#22 | Nick Nanton | StorySelling & Celebrity Branding YOU

Nick Nanton is An Emmy Award-Winning Director and Producer, Nick Nanton, Esq., produces media and branded content for top thought leaders and media personalities around the world. Recognized as a leading expert on branding and storytelling, Nick has authored more than two dozen Best-Selling books (including The Wall Street Journal Best-Seller, StorySelling™) and produced and directed more than 60 documentaries, earning 16 Emmy Awards and 36 nominations.

We discuss:

1. In your book, Celebrity Branding YOU, we’re introduced to a system for entrepreneurs, professional, certainly doctors, to become the go-to-expert in their field. Can you provide us with an overview in a way that our listening audience : doctors and medical technology leaders may understand.

2. Fitting vs. Standing Out. How do we explain that “standing out” doesn’t have to be flagrant self-promotion.

3. One of the chapters in Celebrity Branding YOU is entitled, Putting Your Story Behind Your Brand. What’s the biggest mistake people make in this important step.

4. Nick, you teach us the importance of developing a distinct brand platform. I’m particularly interested in your approach of “authorpreneurship” with your clients. Why is publishing a book valuable in this digital and social age?

5. What was the catalyst for you to go from agency owner to a 16x Emmy Award winning film director and dramatize compelling stories across platforms such as Amazon and other well-know channels?

6. It’s been said that video is the sales rep that never sleeps. How would you explain the importance of video – personalized and professionaly developed video to help differentiate one’s personal brand and attract more clients or ideal patients?

7. In Storytelling, an audio book that I regularly return and learn from, you teach us that Storyselling is the act of selling your product or service through telling a story. It puts a human angle to the traditionally dry and boring concept of selling. It connects people to people rather than a faceless corporation to its followers.

8. You say, “Make your uniqueness a selling point by demonstrating to customers through the power of a story how you’re different—and why it should matter to them.” Many sales consultants are focusing on features and how there product is better vs different. What guidance do you have for them today?

#21 | Jason Fair | Sales Monks & Road Warriors

As WireBuzz’s Director of Content Development, Jason Fair helps clients create digital customer journeys to drive business development.

We discuss:

• What question does Jason receive most often from customers?
• Is there “conventional wisdom” in our industry that is just plain wrong?
• Jason created a post 3 days ago that mentioned 40% of B2B reps told Forrester in a recent survey plan to modify their tactics to adapt to remote selling activities. If personalized video works so well in virtual sales, why are so many sales professionals not getting started?
• What is his most profound “Eureka!” moment when he finally “got it”? Video works great to build brand awareness and drive new sales.
• If I’m a medical device sales consultant listening to us chat, I might think – developing content is a “marketing” function, right? Why do salespeople need to understand how to implement content marketing and what can we say that might make it easier for them to get started?
• Are there any people or companies he admires how they’ve integrated LinkedIn into their business development?
• What’s a question that most sales professionals don’t know to ask but would help them drive more sales if they knew to ask?

#20 Chris Do | Creativity & Commerce

Chris Do is an Emmy award-winning designer, director, CEO and Chief Strategist of Blind and the founder of The Futur—an online education platform with the mission of teaching 1 billion people how to make a living doing what they love.

He currently serves as the chairman of the board for the SPJA, and as an advisor to Saleshood. He has also served as: advisory board member for AIGA/LA, Emmys Motion & Title Design Peer Group, Otis Board of Governors, Santa Monica College and Woodbury University.

He has taught Sequential design for over 15 years at ArtCenter College of Design as well as Otis College of Art and Design. Additionally, he has lectured all over the world including: AIGA National Design Conference, Birmingham Design Festival, Awwwards New York/San Francisco/Amsterdam, AIGA Miami, The Design Conference Brisbane, Creative South, Digital Design Days Milan/Geneva, Lu Xun Academy Fine Art Dalian, Motion Conference Santa Fe, VMA Design Conference, MIT Boston, Bend Design Conference, Graphika Manila, Create Philippines, Rise Up Summit Cairo, RGD Design Thinkers Toronto, California Institute of the Arts, LA Art Institute, Otis College of Design, UCLA, MGLA, Cal State Los Angeles/ Northridge, Post Production World, Adobe Video World and San Diego University.

