Episode 269  |  More often than not it’s not about the product – it’s about the relationship. Amp up your sales game whether you’re in sales by profession or not with practical ways to be successful on your own terms. How? By being human. Because, as NYT bestselling author and sales expert Andy Paul would say, ultimately you’re not selling what you know, but rather who you are.

• 8 Techniques to Get Beyond the Gatekeeper: http://pages.franklincovey.com/helping-clients-succeed-8-techniques-get-beyond-gatekeepers-p.html

Andy Paul: Sell Without Selling Out

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Manage your career more effectively with the practical strategies offered up by two inspiring former C-suite executives, Christiana Smith Shi and Grace Puma. The former president of Consumer Direct for Nike and former Chief Operating Officer of PepsiCo join On Leadership to share some relatable lessons they’ve learned from their own career journeys, including the importance of having a career forward mindset, making strategic career pivots, and the value of collaboration.
3 Steps to Build a Culture Where Teams Thrive: To provide lasting support to their people, organizations need to build a winning culture with inclusive, high-trust values that help their people succeed both at work and outside of it. Download and share this guide and help your organization align its culture and values with what’s best for its people.

Grace Puma & Christiana Smith Shi: Building a Career Path

Mental resilience and confident decision making are important skills to master, whether you’re a leader of people or a United States Air Force combat pilot. Wall Street Journal bestselling author Hasard Lee is both, and joins On Leadership to share his journey from a childhood interest in fighter jets to becoming a highly skilled combat pilot flying multi-million dollar aircraft. Hasard discusses the mental toughness required in high-pressure situations, emphasizing the importance of preparation and debriefing in the process.
Building Exceptional Leaders in Uncertain Times: During uncertain times, people look to their leaders to reassure and realign them toward their most important goals. These four critical behaviors help leaders motivate and focus their people on what really matters, even amid uncertainty, stress, and burnout.

Hasard Lee: The Art of Clear Thinking

New York Times and Wall Street Journal bestselling author Kim Scott returns to On Leadership for a third time to discuss Radical Respect: How to Work Together Better, which focuses on creating a workplace culture that optimizes collaboration and honors individuality. Kim shares insights on how leaders can demonstrate institutional courage, disrupt bias, define boundaries for prejudice, and create consequences for bullying.
Manage Your Biases to Better Manage Your Team: Understanding bias helps leaders notice and adjust for it, cultivate meaningful connections, and choose courage to make real change and unleash their own and others' potential.

Kim Scott: How to Work Together Better

Be more prepared for the difficult conversations in your life, thanks to the invaluable insights offered up by Sheila Heen in this episode of On Leadership. The New York Times bestselling author and Harvard Law School professor joins us to discuss how you can more effectively navigate challenging conversations. Sheila emphasizes the need for leaders to be curious, understand their own intentions and the impact of their words, and separate feelings from facts, especially in a virtual or hybrid work environment.
Do you know how you communicate? Take our Difficult Conversation Assessment to gain insight into which of three conversation styles you use and learn how to navigate conversations with effectiveness and authenticity.

Sheila Heen: Do the Prep Work

Make smarter choices when deciding how to price your product or service by arming yourself with an understanding of the psychology that contributes to consumer behavior. Behavioral economist, author, and Brainy Business Podcast host Melina Palmer joins On Leadership to share how to build consumer curiosity, present information in a clear and concise manner, and get out of your own way when making tough decisions about pricing in your business.
Execute Your Strategic Goals and Create Breakthrough Results: Rather than just a theory, The 4 Disciplines of Execution is a proven set of principles designed to help leaders consistently achieve breakthrough results. This shareable guide gives an overview of each discipline to help you get started on achieving your goals by executing on your priorities.

Andy Paul: Sell Without Selling Out

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