Jane Libbis became a lawyer because she wanted to help people. Jane is the founder of Umbrella Family Law, whose approach to business is different to other practices.

Jane explains to host Ingrid Maynard how important it is for her to build a network of like-minded professionals and clients who align with the values and culture of her law firm. There’s a challenge, she admits, of balancing empathy and compassion with the commercial realities of running a law firm.

Jane also discusses the importance of setting boundaries and maintaining respectful communication with clients. Fundamentally, she says Umbrella is more than just a legal practice, “we’re a ray of hope.”

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Umbrella Family Law

The Sales Doctor

Some of the best salespeople don’t see themselves as salespeople. Ingrid Maynard challenges the negative association with sales and highlights the importance of providing solutions and adding value to customers.

She shares examples of individuals and organisations that excel in sales by focusing on creating positive experiences and deepening relationships.

The underrated soft skills are crucial to sales, including: listening, effective communication, influencing, and creating outcomes. Ingrid also raises the need for developing higher-order communication skills in the age of AI and the importance of equipping future generations with these skills.

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The Sales Doctor

A customer-focused culture starts with strong leadership and a commitment to valuing and empowering employees. That’s the perspective of Michelle Fahey, Executive General Manager of People, Safety & Engagement at Intellihub Group, a digital energy management company.

Having landed into an HR career, Michelle has the uncanny ability to read and engage with people quickly. She’s discovered how empathetic leadership and coaching methodologies can foster a sense of purpose and engagement among employees. Michelle discusses with host Ingrid Maynard that protecting and nurturing a positive culture is essential for attracting and retaining high-performing employees.

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Michelle Fahey LinkedIn 

The Sales Doctor

We’re led to believe we choose our own career, but in reality careers often choose us, particularly sales careers. Shaun Carey, Chief Sales Officer at Tradeware, shares his career journey and how he has embraced the opportunities that have come his way.

Shaun emphasises the importance of understanding the sales role and having clarity in performance expectations. He also highlights the significance of behaviours and how they contribute to culture and success in sales. He shares his advice for job hoppers, encouraging them to demonstrate their capabilities and alignment with an organisation’s pace.

Shaun offers insights on cultural alignment, the importance of being coachable, retaining the best people, alignment and leadership development, understanding the value chain, and delivering value to customers.

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• • Tradeware
  • The Sales Doctor

The relationship with your customers shouldn’t be forged in isolation. Every single touchpoint across the organisation should aim to create a sensational customer experience.  Ingrid Maynard discusses how a stronger customer relationship leads to loyalty and revenue continuity, as well as profitable growth and referrals. She emphasises the need to create an organisation that is in its own league and is a magnetic driver. The ultimate game is for your customers to become impervious to your competitors and feel like they are a part of your organisation.

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The Sales Doctor