The New P & L - Principles and Leadership in Business

This week’s guest on The New P&L – Principles & Leadership in Business podcast series is incredible Ari Galper. Ari is the world’s #1 Authority on Trust-Based Selling and is the author of “Unlock The Sales Game” & “The One Call Sale”. He is now the most sought-after trust-based selling authority for advisors, consultants, business owners and entrepreneurs — as well as major corporations such as Citibank, Telstra and General Electric. 

As trust becomes the most important currency in the new economy, the act of selling as a dehumanising experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the values of integrity and trust through Trust-Based Selling. In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, transforms the sales process. We discuss with Ari: 

· How to practice trust-based selling with a buyer who lacks integrity

· The role of vulnerability in trust-based selling

· How the dynamics of the traditional power imbalance in the sales process is changed by adopting a new sales framework

· Why you lose the sale at the beginning not the end

· Curiosity as an attribute for sales teams

· Our internal narrative and impostor syndrome

· Setting expectations from the outset of the sales process

· What constitutes principled leadership when it comes leading sales teams

To learn more about what Ari Galper and his team do, go to: https://unlockthegame.com/

To learn more about The New P&L’s new MANTRAMind programme:

· Listen to Episode 148: ‘Becoming a MANTRAMinder’: https://bit.ly/3hSxBuA

· Email Paul to learn more: [email protected]

To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: www.principlesandleadership.com

Insta: @principlesandleadership

This week on The New P&L TO THE POINT, we have a small departure from the usual format where we break down and analyse the weekly The New P&L deep discussions and use this week’s episode to let all listeners know about something The New P&L is launching in just under six weeks’ time – our monthly MANTRAMind programme, which officially launches on 1st November.

Like a traditional MasterMind programme, the essence of the MANTRAMind programme is focused on accountability, inspiration and knowledge acquisition. Like a MasterMind group, it will be an opportunity for like-minded business leaders, managers, employees and entrepreneurs from around the world to come together in small, focused groups facilitated by The New P&L host, Paul Spiers, once a month for a couple of hours with the ultimate aim of personal and professional growth.

However, with the MANTRAMind programme, each month, the ‘MANTRAMinders’ will also dig deep into the topics from the previous 3-4 episodes of The New P&L TO THE POINT, to understand and discuss how each 'MANTRAMinder' can apply one or some of these key business insights in their business over the following month, giving the group discussion real focus and additional value. 

Each MANTRAMind group will have a maximum of 3-4 participants and will run for approximately 90 minutes to 2 hours once a month.  All those who join as Foundation Members will also receive five free VIP tickets to our virtual The New P&L Summit in 2022, the details of which we will be announcing before the end of 2021.

To learn more about becoming a MANTRAMinder including format, availability and subscription/fees, please email Paul Spiers at [email protected] or [email protected] or connect via Linkedin https://www.linkedin.com/in/paulspiers/ and send a direct message. 

To join The New P&L Movement for more principled leadership and purpose-led business please go to www.principlesandleadership.com 

This week’s guest on The New P&L – Principles & Leadership in Business podcast series is the outstanding Archana Shetty. Archana is an Executive Leadership & Team Coach and Mentor and CEO of WELEAD, a consultancy that provides data driven insights and neuroscience-based interventions to improve team, leadership and project performance without people burning out.

Archana specialises in Emotional Intelligence, Leadership development, Team building and Culture Transformation and has featured in the top 100 Global thought leaders list curated by PeopleHum. She helps mid-sized companies and start-ups mainly in tech, financial services, and health-care build cultures where people love to work, so that they can retain top talent and get great results from their teams without burning out - even in chaos and uncertainty.

