Leaders with impact

What can leaders learn from a sales expert?

I used to think sales was something I didn’t need to pay attention to. My focus as a communications expert was to engage, take people with us, not do the tell and sell, which felt emotionless and directive and rarely won hearts and minds for change to happen.

But over the past couple of years I’ve had a rethink on what sales means - thanks to some great mentors and coaches - and I’ve come to realise it’s a hidden gem for leaders to embrace.

In this episode I’m delighted to talk to Jessica Lorimer, a bone-fide sales expert and a mentor for me over the past year or so. Jess works with organisations and business owners to take the sleaze out of sales and show that it can be a real business asset.

We talk about:

• what sales actually means
• the transferable practical and emotional intelligence skills required
• the art of a good conversation
• being a good listener, and how to adapt when having ADHD
• avoiding small talk, building rapport and networks
• consistency, discipline and self-leadership
• dealing with rejection
• knowing when to be persistent and when to back off
• what it means to be a leader who is neurodivergent and has a long-term condition

• ‎Marginal Gains Maximum Profit on Apple Podcasts
• Selling to Corporate ® Podcast

Jessica Lorimer

Jess Lorimer is a B2B sales trainer and founder of the Selling to Corporate ® podcast and training consultancy. With over 14 years of sales experience, Jess has worked across multiple industries and locations to build new business and has spent the last 10 years teaching others how to successfully win new business using best practice sales methods.

Jessica's Facebook page

@jess_lorimer on Instagram

@JessicaLorimer on Twitter

Jessica's Website

If you want to transform your leadership impact book a free consultation call with me

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

What's the impact you want to make as a leader in 2024? How will that influence your personal strategy? How are you going to demonstrate self-leadership? How are others going to know what your plans and priorities are?

As we kick start the new year, this 'leaders with impact' episode helps you to reflect on your leadership in 2023 and sets you up for the year ahead.

I also share my own reflections and what I've learnt that's led to big changes personally and professionally.

Visit the leaders with impact website to read all the prompts so that you can work through at your own pace.

• Goodreads

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

Over the past few months, today’s guest has been charting and sharing her learning from her first days, weeks and months in post as a new CEO. After her first 100 days she published a report about all she’s learnt and how it’s shaping her priorities - I highly recommend you reading it if you want a masterclass on how to demonstrate engagement, get buy-in and land well in your new role.

In this episode I’m talking with Laura Skaife-Knight, CEO of NHS Orkney. Laura has over 20 years’ of experience working in the NHS and is known for her work to improve patient and staff engagement. It may come as no surprise that Laura’s background is in communications - which is how we actually first met - and if you follow her online you’ll know she sees this as integral to her role as CEO.

We talk about:

• how a sport's discipline shaped her career and approach
• the path from journalist to communications director to CEO
• asking for feedback to understand and improve personal performance
• operating outside your comfort zone
• changing leadership styles and stepping authentically into your role
• landing well in a new role and approaching the first 100 days in post
• navigating working and living in the same community
• getting the basics right, sticking to the plan and avoiding priority overwhelm
• building relationships with the Chair and Board to gain alignment
• creating an inclusive culture
• working and engaging people in a remote and rural setting
• improving performance, engagement and morale
• succession planning
• the realities of being chief exec
• advice for aspiring CEOs

• NHS Orkney Chief Executive 100-day report

Laura Skaife-Knight

Laura joined NHS Orkney in April 2023, bringing 20 years’ experience in the NHS and 13 years of Board-level experience to the Health Board. She has experience and a reputation for improving patient and staff experience in a range of England’s largest acute teaching hospitals to smaller, yet crucial, Trusts central to the delivery of regional integrated care.

@laura_skaife on Twitter

If you want to transform your leadership impact book a free consultation call with me

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

When I think of leaders who have impact, I think about those who show integrity and their actions are aligned with their values, I think about those who communicate, engage, storytell to bring to life thier vision, I think about those who bring everything back to purpose and put the people they are serving at the heart of their decision making.

Impactful leadership shouldn’t be mistaken for loud leadership, it’s not about being super confident, turning up with the jazz hands, putting themselves at the centre of the story.

In today’s episode I interview Kevin McNamara, an NHS chief executive, who in my opinion typifies all the qualities of an impactful leader. I had to twist his arm to come on the podcast because he didn’t want the story to be about him. But of course that’s absolutely why we need to hear what he has to say.

It's another varied discussion, where we cover:

• creating space to focus on the future when dealing with here and now pressures
• navigating difficult decisions
• becoming an accidental CEO and how his daughter was instrumental in challenging him to take on the role
• the changing nature of relationships with colleagues when internally promoted
• how an earlier career in communications helped that transition into a broader strategic role
• knowing when it's the right time to move from a role or organisation
• how to approach starting a new role
• leaving well
• instilling self-belief in the teams and people around you
• leading through a pandemic and other crisis points in the NHS
• dealing with the pressures of the role
• creating the right headspace and conditions to show up well in the role and dealing with imposter syndrome
• the importance of networks and the support they can provide
• advice for aspiring CEOs

If you want to transform your leadership impact book a free consultation call with me

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

If you're struggling to make the right impact in your organisation and take people with you, you may think the problem lies with others - the people around you, the context you're operating in. But how often do you look internally at how well you've created the right conditions for others to perform well?

In this episode of the 'leaders with impact' podcast I'm exploring how having a personal leadership strategy can be the difference between low and high performance. I explain why relying on an organisational strategy is not enough. I share how you can get clarity on your own strategy and the steps to take to make sure it is aligned with others.

• Find out about the intensive strategy day

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

Social media doesn’t always get the best rep and over the years I’ve spoken with many leaders who are hesitant to move online, for fear of getting caught up in the negativity, or thinking that what they’re working on is too important or serious to be condensed into a few hundred characters. But being visible and working on your online connection can be vital to the impact you make as a leader.

In this episode I am talking with all-round social media guru Hel Reynolds. Through her organisation Comms Creatives, Hel advises leaders and communications teams on how to overcome their fears about showing up online and building a social media presence that connects.

By the end of this discussion we aim to show you how social media can play a part in your own leadership approach, helping you to do it your own way.what exactly is social media.

We talk about:

• the one-minute pitch for why leaders should be using social media
• why leaders should ignore social media at their peril
• how to avoid social media becoming all-consuming
• bringing your personality online
• knowing where to invest your time and effort online
• why LinkedIn is a great place to start
• navigating negative comments online
• how to find your creative side
• what you can learn from one MP's posts on TikTok
• how social media fits as part of your leadership communications plan
• what you can learn from leading CEOs using LinkedIN
• the one bit of social media advice people should pay attention to

• Hel's Facebook group
• Hel's Facebook page
• @HelReynolds on Twitter
• Hel's Website

• Brunswick Connected Leadership report 2022
• Kekst CNC Global CEO LinkedIn Tracker

Lee also referenced the Connected Leaders report by Brunswick (link above); in the report they found that 47% of staff will look at a CEO's social media account when considering joining a company. And 74% of employees expect leaders to use social media to communicate.

If you want to transform your leadership impact book a free consultation call with me

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

Hel Reynolds is an award-winning communications creativity expert, and she runs Comms Creatives with her sister, Lesley.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

Sheron Carter is the CEO of Hexagon Housing Association. She's an original change-maker, having spent almost 40 years working in the housing and charity sectors.

There's a quiet confidence that comes through our conversation ... confidence in a vision for her organisation, confidence in knowing she doesn't have all the answers and she must listen to others, confidence in recognising that the organisations she leads are not about her but about the people she serves.

We cover a lot of ground in this discussion, including:

• Leadership impact is about making a difference
• How Sheron's own experience of needing housing support inspired her career choice
• Putting customers needs first
• What a CEO's role is when it comes to the people they serve
• Adapting the business post-covid
• Getting staff buy-in with the bigger picture strategy
• CEO as custodian
• Gaining alignment with the Board and executive team
• Testing that the organisational values work
• Recognising and dealing with bias
• Facing and overcoming career barriers
• Knowing when to challenge toxic behaviours and when to walk away
• Hardest part of leading
• How Sheron switches off (or not) from CEO mode
• Advice for aspiring chief executives

• Stephen R Covey 'The 7 habits of highly effective people'

If you want to transform your leadership impact book a free consultation call with me

Sheron is an experienced executive with a strong track record spanning 38 years in social housing and the charity sector. Sheron is the CEO of Hexagon Housing Association. She has previously led three housing associations as a Chief Executive and a charity as its Managing Director. From business/service start-ups, to successfully driving growth/new business programmes and turning organisations around following regulatory intervention, Sheron brings experience of the full gamut of social housing challenges and opportunities.

