A SEAT at THE TABLE: Helping business leaders grow their influence

Hosted by Jane Singer

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Oct 2026

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October 25, 202643 min

Why Companies Keep Fixing Problems That Never Go Away

Why do companies keep fixing the same operational problems without seeing lasting improvements? And how do leaders unintentionally create the employee resistance they later complain about? Many businesses invest in new technology, restructure teams and launch transformation programs, yet their underlying problems remain. In this episode of A Seat at The Table, host Jane Singer speaks with Aaron Streeton, an operations strategist and transformation leader at Tengu Consulting. They discuss how executives can identify the real causes of operational problems, align strategy with day-to-day execution, and improve business performance without sacrificing long-term organizational health. WHAT YOU'LL LEARN Why technology can't fix broken business processes or poor leadership How executives unintentionally create resistance to organizational change Why short-term operational fixes often create bigger problems How to identify root causes instead of reacting to the loudest problems Why business transformation requires alignment across leadership, culture, people and processes How to prioritize operational improvements that deliver measurable results Why corporate strategy fails when day-to-day operations don't change How to create a practical roadmap for organizational transformation Why employee burnout and high turnover undermine business performance How to balance short-term financial results with long-term business sustainability WHO SHOULD WATCH THIS VIDEO? This conversation offers practical insights for: CEOs and business owners struggling with recurring operational problems and disappointing transformation results. COOs and operations directors looking to improve operational efficiency, productivity and business performance. Senior executives responsible for implementing organizational change and business transformation. HR and organizational development leaders working to improve employee engagement, leadership effectiveness and workplace culture. Business consultants and transformation specialists helping companies identify systemic problems and implement sustainable improvements. YOUTUBE CHAPTERS 00:00 Why leaders create the problems they blame on employees 01:44 Why technology doesn't fix broken processes 03:39 How leadership creates resistance to change 05:18 Building a practical roadmap for business transformation 08:10 Why companies must prioritize urgent operational problems 10:21 The uncomfortable truth about organizational transformation 11:55 Why corporate strategies fail during execution 14:55 Turning business strategy into operational improvements 16:07 When operational problems are actually leadership problems 18:19 How to identify the real problem beneath the symptoms 20:49 Why short-term fixes create long-term operational problems 23:54 Nine questions for diagnosing organizational problems 27:20 Why company values must match leadership behavior 29:00 How leaders establish organizational culture 30:48 Changing leadership behaviors and building new habits 32:39 Are companies demanding too much from employees? 35:12 How employee burnout and turnover damage business performance 36:53 Why sustainable operations require long-term thinking 38:17 How long-term business health affects company value 40:35 Where to learn more about Aaron Streeton's work ABOUT THE GUEST Aaron Streeton is an operations strategist and transformation leader with more than 20 years of experience delivering organizational improvements across multiple industries. He has led global programs generating over $1 billion in value creation and is the author of The 9 Essential Questions for Organizational Transformation. Connect with Aaron: Website: https://tenguconsulting.ca LinkedIn: https://www.linkedin.com/in/aaron-streeton/ #BusinessTransformation #OperationalExcellence #LeadershipDevelopment #ChangeManagement #BusinessStrategy SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm WTF! Women Talk Finance WTF! Women Talk Finance breaks down the world of money. No jargon, no... Listen on: Apple Podcasts Spotify Visit A Seat at The Table' s website at https://seat.fm

October 21, 202644 min

Who Wins in Startups: The Best Product or the Best Seller?

Episode Summary Why do strong pilots and working technology still fail to become viable businesses? In this episode, Jane Singer speaks with investor and advisor Alexander Piskunov about the gap between product validation, commercialization, and scale. Alexander Piskunov explains why early commercialization matters more than hype, how venture capital can resemble “a game of musical chairs” , and why founders may spend too much time fundraising instead of building the business. The conversation covers founder dilution, the value of sales and presentation skills, the different funding needs of deep-tech and hardware companies, bridge rounds, and the growing role of corporate venture capital. The episode also examines AI’s long-term potential, the tension between regulation and global competition, shifting venture capital allocations since COVID, rising interest rates, and investment opportunities across Latin America, Southeast Asia, Africa, and other emerging markets. ABOUT THE GUEST Alexander Piskunov, an investor and adviser who works with technology and industrial businesses. He has built investment platforms and led investments across AI, energy, manufacturing and aerospace. Much of his work is about the difficult stage after an idea or pilot works: that is getting the capital, partnerships and operating decisions right in order to scale. Connect with Alexander Piskunov: https://www.linkedin.com/in/alexander-piskunov/ SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm WTF! Women Talk Finance WTF! Women Talk Finance breaks down the world of money. No jargon, no... Listen on: Apple Podcasts Spotify Visit A Seat at The Table' s website at https://seat.fm

