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Digital Selling Best Practices with Jen Sieger, Microsoft

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In this Conversations with Women in Sales interview, I talked with Jen Sieger, Director Inside Sales Specialist Team at Microsoft about Digital Sales Best Practices. Jen and I talked about how to train your salespeople to leverage Digital Selling Best practices to better connect with customers and exceed sales quotas.

Here are the key points we covered.

  • Why digital selling is important in the era of today’s modern buyer.
  • How Jen and her team members are driving Digital Selling within Microsoft.
  • The tools that the Inside Sales team members are leveraging to better connect with customers
  • The kinds of results that Jen has seen from these efforts.
  • Jen’s advice for other organizations who want to drive digital selling excellence within their companies.

Enjoy the interview!

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About Jen

Jen Sieger, Director Inside Sales Specialist Team at Microsoft. Jen has spent the last 18 years of her career working across a variety of marketing, sales, channel and business strategy roles. For the last 10 years Jen has focused on growing Microsoft’s cloud business both with Microsoft partners and direct through the Inside Sales motion.  As the Director of Specialist Sales at Microsoft Inside Sales, Jen focuses on driving close integration between Microsoft’s sales and marketing engines and is leading the digital sales transformation of the inside sales team by implementing social and digital selling strategies across their global sales force.

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Thanks to our Sponsors

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

Thanks to our Media Sponsor.  Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Why It’s Time to Develop Your Personal Brand with Emily Hyde, Advocate

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In this conversation, I talked with Emily Hyde, Sales Vice President for Advocate about Why It’s Time To Develop Your Personal Brand. This is such an important topic because in my observation many women focus on doing good work but do not spend enough time developing their personal brand and public persona.

We started by talking about what it means to develop a personal brand. From there, Emily shared her thoughts about:

Why you should care about building your personal brand.

How to build an identity and brand that draws people to you and creates reach.

Tips for making your personal brand stand out.

How to connect people to your cause or a vision that you believe in.

Why it is dangerous to leave your career and success in the hands of other people.

Enjoy the interview!

Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

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About Emily

She is Sales Vice President for Advocate. Unlike many salespeople, Emily will show you exactly what you have, what to do with it, and how to do it. She genuinely enjoys learning and sharing new and innovative ways to close the technology gap, and is a natural connector. Her fusion of market knowledge and conversational demeanor enables her to connect with clients and peers at a friendly and familiar level. Emily gives back to the technology community in a serious way, supporting several non-profits in the Atlanta community while also serving the President of Atlanta Technology Professionals (ATP).

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Thanks to our Sponsors

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

Thanks to our Media Sponsor.  Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Stop Selling & Start Leading with Jim Kouzes, Barry Posner and Deb Calvert

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Much has changed in the world of sales, and perhaps nothing has done more to affect sales effectiveness than changed buyer behavior and expectations. Stop Selling & Start Leading, a new book from authors Jim Kouzes, Barry Posner and Deb Calvert, combine proven buyer research with time-tested leadership strategies to help salespeople make extraordinary sales.

You might be thinking that there are thousands of books on sales and selling, so how is this book different? Good question. The answer is that unlike so many sales books that are based on either theory or focused on the tactics related to specific elements of selling (think prospecting), Stop Selling & Start Leading is a buyer-based behavioral blueprint of actionable steps that sellers can take to be far more successful throughout the entire sales process.

As you’ll learn from the buyer research we discuss during the interview (embedded below), buyers have no interest in working with sellers who continue to pitch product features and insist on doing demos. Faced with increasing challenges to help their organizations remain relevant, competitive and innovative, buyers want to work with salespeople who can lead them to the right solution to their biggest problems.

When sellers stop pushing people to buy before they’re ready, and they start guiding buyers by transforming “values into actions, visions into realities, obstacles into innovations, separateness into solidarity and risks into rewards”, everybody wins.

As the title suggests, Stop Selling & Start Leading is a book about sales but it is also a book about leadership, which the authors say is not a “formal” position and is accessible to anyone. In the interview, you’ll hear why leading is so important in how we sell today.

As the authors conducted the buyer research for the book, they identified 5 preferences that confirmed that sellers would be far more successful if they dropped traditional selling behaviors (think stereotypical pushy, aggressive, pitchy, focused on themselves) and replaced those behaviors with the behaviors of top leaders. Learn what those preferences are.

Buyers were asked to name the one characteristic they felt was overwhelmingly lacking in sellers. In the interview, Deb talked about two of them. One of them was brought up frequently, and though it may be more well known to sellers, it continues to be a problem none the less. Buyers, frankly, are fed up with sellers who do not follow up or follow through on their commitments. This lack of follow-through leads to the inability to build the kind of trusting relationship necessary for success when selling products and services. Listen to the interview to hear about the second characteristic that buyers felt was lacking. What they said may surprise you.

