Podcast appearances and mentions of lisa mcleod

What if the secret to extraordinary sales success wasn't pressure—but purpose? Lisa McLeod believes the best salespeople aren't chasing quotas. They're chasing impact. Lisa is a bestselling author of "Selling with Noble Purpose", keynote speaker, and creator of the Noble Purpose business philosophy. Her work has reached over 2 million people on LinkedIn Learning and been featured in Harvard Business Review. In this episode of Leveraging Thought Leadership, we dive deep into the heart of what drives real, sustainable sales success—and how organizations can embrace the purpose to outperform the market by 350%. We talk about the surprising results of Lisa's research into top-performing sales teams. Spoiler alert: the best sellers aren't ruthless closers—they're purpose-driven professionals who genuinely care about making a difference. Lisa shares how she fused two sides of her life—sales and soul—to build a thriving thought leadership business that helps global brands like Hilton and ThyssenKrupp transform their culture from the inside out. Lisa also opens up about the business side of thought leadership. She discusses the challenges of scaling ideas across massive organizations and why turning insight into action requires more than just great content—it requires packaging, structure, and a path for others to teach it. If you're a thought leader wrestling with how to turn your big ideas into business results—or if you're trying to bring more meaning into your work—this conversation is for you. Three Key Takeaways: • Purpose-driven sales outperform — Salespeople who focus on improving customers' lives consistently outperform their peers, proving that noble purpose is a strategic advantage, not just a feel-good concept. • Sales has an image problem — The profession is too often defined by its worst examples, but true sales success comes from empathy, trust, and a desire to serve—especially in B2B environments. • Thought leaders must sell their ideas — To create impact, you must connect your insights to the client's pain points and speak their language; selling isn't about being pushy, it's about being relevant and solving real problems. If today's conversation on purpose-driven sales sparked something for you, you won't want to miss our episode with Mike Latch and Gregg Murphy, Scaling Sales, Not Sacrificing Quality – The AI-Driven Secret to Billion-Dollar Growth. While Lisa McLeod explores the human side of sales—leading with empathy and purpose—Mike and Gregg dive into how organizations can scale that impact without losing what makes it effective. Together, these episodes paint a powerful picture of what modern sales success looks like: purpose at the core, with systems that support it at scale. Listen next and discover how to align purpose with process to drive real, lasting growth.

It is a special day as we welcome a true industry icon to the podcast! Today, we are thrilled to have Frank Passanante, Global Head of Sales at Hilton, joining us for a conversation that has been a long time in the making. Eric has crossed paths with Frank through the MPI Foundation and has been looking forward to having him on the show to share his insights.  In this episode, Frank discusses his career, the art of sales, and the enduring strength of the Hilton brand. A Passion for Hospitality from a Young Age Frank's journey into the hospitality industry began in his early teens. While on a family vacation at the Hilton Hawaiian Village, he discovered a book by Conrad Hilton, Be My Guest, which ignited his passion for the hotel business. From that moment, he began working various jobs in hotels and restaurants before specializing in sales. He joined Hilton right after university and has remained in the industry ever since. Sales as a Noble Profession Frank believes sales is a noble profession centered on solving customer problems and providing value. He feels that true sales success comes from genuinely caring about customers and helping them find the right solutions. Frank integrates Lisa McLeod's Philosophy of Selling with Noble Purpose into his sales approach, focusing on customer impact rather than revenue alone. His mindset aligns with Hilton's founding purpose—spreading the light and warmth of hospitality. Building a Strong Sales Culture Recruiting the right people is essential to maintaining a strong company culture. Frank refers to The Ideal Team Player by Patrick Lencioni, which identifies three key qualities for success: humility, which prioritizes teamwork and continuous learning; hunger, which drives ambition and goal-setting; and emotional intelligence, which ensures strong interpersonal skills. At Hilton, hiring, training, and performance management are structured around those virtues to create a high-performing, customer-focused sales team. Adapting to Changing Buyer Behavior The landscape of meeting and event services has evolved in the post-COVID era. Modern buyers expect a seamless blend of self-service digital tools and personalized support for more complex needs. So, they developed a three-channel sales strategy at Hilton: digital self-service options that empower customers to research and book independently, direct sales for high-touch transactions requiring expert guidance, and voice-assisted support for critical moments in the buying process. Companies that fail to adapt to these shifting expectations risk missing valuable opportunities in today's rapidly evolving market. AI and Continuous Learning AI and automation are reshaping the industry, so Frank is committed to future-proofing the Hilton sales teams. The company promotes an always-learning mindset and prioritizes a coaching culture. Combining continuous learning with a strong coaching environment ensures that the Hilton sales professionals remain effective and adaptable. Building a Coaching Culture Frank emphasizes the power of coaching in leadership and business success. He stresses the importance of being coachable, asking the right questions, and seeking feedback to progress quickly. His organization holds monthly coaching sessions for leaders, focusing on practicing real-life coaching conversations to build communication skills. The Art of Difficult Conversations Having tough conversations is easier said than done. As a former SaaS CEO, Frank found that employees initially hesitated to voice their concerns. However, by welcoming constructive criticism and encouraging dialogue, he built a culture where feedback became a strength rather than something to fear. Continuous Learning & Expanding Perspectives Frank stays ahead by reading business publications, white papers, and research from Forrester and Gartner rather than constantly chasing new frameworks. He values learning from industries outside his own, believing that cross-industry insights spark fresh ideas. Year of the Travel Maximizer Hilton has identified 2025 as the Year of the Travel Maximizer. Their recent Meetings Maximizer report highlights trends like extreme preparedness, where attendees demand detailed agendas and networking guidance. Hilton developed resources to meet these evolving needs, including the World's Most Welcoming Events playbook, to help planners create more engaging experiences. Looking Ahead Frank is excited about Hilton's rapid expansion, with over 800 new hotels added in 2024 and 500,000 rooms in the pipeline. Next year, they will celebrate significant openings, including the iconic Waldorf Astoria New York and new Waldorf locations in Sydney and Tokyo.  Bio: Frank Passanante Senior Vice President, Global Head of Sales and HRCC, Hilton Frank Passanante sets the B2B strategy for Hilton through all selling channels. He's passionate about forging strong customer partnerships that drive mutual success, building winning sales teams through intentionally developing a coaching culture, and quickly adapting strategies to meet the continually evolving nature of B2B sales. In his current role as Senior Vice President, Global Head of Sales, and HRCC, Frank collaborates closely with commercial leaders worldwide on coordinated global B2B strategies. He takes great pride in his team of purpose-led sales professionals, who consistently develop meaningful customer relationships and consult on solutions. He describes his team as caring, committed to their clients' outcomes, and striving to be the best in the business.  Frank built and refined his hospitality sales and marketing expertise over three decades, with the vast majority of those years devoted to Hilton in various on-property, regional, and corporate roles. Actively engaged in industry organizations across all travel segments, he has served on the Professional Convention Management Association Board of Directors, the U.S. Travel Association Meetings Mean Business Coalition, and the Events Industry Council APEX Business Recovery Task Force. Currently, he is engaged with the US Travel Association Group Travel Network and the GBTA Allied Leadership Committee. Connect with Eric Rozenberg On LinkedIn Facebook Instagram Website Subscribe to The Business of Meetings newsletter   Listen to The Business of Meetings podcast Connect with Frank Passanante On LinkedIn Hilton Trends Report 2025 – The Vacation Maximized 2025 Hilton Trends Report – Special Section: The Meetings Maximizer – The Next Generation of Meetings & Events Books mentioned: Be My Guest by Conrad Hilton Selling with Noble Purpose by Lisa McLeod The Ideal Team Player by Patrick Lencioni The Advantage by Patrick Lencioni The Five Dysfunctions of a Team by Patrick Lencioni The Medici Effect by Frans Johansson Kitchen Confidential by Anthony Bourdain      

Even though sales are mainly about driving revenue and putting up the right numbers, one element must not be forgotten: the needs and interests of the customers themselves. Executive coach Lisa McLeod is here to discuss why businesses should embrace the noble purpose of providing a positive impact to everyone. Sitting down with Mark Cox, she explains why they should never see their target market as mere statistics but aim to make a real difference in their lives. Lisa also explains how a client-first mindset requires taking intentional action and showcasing your authentic self.

Request A Customized Workshop For Your Company To get involved with the Ohio State Alumni Association or the Young Alumni Academy, please visit the following links: Ohio State Alumni Association: https://www.osu.edu/alumni/ Young Alumni Academy: https://www.osu.edu/alumni/get-involved/young-alumni-academy In this insightful episode of "Negotiate Anything," host Kwame Christian welcomes Carly Wood and Lisa McLeod to delve into the nuances of negotiation, especially as it pertains to Young Alumni. The discussion opens with Carly Wood sharing her experience with the Ohio State Alumni Association and the value of working with the Young Alumni Academy. The conversation covers strategies for avoiding a myopic mindset in negotiations, leveraging silence effectively, and cultivating common understanding instead of common ground. The episode provides practical advice for managing emotions in both personal and professional discussions, and emphasizes the importance of preparation in negotiations. What will be covered: The role of emotional regulation in negotiation and conflict resolution. How to maintain flexibility and openness in discussions to avoid a one-track mindset. Strategies for finding common understanding when common ground seems elusive. What listeners will learn: Techniques for effectively using silence as a strategic tool in negotiations. How to differentiate between manipulation and persuasion, especially in personal negotiations. Tips for young professionals on negotiating salary, promotions, and work conditions. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Request A Customized Workshop For Your Company To get involved with the Ohio State Alumni Association or the Young Alumni Academy, please visit the following links: Ohio State Alumni Association: https://www.osu.edu/alumni/ Young Alumni Academy: https://www.osu.edu/alumni/get-involved/young-alumni-academy In this insightful episode of "Negotiate Anything," host Kwame Christian welcomes Carly Wood and Lisa McLeod to delve into the nuances of negotiation, especially as it pertains to Young Alumni. The discussion opens with Carly Wood sharing her experience with the Ohio State Alumni Association and the value of working with the Young Alumni Academy. The conversation covers strategies for avoiding a myopic mindset in negotiations, leveraging silence effectively, and cultivating common understanding instead of common ground. The episode provides practical advice for managing emotions in both personal and professional discussions, and emphasizes the importance of preparation in negotiations. What will be covered: The role of emotional regulation in negotiation and conflict resolution. How to maintain flexibility and openness in discussions to avoid a one-track mindset. Strategies for finding common understanding when common ground seems elusive. What listeners will learn: Techniques for effectively using silence as a strategic tool in negotiations. How to differentiate between manipulation and persuasion, especially in personal negotiations. Tips for young professionals on negotiating salary, promotions, and work conditions. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

If you're struggling to build your dream team, you might have a core values problem. Clearly defining and aligning your core values with your audiology practice is key for both success and personal fulfillment. But it's not always easy to do. That's where seasoned entrepreneur and leadership coach, Robert Glazer, comes in. In this episode, Robert shares his framework for building capacity, offering practical advice for practice owners who want to lead with clarity, attract the right talent, and create a strong, values-driven team culture. Robert Glazer is an entrepreneur, bestselling author, award-winning executive, and keynote speaker. He is the founder and chairman of the board at Acceleration Partners, a leading global marketing agency. He also hosts the top podcast Elevate and writes the inspirational Friday Forward newsletter. In this episode, Kevin and Robert will discuss: [00:00:00] - Introduction  [00:02:20] - Boosting performance with capacity building   [00:04:48] - Why you need to be clear on your core values [00:08:53] - Elevating your team  [00:10:38] - Fostering trust and open communication [00:14:36] - How to find and keep the best talent   [00:16:59] - Creating a team that owns their success   [00:20:11] - The three pillars of building a successful practice  [00:23:48] - Smart marketing that educates and attracts   [00:27:06] - Using AI to save time and elevate patient care   [00:29:42] - How to invest in yourself and grow [00:34:03] - Robert's New Book, Rethinking Two Weeks Notice Robert Glazer is the founder and chairman of the board at Acceleration Partners, a leading global marketing agency. He is an entrepreneur, award-winning executive, and keynote speaker who is passionate about helping individuals and organizations elevate their performance. He is also a bestselling author of several books, including Elevate and his latest, Rethinking Two Weeks Notice. He also hosts the popular podcast Elevate and writes the inspirational newsletter Friday Forward. He has been featured in top publications like Harvard Business Review, Forbes, and Inc. Connect with Robert: Robert's Website: https://robertglazer.com/  Robert's LinkedIn: https://www.linkedin.com/in/glazer/  Resources Mentioned: Robert's new book, Rethinking Two Weeks Notice: https://robertglazer.com/two-weeks/  Robert's book, Elevate Your Team: Empower Your Team to Reach Their Full Potential and Build a Business That Builds Leaders: https://www.amazon.com/Elevate-Your-Team-Ignite-Reads/dp/1728238781  Robert's newsletter, Friday Forward: https://www.robertglazer.com/friday-forward/  Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa McLeod: https://www.amazon.com/Selling-Noble-Purpose-Drive-Revenue/dp/1118408098  How to Change: The Science of Getting from Where You Are to Where You Want to Be by Katy Milkman: https://www.amazon.com/How-Change-Science-Getting-Where/dp/059308375X  The Only Thing: If you're an audiologist and want to grow your practice – we've got a FREE, expert guide to help you achieve your goals. It's called The Only Thing.  This expert guide will show you how to increase new patient calls by 5 to 57 a month, schedule more new patients each week, help more people, and increase revenue. It's the best resource I know for growing your audiology practice. Get your copy for free at http://medpb.com/mastery.

In this episode of "Negotiate Anything," host Kwame Christian, Esq., M.A., sits down with renowned author and consultant Lisa McLeod to delve into the art of selling with noble purpose. Lisa emphasizes the critical role of uncovering the true value during the discovery phase of negotiation, and how it can prevent deals from going south. Together, they explore actionable strategies to confidently own higher prices while focusing on the client's overall impact and satisfaction. Tune in to learn how authentic, value-driven conversations can lead to bigger, stickier, and higher-margin deals, while also enriching both personal and professional fulfillment. What will be covered: The importance of uncovering true value in the discovery phase of negotiation. Strategies for confidently owning higher prices and emphasizing impact on the client. The role of asking nuanced, impact-focused questions during the sales process. Connect with Lisa  Reserve a spot for The American Negotiation Institute's NYC workshop with Kwame Christian in a $27M luxury residence. https://www.eventbrite.com/e/negotiate-anything-how-to-get-the-best-deal-in-your-next-negotiation-registration-692511178577?aff=oddtdtcreator Buy The Book: Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. https://www.mcleodandmore.com/selling-with-noble-purpose/ You don't have to be a shark to sell. In fact, Lisa Earle McLeod says you can sell more effectively if you put others' interests first and operate with what she calls "Noble Purpose." Listen to this episode to learn how to sell with Noble Purpose, and see how it can help your sales team close bigger deals. McLeod & More https://www.mcleodandmore.com/ Follow Lisa on LinkedIn http://www.linkedin.com/in/lisaearlemcleod What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.

In this episode of "Negotiate Anything," host Kwame Christian, Esq., M.A., sits down with renowned author and consultant Lisa McLeod to delve into the art of selling with noble purpose. Lisa emphasizes the critical role of uncovering the true value during the discovery phase of negotiation, and how it can prevent deals from going south. Together, they explore actionable strategies to confidently own higher prices while focusing on the client's overall impact and satisfaction. Tune in to learn how authentic, value-driven conversations can lead to bigger, stickier, and higher-margin deals, while also enriching both personal and professional fulfillment. What will be covered: The importance of uncovering true value in the discovery phase of negotiation. Strategies for confidently owning higher prices and emphasizing impact on the client. The role of asking nuanced, impact-focused questions during the sales process. Connect with Lisa  Reserve a spot for The American Negotiation Institute's NYC workshop with Kwame Christian in a $27M luxury residence. https://www.eventbrite.com/e/negotiate-anything-how-to-get-the-best-deal-in-your-next-negotiation-registration-692511178577?aff=oddtdtcreator Buy The Book: Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. https://www.mcleodandmore.com/selling-with-noble-purpose/ You don't have to be a shark to sell. In fact, Lisa Earle McLeod says you can sell more effectively if you put others' interests first and operate with what she calls "Noble Purpose." Listen to this episode to learn how to sell with Noble Purpose, and see how it can help your sales team close bigger deals. McLeod & More https://www.mcleodandmore.com/ Follow Lisa on LinkedIn http://www.linkedin.com/in/lisaearlemcleod What's in it for you? Exclusive Advice: Gain insights from top negotiation experts. Community Support: Connect with a like-minded community focused on growth. Personal & Professional Growth: Unlock strategies to enhance every aspect of your life. You deserve to negotiate more of the best things in life, and now you can! Don't wait—be the first in line to experience this game-changing resource.

In this episode of the Self-employed Life, I had the pleasure of speaking with Lisa McLeod, author of  best seller Selling with a Noble Purpose: How to Drive Revenue and Do Work that Makes You Proud,  along with four other exceptional books, about the importance of having a noble purpose in business. We discussed how making helping people the mindset of a business will not only provide a better life for the client, but also creates a more successful business and personal life. Lisa stated that people in business whose purpose is to help as many people as they can as best as they can are more successful than those that are in it just for money.  Lisa McLeod is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud.  Lisa has spent two decades helping leaders increase competitive differentiation and emotional engagement. She developed the Noble Purpose methodology after her research revealed that salespeople who sell with Noble Purpose, outsell salespeople who focus on targets and quotas.  Lisa is a former Procter & Gamble Sales Leader who founded her own firm, McLeod & More, Inc. in 2001.  She helps leaders at organizations like Cisco, Roche, Volvo, and Dave & Busters drive exponential revenue growth.  Lisa has keynoted in 25 countries and authored over 2,000 articles.  She has made appearances on the Today Show and the NBC Nightly News, and her firm's work has been featured in Forbes, The Wall Street Journal, and NPR.  Lisa's leadership book, Leading with Noble Purpose: How to Create a Tribe of True Believers is a breakthrough book that shows leaders how to win the hearts and minds of their teams and customers.  And be sure to subscribe to The Self-Employed Life in Apple Podcasts or follow us on Spotify or wherever you listen to podcasts so you don't miss an episode. Everything you need can all be found at jeffreyshaw.com.  Dia Bondi, thank you so much for being here! Remember, you might be in business FOR yourself but you are not in business BY yourself. Be your best self. Be proud and keep changing the world. Guest Contact – Read her book, Selling with a Noble Purpose: How to Drive Revenue and Do Work that Makes You Proud Contact Jeffrey – SelfEmployedNewsletter.com JeffreyShaw.com Books by Jeffrey Shaw Business Coaching for Entrepreneurs Watch my TEDx LincolnSquare video and please share! Valuable Resources – The Self-Employed Business Institute You know you're really good at what you do. You're talented, you have a skill set. The problem is you're probably in a field where there is no business education. This is common amongst self-employed people! And, there's no business education out there for us! You also know that being self-employed is unique and you need better strategies, coaching, support, and accountability. The Self-Employed Business Institute, a five-month online education is exactly what you need. Check it out! Take The Self-Employed Assessment! Ever feel like you're all over the place? Or frustrated it seems like you have everything you need for your business success but it's somehow not coming together? Take this short quiz to discover the biggest hidden gap that's keeping you from having a thriving Self-Employed Ecosystem. You'll find out what part of your business needs attention and you'll also get a few laser-focused insights to help you start closing that gap. Have Your Website Brand Message Reviewed! Is your website speaking the right LINGO of your ideal customers? Having reviewed hundreds of websites, I can tell you 98% of websites are not. Fill out the simple LINGO Review application and I'll take a look at your website. I'll email you a few suggestions to improve your brand message to attract more of your ideal customers. Fill out the application today and let's get your business speaking the right LINGO! Host Jeffrey Shaw is a Small Business Consultant, Brand Management Consultant, Business Coach for Entrepreneurs, Keynote Speaker, TEDx Speaker and author of LINGO and The Self Employed Life (May 2021). Supporting self-employed business owners with business and personal development strategies they need to create sustainable success.

In this episode of 'Coach2Scale, host Matt interviews Lisa McLeod, an acclaimed author and founder of McLeod & More Inc. Known for her work on integrating purpose into sales strategies. Lisa discusses the myth that top salespeople are solely motivated by money. She emphasizes that high performers are driven by a desire to improve the lives of their customers. The conversation delves into distinguishing between reactive and assertive sales approaches, the concept of 'noble purpose,' and how organizations can align their goals with customer impact to drive better results.  Takeaways: Understand the Core Purpose: Define your company's noble purpose by answering three key questions: How do you make a difference? How do you do it differently? And on your best day, what do you love about your job? This can help you articulate the impact your business has on your customers, motivating your teams and aligning their efforts with a clear, meaningful goal.Prioritize Customer Impact Over Numbers: Recognize that financial metrics are lagging indicators of success. Instead of focusing solely on closing deals and hitting targets, encourage your team to continuously ask, "How will this customer be different as a result of doing business with us?" This mindset fosters deeper customer relationships and leads to sustainable growth.Share Customer Success Stories: Regularly share stories within your organization about how your products or services have positively impacted your customers. This not only boosts team morale but also reinforces the noble purpose behind your work. These stories can serve as powerful tools in sales pitches and align your team's efforts.Engage the Movable Middle: Focus on the middle tier of performers in your organization. These individuals have the potential to drive massive changes in performance. By investing in coaching and development for this group, you can elevate overall team success, rather than just rewarding the top performers.Ask the Game-Changing Question: During every sales interaction or strategic planning session, ask yourself and your team, "How will this customer be different as a result of doing business with us?" This question ensures that your efforts are always customer-centric and aligned with delivering real value.Create a Motivating Hiring Narrative: When bringing new hires on board, don't just talk about job roles and financial compensation. Share the noble purpose of your organization and illustrate how new employees will contribute to making a difference. This attracts individuals who are motivated by meaning and purpose, not just money.Lead with Stories and Metrics: Balance your focus on metrics with compelling stories that illustrate your company's impact. This combined approach ensures that your team understands the importance of both financial performance and customer satisfaction. Use concrete examples to inspire and motivate your team consistently.Quote of the Show:“I want everyone to be able to show up knowing my company's work makes a difference and I make a difference.” Links:LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Website: http://www.mcleodandmore.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Episode Summary Lisa Earle McLeod works with senior leaders at companies like LinkedIn & Hilton and is the author of the best selling book, Selling with Noble Purpose Who's your ideal client and what's the biggest challenge they face? What are the common mistakes people make when trying to solve that problem? What is one valuable free action that our audience can implement that will help with that issue? What is one valuable free resource that you can direct people to that will help with that issue? What's the one question I should have asked you that would be of great value to our audience? When was the last time you experienced Goosebumps with your family and why? Noble Sales Purpose Get in touch with Lisa: Website, LinkedIn Learn more about how Uwe helps in-demand professionals and their VIPs to enjoy Unshakeable Two-getherness in their relationship (plus more free time and zero guilt). Or when you feel you'd be interested in working together you can Book A Chat With Uwe

In this insightful episode, Bill is joined by Lisa McLeod, president and founder of https://mcleodandmore.com, to discuss the transformative power of selling with a "noble purpose." Lisa explains how aligning your sales efforts with a deeper purpose of making a meaningful difference for your customers can dramatically increase your effectiveness, employee engagement, and overall success.This episode challenges the conventional wisdom of relying solely on tactics and techniques, emphasizing the importance of tapping into a higher sense of purpose that resonates with both customers and salespeople. To learn more about Lisa and get a copy of her new book, go to https://www.mcleodandmore.com/.Ready to Challenge the limits of your income? Join the Million Dollar Seller 5-Day Challenge Today! http://milliondollarsellerchallenge.comWant to break free and soar to new heights? "12 Bold Moves" is your gateway to a fearless reinvention of self and unlocking unprecedented sales success.  Get your copy now at http://12boldmoves.comHave a question for Bill or a topic you'd like him to discuss in a future episode? Email him at listener@caskeytraining.com.If you'd like to learn more about how Bill can help you and your team reach your potential, go to https://resources.billcaskey.com/corporate-trainingReady to take the Challenge? Join the Million Challenge Today! http://milliondollarsellerchallenge.com

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A conversation with Lisa McLeod, esteemed author of "Selling with Noble Purpose.”McLeod discusses the intrinsic link between the art of selling and the practice of coaching, advocating for a client-centric approach that transcends conventional sales tactics. She explains how integrating a noble purpose into sales and coaching not only heightens client success but also fosters a deeper sense of fulfillment and achievement for professionals in these fields.McLeod's journey from a VP of sales to a pioneering coach and writer underscores the transformative impact of aligning business objectives with meaningful, purpose-driven goals. She elaborates on the concept of selling with noble purpose, illustrating that the most effective salespeople and coaches are those who prioritize making a significant, positive difference in their clients' lives above the mere act of closing transactions.The conversation further explores the challenges faced by coaches in marketing their services, emphasizing the shift towards values that prioritize the client's well-being and success as a cornerstone of effective coaching and sales strategies. McLeod shares insightful strategies for navigating these challenges, offering practical advice for professionals looking to enhance their impact and success by fostering authentic, value-driven relationships with their clients.This episode provides a compelling examination of how principles of noble purpose can revolutionize sales and coaching practices, offering valuable lessons for professionals aiming to achieve greater success through meaningful engagement and purposeful business practices.

Clare based Young Roots Forest School are hosting a series of affordable family-friendly events across Clare this spring, all aimed at helping people of all ages to connect with woodlands, sustainable farming practices and food systems. To tell us more about Young Roots' Clare-based educational initiatives, CEO Lisa McLeod joined Alan Morrissey on Thursday's Morning Focus! Image (c) https://www.facebook.com/YngRoots22/

Most salespeople wouldn't consider ‘purpose' as one of their most powerful selling tools, but in study after study, those with purpose out-performed those without. To learn how we can systemize more purpose into our conversations, we sat down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose. She showed us the power of operating in alignment with our, and our prospect's, purpose. It's all in this week's episode of Bulletproof Selling!

Lisa McLeod is an advisor, consultant, and speaker who works with senior executives and sales teams around the world. She is the author of five bestselling books including Selling with Noble Purpose. She writes for Harvard Business Review and she has inspired millions of learners on LinkedIn Learning with courses on sales, leadership, and purpose at work.In this episode of Storyhouse, she tackles some of the big myths we share around purpose, finding the "right job," servant leadership, and meaning at work.Links + Resources from this episode: Visit Lisa McLeod's websiteHarvard Business Review article: How to be a purpose-driven leader without burning out Read Lisa's book, Selling with Noble PurposeRead Lisa's book, Leading with Noble PurposeConnect with Lisa on LinkedInConnect with Storyhouse FifteenFind Lindsay on LinkedIN STORYHOUSE is a production of Storyhouse Fifteen, a strategic coaching and branding studio that helps small business owners and do-good organizations find the clarity, the story, and the strategy to reach more people and grow their impact. Find Lindsay at storyhousefifteen.com or connect with her on LinkedIn.

 Reserve a spot for The American Negotiation Institute's NYC workshop with Kwame Christian in a $27M luxury residence. https://www.eventbrite.com/e/negotiate-anything-how-to-get-the-best-deal-in-your-next-negotiation-registration-692511178577?aff=oddtdtcreator Buy The Book: Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. https://www.mcleodandmore.com/selling-with-noble-purpose/ You don't have to be a shark to sell. In fact, Lisa Earle McLeod says you can sell more effectively if you put others' interests first and operate with what she calls "Noble Purpose." Listen to this episode to learn how to sell with Noble Purpose, and see how it can help your sales team close bigger deals. McLeod & More https://www.mcleodandmore.com/ Follow Lisa on LinkedIn http://www.linkedin.com/in/lisaearlemcleod Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

 Reserve a spot for The American Negotiation Institute's NYC workshop with Kwame Christian in a $27M luxury residence. https://www.eventbrite.com/e/negotiate-anything-how-to-get-the-best-deal-in-your-next-negotiation-registration-692511178577?aff=oddtdtcreator Buy The Book: Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. https://www.mcleodandmore.com/selling-with-noble-purpose/ You don't have to be a shark to sell. In fact, Lisa Earle McLeod says you can sell more effectively if you put others' interests first and operate with what she calls "Noble Purpose." Listen to this episode to learn how to sell with Noble Purpose, and see how it can help your sales team close bigger deals. McLeod & More https://www.mcleodandmore.com/ Follow Lisa on LinkedIn http://www.linkedin.com/in/lisaearlemcleod Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Another first for The Bosshole® Chronicles!  Tom Kelly discovered and applied the principles from the book Selling with Noble Purpose written by Lisa McLeod and she joins us too for an exploratory discussion about Tom's success!  It's a workshop on practical applications of Lisa's amazing content!Click HERE to visit the McLeod & More websiteClick HERE to connect with Lisa on LinkedInClick HERE for Lisa's Work on Purpose newsletterClick HERE for Lisa's book Selling with Noble Purpose Click HERE to connect with Tom on LinkedInHave a BOSSHOLE STORY of your own?  Click HERE to inquire about being on the podcast!HERE ARE MORE RESOURCES FROM REAL GOOD VENTURES:Never miss a good opportunity to learn from a bad boss...Click HERE to get your very own Reference Profile.  We use The Predictive Index as our analytics platform so you know it's validated and reliable.  Your Reference Profile informs you of your needs, behaviors, and the nuances of what we call your Behavioral DNA.  It also explains your work style, your strengths, and even the common traps in which you may find yourself.  It's a great tool to share with friends, family, and co-workers.Follow us on Twitter HERE and make sure to share with your network!Provide your feedback HERE, please!  We love to hear from our listeners and welcome your thoughts and ideas about how to improve the podcast and even suggest topics and ideas for future episodes.Visit us at www.realgoodventures.com.  We are a Talent Optimization consultancy specializing in people and business execution analytics.  Real Good Ventures was founded by Sara Best and John Broer who are both Certified Talent Optimization Consultants with over 50 years of combined consulting and organizational performance experience.  Sara is also certified in EQi 2.0.  RGV is also a Certified Partner of Line-of-Sight, a powerful organizational health and execution platform.  RGV is known for its work in leadership development, executive coaching, and what we call organizational rebuild where we bring all our tools together to diagnose an organization's present state and how to grow toward a stronger future state.

