Episódios
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This episode explains why the definition of Chief of Staff is all over the place due to the role's relative newness in business. Examples from around the world illustrate how the role varies: in Singapore, it's little known; in Mexico, it's often confused with HR; and in Germany, it has military connotations. Emily suggests the role will become more structured and better understood in the next 10-15 years.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:30 Most Common Question About Chiefs of Staff
01:04 The Emerging Role of Chief of Staff
01:43 Global Perspectives on Chief of Staff
02:12 Challenges and Misconceptions
03:31 Regional Variations and Examples
04:01 Chiefs of Staff in Multinational Corporations
05:33 Higher Education and Nonprofits
08:33 The Future of the Chief of Staff Role -
Greg Williams, Chief of Staff at Western Computer, talks about helping companies, like those supplying Walmart, navigate supply chain challenges during COVID-19. He sheds light on the importance of ERP systems for growing businesses and offers advice on vendor selection and tech modernization. Greg also discusses trends in bringing manufacturing back to the U.S. and how private equity firms work with his company to upgrade systems post-acquisition.
Western Computer's WebsiteConnect with Greg Williams on LinkedInClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:25 Meet Greg Williams: Supply Chain Expert
01:57 Partnership with Microsoft
03:25 Understanding ERP Systems
04:15 Choosing the Right ERP Solution
07:16 Benefits of ERP Systems
12:27 Vendor Selection and Risk Mitigation
18:37 Supply Chain Challenges and Future Trends
28:42 Connecting with Greg and Western Computer -
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Emily explains three key ways to use a Chief of Staff effectively. First, principals need to identify their needs, like lifting out of daily tasks for fundraising or strategic focus. Second, teams may need help in areas like marketing expertise or mediating executive conflicts. Third, companies should consider both immediate needs and long-term goals, identifying gaps or game-changing talents the Chief of Staff can address.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:32 Identifying Principal Needs
01:52 Supporting the Executive Team
04:06 Addressing Company Needs
05:03 Maximizing the Chief of Staff Role -
Larissa Licha, a former tattoo artist turned tech leader, shares her journey from Google Ads customer support to Chief of Staff roles with various tech executives. She explains how she founded Joyn to help Chiefs of Staff manage overwhelming work tools, integrating systems like Slack and Notion into one central place. Larissa also discusses the importance of building trust and clear roles within the organization to foster effective collaboration.
Joyn's WebsiteClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:37 Meet Larissa Licha: From Tattoo Artist to CEO Tech Leader
01:29 The Journey to Chief of Staff
05:06 Navigating Different Leadership Styles
09:51 Building Trust in a Remote Environment
10:59 Introducing New Executives to the Team
16:18 Advice for Chiefs of Staff and CEOs
19:43 Solving Chief of Staff Challenges with Joyn
22:11 How Joyn Works -
If you're considering bringing on a Chief of Staff or just need someone to explain the basics, this episode lays the groundwork and levels-set the foundation for future discussions on the role.
Clarity Call with Emily
A Chief of Staff works closely with the CEO, helping with company strategy, gap-filling key roles, and ensuring executive team cohesion. They can set up effective meeting structures, help onboard new executives, and even turn around toxic cultures. Key examples include managing strategic planning, coordinating board governance, and running critical projects during crises like COVID.
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:31 Defining the Chief of Staff Role
01:11 The Chief of Staff's Strategic Importance
02:09 Key Responsibilities of a Chief of Staff
05:07 Chief of Staff in Action: Real-World Examples
05:47 Strategic Planning and Meeting Structures
12:31 Board Governance and Executive Integration
18:22 Gap Filling and Recruitment
21:49 Cultural Transformation and Crisis Management
29:05 Conclusion and Contact Information -
Emily talks with Dela Quist about increasing email marketing engagement by varying subject lines and sending more frequent emails. Emily shares a story about a persistent salesperson to highlight the importance of staying top of mind. They also discuss Dela's extensive background in the industry and his views on open rates and effective email strategies.
Connect with Dela Quist on LinkedInDela Quist's WebsiteClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:33 Meet Dela Quist: Email Marketing Authority
02:14 The Evolution of Email Marketing
05:08 Batch and Blast vs. Personalized Emails
06:59 The Power of Brand Impressions
09:44 Overcoming Email Marketing Misconceptions
12:11 The Economics of Email Marketing
13:05 Smart Email Strategies: “Do Be Smart”
18:31 Understanding Consumer Preferences
20:40 Content vs. Offers in Email Marketing
22:15 The Power of Email Subject Lines
34:09 Engaging the Unengaged -
Emily explains three types of executive transitions: planned, sudden, and founder transitions. She discusses challenges like resistance to change, knowledge gaps, and cultural fit, and offers tools such as transition teams and clear job descriptions. Two examples provided include a nonprofit's executive director change and a tech startup's rapid CEO replacement.
