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Jeremy Bono leads Phenom’s North American account management team, a sizable business that represents most of the company’s revenue. His team partners with nearly 500 employers to extract value out of the technology. That requires understanding all aspects of the customer’s business such as revenue drivers and strategic priorities.

Asking good questions is critical to salespeople’s success. That’s why Bono has account managers use an “open, probe, confirm” framework to ask open-ended questions, probe further and confirm what they heard with customers. Artificial intelligence is a great way to get information faster and allows for deeper conversations, which is why the sales team is trained on the technology to do their jobs better.

In this episode, hear Bono’s famous “Rule of Five” sales strategy for value-selling and why he’s always in a state of constant learning.

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A simple fact of innovation, and all of the speed, efficiency, and automation that comes with it, is that technology will break down from time to time. Engineering is inherently human and iterative. The same principle of forgiveness should apply to technology as to people – viewing failures as a moment in time in a long journey, not a final endpoint.

Mark MacDonald knows a thing or two about the importance of accepting and learning from breakdowns. As the top executive in charge of Phenom’s Global Professional Services and Customer Care team, his team helps more than 700 organizations overcome tech challenges. Accepting temporary setbacks is crucial for progress and efficiency in a rapidly evolving tech environment.

Tune in to this episode to hear why curiosity and continuous learning are vital in leadership roles, particularly in exploring new tech and addressing hiccups along the way.

Great leaders at any level of an organization are notable for two traits: they admit their weaknesses and hire to compensate for them. That explains why Panasonic Automotive’s CHRO, Stephen Childs, once laid bare his gaps and weaknesses in front of his team before sharing them with the entire company.

“I literally became a better leader over a period of a few weeks after doing that,” he said in this episode of “Unusual Attitudes.” Vulnerability humanizes leaders and not only assures others on the team that it’s OK to have flaws, but that each member has a strength that benefits the broader organization. That’s how amazing teams get created.

Tune in to this episode and hear how a conversation with his teen daughter paved the way for Childs to become a better active listener.

Guest: Stephen Childs, CHRO, Panasonic Automotive, executive coach and author of “Just Be Undeniable”