ChatGPT is the artificial intelligence talk of the town, and Jan and Jim have experimented with it for a few months and share the questions they asked it, and the responses ChatGPT provided. They discuss how ChatGPT can be a game-changer for leaders to spend more time doing what they do best - develop relationships and exercise judgment. Listen in for how AI can be a new tool in your toolbox, and its potential as a leadership enhancer.  https://bit.ly/TLP-348   Key Takeaways   [1:38] Jan and Jim give a big shoutout to their friend Greg Hinc of County Cork, Ireland. He wrote that he started listening to The Leadership Podcast at about Episode 150, then he went back and listened to them all. He comments on their social media posts. He's talked a lot about how much he's learned and gained from it, which means a lot to Jan and Jim. There's a little gift coming to Greg. [2:34] If you have listened to every episode like Greg, then Jan and Jim would love to hear from you, as well. [4:07] Jim's friend, Jim Mirochnik of Halock Security Labs, introduced him three months ago to ChatGPT, an artificial intelligence chatbot. After five minutes of interaction, Jim was as excited as when he first learned of the world wide web in 1992. Jim asked ChatGPT a variety of questions and he got back usually well-written answers. [5:33] To test ChatGPT on a task a human probably couldn't do quickly, Jim asked it, “Write a Java computer program that will take the input of two people's names and an adjective describing their relationship and create a poem written in Iambic Pentameter.” Within seconds, it wrote a Java program that was pretty close to being exactly what Jim had asked for. [6:17] Jim clarified his question and ChatGPT gave him a better result. Then Jim asked it to write the program in Python and it instantly supplied the Python code on half a sheet. It gave a more concise answer than a human coder might have given and it was good code. [7:01] Jim and Jan share some questions he asked and the answers from ChatGPT from about three months ago. [7:14] Q. Write a 500-word essay on leadership. The answer came in about 35 seconds and it was amazing. Then Jim asked, “How many words is that essay?” It said 532. Jim asked why it went over. It said leadership is a complex topic and hard to explain. [7:54] This morning Jim asked it the same question: Write a 500-word essay on leadership. ChatGPT has gotten a lot busier, with more users. The response today took six minutes. It was very well written again and similar to the first response but it was much more concise at 372 words. ChatGPT is having a deep impact on university students and the way they study. It is a fantastically useful and powerful tool. [8:53] Jan hears people afraid that ChatGPT will take their job. He recently demoed ChatGPT to a CEO. When the CEO asked, Why are there silos developing in my organization? It gave these answers: Lack of communication/collaboration, competition for resources, different goals and priorities, silos created by structure, or resistance to change. That gave Jan and his client five things to explore together. [10:56] If you only had pliers before, now you have a vice grip. What sticks out for Jan is that he has to ask it very good questions and then, exercise his judgment and decide what to look at. [11:27] What Jan did with his CEO client was look at different goals and priorities. They have a retreat planned where each attendee will bring a list of five important priorities and will make sure everyone is clear on roles and responsibilities and where there is overlap. Jan — not ChatGPT — will facilitate the discussion. Jan sees it as an awesome tool. [12:03] Some people get better and quicker responses than others when searching on Google because they know how to ask questions the right way for good search results. That skill is super important with ChatGPT. You get better by practicing and using it. [12:45] There are some things that it can do quickly that might take weeks for a human to do. Jim asked, What are the top five themes articulated in The Leadership Podcast? [13:41] ChatGPT answered, “As an AI language model, I don't have personal opinions but I can provide you with an overview of some of the most commonly discussed themes on The Leadership Podcast, based on the content available on their website and podcast. Here are five possible themes: Leadership …, personal development, team dynamics, innovation and disruption, business and industry insights.” [14:27] ChatGPT took about a minute to make that analysis. It had indexed and searched the entire site for The Leadership Podcast, so it knows about it. Jim had asked it the same question two months ago before it was able to search websites. Now it can. Its functionality is increasing at a geometric pace. [15:16] ChatGPT is a fun, powerful tool, and its answers are exceptionally well done. Another question was, Can you measure leadership? It came up with a similar answer to a discussion with guest Sarah Wirth - The Leadership Podcast Episode 351. [16:28] Jan asked ChatGPT When I interview Jim Vaselopulos from Rafti Advisors for my podcast, what should I ask him? ChatGPT responded, “As a business strategist and leaders consultant, Jim is able to provide valuable insights on various topics related to business management leadership. Here are some questions to ask during the interview. …” [16:51] “ … How has the COVID-19 pandemic impacted business strategies in leadership and how can organizations adapt to these changes?”, “Can you share a memorable experience from your career that taught you an important lesson about leadership?”, “What inspired you to become a strategist and leadership consultant?” [17:22] “Can you share a particularly successful project you had with a client and what made it successful?” These are good generic questions. They provide a good starting point. Jim cites Atomic Habits, by James Clear. If you want to run, start by putting your shoes on. Then you generally follow through. ChatGPT is a tool to help you jumpstart a report or analysis. It can help you get moving. [18:53] Jan is working with an organization with five good values that has not articulated its values into observable behaviors. One of the values is accountability. Jan asked ChatGPT, What three observable behaviors would you assign to the value of accountability? ChatGPT's response was, “Honesty and transparency, reliability and follow through, adaptability and continuous improvement.” [19:26] Under “continuous improvement,” ChatGPT added, “They take feedback constructively, they recognize mistakes or failures can be opportunities for growth and learning, they're willing to adjust their approach …” Jan asked if you, the listeners, know what the values mean in your organization? Don't follow a robot blindly, but ChatGPT gives a great starting point for a discussion on values. [20:25] Jan says, oftentimes, those [company] values are ambiguous, the culture is by default, and the values and standards cannot be upheld because there's no agreement on what they mean. There's no common vocabulary. That's something every organization could do today. Look at your values and agree on behaviors to associate with them. Can we be more clear on what we want our folks to do? [21:12] Three years ago, Jim and Jan were asked to go out to the Air University in Montgomery, Alabama. They gave a speech summarizing The Leadership Podcast and the guests they had interviewed and the overarching theme they could find. One of the themes that still continues since then was curiosity. The most successful leaders had the trait of being curious. ChatGPT didn't come up with that! [21:59] The Leadership Podcast is about curiosity. Learning to use a tool like ChatGPT is about being curious. What are you curious about? [22:28] Jan asked When I interview Jan Rutherford from Self-reliant Leadership for my podcast, what should I ask him? ChatGPT responded “Can you tell us a bit about your background, how you became interested in self-reliant leadership?” and “What are the key traits and characteristics of self-reliant leaders?” It didn't ask a single COVID-19 question, ask about stories or mention entrepreneurs. [23:06] ChatGPT had picked up on those topics on Jim's website, not on Jan's. There were relevant questions for each Jan and Jim from their websites. [23:18] Another question for Jan was “Are there any common misconceptions or misunderstandings about self-reliant leadership that you would like to clear up?” That's a good question. During this episode, Jan and Jim were curious, tested their assumptions, and learned something! [23:40] Curiosity is such an important theme. ChatGPT is a vehicle to supercharge your curiosity and enlighten yourself in ways that you couldn't without reading books that you may not have time to read. [24:27] Simon Sinek was a guest on the show and they asked him, “Where does personal responsibility and a sense of real duty to each other start to play a role, especially now (during the pandemic)?” So Jan asked ChatGPT that question. [24:42] ChatGPT had interesting answers, ending with “To foster a sense of personal responsibility and a duty to each other, it's important to prioritize empathy, compassion, and kindness. We can start by listening to and understanding the needs and concerns of others, being willing to make personal sacrifices for the greater good, and taking action to support our communities in meaningful ways.” [25:09] Jan plays Simon's answer: “Trust is a two-way street. Just think of any relationship: friendship, marriage, or anything. Trust is always two ways. In a business context, where there's formal hierarchy, it is the leader's responsibility to create the environment in which trust can exist.” [25:41] (Simon continues) “To build a circle of safety and create an environment in which people feel safe to raise their hand and say, ‘I made a mistake,' or ‘I need help,' or ‘I don't understand,' without any fear of humiliation or retribution. Without any fear that they'll be on some shortlist by the end of the year. However, it's everyone's responsibility to step into that circle of safety.” [25:59] (Simon continues) “Compare it to a personal relationship. It's very important for at least one person in the relationship to start to create an environment in which the other person feels safe to express themselves or be themselves. But it's still the responsibility of the other person to take that risk to express themselves or be themselves.” [26:16] (Simon concludes) “It's the same in business. It's all fine and good for us to create the environment but people have to take the risk and say, ‘Hey boss, I need help,' or ‘I made a mistake,' and to realize that there's no humiliation or blowback if you do that. In fact, you get his support.” [26:36] The ChatGPT is not about to replace Simon Sinek. He's wonderful to listen to, he's articulate. He hit on a lot of the same themes that were in ChatGPT's answer. Jan finds that interesting. We know this AI today is going to be exponentially better. In less than a year, it may use a voice and cadence to come close to Simon Sinek. Leaders and business people now have another tool in their toolbox. [27:39] We're still going to need to build relationships; we're still going to need to be able to exercise judgment. If curiosity is a value in your organization, what does that mean? Are we teaching people to ask better questions and to listen better? Or are we saying go to Toastmasters to learn to be a great speaker and articulate? The emphasis has been on using our mouths instead of our ears! [28:10] To do a school term paper, you come up with an outline and then flesh it out. In practical business, people don't start with an outline. Powerpoint is the closest thing to an outline for presentations. Make one good point instead of five average points. Two good points and seven bad ones ruin a presentation. ChatGPT can help you sharpen your point and get at it. [29:38] What are the keys to having difficult conversations? ChatGPT answered with seven bullet points taking up three-quarters of a page. Jim lists the bullet points: “Prepare, choose, listen actively, be clear and direct, focus on the issue, offer solutions and options, and follow up.” The supporting information is spot-on. It doesn't have too many extra words or fluff statements. [30:23] What are the most common mistakes people make when delegating? “Not delegating at all, over-delegating, poor communication, micro-managing, lack of follow-up, not providing sufficient resources, and taking credit.” You have to recognize the efforts and achievements of the person you delegated to. [31:27] For as scary as this new technology can be, we need to adopt it, embrace it, and understand that it's going to affect all of us in some way, shape, or form. Whether you realize it or not, your employees are using it! Jim shares a client story about it. [32:14] Jan just had a conversation about trust. He cites past guest Margaret Heffernan: Social capital is what happens between people; that relationship. You want to work with people you like, people you respect, and people you trust. Trust takes time and everybody's busy. [33:28] Jan refers to Lisa McLeod, a sales thought leader, who says “If you can't understand how you're making people's lives better, you can't sell anything.” It would be so sad to go to work, with whatever tools you use, and not think at the end, “How am I making people's lives better?” See the interview here: https://selfreliantleadership.com/blog/2021/05/06/lisa-mcleod-on-selling-with-noble-purpose/.  [34:10] Jim asked a young salesman what his value proposition was. The salesman listed the product features but Jim wanted to know how the salesman was making his customer's life better. Jim tells a friend's story about the pressure-washing cheerleader who lifted his low spirit with kindness and joy. [36:55] Past guest Barry Schwartz told about cancer-ward janitors who weren't there to clean messes but to provide a better experience for patients. That floor had the best cancer-survival rates because of the janitors who brought them kindness and preserved their dignity. [37:39] Jan recalls how past guest Christophe Morin of SalesBrain uses props. As a prop, Jan holds up an insulated mug his wife got him for Valentine's Day. Jan asks ChatGPT How does a coffee mug that stays warm improve someone's life? “A mug that stays warm can be a convenient addition to a person's daily routine. They can take their time enjoying their drink without having to worry about it getting cold.” [38:53] ChatGPT also says that drinking a hot beverage has been linked to various health benefits, such as improving digestion, boosting metabolism, and reducing the risk of certain diseases. “With a mug that stays warm, one can ensure they're consuming their hot beverage at the optimal temperature to reap these benefits.” Our business is selling something. Do we understand how it improves someone's life? [39:20] Is ChatGPT a menace? It might be. Is it something that can improve our life? Jan thinks it will be able to speed up things. It will get us to a point where creating an outline or coming up with some ideas, we'll let somebody else do that and we'll focus on the things that only we can do; exercise judgment, cut and paste, modify, edit, or think, and step back. It will help us get better at asking questions. [40:11] What Jan hopes ChatGPT does is allow us to spend more time with each other and improve the relationships we have between people, not on a computer all the time. [40:54] Jim asked ChatGPT to write the Darley ad, and it did! Jim reads the ad. [41:37] Microsoft is incorporating ChatGPT into Bing. [41:51] Jan and Jim would love to hear your feedback on this episode and on ChatGPT. How are you using it? This is a game-changer. Comment on LinkedIn or on Facebook or comment on the episode page. Jan and Jim will respond. [42:28] Closing quote: Remember, “Talent hits a target no one else can hit; Genius hits a target no one else can see.” — Arthur Schopenhauer   Quotable Quotes from ChatGPT “As an AI language model, I don't have personal opinions but I can provide you with an overview of some of the most commonly discussed themes on The Leadership Podcast, based on the content available on their website and podcast. Here are five possible themes: Leadership … , personal development, team dynamics, innovation and disruption, business and industry insights.” “As a business strategist and leaders consultant, Jim is able to provide valuable insights on various topics related to business management leadership. Here are some questions to ask during the interview.” “To foster a sense of personal responsibility and a duty to each other, it's important to prioritize empathy, compassion, and kindness. We can start by listening to and understanding the needs and concerns of others, being willing to make personal sacrifices for the greater good, and taking action to support our communities in meaningful ways.” “[Before a difficult conversation], prepare, choose, listen actively, be clear and direct, focus on the issue, offer solutions and options, and follow up..” “[Mistakes when delegating are] not delegating at all, over-delegating, poor communication, micro-managing, lack of follow-up, not providing sufficient resources, and taking credit.” Resources Mentioned Theleadershippodcast.com Sponsored by: Darley.com Rafti Advisors. LLC Self-Reliant Leadership. LLC ChatGPT Jim Mirochnik Halock Security Labs Skynet Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones, by James Clear Air University, Maxwell AFB, Montgomery, Alabama Sara Wirth Simon Sinek Toastmasters Margaret Heffernan Lisa McLeod Barry Schwartz Christophe Morin SalesBrain Microsoft

level solution. What are their goals and aspirations for their company? How can your product or services help them achieve their goal? In this episode of Sales Reinvented, Lisa McLeod shares why it's important to focus on your counterpart's highest-level solution—and how to do it.  Outline of This Episode [0:53] Why planning and preparation is an important step in negotiation [1:42] The key steps a salesperson should take to prepare for negotiation [4:00] Why you need to identify your counterpart's highest-level solution  [5:45] The attributes or characteristics that make a great sales negotiator [8:06] Tools and resources to improve negotiation outcomes [9:38] Lisa's top three negotiation planning dos and don'ts [13:44] Why you should offer more value instead of lowering your price The key steps a salesperson should take to prepare for negotiation If you're planning a high-stakes negotiation, there are three things Lisa believes you need to do:  Take a deep breath: That floods oxygen to your brain and helps calm your flight or flight response.  Detach your solution from your aspiration: You aspire to use your offering to help the other side. Fear-based energy is not what you want in the negotiation.  Identify their highest-level solution: It's not about saving money or terms of services. It's what impact they're trying to have in their organization. It's easier to do this in the planning stage versus when you're in front of your potential client.  Why you need to identify your counterpart's highest-level solution  If you're dealing with a buyer that says “We have to get this pricing on these terms,” it's likely what they've been told to do. You want to ask them why. What are they trying to accomplish by doing that? They'll share what their goals are. That becomes your starting point—not pricing, terms, and conditions.  You want to start from a place of strength, which is the impact your solution is going to have on their business or life. It's not about dominating them. It's a shared stronger place to start. Start from a place of shared aspiration.  The attributes or characteristics that make a great sales negotiator Salespeople need to be open to what the client says or is trying to achieve. The most successful salespeople have a laser-like focus. If you've ever been in a conversation with a loved one and they're not going to concede, it exudes a certain energy. You either cave to that energy or push against it. Openness creates openness.  The other thing that makes a salesperson great at negotiation is their depth of understanding of the client. A seller that only understands their product, software, consulting services, etc., and doesn't care about what's happening with the client is coming from a weak position. When you understand what they're trying to achieve and how they measure success, it doesn't matter what you're selling. Your understanding makes you a better ally and partner.  Tools and resources to improve negotiation outcomes Lisa emphasizes that your client's website is the #1 tool you can leverage. Why? You can read their “about me” page, read what their CEO said, etc. It allows you to learn the language of the company so you can use it. Which sounds better?  “I'm so excited to talk to you about our software, we've got all these bells and whistles, it's gonna be great for you—let's get into the negotiation.” OR: “I read online that your CEO says that your #1 goal is to improve your customer experience. I'm delighted that we're having this conversation today because this software is going to play a role in helping you accomplish that.”  What are Lisa's top three negotiation planning dos and don'ts? Why should you avoid caving on your prices? Listen to the whole episode to learn more!  Resources & People Mentioned Lisa's LinkedIn Learning Connect with Lisa McLeod Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Ground Water Canada has interviewed Lisa McLeod, co-owner and office manager at McLeod Water Wells as one of four individuals selected among Canada's top women in the groundwater industry. We'll hear from our remaining two honourees in future episodes of this four-part podcast series.

In this cross-over episode, we're sharing an episode from Mental Selling. This show is produced by Sweet Fish Media. Sales is one of the only professions where we allow it to be defined by the people who do it badly. Top salespeople are ones who earnestly want to improve life for their customers. When purpose driven sales becomes part of the culture and bigger than the transaction- and your ‘true north' is improving life for customers- you'll actually wind up making more money. Successful salespeople want to know that what they're doing counts for something- that their work matters. If what you are selling is being bought by customers, you're improving their lives. Hear our conversation with Lisa Earle McLeod, Founder at McLeod & More, Inc. and author of the bestseller Selling with Noble Purpose. We discuss: 3 questions to ask that every salesperson should be able to answer The real reasons salespeople leave their jobs How the noble seller differs from the transactional seller The difference between customer-centricity and purpose-driven sales Overcoming the negative external perceptions of sales with confidence- and how your customers will feel it The “it” that customers really want you to get to… What mistaking profit for their purpose signals to your salespeople and employees Why sales numbers are a lagging indicator and sales leaders need to coach to mindsets vs. outcomes Why the people that have bought from you before are the key to understanding how your products make a difference Sales managers as the “front-line belief builders” Sponsors: If you're hiring, you need Indeed. Sign up and get a $75 credit to sponsor your first job for better visibility, more applications and quicker hiring times. Stay in control with payment billing options, no long term contracts, pay for only what you need and pause spending at any time.* Claim Your Credit *Sponsored Job credit offers available only for new U.S. accounts posting a job that expires one year after account creation. Upon expiration of credits, users are charged based on their Sponsored Job budget. Terms, conditions, and quality standards apply.

Libby Znaimer is joined by David Peterson, former Ontario Liberal Premier, Lisa Raitt, Former Deputy Leader of Conservative Party of Canada, and Cheri DiNovo, an Order of Canada recipient and former Ontario NDP MPP. This past weekend, a video was posted online that showed Deputy PM Chrystia Freeland being verbally harassed by a man while she was in Grand Prairie, Alberta's City Hall. The Prime Minister and others have since publicly condemned the attack. But, this recorded video highlights something we've known for a long time: female politicians often face abuse and harassment both online and offline far too often. We've seen it with political leaders from all political stripes including Kathleen Wynne, Lisa McLeod, Gail Shea and many more. So, where does it end? And, will public safety minister Marco Mendicino create a plan to increase security for our politicians as the threats escalate? ---- CHAOS AT THE AIRPORT AND HOTELS BECOMING MORE LIKE AIRBNB STAYS Libby Znaimer is joined by Dr. Makarand Mody, Associate Professor of Hospitality Marketing and Director of Research at Boston University School of Hospitality Administration, Martin Firestone, President of Travel Secure Inc., and John Gradek, a faculty lecturer at McGill University in Montreal and a former executive with Air Canada. Today's central topic: it's been months since we've first started covering the chaos at Toronto's Pearson International Airport and flight delays and STILL it remains a problem. Libby details her first-hand account of this while traveling to Minnesota for a family reunion. And, while she made the trip, she came across another disappointment: she had booked an expensive stay at the Hyatt Hotel only to observe upon arrival that it operated more like an Airbnb and lacked amenities. It got her thinking about whether traditional hotels operating like Airbnbs have become a widespread trend these days. Our travel industry experts weigh in. Listen live, weekdays from noon to 1, on Zoomer Radio!

Click here to buy your copy of How To Have Difficult Conversations About Race! You don't have to be a shark to sell. In fact, Lisa Earle McLeod says you can sell more effectively if you put others' interests first and operate with what she calls "Noble Purpose." Listen to this episode to learn how to sell with Noble Purpose, and see how it can help your sales team close bigger deals. Buy The Book: Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. McLeod & More Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides Follow Kwame on LinkedIn Follow Lisa on LinkedIn Kwame Christian With Lisa Earle McLeod

In this episode of the Growth Enablement Madness podcast, we sat down with Lisa McLeod, an industry thought leader and author of the book "Selling with a Noble Purpose." We discussed how business leadership has changed over the years and how having a noble purpose is vital now more than ever. We also discussed how work has changed for everyone and how we can ensure employees don't lose sight of the customer.

For this episode of the NAKEDVOICE, we were joined by the fantastic Lisa McLeod, bestselling author and keynote speaker who helps people and organisations find their noble purpose and engage more emotionally with each other and customers. Listen to Lisa describe what all this means with some real examples of how this can lead to more successful business and personal outcomes.

Our incredible guest this month is Lisa Earle McLeod!  Lisa is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud.   Lisa has spent two decades helping leaders increase competitive differentiation and emotional engagement. She developed the Noble Purpose philosophy after her research revealed, salespeople who sell with Noble Purpose, outsell salespeople who focus on targets and quotas.   Lisa is a former Procter & Gamble Sales Leader who founded her own firm, McLeod & More, Inc. in 2001.  She helps leaders at organizations like Cisco, Roche, Volvo, and Dave & Busters drive exponential revenue growth.  Lisa has keynoted in 25 countries and authored over 2,000 articles.  She has made appearances on the Today show and the NBC Nightly News, and her firm's work has been featured in Forbes, The Wall Street Journal, and NPR.   Lisa's newest book, Leading with Noble Purpose: How to Create a Tribe of True Believers is a breakthrough book that shows leaders how to win the hearts and minds of their teams and customers.  

