Category Archives: BUSINESS


Hal Barr: The Art and Science of Sales

Joined in studio by Hal Barr, speaker, consultant, coach, and author of the new book, The First Billions’ The Toughest. Learn more about Hal here!

Discussion guide from my conversation with Hal Barr:

Hal Barr1. The importance of moving through the sales process systematically.

2. Learning to relate to people better.

3. The art of sales.

4. The science of sales.

5. Applying the 80/20 (Pareto) Principle to your sales and business processes (and frankly, everything else in your life)…

6. Hal explains how all his art and science lessons can be applies across the board from sales, to marketing, to life…

7. Relating to people requires learning to truly listen to people. And in so doing you will learn to define people as thinkers, tellers, talkers, and taskers. Once you know this, you can relate and collaborate with these folks in a truly meaningful way.

Find Hal Barr’s book here:

From Amazon:Sales is possibly the hardest profession in the world because professionals are tainted by those that don’t do it right. This book is your guide to how to improve your skills to be the professional that others will admire and emulate. The methods discussed in this book have been tested and worked for literally thousands of sales people throughout the US and beyond.

-Learn to Speak the way people are willing to listen
-Understand who your clients are that truly deserve your time and attention
-Streamline your business and become more successful with less stress

Hal Barr has over 30 years in sales during which he developed and authored a proven sales process that increases sales, revenues and client retention. The process is based on the Pareto Principle which is almost considered a law of nature.

A little about Hal Barr:

Nationally recognized thought leader on business development. Hal presented the 80/20 Principles over 180 times a year for the past 5 years to Fortune 100 companies. Hal’s sales strategies have helped thousands of independent business people in the US grow top line revenue from 25% to 125%.


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Jackie Dryden: Get your head out of your bottom line!

Joined in studio today by Jackie Dryden, the Chief Purpose Architect with Savage Brands, and the author of a new book called Get Your Head Out of Your Bottom Line: And Build Your Brand on Purpose!

Discussion guide from my conversation with Jackie Dryden:

1. To build a brand and a culture base on a true purpose, verses simply focusing on profits, this process normally takes three to five years.

2. Why is now the time to have a new type of conversation with business leaders about building brands on purpose?

3. Truth: Companies who lead with purpose are actually more profitable than those who focus solely on profits.

4. What can a company stand to gain from building a culture of purpose?

5. Most companies have a mission, a vision, and values. Why are these not enough? And what’s the difference?

6. How millennials and boomers are driving real change in corporate America.

7. Jackie’s three-step process: FOCUS, FILTER, FUSE!

Find Jackie Dryden’s book here:

About Jackie Dryden:

Jackie DrydenJackie is no stranger to blazing trails. She broke ground when she led one of the few woman-owned advertising firms in the male-dominated industry. She did it again when she published her unique parenting book, Just Me: What Your Child Wants You to Know About Parenting, and traveled the nation to speak about it on television and radio shows, to newspapers and magazines, and before professional and educational organizations.

Now, she’s blazing a new trail: leading a purpose revolution in corporate America. Her new business book, Get Your Head Out of Your Bottom Line, guides visionary leaders to reconnect with their true strengths through the power of purpose. The book will be released in early 2016, and already, she is shaking up C-suites as she asks today’s leaders to uncover and communicate the true reasons their companies exists—not just to make money.

With a passion for helping others discover “why” and “what for,” Jackie leads individuals and companies to understand how to better share what sets them apart.

Jackie speaks to companies, schools and organizations across the country about business strategy, personal purpose and women’s issues. She shares her wit and wisdom with groups as small as 30 to auditoriums of several thousand.


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HR Latte: The Pursuit of Happiness with Dr. Daniel Crosby

Part 1: Guest Dr. Daniel Crosby in a new #KeyPointPodcast series discusses truths behind individual happiness
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HR Latte, episode 93

 The Pursuit of Happiness

In a follow up to his recent post, “Can Money Buy Happiness? Sort of.” Dr. Daniel Crosby, Ph.D. explores the ideas of how we pursue, find, and hang on to happiness. And, interestingly enough, money can have a factor. In this series, Dr. Crosby and Rayanne will break down how genetics can impact this individual pursuit.