October 16, 202638 min

Why Great Employees Fail as Managers

Why do some of your best employees struggle after being promoted into management? And what separates a high-performing employee from an effective leader? Being great at your job doesn't automatically mean you'll be great at leading others. Leadership requires different skills, from motivating employees and managing different personalities to setting performance standards and building accountability. In this episode of A Seat at The Table , host Jane Singer speaks with Tirek Gayle , founder of Gayle Force Enterprises, leadership strategist and executive performance coach. They discuss practical ways to develop better leaders, improve team performance, avoid common management mistakes and prepare employees for greater leadership responsibilities. WHAT YOU'LL LEARN • Why top-performing employees don't always become successful managers • How to identify and develop leadership potential • How to manage different personalities without lowering performance standards • Why good leaders must demonstrate the behavior they expect from others • How to reward talented employees without forcing them into management roles • What changes when moving from middle management into senior leadership • Why leadership training and executive coaching matter at every level • How poor leadership contributes to toxic workplace culture and employee turnover • Why experienced employees and institutional knowledge are valuable • How to identify organizational blind spots that undermine performance This conversation offers practical leadership insights for: • CEOs and senior executives building stronger leadership teams and improving organizational performance. • HR directors and talent development professionals responsible for leadership training, succession planning and employee promotions. • Middle managers and newly promoted leaders transitioning from individual contributor to team leader. • Business owners and department heads looking to improve accountability, employee engagement and team productivity. • Executive coaches and leadership consultants helping organizations improve management effectiveness. CHAPTERS 00:00 Why great employees sometimes fail as leaders 01:48 The challenges of leadership today 03:37 Why top performers don't always make good managers 06:15 Rewarding talent without promoting everyone 08:57 Managing different personalities without lowering standards 11:25 How much should leaders adapt to employees? 13:11 Why leaders must set the example 15:19 Developing leaders from within 18:35 Moving from middle management to senior leadership 22:38 Why senior executives need leadership coaching 24:54 Character, accountability and leadership effectiveness 26:29 Toxic workplace culture and employee turnover 28:03 The value of experienced employees 29:54 Leadership in an AI-driven workplace 31:54 Managing technology and multigenerational teams 33:02 Identifying organizational blind spots ABOUT THE GUEST Tirek Gayle is the founder of Gayle Force Enterprises, a leadership strategist and performance coach, and creator of the Championship Mindset , a five-stage leadership development framework. Connect with Tirek: www.gayleforceenterprises.com https://www.linkedin.com/company/gayle-force-enterprises-leadership https://www.linkedin.com/in/tirek-j-gayle-mba-executive-coach-5631894/ ABOUT THE HOST Jane Singer is a media entrepreneur and host of A Seat at The Table . Jane published several high-performing B2B newsletters, an industry research and market intelligence platform, and an annual executive conference. She brings a practical, informed perspective to conversations that focus on helping listeners get their seat at the table. Explore more interviews: https://seat.fm/ Join our newsletter: https://seat.fm/join-our-newsletter/ #LeadershipDevelopment #ManagementSkills #ExecutiveLeadership #TeamPerformance #LeadershipTraining SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm Visit A Seat at The Table' s website at https://seat.fm

October 13, 202629 min

The Odds Were Stacked Against Him. He Found a Way to Win.

What happens when you refuse to give up? From prison at 18 to becoming a technology entrepreneur. Then, just as life was going well, a catastrophic brain hemorrhage and stroke threatened to take everything away. *How do you rebuild your life when the odds seem impossible?* In this episode of A Seat at The Table , host Jane Singer interviews Jonathan Karma , founder and CEO of VNet (Virtual Network for Extreme Transformation) and author of Warrior's Way . Jonathan grew up surrounded by addiction, homelessness and violence. After losing his mother to a heroin overdose at age 14, he eventually found himself in prison. But prison became the unexpected starting point for a career in technology. Years later, after building a successful career and family, Jonathan suffered a brain hemorrhage that left the right side of his body paralyzed. Doctors warned that he could be permanently disabled. He refused to give up. Today, Jonathan is building an AI-assisted platform to help others overcome adversity, develop new skills and create better futures. CHAPTERS 00:00 From prison to entrepreneur: Jonathan's extraordinary journey 01:22 Why failure doesn't mean defeat 03:31 Growing up with addiction, homelessness and trauma 04:39 How prison became a turning point 05:23 Discovering his talent for technology 06:53 Understanding the roots of addiction 08:00 Why small wins can change your life 09:46 Creating a vision for a different future 11:50 Why discipline matters more than motivation 13:45 The brain hemorrhage that changed everything 14:49 Recovering from paralysis and rebuilding his health 16:53 Building VNet to help others transform their lives 17:21 The four pillars of personal transformation 21:28 AI, workforce development and future careers 23:15 The story behind "Warrior's Way" 24:33 Breaking generational cycles 27:18 Why true success means helping others ABOUT JONATHAN KARMA Jonathan Karma is the founder and CEO of VNet, an AI-assisted personal and professional transformation platform focused on health, mental well-being, education and career development. He is also the author of *Warrior's Way*, an autobiography about overcoming childhood trauma, incarceration, serious illness and the challenges of rebuilding a life. VNet: https://venetconsultation.netlify.app/ Warrior's Way : amazon.com/author/jonathan_karma ABOUT A SEAT AT THE TABLE Hosted by media entrepreneur Jane Singer , A Seat at The Table features conversations with business executives, entrepreneurs and industry experts about the decisions, challenges and lessons behind their success. Jane has founded several B2B newsletters, an industry research and market intelligence platform, and an annual business conference. She brings a practical, informed perspective to conversations that go beyond conventional success stories. Explore more interviews: https://seat.fm/ Join our newsletter for business insights and new episodes: https://seat.fm/join-our-newsletter/ #Resilience #OvercomingAdversity #PersonalTransformation #Entrepreneurship #SecondChances SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm Visit A Seat at The Table' s website at https://seat.fm

