance Group

Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and “Best Place to Work” cultures. The winner of five international Stevie Awards for his training programs, Jason is also an award-winning author of six books, including Leadership Sales Coaching – rated as one of Selling Power Magazine’s Top Sales Books.

In 2018, FPG earned a rare honor by being named to the Inc. 5000 Fastest Growing Private Companies list for the third consecutive year, one of just 1,200 companies nationwide to achieve that honor out of a field of more than 7 million.

Company website

Jason on LinkedIn

Questions/Topics Discussed in this Show

Prospecting
5/4/3 Factor
The Six Virtues of a Warrior
Helping every business owner get their vision to the masses
Sales Recruiters should be the last people to recruit for you

“Business Leaders Radio” is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link. The show can be found on all the major podcast apps by searching “Business Leaders Radio.”

Lance Knight, ConnectALL

December 22, 2020 by John Ray

North Fulton Business Radio

Lance Knight, ConnectALL

00:00 /

Lance Knight, ConnectALL (North Fulton Business Radio, Episode 315)

ConnectALL COO Lance Knight joined host John Ray to discuss his company’s value management stream solutions for businesses, managing a remote team, the importance of “leading metrics,” managing to outcomes instead of time and place, and much more. “North Fulton Business Radio” is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta.

Lance Knight, COO, ConnectALL

Lance Knight is COO of ConnectALL, a software value stream management company, noted for its ability to accelerate software development and increase productivity. His responsibilities include sales, sales operations, customer success, and technical support. Previously, he held SVP/VP roles at LeadingAgile, Tasktop Technologies, and Accept Software, specializing in field operations, sales development, and customer success. Lance started his IT career with a large aerospace manufacturer where he learned about lean manufacturing and systems thinking.

He’s a published author of books and white papers on leadership, software development, and software sales. The Forbes article, referenced during the show, can be found here.

Company website

Lance on LinkedIn

Questions/Topics Discussed in this Show

What is Value Stream Management and how does it benefit companies?
How did ConnectALL thrive during 2020 when other software development companies merely survived?
What are some of the secrets to managing outcomes, not just time and place?
What makes “leading Metrics” so important?
What are some tips for companies managing remote employees for the first time?
What differentiates ConnectALL from other Value Stream Management companies?

Dr. Matthew Haddad and Dr. Daryl Dudum, Endo1 Partners

December 21, 2020 by John Ray

Dental Business Radio

Dr. Matthew Haddad and Dr. Daryl Dudum, Endo1 Partners

00:00 /

Dr. Matthew Haddad and Dr. Daryl Dudum, Endo1 Partners (“Dental Business Radio,” Episode 10)

Endo1 Partners Co-CEOs Dr. Matthew Haddad and Dr. Daryl Dudum join host Patrick O’Rourke to discuss the growth of Endo1 Partners and the attraction it holds for endodontists, how the pandemic has affected their company’s growth, and much more. “Dental Business Radio” is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by the North Fulton studio of Business RadioX®.

Endo1 Partners

Formed in 2019 with operations in Texas and California, Endo1 provides comprehensive knowledge, resources and shared back-office support to endodontists across the country through an Endodontic Partnership Organization (“EPO”). Endo1’s offering empowers endodontists’ ability to provide best in class patient care and experience in their core specialty – the diagnosis, prevention and treatment of injuries to the pulp, including root canals treatment and other procedures related to the interior of the tooth.

Follow Endo1 Partners on Facebook and LinkedIn.

Dr. Matthew Haddad, Founding Partner and Co-CEO

Dr. Matthew Haddad Co-founded and is currently Co-CEO of Endo1 Partners. Dr. Haddad completed his Endodontic residency at the Boston University Goldman School of Dental Medicine. He received his dental degree from Case Western University School of Dental Medicine.

Dr. Daryl Dudum, Founding Partner and Co-CEO

Dr. Daryl Dudum Co-founded and is currently Co-CEO of Endo1 Partners. Dr. Dudum completed his Endodontic residency at the Boston University Goldman School of Dental Medicine. He received his dental degree from the Arthur A. Dugoni School of Dentistry at the University of the Pacific in San Francisco and a Bachelor of Arts in Economics at the University of California in Los Angeles. Dr. Dudum is a current board member on numerous Dental Organizations.

About Dental Business Radio

“Dental Business Radio” covers the business side of dentistry. Host Patrick O’Rourke and his guests cover industry trends, insights, success stories, and more in this wide-ranging show. The show’s guests will include successful doctors across the spectrum of dental practice providers, as well as trusted advisors and noted industry participants. “Dental Business Radio” is underwritten and presented by Practice Quotient and produced by the North Fulton studio of Business RadioX®.

