A Better Way to Find A Solution

ExpertsThatSpeak.com is a group of expert speakers and consultants focused on delivering solutions to the top critical business issues facing CEOs. Our speaker communities are aligned with strategic issues that are most important to organizations.  To discuss an application for your organization, please call David McNair so I may provide you with full details.  Click the links below to any of our speaker communities to view groups of speakers offering solutions about specific management issues.  

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By David McNair

In my 25 years of direct marketing, I have learned critical lessons on developing and achieving successful marketing programs.

LESSON 1: Don’t underestimate your competition.

LESSON 2: Creating and implementing Internet-based marketing campaigns is both an art and a science.

Imagine marketing your message to an extremely targeted audience that best fits your keynote speech, consulting services and products. You want to hit a home run to the business sweet-spot of your target audience.

The ART OF EMAIL MARKETING balances the combination of many variables to get the results and responses you want. Targeted email marketing gives you the right combination of variables to hit a home run for you, the speaker.

For example, the subject line of your email should be between three to seven words in length to capture the readers’ interest and to be opened between two to three seconds of viewing. After the email is opened--and within two sentences--email marketers must engage readers with their value proposition and persuade readers to continue reading. Other variables include the day the email is sent--even the time of day the email hits the audience.

Remember, CONTENT IS KING because if the content and message are not of interest to the audience, then the email won’t receive responses. Also, the speaker’s marketing agent must understand branding and packaging to position the speaker with topics that create (or present) the most value.

The SCIENCE OF DATABASE SEGMENTATION is simply the process of dividing up a large database into smaller groups with highly defined characteristics for each group. We then match the smaller database groups to specific audiences that meet the criteria of each speaker’s customer demographics. The more targeted the database, then the more targeted the message can be.

The initial consideration is who buys a particular speaker’s services? The touch-point contacts can be selected by multiple job titles according to executive and management email addresses.

Other considerations include what industry your product or service most specifically caters, and are there any geographic limitations? With more than 85,000 email addresses within 216 industries, we can segment the databases to include only the people most likely to purchase your type of product or service.

Call David McNair at 214-227-9916 for more information. Click on Speakers and Topics for the most up-to-date list of speakers we represent. And, to receive top industry news about our speakers, use the form in the upper right hand corner of this page and you will begin receiving our newsletter as soon as possible.

This IN THE NEWS article is published on a monthly basis to keep our readers, speakers and buyers informed and up-to-date on the business of ExpertsThatSpeak.

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• 14 years of organizing Golf Tournaments and Golf Outings
• 5 Years on SBC Employee Golf Association Board of Directors
• 3 Years on Bank One Senior PGA Championship Golf Tournament
  Volunteer Committee
• Including Chair of Scoring Committee

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Who killed service? Clue, it wasn’t Colonel Mustard in the Library. By Carl Youngberg

Searching for Service that Sells

While there are many possible reasons, I believe our service levels have suffered most because employees see their bosses do it. “Do as I say, or do as I do”.

“Incompetent managers who fail to interact and guide their teams in their day-to-day roles are the major cause of Britain's culture of poor customer service”, according to a new report at www.management-issues.com.

Research by consultants has found that more than six out of ten people employed in customer-facing sales and service roles say that their manager’s behavior towards them affects the level of customer service they deliver.

The research, based on a survey of more than 570 frontline workers, found that the behavior of UK line management has a direct impact on the quality of service and brand experience that is extended to customers. Almost half went so far as to claim that the relationship with their manager ‘always’ impacted upon the customer experience they deliver.

Forrest Covin, Dallas owner of Covin’s House & Table fine home furnishings store and provider of great service has this theory. He believes that companies that focus their employee training on the mechanics of the job, rather than the spirit and reason for the job, miss the point big time. When they surveyed key successful executives, 85% of them reported that their success came from people skills and not from skill sets. Same on the front line!

