Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams pivot and scale success. He’s a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries – some the most dangerous places on the planet – has been published in news outlets including TIME, CNN, NBC, Forbes, the Wall Street Journal and INC. His clients have included Deloitte, ConAgra, Coca-Cola and dozens of similar businesses. 

Shawn is also a nationally-syndicated columnist with the Business Journals and author of the books Pivot Point: Turn On A Dime Without Sacrificing Results, Universal Export: A Guide For Overachievers in Working Less And Enjoying More, and forthcoming book, Bulletproof Selling: Systemizing Sales For The Battlefield Of Business.

In this episode, Karen and Shawn discuss:

• Success Story of Shawn
• Commit to Get Leads
  • Be clear about what a qualified lead is for your business and make sure to take the time to add qualified leads into your pipeline every week. 
• Consult to Sell
  • If you keep those three M’s in mind – movement, method and messaging – you’ll be doing more to map and systemize your conversion that most salespeople are able to accomplish in a lifetime.
• Connect to Build and Grow
  • Create a pipeline, not a funnel. It will keep contacts in play and always have a next point of outreach on the calendar until they are ready to have a conversation. A CRM allows you to remove hope of a future client and give you structure to your pipeline to convert the client. 
• Success Thinking, Activities and Vision
  • We have to figure out what it is about us that is going to make it okay for us to call someone and interrupt their day. What is the impact and the value that you or your product and your services bring into the lives of your customers.
• Sweet Spot of Success