Practice Quotient

“Dental Business Radio” is sponsored by Practice Quotient. Practice Quotient, Inc. serves as a bridge between the payor and provider communities. Their clients include general dentist and dental specialty practices across the nation of all sizes, from completely fee-for-service-only to active network participation with every dental plan possible. They work with independent practices, emerging multi-practice entities, and various large ownership entities in the dental space. Their PPO negotiations and analysis projects evaluate the merits of the various in-network participation contract options specific to your Practice’s patient acquisition strategy. There is no one-size-fits-all solution.

Connect with Practice Quotient:

Website

Facebook

Twitter

GNFCC Year in Review and Leadership Transition: An Interview with 2020 Chair Alan Najjar and 2021 Chair Lindsey Petrini

December 17, 2020 by John Ray

North Fulton Studio

GNFCC Year in Review and Leadership Transition: An Interview with 2020 Chair Alan Najjar and 2021 Chair Lindsey Petrini

00:00 /

GNFCC Year in Review and Leadership Transition: An Interview with 2020 Chair Alan Najjar and 2021 Chair Lindsey Petrini (GNFCC 400 Insider, Episode 54)

On this edition of the “GNFCC 400 Insider,” GNFCC CEO Kali Boatright is joined by Alan Najjar, GNFCC’s 2020 Chair, and Lindsey Petrini, GNFCC’s 2021 Chair. Alan and Lindsey offer a GNFCC Year in Review for 2020 and discuss their leadership transition. “The GNFCC 400 Insider” is presented by the Greater North Fulton Chamber of Commerce and produced by the North Fulton studio of Business RadioX®.

Alan Najjar, Director of Business Development, Smith & Howard

Alan Najjar has overseen the business development efforts of Smith & Howard since 2011. He started his career in banking after graduating from the University of Georgia. A veteran of the Atlanta banking and business community, Alan has held executive level leadership positions at SunTrust Bank and other Georgia financial institutions. Prior to joining Smith & Howard, he was the EVP and Chief Operating Officer of an Atlanta-based financial services company.

Alan is the outgoing Chair of the Board of Directors for The Greater North Fulton Chamber of Commerce and is a trustee emeritus for Georgia Gwinnett College Foundation and Community Foundation for Northeast Georgia. He is active in numerous civic, social, and academic organizations. Alan and his wife, Donna, are long-time residents of Gwinnett County, and when away from the office, Alan most enjoys sunrises on the lake and time with his family.

Lindsey Petrini, Chief Operating Officer, Wellstar North Fulton Hospital

**Lindsey Petrini, Wellstar North Fulton**

Lindsey Petrini is the Chief Operating Officer of WellStar North Fulton Hospital. WellStar North Fulton Hospital is a 202-bed facility located in Roswell, Georgia.

The hospital is recognized for its accredited cancer program, trauma and primary stroke center designations, and for providing a continuum of services through its centers and programs, including neurosciences, pain management, cardiology, women’s services, rehabilitation, surgical services, and oncology. For more information click here.

About GNFCC and “The GNFCC 400 Insider”

**Kali Boatright, President and CEO of GNFCC**

“The GNFCC 400 Insider” is presented by the Greater North Fulton Chamber of Commerce (GNFCC) and is hosted by Kali Boatright, President and CEO of GNFCC. The Greater North Fulton Chamber of Commerce is a private, non-profit, member-driven organization comprised of over 1400 business enterprises, civic organizations, educational institutions and individuals. Their service area includes Alpharetta, Johns Creek, Milton, Mountain Park, Roswell and Sandy Springs. GNFCC is the leading voice on economic development, business growth and quality of life issues in North Fulton County.

The GNFCC promotes the interests of our members by assuming a leadership role in making North Fulton an excellent place to work, live, play and stay. They provide one voice for all local businesses to influence decision makers, recommend legislation, and protect the valuable resources that make North Fulton a popular place to live.

For more information on GNFCC and its North Fulton County service area, follow this link or call (770) 993-8806. For more information on other GNFCC events such as this North Fulton Mayors Appreciation Lunch, follow this link.

For the complete show archive of “The GNFCC 400 Insider,” go to GNFCC400Insider.com. “The GNFCC 400 Insider” is produced by John Ray and the North Fulton studio of Business RadioX®.