Kelly Hewitt, astute service observer and owner of a Dallas marketing agency knows that even the most powerful advertising campaign can’t cover up poor experiences. She believes that the quality of Customer Service is relative to the belief and vision of top management. “It's an inside job: from hiring the right people to training them in the style and level of service expectation throughout the organization.”

“I think that the Baby Boomers are the most fussy about Customer Service; probably because we grew up with it. Also, Baby Boomers are soon to be one of the largest buying blocks in history. Put that fact together with a retail organization that doesn't give good service. Or, on the other side of the coin, what if the retail organization gave GOOD SERVICE - would they not have a better chance of differentiating themselves from a likened retailer” noted Kelly.

When in doubt, remember the wisdom of my boss Stanley Marcus. “If it’s not good for the customer, it’s not good for Neiman Marcus”. The service key - start with what will please me and then work backwards until you find the barrier.

In the final word, frequently define your own service philosophy and expectations for your organization. At the next staff meeting, ask everyone to jot down their version of how they serve their customer. Collect the sheets and see the gaps if any. As bosses, when we ask the hard question and then are willing to own the hard answers - the service solution begins and the search for service that sells is off to a great start.

Carl Youngberg is a Professional Speaker specializing in Empowering People and Business.

Carl has come out of an executive world at Neiman-Marcus and Saks Fifth Avenue knowing a lot about business and learning a lot about people. His love of humor, coupled with practical “take-home” solutions, make him a hit across many industries. Carl knows quality service inside and out and works with organizations to break through the service barrier.

Watch Carl Speak to His Audience! His new book, Make Yourself Matter, Discovering the Freedoms to Do What You Were Born to Do looks at the secret behind what prevents us from moving forward in our life and our work. Go to the top left of this page to Speaker Profiles to find out more on Carl and to Topics and Programs to see his program outlines. More information on Carl can be found on his website at http://www.concepts3inc.com. To schedule Carl for an event, go to Book A Speaker at top left tab. Or simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. Fee Category:  4.0k to 6.5k
 

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Carl Youngberg Profile

When Jack Welch took over as CEO of General Electric, the company was merely the most successful company in American history. Naturally, he saw room for improvement, and the success that he achieved has been well documented. But how did he do it? He gave a clue in a letter sent to all employees in January 1998…he identified the only behavior that was acceptable at GE was the "A" player.

"The reality is, we simply cannot afford to field anything but teams of "A" players. As we go forward, there will be nothing but "A's" in every leadership position…and they will build teams consisting of nothing but "A" players."

Leaders in all organizations today need to find a way to obtain a sustainable competitive advantage by attracting and retaining nothing but "A players.”

The encouragement of high personal and organizational performance is the work of Concepts 3, Inc. (C3, Inc.) As a successful communications and human relations company, C3 provides professional development programs, resources and services. The Company believes that through discovering our dominant behavior preferences, we can impact our business success by letting our behavior knowledge work for us to produce the results we want.

Chartered in 1989, C3 has grown to become one of the most effective and dependable groups in the area of management & employee interpersonal skills, coaching and development. C3, Inc. is dedicated to the growth and enhancement of human skills that makes people better at everything they do. Our affiliation with Inscape Publishing, developers of DiSC, one of the most widely recognized programs for identifying workplace behavior, supports our customized workshops on many business topics.

Concepts 3 works with organizations who want employees with positive attitudes and individuals who want to be seen in a positive light.

Carl D. Youngberg incorporates his experience in high technology, retail, wholesale, insurance, education, manufacturing, and fashion. He built a successful business career in marketing and management before launching Concepts 3, Inc. His experience includes more than twenty-one years of people development, management, and merchant experience at Saks Fifth Avenue and Neiman Marcus.

The core business of C3, Inc. is the delivery of keynotes, retreats, and development presentations with topics ranging from Handling Organizational Change, Watch versus Swatch--The Gen X Clash of Generations, Using Emotional Intelligence in People Management to Seven Secrets of Fabulous Customer Service. Carl is frequently sought out as a contributor by the print media as commentator and writer. These include The Wall Street Journal, The Dallas Morning News, Women’s Wear Daily, and many newspapers and trade magazines.

