Posted by Elena del Valle on July 15, 2019
Photo, video: Discovery en Espanol
For viewers curious about the life and heirs of Pablo Escobar, thought to have been one of the most infamous and wealthiest criminals of the 1980s and 1990s, Discovery en Español presented a two hour documentary (the screener was 45 minutes long) in Spanish about his wife, Maria Isabel Santos. The program aired at 9 p.m. Eastern and Pacific time July 14, 2019 and should be available through the network’s GO app beginning today. Scroll down to watch a trailer in Spanish.
Known as La Tata she was born Victoria Henao Escobar. Twenty-five years after Escobar’s death she broke her self imposed silence for the Telegramme Media documentary, a Canadian project. The film was produced by Eric Hebert and Quebecor in 2018.
Narrated in the first person by La Tata the film features archival photos, family home video and newsreel segments. She revisits locations of significance to her past such as Monaco, the building where she and her husband lived in a penthouse suite, and the home in Panama City, Panama where she gave birth to her daughter. She explains that her husband, more than a decade her senior, began pursuing her romantically when she was only 13.
Posted by Elena del Valle on July 11, 2019
How Clients Buy
Photos: Carlie Auger
Convinced that selling professional services is different from selling products Tom McMakin and Doug Fletcher dedicated a year to writing and publishing How Clients Buy A Practical Guide to Business Development for Consulting and Professional Services (Wiley, $29), a guide to business development for expert services such as accountants, lawyers, human resources consultants and strategy advisors.
“Wiley has done a nice job of supporting the book with online sellers and by offering rights overseas,” McMakin said by email when asked how they marketed the 262-page book. “Augmenting that, we launched a How Clients Buy website, distributed complementary copies to key influencers in the professional services industry, and placed books with airport booksellers.”
Doug Fletcher, co-author, How Clients Buy
“How Clients Buy was my first book, but hopefully not my last,” Fletcher said by email when asked about the book. “It’s been a wonderful experience. One of the highlights of my professional career.”
The hardcover book, published in 2018, is divided into 19 chapters and four main sections: The Problem, Obstacles, How Clients Buy and Putting the Seven Elements to Work.
“Doug and I believe that high end, highly customized expert services are sold to clients in very different ways than, say, an iPhone, which is sold on features, attributes, and price,” McMakin said. “Indeed, it is not even useful to think about selling services. A better paradigm is to think about ‘how clients buy.’ We concluded that most clients engage with would-be consultants by way of relationships, referrals, and reputation. The question that fascinated us, both solo practitioners and members of large consulting firms, is how one systematically drives those three R’s.”
“The trend toward fewer companies (which are larger and able to serve global markets) is fueling double-digit growth in the $1.7 trillion global professional services market as companies seek to outsource (either nearshoring or offshoring) non-core functions,” McMaking said to a question about how the offshoring of professional services jobs and the reduction in the number of publicly traded companies impact professional services in the United States. “Large companies face two challenges: they need to compete in a global war for top talent, and they need to remain agile to be able to pivot strategically as disruptive forces undermine markets and business models. By hiring just-in-time senior leadership in the form of a consulting or advisory contract, companies can sustain and build competitive advantage in a fast-moving, ever-changing marketplace.
The future for those who offer specialized insight born of sector specific experience is strong. In the course of our research, we were told by rainmakers that expert service practice areas are growing more global even as they are becoming more focused. A company no longer hires a local accountant to do all their work, but instead hires different accountants, who may be geographically disbursed to help them solve specific problems where they have world-class domain expertise.”
