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Summary: You're in for a real treat for episode 100!!!! Oz Pearlman is a world-class entertainer and one of the busiest mentalists in the world. He developed an interest in magic at a young age and what started as a hobby quickly became a lifelong passion. After a couple of years spent working on Wall Street, Oz decided to pursue his dream and become a full time entertainer. He has now been dazzling audiences with his unique mind-reading ability for over a decade. When he isn’t blowing the minds of audiences around the world, Oz is an avid marathon and ultra-marathon runner, having completed such grueling races as the Badwater 135 Miler, Hawaii Ironman World Championships, Western States 100 and Spartathlon. He takes great pride in his marathon PR of 2:23:52 and has won dozens of races throughout the country. Reading people is such a key skill in sales. In this episode you'll learn how Oz's mind works when he reads people. He doesn't read minds, he reads people and it's a key distinction. You can pick up subtle gestures, subtle openers, and you'll learn how to be more aware. All of this will help you get people to engage with you and interested in whatever it is you want them to pay attention to. This was a really fun one for the 100th episode! Thanks to everyone who's been on this journey. Key Moments: 04:20 - How memories are linked to emotions 08:18 - How to quiet your brain to become more observant and come up with great ideas 15:00 - From Wall Street banker to mentalist. Is mentalist a sales person? 16:54 - What Oz is selling. How he defines his product. Creating memorable experiences 20:00 - How to read people and open up the doors for human connection. Taking the work I out of your interactions and replacing it with you. 27:00 - How Oz likes to create a hook in the first meeting with a group or an individual. A way you can frame your questions. Connect with Oz Oz's Website LinkedIN Connect with Us! LinkedIN: Website:

Summary: Robert Hamilton Owens is an international corporate business consultant and inspirational speaker. For more than 25 years in over 30 nations, he’s been speaking before audiences on leadership and management topics, free enterprise, and democracy issues. Some of Robert’s past clients include the Navy SEALs, New York Jets, The Baltimore Ravens, the Philadelphia Eagles, and the Philippines Joint Chiefs of Staff. Robert was described by Triathlete Magazine as “The Most Interesting Ironman in the World.” He has completed the “300 of Sparta” 8 day 238 mile run-climb trek from Sparta to Thermopylae Greece, became the oldest finisher ever in SEALFIT’s Navy SEAL “Kokoro 50 Hour nonstop Hell Week Challenge” and has recently finished his 12th Ironman challenge. In this episode we talk about how one of the most important people you'll ever have to move is yourself. In sales we are tasked with changing others but how do we wrestle with moving ourselves? Robert gives little pieces of advice on how to reach your full potential, and how others helped him reach his. He'll make you look at potential in a different way and how tapping into your own potential and the potential of others is absolutely a sales skill worth mastering. Key Moments: 03:00 - Roberts story of personal transformation. Getting rid of limiting beliefs. 6:27 - We all have snakes in our head. Explaining our limiting beliefs. 13:07 - Hard work beats better talent. If you focus, you can do anything. 14:48 - Having faith in people's faith in you. 16:15 - How a water polo coach changed the trajectory of Roberts life. 17:57 - Bringing out potential in yourself and others. 26:22 - How to persuade and convince people to change for the better 33:47 - Power of complimenting someone to begin all interactions. Connect with Robert: LinkedIN Robert's Website: Connect with Us! LinkedIN: Website:

Summary: Will Aitken is the head of all things Social Marketing/Content at Lavender and is one of the most creative content creators on Linkedin today. He boasts over 40,000 followers to his Linkedin pages and his content to viewed or shared by millions of people per year. This episode we talk about Will's journey from top sales rep to content marketer and what he's learned along the way. Will has a really unique framework to posting content on LinkedIN and stopping the scroll. He thinks about being helpful, being relatable, and being motivational. He'll also talk about what he's learned studying some of the best content creators. We also get into how you can tap into being relatable over cold email outreach. Cold email outreach can work but you have to look and feel like a human. Will goes into a framework to do just that. This episode is for anyone that's trying to feel less buttoned up but while still being someone worth talking to. We even get into a hot debate happening around cold email outreach and why Will jumps into a freezing cold lake to make content. Key Moments: 4:40 - Will's answer to what it means To Sell By Being Human - showing up as you. 8:30 - Will's journey from top salesperson to top marketing person 10:24 - Will's video: If all departments got treated like sales 13:00 - getting people to reach answers themselves without telling them. 17:10 - Will's framework when he thinks about creating Linkedin content 20:50 -Will's Ice Lake video 23:46 - How AI can augment what sellers do, not replace them 26:03 - Pretend personalization in cold email - hot debate! 32:10 - Will's formula for a great cold email - in a human way - Re-thinking personalization at scale Connect with Will LinkedIN Connect with Us! LinkedIN: Website: Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z

