Cynthia Barnes

Founder and CEO

Salesforce

Recognized by Salesforce as one of the Top Sales Influencers to Follow 4X (2021, 2022, 2023, 2024)

 Salesforce Top Sales Influencer to Follow (4X)

Thank You; It's True.

From teaching women how to reach the top 1% to empowering them to own it—I've transformed my expertise into a revolutionary methodology that helps professional women Own Their Awesome with four simple words: "Thank you; it's true."

As the author of "Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales" and founder of the National Association of Women Sales Professionals, I witnessed firsthand how even the highest achievers struggle to own their success. This insight led to creating the transformative "Thank you; it's true" framework, which turns the simple act of accepting compliments into a powerful catalyst for authentic confidence.

Key Focus Areas:
• Transforming high-achieving women from reaching success to owning it
• Pioneering behavioral change strategies that eliminate imposter syndrome
• Delivering high-impact keynotes and workshops on authentic confidence-building
• Leading a global movement to revolutionize how women receive and internalize recognition
• Developing scalable programs that create systemic change in workplace cultures

Impact:
• Created the groundbreaking "Thank you; it's true" framework
• Built the NAWSP from inception to 15,000 members
• Featured TEDx speaker on confidence and authentic leadership
• LinkedIn Top Voice | 4X Salesforce Top Influencer

My mission has evolved from showing women how to achieve success to empowering them to fully own it. Through the power of "Thank you; it's true," I'm helping professional women transform their relationship with confidence and create lasting cultural change.

Chief Transformation Officer & Founder 

TED Conferences

• Delivered engaging keynote presentations and immersive workshops at TED Conferences to equip teams with the mindsets and toolsets for success.
• Collaborated with event organizers to tailor talks on various topics to inspire and motivate audiences.
• Received accolades for impactful talks that left lasting impressions on attendees and sparked meaningful conversations.

TEDx Speaker | Keynote & SKO Speaker

RedBoxMe in Collaboration with Cartier

RedBoxMe in Collaboration with Cartier is at the intersection of philanthropy, art, cinema, leadership, literature, sustainability, and more, all driven by deep passion and commitment from our group of members. RedBoxMe was architected by Cartier Awards Laureate and innovator Candice Pascoal alongside the President of Cartier International, Cyrille Vigneron. At its core, RedBoxMe is a platform that curates a diverse and inclusive community of thought leaders, creatives, and individuals from various backgrounds for the expansion of thought. We gather around a number of intellectual and creative opportunities, both online and in person, creating a dynamic and engaging space that goes beyond traditional knowledge consumption.

Luminary Thinker

National Association of Women Sales Professionals

∙ Built a global community of 15,000 women sales professionals, offering targeted mentorship, training programs, and resources that enhanced confidence and career advancement.
∙ Spearheaded strategic partnerships with 50+ global organizations to embed equity-focused hiring and development strategies, achieving measurable increases in diversity and retention.
∙ Designed and launched scalable programs like NAWSP:EVOLVE, addressing systemic challenges and driving industry-wide transformation.

Total Quality Logistics

• Secured and expanded pivotal freight brokerage accounts, identifying prospective clients and sealing lucrative deals.
• Exceeded growth targets by 200%, showcasing exceptional ability to set and surpass ambitious DEI goals.
• Amplified revenue streams to $2 million within eighteen months, ensuring long-term financial viability.

Senior Account Executive, Logistics

Mary Kay Inc.

• Drove customer interest and revenue for a cosmetics company through market research and successful deal closures.
• Initiated employee surveys to enhance organizational communication and understanding.

Director of Employee Engagement

Women leave millions on the table every year—in salary, promotions, and business deals—because they hesitate to ask for what they deserve.

🔹 I help high-achieving women own their worth, negotiate fearlessly, and close with confidence—whether in the boardroom, the sales floor, or their career.

🔹 As a TEDx speaker, executive coach, and Fortune 500 consultant, I’ve worked with leaders at companies like Google, Bridgestone, and New York Life to empower women to stop settling and start owning their value.

