Closers

The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Jim Koch

In 1984, Jim Koch (pronounced “cook”), then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America. In his 2016 book “Quench Your Own Thirst,” Koch shares tales of that growth and business lessons he learned along the way.

Mike Derezin

Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn't adopt social selling strategies, it may not be selling for long.

Dan Ariely

Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making processes in best-selling books. In his latest book, “Payoff: The Hidden Logic That Shapes Our Motivation,” he explains that what drives people is far more complicated than most of us understand – and why business leaders would be wise to take a closer look.

Andy Steves

His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it.

Jonathan Crossfield: Storyteller

“If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield, a Sydney-based marketing consultant. On his entertaining and informative blog, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.

Charles Duhigg

With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don’t.

Lori Richardson

Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn’t make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue’s cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.

Paul Bellantone, president and CEO of the Promotional Products Association International (PPAI)

You don’t stop daily to notice the calendar you received from your Realtor or the refrigerator magnets from the neighborhood pizza place. But when you need to reach that business, you know instantly where to turn. Marketing strategies have changed drastically over the centuries, but as Paul Bellantone, president and CEO of the Promotional Products Association International (PPAI) explains, promotional products have always produced stellar results.

Humans are Underrated: What High Achievers Know That Brilliant Machines Never Will, Geoff Colvin

To date, technological advancements have always created better jobs and improved the well-being of humanity.

Donald Guardian

In November 2013, Donald Guardian became the first Republican to be elected mayor of Atlantic City in 23 years. Within months after taking office, Gardner, a reluctant candidate to begin with, was hit with the closing of four of the city’s casinos, including the Revel Casino Hotel, which cost $2.4 billion to build and was open only two years before it closed.

Ben Parr

Ben Parr, venture capitalist , startup coach, former coeditor of Mashable, author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products.

Ken Schmidt

Ken Schmidt participated in one of the most celebrated turnarounds in corporate history. The longtime motorcycle enthusiast’s association with Harley-Davidson Motor Company began in 1985, when he was asked to work with the then-struggling manufacturer to help restore the company’s image and create demand for its motorcycles. By the time he left in 1997 to be a partner in a Chicago-based marketing firm, Harley-Davidson was one of the most visible and frequently reported-on companies in the world.

Heidi Grant Halvorson

Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting themselves in the foot. The author of “No One Understands You and What to Do About It” lays out a better path to successful conversations.

Laurie Ruettimann

At first blush, Laurie Ruettimann is a former corporate human resources director who uses her brassy blog (LaurieRuettimann.com) to upbraid the women (yes, they are still predominantly women) who continue to fight the HR fight in cubicles around the world. First impressions aren’t all wrong. But Ruettimann has some lessons to impart on managers as well, starting with the fact that HR isn’t here to clean up their messes.

David Zweig

In his new book “Invisibles: The Power of Anonymous Work in an Age of Relentless Self-Promotion,” journalist David Zweig explores the work of some top-performing professionals in behind-the-scenes positions. These intrinsically motivated workers are critically important to the high-profile projects they are involved with, but the general public is none the wiser – and the Invisibles are just fine with that.

Pages