October 9, 202645 min

The Performance Multiplier Leadership is Overlooking

What’s the difference between being liked or a ‘good communicator’ - and building genuine ‘connection’. And does it really matter? We’ll be unpacking that and more in this episode. According to Blake Devillier: "Connection is a performance multiplier, not a soft skill." Blake spent 30 years in leadership roles at Old Navy, Taco Bell and Carl’s Jr. He’s parlayed what he learned during those years into his Genuine Connection Model, a framework built around creating psychological safety and interpersonal alignment in the workplace - which based on his experience leads to measurably better performance outcomes. In this podcast Blake will be discussing: The Two Things Every Productive Relationship Needs: It's about interpersonal alignment and psychological safety. [00:03:57 → 00:04:03] Why Leaders Hear Less Truth: "The higher you move in an organization, the less honest, the more filtered, the more censored, the more packaged information becomes when delivered to an executive, because people are afraid that if they really say what they think and feel, that that will have a negative impact on them." [00:07:27 → 00:07:56] The Truth About Building Genuine Connection: Connection doesn't grow quickly, and it also doesn't necessarily deteriorate quickly. It's sort of both happen over time and with intention, or quite honestly, a lack of intention. [00:09:09 → 00:09:22] The Lost Art of Paying Attention: You have to put the phone down. You can't multitask. You can't be in a space where you are formulating your response to what the person across the table is saying to you. You've just got to zero in. [00:10:13 → 00:10:27] Survival Mode Is Killing Teamwork : There is a mindset of survival of the fittest and sort of natural selection. [00:14:00 → 00:14:17] Leadership Is Measured by Growth, Not Paperwork: Success is less about that and more about what you actually do to guide the growth of your direct reports. [00:19:01 → 00:20:19] The 4-Zone Framework for Stronger Stakeholder Relationships: "You're going to be in a different zone with likely each of your key stakeholders and just need to be intentional about what do I need to do specifically in this relationship to move us towards genuine connection?" [00:26:58 → 00:27:13] How to Measure Employee Engagement: I'd first want to understand where their organization is from an engagement standpoint. [00:28:23 → 00:28:30] The Leadership Superpower Nobody Expects: When a senior leader in a relationship, in a conversation with a stakeholder, can buck that trend and really show up in that conversation and be highly engaged, You get a lot more credit for that because it sort of really bucks the trend of what people believe a senior leader is capable of based on all that they are constantly carrying on their shoulders. [00:36:38 → 00:36:38] The First 90 Days Can Make or Break Your Success: what you do in the first 90 days has a tremendous impact on your overall productivity and success in your role over time. [00:38:37 → 00:38:49] __________________________________ About Blake Devillier https://www.linkedin.com/in/blakedevillier/ https://blakedevillier.com/ https://youtu.be/UFt4JfKFOfQ?si=4NCAKUXeSOhd7RhX ___________________________________ SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm WTF! Women Talk Finance WTF! Women Talk Finance breaks down the world of money. No jargon, no... Listen on: Apple Podcasts Spotify Visit A Seat at The Table' s website at https://seat.fm

October 6, 202628 min

Why Are Middle Managers Burning Out?

Episode Summary Middle managers are expected to support their teams, deliver leadership's goals and keep the day-to-day operation running. But who's supporting them? In this episode of A Seat at The Table , Jane Singer speaks with Dr. Lisa Campbell , a healthcare executive, entrepreneur, educator and speaker with more than 30 years of experience in healthcare. Lisa explains why so many accomplished managers are carrying an unsustainable load—and how learning what to release can be just as important as learning what to do next. They discuss middle manager burnout, workplace stress, hustle culture, the pressure to constantly achieve, and Lisa's seven types of “weight” that can affect both our professional and personal lives. Why Are Middle Managers Burning Out? Middle managers occupy a particularly difficult position. Senior leadership sets the mission, vision and goals. Frontline employees look to their managers for direction and support. The middle manager is responsible for connecting the two—often without adequate support themselves. Lisa experienced this firsthand. Early in her healthcare career, she arrived for her first day in a management role and was immediately told the department's annual budget was due. She had no organizational experience, little guidance and a decision in front of her that would affect the department for the next 12 months. Her experience led her to an important observation: People get promoted into management, but that doesn't necessarily mean they're supported once they get there. The result can be long hours, skipped breaks, chronic stress and eventually burnout. Can You Prevent Burnout Before It Happens? Lisa believes we need to address burnout before someone reaches the breaking point. She describes becoming so busy that she couldn't recognize the warning signs in herself. Instead of focusing only on recovering from burnout, she began asking a different question: What can I take off my plate before I get there? That shift became central to her approach to leadership and personal growth. Why Personal Growth Sometimes Requires Doing Less We're often taught that growth requires adding something: another qualification, another skill, another responsibility or another goal. Lisa discovered the opposite. In 2023, she was simultaneously working as a university professor and running a healthcare consulting business. On paper, she was successful. But eventually the pressure caught up with her. Her response was to start subtracting. She left the university, closed the consulting business and began reconsidering the identity and expectations she had carried for years. The result surprised her. With fewer resources and fewer commitments, she found herself feeling more creative, productive and peaceful. Sometimes moving forward requires deciding what you're no longer willing to carry. What Are the Seven Types of Weight? Lisa identifies seven different forms of “weight” that can accumulate in our lives: Emotional weight – Feelings and emotional responses that we continue carrying from one situation to another. Mental weight – Overthinking, constant mental chatter and the belief that slowing down or letting something go means failure. Historical weight – Expectations inherited from our families, professions or organizations, including the belief that something must be done a certain way simply because “we've always done it this way.” Comparative weight – Constantly measuring our lives and careers against other people, particularly through the distorted lens of social media. Procrastination weight – Goals and desires we continue postponing because fear prevents us from taking action. Commitment weight – Saying yes to too many responsibilities and struggling to say no when something no longer fits. Physical weight – The impact the other forms of stress can eventually have on our bodies and physical wellbeing. Lisa's starting point is simple: You can't release something until you can name what you're carrying. How Does Hustle Culture Affect Successful Professionals? Many high achievers have been taught that success means constantly doing more. More hours. More responsibilities. More money. More accomplishments. Lisa describes being afraid to let go because success had given her financial security and the freedom to do things she enjoyed. But she also began questioning the idea that we should spend our lives working now so that we can finally enjoy them after retirement. Her alternative is to create a life where achievement and enjoyment don't have to be separated by decades. Why Saying No Can Be an Important Leadership Skill One of the weights Lisa identifies is commitment. For people accustomed to being dependable, ambitious and helpful, saying yes can become automatic. Eventually those commitments accumulate. Lisa suggests a useful alternative for people who struggle with saying no: “No, not right now.” It creates space without requiring you to permanently close the door. Are You Surviving or Thriving? One of Lisa's biggest realizations was that being constantly busy didn't necessarily mean she was moving forward. Sometimes we are simply running around the same circle. Stepping back allowed her to reconsider which expectations were genuinely hers and which had been inherited from family, workplace culture or previous definitions of success. Her message to managers and other high-achieving professionals is clear: growth isn't always about adding more. Sometimes growth requires release. In This Episode Middle manager burnout • Leadership burnout • Workplace stress • Preventing burnout • Healthcare leadership • Professional development • Work-life balance • Hustle culture • Mental load • Leadership development • Workplace wellbeing • Saying no at work • Managing stress • Personal growth • High achiever burnout • Management support About the Guest Dr. Lisa L. Campbell, PhD, MHA, RHIA, FAHIMA is a healthcare executive, entrepreneur, educator and speaker with more than 30 years of experience in healthcare. She is the founder and CEO of Dr. Lisa L. Campbell, Inc. and is known as the Growth Motivator. Her work bridges healthcare leadership, professional development and personal growth. Website : https://drlisalcampbell.org/ YouTube : https://www.youtube.com/@drlisalcampbell1922 LinkedIn: https://www.linkedin.com/in/drlisalcampbell Facebook: https://www.facebook.com/DrLisaLCampbell/ Instagram: https://www.instagram.com/drlisalcampbell/ TikTok : https://www.tiktok.com/@thegrowthmotivator SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm Visit A Seat at The Table' s website at https://seat.fm

October 2, 202645 min

How to Stay Calm When the Stakes Are High

Episode Summary What does international business look like when your work takes you beyond boardrooms and into meetings with governments, intelligence agencies and people who may present very real risks? In this episode of A Seat at The Table , Jane Singer speaks with Reggie Gray , a global executive, speaker, Pulitzer Prize nominee author and strategist whose international work has brought him into contact with world leaders, governments, royalty and U.S. intelligence agencies. Reggie shares stories from high-risk international projects and explains why adaptability may be one of the most important skills in global business. They also explore the future of AI, the risks of enterprise and government-level artificial intelligence, and why human judgment could ultimately become our most important safeguard. About Reggie Gray Reggie Gray is a global executive, speaker, Putlizer Prize nominated author and strategist whose work has included international business development and engagement with governments and major corporations. He is the author of A Win-Win Situation and I May Never Come This Way Again . His latest book draws on stories from years of international work, including experiences involving intelligence agencies, high-risk meetings and situations where global business intersected with geopolitics and security. https://www.linkedin.com/in/reggie-gray https://www.reggiegray.com Key Takeaways Adaptability is critical in international business. Training provides a foundation, but leaders also need to think clearly when circumstances change unexpectedly. AI governance may become an international business issue. As AI moves beyond individual productivity tools into enterprises, infrastructure and government systems, questions about control, security and accountability become more significant. Human judgment remains essential. Technology can provide extraordinary capabilities, but conscience, morality and judgment may become even more important as organizations rely more heavily on AI. From International Business to High-Risk Global Projects Reggie's international career developed through his work connecting governments with companies capable of supporting major projects in energy, ports, logistics, healthcare, education and infrastructure. Over time, that work took him into increasingly complex environments. He describes traveling between Switzerland and Moscow as part of a diamond transaction, collaborating with federal agencies, visiting people in prisons and participating in meetings where business, geopolitics and security intersected. One particularly memorable experience involved traveling to Egypt for a meeting with individuals he says were connected to the Muslim Brotherhood. Standing behind the pyramids waiting for the meeting, Reggie suddenly realized just how vulnerable his position was. His experiences taught him that succeeding in unpredictable international environments depends on something difficult to teach: The ability to adapt in real time. How Do You Operate When Things Go Wrong - and There's No Playbook? Training can prepare you for certain scenarios. But international business introduces variables that no training manual can completely anticipate: different governments, cultures, personalities, regulations and rapidly changing situations. Reggie says his background in areas including crisis management and martial arts helped. But repeated exposure to uncertain situations also taught him to remain calm when circumstances became chaotic. His conclusion: “The only thing you can probably do is learn how to train to be adaptable.” What Will Global Business Look Like in Five Years? The conversation shifts from Reggie's past experiences to what may be one of the biggest forces shaping international business in the future: artificial intelligence . Reggie believes companies and individuals need to understand AI or risk being left behind. But he distinguishes between everyday AI applications and the much larger questions created when AI becomes deeply embedded across enterprises, governments, infrastructure and defense. Unlike previous technological shifts, AI can cross industries and national borders while continuing to develop. That creates enormous opportunities, but also risks that businesses and governments will have to confront. Does AI Need Global Guardrails? Jane and Reggie discuss whether governments eventually need clearer boundaries around advanced AI. One concern is that even if responsible organizations agree to restrictions, bad actors may not. Reggie argues that AI's ability to interact with technology across multiple systems creates risks very different from those associated with a technology designed for one finite purpose. The challenge therefore isn't simply how far can AI develop? It's also: Where should we draw the line? Could Humans Become the AI Safety Net? As AI becomes integrated into more systems, Jane raises an interesting possibility: systems that retain human involvement could actually prove more resilient in a crisis. Reggie agrees. Humans possess qualities AI doesn't necessarily replicate: conscience, morality, judgment and the ability to decide when something should simply be switched off. That human element may ultimately be one of the safeguards against excessive dependence on AI. Reggie also sees this difference in creative work. AI can generate information and content, but he believes it struggles to reproduce the humor, rhythm, personality and human feeling that make someone's work distinctly their own. The Hidden Risks of Sharing Your Life Online The conversation also explores a more immediate security issue: how much personal information people reveal through social media. Reggie's international experiences made him highly conscious of how seemingly harmless information can expose someone's location, possessions, routines and travel plans. His advice is simple: think before posting in real time. People may see celebrities publicly documenting their lives without recognizing that celebrities often have professional security and carefully managed publicity strategies. For everyone else, revealing where you are, when you're away from home and what you own can create unnecessary risks. Topics & Keywords International Business, Global Business, Geopolitical Risk, Enterprise AI, AI Governance, Artificial Intelligence, Crisis Management, Global Leadership, International Business Strategy, Business Risk, AI Risk, Global Strategy, Executive Leadership, Social Media Security Hashtags #InternationalBusiness #GlobalBusiness #ArtificialIntelligence #EnterpriseAI #AIGovernance #GlobalLeadership #GeopoliticalRisk #CrisisManagement SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm WTF! Women Talk Finance WTF! Women Talk Finance breaks down the world of money. No jargon, no... Listen on: Apple Podcasts Spotify Visit A Seat at The Table' s website at https://seat.fm

September 29, 202633 min

Can You Build a Business Using Trust as Capital?