Today C3, Inc. clients include Microsoft, MCI, Boise Cascade Office Products, Office Depot, IBM, University of Texas Medical Branch Hospitals, Zale Lipshy University Hospital, Neiman Marcus, Trammell Crow, The Dallas Market Center, The Principal Financial Group, United Way, Region 10 Education Service Center, MetLife, DISD, La Madeleine French Bakery and Cafe and Coca Cola Bottling Group Southwest.

Because of the interest and the experience gathered in retail, business, and global marketing, Carl Youngberg is a frequent speaker for professional associations and for continuing education credit programs. He presents regularly at Southern Methodist University on human behavior and the work place.

Carl Youngberg is a Professional Speaker specializing in Empowering People and Business.

Carl has come out of an executive world at Neiman-Marcus and Saks Fifth Avenue knowing a lot about business and learning a lot about people. His love of humor, coupled with practical “take-home” solutions, make him a hit across many industries. Carl knows quality service inside and out and works with organizations to break through the service barrier.

Watch Carl Speak to His Audience! His new book, Make Yourself Matter, Discovering the Freedoms to Do What You Were Born to Do looks at the secret behind what prevents us from moving forward in our life and our work. Go to the top left of this page to Speaker Profiles to find out more on Carl and to Topics and Programs to see his program outlines. More information on Carl can be found on his website at http://www.concepts3inc.com. To schedule Carl for an event, go to Book A Speaker at top left tab. Or simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. Fee Category:  4.0k to 6.5k
 

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Carl Youngberg Biography

Customer Service, Sales Development, Education & Training, Human Behavior, Change Management, Women’s Issues
Fee Category: 4.0k to 6.5k

Carl Youngberg is the president of Concepts 3, Inc. Carl is currently working on his new book, Make Yourself Matter, (the subject of his keynote address), that looks at the secret behind what prevents us from moving forward in our life and in our work.

Carl is a big hit across many industries and focuses on healthcare, marketing and financial services. He has a myriad of programs
that are specifically designed to inspire and motivate people to grow and change as a way of achieving more success and happiness in their lives.

Because of his rich background in business, Carl is frequently sought out as a contributor by the print media as commentator and writer. These include The Wall Street Journal, The Dallas Morning News, Women’s Wear Daily, and many newspapers and trade magazines and newspapers.

In his work experience, Carl has been associated with some of the top executives in specialty retailing in the world. His career includes over 21 years of executive experience at 1981 -1990 Neiman Marcus in Dallas and 1969- 1981 Saks Fifth Avenue in New York.

Program Outlines:

Make Yourself Matter
Leadership A la Carte
Kiss ‘Em All 4 Cheeks
Shut-up and Start Selling
Shut-up and Start Learning
Serve ‘Em Right
Making Every Minute Count
Sex, Lies & Diversity
Stop Sitting On Your Barcode
Rebels In Pinstripes
Teamology
Maximizing You
7 Attitudes Of Highly Successful People
Harried, Hurried & Worried Sick
Life’s Too Short to Wear Tight Clothes
One Smart Cookie
Make Yourself Matter as a Woman in a Man’s World
Service Development Process™ (SDP)

Carl Youngberg is a Professional Speaker specializing in Empowering People and Business.

Carl has come out of an executive world at Neiman-Marcus and Saks Fifth Avenue knowing a lot about business and learning a lot about people. His love of humor, coupled with practical “take-home” solutions, make him a hit across many industries. Carl knows quality service inside and out and works with organizations to break through the service barrier.

Watch Carl Speak to His Audience! His new book, Make Yourself Matter, Discovering the Freedoms to Do What You Were Born to Do looks at the secret behind what prevents us from moving forward in our life and our work. Go to the top left of this page to Speaker Profiles to find out more on Carl and to Topics and Programs to see his program outlines. More information on Carl can be found on his website at http://www.concepts3inc.com. To schedule Carl for an event, go to Book A Speaker at top left tab. Or simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. Fee Category:  4.0k to 6.5k

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Warren Greshes Profile

AMERICA’S BUSINESS IMPROVEMENT SPEAKER
There is a Reason Warren Keeps Coming Back

How many speakers can claim to have delivered the same keynote speech, for the same client, fifteen times over, in a period of three years? How many speakers can say they were asked back to keynote the same Fortune 500 client seven years in a row, doing an entirely different speech each time? Warren Greshes has done both. And more...

"Dear Warren...You did a tremendous job for us. However, let me tell you why the work you did for us was so good.
1. You were the only speaker I interviewed who really found out about our needs and our business.
2. You followed through on what you learned by tailoring your presentation to our needs. Many of our folks commented on how well you understood your audience and our business.
3. At presentation time, you delivered in a big way. It's been over two months since your presentation, and people are still talking about you.
Matthew A. Riebel
Vice President, Nationwide Financial

Known as "America's business improvement speaker," and an expert in sales motivation, Warren Greshes shows his audiences how to differentiate themselves from the competition, sell value rather than price, and be the kind of expert, advisor and resource that makes salespeople indispensable to their clients.
In his frequently requested talk, “Make My Life Easier: What the 21st Century Client Really Wants,” Warren teaches his audience:

• How to go beyond being a salesperson to becoming an expert, advisor, resource and single point of contact for their clients.
• 3 reasons why you always want to sell value and not get stuck selling price.
• That in a world where “Time,” has become a more valuable commodity than money, Speed and Ease are the two biggest benefits you can deliver to your clients.
• How the demographic changes in American Society have changed who the clients are; what they buy; how they buy and most importantly why they buy.

If you’re interested in installing the self-starting generator in your sales force that creates long lasting internal motivation, and naturally, increased sales call us today to inquire about Warren’s availability.

Warren Greshes is a Professional Speaker specializing in Business Improvement. Known as "America's Business Improvement Speaker," and an expert in sales motivation, Warren Greshes shows his audiences how to differentiate themselves from the competition, sell value rather than price, and be the kind of expert, advisor and resource that makes salespeople indispensable to their clients. Watch Warren Speak to His Audience! He is a member of the Speaker Hall of Fame and author of the best selling book The Best Damn Sales Book Ever. Go to the top left of this page to Speaker Profiles to find out more on Warren and to Topics and Programs to see his program outlines. Warren’s book, audio and video programs and CDs series can be found on his website at http://greshes.net/. To schedule Warren for an event, go to Book A Speaker at top left tab. Or simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. Fee Category: $12,500 for a keynote, $15,000 for a 1/2 day and $20,000 for a full day.

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Warren Greshes, CPAE Biography
Sales, Success, Small Business, Customer Service
Fee Category: $12,500 for a keynote, $15,000 for a ½ day and $20,000 for a full day.

It’s been said about Warren Greshes that his presentations elevate a keynote speech to a form of performance art. Sharpened on the grindstone of New York’s cut-throat garment industry, where he spent 10 years as a national sales manager, his street-smart sales instinct combine with an electrifying style for a session you won’t soon forget.

As an expert in the areas of sales motivation and personal and professional development, Warren has addressed corporate and association audiences all over the world. His corporate clients include: Bridgestone/Firestone, Hewlett Packard, Monsanto and Coca Cola. Warren has also spoken in front of some of the largest and most prestigious organizations in the world, including The Million Dollar Round Table, The National Association of Realtors and Sales and Marketing Executives International.

International audiences find that his practical “real world” solutions and views on the global economy are right on the money. His positive and pragmatic message has given thousands the power to overcome obstacles and “conquer the world.” His unique, action-oriented style and customized messages consistently earn him high praise from his clients.

Warren hosts a weekly internet radio show, “The Warren Greshes Show: Your Voice for Sales, Success and Small Business.” In addition, he has produced audio and video programs in the areas of sales, success and customer service, and his first book, “The Best Damn Sales Book Ever: 16 Rock-Solid Rules to Achieving Sales Success,” published by John Wiley & Sons of New York is available world wide.