🔹 WHAT I TEACH:
✅ How to negotiate with confidence and secure what you’re worth
✅ How to own your presence, influence, and executive authority
✅ How to sell yourself, your ideas, and your expertise like a pro

📢 FEATURED KEYNOTE: “Own Your Ask™ – The Art of Getting What You Deserve”
🔥 Perfect for sales teams, corporate leadership events, and women’s executive groups.

📅 Want me to speak at your next event? Let’s talk!

DM me or visit www.cynthia-barnes.com

* Founded NAWSP to offer executive-level consultation and develop DEI-specific strategies tailored for various industries, serving both U.S.-based and international clients.
* Advised C-Suite Leadership on optimal strategies to achieve short- and long-term objectives, sharing insights on trends, best practices, and their potential impacts on business models.
* Conducted Organizational Assessments to identify areas of improvement and recommended enhanced policies, processes, and procedures to clients.
* Developed and Facilitated Customized Curriculums focusing on recruitment and retention for over 50 organizations nationally and internationally.
* Implemented Employee Training and Development Programs to foster skill enhancement and professional growth.
* Established Performance Metrics and Measurement Systems to assess employee productivity and effectiveness.
* Orchestrated DE&I Roadmaps, aligning organizational goals with actionable diversity initiatives.
Increased Representation of underrepresented populations by 64% through targeted recruiting and mentorship programs.
* Conducted Equity Analysis across the entire employment life cycle, including recruitment, retention, interviews, performance evaluations, and separations.
* Developed ERGs (Employee Resource Groups) to promote inclusivity and address specific employee needs and concerns.
* Managed Talent and Succession Planning Programs to ensure organizational continuity and growth.
* Promoted a Positive and Inclusive Organizational Culture, enhancing team member engagement and productivity.
* Focused on Risk Management to mitigate potential organizational challenges and disruptions.
* Delivered Value by creating customized curricula and training for multiple industries, enhancing organizational capability and adaptability.
* Shared Industry Insights on current and emerging trends, enabling clients to adapt and innovate in their respective domains.

I was packing my office when Brad walked in.

"Hey, can you send me that diversity framework before you go? Leadership wants to implement it next quarter."

The same framework he called "too aggressive" in our team meeting.

The same framework they said wasn't "the right fit" when I presented it.

The same framework that would've saved them $1.2M in retention costs.

I looked at the boxes holding seven years of excellence they never saw. The awards they never celebrated. The solutions they never credited.

"Which framework, Brad? The one you said wouldn't work? Or the one from my presentation that 'made people uncomfortable'?"

He shifted. Cleared his throat. "Look, things change. Leadership sees the value now."

Translation: They need my Black excellence to clean up their diversity metrics. Again.

But this time? This time was different.

I reached into my box. Pulled out my laptop. Opened the file.

"Brad, this framework is my intellectual property. If leadership wants it, they can contract me as a consultant. My rate is $5,000 per day. Minimum engagement is 30 days."

His face went through three shades of disbelief.

"But you created it while you worked here—"

"Check my contract. I retained all rights to my frameworks. Legal signed off on it three years ago."

That's when it hit me: I wasn't tired of the work. I was tired of subsidizing their success with my brilliance at a discount.

The exhaustion wasn't from creating solutions.

It was from watching them profit from my innovation while paying me crumbs.

No more.

That framework? It's now the foundation of my consulting practice. Same framework. 10x the price. Clients who actually value it.

And Brad? Still sending emails asking for "just a quick call to pick your brain."

My out-of-office reply: "Brain-picking sessions start at $500/hour. Here's my calendar link."

To every Black woman packing up her office right now:

Your frameworks aren't company property.
Your brilliance isn't free labor.
Your exhaustion is data telling you it's time to build your own table.

Document everything. Price it properly. Invoice accordingly.

Because when you stop giving away your genius for a salary, you start building wealth with your wisdom.

They wanted your solutions at a discount.
Now they can pay full price or figure it out themselves.

Thank You; It's True™

Ready to turn your corporate IP into consulting income?

Join me on October 15th at 1 pm ET for "From Framework to Fortune: How to Package Your Corporate Brilliance into $10K Contracts."

Comment "INVOICE" below for the link.
Or register directly here now: https://lnkd.in/eeUYAEjv

#BlackWomenInBusiness #IntellectualProperty #ConsultingLife #ThankYouItsTrue

Helping 100,000 Black Women Close the Pay Gap in 5 Years | Speaker | Strategist | Founder of Thank You; It’s True™

A Black woman wearing an ivory suit. She is poised, confident, and her presence commands respect. 

They gave Brad a $50K raise for "strategic thinking."

The strategy? My framework. The one I built after they said I "lacked vision."

But yesterday, Brad made a mistake. He CC'd me on the email to leadership.

"Attached is MY diversity retention model that's projected to save us $2.3M annually."

MY model. The one I presented six months ago. The one they called "too complex" and "unnecessarily aggressive."

The one I created after tracking why we lost 73 Black women in 24 months.

I hit reply all.

"Brad, I'm confused. This looks exactly like the framework I presented on March 15th. The one you said wouldn't work because, and I quote, 'people aren't ready for this level of accountability.'"

Then I attached the original. With timestamps. With my name on every slide.

The silence was LOUD.

But here's what made me laugh:

Twenty minutes later, the CEO called. Not to apologize. To offer me Brad's job.

"We need someone who can think strategically about retention."

𝐓𝐡𝐞𝐲 𝐰𝐚𝐧𝐭𝐞𝐝 𝐭𝐨 𝐩𝐚𝐲 𝐦𝐞 𝐁𝐫𝐚𝐝'𝐬 𝐬𝐚𝐥𝐚𝐫𝐲 𝐭𝐨 𝐢𝐦𝐩𝐥𝐞𝐦𝐞𝐧𝐭 𝐦𝐲 𝐨𝐰𝐧 𝐰𝐨𝐫𝐤.

I said no.

Then I sent them my consulting invoice: $275,000 to implement the framework. $5,000/day for training Brad's team on how to use it.

They paid it. Within 48 hours.

Because suddenly, when their $2.3M savings was at risk, my "aggressive" framework became "essential."

Here's the math that should enrage you:

They offered me $127K to be Brad's replacement.
I invoiced them $275K as a consultant.
Same work. Same framework. Same brain.
$148,000 difference.

That's not a pay gap. That's a wealth canyon.

And that's why I'll never take another corporate job.

Why negotiate for 63 cents when you can invoice for full dollars?

Why beg for credit when you can bill for ownership?

Why fight for a seat at their table when you can rent them chairs at yours?

To every Black woman whose Brad is building his career on your brilliance:

Document everything.
Screenshot every email.
Save every framework.
Track every theft.

Then send the invoice.

With interest.

Because the only thing more expensive than discrimination is the bill that comes after.

They wanted my framework at an employee discount.
Now they're paying consultant prices.

And Brad? He's in my training session next week.

Learning how to use the framework he "created."

Thank You; It's True™

#BlackWomensWealthLab #IntellectualProperty #CorporateTheft #ThankYouItsTrue

Founder & CEO, Black Women’s Wealth Lab™ | Closing the Pay Gap for 100,000 Black Women by 2030 | Turning Corporate Erasure Into Undeniable Income

Professional Black woman with short natural hair, wearing a black turtleneck and pearl earrings, seated confidently at a modern desk with an open MacBook in front of her. The background shows a softly lit contemporary office with a sofa and blurred decor, creating an elegant and focused atmosphere.

They paid me $125K to lose my mind.

I just sent them the invoice for getting it back.

$500K. Plus interest.

See, I did the math on my mental breakdown. Itemized every panic attack. Calculated the compound interest on my stolen sleep.

The spreadsheet made HR nervous.
The total made Legal sweat.

Because when you quantify sanity in dollars, suddenly they understand the violence.

They paid me to manage million-dollar accounts.
But charged my mental health the difference.

Paid me to save their operations.
But cost me 3 AM panic attacks about their deadlines.

Paid me for 40 hours.
But extracted 80 hours of availability.

𝐇𝐞𝐫𝐞'𝐬 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐝𝐨𝐧'𝐭 𝐭𝐞𝐥𝐥 𝐲𝐨𝐮:

When your salary stops matching your sanity, you're not crazy.
You're just awake.

Awake to the fact that they budget for our bodies but not our breakdowns.

Awake to the reality that "competitive compensation" never accounts for therapy bills.

Awake to the extraction disguised as opportunity.

I tracked it:
- Sunday scaries: 52 weeks × 4 hours = 208 hours stolen
- Microaggression recovery: 319 hours documented
- Unpaid emotional labor: 400+ hours annually
- Sleep lost to their emergencies: Priceless

Total: They paid me $125K but cost me $500K in peace.

That's a -$375K ROI on my life.

But here's what changed everything:

I stopped negotiating salary.
Started invoicing for sanity.

Now? My consulting rate includes a peace premium.
My contracts have mental health clauses.
My boundaries have late fees.

Because when you realize they've been stealing your sanity at a 4:1 ratio, you stop asking for raises.

You start requiring reparations.

To every Black woman whose salary and sanity stopped matching:

That gap isn't your failure.
It's their theft.

And we're done subsidizing their success with our suffering.

Your sanity isn't a business expense.
It's your most valuable asset.

Price it accordingly.

Black Women's Wealth Lab™

#BlackWomensWealthLab #MentalHealthMatters #KnowYourWorth #CorporateSanity #ThankYouItsTrue

Founder & CEO, Black Women’s Wealth Lab™ | Closing the pay gap for 1,000,000 Black women by 2030 | Turning corporate extraction into income

Professional Black woman in sleeveless black top sitting at a modern white desk with MacBook laptop and black coffee mug, hand thoughtfully placed under chin, wearing elegant jewelry including hoop earrings and bracelets, with natural curly hair, against a backdrop of neutral curtains and olive green wall, embodying executive presence and contemplative leadership.

I tracked every microaggression for 6 months. The data made my boss cry.

Not tears of shame. Tears of fear.

See, I wasn't just documenting. I was building a case study in corporate gaslighting.

January 3rd, 9:47 AM: "You're so articulate" after my strategy presentation.
Translation: Surprised the Black woman can form sentences.

January 18th, 2:15 PM: "Can I touch your hair? It's so... interesting."
My scalp isn't a petting zoo, Sharon.

February 2nd, 4:30 PM: "You're being too sensitive" when I flagged pay disparities.
The data showed I made 68% of Brad's salary. Same role. Less experience on his end.

March through May? 247 documented incidents. Screenshots. Timestamps. Witnesses.

But here's what broke him:

I didn't just track the microaggressions.
I tracked the macroimpact.

Every "Where are you really from?" cost 12 minutes of productivity.
Every "You're so well-spoken" derailed focus for 23 minutes.
Every excluded meeting meant 2.5 hours recreating context.

Total productivity loss: 319 hours.
Total financial impact: $67,000 in lost output.

That's just MY data. One Black woman. Six months.

I slid the presentation across his desk. Watched him scan the numbers. The charts. The correlation between microaggressions and turnover rates.

"This is..." his voice cracked.

"Expensive?" I finished. "Yes. Discrimination always is."

He saw what I'd been trying to tell them for years:

Racism isn't just morally bankrupt.
It's literally bankrupt-ing your business.

Those weren't tears of empathy.
They were tears of liability.

Because now it was documented. Quantified. Undeniable.

The kicker? He asked if we could "work together to address this."

I smiled. Slid my consulting contract across the table.

"Absolutely. My DEI consulting rate is $5,000 per day. Minimum 30-day engagement."

Funny how they find budget when lawyers get involved.

To every Black woman tracking microaggressions:

Don't just document the disrespect.
Calculate the cost.

Make them see our exhaustion in their own language: Lost dollars.

Because when they realize racism is expensive, suddenly they're interested in solutions.

And we? We're done giving those solutions away for free.

Track it. Price it. Invoice it.

Thank You; It's True™

Ready to turn your trauma into invoices?

Join me October 15th at 1 PM ET for "From Framework to Fortune: How to Package Your Corporate Brilliance into $10K Contracts."

I'll show you exactly how to make them pay for what they stole.

Comment "INVOICE" below for the link.

#BlackWomenInBusiness #CorporateEquity #DataDriven #ThankYouItsTrue

A poised, confident woman sits, dressed in an elegant black sleeveless suit. She holds a white pen thoughtfully beside her face, her gaze calm and commanding. A silver MacBook rests on her lap, symbolizing focus and power. The soft, shadowed lighting and charcoal background create a luxurious, editorial atmosphere — timeless, intelligent, and effortlessly refined. 

They asked me what my expertise was worth.

I pulled up my bank statements from the previous 5 years.

$67,000. $72,000. $78,000. $82,000. $89,000.

That's what I charged when I called it a salary.

Then I started calling it consulting.

$50,000 for 2 days. $75,000 for a framework. $175,000 for implementation.

Same brain. Same expertise. Same Black woman.
Different invoice.

𝐇𝐞𝐫𝐞'𝐬 𝐭𝐡𝐞 𝐦𝐚𝐭𝐡 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐮𝐥𝐝 𝐦𝐚𝐤𝐞 𝐲𝐨𝐮 𝐟𝐮𝐫𝐢𝐨𝐮𝐬:

My annual salary for creating frameworks: $89,000
My daily rate for explaining them: $25,000

They paid me $89K/year to build their future.
They pay me $25K/day to understand it.

Last month, I invoiced $175,000 to three companies.
For teaching them systems I built while making 63 cents to their dollar.

One CEO called it "highway robbery."

I called it market rate for highway construction.

Because I didn't just build their systems. I built the roads their entire business runs on.

The Framework Value Formula™:

Take your last salary.
Divide by 2,080 (work hours/year).
That's what they paid per hour for your genius.

Now multiply by 100.
That's your consulting hourly rate.
Because scarcity creates value.
And you're not their employee anymore.

Real numbers from Black women using this formula:

• Former salary: $95K → Consulting rate: $4,567/hour
• Former salary: $120K → Consulting rate: $5,769/hour
• Former salary: $78K → Consulting rate: $3,750/hour

One woman invoiced her former employer $182,000.
For a 10-day engagement.
Teaching them the system she built for $78K/year.

They called it "excessive."
She called it "retroactive market adjustment."

They paid it. Because their new hire couldn't figure out her documentation.

To every Black woman wondering what to charge:

Your expertise isn't worth what they paid you.
It's worth what they can't function without.

Your knowledge isn't valued at employment rates.
It's valued at replacement cost.

Your frameworks aren't priced by the hour.
They're priced by the millions they generate.

Stop letting them rent your brilliance at employee prices.
Start selling it at market value.

The formula is simple:
What they paid you ÷ What you saved them = The crime
What you charge now × Their desperation = The correction

Invoice accordingly.

Thank You; It's True™

P.S. My client just sent her first $100K invoice. Her former salary? $72,000. Their response? "When can you start?"

Your expertise has always been expensive. You just haven't been billing correctly.

#BlackWomensWealthLab #ConsultingRates #InvoiceYourWorth #ThankYouItsTrue

Black woman with short natural curls, wearing a sleeveless white top with black trim, gold hoop earrings, and a gold necklace, seated at a dark desk with an open notebook, holding a pen near her face and looking confidently at the camera. 

I just watched it happen again.

A Black woman's framework—documented, timestamped, proven to save $3.2M—presented by someone else at a major tech conference.

The presenter got a standing ovation.
The creator got erased.

But here's what's changing the game:

We're building an economy of evidence.

Not representation metrics. Not diversity theater. Attribution backed by blockchain-level proof.

When I started tracking this pattern in 2019, the extraction was invisible. Now? 

Every Slack message = timestamped.
Every framework = version-controlled.
Every idea = documented origin.

The brutal truth: They've been reselling our brilliance for centuries. But digital fingerprints don't lie.

Here's what I'm seeing founders do differently:

• Recording every strategy session
• Watermarking frameworks with metadata
• Building IP portfolios before they build products
• Creating audit trails that lawyers salivate over

One founder I know invoiced her former employer $450K.
For using her customer retention model.
That they said "wouldn't scale."
Until it scaled to $8M in savings.

She had the receipts. They paid within 72 hours.

This isn't about revenge. It's about economics.

When attribution becomes enforceable, extraction becomes expensive.

When documentation becomes standard, theft becomes traceable.

When Black women treat ideas like assets, corporations learn to license instead of steal.

The next civil rights movement won't march on Washington.
It'll march into boardrooms with invoices.

Because receipts aren't just power.
They're compound interest on centuries of unpaid brilliance.

Document everything. 
Price accordingly.

Thank You; It's True.™

Black Women's Wealth Lab™ #BlackWomensWealthLab #ThankYouItsTrue

A professional Black woman with short natural hair wearing a beige blazer and gold hoop earrings looks directly at the camera with a confident expression. She appears to be holding or positioned behind a large quote graphic that reads "Receipts = Power, Evidence = Equity" in bold burgundy text on a white background. The Black Women's Wealth Lab logo appears in the top left corner. The image conveys authority, professionalism, and the message of documenting and valuing Black women's intellectual contributions in corporate spaces.

Actabl

A strategic operationalist who leads a high-performing team in building strong, strategic partnerships and driving long-term value for customers.

Leverages a data-driven approach to set a clear vision and build scalable systems and processes that empower the team to achieve ambitious revenue goals.  Responsible for creating and optimizing structures that drive customer satisfaction and unlock expansion opportunities.  Guides the team to become trusted advisors who deliver exceptional results, secure renewals, and drive sustainable business growth.

Vice President of Account Management

Sales Assembly

I have the privilege to be part of the extended cohort of thought leaders teaching the Sales Assembly curriculum.  My 2024 curriculum is focused on the concept of multi-threading and leveraging practical tools in order to increase opportunity and minimize risk within accounts.  Our class size is just right - providing the ability to engage and learn from each other.

Featured Thought Leader

Gain Grow Retain

Gain Grow Retain is a community for Customer Success leaders to share their work, collaborate and grow their careers.

💥 💥 💥 Join the movement: GainGrowRetain.com 💥 💥 💥

Member

Highspot

Leading a rockstar organization that grows and retains our customers.  We look to create and deliver business value back to our customers so that they achieve their strategic growth initiatives.  

Build, collaborate, and lead the expansion sales strategy, prioritization, and go-to-market decisions to successfully grow our existing business.  Develop short and medium-term organizational capability and resource plans.  Collaborate with Marketing teams on the planning and execution of marketing campaigns and initiatives that will enhance sales pipeline generation.  Rapidly build a world-class account management team, providing meaningful career paths for the organization.  Maintain and improve a successful and positive work environment anchored in our guiding values and Diversity, Equity & Inclusion.

Sr. Director, Account Management

FedEx Office

Managing Director of Sales for Eastern United States.
Developed and provided strategic sales leadership in the acquisition, growth and retention of Fortune 500 Companies.   Solutions included communication logistics and branding/content messaging, delivery and management solutions. Responsible for B2B channels, focusing on Strategic, Enterprise and Mid-Market segments, as well as a full Customer Success organization.  Third line leader responsible for an organization of 150 sales professionals.

Managing Director, Full Cycle Sales & Customer Success

Lead a team of 22 sales professionals - 2 Major Account Managers, 8 Field Account Managers and a Manager who leads 12 Geographic Account Developers.  Focus is on pursuing, activating, growing and retaining business in main market segments - SMB to Strategic & Enterprise accounts.

Market Sales Manager

Led through various restructures - teams based in Mid Atlantic, Southeast and NYC

Regional & Field Sales Manager

With over 20 years of experience in sales, account management, and customer success leadership, I am passionate about creating and building high performance teams who can deliver business value to our customers at Highspot, the leading sales enablement platform. As the Sr. Director of Account Management, I lead a rockstar organization that grows and retains our customers by helping them achieve their strategic growth initiatives.

I collaborate with executive leadership and cross-functional teams to develop and execute expansion sales strategies, marketing campaigns, and organizational capability and resource plans. I also rapidly build and mentor a world-class account management team, providing meaningful career paths and opportunities. 

I am proud to have received multiple FedEx Five Star Awards for my innovation, collaboration, efficiency, and profitability in previous roles. I am also a lifelong learner who has completed executive education programs at Cornell, Northwestern, and UNC, among others, in addition to my MBA from the University of Richmond.

My spare time is devoted to service to my community, often along side my family.

Lisa Honaker

#mindsetmonday

Are YOU Playing to Win 🎙️?  

"In today's economy"?

Yes...in light of government shutdowns, tariffs and global uncertainty - you CAN succeed...if you play to win! 🎯 

Thanks to the one and only Peter Schmitz, I got the opportunity to spend some time with Michael Ocean, CEO of SellMeThisPen AI.  Our conversation hit on several topics related to grit, resilience and mindset.  We explored why a growth mindset is key to selling through a downturn, and why it’s more effective to "play to win" rather than "play not to lose." 

This discussion highlighted a powerful truth: your mindset is the engine of your success. In an environment with constant challenges, a growth mindset isn't just a nice-to-have—it's a requirement for winning. 

Take a peek.  Give a listen.  I hope you find a nugget you can use today to help you play to win!  If you do, drop it here so others can benefit!  That's what LinkedIn is all about!  👇🏻 

I'm so grateful to have had this time with Michael!  I was inspired to revisit my own thoughts and processes (yes, it was a mini-therapy!).  

The best way to lead is to play to win, not just to survive. 🦾 

#mindset #airoleplay #downturn #sales

https://lnkd.in/ecD3RMFA

CEO @ SellMeThisPen.ai - AI Roleplay & Individual Sales Coaching at Scale.

Fragile economies don’t kill companies. Leadership choices do.


Two orgs can face the same downturn. One panics and slashes. The other leans into customers and comes out stronger. Which are you?


On the latest SellMeThisPen AI Podcast, I sat down with Lisa Honaker revenue leader at FedEx, Highspot, and now Head of Account Management at Actabl. She’s led teams through downturns and fragile cycles, and her advice is blunt.

"My argument is that you sell your way through it."


Lisa’s seen how fear-driven cuts ripple: customers lose trust, teams lose confidence, and the business loses momentum. Yes, trimming bloat matters. But shrinking back as your only move? That’s playing not to lose!


Her playbook for a fragile economy:

1️⃣ Know your customers deeper than ever. Don’t stop at surface “value.” Study their industry headwinds, their competition, even their personal stakes.

2️⃣ Be the problem-solver. Buyers today aren’t looking for pitches. They want advisors who reduce risk and make them look smart in front of their org.

3️⃣ Protect your people. Fear follows employees home. Fear kills performance. Support unlocks the discretionary effort that actually drives growth.


In the full episode we cover:

 – Why reflexive cuts backfire harder than most execs realize
 – How account managers may need sharper competitive intel than AEs
 – Lisa’s rebranding strategy from FedEx to SaaS
 – What makes sellers like Peter Schmitz unforgettable in tough times


What’s your take -> do you cut, or do you sell your way through?


P.S. Link to the full episode in the comments! 👇

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