Laura Smith’s career began far from a traditional sales path. After studying languages and starting as a teacher, she joined an airline, where early experience in a lost baggage call center shaped her belief in leading with empathy. She explains that empathy shapes trust and culture, and those two things shape performance. When asked in 2020 to lead the global sales organization at Hertz, she relied on people skills, reliability, and a strong team foundation to step into commercial leadership during extraordinary change, including bankruptcy and a complete reset of the business.

Smith defines exceptional sales leadership as building an engine that hits the numbers every time, focused on daily behaviors, consistency, and culture as the performance multiplier. She emphasizes preparation, listening more than speaking, understanding the human in the room, knowing the decision maker, and conducting the meeting before and after the meeting. Through uncertainty, she believes in over communication, short-term priorities, celebrating wins, and reminding teams that they can do hard things. Moving from Ireland to the United States reinforced resilience, trust in opportunity, and the power of team.

Notable Quotes

• “Leading with empathy shapes trust, it shapes culture.”

• “Sales at the end of the day is really solving problems.”

• “An exceptional sales leader builds an engine that hits the numbers every time.”

• “You cannot over communicate in scenarios of deep change and grave uncertainty.”

• “Change is the most incredible mechanism for real growth.”

Liz emphasizes sustained career growth comes from consistently asking what comes next and seeking opportunities beyond defined roles. She explains the importance of expanding perspective by understanding how different functions connect, particularly financial and operational considerations, and encourages professionals at all levels to learn the broader business language. By intentionally exposing herself to unfamiliar areas, she was able to contribute in more meaningful ways and open new opportunities for growth.

Suzanne discusses how her transferable skills have aided her hospitality journey from restaurants to hotels to academia and podcasting and how she develops new skills with each role. She shares her strategies for achieving work life harmony, one thing people don't know about her, and what advice she'd give to her younger self. Suzanne talks about her leadership evolution, how the next generation sees leadership today, and her strategies for public speaking and how they've changed since her first big opportunity.