On this episode of Behind the Numbers, host Dave Bookbinder sits down with Terry Fossum – #1 Wall Street Journal bestselling author, global TEDx speaker, LA Magazine’s Person of the Year, and winner of Fox’s Kicking & Screaming. Together, they go behind the data to unpack the hidden drivers of enterprise value, executive execution, and authority-building.
Terry shares his “throw away the box” playbook for business reinvention and breaks down the behavioral economics behind his Oxcart Technique – a framework grounded in prospect theory designed to engineer success and eliminate execution breakdowns.
Key Topics Covered:
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The Disruption Data: Why 52% of the Fortune 500 from the year 2000 no longer exist, and why a company’s past success is often its biggest threat.
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Closing the Quota Gap: Why 73% of sales reps miss their targets and how to design “failure scenarios” that actually motivate action.
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The Economics of Authority: How leaders can leverage stages and books as strategic business assets to turn invisible expertise into high-value clients.
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Reverse-Engineering Systems: Lessons in persistence from Terry’s brother, who decoded NASA’s selection process to become an ISS Space Station Commander after being rejected six times.
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High-Stakes Leadership: What surviving the Fijian jungle on reality TV teaches us about guiding teams through fear, uncertainty, and corporate transformation.
Resources & Links Mentioned:
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Build your authority platform: TheStageAdvantage.com
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Keynotes, books & coaching: TerryLFossum.com
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Find Terry’s bestselling book, The Oxcart Technique, on Amazon
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Listen to the Comeback Chronicles podcast
About Our Guest:
Terry L. Fossum is a #1 Wall Street Journal, Amazon, and Barnes & Noble bestselling author (and USA Today bestseller) of The Oxcart Technique. His TEDx talk was ranked the #2 New TEDx Talk in the World. He has delivered more than 1,500 keynote engagements and helped raise millions of dollars from the platform.
He delivers two signature keynotes. Never Miss a Goal Again, built on his Oxcart Technique® and grounded in Nobel Prize–winning behavioral economics, is the keynote sales-driven organizations bring in when traditional training stops producing — insurance agencies, real estate brokerages, financial advisors, dealership groups, and direct-sales companies. Throw Away the Box helps leadership teams and organizations reinvent themselves in the age of AI, built on original interviews with the leaders behind NASA, Tesla, The North Face, E!, and FANUC.
In 2017, Terry won Fox’s prime-time network reality competition Kicking & Screaming, representing the Boy Scouts of America. He is a former Captain in the United States Air Force, a graduate of Texas A&M University, and the President & Endowment Chair of the BSA’s Inland Northwest Council.
About the Host:
Dave Bookbinder is known as a trusted provider for independent business valuations, corporate asset appraisals, and exit planning advisory and he is the person that business owners and their advisors reach out to when they need to know what their most important assets are worth. Known as a collaborative adviser, Dave has served thousands of client companies of all sizes and industries.
Dave is the author of two #1 best-selling books about the impact of human capital (PEOPLE!) on the valuation of a business enterprise called The NEW ROI: Return On Individuals & The NEW ROI: Going Behind The Numbers.
He’s on a mission to change the conversation about how the accounting world recognizes the value of people’s contributions to a business enterprise, and to quantify what every CEO on the planet claims: “Our people are this company’s most valuable asset.”
Dave’s book, A Valuation Toolbox for Business Owners and Their Advisors: Things Every Business Owner Should Know, was recognized as a top new release in Business and Valuation and is designed to provide practical insights and tools to help understand what really drives business value, how to prepare for an exit, and just make better decisions.
He’s also the host of the highly rated Behind The Numbers With Dave Bookbinder business podcast which is enjoyed in more than 100 countries.
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