Tom McMakin, co-author, How Clients Buy
Marketers describe Generation Z as the most diverse generation in our country’s history. When asked in what ways, if any, they anticipate this will affect how and what clients buy, McMakin replied, “Just like the country is becoming more diverse, so too is the world of expert services. To succeed, professional service firms need to shrink the pond and narrowcast to specific groups of people where their experience and expertise most applies. This can be a step-up for bands of experts who might have found themselves left out of the corporate mainstream in the past. Not only can they speak to the advantage inherent to their diverse backgrounds – think consultants who rolled out of the Kenyan banking sector advising multinationals on east African trade – but true expertise, informed by a long set of relevant experiences and thoughtful reflection – floats free of the kind of constraints that have hindered diverse professionals in the past. At the same time, increased diversity in large companies is driving a thirst for more diverse input into those companies opening the door to groups of consultants with different and valuable points of view.”
Fletcher said, “With regard to Gen Z – one other point we make in the book is how clients buy today vs. how they might buy in the future. Today, generally speaking, decision makers in larger organizations are not Gen Z – or millennials. Today’s clients still prefer to hire people that they know, respect and trust or who come highly recommended by a colleague. Tomorrow’s leaders may be more willing to buy expert services more digitally – using online reviews, Skype, Zoom, and other digitally formed relationships. It’s hard to say. With today’s large expert services projects – often in the hundreds of ‘000s or millions $, these are purchased typically after long, face to face relationships are established. How clients buy ten or twenty years from now may be very different?”
McMakin is chief executive officer and partner of Profitable Ideas Exchange (PIE). Before joining PIE, he was a co-founder and managing director with Orchard Holdings Group, a private equity firm based in Cincinnati, Ohio.
Fletcher splits his time between teaching at Montana State University’s Jake Jabs, and speaking, writing, and coaching about business development in professional services and consulting. He serves on the board of directors of The Beacon Group in Portland, Maine.
Click to buy How Clients Buy
Posted by Elena del Valle on June 24, 2019
Jennifer Marcenelle, CEO, Burn Bright Today
Photo: Jennifer Marcenelle
A podcast interview with holistic nurse Jennifer Marcenelle, CEO, Burn Bright Today is available in the Podcast Section of Hispanic Marketing and Public Relations, HispanicMPR.com. During the podcast, she discusses gemstone therapy to combat burnout with Elena del Valle, host of the HispanicMPR.com podcast.
She the founder Burn Bright Today. Jennifer, a Board-Certified holistic nurse with over 30 years of experience in the medical industry, also has the following M.B.A., B.S.N., R.N., H.B.C.-H.N. credentials to her name. She is a certified Gemstone and Diamond Therapy Associate Practitioner. When she was 44, she had a health crisis and near suicide from burnout. Following those experiences she has dedicated her career to helping people move from Burning Out to Burning Bright.
To listen to the interview, scroll down until you see “Podcast” on the right hand side, then select “HMPR Jennifer Marcenelle” and click on the play button below or download the MP3 file to your iPod or MP3 player to listen on the go, in your car or at home from the RSS feed. Some software will not allow flash, which may be necessary for the play button and podcast player. If that is your case, you will need to download the file to play it. To download it, click on the arrow of the recording you wish to copy and save it to disk. The podcast will remain listed in the June 2019 section of the podcast archive.
Posted by Elena del Valle on June 17, 2019
Louis Bezich, author, Crack the Code
Photo: Louis Bezich
A podcast interview with Louis Bezich, author, Crack the Code (see Health Care executive examines healthy behaviors in men over 50) is available in the Podcast Section of Hispanic Marketing and Public Relations, HispanicMPR.com. During the podcast, he discusses a new approach to men’s health with Elena del Valle, host of the HispanicMPR.com podcast.
Louis is senior vice president at Cooper University Health Care. A men’s health advocate, he uses his devotion to health and fitness to motivate men over 50 to establish their own healthy lifestyles.
With more than 40 years of executive experience, the author also serves as an adjunct professor in the Graduate Department of Public Policy Administration at Rutgers University. He has published numerous articles in the field of public administration and health and is a contributing author to Corporate Lawbreaking and Interactive Compliance.