Dr. Daniel CrosbyDr. Crosby is the author of The Laws of Wealth: Psychology and the Secret to Investing Success, additionally, he is the founder of Nocturne Capitol, an investment management firm whose approach is rooted in the science of behavioral finance.

Join us in the new series, as we look beyond what we’ve always thought about the truth of happiness. Rayanne recently published a post, The Pursuit of Happiness: Like a room Without a Roof, which ties in nicely with this series: “Life goes whizzing by so quickly that we can’t even see the joy we have found or slow down enough to embrace it and feel the difference between happiness and a droning existence or what we think we should be doing, how we think we should be feeling — what the world or our world expects of us.”

Discussion Points for this episode:

  • Actually Pursuing Happiness
  • What DNA has to do with it?
  • The Journey vs. Destination
  • Are some people destined to be unhappy? The genetic factors = what is out of control
  • The set point for Joy
  • How Choices Impact Happiness

Part 1, The Pursuit of Happiness
Part 2, The Pursuit of Happiness
Part 3, The Pursuit of Happiness

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*Click here for past Episodes 1-66

HRLatte is made possible by:

Dovetail Software logoDovetail Software delivers web-based solutions & help desk programs that enable organizations to reduce administrative & support costs, diagnose & resolve complex business problems, and increase efficiency, while improving support.

Rayanne loves hosting talk radio and continues to hone this craft in every way possible by creating and hosting several educational and promotional radio shows, hosting & moderating webinars and podcasts, as well as a featured host on

For more information about how you can use online radio or podcasting to educate your target audience or customer, compliment your marketing efforts, and grow your brand recognition, feel free to message Rayanne on Twitter, LinkedIn, or via email at


Activity rules success

When I began in sales, I sought my own form of certainty as I entered the very uncertain prospects of the world of business – a world that was foreign to me. Sales was an uncharted, vast, and unknown territory. I didn’t have a compass, but I did have a direction. The “North Star” of my future map appeared from the belief that “Activity Rules Success”. No matter the talent level of the artist, actor, or sales agent, the more purposeful, directed activity generated, the more opportunity we can bring to successful fruition.

All life is forward process or it is in decline. Life demands we risk – initiate change or adapt to it when necessary. Change is scary for some, but it is the way forward, through the fields of fear and uncertainty, into the new light of expression.

Business is a living organism comprised, directed and engaged from the minds and hearts of people. The following, from Always Forward! Discover the 7 Secrets of Sales Success, will shorten the distance and lessen the pain from where you are now and where you are determined to go in the future. It is the way through fear, and a “North Star” for increase in life:

1. Think and Do – the shorter the distance between a deliberate thought and a decisive action, the greater the chance of success in the endeavor – the opposite is also true. Some think too long and don’t do, opportunity vanishes, someone else does the taking. Some do without thinking, rush in, and fail. The victory goes to those who think and then do with decisiveness, conviction, and alacrity.

2. Time waits for no one – it is inelastic – we can’t retrieve the minutes, the hours, the days, or years we squander. Stay engaged in the present, don’t live in the past, learn from it and influence your future by applying the lessons from the experience.

3. Find a way or make a way! Resilience is the stuff that overcomes the impediments and obstacles that will appear as a challenge to our forward motion. Think creatively, act decisively, don’t quit, think and apply a new strategy, approach from another plane of the thought, and always move forward!

4. 33-1/3% of people won’t buy us, our persuasive portfolio, our sterling personality, or our product. It’s a rough-hewn law of mine that hedges against the inevitable occurrence of rejection. Rejection is a part of the game – it’s part of the bargain to move forward, but if 33-1/3% of people will never buy from us, for their reasons, that leaves 66-2/3% ripe for the approach, and perhaps open to the message. If 66-2/3% will entertain the messenger, they will listen to the message – the more activity we generate, the bigger our base of 66-2/3%…

5. Walk Away Power – don’t push a bad position, learn to walk away from a negotiation. A bad position is anything that would make you lose your self-respect. Money is often recoupable, it can be bargained away from a bad position, or risked from a bold undertaking. But, giving up your self-respect is a choice only you can make.