@CarterSheron on Twitter

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

A quick one from me sharing some suggestions on how you can get involved and support the show so more leaders can benefit from what my expert guests have to say (and bit by bit we can get rid of the outdated leadership behaviours still pervading!).

Here are three things that will really help:

1. give the show a subscribe or follow - it will help you to make sure you don’t miss new episodes and it will tell the algorithim that this is a show to pay attention to
2. if you’re enjoying listening, leave a recommendation or rate the show on your podcast app of choice
3. let others know about the podcast - share episodes through your social media, what’sapp, email or however you let people know about things that are of interest!

Resources and helpful links

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

We’ve all been in situations where we’ve had to have that difficult conversation. Whether it’s giving bad news, tackling poor performance, or just telling someone something that you know they’re unlikely to be happy with.

Whether you’re a people pleaser or worried about the knock-on effect of what you say to others, if you don’t get comfortable with tackling the challenging things - if you don’t call out the things that need to be said - it can have a profound impact on you, your integrity, your reputation and the trust that you’re trying to build with your teams.

The context, nature and dynamics of the conversations you have will change the more senior you are in an organisation and not everyone is prepared for that.

In this episode I’m talking to Louisa Clarke, a difficult conversation specialist and founder of Confidently There, which helps organisations to develop their verbal communications culture.

We talk about:

• What is a difficult conversation
• The internal signals you need to pay attention to
• The impact of not having THOSE conversations
• Restorative practice to encourage open conversations
• The role of the executive team
• How to tackle people-pleasing and historic baggage
• How to nature of difficult conversations might change as you shift from subject expert to organisational leader
• How humanity can help you to navigate challenging situations
• Naming the elephant in the room
• Responding to difficult conversations or feedback
• The one thing to remember to ace those difficult conversations

• Difficult Conversations Checklist
• Louisa Clarke LinkedIn
• Dr Becky Kennedy Instagram

You might also be interested in listening to our How to Take the Lead episode on difficult conversations.

If you want to transform your leadership impact book a free consultation call with me

Louisa describes herself as a difficult conversation specialist. She works with values-led organisations on their verbal communication culture, specifically upskilling individuals and teams to feel better equipped to lean in and have the difficult conversations in a way that is as ethical as it is effective. In her work Louisa disrupts the notion that we have to choose between being impactful and being kind. Her work challenges the idea that we must choose between prioritising high performance OR wellbeing, choose between being powerful OR having integrity.

@confidentlythere on Instagram

Louisa's Website

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

Paul Matthews has been the Chief Executive of Monmouthshire Council for the past 14 years. His story is not your typical rise to the top, but one that is humbly based around the place he lives, loves and works in.

To describe our conversation in one word it would be simplicity. No, the job of CEO isn't easy but it's the simple things you do as leader that goes to the heart of the impact you make.

In this episode you'll hear about...

• What impactful leadership looks and feels like
• Testing for values when recruiting
• What's shaped you as a leader
• Why become CEO
• How to take people with you into the unknown
• Finding purpose to create alignment
• CEO as chief communicator and storyteller
• The power and opportunity of social media
• Why CEOs need to evolve and change with the time
• Dealing with the politics
• Staying motivated and keeping others motivated with you
• The one bit of advice all aspiring CEOs need to hear

• Paul Matthews on LinkedIn
• Connect with Paul Matthews on X (Twitter!)
• Helen Reynolds LinkedIn

If you want to transform your leadership impact book a free consultation call with me

CEO Monmouthshire County Council

@PaulMatthews67 on Twitter

Want to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.

If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.

New episodes are released every fortnight.

If you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram.

I’ll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.