To listen to the interview, scroll down until you see “Podcast” on the right hand side, then select “HMPR Louis Bezich” and click on the play button below or download the MP3 file to your iPod or MP3 player to listen on the go, in your car or at home from the RSS feed. Some software will not allow flash, which may be necessary for the play button and podcast player. If that is your case, you will need to download the file to play it. To download it, click on the arrow of the recording you wish to copy and save it to disk. The podcast will remain listed in the June 2019 section of the podcast archive.
Posted by Elena del Valle on June 10, 2019
Javier O. Delgado, CEO, PeopleToo LLC
Photo: Javier O. Delgado
A podcast interview with Javier Delgado, founder, PeopleToo LLC is available in the Podcast Section of Hispanic Marketing and Public Relations, HispanicMPR.com. During the podcast, he discusses the global employee engagement crisis with Elena del Valle, host of the HispanicMPR.com podcast.
Javier is the chief executive officer of PeopleToo LLC, a human resources and management consulting firm. He is a certified business and executive coach, trainer and speaker. He is considered one to the top 100 Coaches Worldwide according to Glocoach.com in Shanghai, China. He has over 35 years of experience in senior human resources management positions in the Fortune 500.
To listen to the interview, scroll down until you see “Podcast” on the right hand side, then select “HMPR Javier Delgado” and click on the play button below or download the MP3 file to your iPod or MP3 player to listen on the go, in your car or at home from the RSS feed. Some software will not allow flash, which may be necessary for the play button and podcast player. If that is your case, you will need to download the file to play it. To download it, click on the arrow of the recording you wish to copy and save it to disk. The podcast will remain listed in the June 2019 section of the podcast archive.
Posted by Elena del Valle on June 6, 2019
Crack the Code
Louis Bezich, senior vice president of Strategic Alliances at Cooper University Health Care, is a passionate men’s health advocate. So much so that he dedicated four years to writing Crack the Code 10 Proven Secrets That Motivate Healthy Behavior and Inspire Fulfillment in Men Over 50 (Somos, $19.99), his first book. The 284-page softcover book, 100 percent self-financed, was published this year.
He hopes to motivate men over 50 to establish their own healthy lifestyles. He is already working on a follow up title on a topic he declined to disclose.
“The project involved concept development, initial focus groups, the national survey, interviews, probably a year or so of writing and editing, then post-writing development of the title, cover and other publication tasks,” he said by email when asked how long it took him to publish the book.
When asked why he wrote the book in 2019 he said, the combination of three factors inspired him to write the book: his personal experience, his belief that existing approaches to foster healthy behavior have failed, and his belief that the value-proposition is too strong to ignore.
“I discovered the power of motivation during my time as a single dad,” he said. “Exercise was my means of coping with the stress of raising two sons, pursuing a career and ensuring that I was fit so I would always be there for the boys. I witnessed first-hand the connection between happiness and healthiness. For me, what started as a coping mechanism as a twenty-something dad became a passion as a fifty-something man when the boys were off on their own.
When I became a health care executive, I was alarmed to learn that that only 3 percent of Americans lead a healthy lifestyle and 40 percent are considered obese. Even more concerning is that men over 50, my demographic, are the poster child for poor health practices; we refuse to see a doctor and have what experts call a health attention gap. All this in the context where our own behavior is by-far, the most significant influence on our health and we spend more on health that any other industrialized nation in the world. This represents a failure of our current systems and cry for a new unconventional approach.
Healthy behavior powered by social motivators is a win-win, personally, culturally and economically. As individuals we can improve our health and increase our happiness. As a society we have the ability to make a change with huge significance. And, from a health-care perspective, we can impact the need and ultimately the cost of care. (i.e., examples—seat belt use, smoking cessation, recycling). The case for healthy behavior is just too strong to ignore.”
Louis Bezich, author, Crack the Code
When asked who is the primary target audience for the book he explained he expects it will appeal most to men over 50 and the people that love them; their wives, partners, children and grandchildren. Additional audiences could include health care providers, insurers, policy makers and “anyone who has struggled with their health.”
