Australian Institute of Management WA

As the Chief Executive Officer with AIM WA, my overarching responsibility lies in the development and execution of the AIM WA strategic plan, namely, that of maintaining its position as an educational trailblazer in the areas of leadership, management, and workplace excellence. Additionally, my focus is geared towards managing the internal and external operations of AIM WA, as well as consistently delivering high level advice to our wider Board around policy and planning.

Chief Executive Officer

Murdoch University

Interim Vice Chancellor

Professor and Senior Deputy Vice Chancellor

Professor and Deputy Vice Chancellor

Professor and Executive Dean (Arts)

Director, Policy and Administration (Division of Social Sciences, Humanities and Education)

Chief Executive Officer, AIM WA | Emeritus Professor | Social Affairs and Workplace Expert |Workplace Trend Spotter|Columnist |Director|LinkedIn Top Voice 2018 | Speaker |Content Creator

I am a former academic turned social trends and workplace specialist, Board director, keynote speaker, newspaper columnist, and most importantly, Chief Executive Officer of the Australian Institute of Management in Western Australia (AIM WA).

My passion is inspiring better workplaces.  I like to ignite discussions around workplace themes and topics, and I use my column in Perth’s The Sunday Times – called “Workplace Matters” – to get conversations started right here on LinkedIn.

I also have an interest in what’s trending in our non-work lives too, so you’ll see that I post pieces on here about various social affairs topics.

And, if you happen to follow what happens in the higher education sector, you might be interested in some of my Business News’ Education pieces which I regularly publish here too.

For me LinkedIn is all about having conversations.  So feel free to follow me, and join the chat.

Professor Gary Martin FAIM

Chaz Horn

Mastery Of B2B Sales, LLC

What problem is keeping you from bringing in consistent sales? 

What's preventing you from scaling your business?

How does your lack of an effective marketing strategy & sales process affect your business? 

What's it costing you?

What goal or objective is eluding you because of your lack of a proven marketing strategy, and sales process?

How have you tried to resolve the problem?

We combine a Servant Style Sales Process with a LinkedIn Marketing Strategy, which eliminates Sales & Marketing Challenges for Small B2B Businesses.

The LinkedIn Marketing Strategy fills your sales pipeline with qualified leads.  Qualified Lead = A decision-maker in your target market who sees you as an authority, and informed you about a problem they have that you can solve. 

Our Sales Process allows you to serve your prospects at the highest level while converting them into Rock-Solid Loyal Clients.

Our Sales Process will give you and your sales staff clarity each step along the way, and your prospective clients will see you as an Authority.

Message me to set up an intro call so we can learn more about each other's business, and I'll let you know how we can help you and your business.   Schedule a 20-minute intro call to see if we can help.  There won't be a sales pitch and if we think we can help and you're interested.  We will schedule an in-depth conversation so we can layout a customized strategy and process to reach YOUR GOALS!

Examples of Success:

1.	Client A:  A Small B2B Business (Supplier for OEMs and MROs) increased upsells and cross-sells over 751% in 12 months with their current customers.  

2.	Client B:  A sales rep for a Small B2B Business (IT/SaaS/Managed Services Company) went from last in sales to first in sales in his company while increasing personal revenue 141,012 in 3 months over the previous quarter.

3.	Client C: A Small B2B Business (Online Review & Services Company)  Increased appointments from 7 a month to 21 a month with non-paid LinkedIn Marketing

 Founder - Mastery Of B2B Sales

Growth Academy

Cross-Sell & Upsell Process Creator

Allegiant Technology

Provide the B2B Sales Coaching, B2B Sales Strategy, B2B Marketing, sales training, sales system, and sales process to grow sales month after month and year after year.   

Brought B2B Sales & B2B Marketing together in one process to eliminate wasted prospecting time.  

Every business today relies on information technology to exist and compete effectively. My business. Your business. Your competitor’s. As information creation, and how we use and manage that information, continues to grow, it’s the businesses that can effectively use their information assets to achieve business insights that will succeed.

You can’t effectively use those information assets if your daily work life is consumed with the grind of keeping your IT infrastructure merely working.  You need the time to think strategically about how to use technology to constantly improve how you meet the needs of your customers.

We learn about our customers and their goals and develop a customized plan, so they can use technology as a tool to accomplish those goals.  In most cases, we can increase employee productivity by 19% while lowering the total cost of your IT by 21%.