Hear why a great customer experience means everything I am always excited to share a great woman's story with you, our audience. Melissa Copeland is a great woman to know. She had a wonderful career, as so many women have had, only to discover that flying all over the world was not great for her family, or even herself. She pivoted and launched Blue Orbit Consulting, which allowed her to refocus her attention on clients closer to home and on projects dear to her heart—like improving customer interactions for her customers. Our conversations roam all around the challenges she, and I, see among our clients as their customers are changing, service expectations have dramatically shifted (where fast means right now), and staffing has become an uphill climb, to say the least. What to do? Call Melissa, who brings her expertise in organizational transitions and interpersonal growth and development to the task at hand. Clients love her approach, and I think you will as well. Enjoy.  Watch and listen to our conversation here At SAMC, the topic of culture change is one we know a great deal about What I enjoy when I have someone like Melissa on the podcast is how we can share our ideas, experiences and know-how and continue to learn from each other. You can certainly read in my book, On the Brink: A Fresh Lens to Take Your Business to New Heights, how frustrating it is for companies, then and now, to address the core service imperative of their organization's business. My hope is that you take away some great ideas and great learning around how to step back and look at your own business with fresh eyes, and see where you need to make some changes that will make all the diference. If you'd like to reach out to Melissa, you can connect with her on LinkedIn or her website BlueOrbitConsulting.com, or email her at melissacopeland@blueorbitconsulting.com. More about culture change and how to motivate your employees to love their jobs Blog: How's Your Culture? Doing Fine Or In Drastic Need Of An Overhaul? Podcast: Marcella Bremer—Build a Better Business With an Amazing, Positive Culture Podcast: Lisa McLeod—If You Want To Succeed, You Must Find Your Noble Purpose Additional resources for you My award-winning second book: Rethink: Smashing The Myths of Women in Business My award-winning first book: On the Brink: A Fresh Lens to Take Your Business to New Heights Simon Associates Management Consultants    Read the transcript of our podcast here Andi Simon: Welcome to On the Brink with Andi Simon. Hi, as you know, I'm Andi Simon, I'm your host and your guide. My job is to get you off the brink and I go looking for people who have really interesting ideas to share with you to help you see, feel and think in new ways. That's why today I have Melissa Copeland. And Melissa is here to talk about the customers of tomorrow, and how to serve them. But what's really interesting is her own journey and what she sees going on in the market, and how she can help you see it through that fresh lens that I want you to have. Remember, time to get off the brink, and the times they are changing. So let's soar together. Melissa, thank you for joining me today.  Melissa Copeland: Thanks for having me.  Andi Simon: Share with the listeners, who is Melissa and when and how did you get to where you are now? And why are you so interested in it? Please share your story.  Melissa Copeland: Sure, it's a wandering path, but I think many people have those nowadays. It was less common when I started working, but I actually started as a documentary producer producing travel documentaries and traveling around the globe doing that which I love. It didn't take long, about two years, for me to learn that it was really hard to afford my rent and lunch and a bus pass on the salary a documentary producer makes. So I went to business school, and business school wasn't at all what I expected. It was much more of a structured education versus some of the intellectual inquiries that I was expecting to find. So if there is such a thing, it sounds like an oxymoron, but I was a bit of a countercultural business school student coming out of grad school. I landed in a job in strategy at what was then Ameritech, now AT&T. I was sent to one of the wholesale divisions. So think of the really technical engineering, kind of in the more old-fashioned parts of the company. And here I was, this kid who had been a documentary producer. And my background was in history and writing. And I learned to speak engineering, and I learned to speak pension. I had more fun than I ever thought I would in the corporate world. So I was rotated in the seven years that I was there, through almost every functional area. I got a taste of strategy, sales, marketing, and wound up doing two types of international assignments. One was a startup based in Chicago. And the second was an assignment based in Brussels, Belgium for two years. And those were amazing. A couple of the things that I really learned was that the language of business is really one of figuring out how to connect with people, and how to define problems, and then organize toward a solution, whether it's through collaboration, whether it's through directing, or self-directed teams, or any of those pieces. And so one of the things I didn't expect that I've used my entire career since then, was during that time in Brussels, the techniques that you learned growing up in the United States to influence people with money, or sales incentives, or performance incentives, didn't work the same way in a different culture and context. And that notion of what is my culture and context? And how do I get the results I need? One of the things I learned was, in the US, if you wanted to get something done, you have a meeting, you divide up the tasks, and everybody goes in, does it. In the situation I was in, in Brussels, if you had a meeting, the way to get people engaged was to give everybody the opportunity to participate in the brainstorming, right? So no matter what it was, if you call it brainstorming, people were highly engaged, because everyone wanted a piece of the ideas and to really feel like, what would they be called, an influencer, but to really be part of the solution, and then folks would happily go and participate in terms of behavior change. So that has actually become a signature part of the consulting I do today. Some from that role, I moved through a couple of different roles, but I stayed in that arena of really working on customer experience and employee experience, and helping folks move through changes that almost always benefit customer experience and customer loyalty. And that's when I would say my love affair with customer service and contact center organization started.  Andi Simon: You formed your company Blue Orbit Consulting in 2014. Typically, I would start any interview like this and read your résumé. But I really prefer you to talk about this journey because it's a setup for what's happened since you set up your own company. So how did you come about? Your insights are extremely valuable today. We don't motivate people by giving them more money that doesn't do anything for the research work. You can give them more money, but it doesn't mobilize them. It doesn't motivate them. It's not what makes them work. There's something that took you from being inside to being a consultant having your own company. What was the catalyst?  Melissa Copeland: So I worked for many years for a consulting firm called The Northridge Group and helped build the firm, and was able to be the generalist moving across a lot of areas. The firm had tremendous success. And I have one of those hard learnings. After about 12 years there, my kids were eight and five, and I was continuing to travel almost every week. And no matter where I was, I was on the wrong continent for somebody. And we got to a point where more often than not, it was my kids, you know, or team members or clients. But it really became a challenge that it was my kids that were on the wrong side of that. So I left and I wasn't sure what I was going to do. And that lasted, that break lasted about two months. And we learned that I was terrible at carpooling, that I hated doing laundry, and got rid of all of our household help. But, former clients and colleagues started calling with projects and saying, hey, you've always been really good and helped me think through hard problems, will you come help me do this global technical support? Will you come take a look at this process problem in my organization? And that's fundamentally how Blue Orbit was born. So in 2014, I formed Blue Orbit. It was just me, and a couple of high school and college babysitters taking care of my kids, you know, before and after school. And as the firm grew, I really drove more focus around not just taking  every phone call, though anyone that calls and says, can you help me think through this hard problem, I really enjoy hard problems. So I'm happy to help think them through, but really, drove more focus around the pieces that I think are really important as businesses grow and move forward. And that is thinking through not just the customer journey, and some of the buzzwords around that, but also thinking through the service design for how you support that customer journey, and more recently, a lot of emphasis around employee engagement. So how do you make it easier on the employees to deliver the service design and a fantastic customer experience. So little by little, as the firm grew, it started being engagements with me and then I started building more team-based engagements to be able to implement at large organizations. Then we land where we are today where the business supports both some startup companies that are just starting on that journey. It's tons of fun when we have a blank slate, and you're starting with the service design from the beginning. And then the large organizations where you might have hundreds or thousands of people that you're trying to orchestrate. And then it's really more that collaboration and building a funnel of ideas for how can we accomplish the goals we need to get to.  Andi Simon: You and I both understand the complexity of human interaction and conversations. And the question is, what do we say to whom in what way to get what done? And that's not casual, and every culture is different. The culture is inside each one of these, small, large and otherwise, whether in Belgium or in the States, or whatever they are, and just do things differently. And your description of the Belgium folks who wanted some autonomy, mastery and purpose, which is what we're talking about these days, was quite different than here where command and control tell you what to do, and tactical and practical, and not much gets done. So it's an interesting time. So some of the insights that you're pulling together, working over the last years, 2014 was a short long time ago. And between the pandemic and all the things going on with technology and customer transformation, there's some key themes that you and I chatted a little bit about. Can you share them with our listeners or our audience? I do think they are going through them and they want to know, what do I do now? How do I do this? Some thoughts?  Melissa Copeland: Sure. I love how you you reference the autonomy and the mastery. One of the pieces that I first tried to size up is that culture and context and organization. I do feel compelled typically to look at data, because you always have people in your team or your organization that need to be data driven. And then we also have to look at some of the more qualitative aspects of what does it take to drive change, like, are we talking about a jello situation where you're going in and going back out? Are we talking about a situation where people are highly receptive to doing things differently? Some of the themes and particularly changes since 2020, a big one affecting a lot of organizations, whether we call it the great resignation or not, but the balance of power has shifted in terms of employees making choices about where they want to be. And so I challenge that many large organizations and in particular contact centers are dealing with the vacancy rate in roles that may be as high as 30%. So I have two clients right now that are down about 30% of people. And that puts enormous pressure on the organization and its ability to serve customers. To that end, there are two big themes that I've been working with a lot of clients on. One is the theme around, what if the customer isn't always right? And so how do you handle that? The first studies I've seen in years, probably as long as I've been working in customer experience, started coming out in the fall, illustrating a significant change in customer behavior, meaning, historically, customers really cared about that the agent I spoke with was friendly, were they pleasant, so we'll call that friendliness. And then they care about, is my question answered, or has my problem been resolved? The shift in the research over the past six months is that customers care much more about how fast something happens. So the friendliness isn't at the top anymore, although I'd say it's table stakes in most organizations, it's really how quickly can you get to my question, or get me an answer. And can you do it in the media that I choose to interact with you in? So can you do it by voice? Can you do it by self service? Can you do it by chat? What are the different ways that I can connect with you? So that's one huge arena. The second that combines the two, getting answers quickly, and then struggling with kind of making the workplace attractive for employees and making their roles easier. And so I'll call that the employee engagement or employee enablement tools. So in customer service, and contact center, lots and lots has been written and talked about around how artificial intelligence or AI is used in bots and self service so customers can do things themselves. The real frontier that I've been working with clients on for the past year, and I think it'll become bigger in the next two years, is really around how do you use that power to enable human-to-human interaction? So how do I help an agent, right, be as quick and effective with a customer that wants to interact by voice? Or they have a question or a challenge that's too complicated for the self service arena and so how do you deploy those tools on the market in a way that really makes the agent's job easier, and makes employees feel like they can succeed in a difficult environment, or ultimately make that environment better? So I'd say those are the two big ones that I've been working with folks on that I think are the trends that are here to stay for at least 2022 to 2024.  Andi Simon: As a culture change expert, I'm curious, because I had one client who had a very bad help desk. And we actually suggested they go and make their folks remote before the pandemic. They were in a fabulous position when the pandemic hit. But the remote gave their staff a much better work environment and they lost the turnover. They speeded up the responses and they realized that having them come in and sit and wait and have to get things done in place was dysfunctional for this particular organization. They were an outsourced service provider, but what was important was that the people thought about it in terms of what mattered to them. Where did it matter that they work? What hours could they work, as opposed to a box that they had to fit into, and that autonomy and mastery. They needed something to motivate them to mobilize them to want to do this as opposed to being forced into it. And so that became interesting. My second point is that both consumers and employees are people. If you think of them as the same as very important people, then your customer and your staff are connected. It's not separate. And so now, if we step back and look at them as one ecosystem, it's no longer what the customer wants, it's how the employee and my customer can solve a problem together, collaboratively, as opposed to I'll do it in my time. You can't. It's really less adversarial or competitive and much more collegial. Are you seeing some of the same things?  Melissa Copeland: Absolutely. So I think one of the really interesting takeaways is, remote work is something that has been talked about for a long time. And then companies that explored it particularly for contact centers or tasted different pieces of it in very targeted areas. The pandemic forced folks to do it on a mass scale. And what many organizations found was no productivity was lost. What they had to do, though, was figure out how to recreate some of the cultural aspects that existed when you brought people together. It's a great example you give around the IT help desk because one of the bigger satisfiers for folks that work in centers are being able to have hours that they can manage more effectively. And so for a center, the benefit is that they can have more people working part time or split schedules or different approaches. And for employees, you've removed the transit piece. So they're more open to working. So I think those are often terrific solutions. And it's interesting to see organizations work through what's here to stay because when folks flipped the switch on March 2020, right, all the old processes went with them. There's a really interesting opportunity for organizations that are willing to take a hard look. It's one, I'll be honest, I thought it was going to happen in 2021 and it didn't happen that much around getting rid of some of the low value processes and activities. But I'm optimistic that this year will be the year that many organizations step back and say, we really need to do it that way, or can I make it easier on everybody. And then I don't think I can say it better than you did around the collegial approach to problem solving. So it's typically a terrific scenario, when you can have an agent empowered to conduct a conversation the way they want to. And that requires a couple of things. It requires organizational trust, and having the metrics or ways to measure the effectiveness of a conversation that go beyond process compliance. So a traditional way of doing it was, here's the process and you're measured on how you follow it that doesn't drive the autonomy and mastery of that process. But it doesn't drive mastery of the customer interaction. And so seeing more organizations move toward some of the enablement tools that in order to allow agents to have the conversation that they want and need to have with a customer, you have to solve the problem.  It's very different to achieve the same goal. So an example of some of the cooler new tools that are coming into play is some of the same artificial intelligence technology that makes self service bots work can be deployed to help agents. So the bot can be sort of listening, if you will, to the conversation and picking up key words and tone from the customer. And then prompt the agent. Here are some documents that might help you. Here are the links and the reference material so that the agent can focus on the conversation, not zooming through multiple apps, or wikis or web links, to find the information they need. And that goes toward your point around, you can really drive a collegial situation more than you can an adversarial one. You give the employee a great shot at success versus the employee feels like they're on the front line. Andi Simon: You raised a very important question. How do we evaluate, assess and appraise our employees? There was a great article that talked about how I never see them. I used to evaluate them based upon how I felt about it. I mean, some of the reaach proves that's how you evaluated them. It wasn't on their performance, per se, it was how you liked them or not. And so now they're having a difficult time knowing what to evaluate. It's not just compliance with a rigorous help desk script, or how fast you answer the phone, or how fast you solve the problem, or how the customer evaluated you. This is all experiential, and it's richer in many ways and more challenging to evaluate another. I'm not quite sure how to tap into the customer satisfaction. What does that mean? l'll give you one little speed thing. One of the CEO groups I was doing my research with, a gentleman in fertility centers said, it used to be that we could set up an appointment with someone interested in our methodology with a doctor, you know, over time. Now they want it immediately. And if I can't get the doctor to contact them immediately, however fast that is, they go somewhere else. And I say welcome to a world of instantaneous gratification. You know, they're ready right now. I want that conversation. And he said, I don't know how to put a young person in charge of it now, so they can appreciate what that young person is looking for because I can't figure it out at all. So now, my question for you is, as you're looking at this, how do we appraise the success of our customer service system? And what should people think about as they are evaluating their evaluation system?  Melissa Copeland: Those are great questions. So the first one is relatively straightforward. So when looking at the success of a customer service organization, or the customer experience, many of those metrics don't change, what changes is how you use them. So in terms of data, one of the fun things about contact centers is they usually have an overwhelming amount of data. So you can see how quickly our customers connect to the answer that they want. And you should be able to calculate how many times you're getting the customer the right answer the first time. If you can't calculate it, that's a great subject for us to talk about and brainstorm how to get to it. But you should know how often the agent is able to satisfy the customer. And when they can't, you need to divide into two groups, the things that are agent specific, and the things that are systemic. So right, no agent could have solved it, because of other other reasons. So there's an overall framework for looking at how quickly am I serving the customer? And then, was the customer satisfied? And I would argue, most importantly, was their issue solved on the first call? That does push by the wayside some old metrics. So an older metric would be looking at how long it took. I, Melissa, typically, I don't care how long it took, if you did it right the first time and the customers were happy, we've avoided future calls and interactions that become more expensive and more time consuming. And we've made that customer of tomorrow happy because they have patience for very little and certainly not for mistakes or ongoing back and forth about the same issue when it comes to appraising the individual. That also is something that I love, your example that is shifting, right. So it was always something where, when people were in the same place, you would see someone at their desk, you would see if they were working, and that vision that I can see you isn't there anymore. So that does drive more dependence on metrics. And it does drive more conversation with the individual. So one of the things that I'm seeing is more and more trends toward talking to people about how they feel. Yes, I've never had so many conversations about feelings. You know, I'm working with one client right now and we're doing a large transformation program. And a lot of our conversations are, do you feel competent? Do you feel empowered? What are the things you're struggling with? And how can I help you? So it is a much more honest move toward what I would call true coaching and development and away from some of the performance management. And some of those organizations wind up being my favorite clients because they're really interested in elevating the business's performance and the people providing it. That doesn't mean you don't have to deal with some specific performance situations. But it's a very different philosophy around, let's look at your metrics, and let's talk about how to make them better. As opposed to, here's the threshold and that's where you have to be.  Andi Simon: I love what you're talking about. A great transformation, isn't it? Because slowly we are recognizing what can mobilize people. We're learning so much from the neurosciences, the cognitive sciences, everything from the curiosity quotient, and the emotional intelligence and all the ways the amygdala and the brain works and what really gets people excited about what they're doing. You couldn't have done this without the pandemic, generating this great transformation. And now we're changing how we're managing people, asking them to feel the way we'd like them to. People didn't know what those words meant before but now we decide with the heart and the eyes, and how it feels. How does it look? And then intellectually, we can look at the numbers that come out of that. It's interesting. One of the podcasts I did with Lisa McLeod was about purpose. And Joey Ryan's work on purpose, purpose-driven companies. If you have purpose with mastery and autonomy, you mobilize people to do far better, and any other kind of ratcheting down to data-driven metrics, the data comes from being happy. And that's not so terrible.   Melissa Copeland: I would add, though, that for many organizations, it's a really difficult shift. People have been rewarded for a long time for complying with the process, doing the right things, and being where you're supposed to be. There's enormous opportunity in this transformation. But there's also a lot of fear and support required. And so, I think the other interesting trend is, many organizations, whether you call it change management or organizational change management, or you just call it transformation, or I have been known to call it whatever I need to call it to get it done so we can call it process work. But really thinking through, how do you help people through that difference? Because particularly tenured employees will have a lot of trouble making the move.  Andi Simon: I want to add something and then we'll wrap, because the points you're raising for our audience are very important. We live the story in our mind. The way humans survive is that we create a story in our mind and that becomes our reality. And Melissa says something very important because the tenured employees have a story that registered well for them in the past. They really knew how to do that and keep their jobs and keep the boss satisfied. They played it really well, it was like a role on stage, where they knew how to play Macbeth really, really well. And now they have to play Hamlet. And they don't have a clue what the script is or how to perform. And it isn't that they resist the change, they don't really know how to. If you put them on stage and told them to play a new role, they don't know what to say or how to say it. They don't know how to behave with each other. They don't know what to expect. It's very scary legitimately. And the brain hates to change, it's got a lot of cortisol floating around up there. So as you're looking at your employees, don't get angry. Figure out how to hire Melissa to come help you invent new ways to show them how to come to the new. We used to say, if you want to change, have a crisis or create one, because if not, your brain doesn't pay attention. I never expected this kind of crisis. I don't really want another one. But don't waste it. It's a great time. Listen, this is such fun, tell the listeners two or three things that you don't want them to forget.   Melissa Copeland: Number one, whether or not the customer is right, finding that collegiality and collaboration is critical to customer experience moving forward. So figuring out your service design and how to deliver it is absolutely paramount. The second point would be employee enablement, and letting employees lead but giving them the tools to do so. So freeing them from some of the process compliance of prior iterations is a terrific tool to do it. And you know, I'm happy to brainstorm or chat with anyone about those. And then one more item that your last comment made me think of is, I myself had one of these epiphanies in November. My daughter and I went from Chicago to New York, and we saw Six on Broadway. And so for those that aren't familiar with Six, it's about the wives of Henry the Eighth, many of whom wound up decapitated or died of illness, had all these extraordinary adventures. And we brought my aunt with us. So we covered multiple generations, and my aunt knew the history better than anyone and loved the show for the history. My daughter loved the pop music, and the takeoffs of Beyoncé and Adele, and the music that was there, and I got about half of each, and still loved it. And so I think of that as inspiration for listeners. You don't have to be at any one extreme, but you do have to find a way to find some of the fun in it. And if you can find the fun, then you can move the culture forward.  Andi Simon: That's a beautiful metaphor for everything you do for life, in fact, because it is the same experience seen through very different eyes. The lenses were completely different. The story was exactly the same. You all sat in the same seats and watched it and had very different experiences. How better can we wrap up our conversation today? If they'd like to reach you, what's the best way to get ahold of you?  Melissa Copeland: I'm easy to find on LinkedIn, you can find me, Melissa Copeland, or my firm Blue Orbit Consulting, or by the website, theblueorbitconsulting.com.  Andi Simon: That's terrific. And we'll put all of this together on our blog. This is such fun, you and I could talk a great deal about the dilemmas and the opportunities. Remember, don't waste a crisis and you're coming out of a very unusual one, but this is a time that has pushed us to transformation, great transformations. Some of us love it and others can't figure out how to get back to what was, but you can't. I doubt we'll ever see what was, we don't even remember what it was. So it's hard to go back. But instead, it's a time to create your future. So don't waste it. It's a great time to do it. And this has been terrific today. For all of you who come, thank you for joining us. You come from around the globe. I mean, we're ranked in the top 5% of global podcasts. I'm honored. You send me great people to interview. info@andisimon.com is where you can get to me. But the most important thing today that I'd like to share is, buy my books.On the Brink: A Fresh Lens to Take Your Business to New Heights and Rethink: Smashing The Myths of Women in Business. You can get them on Amazon or Barnes and Noble or wherever you like to buy books. But the point of the books is to help you see, feel and think in new ways. And this podcast is here to do the same. My job is to help you get off the brink and soar. And sometimes you need a little catalyst, a little push, a little nudge because as we know, we get attached to that shiny object and we don't want to let go but the times are changing. So enjoy the trip. Stay well and enjoy your day. Have a good one. Bye now.

