Lori Mathis

When I think about what people appreciate most about working with me, I believe it comes down to connection. I have always been a relationship person. Whether I am leading a large organization, walking into a retail store, sitting with a client, or having a one-on-one conversation with someone on my team, I want people to feel seen, heard, and valued. I think one of the greatest gifts you can give someone is your full attention — to make them feel like, in that moment, they are the only person in the room.

That kind of connection does not happen by accident. It requires listening with intention, asking better questions, and caring enough to hear what is really being said — not just the words, but the emotion, the concern, the opportunity, or the need behind them. I have learned over my career that people will follow a leader who makes them feel understood, but they will go even further for a leader who turns that understanding into action.

That is why I am such a strong believer in feedback. Listening is important, but listening without action is just a meeting. I believe culture is built in the moments after people speak up — when they see that their voice mattered, that something changed, or that someone cared enough to follow through. My leadership style is rooted in creating that kind of culture: one where people feel safe to be honest, challenged to grow, and supported enough to take the next step.

I also believe deeply in giving people room to breathe. High standards matter, but people cannot grow if they are afraid to make a mistake. Some of the best lessons in my own career came from being stretched, taking risks, missing the mark, and learning how to move forward stronger. I want the people I lead to know they have permission to learn, to try, to fail forward, and to keep building confidence along the way.

At the heart of it, I lead through connection, accountability, and belief in people. I care about results, but I care just as much about how we get there — because when people feel valued, trusted, and heard, they do not just do the work. They help build something bigger.

The best career advice I ever received came from my dad. He used to tell me, “Always look in the mirror first.” His point was simple — before blaming someone else or focusing on the person across the table, check yourself first. Leadership, accountability, and growth all start there. Over the years, that advice has stayed with me in every role and every challenge. It’s taught me to lead with self-awareness, own my part, and always focus on what I can control.

The second piece of advice he gave me was a little more colorful, but just as important: “Don’t ever let any son of a bitch ruin your day — it’s not worth it.” That lesson taught me resilience. No matter how tough the moment, difficult people or setbacks should never have the power to steal your energy, your joy, or your focus. Those two lessons together have shaped not only the way I lead, but the way I live.

One of the things I tell young women I mentor is this: you can look like a Ferrari, but you better damn well know how to take the curves and stay on the rail. And what I mean by that is — yes, in life and especially in people-driven industries, presence matters. Confidence matters. The way you carry yourself can absolutely open doors. I’m honest about that because I believe honesty helps women navigate the real world, not the ideal version of it.

But what keeps you in the room has nothing to do with appearance. What keeps you in the game is your ability to know your business, understand your product, communicate with conviction, and bring passion and heart into what you do every single day. You have to know your talk track. You have to understand your customer. You have to be prepared when the conversation shifts, when the pressure hits, or when the room gets tough. That’s what builds credibility. That’s what earns respect.

When I look back over my own career across technology, retail, and live engagement environments, I know the moments that mattered most were never about being the loudest person in the room — they were about being the most prepared, the most connected, and the most authentic. I built my career in industries that are still incredibly relationship-driven and face-to-face. We are still in a people business. Energy matters. Presence matters. Human connection matters.

And I think there’s real power in teaching women that they do not have to choose between strength and femininity, polish and intelligence, confidence and compassion. You can walk into a room with presence and still back it up with substance, strategy, grit, and heart. In fact, you better — because that’s what carries you across the finish line.

One of the biggest challenges in our industry right now is the pace of market volatility and the constant fight to maintain a competitive advantage. Pricing progression is happening across every category, margins are tighter, customers are more informed than ever, and brand loyalty alone is no longer enough to win. You cannot rely on yesterday’s strategy in today’s market. You have to stay ahead of the shifts, understand the competitive landscape, and know how to clearly articulate value in a way that actually matters to the customer.

For me, the real differentiator has always been the ability to move beyond features to understand people. Whether it is a client, a retail partner, a team member, or a customer standing in front of a shelf, success comes from understanding what matters most to them. What problem are they trying to solve? What pressure are they under? What are they worried about? What does winning actually look like from their perspective?

That is where insight becomes powerful. The best leaders and sales organizations are not just presenting information — they are uncovering what lies beneath the conversation and then guiding people toward the right solution with confidence. I’ve always believed our role is part strategist, part storyteller, and part problem solver. When you connect those three things, you create trust, and trust ultimately drives growth, loyalty, and long-term success.

At the core of who I am — personally and professionally — are four values: partnership, eclipsing expectations, integrity, and resilience.

I believe the best outcomes are built through true partnership. Relationships matter deeply to me, and throughout my career, I’ve learned that trust, collaboration, and showing up consistently for people create lasting impact. Whether it’s a client, a teammate, or someone I’m mentoring, I want people to know they have someone beside them, not above them.

I’ve also always believed in eclipsing expectations. I don’t believe in simply checking the box or delivering the minimum. I believe in bringing energy, preparation, creativity, and heart into everything I do. For me, success is about creating impact that people remember — not just results on paper.

Integrity is non-negotiable. One of the greatest lessons my father taught me was to look in the mirror first. Accountability starts with yourself. I believe in being honest, transparent, and consistent, especially when the conversations are difficult. Your reputation is built in the moments nobody sees.

And finally, resilience. Life and leadership both come with challenges, setbacks, and change. I’ve learned resilience is not about avoiding hard moments — it’s about learning from them, adapting, and continuing to move forward with strength, perspective, and heart.

Those values shape how I lead, how I build teams, and how I hope people feel after working with me.