Choosing the Right Coach for Your Career Transition BlogLeveraging Leadership Episode 67Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:Get in touch with Emily:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with EmilyWho Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.Time Stamps:
00:25 3 Kinds of Transitions: Planned, Sudden, Founder
01:37 Opportunities for Organizational Realignment
02:41 Challenges in Executive Transitions
05:34 Tools for Managing Transitions
09:21 Supporting Departing Leaders
10:24 Real-World Examples of Transitions -
Mel Mathews shares her journey to becoming Chief of Staff at Performance Architects, highlighting the importance of networking and professional conduct. She talks about working closely with co-founders on growth strategies and conducting an anonymous engagement survey to gather employee feedback on PTO policies. Mel emphasizes the need for clear role definitions and the value of institutional knowledge when recruiting for leadership positions.
Performance Architects' WebsiteClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:33 Mel's Career Journey
02:01 About Performance Architects
03:53 Role and Responsibilities of a Chief of Staff
04:36 Autonomy and Trust in Leadership
07:19 Returning to Performance Architects
16:25 First 60 Days as Chief of Staff
23:17 Advice for Executives Hiring a Chief of Staff
28:30 Favorite Aspects of Being Chief of Staff -
Emily offers three practical tips for ensuring your work meets your boss's needs: ask for clarification at the start, paraphrase the request back, or complete a small part of the task and check in. She discusses the benefits of asking for context, outlining steps, and presenting initial thoughts.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:52 Tip 1: Ask for Context (“What are you going to use this for?”)
01:30 Tip 2: Paraphrase and Outline Steps
04:04 Tip 3: Do a Small Portion First -
Emily speaks with cybersecurity expert Terry Zimniak about balancing security spending with business development and the importance of penetration testing and backup plans. Terry shares insights from his shift from technical roles to overseeing security, including how strategic partnerships like Ascension Health’s acquisition come with risks. They also discuss the role of frameworks like NIST CSF and the growing threat of AI in phishing and deepfake scams.
Terry Zimniak's WebsiteCybersecurity Frameworks and Guides:
Links Mentioned:◦ NIST Cybersecurity Framework
Clarity Call with Emily
◦ FTC Cybersecurity Guidance for Small Businesses
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:25 Meet Terry Zimniak: Cybersecurity Expert
00:46 Journey into Cybersecurity
03:25 Balancing Security for Small Businesses
05:58 Compliance and Risk Management
16:50 Business Resiliency and Cybersecurity
26:42 AI and the Future of Cybersecurity -
Emily talks about the concept of "currency" in different work roles, sharing an example of a new Chief of Staff who had to shift her focus from production numbers to building relationships and culture. She explains that understanding and using the right currency, like relationships for a Chief of Staff or time and focus for an executive team, adds value to the role. Emily encourages listeners to identify and possibly change their own "currency" to better serve their team and company.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:25 Understanding Your Currency
02:12 Evaluating and Adapting Your Currency
03:02 Conclusion and Call to Action -
Brandy Willis talks about her journey from Executive Assistant (EA) to Chief of Staff, managing various responsibilities across nine companies. She explains the importance of building strong relationships and handling different personalities, especially with her principal and his wife. Specific examples include overseeing government contracts, managing financials, and balancing personal tasks.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:45 Meet Brandy Willis: From EA to Chief of Staff
01:53 Managing Nine Companies
05:19 Daily Operations and Prioritization
10:29 Supporting the Principal and His Wife
14:40 Advice for Aspiring Chiefs of Staff -
Emily sits down w/ her co-authors, Ed Barton and Rory Liebhart to talk about their new book, “On-Ramp to Exit: Your Guide to the Complete Private Equity Experience.”
They explain what private equity is (and what it is not - hint: venture capital), how private equity influences business operations, with examples like increased reporting for CEOs and CFOs. Rory and Ed also talk about private equity's networking benefits, how partnerships help companies grow, and potential access to future investments.
00:23 Meet the Guests: Ed Barton and Rory Liebhart00:51 The Story Behind the Book
04:28 Understanding Private Equity
07:05 Navigating the Private Equity World
17:58 The Role of CEO and CFO in PE Partnerships
22:47 The PE Experience: Challenges and Opportunities
29:10 Success Stories and Lessons Learned
34:02 The Future of Private Equity
36:39 Conclusion and Book Release Information
WHO AM I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want. Learn more at: www.nextlevel.coach -
Emily discusses a key technique for framing conversations around what's important to the listener. She shares examples like tying a CEO's concern for profit margins to an Operations SOP or a strategic hire's impact on revenue. Emily also covers how to approach a first-time CEO who's micromanaging.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want. -
In this episode of Leveraging Leadership, host Emily Sander sits down with Jessica Gonzalez, President of Happen Ventures, and her Chief of Staff, Ivan Rangel.
Happen Ventures' WebsiteConnect with Jessica Gonzalez on LinkedInConnect with Ivan Rangel on LinkedInClarity Call with Emily
Jessica and Ivan share the inspiring journey of Happen Ventures, a reuse-first company born out of the challenges presented by COVID-19. They discuss their rapid scaling during the pandemic, their operational strategies, and the innovative programs they're implementing to divert waste from landfills to communities in need.
Additionally, they highlight their approach to team building, internal promotion, and how they maintain a culture of trust and accountability.
Jessica dives into the invaluable benefits of having a Chief of Staff, emphasizing the unique relationship dynamics, the importance of mutual trust, and how this role has allowed her to balance work and personal life better. She also provides insights into what qualities to look for in a Chief of Staff and the significance of treating them as a key partner in the business. Tune in to learn how they are driving impactful change in sustainability and business leadership.
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:40 Jessica Gonzalez: Founding Happen Ventures
02:48 Ivan Rangel: Journey to Chief of Staff
04:44 Operational Strategies and Team Dynamics
19:09 Empowerment and Trust in Leadership
19:40 The Unique Role of a Chief of Staff
23:04 Building a Strong Principal-Chief of Staff Relationship
32:10 Promoting from Within and Valuing Hard Work -
In this episode of Leveraging Leadership, Emily dives into how to set SMART communication goals that are specific and measurable to foster better communication and engagement among team members. She provides clear goals and communication objectives with real examples, such as enhancing public speaking skills through Toastmasters and improving internal communications strategies to boost employee engagement. Chiefs of Staff and other leaders will learn how to effectively roll out company-wide updates, ensuring that the target audience receives the message clearly. By focusing on specific goals and measurable outcomes, Emily explains how to achieve better communication and effective public relations within the team.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:08 Defining Good Communication Goals
00:28 SMART Goals Framework
01:24 Focusing on Controllable Inputs
02:20 Example 1: Public Speaking
05:03 Example 2: Internal Communication
08:43 Example 3: Social Media Presence
11:27 Helping Team Members with Communication Goals -
In this episode of "Leveraging Leadership," Chief of Staff Selina shares her transition from People Operations Manager to Chief of Staff at Baobab Consulting, emphasizing work-life balance and mental well-being in the workplace. She discusses the company's mission to change narratives about Africa and the importance of communication, whether that's adapting to cultural differences or managing a global remote team. Selina also touches on using feedback for career development and how organizations like GiveWell help guide responsible charitable actions.
Baobab Consulting's WebsiteGiveWell's WebsiteGiving What We Can's WebsiteClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
01:07 The Unique CEO-CBO Structure
02:37 Creating the Chief of Staff Role
05:03 Communication and Team Dynamics
07:47 Baobab Consulting's Mission and Impact
17:00 Remote Work Challenges and Solutions
21:07 Wellbeing and Company Culture
25:53 Effective Altruism and Social Impact -
In this episode of "Leveraging Leadership," host Emily offers strategies for addressing abrasive communication in the workplace. She suggests techniques like acknowledging one's communication issues and letting teammates know they are actively working on improving - and potentially using code words to signal to people when their communication is becoming aggressive.
Clarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:25 Identifying Communication Issues
01:25 Share You’re Actively Working On Improving
02:56 Real-Life Examples and Success Stories
04:51 Implementing the Techniques in Different Scenarios
07:55 Encouragement and Personal Success -
In this episode of Leveraging Leadership, Deputy Chief of Staff Paul Robinson from the British Army talks about his role, training responsibilities, and experiences. He explains his work with NATO, the importance of building relationships, and how he manages logistics and people management. Paul also shares his experience with autism and its impact on his job, as well as small wins like improving policies for personnel moves.
British Army RecruitingClarity Call with Emily
Links Mentioned:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff Toolkit
Free Resources:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with Emily
Get in touch with Emily:
Who Am I?If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
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In this episode of Leveraging Leadership, Host Emily Sander breaks down the book "The Expansion Sale" by Eric Peterson and Tim Riesterer. She explains the four must-win sales conversations—renewals, price increases, upsells, and apologies—and provides practical examples like how to highlight the cost of change, offer repair, and communicate evolving pressures. Emily also shares insights on timing and situational fluency in sales conversations.
Book: The Expansion Sale Clarity Call with Emily
Links Mentioned:Free Resources:
Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff ToolkitGet in touch with Emily:
Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with EmilyWho Am I?
If we haven’t yet before - Hi👋 I’m Emily, Chief of Staff turned Executive Leadership Coach. After a thrilling ride up the corporate ladder, I’m focusing on what I love - working with people to realize their professional and personal goals. Through my videos here on this channel, books, podcast guest spots, and newsletter, I share new ideas and practical and tactical tools to help you be more productive and build the career and life you want.
Time Stamps:
00:27 Overview of 'The Expansion Sale'
01:34 Understanding the Four Must-Win Conversations
05:03 Renewals: Why Stay?
07:44 Price Increases: Why Pay More?
09:06 Upsells: Why Evolve?
12:22 Apologies: Why Forgive?
17:51 Situational Fluency and Implementation
21:31 Timing in Upsell and Cross-Sell Conversations - Mostrar mais
