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These are the user uploaded subtitles that are being translated: 1 00:00:05,440 --> 00:00:07,490 ‫Hello, this is Marshall Goldsmith. 2 00:00:07,510 --> 00:00:15,010 ‫I am so excited about my upcoming new book, How Women Rise, with my lead author Sally Helgason, World 3 00:00:15,010 --> 00:00:16,840 ‫Authority on Women in Leadership. 4 00:00:16,840 --> 00:00:18,890 ‫So excited to be working with her. 5 00:00:19,180 --> 00:00:21,210 ‫We're going to be talking about some great stuff. 6 00:00:21,760 --> 00:00:26,270 ‫Let me give you just one little tidbit that I think might help you in your career. 7 00:00:26,680 --> 00:00:32,560 ‫Our job is to help women move up that ladder to higher levels of influence because we think if they 8 00:00:32,560 --> 00:00:35,800 ‫get to those higher levels are going to make more positive difference in the world. 9 00:00:36,250 --> 00:00:38,170 ‫We're not saying anybody should do that. 10 00:00:38,350 --> 00:00:41,770 ‫We're saying for the women that want to do that, we're going to try to help you as best we can. 11 00:00:42,280 --> 00:00:47,890 ‫Let me give you some advice I got from the wonderful Peter Drucker and talk about how that specifically 12 00:00:47,890 --> 00:00:49,280 ‫applies to women in leadership. 13 00:00:50,650 --> 00:00:51,730 ‫I'm very fortunate. 14 00:00:51,730 --> 00:00:55,330 ‫I had the privilege of spending about 50 days with Peter Drucker before he died. 15 00:00:55,870 --> 00:00:59,110 ‫I was on the board of the Peter Drucker Foundation for about ten years. 16 00:00:59,650 --> 00:01:04,270 ‫I got ranked number one leadership thinker in the world, my intellect compared to that of Peter Drucker, 17 00:01:04,520 --> 00:01:05,710 ‫a matter of a 10 year old child. 18 00:01:05,830 --> 00:01:07,390 ‫He is so smart. 19 00:01:07,390 --> 00:01:08,770 ‫He taught me so many things. 20 00:01:09,970 --> 00:01:11,440 ‫Some of the great points he taught me. 21 00:01:11,500 --> 00:01:16,900 ‫Number one, he said, our mission is to make a positive difference, not to prove we're smart or right. 22 00:01:17,780 --> 00:01:22,230 ‫And Sally and I know work with women, we don't see women trying to prove they're smart all the time. 23 00:01:22,970 --> 00:01:29,240 ‫We do see them get lost in technology and proving that they're right in the right answer as opposed 24 00:01:29,240 --> 00:01:31,490 ‫to the answer that's going to make a positive difference. 25 00:01:31,880 --> 00:01:36,090 ‫Our mission is to make a positive difference, not necessarily to prove that we're smart and right. 26 00:01:36,560 --> 00:01:38,200 ‫Peter Drucker taught me another lesson. 27 00:01:38,660 --> 00:01:43,340 ‫Every decision life is made by the person has the power to make the decision, make peace with that, 28 00:01:44,060 --> 00:01:48,380 ‫make peace with that, not necessarily the right person or a good person or fair person. 29 00:01:48,650 --> 00:01:51,000 ‫Every decision is made by that person. 30 00:01:51,560 --> 00:01:56,990 ‫And he also taught me if I need to influence the powerful decision maker to make a positive difference. 31 00:01:56,990 --> 00:01:59,150 ‫One word to describe that person is customer. 32 00:01:59,540 --> 00:02:01,610 ‫One word to describe me a salesperson. 33 00:02:02,000 --> 00:02:03,680 ‫They don't have to buy. 34 00:02:04,280 --> 00:02:05,620 ‫I have to sell. 35 00:02:06,140 --> 00:02:07,060 ‫They don't have to buy. 36 00:02:07,640 --> 00:02:08,470 ‫I have to sell. 37 00:02:09,320 --> 00:02:13,530 ‫Peter Drucker said, sell what you can sell and accept what you can't sell. 38 00:02:13,970 --> 00:02:19,490 ‫Now, one specific challenge that women tend to have is hesitancy of self promotion. 39 00:02:21,230 --> 00:02:27,530 ‫People who are doing a fantastic job, really underselling themselves about their own capabilities and 40 00:02:27,530 --> 00:02:28,020 ‫skills. 41 00:02:28,580 --> 00:02:34,550 ‫Well, think about this in order to make a positive difference, sometimes what you need to do is be 42 00:02:34,550 --> 00:02:39,980 ‫promoted and sometimes there are powerful decision makers going to decide whether you get promoted or 43 00:02:39,980 --> 00:02:40,340 ‫not. 44 00:02:40,670 --> 00:02:42,100 ‫They don't have to buy. 45 00:02:42,290 --> 00:02:43,290 ‫You have to sell. 46 00:02:43,850 --> 00:02:47,240 ‫And again, sometimes women think, well, you know, I'm doing a good job. 47 00:02:47,240 --> 00:02:49,280 ‫I should be recognized for my work. 48 00:02:49,850 --> 00:02:52,460 ‫That's not thinking like a great salesperson. 49 00:02:53,600 --> 00:02:58,880 ‫Listen, if you didn't ever have to promote yourself, if your good work would speak for itself, no 50 00:02:58,880 --> 00:03:00,940 ‫company would need a marketing function. 51 00:03:01,310 --> 00:03:07,370 ‫You need to be your own positive marketing function and you need to believe look to make a bigger, 52 00:03:07,370 --> 00:03:09,070 ‫positive difference in this world. 53 00:03:09,680 --> 00:03:11,250 ‫I would like to get that position. 54 00:03:11,780 --> 00:03:13,610 ‫Don't be hesitant to sell. 55 00:03:13,970 --> 00:03:20,120 ‫Put together a sales case, talk about why you deserve that job, position yourself in a very positive, 56 00:03:20,120 --> 00:03:23,840 ‫upbeat way, and remember these simple lessons from Peter Drucker. 5648

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