The “10 Proven Secrets” mentioned in the book’s subtitle refer to his research on healthy behaving men 50 and over that included a survey of 1,000 men nationwide and 30 interviews. He believes his findings are consistent with the literature on behavioral health.
When asked to share advice with readers who struggle adopting healthy behaviors such as adjusting to changes, making new friendships and relationships he replied, “Before your purchase that gym membership, order the exercise equipment or start that new diet, build your personal motivational platform based around your social relationships following these three basic steps: Conduct Your Social Inventory. Think about what’s most important in your life. Really consider, I mean really think about what’s ahead in the years to come, and what you’d like to be doing this week, this month or this year with your wife, partner, children, grandchildren, your job, your volunteer work whatever. Think about the rest of your life; what’s ahead for you, and perhaps more importantly, what the future holds for the ones your love. Think about the joy of active participation, versus restricted or perhaps even no participation in their lives. When you’ve completed your inventory, think about how your aspirations match your current lifestyle and recognize the gaps.
Build Your Social Platform. Second, based on your inventory, and those gaps you’ve identified, build your personal social platform. The healthy men have clear social goals and robust calendars and activities that give them purpose and meaning, and most importantly, the motivation to stay healthy. Do the same and engage your loved ones in the process. It can actually be fun.
Third, work your strategy. Find your rhythm. The healthy men use routines, rituals and habits as guardrails of their behavior and are in a position to bounce back quickly if they are drawn off course. Rhythm feels good and provides a level discipline.”
With more than 40 years of executive experience, Bezich also serves as an adjunct professor in the Graduate Department of Public Policy Administration at Rutgers University. Bezich has published numerous articles in the field of public administration and health and is a contributing author to Corporate Lawbreaking and Interactive Compliance.
Click to buy Crack The Code
Posted by Elena del Valle on May 20, 2019
Francisco Serrano, CEO, 121
Photo: Jesus Lara
A podcast interview with Francisco Serrano, CEO, 121 is available in the Podcast Section of Hispanic Marketing and Public Relations, HispanicMPR.com. During the podcast, he discusses why an agile leader is key to success with Elena del Valle, host of the HispanicMPR.com podcast.
Francisco, who is also president and chief speed officer of 121, is a branding specialist with over twenty years of experience in mid-to-large-sized national and international organizations. He has worked primarily in corporate and product development, brand strategy and brand architecture, packaging as well as in video and web development.
Prior to starting 121, Francisco worked as the director of Client Services at Alazraki, a leading advertising agency in Mexico. He also served in leadership roles at C&A, a European retail store conglomerate, where he headed communications management and new product development. Francisco has been a key player in international brand implementations for McCormick, Bayer, Heineken, Cadbury, OxiClean, Ferrero Rocher, and Hershey’s. He has worked in the launch strategy campaigns for RB’s Lysol and Air Wick.
To listen to the interview, scroll down until you see “Podcast” on the right hand side, then select “HMPR Francisco Serrano” and click on the play button below or download the MP3 file to your iPod or MP3 player to listen on the go, in your car or at home from the RSS feed. Some software will not allow flash, which may be necessary for the play button and podcast player. If that is your case, you will need to download the file to play it. To download it, click on the arrow of the recording you wish to copy and save it to disk. The podcast will remain listed in the May 2019 section of the podcast archive.
Posted by Elena del Valle on May 8, 2019
The Transparency Sale
Photos: Todd Caponi
Buyers want to know what the flaws are in a product. So much so that they favor bad reviews over good ones, according to Todd Caponi. He cares about sales methodology, learning theory and decision science. He is convinced that the key to sales success is transparency. In his first book, The Transparency Sale (Ideapress Publishing, $24.95) published last year, he seeks “to arm the modern seller with the knowledge, ideas, tools and actionable techniques to ready themselves for the future of sales; radical transparency.”
“The short answer is eighteen months, however, it’s not that simple,” Caponi said by email via his publicist when asked how many months or years the book required. “I first wrote about the idea for a publication back in May of 2017, and it went viral. The concept definitely resonated, so that signaled the beginning of the process. When you decide to write a book, the first step should always be to write a proposal, even if you’re intention is the self publish. It helps you vet out the likelihood of a successful book, and lays out your plan. I completed the proposal in November of 2017. The contract with my publisher, Ideapress, was signed in February of 2018, which kicked off the full-time writing process. The book officially launched in November of 2018.”
When asked whether is was his first book and what prompted him to write a new one book in an already crowded field he replied, “Yes, it is my first book, and yes, there are so many sales books out there. As a student of those books combined with years of experience as a seller and leader, I recognized a non-obvious evolution taking place in the world of sales. The proliferation of ratings, reviews and the accessibility of peer feedback is changing the way we buy. Beginning with Amazon’s launch in 1995, the idea of providing both positive and negative peer provided reviews appeared to help buyers predict what their experience will be following a purchase. In the twenty-four years since, reviews and feedback have permeated every meaningful purchase we make, from the products we buy, the experiences we select (restaurants, hotels, even Uber rides) and the apps we download. Buyers have come to rely on reviews and feedback, seeking reviews in 95 percent of their substantive purchases.
And, those reviews and feedback are no longer confined to just to B2C purchases. They are now inflating their way into the world of B2B, where a simple Google search allows buyers to easily review peer provided feedback on products through companies like G2Crowd, TrustRadius, and many others. Buyers can also peek inside the culture of the companies they’re considering making a purchase from through websites like Glassdoor.
Sellers have always been taught to sell perfection, that their product or service is perfect for the client. However due to this evolution, you can no longer hide your flaws and expect to get away with it. It must change the way we position and sell our products or services to build the trust necessary to end in a long-term successful outcome.”
Todd Caponi, author, The Transparency Sale
When asked about the title of the book he replied, “The Transparency Sale is about giving buyers all of the information their brain requires to feel confident in making a buying decision. It starts with a better understanding of our buying brain in how we make decisions as consumers. Beyond reviews, building a better understanding of how decision making really works is key to improving your ability to sell anything to anyone. It begins with transparency, in that leading with your product’s flaws, with authenticity and honesty, sells better than positioning perfection.”
The primary target audience for the book? “The concepts of this book, all the way down to the way we position, present and negotiate, are immediately applicable and actionable to anyone who’s role requires them to influence other people to do something different tomorrow than they are doing today. That is primary sales professionals, but the feedback from cross-functional executives, recruiters, realtors, financial planners and marketers has been amazing.”
When asked about the controversy surrounding fake reviews and review sites that sell ads he replied, “The push for sellers to encourage, or even pay for fake reviews is ultimately doing themselves a disservice. It may sound counter intuitive, but negative reviews sell better than positive ones: As mentioned above, 95 percent of consumers read reviews before making an unfamiliar purchase of substance, and that number is growing; 82 percent of consumers seek out negative reviews, and that number is growing as well, which leads to the fundamental statistic driving the need to change. Purchase likelihood peaks when a product whose reviews are in the 4.2 to 4.5 star range. A 4.2 sells better than a product with a perfect five-star rating!
Sellers that cram as many 5-star reviews are actually eroding the trust they’re buyers have in them. Buyers are smart. They seek out the negative reviews, which actually HELP the buyer make a purchase. It happens with reviews in B2C, but also when we, as sellers, present our solutions as perfect. We’re driving buyers to find the flaws themselves. Own the conversation, lead with the flaws, build trust, shorten sales cycles, win more often.
In other words, in this non-obvious evolution happening in the world of sales, not only is leading with your solution’s flaws a requirement given the proliferation of reviews and feedback on everything we do, buy and experience, as it turns out (backed by brain science), it is also the fastest path to lasting trust, so regardless of reviews, it’s the right thing to do, anyway, having magical impacts on your results.”
The 193-page hardcover book is divided into five sections and 14 chapters. The author is keynote speaker, workshop leader and trainer as well as principal and founder of Sales Melon LLC.
Click to buy The Transparency Sale