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Leadership

Internal vs External — Design Who You Are As A Leader

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Stedman Graham, author of Identity Leadership: To Lead Others You Must Lead Yourself First.

Stedman Graham is an accomplished businessman and best-selling author of twelve books, the latest taking a closer look at the importance of understanding who we are as human beings first, before reaching out to help others. Graham wrote the book because he is passionate about self-development, self-empowerment and efficacy, and helping people find their own personal sense of identity.

As someone who spent most of his life searching for an identity, Graham wants to create awareness about all of the external factors that affect our sense of self. He states that while most people focus on the external and feel defined by the color of their skin, money, title, or religion, “the power is really in the internal.” In order to thrive nowadays, it’s essential to understand the definition of “identity leadership.” He defines it as “self-leadership based on the philosophy that you can’t lead anybody else until you first lead yourself.” He adds, “Leadership starts with the premise of being the best possible person you can, so that you can create value and serve the world with that value.”

Graham’s goal is to “teach people how to work on themselves, teach them to self-actualize their potential based on who they are.” He argues that one thing this pandemic has taught us is how we need to do things for ourselves, not rely on anyone else for our own socio-economic development. “This is a ‘you economy.’” In fact, identity leadership is perfectly suited for the current marketplace because it teaches us to redefine our own existence.

He admits that defining yourself is an evolving process. Graham said, “It’s a process of consciousness. You have to be aware of what you don’t have.” It’s about evolving into better versions of ourselves.

Business is all about being able to be adaptable and creating new paradigms for new models and programs. People who are successful are not defined by external factors like class, status or gender – they just know who they are. Graham also provides a great example – as the partner of one of the most powerful women in the world, Oprah Winfrey, he feels comfortable enough in his own skin, seeking knowledge through constant education. He concludes with, “If you’re not clear on who you are, and where you’re going, and how are you going to get there, then you really don’t have a life. You’re just going through the motions.”

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“I’ve known Stedman for some time now and I’m always impressed by his poise, knowledge, and his generosity in sharing his wisdom with as many people as possible,” Hayzlett said. “A successful businessman in his own right, the knowledge he has amassed throughout his career is evident in his persona and the book as well. I hope that the audience learns to focus more on internal factors, rather than external, to design their own leadership style.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

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Leadership

Understanding How To Be A Leader

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Dawn S. Kirk, author of Heartbeat Leadership: Empower Yourself, Engage Your Team and Impact Your Organization.

Corporate America can be an overwhelming place, and author Dawn S. Kirk decided to write her first solo book to empower those who often feel unheard in meetings. She wanted to ensure no one else felt like she did when they walked into a room because every person has something to offer and has value that can be added to any organization.

Kirk’s 26-year career in corporate America launched her on a quest to better understand what it meant to be a leader and to become the best version of herself. She recounts some experiences in that realm not being as positive as they could’ve been and realized, “The goals I set for myself were greater than the obstacles I was going to face.” This is the impetus for the book – getting out that message of empowerment to as many people as possible.

Kirk says the book is for those already in leadership positions to become better leaders and for those who are not feeling heard. She uses the subtitle, “Empower Yourself” so people know they have a choice to empower themselves in any situation. The book is also for those responsible for larger teams to help them fully engage everyone and tapping into their potential.

She also argues that many organizations have a “heart problem,” where they’re focused on the bottom line more than they are focused on their people. While there’s nothing wrong with profitability, when that comes at the expense of the people, that’s when they have a heart problem. Kirk states, “At the end of the day, the heart of the business are the people that work for you. I truly believe people are your competitive advantage.”

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“People are the cog that keeps your business running. There’s nothing wrong with profits, but they shouldn’t come at the expense of your people,” Hayzlett said. “This episode highlights that principle of leadership and addresses what every leader should do – engage their teams, listen to everyone’s ideas and ensure everyone feels heard and that their ideas will have a direct impact on the overall business goals.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

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Sales

Stop Giving Away Your Credibility And Your Power

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring C. Lee Smith, author of SalesCred: How Buyers Qualify Sellers.

Smith has been in sales for 35 years and has a passion for helping customers solve their pain points. He strongly believes that salespeople can create a positive outcome on prospects’ lives by helping them solve a problem and achieve their goals.

Smith wrote the book for people with short attention spans as he understands that salespeople and managers are busy people. Their company time should be spent closing deals, so the book sums up 140 points – something anyone can tweet, and then ask introspective questions. His goal was to get readers to get through it quickly so it can create an immediate impact, improve their behavior and credibility in order to improve their sales.

He wrote the book “because so many people that I see give away their power, give away their credibility, and the stupid things they do every day,” and he wanted to change that pattern.

Only 1 in 4 people in North America view salespeople as credible. While Smith  laments that sales professionals are often judged by their worst practitioners, he insists salespeople should have a high degree of credibility to potentially attract higher-level clients, gain acces to key decision-makers, and sell from a position of strength. He adds, “Credibility is a pre-requisite of trust. You cannot be a trusted advisor, and achieve trust unless you have credibility.”

However, having credibility doesn’t mean people trust you. These are two separate things that people often put together as one, when they should be separate.

Smith also discussed the most common mistakes salespeople make, such as failing to update their LinkedIn profiles, and offers one key best practice for those looking to increase their credibility, “Act like you’ve been there before.”

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“Trust is a key component in everything you do, including sales. When trust is combined with credibility that is what will make customers want to do business with you,” Hayzlett said. “Lee is a master of the sales process and his knowledge is on full display during this episode.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Personal Development

Why Your Sales Process Should Never Go Stale

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Jeff Brandeis, author of Done Deal: The Step By Step Handbook to Sell Success.

Brandeis, a former accountant who transitioned into the sales realm, enjoyed being outside making things happen and selling to the same group of professionals he was once a part of. He made a conscious effort to gear the book content towards sales professionals and the 5-step process that every company should have. Brandeis insists that every company should have a documented sales process, no matter whether they’re selling a product or service.

Brandeis details 5 steps of the sales process as:

  • Getting someone interested in your product
  • Discover their needs and understand what they like/don’t like, and why
  • Understand the problem you’re solving
  • Reach alignment and a full agreement
  • Sign the contract and close the deal

He also points out the biggest mistakes in sales by stating that salespeople are usually ahead of the buyers in the sales cycle. This misstep is what causes some to be bad forecasters. Another mistake is that they fail to recognize that the prospect may not be the only decision-maker they need to reach in order to close the sale.

While there’s no sure-fire way to troubleshoot every problem, Brandeis says it’s on every sales person to try to uncover everything there is to uncover.

Brandeis also encourages sales professionals to remain innovative and continue honing their skills. He argues that while the sales process itself doesn’t drastically change, the tools and technology used do. He states that there are some companies who haven’t fully trained employees on how to sell remotely and have failed to transition effectively, affecting the sales quotas and other metrics.

“If you don’t keep your sales skills up, and constantly look for new techniques and new styles, then your techniques will get stale,” Brandeis says. He adds, “Sales is a perishable…like a banana.”

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“In any industry, staying current and innovative is a key differentiator between succeeding and thriving,” Hayzlett said. “Jeff’s journey from accountant to sales professional gives him an inside track of what’s needed to thrive in an industry ruled by competition and metrics. Follow the 5 easy steps highlighted in the episode – it’s a good start to stay informed and ahead of the competition.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Personal Development

How Mentors Can Become Catalysts For Success

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Kevin Harrington, author of Mentor to Millions: Secrets of Success in Business Relationships and Beyond.

Harrington is most commonly known as one of the original “sharks” on the TV show, “Shark Tank,” as well as the inventor of the ‘informmercial.’ He has also spent four decades as a ‘serial entrepreneur’ and by writing this book, his focus is helping other entrepreneurs find success through mentorship.

Harrington says that having a mentor – whether in business or in life, can help create exponential effects for the business, which can also add millions of dollars in revenue. As a young entrepreneur, his first mentor was his father Charlie and that continued throughout his formative years.  In the 80’s, he came up with a $50 million a year business: the informmercial. By deciding to fill six hours of dead air, he showcased the “As Seen on TV” products, and while successful, it left him strapped for money. He took every money of profit and put it back into inventory.

When banks denied him a line of credit, that’s when he decided it was time for a mentor, specifically in the financial industry. Having no skillset in that area, he searched for someone who did – eventually granting him a $3 million line of credit.

Harrington describes mentorship as “free advice,” but it’s more than just advice. He adds, “If you’re going to get a mentor, make sure you’re the mentor’s best student.” It’s not just free, one-way advice.

 

He encourages people to start looking for mentors online, in entrepreneurial groups, and other platforms. However, he says the best place to start is by inquiring within your inner circle. Harrington advises, “The first thing you do is “raise your hand.” However, it goes beyond saying ‘I need a mentor.’ Once you start making inquiries, you must act upon it. Build a symbiotic relationship and take that knowledge and put it into practice.

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.  

“I’ve known Kevin for a long time and his track record speaks for itself. He’s a great entrepreneur with a lot of knowledge and the advice he dispenses throughout the episode is unparalleled,” Hayzlett said. “I remember my first mentor and the lessons he taught me that, to this day, I still apply to my business. Mentorship is a powerful tool that doesn’t cost money. Take advantage of every opportunity, watch this episode, and read Kevin’s book for great takeaways that can change your life for the better.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Leadership

Peer Power – Capitalizing on Group Learning

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Leo Bottary, author of Peernovation: What Peer Advisory Groups Can Teach Us About Building High Performing Teams.

Bottary discovered the concept of group learning during graduate school. While in a room with mid-to-senior level executives, he realized everyone had amassed a wealth of knowledge that was there for the taking. That scenario became a catapult for the power of collective learning, writing several books about the importance of peers, and even starting a podcast.

Peers, he says, are important to assess and develop high performing teams within any organization. In fact, there are 5 factors that are common to that type of team and those are:

  1. Having the right people
  2. Psychological safety
  3. Productivity
  4. Accountability
  5. Leadership

He focused on the second factor because leaders should be thinking about fostering an environment in which these high performing individuals have the ability to speak up, speak out, and take risks without fear of consequences. Having that security in place allows for continued innovation and greater results.

Bottary says that “the five factors are a framework, not a prescription” and advises that every leader should know their organizations better and identify what will work well within their culture.

As a sports fan, Bottary cites an example of knowing what works for the organization by mentioning the famed head coach of the University of Connecticut’s women’s basketball team, Geno Auriemma. As one of the most successful sports programs in the country, men’s or women’s, Coach Auriemma credits the team’s success with finding those players who are great teammates, not just talented, and creating a culture of accountability.

The same principle should apply to corporations everywhere. Every organization needs to determine what the “it” factor is and what creates success. Bottary encourages leaders struggling to find the “it” factor to use their biggest asset: current team members. Once they ask their teams, Bottary says, leaders experience one of the biggest learning moments as a result.

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“Your people are your most important resource. Trust them to be honest with you because leaders don’t always have all the answers,” Hayzlett said. “As leaders, we often focus on working ON the business, not IN the business. Those in the trenches can teach you almost as much as you can teach them. Leo has a finger on the pulse, so watch the episode to gain key insights about the importance of peers and what you can learn from them.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Entrepreneurship

Radical Rebirth: How Foundational Beliefs Determine How You Live Life

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Randy Gage, author of Radical Rebirth: Kill Off the Old You and Create a New Life.

Gage tells the tale of his troubled youth, which led him to become a keen student of human behavior and psychology, resulting in him writing this, his 14th, book. He sees the book as the culmination of all his work for the last 20 or 30 years and is aimed at those looking for professional and personal rebirth to become the highest possible version of themselves. It also encourages readers to take a look in the mirror, question their own premises and ask difficult questions to experience that radical rebirth.

Gage says he “prosecutes” the process of rebirthing and states that, “Your vision is created by your core foundational beliefs.” He highlights six main categories people form strong foundational beliefs to, stating that each foundational belief determines our vision, the vision determines our daily habits, and those habits determine the kind of life we’re going to create.

It was a very personal situation that led to his radical rebirth. The story, not included in the book, is about him writing his suicide journal two decades ago. He says it took writing this book to discover that in that situation it’s not necessary to kill yourself, but kill off the parts of you that you don’t like. The book serves as a tool to reverse engineer the process of ridding our subconscious with the parts of ourselves we’re not happy with.

He adds that the only “radical rebirth I’m doing these days is not because I have to kill this horrible part of myself that I don’t like but because I’m moving toward the me that I want to become.”

Gage argues that people should experience multiple rebirths through their lifespan. If they don’t, they’re not fully living, but merely existing. He describes multiple rebirths as a “wonderful thing” and these breakthroughs are possible when we are really willing to confront ourselves and call us on our own stuff.

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

 

“I’ve known Randy for a while now and his insightfulness never fails to impress. This is a very candid interview that I think many people will identify with. It has been a very difficult year for me, so this will definitely resonate with many,” Hayzlett said. “Whether you’re a business leader, own a business or are simply looking to become a better version of yourself, this book – and interview, may provide some of those answers you’re looking for.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Investing

Show Me the Money – How to Become a Rainmaker

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Jeff Brandeis, author of Becoming a Rainmaker: A Guide for Accountants and CPAs.

Brandeis is the CEO of Brandeis Training Solutions, and wrote this book to bring a more specific approach to helping those in the accounting and CPA professions hone the sales skills needed to become rainmakers. He defined the term as someone who brings in revenue and in the CPA world, that person is referred to as a “rainmaker.” He adds, “To become a partner, you need to bring business through the door. If you’re not bringing revenue in, the chances of sharing the profits will be a lot slimmer.”

Brandeis says that accounting professionals are trained to handle numbers, but one skillset that is not taught is sales. “There’s no college degree for sales,” he adds. The book serves as a guide to help build better and faster rapport, with prospects and potential clients to cut down the sales cycle some might not fully understand. He adds, “How people learn is how people buy” and the book teaches how to match presentation and learning styles in order to build that rapport three times faster and in one-third of the time.

During the episode, Brandeis also discussed the three types of learners – visual, auditory, and kinesthetic. He says that 75 percent of people fall in the kinesthetic category, which is a mix of both audio and visual learning. Since it’s impossible to determine how a specific person learns, it’s essential to say things such as, “I’ll show you the numbers, explain things in detail, and I’ll make you feel comfortable.” That encompasses all three major learning styles, making it easier to discern the type of learner you are working with.

With businesses changing at a higher speed thse days, Brandeis wants people to succeed, adding, “Even though times have changed, it’s actually brought opportunity that we probably would never have had if this hadn’t happened.” In simpler terms, success comes to those who embrace opportunity and the ever-changing landscape of business.

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“Jeff Brandeis embraces a philosophy I believe in – you constantly have to adapt to new ways of doing business, change your model or risk your business,” Hayzlett said. “The episode is a perfect example of someone who trained in a field where practicality and certainty are expected and transformed it to a world that is always changing. The value that can be found in this episode is immense for the world we’re living in right now.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Investing

Reaching the Inflection Point in the Insurance & Financial Service Industry

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV, is announcing a new episode featuring Troy Korsgaden, author of Inflection Point: Redefining Your Role in the Insurance and Financial Services Industry When the Existing Model No Longer Works.

Korsgaden wrote the book for everyone in the financial industry – whether you are a team member, agency firm owner or a broker. However, this book is specifically for carriers. He defines those as everyone within the industry – regardless of the type of insurance provided. Carriers are the ones, he says, that are retooling business models to make an industry traditionally slow to adapt to change and become more customer-centric.

Korsgaden says, “We’re all in the same game, it’s just that we’re all in a different inning.” The goal of this book is to encourage carriers not to take a 7th inning stretch, but instead stay in the game and retool your business model.

While many industries have been quick to pivot in order to become more customer-centric, and customer-driven, the insurance industry has lagged behind in some aspects. Korsgaden says, “There’s a tsunami of change just in the last year and a half.” The change taking place is in the way the industry delivers the product, the way they underwrite the product, and how that product is marketed. He continues, “Ideas are awesome but you have to get them to the public and this is what inflection is all about. The customer is in control, the customer has the keys to the kingdom, just like they do in retail.”

Throughout the episode, Korsgaden offers practical advice that can be applied to any organization or industry. Here are three key insights:

  • The pivot is to stop and assess where you are
  • Everything we need to do is put customers first
  • Every interaction must be a meaningful interaction

With customers demanding companies deliver on every promise, Korsgaden makes the case for more personalized transactions as “meaningful interactions create revenue because people connect and they buy more in person.”

Korsgaden believes the industry, overall, has a bright future ahead. It’s not just about offering a product anymore. It’s about saying you have a great product, showcasing the entire portfolio of products and services and admitting your product is better. It’s about letting the customers make decisions that are based on facts, not emotions.

 

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“Any business who hasn’t changed their business model by now, is no longer in business. It’s that simple. This episode reiterates the need to adapt and change, while ensuring the customer is always in control,” Hayzlett said. “The old way of doing things may be comforting, but it doesn’t work. Troy brings years of expertise to the table and great insights that can be applied to any industry.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.

Categories
Leadership

Don’t Be a Jellyfish! Take Control of Your Career

Best Seller TV, the only show dedicated to covering today’s best-selling business books on C-Suite TV,  is announcing a new episode featuring Bill Humbert, author of Employee 5.0: Secrets to a Successful Job Search in the New World Order.

Humbert relies on his extensive background in sales and recruiting to write this book, where he uncovers the parallels between the sales process and the job search process. He chose “Employee 5.0” as the title to ‘get in front of the pack.’ He says that the problem most employees have is that they treat their careers just like jellyfish – “floating in the currents of their current company.” Basically, they adopt the “whatever happens, happens” attitude and that leads to them being laid off eventually. Employee 5.0 is the person that takes charge of their career, they’re not floating around, and strive to get to the next step.

Humbert was a recruiter for 39 years and a career transition coach for 25 years – and during that time, he’s seen his fair share of ‘floaters.’ He wrote the book to provide a more in-depth perspective of why we need to stop floating and take the reins of our careers.

Long gone are the days where HR professionals sifted through thousands of pages of resumes. In this ‘new world order,’ HR departments use AI to screen candidates. However, the problem for applicants is that the resume doesn’t contain the same words that are used in the often poorly written job description; therefore, they never get chosen based on an algorithm.

After having read more than 400,000 resumes, Humbert says the difference between him and AI is that he can read between the lines and scope out candidates that the technology might skip. He cautions job seekers about a common mistake he often finds in resumes. Humbert emphasizes writing your responsibilities in paragraph format, then list your accomplishments in bullet points because they’ll stand out instead of being buried in a “sea of bullet points.

All episodes of Best Seller TV air on C-Suite TV and are hosted by TV personality, Taryn Winter Brill.

 

Best-selling author, speaker, and former Fortune 100 CMO Jeffrey Hayzlett created Best Seller TV to give top-tier business authors a forum for sharing thought-provoking insights, in-depth business analysis, and their compelling personal narratives.

“With so many people out there looking for a job and feeling the economic pinch, this episode provides great insider knowledge of what recruiters are looking for in a potential candidate and what mistakes to avoid,” Hayzlett said. “Bill’s book is the perfect solution for someone looking to make a change in their career and those looking for answers to take them to the next level and finally land that job.”

For more information on TV episodes, visit www.csuiteold.c-suitenetwork.com/tv and for more information about the authors featured in Best Seller TV episodes, visit www.c-suitebookclub.com.