6. YCDGBSOYA – You Can’t Do Good Business Sitting On Your A** – you have to get out and engage with people, push away from the plastic keyboard; don’t send an email when an in person visit will tip the balance in your favor. Go with your gut feel! If it feels like you should meet with someone, then “Find a way or make a way” to get in front of them.

Remember, try not to take rejection personally. It’s a numbers game! It’s like politics: Some people will always vote with the Blue States, some with the Red – you need to win the middle and your preferred Blue or Red states. If you generate planned, directed activity consistently, turn thought to action, and find a way or make a way to move your value proposition forward, you can begin to build a forum for success. Learn when to walk away from a bad position and know when to meet with people and create the interpersonal dynamic that makes all the difference from those who win the deal and those who take home the silver or bronze medal.


Game ChangerBill Wooditch is a keynote speaker and peak-performance business training coach. He is a mentor and advocate for those who actively seek and are determined to make a difference in their lives and the lives of others.

He began his career with $200 to his name, a suitcase, one corduroy suit and two ties. Retreat wasn’t an option; there was only one way – Always Forward! His purpose, energy and conviction fueled his meteoric sales success. In two years, he “found a way and made a way” to become the top salesperson at Liberty Mutual – a company employing over 19,000 people at the time. Ready for the “next challenge”, he was recruited by and joined the 6th largest broker in the world, Corroon & Black (currently the Willis Group), where, for two consecutive years, he earned the distinction as the top producer in the company.

Today, he is the founder, CEO, and president of The Wooditch Group, a privately held risk management and insurance services firm. The Wooditch Group provides client-centric solutions and comprehensive risk management programs for domestic and international clients whose revenues range from $10 million to over $3 billion. He is also the founder of Think Next, Act Now!, a company that trains and mentors tomorrow’s entrepreneur today.

He earned his Bachelor’s Degree in Psychology at Purdue University and his Master’s degree in Public Administration at Penn State.

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Ali Mirza: The importance of sales training to getting results

Joined in studio today by Ali Mirza, the President of Rose Garden Consulting. We focus on his different approach to sales and sales training, and how they relate to getting results!

Discussion guide from my conversation with Ali Mirza:

Ali Mirza1. “Sales training never ends. Understanding this leads to sales success.”

2. Why is sales training important, and why companies need to invest more into their sales department.

3. What is sales process development?

4. What are the expectations of your sales people, and how do you motivate them properly?

5. Sales Coach vs. Sales Manager.

6. Consultative sales vs. Account reps vs. Business development rep vs. Sales closers!

About Ali Mirza:

Ali is an accomplished Sales Master and Trainer! Starting his career in sales at the tender age of 18, Ali quickly realized that he would have to become better because being terrible at selling was not fun. Ali’s first sales role was in Insurance Sales, spending 3 years going door to door, outselling everyone in the country, Ali grew bored and tired and needed a change. Rose Garden Consulting was born and since then, Ali has personally closed over $100 Million in sales for many companies from small local establishments to large multi-national organizations.

Since 2012, Ali has taken his passion for closing deals to teaching others how to close deals. Ali firmly believes, there is no such thing as a born salesman; the only things born are baby boys and baby girls! Salespeople are taught. Ali currently lives in Atlanta and travels the country helping companies increase their sales.

Ali Mirza

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Becki Saltzman: Are you living curiously?

Joined in studio today by Becki Saltzman, Curiosity Consultant with Living Curiously, and the author of LIVING CURIOUSLY: How To Use Curiosity To Be Remarkable And Do Good Stuff!

Discussion guide from my conversation with Becki Saltzman:

Becki Saltzman1. Are most people dissatisfied with their lives and careers because they are NOT curious?

2. “Curiosity is the cure for a lot of things…”

3. The reason most people struggle with sales is because they are not curious.

4. Becki provides the definition of LIVING CURIOUSLY (familiarity + uncertainty).

5. “Don’t be so familiar with something that you are no longer curious…”

6. Can you be too curious? Can you hide behind it?

7. How does living curiously make one remarkable?

8. Becki walks us through the five-step LIVING CURIOUSLY method:
a. Start with what you are not.
b. Dumpster-dive your life.
c. Cross-pollinate.
d. Find uncommon commonalities.
e. BLAST (blunder, learn, accumulate, successes, try again).