B2b Sales Strategist, B2B Sales Trainer, and B2B Sales Coach

B2B Sales & Marketing Strategist

Infinity Fasteners, Inc.

Providing total cost analysis for your supply-chain to reduce cost, eliminate risk, and increase production efficiencies.  How?  One solution is to manage your inventory, which eliminates receiving and material handling.  This allows you to focus on what you do best, manufacturer an excellent product.

B2B Sales Strategist, B2B Sales, B2B Marketing, and B2B National Sales Manager
 
-	Pioneered the launch of a sales coaching process based on Behavior, Attitude, sales Technique, and Strategy (TABS), while establishing benchmarks and performance metrics to gauge effectiveness.  This reduced the onboarding time of sales reps to being effective by 6 months.  While increasing sales 3,245,267.02 in 12 months.

-       Developed customized sales process that shortened the sales cycle for our sales reps by 3 months while increasing recurring revenue 39% with current customers in 12 months.

-	Championed a framework of prospecting strategies to drive results, incorporating Email Automation and LinkedIn to provide sales staff with a powerful arsenal of networking and lead generation tools.

-	Recognized for exemplary salesmanship, growing revenue 39% with current customers by developing additional relationships with key decision makers, including but not limited to Engineers, Plant Managers, Buyers, Purchasing Managers, VP of Operations, COOs, CFOs, CEOs and Presidents, 

-	Effectively grew and managed territory, while collaborating with clients to define, focus, and clarify business requirements, recommending customized solutions narrowly tailored to meet the unique needs of each account using Total Cost Analysis and Performance Score Cards for customers and prospects; this personalized approach yielded an 218% expansion in the number of customers over a 6 year period.

Sales Consultant | National Sales Manager

1.) Chaz, Inc. 2.) The Personal Marketing Co 3.) InfoUSA

Consultant/Regional Sales Manager/self-employed

Top Brass Building Services

Top National Producing Sales Rep and National Sales Trainer

Most sales company wide=======>1996, 1998, 1999, 2001, 2003

Broke company record for most sales in a year and five year period

Sales Representative

Smythe Cramer Real Estate, Cal-Central Marketing, FireMaster Franchise

Sales 

2X Small Business Sales w/ Targeted Approach: Custom Mentorship while Building a Trust-Based Culture Applying Mastery’s Aquistion Blueprint - Fractional Chief Revenue Officer

Our clients have used our Strategy to schedule over 37 Thousand qualified meetings...

...and our Sales Process to onboard over 7,500 New Clients.

This experience has given me insight into an ever-changing marketplace.

**I'm noticing disturbing trends emerging in sales & marketing 2024 that keep you stuck.

You focus on ineffective tactics such as direct messages based on a demographic search and don’t have a strategy to build confidence in your prospect's mind about your solution being able to solve their problem.

You struggle with an empty sales pipeline, a long sales cycle, and inconsistent sales.

It’s best practice to reach people based on psychographics (people in your target market interested in working with you.)

Many have spent 10s to 100s of thousands of dollars chasing leads or expecting salespeople to solve their problems.

You need a predictable way to fill your calendars with qualified appointments and a seamless process to convert prospects into clients.

I use the acronym TTABS to identify YOUR problem quickly, understand why it's happening, and give you a path to predictable sales.

Tactics - What you are doing to reach your prospects.

Technique - How you are reaching your prospects.

Attitude/Mindset- Nothing happens in business without the proper perspective/mindset.

Behaviors - The actions you should be doing to move the needle to get specific results.

Strategy- A specific plan to attract and build confidence in your prospect's mind about you being able to solve their problems.

You need to have each of T-T-A-B-S working in alignment with one another to increase sales predictably. 

It starts with having a Marketing Strategy to attract the RIGHT prospects who have confidence in you and believe your solution can solve their problem. 

And a Sales Process that seamlessly converts prospects into clients like clockwork. 

What happens when you follow our Blueprint?

**You'll learn to attract the right prospects into your calendar through LinkedIn Virtual Events and convert them into clients predictably.  

The correct Tactic + Technique + Attitude + Behavior + Strategy = New Clients Consistently.

It starts with a Sales & Marketing Assessment using TTABS to identify what's not working and why. 

