Welcome to Sales Talk for CEOs, a show where Alice Heiman interviews successful CEOs who have successfully scaled their B2B sales organizations. In each episode, we get to know the sales background of each CEO, dig into the strategies they've used to build their sales organization and wrap it up with what the future holds. We cover the good, the bad and the ugly of scaling a sales organization in order to deliver to you: value and insights.
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It’s time for someone to teach artists about finance. I’m Dannie Place, a multi-media artist and producer who also worked on Wall Street for a couple years and in the finance industry for about a decade, and want to share what I’ve learned with you. Learn how to sustain yourself as an artist/musician/creator and avoid burn out as I break down finance in simple ways, specific to the artist lifestyle. Hear from fellow artists as they share their financial and business journeys and other financ ...
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Tune each week as Paula Granquist interviews artists from around Northfield and Minnesota. New episodes each Friday.
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The Dakota Way: Why it Matters with Gui Costin
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Chapters 01:06 Guest Introduction 01:13 Dakota's Dual Business Model 02:39 Origin Story of Dakota 03:10 Transition from Employee to Entrepreneur 05:06 Early Days and Initial Client Acquisition 06:37 Growing the Company and Sales Team Development 07:42 Implementing the 'Dakota Way' 09:01 CEO's Role in Sales Process 10:32 Sales Team Expansion and Dev…
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ArtZany! Radio for the Imagination! Chris Holmquist and Sandra Sargent from the Fine Craft Collective, 11-15-24
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Today in the ArtZany Radio studio Paula Granquist welcomes ceramic artist Chris Holmquist and stained-glass artist Sandra Sargent from the Fine Craft Collective. The FCC is a seasonal holiday pop-up featuring 27 local and regional fine craft artists working in a wide variety of media, such as ceramics, textiles, jewelry, wood...and more!…
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Sales Funnel vs. Sales Pipeline: Key Differences for Better Sales Strategies
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Episode Details Chapters 00:01 Introduction and Importance of Modern Sales Strategies 01:40 Understanding and Organizing Sales Opportunities 03:16 Differentiating Leads from Opportunities 04:47 Tracking and Managing Opportunities 06:13 The Funnel vs. The Pipeline 07:33 Analyzing Pipeline Health and Sales Quotas 09:02 The Significance of Periodic Re…
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ArtZany! Radio for the Imagination! Bows, Strings, & Contentment; Bad Mama; Alice's Wonder, 11-8-24
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Today in the ArtZany Radio studio Paula Granquist welcomes Laura Geissler and Laurie Melting Stegner from Bows, Strings, & Contentment and Martha Larson from Bad Mama to preview their Fall Concert. Then Jim Rossow from ArtMakers will share the story of the new musical Alice’s Wonder.By KYMN Radio
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Scaling Your Business Through Founder-Led Sales and the Power of Partnerships
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Chapters 01:21 Guest Introduction Introduction to guest Jay Aigner, a founder of a QA software testing company, sharing glimpses into starting his business. 01:39 Current Company Operations Jay Aigner explains his company's role in alleviating QA bottlenecks and providing quality assurance services to software companies. 02:17 Initial Inspiration f…
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ArtZany! Radio for the Imagination! Northfield High Production of Something Rotten, 11-1-24
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Today in the ArtZany Radio studio Paula Granquist welcomes director Bob Gregory-Bjorklund and five students from the Northfield High School production of the musical Something Rotten. Imagine competing in the arts with William Shakespeare! If the future of theatre in the 1590’s involves singing, dancing, and acting, then brothers Nick and Nigel Bot…
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Streamline, Personalize, Grow: How AI is Transforming Sales Teams
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Imagine freeing up hours in your day while boosting your team’s productivity and engagement. With the right AI tools, that’s possible. In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and …
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ArtZany! Radio for the Imagination! A Very Moxie Christmas Carol; Groovin' and Movin' Dance, 10-25-24
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Today in the ArtZany Radio studio Paula Granquist welcomes Craig Moxness (aka Mrs. Moxie) to preview the holiday show A Very Moxie Christmas Carol at the Grand Event Center. In addition, Kay Brown from Fifty North will join the show to share details about the upcoming Groovin’ and Movin’ 60’s dance party.…