We discuss with Archana:

· How leaders manager the delicate balancing act between often competing demands of multiple stakeholders

· How do you believe a company’s principles, values and trustworthiness should be measured in a post-pandemic world

· Whether the constant scrutiny leaders face prevents them from being courageous, making mistakes and learning from them

· How the core leadership characteristics that are needed to guide us through the digital age will differ from those who have guided business from the post-war period to today

· How leaders build trust with a sceptical audience who have ‘seen and heard it all before’

· How Archana defines truly great leadership

If you’d like to earn more about what Archana does and the executive leadership and team coaching services she offers, please go to: http://archanashetty.com

Free Tips on 7 C Principles to foster collaboration: https://bit.ly/3C3LldB

LinkedIn: https://www.linkedin.com/in/archananshetty/

My Blog: http://archanashetty.com/blog

To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: www.principlesandleadership.com

Insta: @principlesandleadership

Welcome to this week's The New P&L TO THE POINT - a podcast series where, in around 10 minutes each week, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

This week on The New P&L TO THE POINT, we’re extracting and expanding on one of the discussion points from our conversation with Marianne Moore, Founder, Managing Director and Chair of Justice Studio. As a social enterprise in the social justice sector, Marianne is a passionate advocate for the role of purpose as a firm foundation for all organisations and business and it is this – the role of purpose in business, that host, Paul discusses in this episode. He considers:

· Why purpose feels ‘fluffy’, intangible and confusing for some business leaders

· Why this invariably comes down to the same thing - understanding how to define what purpose is in a business and where it needs to sit within the building blocks that form the form the framework of the business

· What happens when businesses lose their original purpose and founding principles

· When the pursuit of profit quietly supersedes the primacy of purpose

· How robust clarity of purpose underpins the growth of a business

· Purpose as the beating heart of a business

· Delivering brand purpose, on purpose – with attention and intention

Join The New P&L movement for more principled leadership in business: www.principlesandleadership.com 

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

This week’s guest on The New P&L – Principles & Leadership in Business is the brilliant Marianne Moore, Managing Director & Chair at Justice Studio. Marianne is an entrepreneur and strategy consultant specialised in human rights. She founded the social justice consultancy Justice Studio in 2011 and has worked extensively in the UK and in over 30 countries on criminal, child, and gender justice issues. Marianne is on a mission to de-legitimise the structures and values of traditional business, helping the world to see that a new way is possible.  We discuss with Marianne:

· How Justice Studio’s values of ‘compassion, empathy, truth and passion’ underpin the delivery of your work on a daily basis

· What businesses could learn from social enterprises in terms of the way they develop and deliver purpose

· What a ‘triple bottom line’ approach is

· Marianne’s definition of social innovation

· The role the social enterprise sector can play in the rebuilding of society and the economy after the pandemic

· The characteristics of great leadership in the social enterprise sector

· How Justice Studio measures its success

· What drives Marianne’s commitment to the social enterprise sector

If you would like to learn more about what Marianne and her team at Justice Studio do, please go to Justicestudio.org.

To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: www.principlesandleadership.com

Insta: @principlesandleadership

Welcome to this week's The New P&L TO THE POINT. The New P&L TO THE POINT is a weekly podcast series where, in around 10 minutes each week, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

This week on The New P&L we break down and analyse our conversation with the phenomenal Jamie Mustard, author of The Iconist - The Art and Science of Standing Out, strategic multi-media consultant and Product futurist. In the Iconist, Jamie has codified the primal laws of what  causes anything, in any medium, to STAND OUT and take hold in the human mind. His passion is to teach the science and art of obviousness, helping professionals, change agents, artists, leaders and businesses confidently and at will make their messages and ideas STAND OUT to their desired audiences.

This episode discusses:

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Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

In this month’s episode of The New P&L Business Book Review Club, sponsored by The Carroll Consultancy we speak to phenomenal Jamie Mustard - strategic multi-media consultant, artist, design and product futurist, and author of The Iconist: The Art and Science of Standing Out.

In the Iconist, Jamie has codified the primal laws of what causes anything, in any medium, to STAND OUT and take hold in the human mind. His passion is to teach the science and art of obviousness, helping professionals, change agents, artists, leaders and businesses confidently and at will make their messages and ideas STAND OUT to their desired audiences. We discuss with Jamie:

- the background story the writing of The Iconist and the principles that underpin it

- the primal rules are that form its foundation

- his focus on the Economics of Attention and patterns of Iconic communication

- whether ‘continuous partial attention’ will enhance or enable innovation

- where principled leadership comes from in an Iconist world

- how an aspiring Iconist finds the balance when trying to more convey a message that doesn’t easily fit into ‘radical simplicity’

- what happens when the volume of Inconist Blocks become the noise they are designed to cut through