Barry and Jim have conducted well known, highly respected leadership research in every industry and discipline, which resulted in the framework they call The Five Practices of Exemplary Leadership®. During the interview, learn more about the research behind these Five Practices.

To be more effective in working with buyers, learn how applying these Five Practices is the key.

In the final chapter, Jim, Barry, and Deb say that leadership is everyone’s business and that to be a leader is a choice. I asked each of them to tell me why it was important for them to close the book with this message.

Learn more about the book. Enjoy the interview, which is embedded below!

About the Authors:

Jim Kouzes and Barry Posner have been working together for more than thirty years, studying leaders, researching leadership, conducting leadership development seminars, and serving as leaders themselves in various capacities. Their book, The Leadership Challenge, now in its sixth edition, has won numerous awards and sold more than 2.5 million copies worldwide and is available in twenty-two languages. Jim and Barry have also co-authored many other best-selling and award-winning leadership books.

Deb Calvert is the president and founder of People First Productivity Solutions, a consulting and training firm that builds organizational strength by putting people first. Deb’s work includes leadership program design and facilitation, strategic planning with executive teams, team effectiveness work, and sales productivity solutions. Deb is a Certified Master of The Leadership Challenge® and is certified as an Executive Coach by the Center for Executive Coaching and the International Coaching Federation. Deb’s first book, also based on buyer research, was the bestseller DISCOVER Questions® Get You Connected, named by HubSpot as one of the “Top 20 Most Highly-Rated Sales Books of All Time.”

Connect with Deb on LinkedIn

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Building and Thriving in a Career in Sales with Annie Matthews, TechTarget

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In this episode, I talked with Annie Matthews, VP of Sales at TechTarget about how to build and thrive in a career in sales. I’ve always loved being in sales, and although it is a great profession, I notice that there are still a fair number of women who do not consider entering into sales as a career.

As an advocate for women in sales, you’ll enjoy hearing how Annie has built her own successful sales career and how she helps other women to do the same.

In my conversation with Annie, we talked about:

Why she felt that more women should consider sales as a career. And, of course, that led to talking about how Annie got started herself.

The traits and strengths that she feels women bring to the profession that enables them to be successful.

The pre-conceived notions that women often have about the sales profession.

What Annie believes we can do to encourage more women to consider a career in sales.

Enjoy the interview!!

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About Annie

Annie Matthews is VP of Sales for TechTarget, the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. Focused on the Business Applications, Application Architecture, Network and Security segments, Annie oversees a team of account managers responsible for the growth of new and existing client relationships. She loves nothing more than rolling up her sleeves with clients and her team to build revenue. Having grown her own career from entry-level to leadership, Annie is keenly attuned to empowering others to realize their own potential. Annie strives to be a cool mom in and out of the office, challenged mostly by her hip team.

Connect with Annie:

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Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com.

Thanks to our Media Sponsor.  Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Debunking the Boy’s Club with Bernadette McClelland, 3 Red Folders

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In this episode, I talked to Bernadette McClelland, CEO of 3 Red Folders about Debunking the Boys Club, which was an interesting and lively conversation. It was not a discussion about bashing the men!

Like me, Bernadette has an interest in supporting and helping women in sales. We start the conversation by talking about why that is important to her. We also talked about the why for the topic of our discussion. Debunking the boys club, Bernadette told me is a provocative topic, a question that needs to be explored if we want to help women get into a career in sales in an easier more effective way and work their way up the ladder in their career in easier ways.

Bernadette was strong in her belief that we know boy’s clubs exist, which we work around but it is important to stay focused on the positive and not stand up on soap boxes bashing the guys. She feels that to do so not only devalues us but moves us backward from our goals.

What was your journey in the B2B world?

Bernadette worked for Xerox for 20 years starting in a sales admin position and worked her way up into a sales position. In sharing her story, Bernadette told me that in applying for a sales trainee role, she was turned down three times for the position. The reason? She was too nice. She did get the job, however, she stayed true to her nice self. But being the only woman in that sales environment, Bernadette found that it was very much an alpha male, boys club. She found herself having to make tough decisions about how to fit in because there certainly was no support for a woman in sales at that time.

What is the boys club?

Interesting that the definition, which evidently dates to old English colleges is an informal system by which money and power are retained by wealthy white men through incestuous business relationships.

Does the boys club really exist?

Yes. They do exist. And, it is important to note that many times men don’t even know that they are excluding women. As Bernadette said, that then leads men to not even know that there is a problem. In other words, the exclusion isn’t necessarily intentional.

