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Business Best Practices Radio Show Archive--7/15/05
Connecting people with the knowledge that produces results

Host: Jesse "Bottom Line Guy" Wacht
Co-founder, Business Best Practices.com

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Listen to the Show Archive by Clicking
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each Segment in the Agenda Below.

Contributing Editor: Howard Putnam
Ex-CEO Southwest Airlines
Appears first Friday of every month

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Show Agenda and Guests

Friday, July 15, 2005
Management & Leadership
8:00-8:09 AM PST

Business Profile

George's Personal Site

Keys to Becoming a Productive Negotiator for Management, Sales and Product Channel Leaders

Dr. George Lucas, Speaker, Trainer and
Author of Strategic Marketing Management

  • 2 critical dimensions that define and determine how to negotiate (get this wrong and you might as well not show up at the bargaining table).
  • 4 specific strategies for negotiating no matter how cooperative (or uncooperative) and proactive (or reactive) the competition is.
  • The one thing you must do at the beginning of a negotiation to enhance your credibility, fill key knowledge voids and expand your relationship with your opponent.
  • Do’s and don’ts for making concessions that will bail your butt from bad blunders and satisfy BOTH parties.
Customer Acquisition & Retention
8:13-8:23 AM PST

Business Profile

George's Personal Site

Leveraging Negotiation Skills to Improve Sales Effectiveness and Channel Management Productivity

Dr. George Lucas, Speaker, Trainer and
Author of Strategic Marketing Management

  • Sales is the ultimate collaborative negotiation during the whole sales process (NOT price only unless you wait for that).
  • How Sales Channels, Partners and/or Chain Supply Management productivity takes adding negotiating-like value.
  • New Rapid Knowledge Communication tools to help the above two initiatives.
Customer Acquisition & Retention
8:27-8:38 AM PST

Business Profile

George's Personal Site

New Communication Tools to Deliver the Right Information at the Right Time in Negotiation, Sales and Channel Management Processes

Dr. George Lucas, Speaker, Trainer and
Author of Strategic Marketing Management

  • How to build a knowledge based action culture throughout your organization.
  • How to leverage your intellectual assets with a new communication process that competes on clarity and increases e teamwork.
  • How to do the above faster, better and less expensively with tools that reflect today's changing rules of engagement.
Monthly Q & A Segment plus Bottom-line Wrap-up
8:42-8:52 AM PST

Bottom-line Wrap-up plus Q & A

Host, Jesse Wacht with Dr. George Lucas

  • Putting It All Together: Jesse and George's insights and input on the topics discussed today from a people, process and management implementation angle.

Past Show Agendas with Links to Archives

9/24/04--Four Segments - Putnam, McKain, Gitomer, Putnam/Wacht

10/1/04--Four Segments - Putnam, Gitomer, Gitomer, Putnam/Wacht

10/8/04--Four Segments - Faust, Alessandra, Alessandra, Faust/Wacht

10/15/04--Four Segments - CRM, Roebke, Higby, Davis/Wacht

10/22/04--Four Segments - Jensen, Parinello, Jensen, Parinello/Wacht

10/29/04--Four Segments - Temple, Cathcart, Cathcart Temple/Wacht

11/05/04--Four Segments - Putnam, Stein, Alessandra, Putnam/Wacht

11/12/04--Replay of Premier Show Featuring- Putnam, McKain, Gitomer, Putnam/Wacht

11/19/04--Four Segments - Downs, Downs, Brody, Downs/Wacht

11/26/04--Four Segments - Putnam, Gitomer, Gitomer, Putnam/Wacht

12/03/04--“Best Of” Strategies to Create a Competitive Advantage in 2005

12/10/04--Four Segments - Boyd/Watt, Buterin, Boyd/Watt, Buterin/Boyd/Watt&Wacht

12/17/04--Four Segments - Reid Smith for 3 segments then Reid Smith&Wacht

12/24/04--Special Holiday Replay of The "Best Of" Show on 12/3/04

12/31/04--Special Holiday Replay of The "Best Of" Show on 12/3/04

01/07/05--Howard & Jesse QA Show

01/14/05--Four Segments - Kostner, Kostner, Pinskey, Kostner&Wacht

01/21/05--Four Segments - Faust, Stein, Stein, Faust & Wacht

01/28/05--Four Segments - Lucas, Thomas, Thomas, Lucas & Wacht

02/04/05--Four Segments - Putnam & Wacht, Fitzgerald, Fitzgerald, Putnam & Wacht

02/11/05--Four Segments - Bethel, McMahon, McMahon, Bethel & Wacht

02/18/05--Four Segments - Allan Hoffmanner and Jesse Wacht

02/25/05--Special January 14, 2005 Replay

03/4/05--Special February 4, 2005 Replay

03/11/05--Eric Chester with Jesse Wacht

03/18/05--Four Segments - Murch, Cahn, Cahn, Murch & Wacht

03/25/05--Special December 3, 2004 Replay

04/01/05--Four Segments - Putnam, Samuel, Samuel, Putnam & Wacht

04/08/05--Special 12/5/05 Replay

04/15/05--Susan Willett Bird

04/22/05--Eric Chester

04/29/05--Special 1/14/05 Replay

05/06/05--Putnam, Putnam/Murch, Putnam/Murch, Putnam/Wacht

06/03/05--Putnam, Putnam/Murch, Putnam/Murch, Putnam/Murch/Wacht

06/10/05--Faust, McMahon, McMahon, Faust/Wacht

06/17/05--Bill Jensen and Jesse Wacht

06/24/05--Kostner, Alessandra, Alessandra, Kostner/Wacht

07/01/05--Putnam, Thomas, Thomas, Wacht/Putnam

07/08/05--Special Series Recap Replay

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