From there, I'll craft a customized Marketing Strategy and Sales Process to increase Sales. 

 My calendar Link 👇👇 for a 20-minute Sales & Marketing Analysis without a pitch.

Copy and paste into your browser to schedule - https://go.oncehub.com/IntroCall20

Tactic, Technique, Attitude, Behavior, Strategy.

 Founder - Fractional Chief Revenue Officer - Mastery Of B2B Sales

I met my neighbor today.

For the first time.

By backing into his mailbox and shattering my rear window.

Sun was glaring in my rearview mirror. I couldn't see clearly. 

And then—BOOM.

Glass everywhere. My car wrecked.

His mailbox? 
Completely fine. 

Built with 8x8 posts and a concrete foundation that could survive anything.

We stood there in his driveway. 
Me. 
Him. 
Another neighbor. 
Broken glass glittering on the pavement.

And we had a real conversation.

But here's why I was even turning around in the first place:

God had been nudging me for weeks to talk to and pray for another neighbor, and I had just passed him on the road. 

And every single time, fear stopped me.

Fear of looking weird. 
Fear of rejection. 
Fear of stepping outside my comfort zone.

But today, still recovering from an abscessed tooth that sucked the life out of me.

I decided: fear doesn't get to define me anymore.

So I turned the car around.

And promptly destroyed my back window and hatch on the most indestructible mailbox in Missouri.

Here's what I'm learning:

The last couple of years haven't been my highlight reel.

Knees so painful I couldn't walk downstairs without gripping the railing. 

Lost my passion for business. 

Spent two years trying different offers, failing, refining, searching for what felt true.

Each setback felt like proof I was losing ground.

But God wasn't punishing me.

He was revealing who I really am.

Through every challenge, every failure, every moment of weakness…

…He was stripping away what I thought made me valuable and showing me my true identity:

I'm a “Giver of Life”

Not because of what I accomplish when I'm strong.

Because of who God is IN me when I'm weak.

And a Giver of Life doesn't wait for perfect circumstances.

A Giver of Life steps into the mess…broken glass, shattered plans, demolished comfort zones…and connects anyway.

One of my anchor verses says it perfectly:

Don't shuffle along, eyes to the ground, absorbed with the things right in front of you. Look up and see things from Christ's perspective."
Colossians 3:2 (MSG)

When we stare at our problems, they look huge and God looks small.

But when we look at Jesus—the One who calms storms—everything changes.

Whatever challenge you're facing right now isn't proof you're under attack.

It might be God revealing who you really are.

Be comforted by one of my life verses.

“I am the LORD your God who takes hold of your right hand and says to you, 'Do not fear; I will help you.'" Isaiah 41:13

🙌Two years of hard work on my knees and praying… I had a miraculous healing… God is good.

🙌The prayers, and pain helped me develop something truly special.  The Transformation Adventure… for entrepreneurs to start living from God's infinite strength and wisdom… instead of their lack.

**Question: What's one fear that has been stopping you from doing __________?**

God will allow us to be broken so that we can expand our capacity and become who He created us to be.

Chaz Horn 

Double Sales Growth from Existing Pipeline without Cold Outreach - AKA Founder - ​> The Transformation Adventure - Faith - Identity - Growth **Life Change Speaker**

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I watched a client burn $240k chasing LinkedIn automation.

His team was maxing out connection limits every week. 

Templated and AI sequences. "Personalized" first lines pulled from their job titles, about me section, and content.

The metrics:
- 19% acceptance rate
- 2% conversion to meetings
- Calendar packed with 30 meetings a month

The reality was devastating:
- 58 out of 73 responses were angry
- Most meetings were unqualified time-wasters

His biggest client cancelled because of their spammy approach.

"We're playing a volume game," his BDR manager kept saying.

BUT!

They were playing the wrong game entirely.

Six months later, same client:
- 75% fewer connection requests
- 4x the revenue
- Meetings with people who actually wanted to be there and had money to invest.

What changed?

He stopped trying to automate trust.

He learned what I call The LinkedIn Trifecta:

1. Your profile should mirror your ideal client's transformation... not list your features.

2. Your content should create recognition... not information overload.

3. Your outreach should be based on unity and shared identity, not demographics and spray-and-pray volume.

When all three align, you don't need automation. 

You become magnetic.

I wrote the full story of his transformation...from the breaking point to the rebuild.

