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Hello, this is Marshall Goldsmith.
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I am so excited about my upcoming new book, How Women Rise, with my lead author Sally Helgason, World
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Authority on Women in Leadership.
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So excited to be working with her.
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We're going to be talking about some great stuff.
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Let me give you just one little tidbit that I think might help you in your career.
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Our job is to help women move up that ladder to higher levels of influence because we think if they
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get to those higher levels are going to make more positive difference in the world.
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We're not saying anybody should do that.
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We're saying for the women that want to do that, we're going to try to help you as best we can.
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Let me give you some advice I got from the wonderful Peter Drucker and talk about how that specifically
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applies to women in leadership.
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I'm very fortunate.
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I had the privilege of spending about 50 days with Peter Drucker before he died.
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I was on the board of the Peter Drucker Foundation for about ten years.
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I got ranked number one leadership thinker in the world, my intellect compared to that of Peter Drucker,
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a matter of a 10 year old child.
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He is so smart.
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He taught me so many things.
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Some of the great points he taught me.
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Number one, he said, our mission is to make a positive difference, not to prove we're smart or right.
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And Sally and I know work with women, we don't see women trying to prove they're smart all the time.
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We do see them get lost in technology and proving that they're right in the right answer as opposed
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to the answer that's going to make a positive difference.
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Our mission is to make a positive difference, not necessarily to prove that we're smart and right.
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Peter Drucker taught me another lesson.
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Every decision life is made by the person has the power to make the decision, make peace with that,
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make peace with that, not necessarily the right person or a good person or fair person.
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Every decision is made by that person.
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And he also taught me if I need to influence the powerful decision maker to make a positive difference.
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One word to describe that person is customer.
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One word to describe me a salesperson.
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They don't have to buy.
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I have to sell.
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They don't have to buy.
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I have to sell.
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Peter Drucker said, sell what you can sell and accept what you can't sell.
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Now, one specific challenge that women tend to have is hesitancy of self promotion.
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People who are doing a fantastic job, really underselling themselves about their own capabilities and
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skills.
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Well, think about this in order to make a positive difference, sometimes what you need to do is be
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promoted and sometimes there are powerful decision makers going to decide whether you get promoted or
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not.
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They don't have to buy.
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You have to sell.
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And again, sometimes women think, well, you know, I'm doing a good job.
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I should be recognized for my work.
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That's not thinking like a great salesperson.
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Listen, if you didn't ever have to promote yourself, if your good work would speak for itself, no
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company would need a marketing function.
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You need to be your own positive marketing function and you need to believe look to make a bigger,
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positive difference in this world.
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I would like to get that position.
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Don't be hesitant to sell.
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Put together a sales case, talk about why you deserve that job, position yourself in a very positive,
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upbeat way, and remember these simple lessons from Peter Drucker.
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