Inhalt: Deals are won and lost in the nuances of communication and relationship building. To be successful, business development reps must learn to pivot and build value in a variety of customer conversations. In this course, join Lisa Earle McLeod and Elizabeth McLeod as they share strategies that can help experienced reps take their communication and negotiation skills to the next level. Learn how to get into the right mental space for strategic conversation. Discover how to engage sophisticated customers through high-level questioning and body language, as well as how to negotiate without damaging a relationship or descending to the lowest possible dollar. Plus, learn how to keep your value top of mind with your buyer after you make the handoff. Umfang: 00:45:23.00
Inhalt: Business development is the foundation of economic growth and can jump-start lasting relationships. In this course, Lisa Earle McLeod and Elizabeth McLeod discuss fundamental business development concepts and techniques that can help you gain a better understanding of your market and potential clients. This, in turn, can prepare you to demonstrate a compelling value case that helps you connect with customers and close more deals. They begin by reviewing research fundamentals and key insights to consider before you get on the phone with a potential customer or schedule that first in-person meeting. They also discuss the landscape of business development and how to leverage internal systems for more successful conversations. Lisa and Elizabeth spell out how to speak like a leader, unpack and discuss your competitors'' strengths and weaknesses, avoid common mistakes, and more. Umfang: 01:01:39.00
Inhalt: Há uma diferença entre gerenciar um vendedor e ser seu coach, e não entender essa diferença pode ser prejudicial. Neste curso, a instrutora e coach de vendas Lisa Earle McLeod descreve os três elementos do coaching em vendas - observação, análise de impacto para o cliente e feedback - e explica o que é preciso fazer em cada estágio para atingir os resultados que você deseja. Para demonstrar esses conceitos, ela destaca a diferença entre coaching por observação, coaching por demonstração e coaching por venda conjunta, além de explicar em quais circunstâncias aplicar cada um. Ela descreve o papel do coach no desenvolvimento de competências e compartilha como decidir com quem fazer coaching ou não, e como o coaching pode requerer a perda de uma venda. Lisa também destaca momentos críticos de coaching - como visitas de venda difíceis ou logo depois de uma perda ou grande vitória - e encena algumas situações típicas do coaching para ilustrar obstáculos e desafios comuns. Umfang: 01:27:55
Inhalt: Have you ever had to provide coaching to an individual who can't take criticism, or inherited an employee who seems to continually make the same mistakes on the job? Part of growing as a leader is learning how to successfully tackle these and other challenging situations. In this course, leadership consultants Lisa Earle McLeod and Elizabeth McLeod help new and experienced managers address some of the most frequent coaching challenges. Using scenarios, Lisa and Elizabeth demonstrate how to motivate employees who have been demoted or promoted, as well as how to effectively coach employees who have big egos or simply don't want to be coached. In addition, they share strategies for using supplemental resources to further your coaching efforts. Umfang: 00:47:16.00
Inhalt: El liderazgo no es una habilidad únicamente propia de personas en puestos de mando. Demostrar liderazgo es importante para los empleados de todos los niveles de la organización. Todos los días tenemos la ocasión de dirigir, tengamos un cargo directivo o no. En este curso, las expertas en liderazgo y capacitación personal Lisa Earle McLeod y Elizabeth McLeod describen cómo los contribuidores o las pequeñas y medianas empresas pueden exhibir liderazgo influyendo en los demás, inspirándolos, asesorándolos y motivándolos. También te ayudan a superar dificultades comunes, por ejemplo cómo comunicarte cuando crees que tu jefe o tu equipo avanzan en el rumbo equivocado. Umfang: 01:06:09.00
Inhalt: Não importa se você trabalha com produtos, vendas, contabilidade, TI ou marketing: a capacidade de conquistar apoio emocional é fundamental para aumentar o sucesso das iniciativas e projetos que você lidera. Neste curso, as coaches de liderança Lisa Earle McLeod e Elizabeth McLeod compartilham como determinar quais situações requerem apoio emocional, com quem se envolver e o que dizer. Elas explicam como reagir às pessoas que não se entusiasmam com nossas iniciativas e como podemos neutralizar os pessimistas. Além disso, elas indicam como se recuperar rapidamente de contratempos e manter o entusiasmo no longo prazo. Umfang: 00:46:08
Inhalt: Client relationships are the foundation of your consulting business. Whether you work for a big firm or are going solo as an independent consultant, the principles of client management are the same. It''s all about building rapport, communicating effectively, and establishing trust. In this course, Lisa Earle McLeod and Elizabeth McLeod teach you how to position yourself for success, keep communication lines open during implementation of your project, and create connections that are the foundation for lasting relationships that lead to repeat business. Plus, get tips for leveraging client relationships to sell to the entire organization. Umfang: 00:44:23.00
Inhalt: Competitive differentiation is crucial to high-margin sales that close quickly. When customers view you, your organization, and your product as something truly special-and not just a commodity-you can avoid price concessions and win more business. Lack of competitive differentiation results in an endless sales process-and the decision nearly always comes down to price. In this course, learn how to add value and differentiate yourself from the first call to the proposal. Authors and leadership experts Lisa Earle McLeod and Elizabeth McLeod cover everything from crafting your opening statement, to asking the right questions, to asking your clients for their business. Umfang: 01:17:13.00
Inhalt: A culture of service extends far beyond your customer service department. Developing a service-oriented organization or team requires clarity of messaging and operating through a lens of impact. In this course, leadership consultants Lisa Earle McLeod and Elizabeth McLeod help leaders communicate their customer-focused purpose and outline processes and policies that support these values. They share how exceptional leaders help their teams shine, and how making some small-but meaningful-changes to how you talk about money, mistakes, and even the firing of employees can make a big difference in the engagement and performance of your team. Umfang: 00:49:38.00
Inhalt: The individuals and organizations that succeed are the ones who are laser focused on the customer. Even if you're not in a customer-facing role, knowing how your job connects to your customers gives you a better frame for strategic decision-making, and helps you feel more connected to the purpose of your job. This makes you feel more motivated and more fulfilled at work. In this course, Lisa Earle McLeod and Elizabeth McLeod help you connect the dots between your job and customer impact, and they provide strategies and behaviors for keeping your customers top of mind. They explain how to determine where you fit in your customer's world, and how to keep the focus on the customer when you talk about wins, goals, and mistakes. They also share strategies for sustaining your service mindset-even when your organization isn't particularly customer focused. Umfang: 00:41:36.00
Inhalt: Le leadership n'est pas seulement une compétence réservée aux managers. Il est important pour les employés à tous les niveaux d'une organisation de faire preuve de leadership. Vous pouvez montrer vos capacités de leader tous les jours, que vous occupiez officiellement ou non un poste de leadership. Dans cette formation, Lisa Earle McLeod et Elizabeth McLeod, spécialistes du leadership et du développement personnel, expliquent comment les collaborateurs individuels peuvent faire preuve de leadership en influençant, en inspirant, en mentorant et en motivant les autres. Elles vous aident également à surmonter des défis uniques, en vous expliquant par exemple comment communiquer quand vous pensez que votre chef ou votre équipe va dans la mauvaise direction. Umfang: 01:04:22.00
Inhalt: A lot of times, people think purpose is reserved for those who found their noble calling when they were five, and always wanted to be a teacher or a nurse, and the rest of us are left to slug it out in corporate America. That belief is wrong. Join experts Lisa Earle McLeod and Elizabeth McLeod to learn how to find more purpose, happiness, and fulfillment in the job you already have. In this course, Lisa and Elizabeth are bringing in a range of guests from a variety of roles and industries who have found and held on to a sense of purpose. Learn how to discover your purpose through self-exploration and conversations with your managers. Plus, find how to bring your purpose into interactions with customers, your boss, family, and friends. Lisa and Elizabeth also introduce a game-changing exercise that will reignite your passion-in just 10 seconds. Umfang: 00:56:27.00
Inhalt: More than one-in-three American workers today are millennials. By 2020, millennials will form 50% of the global workforce. The war for the best and brightest of the millennial generation is on now. Companies all over the world are fighting to hire and retain the best talent. Mother and daughter Lisa and Elizabeth McLeod address the challenges of hiring, retaining, and growing millennial talent in this course. They provide an insightful guide to help managers and leaders ask the right questions in interviews, communicate job expectations, and understand what salary and benefit options are likely to have the most impact. They also highlight the importance of social learning to any learning and development program, and the best communication methods to help millennials grow. Lastly, they outline techniques for providing performance feedback, what incentive plans work best, and how to detect if it is time to let a dissatisfied employee go. Umfang: 00:48:50.00
Inhalt: Whether you work in product, sales, accounting, IT, or marketing, the ability to garner emotional buy-in is essential to making the initiatives and projects you lead more successful. In this course, join leadership coaches Lisa Earle McLeod and Elizabeth McLeod as they share how to determine which situations require emotional buy-in, who to engage, and what to say. They explain how to respond to those who may be less than enthusiastic about your initiatives, and how you can neutralize the naysayers. Plus, they discuss how to rebound quickly from setbacks and sustain long-term enthusiasm. Umfang: 00:46:19.00
Inhalt: Lead with intention using the leadership tips, tactics, and advice in this audio-only course. Lisa Earle McLeod and Elizabeth Lotardo explain how to develop a leadership mindset, thrive in crucial leadership moments and challenges, and build a winning team. Discover how to master the leadership opportunities you have at every turn: to set direction, build a strong team, and make a lasting impact on your entire organization. By the end of this course, you'll learn how to manage your mindset and behaviors to be a leader others will want to follow. Umfang: 00:55:42
Inhalt: Purpose-not profit-is the single best motivator to get everyone in an organization rowing in the same direction. Purpose-driven leaders and their companies are more successful, highly regarded, and make more money. In this course, you can learn the short-term and long-term performance impact of purpose-driven leadership through exploring quantitative research and case studies. Lisa Earle McLeod-author of Leading with Noble Purpose-helps you craft a purpose statement and leadership story that engages customers and employees, and provides tips for building lasting purpose into your life and business. Umfang: 00:54:54.00
Inhalt: Leadership isn't just a skill for managers. Demonstrating leadership is important for employees at every level of an organization. There are opportunities to lead every day, whether you hold a formal leadership position or not. In this course, leadership and personal development experts Lisa Earle McLeod and Elizabeth McLeod outline how individual contributors or SMEs can exhibit leadership by influencing, inspiring, mentoring, and motivating others. They also help you overcome unique challenges such as how to communicate when you think your boss or team is headed in the wrong direction. Umfang: 01:05:49.00
Inhalt: Leadership isn't just a skill for managers. Demonstrating leadership is important for employees at every level of an organization. There are opportunities to lead every day, whether you hold a formal leadership position or not. In this course, leadership and personal development experts Lisa Earle McLeod and Elizabeth Lotardo outline how individual contributors or SMEs can exhibit leadership by influencing, inspiring, mentoring, and motivating others. They also help you overcome unique challenges such as how to communicate when you think your boss or team is headed in the wrong direction. Umfang: 00:58:22
Inhalt: Before you can effectively lead others, you need to lead yourself. In this course, learn how to manage your mindset, behaviors, and workplace relationships to help you stand out in your organization and in your industry as a leader. Whether you're on the management track or you're an individual contributor, authors and leadership experts Lisa Earle McLeod and Elizabeth McLeod can help you take charge of your own learning. They explain when and where you need to be leading yourself, as well as how to track your goals, take charge of your own development, and even give yourself a performance review. Plus, learn tips for motivating yourself, leading your peers, and managing your boss. Umfang: 00:54:14.00
Inhalt: Before you can effectively lead others, you need to lead yourself. In this course, learn how to manage your mindset, behaviors, and workplace relationships to help you stand out in your organization and in your industry as a leader. Whether you're on the management track or you're an individual contributor, authors and leadership experts Lisa Earle McLeod and Elizabeth Lotardo can help you take charge of your own learning. They explain when and where you need to be leading yourself, as well as how to track your goals, take charge of your own development, and even give yourself a performance review. Plus, learn tips for motivating yourself, leading your peers, and managing your boss. Umfang: 00:51:03
Inhalt: To land a promotion, you need to do more than just excel at your current job. You need to have the right skills, say the right things to the right people, and demonstrate your ability to lead. In this course, authors and leadership experts Lisa Earle McLeod and Elizabeth McLeod discuss the behaviors and language you need to put yourself on the promotion track. They also help you deal with the challenges you'll face on the road to getting promoted, such as failures, organizational changes, and even a difficult boss. Finally, they provide solid advice on when and how to ask for the promotion. Umfang: 01:19:58.00
Inhalt: Liderança não é apenas uma habilidade para gestores. Demonstrar liderança é importante para funcionários em todos os níveis de uma organização. Todos os dias surgem oportunidades para liderar, quer você tenha uma posição de liderança formal ou não. Neste curso, Lisa Earle McLeod e Elizabeth McLeod, especialistas em liderança e desenvolvimento pessoal, explicam como especialistas ou colaboradores individuais podem demonstrar liderança influenciando, inspirando, mentoreando e motivando outras pessoas. Elas também ajudam a superar desafios únicos, como liderar ao entender que seu chefe ou sua equipe, está indo na direção errada. Umfang: 01:04:29.00
Inhalt: No matter your role, seniority level, or industry, work can sometimes get awkward. In this course, Elizabeth and Lisa McLeod help you navigate those tricky situations. Learn the principles and behaviors to employ in a variety of awkward situations, from coworkers who take credit for your work to office breakups. Throughout this practical course, Elizabeth and Lisa share scenarios of common situations and demonstrate how to handle them with grace and authenticity. Umfang: 00:34:18.00
Inhalt: Best-selling author and sales leadership consultant Lisa Earle McLeod has built her business by helping companies like Apple, Kimberly-Clark, and Roche build passionate, purpose-driven sales organizations. Her research has revealed that salespeople who focus on their purpose-to improve their customers'' lives-rather than a metric assigned to them (quotas) actually sell more and are happier in their roles. In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful. Umfang: 01:06:53.00
Inhalt: Avant de devenir leader, vous devez apprendre à vous autodiriger. Dans cette formation, vous découvrirez comment gérer votre état d'esprit, vos comportements et vos relations professionnelles pour vous positionner comme un leader dans votre organisation et votre secteur. Lisa Earle McLeod et Elizabeth McLeod, auteures et expertes en leadership, vous aident à prendre les rênes de votre perfectionnement, que vous visiez un poste de management ou que vous soyez un contributeur individuel. Elles vous expliquent comment et quand vous autodiriger, comment surveiller vos objectifs, comment prendre le contrôle de votre développement et comment vous auto-évaluer. Découvrez également des astuces pour vous motiver, inspirer vos pairs et gérer votre responsable. Umfang: 00:53:47
Inhalt: There's a difference between managing a salesperson and coaching them, and failing to understand this difference can actually be counterproductive. In this course, sales coach and trainer Lisa Earle McLeod outlines the three elements of sales coaching-observation, customer impact analysis, and feedback-and explains what you need to do at each stage to achieve the results you want. To demonstrate these concepts, she highlights the difference between a coaching call, a demonstration call, and a joint call, and explains what circumstances necessitate each type. She outlines the distinct role a coach plays in developing skills, and shares how to decide who to coach and who not to coach, and how coaching might require losing a sale. Lisa also highlights critical coaching moments-such as difficult sales calls or after a loss or a big win-and role-plays some typical coaching situations to illustrate common hurdles and challenges. Umfang: 01:28:08.00
Inhalt: Get actionable sales tips, tactics, and advice in this audio-only course. Instructors Lisa Earle McLeod and Elizabeth Lotardo start by helping you tap into the power of purpose and establish your true north in sales. Then discover how to manage your mindset, from quota anxiety to bouncing back from rejection. Lisa and Elizabeth also offer tips for winning the deal, from researching customers and navigating discovery conversations to negotiating deals that stick. Finally, learn how to sustain your momentum in sales by handing off customers to a retention team and building a strong network that will propel you into the future. Umfang: 00:51:23
Inhalt: Bestselling author and sales coach Lisa Earle McLeod has helped companies like Google and Roche build passionate, purpose-driven sales organizations. In this course, sales professionals can learn how to negotiate with the best interests of their organization and their customers at heart, by uncovering their own noble purpose. Lisa reveals the surprising truth behind why compromise doesn't work; instead, she explains how to ask questions that reveal information about the buyer-and help you decide when you can negotiate and when you can't. She also identifies common negotiation traps and ways to negotiate that don't just close the sale today, but build longer-term relationships for tomorrow. Umfang: 00:58:35.00
Inhalt: B2B sales require you to determine what your customers need and offer them smart solutions. And there's a lot that happens between those two things-from exploratory conversations and generating internal enthusiasm to tracking down your economic buyer. In this course, join sales consultants Lisa Earle McLeod and Elizabeth McLeod as they step through how to navigate a large B2B sale. Discover how to leverage compelling industry issues and connect the dots between your solution and your client's customers. Plus, learn about the kinds of questions to ask B2B buyers, how to establish your value, how to navigate bureaucracy, and more. Umfang: 00:48:38.00
Inhalt: The financial industry can be a particularly challenging vertical to sell into. Factors such as rigorous reporting deadlines and shifting regulations provide obstacles that aren't easily navigated. In this course, Lisa Earle McLeod and Elizabeth McLeod equip you with practical tips and strategies for selling to financial buyers. Discover how to unpack an annual report and leverage that information in your sales process, as well as how to identify the key metrics that drive your buyer's decision making. In addition, learn how to prove your ROI and develop authentic relationships in an inherently untrusting industry. Umfang: 00:43:40.00
Inhalt: Healthcare is a complex industry that requires a strategic sales approach. In this course, learn how to increase your revenue and your impact when selling into the healthcare vertical. Instructors Lisa Earle McLeod and Elizabeth McLeod share how to grasp the key metrics of your buyer, so that you can connect your solution to the most pertinent numbers. They also cover how to identify and get to the key senior players in a healthcare organization, understand hot-button issues for providers and suppliers, and adapt to changing regulations and legislation while still communicating your value. Umfang: 00:35:35.00
Inhalt: Tech firms move fast and make decisions quickly. In this course, learn how to figure out who your tech buyer is and how to win their business in an ever-changing environment. Lisa Earle McLeod and Elizabeth McLeod guide you through the world of tech, spelling out tech jargon, key industry trends, and the tech funding process so that you can tailor your sales approach to your buyer. Learn how to unpack your potential client''s competitive landscape, connect yourself with pertinent financial metrics, and break through the clutter to get yourself noticed. Umfang: 00:41:49.00
Inhalt: Having a successful career in sales doesn't mean compromising your values. In fact, authentic salespeople often have the most success in sales. Learn how to bring authenticity, curiosity, and your true self to your sales role, with these lessons from Lisa Earle McLeod and Elizabeth (McLeod) Lotardo. Explore the purpose of sales, from multiple perspectives. Discover how to put the human touch back into customer interactions and use your authentic curiosity to spark great sales questions. And since life on commission isn't easy, Lisa and Elizabeth also offer some advice for managing your personal finances and reducing anxiety around quotas. Umfang: 00:41:00.00
Inhalt: It's only natural that uncertain economic conditions create anxiety for salespeople and buyers alike. But a shift in your focus can help you quiet the fear and show up for customers when they need you most. Join Lisa McLeod as she helps you navigate selling in uncertain times. Lisa and her team have coached hundreds of sales professionals through economic turbulence, product launch failures, and other difficulties. In this course, she provides an empathetic, customer-centric approach to sales that will help you connect with customers, solve their most urgent problems, and identify the most authentic version of yourself. Use these tips to rise to the challenge and turn uncertain times into an opportunity to succeed. Umfang: 00:35:53
Inhalt: Quel que soit le service dans lequel vous travaillez (produits, ventes, comptabilité, informatique ou marketing), il est essentiel que vous sachiez susciter un engagement émotionnel pour maximiser la réussite des initiatives et projets que vous menez. Dans cette formation, découvrez les conseils de deux coaches spécialistes du leadership, Lisa Earle McLeod et Elizabeth McLeod. Elles vous expliqueront comment identifier les situations qui nécessitent un engagement émotionnel ainsi que les personnes à cibler et ce qu'il faut dire. Elles vous apprendront à gérer les personnes chez qui vos initiatives ne suscitent pas d'enthousiasme et à neutraliser les personnes négatives. Enfin, elles vous expliqueront comment repartir rapidement en cas d'échec et comment maintenir l'enthousiasme à long terme. Umfang: 00:44:54
Inhalt: Transitioning from being a sales professional to managing other sales professionals involves developing a whole new set of competencies. You need to learn how to coach others, effectively communicate your expectations, and anticipate market changes so you can set up your salespeople for success. In this course, sales trainer and coach Lisa Earle McLeod explains why many salespeople find this transition difficult, and shows how to overcome the challenges that come with tackling this new role. She outlines the basics of sales management, focusing specifically on issues where new sales managers can get stuck, such as sales pipeline management, sales skills coaching, helping direct reports with their accounts, and attracting and retaining talent. Lisa provides guidance on how to hold effective sales meetings and work with other departments-such as marketing, accounting, and product-who are critical to your success. She also shares how to deal with failure and grapple with a challenging market. Umfang: 01:15:50.00
Inhalt: Purpose-driven individuals and purpose-driven organizations consistently outperform their transactional peers. Learn how to work and live better by connecting to your own higher purpose. In this audio-only course, Lisa Earle McLeod and Elizabeth Lotardo explain how to build a purpose-driven mindset and employ leadership skills to create a culture of purpose throughout your entire organization. They also discuss how to navigate purpose pitfalls-like challenging coworkers and bosses-and climb the corporate ladder with purpose in mind. Umfang: 00:50:57
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