How do you build a successful business when you don’t have much capital? And how do you know when an opportunity is worth pursuing — or when it’s time to walk away? In this episode of A Seat at The Table , host Jane Singer talks with entrepreneur, luxury real estate advisor and author Arta Dawkins about building businesses through trust, relationships and the ability to recognize opportunities other people overlook. Arta shares lessons from nearly 30 years of entrepreneurship, sales and dealmaking — from building an import-export business in Albania to establishing herself in Canada’s highly competitive luxury real estate market. One of her central lessons: money isn’t the only form of capital. Knowledge, credibility, relationships, courage and execution can also be used to create opportunities and build a business. Building a Business Without Large Amounts of Capital Arta began her entrepreneurial career by recognizing a gap between customers who needed essential products and suppliers who needed reliable buyers. Rather than financing inventory herself, she created a structure connecting buyers, suppliers, financing and delivery. Customers prepaid for their orders, allowing her to purchase from suppliers and complete transactions without borrowing large amounts of money. The model depended on something even more valuable than capital: trust . As the business grew, Arta eventually led 78 employees and says sales increased approximately 1,000% in two years. How to Build Trust in Business Arta explains why trust became the foundation of both her businesses and her approach to selling. For her, building trust means understanding the customer's needs, doing the necessary due diligence and consistently doing what you said you would do. Her philosophy is simple: create relationships before trying to create a sale. Look Beyond the Immediate Sale One of the most valuable lessons from Arta’s career is learning to identify the larger need behind what a customer initially asks for. Instead of focusing only on completing one transaction, she asks: • What problem is the client actually trying to solve? • What additional value can I create? • What resources can I connect to provide a more complete solution? That approach helped her turn individual transactions into long-term customer relationships. Arta says approximately 90% of her business has come through repeat clients or referrals. She argues that for many companies, the best growth opportunities may already exist within their current customer relationships. Confidence, Due Diligence and the Power to Walk Away The conversation also explores one of the hardest parts of negotiation: knowing when not to make the deal. Arta describes the difference between confidence and attachment. Attachment says: I must have this deal. Confidence means working hard to create a good outcome while still being prepared to reject a bad decision simply to avoid losing the transaction. She calls this walkaway power — the ability to remain objective when emotions, momentum or the desire to close a deal begin influencing your judgment. From Entrepreneurship to Luxury Real Estate After immigrating to Canada, Arta essentially started again. She initially sold credit cards and long-distance telephone plans at Toronto Pearson Airport to better understand Canadian consumers and strengthen her sales skills. She later entered luxury real estate, eventually becoming a RE/MAX Hall of Fame member. Arta explains how she built that business by going directly to potential customers, focusing on higher-value opportunities and looking beyond individual property transactions to understand what clients would need next. About Add the Zeros These experiences form the foundation of Arta’s forthcoming book, Add the Zeros . Despite the title, her philosophy isn't simply about charging more, working more hours or chasing bigger transactions. It is about recognizing the additional value hidden inside an existing opportunity. Her message to entrepreneurs and business leaders is to begin with what you know, solve a genuine problem, build trust, protect the people who put their confidence in you, and then look for the additional opportunities contained within the relationship. In This Episode Jane and Arta discuss: • How to build a business without substantial starting capital • Why trust can be more valuable than money • How entrepreneurs can recognize hidden business opportunities • Turning customers into long-term relationships • Growing through repeat customers and referrals • How to create more value from existing client relationships • Negotiation and high-stakes decision-making • Balancing confidence with due diligence • Why entrepreneurs need the ability to walk away from bad deals • How Arta built businesses across different countries and industries • The ideas behind Add the Zeros Connect With Arta Dawkins Add the Zeros: https://addthezeros.com Luxury Real Estate: https://www.artahomes.com Instagram: https://www.instagram.com/artadawkins/ LinkedIn: https://www.linkedin.com/in/artadawkins/ About A Seat at The Table Follow A Seat at The Table on LinkedIn: https://www.linkedin.com/company/seat-at-the-table-podcast/ A Seat at The Table is hosted by Jane Singer and features conversations with entrepreneurs, executives and industry experts about what’s working, what isn’t, and the strategies and lessons leaders can use to make better business decisions. Discover more episodes and learn about becoming a guest at seat.fm . SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm Visit A Seat at The Table' s website at https://seat.fm

September 26, 20261 hr 1 min

He Built a Repeatable System to Drive Success

Since the early days of his career, Gregg Davis learned the importance of controlling his success. That meant not relying on social media, a manager, or even your current success. For independent creators, entrepreneurs and small businesses, social media makes it possible to reach thousands of people. But those followers belong to a platform you don't control. In other words, you're buildng your business on borrowed land. In this episode of A Seat at The Table , Jane Singer talks with Gregg Davis (DJ Self-Born) , a veteran DJ and entrepreneur who has produced for Kanye West, toured with the Wu-Tang Clan, and built a million dollar music business. Gregg explains why he combines digital marketing with decidedly "old-school" tactics: getting out from behind the screen, meeting potential customers, building relationships and going where the opportunities are. His message: Use social media. Don't build your entire business on it. From Social Media Followers to Real Business Relationships Gregg remembers when MySpace appeared to offer musicians a way to build their careers entirely online. Then the platform disappeared — along with the audiences people had spent years building. It taught him an important lesson: don't confuse access to someone else's platform with owning your business infrastructure. Today Gregg uses social media, AI and YouTube. But he sees them as tools that support the business rather than replace direct relationships. Sometimes one meaningful contact can be worth far more than reaching thousands of people who barely know who you are. Why Offline Marketing Is Working Again One of the more counterintuitive ideas in this conversation is that "old-school" selling may actually provide a competitive advantage today. Gregg still believes in pounding the pavement. When he moved from Chicago to Miami, he deliberately put himself in a market filled with hotels and resorts where he could personally approach potential clients. Today he is still walking into hotels, meeting decision-makers and pitching new services. Why? Because almost everyone else is sitting behind a computer. Showing up in person has become unusual enough to help you stand out. Combining Offline and Digital Marketing Gregg isn't arguing that entrepreneurs should abandon technology. Instead, he explains how the two worlds can work together. AI can help research potential prospects and identify better leads. Social media can create awareness. YouTube can become a deeper content platform where people learn who you are and what you know. Then personal contact can turn awareness into an actual relationship. Gregg describes AI almost like an assistant: let technology do some of the research and busy work, then bring the human element back into the process. Why Gregg Is Betting on YouTube Gregg makes an interesting distinction between social media and YouTube. He sees YouTube less as another feed to keep posting on and more like having your own television channel — a place where you can build a body of content that tells your story and allows potential customers to understand what you do. For creators and entrepreneurs, that means thinking like your own media producer rather than simply chasing likes and followers. Authenticity Beats Perfect Content Gregg also challenges the pressure to make everything look polished. Record the setup. Show the work. Capture what happens behind the scenes. Let people see you learning, solving problems and occasionally getting things wrong. Those imperfect moments can make someone watching think: "He's like me. Maybe I can do this too." As AI-generated and highly curated content becomes increasingly common, genuine human experience can become more valuable, not less. Questions This Episode Answers How can you build a business without relying on social media? Build direct relationships, develop multiple ways to reach customers, create content you control and use social platforms as marketing tools rather than your entire business infrastructure. Is offline marketing still effective? Gregg argues that it can be particularly effective today because fewer competitors are willing to meet prospects personally, make direct introductions and build relationships face-to-face. Do you need thousands of followers to build a successful business? No. Gregg would rather develop a smaller number of meaningful relationships than have thousands of weak digital connections. How should entrepreneurs use AI for marketing and sales? Gregg uses AI to help identify and research potential prospects. Technology does some of the groundwork; he then builds the human relationship. How can musicians and independent creators find more clients? Go where the potential customers are. Gregg built his DJ business by targeting hotels, resorts and hospitality businesses where demand for entertainment already existed. What should someone do if they're starting a business with very little money? Identify the skill or passion you can build around, determine the basic tools you need to start, acquire what you can afford and begin. Then reinvest as the business grows. About Gregg Davis Gregg Davis, also known as DJ Self-Born , is the author of Self-Born: How I Made a Million Dollars as a DJ and Built a System Anyone Can Use. The book isn't about how to mix records or operate DJ equipment. Gregg uses his experience building a successful career in music to explain broader principles of entrepreneurship: owning your tools, finding customers, building relationships, developing transferable business skills and creating opportunities from the ground up. His central lesson extends well beyond musicians: Technology can help you reach people. But ultimately, businesses are still built by connecting with people. Key Moments 00:00 Building a business beyond social media 02:15 Why personal connections still matter 09:12 What MySpace taught Gregg about platform dependence 13:20 Building a foundation you control 16:51 Using AI without losing human connection 18:34 Building your own marketing infrastructure 25:07 Going where your customers are 29:20 Why it only takes one customer 33:04 What marketing is working now 37:56 Why old-school selling is making a comeback 44:12 Marketing beyond social media 45:45 Why Gregg is betting on YouTube 47:40 How to start building a business 51:52 Gregg's book Self-Born Connect with Gregg Davis DJ Self Born SELF BORN MUSIC, LLC Instagram: DJ Self Born (@djselfborn) Linktree: https://linktr.ee/djselfborn Facebook: facebook.com/Rich.Blackman.507 More From A Seat at The Table Podcast website: https://seat.fm/ Subscribe to our newsletter: https://seat.fm/join-our-newsletter/ SEND US A MESSAGE THE CONSISTENT MARKETING SYSTEM Stop starting over again each month. We'll work together one-on-one to build a tailor-made system you can repeat each quarter. Marketing gets done - on easy mode. Get the details about the Consistent Marketing System . More resources for B2B marketers at our website at seat.fm WTF! Women Talk Finance WTF! Women Talk Finance breaks down the world of money. No jargon, no... Listen on: Apple Podcasts Spotify Visit A Seat at The Table' s website at https://seat.fm

September 24, 202613 min

This Positioning Mistake is Why You're Always Competing on Price

Why do some B2B companies constantly find themselves competing on price? Often, the problem isn’t the product, the sales team or even the competition. It’s positioning . In this episode of A Seat at The Table , host Jane Singer explains why positioning your company as a generalist or “one-stop shop” can make it harder to win high-value B2B deals — and why narrowing your focus can actually help you sell more and charge more. The key idea: B2B customers aren’t really buying your product or service. They’re paying you to solve a specific problem. And when that problem becomes urgent, they don't want a company that could probably help . They want the company that looks like the exact solution. Why Broad B2B Positioning Can Hurt Sales Many companies describe themselves as a “one-stop shop.” The logic seems reasonable: the more services you offer and the more types of customers you can serve, the more potential business you can win. But there’s a problem. When your positioning tries to communicate everything you can do for everyone you can help, prospective customers may see you as another general provider rather than the expert in solving their particular problem. That becomes especially important for high-ticket B2B products and services with long sales cycles . The buyer isn't casually browsing. Usually something has happened inside the business that has turned a problem into a priority. They need a solution. And they need to decide who is most likely to solve it. Find the Trigger That Makes Customers Buy One of the most useful questions a B2B marketer can ask is: What happened just before the customer decided to buy? There is often a trigger — a moment when the customer goes from being interested in solving a problem to deciding, We need to fix this now. Understanding that moment can help you sharpen your marketing and positioning. Instead of marketing every possible application for your product or every service your company provides, you can focus attention on the urgent problem that causes your ideal customer to take action. Why Generalists End Up Competing on Price When buyers can't see a meaningful difference between several potential suppliers, price becomes an easy way to compare them. That's the price trap . Narrow positioning creates a different perception. Instead of being one of many companies that could potentially do the job, you position your business as a specialist in solving a specific problem. Your ideal customer should be able to make a simple connection: Your product or service = this problem goes away. The more clearly buyers make that connection, the less likely they are to see your company as interchangeable with competitors. Specialists Can Command a Premium Think about the difference between a general doctor and a specialist. If you have a clearly identified medical problem, you don't simply want someone who understands medicine. You want someone who specializes in your particular problem. The same principle can apply to B2B purchasing. When a company faces an important, expensive or urgent problem, buyers want to feel that the supplier understands exactly what they're dealing with. Specific positioning communicates expertise. It also makes customers feel understood: These people get our problem. That perception can make it easier to differentiate your company and support premium pricing. But Won't Narrowing Our Focus Cost Us Customers? This is where many B2B companies get nervous. If you position yourself around one problem, aren't you turning away all the customers who need something else? Not necessarily. Your positioning doesn't have to describe everything your company is capable of doing. Its job is to give the market a clear reason to remember and choose you. Jane discusses examples such as FedEx , which built its positioning around overnight delivery, and DHL , which established a strong position around international delivery. Neither positioning meant those companies could do only one thing. It gave customers a clear reason to think of them. And once a customer trusts you to solve one problem, they may ask you to solve others. In This Episode Jane discusses: • Why “we're a one-stop shop” can be weak B2B positioning • The difference between what you sell and the problem customers actually buy • How to identify the trigger that causes a B2B buyer to take action • Why broad positioning creates more perceived competition • How weak differentiation pushes companies into competing on price • Why specialists are often able to charge premium prices • How narrow positioning builds perceived expertise • Why targeting a specific problem doesn't necessarily mean turning away other business • How FedEx and DHL used focused positioning to differentiate themselves • Why your marketing shouldn't try to speak to everyone The Key Takeaway If your marketing is trying to speak to everyone, it may be speaking to no one. Pick the one problem you solve better than anyone else — and make that the loudest thing you say. About A Seat at The Table A Seat at The Table , hosted by Jane Singer, features conversations and practical insights on B2B marketing, business strategy, entrepreneurship, sales and leadership. The goal is simple: examine what's working, what's not, and the strategies businesses can use to stand out, build stronger customer relationships and make better decisions. Discover more episodes at seat.fm . SEND US A MESSAGE More resources for B2B marketers at our website at seat.fm Visit A Seat at The Table' s website at https://seat.fm

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