9. It’s one thing to be curious, but if you learn nothing as a result of being curious, it is useless.

10. You can affect change in a BIG way, but you can also achieve this through small ripple effects too…

11. Can you learn to be curious? And if so, how do you start?

12. Free-range curiosity verses applied curiosity.

13. You need to arm yourself with three curiosity questions.

14. Why does corporate management seem to be opposed to employing curious people? Or another question: how do you build a “curious” business culture?

15. Determining the “minimum viable question.” For example, “What did your childhood smell like?

16. “In the arena…” Are you even in the game, are you even in the arena if you are NOT curious?

17. The opposite of fear is curiosity, not courage.

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About Becki Saltzman:

Becki is the author of Living Curiously: How to Use Curiosity to Be Remarkable and Do Good Stuff. She is a curiosity consultant, assumption buster, and idea generator.

Becki holds a masters degree in behavioral science from Washington University in St. Louis, and has spent the last two decades studying curiosity and the role it plays in adventure and insights, problem solving and idea generation, sales, and ideal lifestyle design.

She is also a blogger, columnist, professional speaker, and, in addition to Living Curiously, she’s the author of Arousing the Buy Curious. In her past lives she was a real estate broker and fashion buyer. In her future life she’s the host of the soon-to-launch podcast, What Are You Missing? A Podcast of Living Curiously.

Becki is the founder of the Living Curiously Lifestyle and creator of The Living Curiously Method—a framework and teaching program for using curiosity to accomplish remarkable things in adventure, work, and life. She is the spawn of auctioneers and breeder of boys. When she’s not traveling to speak about curiosity and living curiously, Becki lives in Portland, Oregon with her husband. She loves great travel adventures, crowded dance floors, and brown drinks.

Find Becki Saltzman’s book here:

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Kate Sweetman: Are you moving faster than the speed of change?

Joined in studio today by Kate Sweetman, Co-Founder + Chief Client Officer of SweetmanCragun, and author of Reinvention: Accelerating Results in the Age of Disruption…

Discussion guide from my conversation with Kate Sweetman:

Kate Sweetman1. In terms of developing leaders and driving change, is it a different process in the US verses other parts of the world? Or are the principles pretty much the same everywhere?

2. Why did the world need another book on leadership, change, and reinvention?

3. If you are not moving faster than the speed of change, you are falling behind.

4. Embrace that constant change is the new normal.

5. The reinvention agility matrix.

6. One role of a leader is to understand where on this matrix their people are, and move forward accordingly.

7. It’s one thing to say “we need to change.” It’s quite another to actually drive and make that change. That’s the true skill of a leader.

8. “The Reinvention Formula.” Disatisfaction, focus, alignment, execution.

9. It’s not about changing WHEN you have to, it’s about changing BEFORE you have to.

10. Kate defines both “the Age of Disruption” and what is meant by “Reinvention.” Note: being in the age of disruption is a good thing!

11. Change will affect your day. You just have to embrace that, and realize that your current today isn’t the best it could be.

12. “We are actually programmed to learn, grow, and change. We just typically get that beaten out of us as children.”

13. You will ultimately conclude that you will only want to work in an organization that embraces change.

14. This has everything to do with talent: recruitment, development, and retention.

15. Understanding the shift from continuous improvement, to renovation, to reinvention.

16. Why does change fail?

17. People have to clearly understand what WILL happen if change fails.

18. “Leadership development IS a change process.”

19. How do you effectively start a change effort?

About Kate Sweetman:

Kate provides a uniquely valuable international perspective on Leadership and Organizations, having an extensive history researching, facilitating, advising, and publishing on multiple aspects of client work around the globe. Her first-hand experience with world leaders, Fortune 100 organizations, and Asian multi-nationals provides a substantial foundation for insights that extend beyond borders. Kate was listed as a Thinkers50 for her body of work throughout her career. She co-authored the best selling business bookThe Leadership Code.

Find Kate’s book right here:

Kate Sweetman

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2 Key Metrics To Monitor With Your Customers – Everything Else Is A Distraction

A client recently bemoaned that she was investing as much as she possibly could in marketing her business, often times at the expense of her drawing a salary. When we asked her how much new business was coming from these marketing campaigns, she shrugged her shoulders.

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” ~ John Wanamaker, Advertising Pioneer

Today we have mounds of data on everything from customer acquisition to customer retention and while this information is designed to create efficiencies and improve the way we do business, it actually only serves to create more confusion. Studies show that having a bunch of information doesn’t necessarily help you solve the problem.

When it comes to getting and keeping customers, there are two key metrics that every business owner should know:

Customer Acquisition Cost (CAC)

If you have an expense line item for marketing and advertising campaigns, then you should be tracking how much new business is coming in as a result of those campaigns so that you can measure its effectiveness. One client had invested $6,300 over a three year period with a glossy magazine that gets drop shipped into a geo targeted area. The seductive pitch of it landing on the desk and countertops of 30,000 of her ideal customers was too good to pass up.

Since she tracks in her CRM how her new customers find her business, it was a simple matter of pulling a report that revealed it was a wasted investment. She didn’t receive even one new customer from that campaign. Further, when you put it in perspective that if she had acquired, for example, 3 new customers as a result of that campaign, her CAC would have been $2,100 (that’s $2,100 for each new client!). Can you get a new customer for less than that? Absolutely! You can get leads for a few dollars in Facebook all day long.

Every marketing campaign should be measured against your CAC. Simply break apart your marketing line item and understand how much is being allocated for each campaign, query your new customers as to how they found you, monitor the results, make decisions as to whether the results are in alignment with your goals then slash and burn what’s not measuring up.

Customer Lifetime Value (LTV)

Walk into any bookstore, go to the business section and what you’ll find is that the vast majority of them are written about customer acquisition. While acquiring new customers is essential, Gallup estimates that businesses are only doing ⅓ the business they should be doing with their existing customers. That means if you’re doing $1 million in sales, there is a full $2 million in low hanging fruit that is going unpicked. If you want to pull the profit lever in your business, this is the metric to dial down.

The key to increasing profits is to get your existing customers to come more often, buy more and tell others.

Businesses that focus extending customer engagement beyond the first transaction have a higher probability of creating greater customer loyalty, which equates to higher profits.

The benefits of knowing your LTV:

1. You can increase LTV by extending your product and service offerings.

2. You can put parameters around what you would be willing to invest to recover that customer should things go off the rails

3. You now have an understanding of how much to invest to acquire a new customer. For example, if your LTV is $1,500, you can make an investment decision based on real numbers, not guessing. A good rule of thumb is 5:1 ratio (LTV to CAC).

While it’s easy to get bogged down in the process of getting and keeping customers, keep it simple and focus on the two metrics that tell you the true story of your customers. Manage and monitor your campaigns closely so that you can determine your CAC and make swift decisions if they fail to deliver results. Cautiously enter into long term advertising agreements that don’t give you an exit if it’s not performing to your metrics. Keep your finger on your LTV as it is the True North that will guide your increased profitability.


Pam-250-x-250Pamela Herrmann & Patty Dominguez are the Co-Founders of CREATE Buzz, committed to helping small businesses get customers and keep customers by taking the overwhelm out of technology, thus creating sustainable thriving businesses that are relevant. They co-host The Morning Would Show bringing the latest in marketing tips and strategies.

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Tim Matthews: How to get from Can’t to Can If…

Joined on the show today by Tim Matthews, the Vice President of Marketing for Incapsula!

Discussion guide from my conversation with Tim Matthews:

Tim Matthews1. Sales vs. marketing.

2. And why there needs to be a healthy tension between the two!

3. Need to get from CAN’t to CAN IF…

4. What’s it like running a marketing team at a high-growth cloud software company? What are the challenges?

5. Give us a sense of what’s really going on these days in Silicon Valley?

6. You write a lot about marketers from the past, in one case from the 1800’s. Why?

7. What’s one marketing development you are really excited about?

8. What drove you to write “The Professional Marketer”? And what’s this I hear it had something to do with your wife’s being a chef?

About Tim Matthews:

Tim Matthews is VP of marketing at cloud service Incapsula and author of The Professional Marketer.

Tim was born in New York City and grew up in a nearby leafy suburb before taking the long route to Silicon Valley through Tokyo. He has worked in high tech for twenty years and managed marketing teams at six companies. When not writing or poring over marketing texts, he golfs, crosswords, and tries to keep up with his wife on a standup paddleboard. He has long wondered which is harder: crossing the chasm or a 200 yard carry over a water hazard.

You can find Tim Matthews’ book here:

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Share Your Strength

You don’t know what you don’t know.

Shedding Light

I once spoke at a Women’s Conference called “Business in Heels,” a well-attended one-day event in a beautiful setting. I felt fortunate to be included in their agenda. Not only did I make several new friends, but I learned a bit more about women in business locally and what they are achieving.

The program cover featured slender beautiful legs donned by a pair of hot pink pumps – not exactly my attire, and at the top of my presentation, I told the audience that I hoped next year’s event would be titled “Business in Flip-Flops” – this warranted a low chuckle from the nearly all-female crowd but got me thinking about expectations and how business and life has changed over the last ten to fifteen years. Many women, like myself, and men are fortunate enough to work from home, for a company or running a small business.

Not one morning of my adult, working life have I awakened thinking, “Oh damn, I am a woman, therefore – my day in the world of business will be tougher than if I were a man. How can I fight this injustice?” I simply thought, “Oh damn, the price of Lucky Charms and gas went up again — I need to work even harder so I can afford to be a mom.”  Much of my struggles are no different than other single moms or dads, as well as multiple two-income homes.

Life is expensive, whether or not you have a family.

I Made Choices

Life as a single mom is not easy, but I never had time to dwell on those difficulties. Fifteen years ago, it was normal for me to fall asleep at my computer, writing and working until 1 to 2 am, only to rise by 6 am to get four kids out the door. The end of a couple marriages, surviving a couple controlling relationships that included all kinds of often unspoken abuse, returning to college to get my biz degree, getting a great job then losing my home to foreclosure, being fired from a job I thought was great, unemployment or underemployment for extended periods of time, being drugged but escaping sexual assault while on a business trip, and yet another broken heart….

It’s been tough and I have not been shy about writing and sharing these tough times. The best part? Others have let me know that I am not alone – men and women who have have similar experiences have messaged or connected with me to share their own stories. We all have our individual paths paved with thorns. I readily recognize the responsibility I bear when it comes to my lot in life and the cards I have been dealt. Some of my choices have added to my struggle, there is no denying.

I Am Becoming More and More Aware

With the continued fights against racism and bias, as well as other injustices like LGBTQ prejudices, domestic abuse, and un-equal pay, a resounding personal awareness has come to light.

The fight must be fought by ALL,
not just those who suffer from injustice.

No one who hears my story can believe that I was once an abused wife. “You are such a strong woman, how did you ever let that happen?”

It didn’t happen overnight. It was years of conditioning – of guilt, regret, of “this is my lot”, and how could I possibly ever leave? No academic degree and four mouths to feed. I never thought I could leave until a man, actually several men who were family friends, told me I deserved better. None of my women friends told me to leave. Afraid to get involved? Afraid to break up a family, like I was?

The decision to leave became real when I finally realized it wouldn’t change, it wouldn’t get better, and that one of us would soon be dead. That is a frightening realization. One of us would be dead. 

I didn’t want that someone to be me. I needed to be here for my kids. I had more life to live. And I didn’t deserve it, no matter what I had done or not done – I didn’t deserve to be beaten on a regular basis or fear for my life during the next drinking binge. I deserved better.

Sharing the Strength

The strength of those not subjected to abuses, racism, or discrimination must be shared with those who do suffer, undeservedly or not. If you can be a voice, a hand, a lift – please be that voice and that hand. It is not our place, my place, to remain silent when your/my voice or strength can make a difference.

One more thing…

My fire or passion may not burn within you – and that is ok — we are all in the place or getting to the place where we need to be. It is a journey. My journey – my path – is different than yours.

And if I can share anything, please remember:

Just because you do not see or experience injustice
or inequality yourself doesn’t mean it does not exist.

I never had a bruise on my face, but there were plenty on the back of my head and in my heart.  Lift where you can. Shed light where it is dark. You may be saving the heart or life of your best friend, your brother or sister, your child.

You don’t know what you don’t know.