Lisa McLeod is the bestselling author of Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Lisa is a global expert on purpose-driven business and has spent two decades helping leaders increase competitive differentiation and emotional engagement. In this episode of Refining Rhetoric, Robert Bortins interviews Lisa about her Noble Purpose philosophy, which is based on research revealing that salespeople with a purpose-driven mission tend to outsell those who only focus on targets and quotas. 

Read the complete transcript on the Sales Game Changers Podcast website. LISA'S TIP: “Noble purpose is both a strategic intent and a methodology. It's based on the research that says salespeople who focus on improving life for customers outperform salespeople focused on targets and quotas. That's really easy to see why. If you had a choice of two salespeople coming to call on you and one sitting in your waiting room, or your virtual waiting room, thinking, “I got to close this deal.” The other one's sitting in the virtual waiting room thinking, “How can I help this customer?” You're going to like the second one better.” ELIZABETH'S TIP: “Tell a customer impact story. Those stories do so much for your customers, and the ability to describe how you make a difference to others can win them over. They also do a lot for you personally. Talking about how you've made a difference fills you with pride, we release that dopamine, that serotonin, that we know feels so good. People on both sides of the seller relationship are craving that now.”

Lisa McLeod is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud.     Lisa helps leaders around the world increase competitive differentiation and emotional engagement. She developed the Noble Purpose methodology after her research revealed, salespeople who sell with Noble Purpose, outsell salespeople who focus on targets and quotas.   Lisa founded her own firm, McLeod & More, Inc. in 2001.  She works with teams at organizations like Sales Force, Cisco, Roche, Volvo, and Dave & Busters.  Lisa has keynoted in 25 countries and authored over 2,000 articles and is a regular contributor for The Harvard Business Review and Forbes.  She has made appearances on the Today show and the NBC Nightly News, and her firm's work has been featured in The Wall Street Journal, and NPR.   Contact Lisa: LinkedIn

"When you think about how you can help that customer, that is your noble purpose." - Lisa McLeod in today's Tip 914 How do you make sales when you're anxious and you're nervous about hitting your number? Join the conversation at DailySales.Tips/914 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"If we can focus on something outside of ourselves as a seller, we will experience more resiliency and will put forth more effort." - Lisa McLeod in today's Tip 900 How do you focus on improving the life of your customers? Join the conversation at DailySales.Tips/900 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Being a purpose driven organization is not just a nice-to-have, it actually leads to more revenue, higher performing teams, and better engagement and retention. When salespeople are able to reframe their thinking from how to simply “close more deals” to how they can improve a customer's life, they find more success and more satisfaction and happiness in their work. In my conversation today with sales expert and author Lisa McLeod, we talk about why teams with a purpose beyond just “the money” actually make more money, how empathy makes you an assertive (not aggressive) salesperson, and articulating your purpose. Listen in for an exciting episode and you'll discover the one game-changing question that will make you more engaging to your customers. Key Takeaways:A noble purpose is the intersection of three questions: How do you make a difference to your customers? How do you do it differently than your competition? On your best day, what do you love about your job?Salespeople focused on themselves are aggressive. Salespeople focused on the client are assertive.Every day, ask, “How will the customer be different as a result of doing business with us?” "Your purpose should define the impact that you want to have on customers." —  Lisa McLeod About Lisa McLeod: Lisa McLeod is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Lisa helps leaders around the world increase competitive differentiation and emotional engagement. She works with teams at organizations like Salesforce, Cisco, Roche, Volvo, and Dave & Busters. Connect with Lisa McLeod:  Website: https://www.mcleodandmore.com/ Don't forget to download your free guide! Discover The 5 Business Benefits of Empathy: http://red-slice.com/business-benefits-empathy Connect with Maria: Get the podcast and book: TheEmpathyEdge.comLearn more about Maria's brand strategy work and books: Red-Slice.comHire Maria to speak at your next event: Red-Slice.com/Speaker-Maria-RossLinkedIn: Maria RossInstagram: @redslicemariaTwitter: @redsliceFacebook: Red Slice

