The Business Warrior Within

Executive Presence and Influence

Episode: Executive Presence and Influence Executive presence isn’t about perfect slides or polished words; it’s about the feeling you leave behind. In this episode, Andy Olen reframes executive presence as executive influence, sharing how leaders at every level can build trust, inspire belief, and move agendas forward. You’ll learn: - Why executive presence is felt more than heard and how that shapes your personal brand- How influence works up, down, and across an organization- The role of authenticity, consistency, and predictability in building trust- Practical structures that boost presence, including the Rule of Three and storytelling- A real-world story from Andy’s Abbott Vascular experience that shows executive presence in action Drawing on leadership experience, boardroom lessons, and insights echoed by Forbes, Andy offers simple, actionable ways to strengthen your presence and your impact, starting today. Key takeaway: Executive presence is how you make people feel, and executive influence is what that feeling makes possible.

Strengths Diversity - A Winning Approach

Podcast Show Notes: "Strengths Diversity - A Winning Approach" Host: Andy Olen Episode Overview: In this episode of The Business Warrior Within, host Andy Olen dives into the concept of Strengths Diversity as a strategy for building high-functioning, successful teams. Drawing on his personal experience and insights from CliftonStrengths, Andy explains how leveraging diverse strengths across a team can lead to exponential success. He explores how managers can harness the power of strengths-based leadership to maximize their team's productivity and happiness, while fostering an environment where individuals are empowered to focus on their strengths. Andy reflects on his journey with strengths-based management, starting with Marcus Buckingham's influential book First, Break All The Rules, and how it laid the foundation for his approach to leadership. He emphasizes the importance of matching individuals with tasks that leverage their unique strengths. He shares practical examples of how a strengths-diverse team can outperform by leveraging each person's core capabilities. Whether you're an individual contributor or a manager, this episode offers actionable insights on how to recognize, utilize, and develop your strengths to achieve higher performance and satisfaction in your work. Key Takeaways: Strengths-Based Leadership: The foundation of building high-performing teams is understanding and utilizing the unique strengths of each team member. When people focus on what they’re naturally good at, they’re happier, more productive, and more successful. Diverse Strengths = High Performance: Strengths diversity, where each team member excels in different areas (e.g., relationship building, strategic thinking, executing), creates a synergistic environment that enhances team output. Self-Awareness is Key: Knowing your strengths, as assessed through tools like CliftonStrengths, is crucial. It allows you to take ownership of your contributions and communicate effectively about the tasks and roles in which you excel. Maximizing Talent: As a manager, understanding your team’s strengths lets you assign tasks more effectively, ensuring that everyone is working on what energizes them. This leads to better performance and greater job satisfaction. Delegating What You’re Not Good At: Embrace tools or delegate tasks that fall outside your strengths. For example, Andy shares his strategy of using Calendly to outsource scheduling, allowing him to focus on higher-value tasks. Practical Application: As a leader, cultivating a strengths-based approach in your team will result in not only greater success but also happier employees. When you focus on developing your team's strengths, you’re more likely to achieve long-term success. Discussion Points: The evolution of strengths-based leadership from First, Break All The Rules to CliftonStrengths How to identify and utilize your strengths and the strengths of your team members The importance of strengths-based management in fostering team success How to create a strengths-diverse team that maximizes each individual’s potential Resources Mentioned: First, Break All The Rules by Marcus Buckingham CliftonStrengths Assessment (StrengthsFinder) Contact Information: Andy Olen: andy@andyolen.com Website: andyolen.com Call to Action: If you're interested in learning more about strengths-based leadership or would like one-on-one coaching to improve your team's performance, reach out to Andy Olen at andy@andyolen.com. Also, consider taking the CliftonStrengths assessment if you haven’t already—it’s a game-changer in understanding your unique strengths! Closing Thoughts: Remember, business warriors, focusing on your strengths and those of your team is the path to achieving exceptional results. Go out there and crush it by playing to your strengths and building a team that does the same! Tune in soon for more insights on leadership, growth, and high-performance teams on the Business Warrior Within podcast!

Breaking into Medical Device Sales

The Business Warrior Within: Breaking into Medical Device Sales Episode Summary: So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success. Key Takeaways from This Episode: 🔹 The Unique Challenge of Medical Device Sales Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways. Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians. 🔹 Andy's Journey in Medical Device Sales Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens. Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players. 🔹 How to Break into the Medical Device Industry 1️⃣ Find Your Passion Within Healthcare Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc. Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker). 2️⃣ Identify the Right Companies Large companies provide structured training and career paths. Startups offer faster growth but require more self-sufficiency. Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points. 3️⃣ Network with Industry Professionals Use LinkedIn to find regional sales managers and reps in your area. Reach out for informational interviews—ask for advice, not a job. Learn from their career paths and let them guide you to opportunities. 🔹 The Mindset for Success in Medical Sales Be strategic in selecting a company that aligns with your career goals. Understand the industry's demands—hard work, resilience, and constant learning. Focus on communication, connection, and cooperation to earn the trust of medical professionals. Final Thoughts: Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry. 📩 Connect with Andy Olen: Website: andyolen.com LinkedIn: Andy Olen on LinkedIn Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales 🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world! 🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.

3 Negotiation Secrets

3 Negotiation Secrets Published on: March 3, 2025 Duration: 22 minutes Video Overview: In this video review, Andy Olen explores three key secrets to successful negotiation, emphasizing the importance of preparation, understanding motivations, and striving for mutually beneficial outcomes. Andy shares negotiation best practices, including: BATNA Tripe-Win Outcomes The Trading Sheet Trading Value for Value Key Points Reviewed Start with No Find the Motivation Ask for the Moon Additional Insights: Andy introduces the concept of BATNA (Best Alternative To a Negotiated Agreement), explaining its role in empowering negotiators by knowing their alternatives. He stresses the importance of a "triple win" outcome — benefiting the negotiator, their company, and the customer — to ensure long-term success and relationships. The video concludes with strategies for "Yes, if" negotiations, where agreements are structured around conditional agreements that benefit both parties. Conclusion: Andy's approach to negotiation combines practical strategies with ethical considerations, aiming for outcomes where all parties feel victorious, fostering repeat business and referrals. His personal anecdotes and substantial career achievements add depth and relatability to the advice shared. 📌 Video reacted to: 3 Negotiation Secrets To Always Get What You Want 📌 Get access to Andy's Tools and Insights: AndyOlen.com

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry

Joanna Ebbers Shares How To Thrive In The Aesthetic Industry Executive Summary: In this dynamic episode, Andy Olen welcomes Joanna Ebbers, an accomplished sales and training leader in the aesthetics industry. Joanna shares her journey from pharmaceutical sales to becoming a top executive in the rapidly growing aesthetics field, with leadership roles at companies like HydraFacial, SkinCeuticals, and SkinMedica. Throughout the episode, Joanna provides valuable insights into sales leadership, customer education, and the booming business of aesthetic treatments. She emphasizes the importance of passion, hustle, and continuous learning in sales and leadership. Joanna also offers advice for those looking to break into the aesthetics industry while reflecting on her Wisconsin roots and experiences in Southern California. Main Topics Discussed: Joanna's Career Journey: Transition from pharmaceutical sales to aesthetics. Leadership roles at top companies in the aesthetics industry: HydraFacial, SkinCeuticals, and SkinMedica. Most recently as Senior VP of Sales and Performance Training at Glo2Facial. Wisconsin Roots and Southern California Life: Reflections on growing up in Wisconsin, attending the University of Wisconsin-La Crosse, and her ongoing connection to the state. Living and working in Southern California for over two decades. The Aesthetics Industry: Why Joanna loves the aesthetics industry: high profitability, dynamic innovation, and helping customers feel better about themselves. Insights into the booming business of aesthetics, a multi-billion-dollar industry poised for continued growth. The importance of understanding and educating the customer, from estheticians to med spa owners. Customer Education and Support: Joanna’s passion for empowering estheticians through education, training, and sales confidence. The role of customer education in driving business success and client satisfaction. Strategies for helping aesthetic businesses maximize current clients and attract new ones. Sales Leadership and Training: The characteristics of a successful aesthetic salesperson, from capital sales to skincare product sales. The importance of passion, hustle, and targeting in sales. Building and leading high-performing sales teams in the aesthetics industry. Advice for Aspiring Aesthetic Salespeople: Tips for breaking into the aesthetics industry, including the importance of hustle and leveraging your network. How different sales experiences (e.g., in industries like payroll services and wine sales) can be great training grounds for aesthetics sales. Developing Businesses in Aesthetics: The value of a good sales system or product for medical spas and estheticians, and how it can rapidly pay off for businesses. The evolving customer demographic, with growing interest from younger consumers and men. Connect with Joanna: Instagram: @Joanna.Ebbers LinkedIn: Joanna Ebbers on LinkedIn Tune in for insights into the aesthetics industry, sales leadership, and Joanna’s tips for building successful businesses and empowering estheticians!