It's called "The Darkside of LinkedIn Automation”

Read and apply the trifecta to your business.

[Read it here] → https://lnkd.in/dG7YWSaY?

If you're drowning in LinkedIn activity but starving for meaningful results, this will show you exactly where the breakdown is happening.

And how to fix it.

#gorockthisday

View newsletter: Grow Sales On & Off LinkedIn 

The Volume Game Marcus Rivera stared at his LinkedIn inbox. Eighteen messages from the past three days. Seventeen of them angry. "Stop spamming me." "

Open article: The LinkedIn Automation Trap by Chaz Horn • 7 min read

The tooth abscess started on a Tuesday.

By Friday, Ethan Ward was shaking in bed with sepsis flooding his bloodstream.

Five days of fever. 

Then eight months of swollen knees that wouldn't heal. 

Then two months of exhaustion so deep he couldn't recognize himself in the mirror.

Ward & Company Renovations…the Louisville contracting business he'd built fixing cracked foundations and sagging walls…

…was crumbling.

And so was he.

Ethan prayed the Sunday school prayers: "God, help me. Bless my business. Give me strength."

But every door slammed harder.

His marriage grew quiet. 

His crew did work his hands used to do. 

And he felt like the broken houses he restored; wondering how many more storms he could survive before he collapsed completely.

Then a retired pastor sat on his porch and said something that changed everything:

“You think God's asleep. But what if He's letting the storm expose cracks in YOUR foundation?”

What happened next wasn't a miracle healing.

It was something deeper.

A complete identity transformation that turned a broken contractor into a rebuilder of souls.

👉 Read Ethan's full story here: LINK TO NEWSLETTER - https://lnkd.in/dZMy3jNT

Because sometimes God doesn't fix your circumstances. He rebuilds who you are inside them.

#gorockthisday

Every time I hit a wall in business…

…I used to do the same thing.

Head down. 
Push harder. 
White-knuckle my way through.

It felt responsible. But it was actually…blinding.

March 2017, 11 PM, my office. 

Coffee gone cold. 
Spreadsheet blinking. Another month where the numbers didn't add up.

I'd been staring at that screen for three hours, chest tight, trying to solve my way out of a cash flow problem that kept tightening like a vise.

My Bible sat open on the desk…not because I was being spiritual, but because I'd been too exhausted to close it from that morning.

The Message version of Colossians 3 stared back at me:

“Don't shuffle along, eyes to the ground, absorbed with the things right in front of you. Look up, and be alert to what is going on around Christ… that's where the action is. See things from his perspective."

5 words stopped my scrolling finger:

“See things from his perspective."

The office went quiet except for the hum of the AC and the tick of the wall clock.

And I realized: I'd been staring at this problem for three hours from (ground level), buried in the weeds, suffocating under the weight of it.

But Christ sees from a completely different vantage point.

Like standing on a mountain while I'm lost in the valley.

From up there:
- He sees identity, not insecurity  
- He sees the finished story, not just this brutal chapter  
- He sees opportunity hidden inside obstacles  
- He sees abundance where I see scarcity  
- He sees who I'm becoming, not what I fear losing

And in that moment, something cracked open in my chest.

I wasn't stuck.

I was just looking from the wrong angle…

…my angle.

The problem wasn't the problem. 

My perspective was the problem.

So here's the shift I'm making daily…and maybe it will help someone facing a struggle right now:

When you feel buried, don't look down. Look up.

Not as spiritual escapism. But as strategic repositioning.

Because when fear gets loud, when the storm hits, when the numbers don't add up…seeing it from Christ's vantage point changes everything.

From His perspective, your story isn't falling apart.

It's coming together.

And your peace isn't found in changing your circumstances.

It's found in changing your perspective by aligning with Jesus.

Stop shuffling along, eyes to the ground, absorbed with what's right in front of you.

Look up.

That's where the action is.

🙌 I created The Transformation Adventure for entrepreneurs who are tired of operating on their finite strength and insights…

… so they can begin to be empowered by God's infinite wisdom and power.

🎯Send me a DM if you're interested in learning more.

#gorockthisday

taplio

The Battle

Professor Gary Martin FAIM

Chaz Horn

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taplio

The Battle

Professor Gary Martin FAIM

Chaz Horn

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Chaz Horn's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreChaz Horn's LinkedIn Performance