Name: The New P&L speaks to Stephen Steers, Keysan Group; Sales Confidence Trainer
Start: 2021-08-05T08:07:00Z
End: 2021-08-05T08:07:50.000Z
Location: BrightTALK
Rating: 0

We believe business needs a ‘New P&L’: one that is focused as much on ‘Principles and Leadership’ as it is on ‘Profit and Loss’, because we know that if your Principles are right and aligned with your purpose, and your Leadership has clarity of vision and is strong, focused and empathetic, then your business will be in profit and not in loss in so many ways.

Each week on The New P&L podcast, we interview a diverse range of entrepreneurs, business leaders and social impact investors on their views and opinions on the importance of Principles and Leadership in business, discussing how we can all work towards building more ethical, productive, collaborative and ultimately, successful and principled businesses - ones that encourage great, inspirational leaders and motivated teams.
www.principlesandleadership.com

Today on The New P&L Business Book Review Club, sponsored by The Carroll Consultancy Group, we speak to leading business psychologist Nathalie Nahai on her brilliant new book, Business Unusual: Values, Uncertainty and the Psychology of Brand Resilience.

Nathalie is a speaker, author and consultant, whose work explores persuasive technology, ethics, and the psychology behind evolving consumer behaviours. With clients including Google, Unilever and Accenture, she teaches companies how to ethically apply behavioural science to enhance their online presence, communications and customer experience. We discuss with Nathalie:

· the challenges of creating a more cohesive culture and building a sense of attachment and purpose with a more ‘atomised’ workforce

· the responsibility employees have to act on and drive a brand’s commitment to be more socially and environmentally active

· issues of trust in business

· how we should we measure a company’s principles, values and trustworthiness be measured in a post-pandemic world

· how you find authenticity in a business that has built many layers over time

· the well of resilience we have built through the pandemic and how to use it now

· the responsibilities the tech giants have to business, society and government in return for their privileged position

· whether algorithms are diminishing our natural curiosity

· the pursuit of happiness and eudemonic cultures at work

· the characteristics of future leaders

Thank you once again to The Carroll Consultancy, our sponsors of The New P&L Business Book Review Club, The Carroll Consultancy is focused on dramatically developing people, performance and profits. If you want to accelerate your business growth in 2021, go to www.carrollconsultancy.com.

To purchase a copy of Business Unusual, go to: www.businessunusualthebook.com

To download The Values Map go to: www.thevaluesmap.com

To learn more about Nathalie and the work she does go to: www.nathalienahai.com

The New P&L speaks to Nathalie Nahai, author of Business Unusual

This week on The New P&L we break down and analyse our conversation with the brilliant Ari Galper, the world’s number one expert on trust-based selling. The Deep Discussion with Ari was 50 minutes of real, considered wisdom when it comes to the sales process, and many of his points and his processes we were fascinated by and agreed with. But it all ultimately comes down to building genuine trust with those you are selling to. In this The New P&L TO THE POINT we discuss: · reinstalling trust and integrity at the heart of the sales process · why we need integrity as a buyer as well as the seller · self-righteousness and double standards in the sales process · asking for respect in the sales process and offering it in return · what could we do better as buyers
To join The New P&L Movement for more principled leadership and purpose-led business please go to www.principlesandleadership.com

Insta:  @principlesandleadership

LinkedIn: LinkedIn/company/principlesandleadership

Twitter: @TheNewPandL

The New P&L TO THE POINT on Being a Better Buyer

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

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

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

· The role of vulnerability in trust-based selling

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

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

· Curiosity as an attribute for sales teams

· Our internal narrative and impostor syndrome

· Setting expectations from the outset of the sales process

· What constitutes principled leadership when it comes leading sales teams



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



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

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

· Email Paul to learn more: paul@principlesandleadership.com



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

Insta: @principlesandleadership

The New P&L speaks to Ari Galper, World's #1 Authority on Trust-Based Selling

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

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

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

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

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

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

The New P&L TO THE POINT on becoming a MANTRAMinder

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

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

We discuss with Archana:

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

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

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

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

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

· How Archana defines truly great leadership

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

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

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

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

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

Insta: @principlesandleadership

The New P&L speaks to Archana Shetty, Executive Leadership Coach; CEO of WELEAD

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

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

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

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

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

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

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

· Purpose as the beating heart of a business

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



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

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

The New P&L TO THE POINT on Building a Brand With Purpose, On Purpose

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

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

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

· What a ‘triple bottom line’ approach is

· Marianne’s definition of social innovation

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

· The characteristics of great leadership in the social enterprise sector

· How Justice Studio measures its success

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

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

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

Insta: @principlesandleadership

The New P&L speaks to Marianne Moore, Managing Director at Justice Studio

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

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

This episode discusses:

The challenges of feeling invisible as leaders and entrepreneurs How feelings of invisibility manifest themselves in an entrepreneur or leader’s ambitions How it creates vicious circles and cycles of behaviour Tough exteriors and fragile interiors  The very delicate balancing act of acting on the basis of invisibility in business  A challenge for listeners
Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

The New P&L TO THE POINT on When We Feel Invisible in Business

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

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

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

- the primal rules are that form its foundation

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

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

- where principled leadership comes from in an Iconist world

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

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

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

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

To learn more about Jamie and the Iconist go to:

Web: www.theiconist.org

The New P&L speaks to Jamie Mustard, author of The Iconist

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

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

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

· The role of empathetic connection in business

· The two core principles of human-led business transformation

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

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

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

Join The New P&L community:

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

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

The New P&L TO THE POINT on Humanity at the Heart of Business Transformation

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

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

· His definition of digital transformation

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

· The type of corporate culture needed for digital transformation

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

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

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

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

· The signs that a digital transformation programme is failing

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



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

Insta: @principlesandleadership

The New P&L speaks to Greg Merrill, Senior Director Digital Transformation, Nike

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

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

· Why you need purpose and persistence

· ‘Persistence beats resistance’

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

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

· The narratives we tell ourselves and the beliefs they reinforce

· The contradictions in our creativity and passion

· Why there is no neutral internal narrative

· Giving yourself the gift of gratitude

Join The New P&L community:

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

Twitter: @TheNewPandL

Insta: @principlesandleadership

LinkedIn page: Principlesandleadership

The New P&L TO THE POINT on Persistence beats Resistance

This week on The New P&L – Principles & Leadership in Business podcast series we speak to the amazing Vivian Acquah - Inclusive Workplace Wellness Advocate, DEI Consultant, Trainer, Strategist, and Keynote Speaker.

As an inclusive workplace wellness advocate, Vivian advises leaders and brands on how to keep their team members engaged, energised, and safe in a sustainable manner. Vivian focuses on working towards sustainable employability in a holistic way: incorporating all elements of wellness and wellbeing, including physical, mental, career, social, community, and financial wellness and as well as purposefully incorporating diversity, equity, and inclusion (DEI).

Vivian is also founder and host of the Amplify DEI conference – a global virtual seminar in September this year featuring an incredible line up of over 70 speakers and authorities on workplace wellness, the future of work and DEI.  We discussed with Vivian:

· The Amplify DEI conference, which opens on Sept 28th and features over 70 international speakers

· How CEOs can ensure cultural and social diversity and inclusion becomes part of a company’s thinking and not just part of its dialogue

· Symbolism, pragmatism and authenticity when it comes to a commitment to DEI

· What a more humanised workplace looks like

· Algorithmic bias in HR & recruiting tools

· How our siloed existence over the last 18 months may affect both the attitudes and the reality of diversity and inclusion on the workplace 

· What we need to do to understand and walk in each other’s shoes in business

· How you can build a powerful culture of positive micro-actions and small gestures

· The next generation of leaders and their approach to DEI



Exclusive offer: we have 10 tickets for listeners to join the Amplify DEI summit in September. To sign up, click the link below:

https://lead21.amplifydei.com/checkout/select-tickets/?coupon=NewPnLPod100

The New P&L speaks to Vivian Acquah-Workplace Wellness Advocate & DEI Consultant

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

This week on The New P&L TO THE POINT we break down and analyse our conversation with Franziska Dolak, Global Head of Digital Applications, Data-driven Services & Automation for Siemens Smart Infrastructure in Zug, Switzerland. Together with her team, Franziska researches and develops new digital innovations from a holistic and human-centric perspective. We consider:

· the need for leaders, managers, employees and entrepreneurs to ensure they are Being Intentional about the Aspirational

· the challenge of delivering mission statements and straplines in practice

· why context and experience means we all interpret corporate statements differently

·  the delicate balance between the ‘rigidity’ needed to ensure clarity of definition, purpose, vision and the flexibility needed to encourage understanding of, and commitment to the framework that underpins the message

· why it is the responsibility of the brand to first ensure that aspiration is collectively understood

· identifying the practical, intentional ways to deliver brand aspiration

· why some brands and leaders confuse guiding lights and signals with milestones



Join The New P&L community:

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

Twitter: @TheNewPandL

Insta: @principlesandleadership

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

The New P&L TO THE POINT on Being Intentional about the Aspirational

This week on The New P&L Principles & Leadership in Business podcast series speaks to Franziska Dolak, Global Head of Digital Applications, Data-driven Services & Automation for Siemens Smart Infrastructure in Zug, Switzerland. Together with her team, Franziska researches and develops new digital innovations from a holistic and human-centric perspective. We discuss with Franziska:

- How the principles that underpin Siemen’s strapline ‘Ingenuity for Life’ play out in practise in their business

- On the basis of what data and which humans is human-centred design centred? How Siemens ensures that its future innovations don’t fundamentally reinforce some of the inherent biases that already exist in society

- Whether the intellectual awareness of the role technology plays in shaping the way society acts, reacts and interacts and how we go about our lives, is sometimes lost in the technology race for ‘smarter’ cities

- If we rely too much on data to drive innovation at the expense of human intuition in our modern approach to innovation

- Whether much of the ‘highly disruptive technological innovation’ today is more evolutionary than revolutionary

- If big technology companies like Siemens are designing for the future or actually defining the future – in other words, reacting to need or creating demand

Visit Seimens: https://www.siemens.com

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

Insta: @principlesandleadership

The New P&L speaks to Franziska Dolak, Siemens Smart Infrastructure

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

This week on The New P&L we break down and analyse our conversation with Sarah Kay – author of the brilliant new book, Brand New World: Define the Role of Your Brand to Create a Bold Future.  Sarah founder of create a bold future, a global brand advisor and the former head of global brand innovation for Nike.

Host of The New P&L TO THE POINT, Paul, discusses his views on:

· What could be achieved on a regional and global scale from a business perspective, if brands chose to work collaboratively together for the greater good

· Why the pandemic offers some hope of the possibility of some form of collective action from brands

· What happens when the collective necessity of the moment and the size and scale of the perceived challenge, meets a forceful will to do something for the collective good

· Why incredibly complex problems often invariably boil down eventually to incredibly simply solutions

· Why ‘Will’ is the incredibly simple solution

· How courage sets the foundation for Will

· Why ‘Will’ is the only true driver of real change

· What defines great leadership

· Courage in leadership



Join The New P&L community:

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

Twitter: @TheNewPandL

Insta: @principlesandleadership

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

The New P&L TO THE POINT on embracing collaboration for the collective good

In this month’s episode of The New P&L Business Book Review Club, sponsored by The Carroll Consultancy we speak to Sarah Kay, author of Brand New World: Define the Role of Your Brand to Create a Bold Future, global brand advisor and former Head of Global Brand Innovation for Nike.  

Sarah believes that brands exist to benefit humanity, not the other way around so we need to make brands work harder for us. She specialize in futures thinking, and often partners with CEOs and CMOs to help them define the role of their brand in creating a bold future for humanity and the planet. We discussed: 

· Whether purpose can be retrofitted back into an organisation

· How you encourage some leaders to effectively work against what seems to be their own best interests in the short to medium term when they are rewarded on the basis of short to medium term performance

· If consumers have abdicated their personal responsibility for social and environmental issues to brands

· The barriers enterprise leaders highlighted when it came to implementing creative thinking in businesses

· The leadership that is needed at the top of industry to ensure actions are taken for the collective good

· Where the line is between symbolism, pragmatism and true authenticity when brands claim to act in the public interest

To order a copy of Sarah's book, please go to: https://amzn.to/3CbZt5z

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

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

Insta: @principlesandleadership

The New P&L speaks to Sarah Kay, author of Brand New World

Welcome to this week's The New P&L TO THE POINT where we break down our conversation with Susan Sly. Susan is a tech investor, best-selling author of seven books, keynote speaker, trainer and entrepreneur. Susan is also Co-CEO, and co-founder, of Radius AI – a Silicon Valley and Phoenix based AI company, founder of Agency 8 – a digital agency for start-ups, and CEO of Crimson Phoenix Marketing. Our host, Paul discusses:

· The two key entrepreneurial character types – the dreamer and the doer/deliverer

· Why we need to fall in love with the dream and the delivery of that dream

· The scarcity mindset that many entrepreneurs have

· The paradox at the heart of the entrepreneurial dreamer / doer dichotomy

· Why we sometimes don’t take on the big tasks that will move us forward

· Whether some entrepreneurs sub-consciously also fear same success they crave a

· How we may be sabotaging ourselves in the delivering of our dream

· How our thinking can work against us in terms of achieving what we believe we are destined to achieve

Join The New P&L community:

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

Twitter: @TheNewPandL

Insta: @principlesandleadership

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

The New P&L on Why a Scarcity Mindset is Our Greatest Entrepreneurial Foe

This week’s guest on The New P&L is the brilliant Stephen Steers. Stephen is President of Keysan Group, a respected international Sales Confidence Trainer for B2B sales teams and global keynote speaker.  Stephen has advised and led sales and revenue generation workshops for more than 250 companies right across the globe, helping clients generate millions of dollars in revenue in the process. We discuss with Stephen:

· What business owners who currently find themselves on the wrong aside of the power imbalance when it comes to negotiating with suppliers and customers can to re-balance the negotiation

· Whether the importance of brand loyalty and partnership is over-played when it comes to commercial negotiations

· Why curiosity is a business-critical assess for salespeople

· What key attributes sales teams need to have above all others

· How to maintain motivation, enthusiasm and peak performance through a downturn

· Negotiating with our own internal negative narrative

· What for you constitutes principled leadership when it comes to the commercial negotiation / sales process

If you’d like to learn more about what Stephen does, go to www.stephensteers.com/

Insta: stephensteers_

Join The New P&L Instagram community: @principlesandleadership

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

Join our Instagram community: @principlesandleadership

The New P&L speaks to Stephen Steers, Keysan Group; Sales Confidence Trainer

Culture

Leadership

Management

Productivity

Sales Acceleration

Sales Coaching

Sales Development

Modern human resources professionals are charged with not only the recruitment of talent, but also retention, satisfaction and management. They also support the training, assessment and compensation aspects of employee management. Join this community to connect with thought leaders and learn about trends in benefits, compensation and talent management. Stay ahead of the curve to attract and retain top talent and strengthen organizational leadership and culture.

HR Strategy

Human resources is intrinsically linked to business success and requires a thoughtful balance of a variety of complex issues. The human resources community on BrightTALK is made up of thousands of professionals in human resources exchanging human resources best practices and advice. Watch hundreds of on-demand webinars for immediate information or participate in upcoming live webinars and have your questions answered by respected HR thought leaders.

Human Resources

Get powerful venture capital insights from influential investment experts. Connect with thought leaders and colleagues to get the most up-to-date knowledge and understand market trends and investment opportunities.

Venture Capital

The accounting and finance community on BrightTALK features presentations from leading accountants and finance professionals. The accounting community includes tax planning strategies, QuickBooks webinars and other accounting webinars, while the finance community features presentations on financial capital regulations and forensic data analytics. Join the conversation by attending live financial and accounting presentations and connecting with industry thought leaders.

Finance

Leadership styles are continually evolving to incorporate new ways of thinking about employee satisfaction, motivation and performance. Find webinars and videos on the strategies, techniques and qualities that make an effective leader. By participating in this community you will gain insight into current leadership theories and how to optimize employee performance.

In the business management community, commercial experts will be sharing webinars and videos on an array of subjects. From sales and marketing, to finance, productivity and growth, this content will help you stay up-to-date with the current economic environment and provide timely management insight to drive business growth.

The New P&L speaks to Stephen Steers, Keysan Group; Sales Confidence Trainer

Presented by

About this talk

More from this channel