His firm’s work has been recognized by national and international organizations such as: the Emmy’s, Clio, Effie Gold, Huffington Post, Lynda.com, Webbie, Communication Arts, London International Awards, One Show, British D&AD, AICP 20, Pictoplasma, How, 72 dpi, L.A. Weekly, Boards, Res 10, Type Director’s Club (20, 22, 23, 26), IDN, Addy Awards, BDA, Create, Stash (2, 12, 22, 24, 35, 43, 65), Creatie Augustus 2010, Motion Design, Asia Image, Brief, 365 AIGA Year In Design 26, Art Director’s Club, Motionographer, New York Festivals, B Brand, PPaper, I.D., and Print.

Mr. Do has given talks and conducted workshops on: Sales, Negotiations, Value Based Pricing, Mindset, Branding, Graphic & Motion Design, Social Media Marketing, Entrepreneurship, Business Management, and Client Relations.

#19 Geoffrey Moore | Crossing the Chasm

Geoffrey Moore is an American organizational theorist, management consultant and author, known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers.

I ask him:

1. Can you tell me about a time when you had no idea what you were doing and what you learned?

2. How do you describe your book, Crossing the Chasm, to someone that has not read the book?

3. In your experience, is technology adoption different in medical vs. other non-healthcare sectors?

4. You’ve spent a career focused on the market dynamics surrounding disruptive innovations. Disruption is a term that’s thrown around. What does it mean to you?

5. How do we overcome the obstacle of being stuck in one chasm?

6. If you wrote Crossing the Chasm, during Covid-19, would your premise and perspective be that different?

7. What advice would you give sales and marketing leaders launching products in the season of a pandemic?

8. I remember reading in Harvard Business Review, your article, Darwin and the Demon – Innovating Within Established Enterprises. Can you share what you learned?

9. Crossing the Chasm is just one of your many books – Zone to Win, Inside the Tornado, The Gorilla Game, Escape Velocity, Dealing with Darwin, and Living on the Fault Line. What’s the process like for you when you decide to write a new book?

10. What book are you reading?

11. What local restaurant and why can we say Geoff sent us?

#18 Melanie Deziel | How to Generate Unlimited Story Ideas

Melanie Deziel is a keynote speaker, author, award-winning branded content creator, and lifelong storyteller, on a mission to share the power of compelling and credible content with others. Melanie is the author of “The Content Fuel Framework: How to Generate Unlimited Story Ideas”. She is the Chief Content Officer of StoryFuel, which teaches marketers, publishers, creators and companies of all sizes how to tell better brand stories.

Prior to founding StoryFuel, Melanie was the first editor of branded content at The New York Times, a founding member of HuffPost’s brand storytelling team, and served as Director of Creative Strategy for Time Inc.

I ask her:

• Can we all learn how to tell better stories?
• You’ve been a patient, treated by a doctor. As a journalist and brand storyteller, what are you thinking when you experience the typical healthcare professional?
• For the doctor that says, I need a dedicated person to share my content and ideas, what can you say that might debunk this notion?
• Does a big ego help or hurt us when developing content?
• Why does content focused on people work so well?
• Surgeons are intelligent. What do they need to know about “Basics-Focused” content that can help them attract more patients?

Learn about the book and purchase a copy on Amazon at:

• Book website: http://contentfuelframework.com/
• Amazon + Kindle: https://amzn.to/32u7Isc

#17 | James Carbary | How to Instantly Connect with Anyone You Want to Know

James Carbary is the Author of Content-Based Networking | Co-Host of B2B Growth | Founder of Sweet Fish Media.

I ask James:

• What made you curious to write your book, Content-Based Networking?
• What are the two key take home messages you want us to receive from your book?
• You’ve changed my mindset on reaching out to people and asking them if they’d be willing to share their expertise. Why “less is more” in the request.
• What do you say to the person, “podcasting is not new, James.”
• Describe your company, Sweet Fish Media, to me as if I’m on a treadmill running at full-speed.
• You’re speaking to brain surgeons, spine surgeons, heart surgeons, and innovative medical device leaders, what can we say about podcasting that might make them curious to learn more?
• Should healthcare brand agencies, like ours at FEED, think of ourselves as a media lab?
• Here’s a scenario, we have multi-million dollar revenue medical sales distributors listening to us – what marketing media guidance can you provide for them that might make them feel less of a manufacturers sales rep and more of a brand building distributorship?
• What are the ingredients for a great podcast interview?
• You and I have interviewed Gary V. While grateful, why are coworkers, clients, even people from other industries, often, the most impactful interview?
• What’s the process for you when you interview these interesting people, return to work on Monday, and want to implement so many ideas for Sweet Fish Media?