Essie Escobedo, Office Angels

December 17, 2020 by John Ray

North Fulton Business Radio

Essie Escobedo, Office Angels

00:00 /

Essie Escobedo, Office Angels (North Fulton Business Radio, Episode 314)

Essie Escobedo of Office Angels joins host John Ray to discuss why she formed her now twenty year old company and how she helps small business owners with outsourced administrative, bookkeeping, marketing, and other services. “North Fulton Business Radio” is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta.

Essie Escobedo, Chief Executive Angel, Office Angels

Essie launched Office Angels in 2001 after a 20+ year career as a small business owner, serving as Owner and Chief Financial Officer of two corporations which she co-founded. Essie served on the Board of Directors of the National Association of Women Business Owners (NAWBO), the Atlanta Women’s Network (AWN), and currently serves on the Advisory Boards of Professional Women’s Information Network (ProWIN) and Access to Capital for Entrepreneurs (ACE). She mentors on how to start and run a successful business, and volunteers with the Georgia Consortium for Personal Financial Literacy and with The Edge Connection.

Essie holds a Bachelor of Science degree in Physics from The American University and has been an Adjunct Professor of Business at Lanier Technical College.

Company website

Questions/Topics Discussed in this Show

When and why did you start Office Angels?
How is Office Angels different from a traditional staffing agency?
What kinds of services does Office Angels provide?
How does the process work?
How does one know when his/she is ready to work with Office Angels?
How does one evaluate the cost/benefit of working with Office Angels?
What has changed at Office Angels since the pandemic started?
Do you think the acceptance of remote work will continue after COVID-19?
How are your small business owners changing the way they do business?

North Fulton Business Radio is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link. The show can be found on all the major podcast apps by searching “North Fulton Business Radio.”

Positioning Your Business for a Successful 2021, with Scott Siegel, Beacon Sales Advisors

December 17, 2020 by John Ray

North Fulton Studio

Positioning Your Business for a Successful 2021, with Scott Siegel, Beacon Sales Advisors

00:00 /

Positioning Your Business for a Successful 2021, with Scott Siegel, Beacon Sales Advisors

John Ray: [00:00:00] And hello again, everyone. I’m John Ray with Business RadioX. And I’m here with Scott Siegel. And Scott is with Beacon Sales Advisors, his own firm, where he acts as a Outsourced VP of sales for a variety of companies. So, Scott, my question for you is, what do I need to do to position myself and my business for a successful 2021?

Scott Siegel: [00:00:28] John, that’s a great question. There’s a couple of steps that any business owner needs to take, but first is you need to review 2020, and you need to talk about what worked and didn’t work, you need to talk to your team and your customers, and you need to listen for what you don’t want to hear.

Scott Siegel: [00:00:47] As you’re thinking about 2021, there were three things you need to do. You need to focus on your sales strategy, you need to set very clear goals to keep you at, you need to have a revenue forecast by month and service, and you need to make sure you have the right sales team. The second thing you need to do is you need to define sales process in a CRM or customer relationship management system with defined steps and objectives. The third thing, sales management. You need the right forecasting tools, pipeline tools, and you need the right compensation structure.

Scott Siegel: [00:01:25] But what it all comes down to is focus. Focusing on the right customers and the channels and prioritizing. Focusing on continuing to sell even in these challenging times. Don’t stop and focus on the basics. Weekly sales meetings, weekly one-to-ones. Then, demonstrating to your team that you care. The most important thing is communicate, communicate and communicate. That’s what you need to do to prepare for for a successful 2021.

Scott Siegel, Founder, Beacon Sales Advisors

Scott Siegel is the founder of Beacon Sales Advisors. He is an outsourced, fractional Vice President of Sales, who focuses on helping small and mid-size companies optimize their sales strategy, process, and execution. Scott helps companies with hiring and developing the sales force, transforming company sales culture, implementing new sales processes and procedures, and instilling best practices. He focuses not only at the strategic level but also at the tactical level; all to help companies achieve record-breaking sales.

Scott earned his bachelor’s from West Virginia Wesleyan and an MBA from the University of New Haven. He started his career with Frito-Lay and worked for Welch’s, Keurig Green Mountain and good2grow leading sales organizations ranging from $25 million to $3 billion. Scott’s held broad cross-functional leadership roles in national sales, field sales, operations, marketing and corporate strategy.

To learn more, go to the Beacon Sales Advisors website, email Scott, or call directly: 978-881-4069.

Listen to a full North Fulton Business Radio interview with Scott here.

The “One Minute Interview” series is produced by John Ray and in the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link.