Are there different types of boy’s clubs?

There are four types of boy’s clubs that Bernadette says that she has come across.

Hobby Club – this is where the guys hang together and participate in shared interests. For example, golf.

A-Team Club – this is certainly the club that both Bernadette and I experienced when working in corporate. This club is focused on results. They use short-cut language understood by club members. High achievers who are very inclusive of themselves. Being part of this club feels exclusive to those that are in it.

Locker Room Club – this doesn’t need much explanation, and though this club is disappearing slowly. Perhaps not slowly enough though.

Clone Club – this type is when the leader wants people to come up through the ranks just like he did. This tends to exclude others, including women who aren’t clones. People who don’t look or act the same as everyone else in the group.

What are three things women must do to neutralize the effect?

Speaking up, calling attention to the issue of unintentional exclusion is an important part of resolving the problem. Step up and do so with courage. Ask questions. But make decisions about when you feel it is important to step up.

Show up. How are you showing up as a professional woman in sales?

Have the clarity to articulate your message and do it with conviction.

As with all interviews, there is a lot of insight and goodness here. Listen and enjoy!
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About Bernadette

Bernadette McClelland is CEO of 3 Red Folders, a boutique sales performance and sales leadership practice headquartered in Melbourne Australia. She is also the founder of The Hive – a platform for trailblazing women who want to do B2B sales differently. Having held senior business development roles in Corporate Australia, owned a 7-figure family business, been the APAC business coach for Anthony Robbins, authored five books on selling and personal leadership, has clients across 14 countries and 4 continents, she is clearly a respected industry resource who loves to make a difference in the business world.

Connect with Bernadette:
www.3redfolders.com
LinkedIn
Twitter

We’d like to thank our Elite Sponsor, Microsoft. In particular, we thank Gavriella Schuster, Corporate Vice President and Channel Chief at Microsoft, for her dedication to supporting women in technology, and making this podcast possible. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Visit the Microsoft Partner Network.

Thanks to our Media Sponsor.  Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Conversations with Women in Sales

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It all started with a list.

On that day, I saw another list announcing top sales gurus and 98% of said gurus were men. Don’t get me wrong. I applaud my male colleagues in sales who do great work. I learn as much from them, as I hope they learn from me.

Still, it is 2018 and women in sales are largely underrepresented in many ways.

We do not see enough women in sales roles represented as speakers on conference stages, being interviewed in video or podcast programs, not enough women show up on leader lists or on lists of people to follow and more.

And, surprisingly women are still in the minority in sales roles. I asked Lori Richardson, who heads up Women Sales Pros her thoughts on this and why she is a passionate supporter of women in sales. Here’s what she told me.

“Today, in 2018, there is still a lack of women in sales and sales leadership roles in industries such as SaaS, tech, fintech, manufacturing, distribution, telecom, and utilities. We know that women make great sales reps and we know that women make great leaders. Studies show that diversity of thought grows revenues – and that comes from a more diverse sales team. Yet the number of women leaders has been a low number – flat for more than 10 years. I’m passionate about this topic because it is a business issue that we can move the needle on. Women currently in sales or who have been in the past are role models to those up and coming in those industries.”

I believe that women don’t often do a good job of tooting their own horn. I decided I wanted to help them do that.

My original LinkedIn list of #WomeninSales to follow has morphed and taken on a life of its own. That list shows recruiters, conference organizers, podcast hosts, magazine publications and more that there is a lot of female talent to be tapped into. It also shows women who may not have considered a career in sales that they’d be in great company if they joined our ranks!

The list was a starting point. I wanted to go bigger! Introducing the Conversations with Women in Sales Podcast!

Today, I’m announcing the launch of my new podcast dedicated to women in sales, at all levels, in companies all around the globe. The Conversations with Women in Sales podcast has launched on iTunes, Spotify, Stitcher and Google Play. These interviews also have their own page on my blog making it easy people for people to find and listen to the interviews. 

The podcast has 3 goals:

  • Provide global visibility for women in sales roles.
  • Encourage more women to enter a career in sales.
  • Provide education, guidance and support for women as they move up in their careers.

Each guest will share their insights, expertise, and guidance on topics from brand building, leadership, career management, social selling, overcoming adversity, sales and marketing alignment, B2B sales, strategic partnerships, buyer personas, account based selling, content creation and promotion, social media, and more.

The first set of interviews are:

Episode Zero – in this episode, James Carbary of SweetFish Media, our podcast producer interviews me about the purpose of the #WomeninSales project.