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ArtZany! Radio for the Imagination! Director Sebastian Lawler and Actors Birch Carlson and Dan Stephans of Northfield Art Guild production of 'My Fair Lady,'10-11-24
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Today in the ArtZany Radio studio Paula Granquist welcomes director Sebastian Lawler and actors Birch Carlson (Eliza Doolittle) and Dan Stephans (Henry Higgins) from the Northfield Arts Guild production of My Fair Lady.By KYMN Radio
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How to Integrate AI into Your Sales Strategy
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Imagine your sales team leveraging tools that analyze data, predict trends, and create personalized messages in real-time. This isn’t some futuristic fantasy—it’s happening now in today’s AI-driven sales landscape. As Alice Heiman puts it, “Salespeople who don’t use AI will be replaced by those who do.” In this episode of Sales Talk for CEOs, Alice…
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ArtZany! Radio for the Imagination! 'What Wakes Her in the Night', Penchant Poets and Their Poems, 10-4-24
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Today in the ArtZany Radio studio Paula Granquist welcomes poets Marie Vogl Gery, Andrea Een and Riki Kölbl Nelson from Penchant Poets to celebrate the publication of their new collection What Wakes Her in the Night.By KYMN Radio
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ArtZany! Radio for the Imagination! Fred Somers, Judy Saye-Willis, Kathy Miller to celebrate the 20th year of the Studio ArTour, 9-27-24
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Fred Somers, Judy Saye-Willis, Kathy Miller to celebrate the 20th year of the Studio ArTourBy KYMN Radio
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How Authenticity Can Become Your Biggest Strategic Advantage
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31:37
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Imagine if the key to faster growth and deeper connections was something as simple as being yourself—authentically. In this episode of Sales Talk for CEOs, Erin Hatzikostas reveals how authenticity, when used intentionally, becomes a powerful tool for CEOs to lead with confidence, build trust, and create a lasting impact in their organizations. Key…
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ArtZany! Radio for the Imagination! Glass blower artist Dante Germain and hyper-realistic graphite artist Thomas Martin, 9-20-24
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Today in the ArtZany Radio studio Paula Granquist welcomes glass blower artist Dante Germain and hyper-realistic graphite artist Thomas Martin - featured artists in the upcoming Lakeville Art Festival. This free festival will host over 100 juried exhibiting artists in ceramics, drawing, fiber, glass, jewelry, metal, mixed media, painting, photograp…
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ArtZany! Radio for the Imagination! Author Scott Carpenter shares his new book Paris Lost and Found: A Memoir of Love, 9-13-24
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Today in the ArtZany Radio studio Paula Granquist welcomes author Scott Carpenter to share his new book Paris Lost and Found: A Memoir of Love. Following the success of FRENCH LIKE MOI, Scott Dominic Carpenter returns to Paris with more humorous, tender, and deftly crafted tales. This time, he wrestles with tragedy as his wife fades with Alzheimer’…
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How Product Focus and Integrity Drove Egnyte’s Growth
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What does it take to build a company from the ground up and lead it to success for 16 years? For Vineet Jain, CEO and Co-founder of Egnyte, the answer is a relentless focus on product excellence and customer satisfaction. In a recent episode of Sales Talk for CEOs, Vineet shared how these principles helped him grow Egnyte into a leading cloud-based…
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ArtZany! Radio for the Imagination! Northfield Arts Guild's 411 Music Concert Series: The Singer's Voice
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Today in the ArtZany Radio studio Paula Granquist welcomes Pauline Jennings, Performing Arts Manager at the Northfield Arts Guild to highlight the 411 Music Concert Series: The Singer’s Voice. This fabulous four-part series is hosted by pianist Dan Chouinard and features a new singer for each of the concerts: Prudence Johnson, T Mychael Rambo, Thom…
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ArtZany! Radio for the Imagination! DJJD "Cowboy Music" Concert & upcoming Hispanic Heritage Celebration
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Today in the ArtZany Radio studio Paula Granquist welcomes conductor Paul Niemisto from the Cannon Valley Regional Orchestra to preview the new DJJD Outdoor Concert “Cowboy Music.” Then Angelica Linder, Northfield Public Library, Library Outreach Manager, will highlight the upcoming Hispanic Heritage Celebration. Cannon Valley Regional Orchestra DJ…
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How to Use Sales Funnels to Improve Revenue Forecasting
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Accurate sales forecasting is critical for sustainable growth, with companies that effectively forecast being 10% more likely to increase their revenue year-over-year. Yet, many CEOs struggle with this crucial aspect of their business. If accurate forecasting remains a challenge, it may be time to examine the health of the sales funnel. In a recent…
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ArtZany! Radio for the Imagination! talks the end of the 2024 Bridge Chamber Music Festival
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Today in the ArtZany Radio studio Paula Granquist welcomes Bridge Chamber Music Festival founder David Carter and from The Stone Arch Brass, trumpet musician Martin Hodel to preview the last two concerts for the 2024 season. https://bridgechambermusicfestival.com Bridge Chamber Music Festival 2024 The Bridge Chamber Music Festival in Northfield, MN…
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Why Your Sales Team Needs Stronger Leadership Now More Than Ever
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One question is on the minds of many CEOs: What exactly should sales leaders be doing to ensure their teams are performing at their peak? The answer, while multifaceted, revolves around a critical shift in focus—prioritizing customer experience and empowering sales teams to excel. Shifting Focus: From Internal Metrics to Customer Experience Traditi…
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ArtZany! Radio for the Imagination! talks the 8th Annual Cannon River Clay Tour
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Today in the ArtZany Radio studio Paula Granquist welcomes ceramic artists Joel Froehle and Alex Olson from the Cannon River Clay Tour. The Cannon Clay Cooperative will showcase the work of twenty-two regional clay artists on the Cannon River Clay Tour. This free, self-guided studio tour and sale has four tour stops located in the beautiful Northfi…
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Your Blueprint for Hiring Top Sales Talent
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How can CEOs consistently hire top-tier sales talent? Kristie Jones, a sales leadership expert with over 20 years of experience, shares her strategies for attracting, hiring, and onboarding the best sales professionals in the latest episode of Sales Talk for CEOs. Kristie dives into the hiring process, the importance of structured onboarding, and e…
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What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany's journey from sales frustration to creating a thriving business is a testament to this idea. In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Globa…
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Building Your A-Team: Matthew Toth's Proven Strategies for Hiring and Retaining Top Talent
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In an era where technology evolves at lightning speed, having the right team in place is no longer a luxury—it's a necessity. CEOs today face the critical task of ensuring their organizations are equipped for sustained growth and success. Matthew Toth, CEO of C3 Technology Advisors, shares valuable insights from his 15-year journey in building a su…
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ArtZany! Radio for the Imagination! talks NAG's production of The Merry Wives of Windsor
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Today in the ArtZany Radio studio Paula Granquist welcomes director Michelle Schwantes, stage manager and actor Carney Gray and actor Kevin Chapman from the Northfield Arts Guild production of Shakespeare’s The Merry Wives of Windsor. https://northfieldartsguild.org/arts/theater/64-theater-season/ The Merry Wives of Windsor Michelle Schwantes, dire…
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Is a Chief Revenue Officer Right for Your Business? When to Consider a CRO
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In the complex world of company leadership structures, the role of the Chief Revenue Officer (CRO) has sparked debates on its necessity and timing. In this episode of "Sales Talk for CEOs," Alice Heiman dives into the nuances of the CRO role, helping CEOs determine if and when it might be essential for their company. Deciphering the CRO Role: The e…
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ArtZany! Radio for the Imagination! Preview of the 2024 Vintage Band Festival
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Today in the ArtZany Radio studio Paula Granquist welcomes Jan Stevens, David Clarke, and Randy Ferguson from the Vintage Band Festival to preview the 2024 weekend concerts in Northfield, Minnesota. https://vintagebandfestival.orgBy KYMN Radio
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The Power of Vision: John Klymshyn on Leading Sales and Inspiring Teams
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44:47
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What role does vision play in sales and leadership? John Klymshyn, a Navy veteran turned renowned sales coach, author, and speaker shares his insights on how a clear vision can transform sales teams and inspire individuals to achieve greatness. Join us as John discusses his journey, the importance of vision, and actionable strategies for CEOs to le…
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ArtZany! Radio for the Imagination welcomes The Northfield Garden Club to preview the 2024 Garden Tour
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ArtZany! host, Paula Granquist, welcomes Elizabeth Olson and Donna May from The Northfield Garden Club to preview the 2024 Garden TourBy KYMN Radio
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From Engineer to CEO: Marko Dinic's Unexpected Journey in Tech Leadership
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Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Leading his company through both triumphs and challenges, Marko, CEO of Jatheon, delves into his experiences, lessons learned, and the unique insights he's gained along the way. Complex Sales Re…
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ArtZany! Radio for the Imagination! Paradise Center for the Arts discusses production of Crazy for You
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Today in the ArtZany Radio studio Paula Granquist welcomes Director Rachel Haider and Music Director Will McIntyre from the Paradise Center for the Arts production of Crazy for You. In addition, actors Lily Roehrick (Irene), Nicky Hosterman (Bobby), and Hannah Johnson (Polly) will be in the studio to talk about the show.…
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From Problem to Product: Sujan Patel's Path to Mailshake
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In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. His solution? Build a tool so effective that it turned into a successful company, Mailshake. In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful b…
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ArtZany! Radio for the Imagination! Richard Collman discusses Northfield Noontime Organ Recitals
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Today in the ArtZany Radio studio Paula Granquist welcomes Richard Collman, organist and founder of the Northfield Noontime Organ Recitals. We will preview the 17th Annual Season of these beloved summer Wednesday afternoon organ concerts.By KYMN Radio
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Unlocking Growth: Why Every CEO Needs a Team of A-Players
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Imagine this: every person reporting directly to you is not just competent, but an A-player, fully aligned with your vision and driving your company's growth. Sounds ideal, right? This is not just a dream—it's an achievable reality that can transform the way you lead. Today on "Sales Talk for CEOs," Alice Heiman delves into why having the right peo…
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ArtZany! Radio for the Imagination! Author Teresa Peterson discusses her book 'Perennial Ceremony: Lessons and Gifts from a Dakota Garden, 6-21-24
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Today in the ArtZany Radio studio Paula Granquist welcomes author Teresa Peterson to discuss her new book Perennial Ceremony: Lessons and Gifts from a Dakota Garden.By KYMN Radio
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The Art of Whale Hunting: Strategies for Big Sales Success
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Landing big deals, or "whale hunting," is crucial for small and mid-sized businesses aiming to grow. In a recent episode of "Sales Talk for CEOs," Barbara Weaver Smith, an expert in whale hunting, shared invaluable insights on how CEOs can successfully target and secure these significant accounts. From Strategy to Action: The Essence of Whale Hunti…
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ArtZany! Radio for the Imagination! Author Dan Van Tassel on his new memoir; Natalie Draper and Anika Rychner on Runway Revival Fashion Show, 6-14-24
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Today in the ArtZany Radio studio Paula Granquist welcomes author Dan Van Tassel to discuss his new memoir Beyond Barron and then we’ll preview the Northfield Community Action Center’s Runway Revival Fashion Show event with Natalie Draper and Anika Rychner.By KYMN Radio
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From 1 million to 1.5 billion at Angie’s List, What Alex Levin did Next
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Episode Summary: Ever felt the frustration of navigating customer service bots that just don't get your problem? Alex Levin of Regal.io understands this pain all too well and is transforming customer interaction with a human touch. He shares his journey from working to build Angie’s list to cofounding Regal.io, getting customer feedback in the earl…
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ArtZany! Radio for the Imagination! Happenings at the Paradise Center for the Arts, 6-7-24
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Today in the ArtZany Radio studio Paula Granquist highlights happenings at the Paradise Center for the Arts with Julie Fakler, Executive Director, Will McIntyre, Performing Arts and Education Director and Kiara and Andy Artley from the Little Fish Improv group.By KYMN Radio