Warren has served on the board of directors of the National Speakers Association, and in 1998 was awarded their highest designation when he was inducted into the Speakers’ Hall of Fame.

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The “Graying” Of the Glass Ceiling By Warren Greshes

According to Fortune Magazine (Have you Outgrown your Job?), Generation X (born 1965 to 1980) is trapped. As the smallest generation since the great depression (50 million), their progress in climbing the corporate ladder is being blocked by the baby boomers; the 77 million Americans born between 1946 and 1964.

If we turn back the clock to 1996 there were 64 million U.S. workers aged 30 to 39 and 43 million aged 40 to 59. Now the situation has reversed. Currently there are only 40 million and 69 million, respectively.

Now while many boomers over fifty were tossed out the door, in today’s leaner companies, executive jobs are fewer, and boomers who have hung on to them are in no hurry to let go. In fact, a survey of 2,000 senior-level mangers at global companies found that 44% plan to keep working past the age of 64 (Korn/Ferry). Many Generation Xer’s are being blocked from promotions even though they’re experienced, qualified and performing at high levels.

Take the legal profession: In 1998, associates took an average of 7 years to make partner, now it’s almost 10 years!
What can you do if you’re in this bind? Here are six ways to jump-start your career (whether you’re a Gen Xer or not):

• Look for Growth. The Gray Ceiling is harder to bypass in slow-growing industries. If you want a bigger job, think about jumping to an industry that’s creating lots of them.
• Go Abroad. Whether you stay with your current employer or look elsewhere, familiarity with foreign markets is a must now for anyone who wants to move up.
• Downsize. Sometimes to move up you need to move down – to a smaller company. They tend to have less rigid hierarchies than big firms do and care less (if at all) about seniority.
• Get a mentor. You need someone who will fight for you. Someone higher up who’s willing to coach you on the political subtleties can be an indispensable ally.
• Find a mess to fix. Being willing to tackle the thorniest problem – preferably the one that’s keeping your boss up at night is one of the fastest ways to become visible and get promoted.
• Run your own show. It takes a strong stomach to start a company, but if nothing else, being the boss will oblige you to pick up new skills, think strategically, and learn to deal creatively with setbacks; all invaluable assets no matter where you end up.

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Warren Greshes is a Professional Speaker specializing in Business Improvement. Known as "America's Business Improvement Speaker," and an expert in sales motivation, Warren Greshes shows his audiences how to differentiate themselves from the competition, sell value rather than price, and be the kind of expert, advisor and resource that makes salespeople indispensable to their clients. Watch Warren Speak to His Audience! He is a member of the Speaker Hall of Fame and author of the best selling book The Best Damn Sales Book Ever. Go to the top left of this page to Speaker Profiles to find out more on Warren and to Topics and Programs to see his program outlines. Warren’s book, audio and video programs and CDs series can be found on his website at http://greshes.net/. To schedule Warren for an event, go to Book A Speaker at top left tab. Or simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. Fee Category: $12,500 for a keynote, $15,000 for a ½ day and $20,000 for a full day.

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Jane Handly is a Professional Speaker specializing in Customer Service and Business Development. For more that 20 years, Jane Handly has been highly sought after as a speaker, trainer and consultant in the area of customer service and retention. She teaches practical ideas on exceeding expectations, handling difficult situations, increasing internal team work, boosting sales and much more. Watch Jane Speak to Her Audience! As dynamic as she is down to earth, her unique style captivates and motivates people to go the extra mile to wow their customers. Jane Handly is a member of the Speaker Hall of Fame and author of several best selling books. Saving corporations millions plus added revenue, Jane has proven to be a tremendous return on investment for her clients. To schedule Jane for an event, simply call ExpertsThatSpeak.com at 214-227-9916. You can always email us at david@expertsthatspeak.com. To visit Jane’s website go to http://www.janehandly.com/.

Fee Category: 5.0k to 10.0k

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