Episode 1 – features Christina Stone, Account Director at TechTarget who reminds us that when we do right by our customers, they will do right by us!

Episode 2 – features Rakhi Voria, Chief of Staff and Sr. Business Manager to Microsoft’s Corporate VP of Inside Sales. Our conversation focused on attracting, retaining and developing millennials inside your organization.

Each week, I’ll be releasing a brand-new interview. And, I expect that in the next few months, we will be moving to bi-weekly interviews, with the goal being to release an interview every day Monday through Friday.

SUBSCRIBE on iTunes so you never miss an episode!

Thank you to those who helped me make the launch of this new podcast possible!

Launching a new podcast takes lots of teamwork, so I’d like to thank the following for their support and sponsorship.

SweetFish Media is the producer of our podcast. They made the process of getting this new project going a snap and month to month they will be producing our interviews.

Elite 2018 Partner – Microsoft

We’d like to thank our Elite Sponsor, Microsoft. In particular, we thank Gavriella Schuster, Corporate Vice President and Channel Chief at Microsoft, for her dedication to supporting women in technology, and making this podcast possible. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Visit the Microsoft Partner Network.

Media Partner 2018 – Women Sales Pros

Headed by Lori Richardson, Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers, and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

I’ve been a member of the Women Sales Pros network for many years, and because Lori and I share the same passion for getting more women into sales careers and helping them advance in our profession, I’m delighted that Women Sales Pros is a sponsor of our podcast!

Listen to the interviews and let me know what you think. And, of course, tell me who else needs to be included on my Conversations with Women in Sales interview list?

Away we go!

 

 

 

 

 

 

Empowering Your Front-Line Salespeople with James Bawden

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My guest in this episode is James Bawden, Business Development and and Sales Excellence Coordinator at Evalueserve. Our conversation focused on the importance of empowering and motivating your front-line sellers.

We talked about:

Why it is important to provide emotional support and guidance in order to motivate your team members.

James’ suggestions for how leadership can grow and nurture their sales talent.

Where leaders can go wrong when working with new salespeople.

Tips for salespeople just getting started in their career.

How peer to peer relationships play a role in empowering the front line to be the best that they can be.

Enjoy the interview!

About James Bawden

James is the Business Development Manager and Sales Excellence Coordinator at Evalueserve. He is a sales professional with nearly a decade of experience in several industries, spanning from wireless retail sales to complex B2B sales. He has a unique vantage point on sales leadership, as he has continually been promoted to leadership roles and been charged with leading a team of salespeople that were once his peers. He truly knows what a front-line salesperson is like, as well as what it is like to lead a team. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.

Connect with James on LinkedIn and Twitter

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Without Context Data is Just Data

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Recently, I was talking with Carole Mahoney about the art and science of coaching. Carole, by the way, is one of the best sales coaches I know precisely because she uses solid research and data to inform her approach to coaching salespeople. Anyway, we were talking about coaching because I mentioned a recent post from Richard Smith on the topic. It seems that CEB presented research six years ago that said that while coaching is important for salespeople, according to Brent Adamson and Matthew Dixon in this 2011 HBR article they said that sales leaders should only bother investing their coaching time with the middle third – “The middle 60%’ (core performers), and is ultimately wasted on the top and bottom thirds.” Six years later, that research is still hotly debated. And, in my opinion, for good reason.

To prepare his post, Richard interviewed sales leaders, coaches, and consultants to get their point of view. I happened to be one of the folks that Richard reached out to. Regardless of CEB’s research, I told Richard I thought that to blatantly ignore two-thirds of your sales team when it came to coaching was not necessarily a good idea.

Why wouldn’t you coach high performers?

In my experience as a manager, your high fliers need and want to be challenged to get better at what they do. Through the right kind of coaching their performance could increase to higher levels. The CEB folks say the research doesn’t support that suggestion. I’ve read other research that has shown that coaching A-players does lead to revenue gains. CEB did acknowledge that coaching top performers would have retention benefits. I happen to agree. If you don’t pay attention to your top performers there is a high likelihood that they will either walk away or be poached away by your competitors.

Should you ignore the bottom third performers?

When it comes to the lower performing sales folks, to automatically assume that coaching won’t help them either seems unfair to me. There could be so many reasons why a person isn’t doing well in their current role. My feeling, again based on my own experience managing and coaching sales teams, is that each person needs to be assessed before determining if coaching makes sense. Some reps may not be faring well because you didn’t onboard them properly, they never got any real sales training before being thrown on the phones, they are confused about what you expect from them (aside from making quota), etc. Making assumptions without digging deeper to get the facts is dangerous. While I do believe there are going to people in that lower performing group who aren’t a fit for the role, I don’t think you can assume that a poor performer can’t improve if given the chance. If someone has the desire to be better and is coachable, they can improve.

Data is just data.

Data is getting thrown around a lot these days. Often without context, and that’s a problem because data is just data. Coaching is one of the most important aspects of a sales managers job these days, and while most managers agree that is true, they also admit that it tends to fall lower on the priority list. So, if research comes out from a group like CEB and shows up in an article in the Harvard Business Review, then it would be easy for managers to justify that they can save themselves some headaches by only focusing on a select few members of their team. That, to me, is not a good thing. When it comes to salespeople and performance, making blanket assumptions simply based on data is dangerous. Research is important, of course. I just worry that if sales leaders make important people decisions simply based on data without deeper context that leaves them vulnerable to problems. Sales is a people business, and when we are talking about people, there are other factors to consider like human behavior and psychology.

What do you think?

Only spend time coaching the middle third? Or, do you elevate all members of your team to determine who wants, needs and has the desire to be coached to higher levels of performance?

GOING PRIMAL with Curt Redden and Courtney Walsh

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Curt Redden and Courtney Walsh are the co-authors of GOING PRIMAL, A Layered Approach to Creating the Life You Desire.

In this episode, we talked about A PRIMAL Approach to Accelerate your Sales Career! 

I started by having Curt and Courtney tell me what this Primal thing is all about.

They talk about the idea behind the book and why they decided to work together on the project.

Based on Curt’s years of great work in the area of learning and development for salespeople, Curt shares his advice about what salespeople need to do to improve their sales results.

Learn why attitude and perseverance is necessary now more than ever if you want to be the best in sales and in life.

We closed by talking about the best piece of business advice that Curt and Courtney want you to know about.

Order Curt and Courtney’s book HERE.

Enjoy the interview!

Bios:

Curt Redden is a speaker, talent-development and sales training expert, and author of 3 books on sales and leadership excellence.  His most recent work, Going PRIMAL, is co-authored with colleague Courtney Walsh. Curt has spent more than twenty-five years working to support and encourage employees as they strive for success. He currently is the head of global talent development for UPS Capital. He is also certified by the Association for Talent Development as a master trainer and performance-improvement consultant.

LinkedIn    Twitter

 

Courtney Walsh uses her position as a communication and talent-development professional to help others achieve a healthy work-life balance. Originally from Daytona Beach, Florida, she now works for a Fortune 50 company in Atlanta, Georgia. When she isn’t working, Walsh enjoys spending time outdoors and testing out new culinary creations. She received a Bachelor’s degree from the University of Florida and has earned numerous professional certifications in learning and development.

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For more information on Curt Redden or Courtney Walsh, please visit: www.primalsuccess.com

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Link Out to Build Trust and Build Your Business with Leslie Grossman

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In this episode, I talked with Leslie Grossman, author of the book Link Out: How to Turn Your Network into a Chain of Lasting Connections.

So, I was curious. We all know LinkedIn but I started by asking Leslie what she meant by Link Out.

We also talked about:

When it comes to trust, the most effective ways to build trust with a customer or client.

How many people find typical networking ineffective in making sales, yet they force themselves to do it. Leslie tells me why she thinks that happens.

The most important communication skill you need to master to be successful in sales.

You will also learn how to build your own entourage, which Leslie delivered a TEDx talk about.

Finally, I closed by asking Leslie to share her advice to women looking to move into leadership roles.

Enjoy the interview!

About Leslie:

Leslie Grossman is an award-winning entrepreneur who advises, trains and speaks on business development, leadership, and marketing, Her most recent book Link Out: How To Turn Your Network into a Chain of Lasting Connectors (Wiley) puts a spotlight on building trusted relationships to achieve your goals.

She is the founder of Leslie Grossman Leadership and speaks throughout the world about how trusted relationships transform your business and career.  After leading a marketing agency for 12 years,  Leslie created the Women’s Leadership Exchange, the first national conference series to propel the businesses of women business owners and professionals reaching more than 65,000 women through more than 100 live events and online programs.  Leslie is an executive coach and Chair for Vistage International, the largest peer advisory board organization in the world.   She is on the adjunct faculty for The George Washington University Center for Excellence in Public Leadership and coaches entrepreneurs and women executives to break-through to the top by building relationships and transforming habits that dilute their leadership potential.  Grossman’s previous book SELLsation! How Companies Can Capture Today’s Hottest Market: Women Business Owners and Executives made her a popular speaker on business development for companies like Aetna, Axa, NorthWestern Mutual,  IBM, Best Buy, American Express, and IKEA.

Connect on LinkedIn and Twitter 

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