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Turning a Sweet Idea into a Thriving Business: The Grove Cookie Journey
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Did you know 95% of Americans eat at least one cookie per month? In today's "Sales Talk for CEOs," Alice speaks with Grayson Hogard's entrepreneurial journey from hobby baking to a hugely successful business. As CEO of Grove Cookies, Grayson turned traditional treats into a powerhouse of corporate gifting. Discover how cookies can reshape client re…
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ArtZany! Radio for the Imagination! Cannon Valley Regional Orchestra and Bows, Strings, and Contentment Orchestra, 5-31-24
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Today in the ArtZany Radio studio Paula Granquist celebrates summer music with Paul Niemisto and Clark Ohnesorge from the Cannon Valley Regional Orchestra and then with Peter Stegner, Laura Geissler, Laurie Melting Stegner from Bows, Strings, and Contentment Orchestra.By KYMN Radio
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Why Your Sales Aren't Growing: The Critical Role of Value in Customer Acquisition with Expert Ian Campbell
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In today's fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest "Sales Talk for CEOs" episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of "The Value Sale." In this discussion, we delve into how emphasizing value rather than j…
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ArtZany! Radio for the Imagination! Julianna Skluzacek and Ann Etter from "The Children's Hour" 5-24-24
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Today in the ArtZany Radio studio Paula Granquist welcomes director Julianna Skluzacek and actor Ann Etter from the Northfield Arts Guild production of The Children’s Hour. Set in a 1930’s boarding school, this play explores how a lie and a rumor about an affair between the headmistresses Karen and Martha unfolds into a scandal with devastating con…
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Art Zany! Radio for the Imagination! Author Gretchen Anthony 5-17-24
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Today in the ArtZany Radio studio Paula Granquist welcomes author Gretchen Anthony to share her new novel Tired Ladies Take a Stand and preview the event at Content Bookstore. Heartfelt, emotionally perceptive and sharply funny, Tired Ladies Take a Stand celebrates the bonds of female friendship and women reclaiming their autonomy in a world that e…
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From Silos to Synergy: Transforming Your Team with a Go-to-Market Framework
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Did you know that collaborative team selling has become a fundamental approach for modern businesses? According to Forrester, nearly 60% of sales leaders now emphasize team collaboration over individual efforts to secure significant deals. In this compelling solo episode of Sales Talk for CEOs, Alice Heiman explores why moving away from traditional…
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From Sales Rep to CEO: Navigating the Journey to Funded Startup
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"It's how you sell that becomes your differentiator in a crowded market," explained Ross Rich. Alice was excited to talk with Ross, whom she’s known since the early days of his entrepreneurial journey. Ross, the CEO of Accord, started his company to solve a critical problem in sales: lack of transparency between teams and customers. His insights ar…
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ArtZany! Radio for the Imagination! Jessica Prill and Stephen McKenzie from Straight River Art Festival, and Kay Brown from FiftyNorth, 5-10-24
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Today in the ArtZany Radio studio Paula Granquist welcomes Jessica Prill and Stephen Mckenzie from the Straight River Art Festival in Faribault to preview the show and share the details about the onsite art project—a 20-foot mono print made with a steam roller. Then Kay Brown from FiftyNorth will join the show to share the details about a Victorian…
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Leading with Empathy: How Cory Munchbach’s Journey from Analyst to CEO Shapes her Leadership Today
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How does a product marketer end up in the CEO seat? Moving from being an analyst at Forrester to starting at BlueConic as a product marketer and doing many different jobs at the company over the years landed Cory Munchback the CEO seat. Fully backed by the founder, Cory shares her remarkable journey from analyst to CEO, detailing the vital lessons …
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ArtZany! Radio for the Imagination! Poets of the Northfield Public Library, 5-3-24
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Today in the ArtZany Radio studio Paula Granquist welcomes the Poets of the Northfield Public Library: Becky Boling, Heather Candels, D.E. Green, Steve McCown, Julie A. Ryan. We will celebrate the publication of their new poetry anthology of original work, We Look West.By KYMN Radio
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