Being a purpose driven organization is not just a nice-to-have, it actually leads to more revenue, higher performing teams, and better engagement and retention. When salespeople are able to reframe their thinking from how to simply “close more deals” to how they can improve a customer's life, they find more success and more satisfaction and happiness in their work. In my conversation today with sales expert and author Lisa McLeod, we talk about why teams with a purpose beyond just “the money” actually make more money, how empathy makes you an assertive (not aggressive) salesperson, and articulating your purpose. Listen in for an exciting episode and you'll discover the one game-changing question that will make you more engaging to your customers. Key Takeaways:A noble purpose is the intersection of three questions: How do you make a difference to your customers? How do you do it differently than your competition? On your best day, what do you love about your job?Salespeople focused on themselves are aggressive. Salespeople focused on the client are assertive.Every day, ask, “How will the customer be different as a result of doing business with us?” "Your purpose should define the impact that you want to have on customers." —  Lisa McLeod About Lisa McLeod: Lisa McLeod is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Lisa helps leaders around the world increase competitive differentiation and emotional engagement. She works with teams at organizations like Salesforce, Cisco, Roche, Volvo, and Dave & Busters. Connect with Lisa McLeod:  Website: https://www.mcleodandmore.com/ Don't forget to download your free guide! Discover The 5 Business Benefits of Empathy: http://red-slice.com/business-benefits-empathy Connect with Maria: Get the podcast and book: TheEmpathyEdge.comLearn more about Maria's brand strategy work and books: Red-Slice.comHire Maria to speak at your next event: Red-Slice.com/Speaker-Maria-RossLinkedIn: Maria RossInstagram: @redslicemariaTwitter: @redsliceFacebook: Red Slice

"Selling with noble purpose is about making a difference to customers. And if you're in sales, that's what you're here for." - Lisa McLeod in today's Tip 872 How about you? Why do you want to work in sales? Join the conversation at DailySales.Tips/872 and share your experience! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

  Welcome the Driven Female Entrepreneurs Podcast! The weekly show that helps you dream bigger and achieve more in your business, by learning what works from successful female entrepreneurs.   In this episode In this episode of the Driven Female Entrepreneurs Podcast, I speak with sales consultant and best-selling author of 'Selling with Noble Purpose, Lisa McLeod. When Lisa started, she didn't have the intention to create a sales consulting empire. She just knew that she didn't want to sacrifice time with her newborn, and work 'all the hours' for a jerk boss! What she went on to create is inspiring. Listen to this episode to discover why Lisa believes women have a hidden advantage when it comes to business success, to learn the right way to approach sales and establish your process, and how to accelerate your sales confidence so you help more of your clients get the results they seek.   Highlights In this value-packed episode you'll learn: The value of hiring out your weaknesses early on in your business. The huge business advantage that women have over men. How to speed up your confidence curve. Why women are naturally great at sales, but don't often realise it. The truth about pushy sales, and why it rarely works. That the essence of sales is helping people take action in a way that will better themselves. What it really takes to succeed in sales. The question to ask yourself to help you find your best approach to sales. What a noble purpose is, why you and your business need it, and how to find it. How to create your sales process and have effective sales conversations. ...and much more!   About Lisa McLeod Lisa Earle McLeod is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Lisa has spent two decades helping leaders increase competitive differentiation and emotional engagement. She developed the Noble Purpose philosophy after her research revealed, salespeople who sell with Noble Purpose, outsell salespeople who focus on targets and quotas. Lisa is a former Procter & Gamble Sales Leader who founded her own firm, McLeod & More, Inc. in 2001. She helps leaders at organizations like Cisco, Roche, Volvo, and Dave & Busters drive exponential revenue growth. Her firm's work has been featured in Harvard Business Review, Forbes, The Wall Street Journal, and NPR. She helps organizations and individuals bring money and meaning together.   Connect with Lisa www.mcleodandmore.com Instagram profile       Twitter Handle        Linkedin profile           Join the Driven Female Entrepreneur Community Come and join like-minded women in the FREE online community for Driven Female Entrepreneurs.  You can expect many more tips, tools and insights to support you as you build and grow your business to 6 figures and beyond!   > The Driven Female Entrepreneurs Club   About Your Host, Melitta Campbell Since 1997, Melitta has been using her ability to spot gaps between a company's goals and its strategy and positioning to help businesses become profitable and achieve growth - in as little as three months. By combining the insights gained from working directly with senior leaders for more than 20 years, her unique blend of art-school and business-school training, and her restless curiosity, Melitta has helped her clients identify new opportunities and develop creative solutions that add value in profitable and purposeful ways, that are straight-forward to implement and result in a clear competitive edge. After witnessing too many talented and passionate women fall short of their vision to make a profit and a difference, more recently, Melitta has brought her business, leadership and marketing expertise together with her personal experiences, to become a trusted advisor and coach for female-led businesses. Book your Free Business Clarity Call: www.melittacampbell.com   Get More Clients with your FREE Listener Gift The number one question I'm asked is: How can I get more clients?  To help you market your business and attract more of your ideal clients, download your free eBook today: Download your FREE Gift: 100 Ways to Market your Business for Free!  

In this episode, I speak with Lisa McLeod and Elizabeth Lotardo about what it means to make a difference by leveraging our noble purpose and having the courage to show up as our authentic selves. Our noble purpose is how we make a difference when we're at our best and in the service of something bigger than ourselves. While their work focuses on sales, we can all do this work (and need to do the work) to clarify our purpose and show up aligned with our best self and purpose. We also talk about how to scale this by moving from numbers and logic to emotion and belief, why The Greatest Showman is a metaphor for everything good in life, and tangible things we can do now to be more effective. The post Episode 11 – Lisa Earle McLeod & Elizabeth Lotardo on Making a Difference by Showing Up Authentically and Anchoring on Our Noble Purpose appeared first on Dr Rosie Ward.

The time to sell for the sake of selling, for the sake of making money, for the sake of scaling and gaining more power are over.No, I am not saying that these are not legit reasons why organizations should exist and people should work, but I am here to tell you that another way of doing business exists, and is gaining traction, has already got momentum.Purpose is the name of the game; is the one abstract, yet powerful concept, or idea, or ideal if you want  that changes everything, that makes routine work meaningful, that makes profit ethical, that makes talented people want to go to work, that makes consumers choose a product over another, a company instead of another.Adding purpose, a noble purpose that is, to your business whatever it may be, will get you from a place where what you do is commoditised, as for anything and anyone who only pursues money, to a place where people want to do business with you because they know they will benefit from it, they will experience a positive change.The guest of today's episode of LUX & TECH is a person who has put purpose at the centre of her professional life ever since she was a kid, and watched her father do meaningful work.Her book is titled SELLING WITH NOBLE PURPOSE and reading it, I've learned that not only each and every company and every individual can and should find their own NOBLE SELLING PURPOSE but that a methodology is available, and that it's practical, and that it yields material and non material results.Lisa McLoad is an author, consultant to international companies, and as you'll learn in a minute, a speaker who makes you want to go work….and change the world. 

A noble purpose isn't something that just happens.   It's not like you need Bill Gates' success to have one.   In reality, it's the other way around.    Today, I'm joined by Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More, to discuss why finding purpose is such an important step for any successful organization.    Lisa explains:   - Why you need a purpose   - How to find your aim and your lane   - Why success means being able to sit with uncertainty   - Why your customers should value you and not just your product   This post includes highlights of our podcast interview with Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don't use Apple Podcasts, we suggest this link.

Another week another episode.    The boys talk about Lisa Mcleod continuing to say the OHL can have nobody contact if they want to play this year. How does the QMJHL COVID cases affect the OHL?  We go over the 2020 NHL Draft. Quinton Byfield can make an impact on LA and the NHL very quickly.  Quinn over Rossi?  Tullio falls in the draft and the Edmonton Oilers may have the next Nick Robertson.  What the hell are we going to talk about?

Leadership plays a vital part in any company. A leader's most important role is to steward the organization's purpose. And that purpose needs to be communicated and understood across the whole organization. On this episode, we've invited the expert on leadership and noble purpose to join the podcast. We welcomed Lisa McLeod, author of Selling with Noble Purpose and Leading with Noble Purpose. Lisa and guest host Annie Weckesser, Uniphore CMO + Chief People Officer, talked about: Who Lisa is and how she came to write Leading with Noble Purpose What noble purpose is and why it can't rescue a lousy strategy Common characteristics of great collaborators Advice about adopting a noble purpose for contact center leaders

Join your host Annette Perel as she speaks with Dr. Lisa McLeod about her path to becoming an OB/GYN, her natural and practical approach to caring for vaginas, and she shares her own birth experience.This is also a platform for listeners to voice their questions and tell their stories. Find the show on Instagram (@clearbirthpodcast) or send an email to clearbirthpodcast@gmail.com.Don't forget to rate, review, and subscribe and thanks for listening! Hosted on Acast. See acast.com/privacy for more information.

Lisa Mcleod, Ontario's Children, Community and Social Services Minister

The Hard Corps Marketing Show goes live with it's first show! Our guest is Stephanie Hawkins, content marketing wizard, the former agency owner is now the Content Marketing Manager at ArchiveSocial.  She chats with Casey about how to nail segmentation with buyer personas and really advocating for your customer! This show and the next several will address the first element of the Cheshire Success Index for Marketing Automation. Before you start building or sending anything in Marketing, you need to know your segments and plan for targetting specific ones with relevent messages! Awesome topics covered: Why buyer personas and specific customer buckets are key in 2018 Unlearning bad habits from school when creating content What we can learn from Sales to impact our marketing Writing a whitepaper for $1,000/hour! Personality tests and how we evolve over time What happens when Casey read a horrible whitepaper :X Links  ArchiveSocial: https://archivesocial.com/ Twitter: @StephKapera Cheshire Impact: www.cheshireimpact.com Strengths Finder 2.0 by Tom Rath: http://www.tomrath.org/book/strengthsfinder/ Selling with Noble Purpose by Lisa McLeod: https://www.mcleodandmore.com/selling-with-noble-purpose/ Three Body Problem by Liu Cixin: https://www.barnesandnoble.com/w/remembrance-of-earths-past-cixin-liu/1125684459?type=eBook Personality test :https://www.16personalities.com/ Personality test: https://www.gallupstrengthscenter.com/

On this episode of The Angry Millennial, we chat with Elizabeth McLeod, VP of Project Management at McLeod & More, Inc., and writer of the super-viral article (1.2 million views + counting), 'Why Millennials Keep Dumping You: An Open Letter to Management' featured on Forbes.com & LinkedIn, out of Workbar Boston. Elizabeth is one of the people who deal with a lot of the issues we know and hear about these days in the modern workplace. We chat about having a powerhouse mother, Lisa McLeod, her brain crush on Theranos CEO, Elizabeth Holmes, working with clients like Google + Hootsuite, and much more on this episode of The Angry Millennial.