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.

Links Mentioned:

• Book: The Expansion Sale
• Clarity Call with Emily

Free Resources:

• Strategic Planning Checklist
• Chief of Staff Skills Assessment Checklist
• A Day in the Life of a Chief of Staff
• Chief of Staff Toolkit

Get in touch with Emily:

• Connect on LinkedIn
• Follow on YouTube
• Learn more about coaching
• Sign up for the newsletter
• Clarity Call 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:
00:27 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

In this episode of "Leveraging Leadership," host Emily Sander chats with Dr. Helen Ofosu about creating a resilient work environment and overcoming imposter syndrome. Dr. Helen, author of "How to Be Resilient in Your Career," shares practical tips like being intentional in hiring practices and preparing for big moments to combat feelings of inadequacy. They also tackle the real effects of a toxic workplace, highlighting Helen's point that recovery from bad behavior takes longer than from other workplace issues.

Links Mentioned:

• Dr. Helen Ofosu's Book "How to Be Resilient in Your Career, Facing Up to Barriers at Work"
• Dr. Helen Ofosu's Website
• Clarity Call with Emily

Free Resources:

• Strategic Planning Checklist
• Chief of Staff Skills Assessment Checklist
• A Day in the Life of a Chief of Staff
• Chief of Staff Toolkit

Get in touch with Emily:

• Connect on LinkedIn
• Follow on YouTube
• Learn more about coaching
• Sign up for the newsletter
• Clarity Call 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, Emily Sander shares how using analogies can improve communication in leadership. She discusses examples like a soccer midfielder needing to "pass the ball" for effective delegation and a swimmer needing to "stay in their lane." Emily also emphasizes the importance of listening to the analogies others use and offering your own to help them explain their thoughts.

Links Mentioned:

• Clarity Call with Emily

Free Resources:

• Strategic Planning Checklist
• Chief of Staff Skills Assessment Checklist
• A Day in the Life of a Chief of Staff
• Chief of Staff Toolkit

Get in touch with Emily:

• Connect on LinkedIn
• Follow on YouTube
• Learn more about coaching
• Sign up for the newsletter
• Clarity Call 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 The Power of Analogies in Communication
00:36 Delegation Through Soccer Analogies
02:16 Staying in Your Lane: A Swimming Analogy
04:28 From Circles to Spheres: Leadership Growth
06:05 Using Everyday Analogies
06:48 Client Stories and Visual Analogies
10:23 Creative Thinking with Shapes and Colors