Summary: Laurie Forster is one of America’s leading wine experts and author of the award-winning book The Sipping Point: A Crash Course in Wine. Laurie is a Certified Sommelier, National Speaker and TV personality who is not afraid to tell you her first wine came from a box. Her edgy approach to demystifying wine caught the eye of major networks and led her to guest appearances on The Dr Oz Show, FOX Morning News, Martha Stewart Living Today and ABC News at Noon. I first met Laurie when our company fired her to run a virtual wine tasting experience for clients. She popped off the screen and was really able to get attendees to open up. This is skill of creating comfortable experiences for people to share is so key in selling anything. This episode you'll learn how Laurie creates experiences, what her Mom taught her about sales, and also what she learned moving from software sales to a Wine entrepreneur. Key Moments: 5:11 - Laurie's road and what she learned in software sales. Making complicated things simple. 7:30 - How she engages her audience and connects with people in her events. Connect, Being Present, Educating. 10:11 - Laurie's definition of coaching and difference between teaching 12:20 - The difference of a boring sommelier and an exciting sommelier 15:30 - What convinced Laurie to get out of sales and into the wine business. 21:00 - How Laurie give people things to do and make what she's doing Less Crazy Than... Connect with Laurie! LinkedIN Laurie's Website - Book Laurie for en event. Your clients will tell you it will be one of the most memorable experiences and they'll really appreciate you for doing it! Connect with Us! LinkedIN: Website:

Summary: Megan Torrance is CEO and founder of TorranceLearning - helping organizations connect learning strategy to design, development, data and ultimately performance. Megan has over 25 years of experience in learning design, deployment and consulting. Megan and the TorranceLearning team are passionate about sharing what works in learning, offering professional development programs in instructional design, learning technologies, racial equity and Agile methods. She is the author of Agile for Instructional Designers (2019), The Quick Guide to LLAMA (2012), two ATD TD at Work publications: Agile and LLAMA® for ISD Project Management (2014) and Making Sense of xAPI (2017) and she is a frequent speaker at conferences nationwide. Many people don't realize that the skills that an instructional designer use are no different than what makes a great salesperson. It's all about facilitating a behavior change. Megan helps L&D professionals connect to learners on a personal level and ultimately help them apply what they learn on the job. We chat about how she thinks about creating a compelling reason to change, how she got into this work, great questions she likes to ask to get to the heart of her clients problems, why she teaches her kids hockey, and so much more! Key Moments: 09:20 - The reasons and motivations for becoming a teacher. Passing knowledge 14:48 - The differences between teaching and learning in person and online 20:54 - A story of how she helps a manufacturing client show their learners a compelling reason to change and balance the workers need to get it right with the organizations need to be right. 28:28 - Questions Megan likes to ask her L&D clients to get to the heart of their problems. Connect with Megan LinkedIN Connect with Us! LinkedIN: Website:

Jen Allen-Knuth is the head of community growth at a badass SaaS company called Lavender. She's the co-founder of Social Social (an awesome community helping people with Linkedin content strategies) and key-note speaker at sales conferences. Lavender is an AI email assistant that helps anyone send emails that actually get opened, read, and responded to. It combines everything you need to easily write sales emails that break through the noise. Jen's background has been as an account executive and eventually Chief Evangelist at Challenger where she worked with amazing companies to enable their sales people to win deals in even the most down of down economies. This episode with Jen was wide ranging. We discussed why the skill of being human is a real differentiator in sales and where salespeople are getting it wrong. Our chat also talk about things like - how to think about crafting your POV, tips from her favorite mentors, and how she approaches her content strategy on Linkedin. Enjoy this one and get your notebooks ready! So much goodness here. Key Moments: 03:14 - Talking to a seller should feel like a conversation you enjoy having 4:34 - Why being human is a differentiator in sales today. 6:18 - Why you don't have to be an expert in sales. 09:45 - How Jen discovered her passion for sales 11:05 - Where Jen's skills of selling started before she started her sales career. 13:11 - Story of Jessie Dingwell, one of her first mentors and what she did so well 14:55 - The Challenger Sale and the meaning of it, and where salespeople get it wrong. 19:00 - Building relationships that start as a byproduct of being helpful. 24:00 - How to be human over cold email 32:00 - Jen's strategy on Linked in with her content. Connect with Jen LinkedIN Connect with Us! LinkedIN: Website:

Summary: Jackie Hermes is the founder and CEO of Accelity - An agency born from software, whose team has years (and years) of hands-on experience working with high-growth B2B software companies. Accelity began as a one-woman consultancy blossomed into a kick-ass team of 20 and counting and a group of amazing, loyal clients all over the US. Jackie started her entrepreneurial journey with cookies. Really. A vegan cookie company… and she wasn’t vegan. She turned four cookie recipes into a business—designing packaging, finding a kitchen and making the cookies, eventually outsourcing production, then selling and establishing distribution to 12 grocery stores around Wisconsin. Outside her professional life, Jackie was a foster parent for two years and two of her three kids were adopted in Milwaukee. She enjoys travelling, fitness, exploring Milwaukee and playing a whole lot of Star Wars Trouble with her kids. This episode with Jackie packed alot of goodness on how Jackie moved from being someone that was really resistant with selling and networking to running her own company. She realized that most of the skills she was good at with connecting with people were actually some of most useful skills in selling anything. Learn how Jackie tapped into her strengths and used them to her advantage so you can too! Key moments: 04:58 - Start from an emotional place before doing business 14:20 - Asking meaningful questions instead of "grilling" someone 22:15 - We are all in sales. Using your traits in a different context. Connect with Jackie LinkedIN Accelity Marketing Connect with Us! LinkedIN: Website:

Susan McPherson is a serial connector, angel investor, and corporate responsibility expert. She is the founder and CEO of McPherson Strategies, a communications consultancy focused on the intersection of brands and social impact. She is the author of The Lost Art of Connecting: The Gather, Ask, Do Method for Building Meaningful Relationships (McGraw-Hill). Susan has 30+ years of experience in marketing, public relations, and sustainability communications, speaking regularly at industry events including Massachusetts Conference for Women, BSR, DLD, Worth Women and Techonomy, and contributing to the Harvard Business Review, Fast Company, and Forbes. She has appeared on NPR, CNN, USA Today, The New Yorker, New York Magazine and the Los Angeles Times. I met Susan through the Outlier Project where she was such an engaging speaker. I was intrigued because she literally wrote a book on the art of creating strong connections with others. In this episode, we discuss what her parents did so well to build lasting bonds with people, a framework to think about on building your own connections, and subtle things you can do to get people engage with you. All the while mixing in stories from Susan's career as a communications consultant, and author, and a CEO. This is one you'll be going back and recording for notes. Key Moments: 05:13 - The importance of active listening and showing people that you truly are listening. 07:58 - The art of human connection 22:35 - Eleven questions to break the ice. The "Gather, Ask, Do" Methodology Connect with Susan LinkedIN Susans Website Connect with Us! LinkedIN: Website:

Summary: Chris Bondarenko is the Chief Revenue Officer at MentorcliQ - The leader in mentoring and DEI software solutions. He actively participates in professional revenue, diversity, and mentorship communities as well as pursuing his passion as an early stage tech investor and advisor. Previously, Chris was responsible for North American & APAC sales at Docebo. He's held executive positions at start-ups BERA Brand Management and Maropost, and spent 10 years with Vision Critical (now Alida). All where he repeatedly built world-class revenue engines while consistently leading hyper customer and revenue growth. This was a full circle moment for me because almost 3 years ago now, I had to convince this guy to give me a job. He was my last interview before I'd find out if I would get hired. Spoiler alert, I got the job! In this episode we chat about what things Chris looks for in sales people, how I approached him, and what situations as a CRO require him to lean on his human skills. Key Moments: 03:32 - The relationship between the sales leader and a sales person. Qualities of a good sales hire. 10:28 - The job of a good sales person is to be authentic. 23:27 - The proper way of setting goals. 25:45 - Window into a life of a CRO Connect with Chris LinkedIN Connect with Us! LinkedIN: Website:

Summary: Alison Shea is a Learning Development Professional who has lead learning and development teams for global organizations. She's won a variety of awards in L&D for her work in creating DE&I Prgorgamming, for LMS Implementations, and for Virtual Meetings. She also recently launched an awesome newsletter called the Learning Manifesto in which she shares her insights from her over 20 years in the L&D profession. You might look at your HR department or your learning team and think their job is to train people to become better versions of themselves. But in many ways your training deperatment is using the same skills as your sales department. Just to different audiences. They have to understand their stakeholders needs, create courses that will resonate with learners, and engage teams to want to learn. In this episode, we talk about what you can learn about sales from an L&D professional! Key Moments: 2:30 - Creating a needs assessment in L&D how not all needs are created equal. Why that's important. 6:00 - A framework of different kinds of learning and how types of learning can be similar with how you sell. 13:39 - What inspired Alison to become a teacher 17:12 - How the pandemic shaped organizations and educational system 20:52 - How to measure effectiveness Connect with Alison LinkedIN Connect with Us! LinkedIN: Website:

Summary: Brad Harmon is the Industry Sales Executive at Oracle. Brad has a long history working as a strategic enterprise seller working with some of the largest companies in the world. He's had consistent success at being a #1 rep and in 2021, he achieved 300% of his annual quota. He is a dedicated, self-starter sales professional with various experience across many different industries. In this episode we talk about how to give more of yourself in the sales process to connect to buyers. We also discuss how you really exhibit how to show a customer that you really care about their business. It's not enough to act like a trusted advisor, you have to become one. Key Moments: 02:57 - Tips on consistency and customer-centric approach 08:09 - Acting like a trusted advisor vs being a trusted advisor 12:34 - Adding a personal touch to structured selling motions 24:42 - Tips from top sales professionals Connect with Brad LinkedIN Connect with Us! LinkedIN: Website: Stories of Selling Human, Jaclyn Fidler, New York Seller, Creativity, Empathy, Leadership, Sales, Alex Smith, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O , P, Q, R, S, T, U, V, W, X, Y, Z

Summary: J. Scot Heathman is the Owner and Founder at Elevating Others - A professional coaching business focused on creating the best conditions for creating the highest rate of personal and professional climb. He is an executive coach and servant leader who is a Jedi at growing emotionally intelligent and resilient leaders. Throughout his 25+ year Air Force career, Scot developed solid leadership, development and organizational skills and achieved numerous out-of-the-box results. In this episode we break down what Scott learned in his 25 year military career and rising to some of the highest levels of the Airforce. He had to gain influence by leading different teams and he was able to gain influence through really knowing people beyond the water line. Key Moments: 02:18 - The key things J Scott learned in the military and transferred to sales 06:56 - Bringing your whole self to the situation. 11:44 - You don't need to be a "Yeller Screamer" to be a good sales person 17:17 - The power of true leadership 23:45 - "It's about them". Personal traits of leaders. 37:05 - Receiving feedback, reverse mentoring Connect with Scot LinkedIN Connect with Us! LinkedIN: Website:

Chris Bogue is a writer, comedian, and entrepeneur that happened to make the jump from the stage to the sales game. He's done stand up comedy, improv, and performed in front of audiences his whole life. When he got into sales to pay the bills, he realized that alot of the same skills transferred from his improv life into his sales life. So to stand out, he started making fun sales video content. It worked. Now he runs a coaching business helping other sales people get comfortable in front of the camera and create merciflly short video content that drives revenue. We talk about alot in this episode about the parallels between sales and improv. Why it's so important to be in the moment with the person in front of you. Accepting their realities. We also get into some tactics on using video and even a little bit of comedy in a sales process. How to create short videos to get people to react. Key Moments: 05:00 - Limitations breed creativity. How we can all be creative. 06:43 - Persuasion is only a small part of the sales process. You're not changing their minds. Most of sales is about staying open. My job isn't to sell to everyone, it's to keep doors open. 08:40 - Videos aren't selling. They're create interest to get in into a door to a meeting. 13:01 - Building a sales process and setting up the right flow. The connection between comedy, improv and selling. Yes And. 17:13: - Chris story of growing up an developing his comedic muscles. 20:08: - Why everyones funny in the right context 22:38: - How to produce engaging videos and boost your business success. 37:20: - "Red, Yellow, Green System" for categorizing leads. Connect with Chris LinkedIN Connect with Us! LinkedIN: Website:

Summary: JR Butler is the CEO and founder of Shift Group - a company transitioning elite athletes to sales professionals with free foundational skills training and job placement in tech. A former athlete himself, JR understands the challenges that come with switching careers without losing your identity and succumbing to depression, substance abuse and other roadblocks preventing people from living in their truth. Athletes spend their lives engaging in team-based activities where they are rewarded for performance-based outcomes. Competitive drive, work ethic, and the desire to win are innate qualities of those performing at elite levels. Athletes at this level must have discipline, resilience, and grit. These are the intangible parts of any elite athlete’s identity. When combined with confidence, curiosity, and coachability, these traits separate great athletes – and great salespeople. Key Moments: 02:21 - "There are a lot of people who sell, but not a lot of sales people". To be a good salesman you need to care about both sides of the table. 14:59 - Who inspired JR to become a great salesman 21:05 - What is the "Shift Group" and how they're working with atheletes 23:19 - Skills and traits for a successfull transition into a sales career 37:47 - Key human skills and traits for professional growth Connect with JR LinkedIN Are you an athelete and want to be an elite sales athelete? Check out JR's website: Connect with Us! LinkedIN: Website:

Summary: Ravi Rajani is an author, speaker, and sales consultant. He's the founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. His mission is to help B2B SaaS sales teams present their story, solution and message in a way that gets attention, builds trust and wins new business without competing on price. I met Ravi through a mutual connection on LinkedIn and right away knew he was a fit for the podcast. In this episode, you'll learn how to communicate to people in a way that makes you magnetic, charasmatic, and personable through the skill of being interested not being interesting. You'll learn frameworks of asking really curious questions, how to tell really impactful stories, and how you can get to a level with people that most people don't ever get to in sales through connection. You'll learn great frameworks in the process. Key Moments: 03:10 - To sell by being human 9:44 - Who asks Ravi powerful questions and what they do successfully. 11:05 - Why the question - How are you can be a lazy question. 13:50 - How Ravi learned to tell his authentic story. The importance of context for asking questions. 17:34 - You never truly know what you want in life until you experience it. Dr. Zoe Chance. Ravi's story of coming up in tradking floor in the U.K 20:30 - The difference between being formal and being professional Connect with Ravi LinkedIN Website Influential Communicator Podcast Connect with Us! LinkedIN: Website:

Summary: Kristin A. Meekhof is an author, life coach, writer and obtained her M.S.W. from the University of Michigan. She has more than 20 years of clinical experience. A nationally recognized expert on resiliency and gratitude, her best-selling book, A Widow’s Guide to Healing, was inspired by her own personal experience with widowhood, grief, and healing. When Kristin is not writing she enjoys traveling, training for half-marathons, and writing. She is a life- coach and therapist providing services online and in person. I first met Kristin in a community we're apart of where she lept off the screen with how she was able to connect to really well known people. She approached Jesse Itzler by offering to give something to him without asking for anything in return. I later found out her story goes from being a social worker, to tragically losing her husband to cancer, and picking up the peices to write a book about it. What's interesting is that Kristin had to sell herself in a time where she was at her lowest point. Her abilities got her in rooms with people like Deepak Chopra, Katie Couric, and Maria Shriver! Hear how Kristin did it and what you can learn for yourself. Key Moments: 07:09 - Selling in an authentic way. Developing compassion by going through grief. 14:40 - Helping people go through grief. The power of compassion and active listening. 27:40 - People First, Not Things First - How to make offers before asks. 32:45 - Share your story in an authentic way. Being clear about your intention. Connect with Kristin! LinkedIN Kristin's Website Connect with Us! LinkedIN: Website:

Summary: Amarpreet Kalkat is the founder at Humantic AI and co-founder at Frrole AI - Companies he founded with the mission to humanize the internet. He founded Frrole AI in 2014. It was one of the first companies to bring AI to consumer intelligence. It led to Forrester naming Frrole AI as one of the only 7 products out of hundreds in its “AI In Consumer Intelligence” report in 2020. In 2021, he founded Humantic AI, with a goal to humanize the internet by building a layer of people intelligence. Amarpreet believes that people derive most happiness when they can really understand each other and technology, especially AI, is best used in a direction to support human connections. In this episode, we talk about how AI can help us understand each other better before our first meetings with someone new. We discuss the role of intuition and data and how the best people use both to inform their interactions. We answer the question how AI might be able to foster more human interactions. Key moments: 03:15 - Creating a persona vs. true authenticity 07:50 - How technology helps us understand people better. 12:57 - Intuition, Dunning-Krueger effect, the role of AI 25:35 - Why are human interactions becoming more transactional Connect with Amarpreet LinkedIN Humantic AI - try it out! Connect with Us! LinkedIN: Website:

Lindsay Mitrosilis is the Founder, Lead Strategist & Agency Owner at Mitrosilis Consulting. She supports entrepreneurs who are ready to take on the dark horse of social media and harness the most powerful business tool out there...LinkedIn! Lindsay has helped hundreds of people use LinkedIn to create a profile that attracts their ideal employer (aka ideal clients) and find opportunities (aka business) over the course of her 10-year career in staffing sales. She mentors her clients during every step of the way, including: Profile Optimization, Content Creation, Connections, Messages and Positioning yourself as the the person to hire. In this episode, Lindsay and I talk about how to be human on Linkedin and how to connect with authentic intention. We talk about how selling on Linkedin is done today and the subtle things that you may be doing that are turning people off. This is a good one for anyone curious on how to build really strong connections on Linkedin without just winging it. Lindsay consults with tons of business owners and entrepreneurs. She's got you covered. Key moments: 08:27 - Anticipating peoples needs, Empathy 16:43 - Doing the right things on LinkedIn. Making genuine connections on the platform. 27:51 - What users do wrong on LinkedIn 32:00 - Starting conversations the right way Connect with Lindsay LinkedIN Lindsay's Website Connect with Us! LinkedIN: Website:

Jonathan Mahan is the Co-Founder of The Practice Lab - the first ever training community for sellers ready to develop their skills like athletes, performers, and musicians do theirs. The Practice Lab programs help sales people cut through the clutter of tips and tactics to learn the most impactful core sales behaviors that make selling feel good and net meaningful results and deliberately practice them in a community of people who recognize that experimentation, awkwardness and even failure are vital prerequisites to mastery. This was a fun episode where we dig into how anyone can practice soft skills in their personal life and also how salespeople can bridge the gap between knowing and doing. We make the point that sales isn't something that you only learn steps to and then can automatically succeed. There are key skills that must be constantly developed, practiced, and applied in order to find continued success. We talk about skills that are not commonly practiced. Things like how to practice curiosity or empathy and the difference between impactful curiosity and where curiosity can miss the mark. If you want to learn sales outside of typical sales steps and find ways to practice it more in casual personal situations, this episode is for you. And if you are in sales and want to really dive into practicing this stuff in a community of sellers, please visit - www.thepracticelab.co Key moments: 05:05 - Patterns, puzzles and the game of human behavior. How Jonathan went from a shy kid to becoming someone who could meet new people easily and get them talking. 24:07 - Practicing genuine curiosity and honing your human skills. How to practice things like curiosity and empathy in personal interactions. 45:41 - What will the world of sales look like in the future bridging the gap btw knowing and doing. Connect with Jonathan LinkedIN The Practice Lab - Apply Connect with Us! LinkedIN: Website:

Summary: Laurie Ruettimann has been telling work-life stories and building groundbreaking solutions to drive better employment experiences, increase retention rates, and improve job satisfaction for more than 20 years. Through her storytelling, she casts a spotlight on innovators who are advocating for driving better employment experiences that benefit everyone — individuals, managers, employers, and organizations. Her career began in 1995 as an HR assistant for Leaf Candy Company and since then, she has worked at Monsanto, Alberto-Culver, Kemper Insurance, and Pfizer. Laurie became a writer, speaker, and podcaster as a result of the heartbreak and outrage she's experienced throughout her corporate career. Laurie says, while I love calling out boorish behavior, I am dedicated to the revolutionary and long-overdue mission of fixing work by telling stories and teaching leaders how to create workplace cultures that support, empower, and engage workers meaningfully. In this episode, we talk about how you lean on your humanness in any workplace sales scenario, how to connect to executives to create change, and how you can even sell an idea to redeem an employee when everyone in the org says that person should be fired. Laurie has seen some things in the workplace and created change even when she had strong forces pushing against her. Key Moments: 09:38 - The heart of sales is finding a problem and help solve it 20:35 - Coaching and consulting is a framework of asking the right questions 31:00 - You are more than the work you do. Not taking criticism personally. 36:04 - The right approach to gain influence Connect with Laurie LinkedIN Laurie's Website Purchase Laurie's Book Connect with Us! LinkedIN: Website: