025: Sales and Influence in Information Management with Charlotte Easton & Jen Rickard

Send us Fan MailIn this episode, host Jacqueline Stockwell is joined by Leadership Through Data Account Executives Charlotte Easton and Jen Rickard to discuss the unexpected side of information leadership: selling and influencing.They argue that information management professionals are not selling a product, but a vital service that requires them to master sales techniques to get business buy-in.What You’ll Learn:Relationship Building is Key: Why the first "no" is never the end of the conversation, and how consistency (the six to 12 contact points rule) builds trust.The Power of Personality Types: An overview of the four DISC personality colours (Red, Blue, Yellow, Green) and how understanding them can prevent miscommunication and strengthen stakeholder relationships.Overcoming Objections: Strategies for addressing common hurdles like budget constraints by offering alternative, value-driven solutions and free resources.LinkedIn as a Tool: Why platforms like LinkedIn are crucial for personal branding and connecting with people on a more human level before attempting a sale.Connect with the Guests:Find Charlotte Easton and Jen Rickard on LinkedIn or via the Leadership Through Data website for training and solutions.Timestamps & Chapters:00:00: Introduction to the Team and Topic: Selling & Influencing04:16: Overcoming the First "No" and the 6-12 Contact Rule07:58: High-Level Overview of the DISC Colour Profiles (Red, Blue, Yellow, Green)11:33: Challenges of Working with Different Personality Types (Green vs. Red)14:48: Using Personas to Overcome Objections (Budget, etc.)18:20: The Importance of Personal Branding for Information Leaders20:54: Final Thoughts and Contact Information🌱 Ready to take this further? If something landed for you in this episode… don’t just leave it here. You don’t need to figure it all out on your own — I’ve created a few simple ways to help you take your next step, at your pace. 🟢 — Start where you are If you’re not quite sure how you’re showing up right now, start here: 👉 Thinking with Jaki Scorecard — your Influence Action Plan Use this to get clarity on how you currently show up, where you might be getting stuck, and what your next influence move is. Thinking with Jaki 🟡 Build clarity and direction Once you’ve got that awareness, let’s build a clearer picture of where you are overall: 👉 Leadership Through Data EMPOWER Scorecard This will show you where you sit across the EMPOWER framework — your strengths, your gaps, and what to focus on next so you can move forward with confidence. The Leadership Through Data EMPOWER Scorecard 🔵 Grow with me If you’re ready to go deeper and build real momentum: 👉 Join the free EMPOWER Masterclass | Leadership Through Data I’ll walk you through the full roadmap and help you see exactly how to step into your influence and leadership — in a way that feels like you.  The EMPOWER Masterclass | Leadership Through Data   🚀 Want to keep building? If you’re ready to take action beyond this episode, here are a couple of ways we can work together: 👉 Book Jaki to speak at your next event Bring these conversations into your organisation or community with practical, real-world learning. Public Speaker, Write & Podcaster - Jacqueline Stockwell 👉 Join the 21-Day EMPOWER Sprint Build momentum, take action daily, and stop overthinking your next move. https://leadershipthroughdata.com/empower-21/  💬 Final thought You don’t need to do everything at once. Just take one next step. And if this episode helped you, I’d love you to share it with someone who needs to hear it too 💛Support the show