- why it is ‘limited options’ that foster emotional positivity, connection, engagement and action

- the most important principle Jamie wants readers of The Iconist to take away from reading his book

To learn more about Jamie and the Iconist go to:

Web: www.theiconist.org

Insta: @Jamie_mustard

To order a copy of Jamie’s book, please go to: https://amzn.to/3n2TtGO

The New P&L Monthly Business Book is sponsored by Carroll Consultancy Group: dramatically developing people, performance and profits. If you want to accelerate your business growth in 2021, go to www.carrollconsultancy.com to check out the programmes and initiatives they offer, or email [email protected] to book a time to discuss.

To subscribe to all of The New P&L series podcasts, go to: www.principlesandleadership.com

LI: https://www.linkedin.com/company/principlesandleadership/

Twitter: @TheNewPandL

Insta: @principlesandleadership

Welcome to this week's The New P&L TO THE POINT. The New P&L TO THE POINT is a weekly podcast series where, in around 10 minutes each week, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

This week on The New P&L we break down and analyse our conversation with Greg Merrill, Senior Director, Digital Transformation at Nike. Greg has built his expertise at the epicentre of strategy, technology, innovation, and sport.  He has a seemingly simple formula to managing the complex digital transformation of  large organisation – Greg starts by placing the human – employees, customers, and other stakeholders right at the heart of his approach. Today on The New P&L TO THE POINT we discuss:

· How Greg demonstrated his philosophy in practice from right from the start of the conversation

· The role of empathetic connection in business

· The two core principles of human-led business transformation

· Anchoring your digital transformation project on principles of humanity and empathy

· Why flawed assumptions damage the communication of digital transformation in an organisation

· Why there is sometimes just too many numbers and not enough natural compassion in buisness

Join The New P&L community:

LI: https://www.linkedin.com/company/principlesandleadership/

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

This week on The New P&L – Principles & Leadership Podcast Series we speak to the brilliant Greg Merrill, Senior Director, Digital Transformation at Nike. Greg has built his expertise at the epicentre of strategy, technology, innovation, and sport. He is passionate about the power of diverse and empowered teams leveraging modern technology and data in innovative ways to fuel exponential growth and competitive advantage. 

In his role leading Nike’s Digital Transformation, Greg is responsible for driving the most critical cross-functional strategic initiatives that power growth and transformation across the enterprise. With initiatives spanning from Product Creation to Planning & Supply Chain to the front-end Consumer & Marketplace Experiences he has a wide purview and influence across the enterprise. We discuss with Greg:

· His definition of digital transformation

· Whether the phrase Digital Transformation is over-hyped and a bit like ‘Emperor’s new clothes’

· The type of corporate culture needed for digital transformation

· How you cultivate the right mindset in a business that is resistant to the scale of change needed to digitally transform

· Whether some CEOs and senior leaders naively believe strong technological innovation solves all problems, when in fact technology has no agency in itself

· If digital transformation projects start from a place of fear or opportunity and how that affects Digital Transformation strategy and the implementation

· How you measure the value creation of digital transformation over time

· The signs that a digital transformation programme is failing

· How a digital transformation team retains the freedom and independence needed to deliver the project while also ensuring they are still connected enough to retain widespread buy-in for it

To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: www.principlesandleadership.com

Insta: @principlesandleadership

Welcome to this week's The New P&L TO THE POINT. The New P&L TO THE POINT is a weekly podcast series where, in around 10 minutes each week, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

This week on The New P&L we make a slight shift on the usual format for The New P&L to the point and discuss a reoccurring theme that has underpinned many of the conversations we have had over recent weeks with our guests - that theme is Persistence. The persistence we need as business people and as entrepreneurs. We discuss:

· Why you need purpose and persistence

· ‘Persistence beats resistance’

· Why the persistence that drives the passion is greater than the resistance that pushes back against it

· Why the Rocks of Resistance on the path to success are both external and internal

· The narratives we tell ourselves and the beliefs they reinforce

· The contradictions in our creativity and passion

· Why there is no neutral internal narrative

· Giving yourself the gift of gratitude

Join The New P&L community:

LI: https://www.linkedin.com/company/principlesandleadership/

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership