The Exceptional Sales Leader Podcast: Recent Episodes
Darren Mitchell
You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results
On this episode of The Exceptional Sales Leader Podcast, I am joined by David Fullmer, who openly shares his trials and triumphs from a challenging youth to becoming a successful entrepreneur in Hawaii. Through an inspiring narrative, David recounts the transformative experiences that shaped his path, including the pivotal moment he discovered a life-changing contract he forgot about. This episode is infused with motivational insights and practical wisdom, all revolving around the innovative concept of B7, a rhythm for living a superhuman life. Join in as David passionately unpacks the essence of B7, elucidating how each day of the week is aligned with specific intentions like Motivation Monday and Forgiveness Friday. He emphasises the power of writing down goals, stating, “I realised the power of writing things down. The power that dreams come true and realising that nothing will ever happen to me, it will only happen for me.” Central themes include the importance of persistence, self-awareness, and the effective management of one’s energy and attitude. This episode is a must-listen for anyone looking to uplift their life rhythm and step into their fullest potential.
To connect with David and to learn more about what he does, please click the links below. Also, to receive a free digital copy of his book “Becoming Seven: The Superhuman Rhythm”, please send him a DM on Instagram and mention “Super Human & Exceptional Sales Leader”.
Website – https://www.davidfullmer.com/
Instagram – https://www.instagram.com/davidfullmerofficial/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Nic Woodthorpe-Wright, CEO of WWA Corporate Coaching. The conversation dives deep into Nic’s professional journey, highlighting his transition from hospitality and sales roles in London to establishing a successful coaching business in Dubai. We discuss the development and significance of the coaching industry, emphasising its evolution from a remedial tool to a key instrument for enabling leadership and performance in corporate environments. The episode further explores the importance of cultivating a coaching culture within organisations, stressing how coaching can transform leadership capabilities and operational efficiency. Nic speaks about the challenges and misconceptions around coaching, particularly in the Middle East, accentuating the shift towards recognising coaching as essential for development rather than solely remedial. The impact of AI on coaching and sales is also addressed, providing listeners with thought-provoking insights into how technology and human interaction coalesce to enhance coaching effectiveness. This episode is perfect for those interested in understanding the intersection of coaching, leadership, and sales in today’s fast-paced corporate world.
To connect with Nic and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/executivecoachmiddleeast/
Website – https://wwacoaching.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Jason Rosado, a Chicago-based business coach and CEO of Distinctive Coaching, known for his remarkable ability to help small businesses grow and thrive. Jason shares his journey from his early days owning a restaurant to becoming a successful full-time business coach, emphasising the importance of passion, leadership, and personalised coaching strategies. He delves into the challenges faced by small businesses, especially in sales and customer service, while highlighting the significance of tailored training and development. His unique insights into the hiring process stress the importance of cultural fit and motivational alignment, steering away from the traditional focus on experience alone. By sharing a client success story, Jason reinforces the critical role of understanding motivations and building strong relationships within the business environment. He also offers an exclusive opportunity for listeners to engage in a free, strategy-focused coaching session, underscoring his commitment to value and growth for small business owners.
To connect with Jason, to learn more about what he does, and to experience a free coaching session, valued at $500US, go to:
LinkedIn – https://www.linkedin.com/in/bizcoachjason/
Website – https://distinctivecoaching.com/
Free Coaching Call – https://distinctivecoaching.com/virtual-meeting/ – be sure to insert ‘Darren Podcast’ when setting up the call to qualify for the free session.
In this dynamic episode of the Exceptional Sales Leader Podcast, I engage in an enlightening conversation with Sahil Nijhawan, a driving force in the travel industry. The discussion centers around the trials and triumphs of building businesses in a global economy, particularly during unprecedented times of adversity like the Covid-19 pandemic. Sahil shares his profound insights on maintaining persistence, navigating the challenges of the travel industry, and successfully diversifying business strategies. Throughout the episode, Sahil reflects on key lessons learned from his extensive career in travel, highlighting the importance of aligning investors with business vision, leveraging AI in business, and the power of networking and community in achieving growth. He shares how diversification and maintaining a fearless approach have been vital in his success, especially after experiencing significant setbacks during the global pandemic. This episode stands as a testament to the resilience and innovative spirit required to thrive in today’s rapidly evolving business landscape.
To connect with Sahil and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/sahil-nijhawan-2018aba/
Website – https://www.nexusdmc.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Nicola Anderson, founder of “Capacity to Grow.” Nicola, leveraging her 25 years in the construction industry, shares her journey from leading large teams to becoming a successful entrepreneur helping SMEs scale their operations. The discussion explores the impact of AI, the significance of strong relationships, and how business owners can transition from being bottlenecks in their companies to strategic leaders who foster growth and sustainability. The episode is filled with insightful anecdotes and practical advice, making it a valuable listen for founders and business leaders alike. The conversation delves into the challenges founders face in extracting themselves from day-to-day operations. Nicola emphasises the importance of building trust, effective delegation, and leveraging technology such as AI to optimise business processes. She highlights the need for creating a work environment that values relationship-building and fosters an inclusive culture. This is crucial for leaders aiming for operational efficiency while mapping out future growth plans. As the episode progresses, Nicola reflects on her personal experiences and the synergy between AI advancements and maintaining the human touch, offering listeners actionable insights into developing a resilient and flexible business model.
To connect with Nicola and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/nandersonnotts/
Website – https://nicolaanderson.co.uk/
In this episode, I enjoy a captivating conversation with Justin Shriber, CEO, and co-founder of Terret. We explore the revolutionary concept of asymmetric growth, boosting top-line sales while driving down costs, a seemingly utopian vision for sales organisations. With his extensive experience across multiple business functions, Justin highlights the transformative power of technology, particularly AI, in redefining the sales landscape. The discussion delves into Justin’s rich career trajectory, starting from childhood inspiration drawn from a simple game of Mousetrap to strategic roles at major corporations like McKinsey, Siebel, and LinkedIn. Justin unveils the inherent challenges sales teams face with CRM systems and shares how Terret’s innovative platform acts as a ‘McKinsey consultant’ and ‘F1 pit crew’ for sales, effectively balancing human interaction and technological precision. Moreover, listeners will gain insight into how Terret is redefining sales roles and processes in a show-me world, encouraging agility and precision for increased efficiency and customer satisfaction.
To connect with Justin and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/justinshriber/
Website – https://www.terret.ai/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Nathan Mark, a seasoned sales expert known for his innovative approach to building relationships in the field of HVAC sales. The discussion highlights Nathan’s journey from a lemonade stand entrepreneur to a seasoned professional with deep insights into sales dynamics. Set against the backdrop of Nathan’s new book, “The Mark Method,” the conversation explores key elements that contribute to successful sales interactions, emphasising the importance of relationships and authentic connections. Nathan delves into his sales philosophy, underscoring the value of understanding customer needs, the significance of personal growth, and the power of genuine connections. He passionately discusses the shift from traditional sales tactics to more meaningful, relationship-oriented strategies, cautioning against the pitfalls of relying solely on leads and transactions. The episode also touches on the impact of AI in sales, with Nathan highlighting its role as an enabler while maintaining the irreplaceable value of human interaction. This episode provides listeners with actionable insights and strategies that transcend traditional sales methods and focus on deeper connections.
To connect with Nathan and to learn more about what he does, including grabbing a copy of his book “The Mark Method”, go to:
LinkedIn – https://www.linkedin.com/in/nathanmarkmethod/
Website – https://nathanmark.com/
Book – https://themarkmethod.com/book225242-6437-5464
In this episode of the Exceptional Sales Leader Podcast, I chat with William Anderson, who shares his journey from military communications to becoming an influential sales leader and advisor. Fresh from his two-week vacation in Italy and France, William discusses the nuances of complex B2B sales and the essence of building trust and mitigating customer risks. This dialogue provides a wealth of knowledge for those in sales leadership positions, diving deep into understanding customer needs over mere product solutions. He elaborates on his pioneering book, “The Room Goes Quiet,” and shares his valuable experiences with enterprise-scale transformations and the psychology behind executive decision-making. The conversation shifts to his creation, the Room Goes Quiet Intensive, a program designed to help businesses overcome stalled deals. William highlights the importance of being curious over applying pressure and emphasises the necessity for sales teams to listen to and address the underlying concerns of their clients. His insights are crucial for those looking to elevate their sales processes and develop long-lasting strategic partnerships.
To connect with William and to learn more about what he does, including grabbing a copy of his book “The Room Goes Quiet”, please go to:
LinkedIn – https://www.linkedin.com/in/william-anderson-b65a0b/
Website – https://www.virtuosostrategy.com/
Book – https://www.virtuosostrategy.com/book.html
In this insightful episode of the Exceptional Sales Leader Podcast, I sit down with Mitch Sapoff, a sales innovator known for transforming high-ticket remote closing strategies & the creator of the RapidClose™ Method. Mitch shares his journey from entering the high-ticket sales industry in 2018 to becoming a sought-after coach, training hundreds of sales professionals to excel in remote closing. We delve into sales methodologies, AI’s role in sales, and how exceptional salespeople differentiate themselves in increasingly competitive markets. The conversation traverses numerous facets of the modern sales landscape as we discuss the nuances of shortening sales cycles, aligning marketing with sales, and leveraging AI for sales effectiveness. Mitch shares insightful strategies on prospect engagement, emphasising the importance of authentic communication and adaptive selling. We also explore the significance of understanding buyer psychology and the importance of cultivating a mindset shift within sales teams to enhance their adaptability and listening skills. The episode concludes with Mitch offering a unique perspective on modern selling practices and how sales teams can remain dynamic and responsive to industry changes.
To connect with Mitch and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/mitchell-sapoff/
Instagram – https://www.instagram.com/mitchsapoff/
In this episode of the Exceptional Sales Leader Podcast, I welcome Charlotte Johnson, CEO of Drew and Rose, to discuss the longstanding challenges and evolving dynamics between sales and marketing teams. The conversation opens with Charlotte sharing her entrepreneurial journey from her beginnings in marketing to running a successful company that specialises in aligning sales and marketing strategies. She emphasises the importance of bridging the gap between sales and marketing by leveraging data, technology, and a test-and-learn culture. She delves into the practical strategies that can help sales and marketing teams collaborate more effectively and underscores the transformative impact of technologies like AI and automation in streamlining sales funnels and enhancing customer interactions. “If you’re not learning, we’re not testing enough, we’re not risking enough,” she highlights the importance of continuous learning and adaptation. With insights into improving CRM systems, creating high-conversion landing pages, and enhancing team communication, Charlotte provides actionable steps for fostering a culture of collaboration and innovation.
To connect with Charlotte and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/charlotteljohnson/
Website – https://drewandrose.com/
Today on the Exceptional Sales Leader Podcast I engage in a fascinating conversation with Barry Moline about the nuances of ethical influence in leadership. Listeners are introduced to Barry’s rich career history, detailing his journey through roles in the electric utility industry to his current focus on ethical leadership training at the Cialdini Institute. Not only do we learn about Barry’s professional trajectory, but we also delve into the intricacies of ethical influence and its critical role in business and personal development. Throughout the episode we explore various aspects of influence within a sales context and beyond, underscoring the significance of maintaining integrity in leadership roles. Rich with insights, the discussion touches on key principles taught at the Cialdini Institute, and the real-world application of these principles in fostering genuine relationships. Through vibrant storytelling and Barry’s numerous anecdotes, including his experiences as a professional hockey referee, the episode delivers a clear message about the power of authenticity and ethical behaviour in effective leadership.
To connect with Barry and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/barry-moline/
Website – https://barrymoline.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Doug Levy, President at Lexington Rose Consulting. As a seasoned sales and operations veteran, Doug shares his journey from starting an insurance agency at 23 to mastering the intricacies of sales leadership as a COO. We delve into the importance of operationalising sales processes, building effective sales teams, and aligning operational strategies with sales goals to drive business growth. Throughout the conversation, Doug underscores the value of preparation and understanding the unique qualities of individual salespeople. He discusses how a well-structured sales process can differentiate good salespeople from great ones, emphasising the need to focus on sales conversion rates over mere volume. The dialogue also touches on essential concepts like the emotional dynamics of sales, debunking the extrovert myth, and honing sales techniques through continuous practice and technical training. This episode is a treasure trove for sales leaders and entrepreneurs looking to refine their operational strategies and elevate their sales teams.
To connect with Doug and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/levydoug/
Website – https://www.lexingtonroseconsulting.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Sean Campbell, CEO of Cascade Insights, to explore the revolutionary impact of AI on businesses and education. Sean shares insights into his career trajectory from a network engineer to AI educator and strategist, highlighting the importance of lifelong learning and technology’s real-world application. With a foundation in market research, Sean delves into how AI is enabling companies to navigate significant change, focusing on productive applications of AI in academic and professional settings. He shares a provocative outlook on the future of AI, discussing its role in societal change and potential job displacement. He examines the balance between technological advancement and the human touch in business, underscoring the need for companies to manage AI and human resources adeptly. The conversation highlights the merits of integrating AI into decision-making processes and cultivating soft skills to complement AI’s capabilities. The discussion underscores the urgency of preparing the current and future workforce to adapt to AI-driven environments while maintaining a humane approach to business leadership.
To connect with Sean and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/seancampbell/
Website – https://www.cascadeinsights.com/
In this captivating episode of the Exceptional Sales Leader Podcast, I chat with Scott Scovill, a visionary entrepreneur from Nashville, Tennessee. We delve deep into Scott’s transformative journey from a troubled college drop-out to the celebrated leader of MOO TV. The discussion covers Scott’s early challenges, his encounter with U2’s technical crew, and the life-changing moment that drove him to pursue a career in the music industry without being a musician himself. With a blend of heartfelt storytelling and practical advice, Scott shares invaluable lessons on overcoming the fear of failure and the immense power of tenacity. The conversation further explores his unique approach to business and sales that has helped MOO TV achieve remarkable success, maintaining a high client retention rate. He discusses how his tenacious mindset and a commitment to personal growth have propelled his business into a global leader in the video production arena. Key aspects such as the importance of surrounding oneself with a supportive network, the challenges of entrepreneurship, and the significance of passion in driving success are thoroughly examined. Listeners are treated to inspirational anecdotes involving renowned artists like Chris Stapleton and key insights from Scott’s book, Tenacious, which features contributions from notable figures across various industries.
To connect with Scott, and to learn more about what he does, including getting a copy of his book “Tenacious”, go to:
LinkedIn – https://www.linkedin.com/in/scott-scovill-943a4022/
Website – https://scottscovill.com/
Book – https://tenaciousbook.com/
In this insightful episode of the Exceptional Sales Leader Podcast, I sit down with Glenn Sandifer, a seasoned expert in sales and leadership. Opening with a candid acknowledgment of missed connections, the conversation quickly pivots to Glenn’s remarkable journey from aspiring entrepreneur in the culinary sector to a dynamic leader in sales and consulting. With over two decades of experience spanning sales leadership, consulting, and operations, Glenn shares his kaleidoscope of experiences, from handling global sales strategies at Samsung to pioneering marketing efforts in the security industry. Through rich storytelling, Glenn unveils the lessons from his non-linear career path, emphasising adaptability, grit, and the essence of servant leadership. The dialogue explores key sales strategies for thriving in uncertain macroeconomic climates, the importance of mentorship, and building adaptable, multifaceted sales teams. As Glenn reflects on his career arc, he advises aspiring leaders to cultivate resilience and remain focused on continuous personal and professional development. His perspective provides timely insights for sales leaders navigating an ever-evolving business landscape.
To connect with Glenn, and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/glennsandifer/
Website – https://www.glennsandifer.com/
In this episode of the Exceptional Sales Leader Podcast, I engage in an insightful conversation with Skip Wilson, the innovative CEO of Draft Media Partners. Skip shares his incredible entrepreneurial journey, beginning with his teenage years as a budding copywriter and leading to his impactful work at iHeartMedia. The discussion delves into his transition from a corporate setting to founding Draft Media Partners, where he now focuses on strategic advertising solutions. Amidst witty anecdotes and practical wisdom, Skip explains the significant lessons he has learned and continues to apply to drive success in a rapidly changing digital landscape. He reveals the dynamic shifts he has observed in the marketing and advertising sectors, especially with advancements in technology and AI. The episode touches upon the challenges businesses face in a saturated digital world and how Draft Media Partners helps clients navigate these complexities. By breaking down the essentials of creating effective ad campaigns, Skip underscores the importance of specificity in messaging and audience targeting to optimise results. He also discusses the evolution of marketing strategies, emphasising the role of omni channel marketing and the future implications of artificial intelligence on the industry.
To connect with Skip and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/skipwilson/
Website – https://draftadtech.com/
In this episode of the Exceptional Sales Leader Podcast, I engage in a compelling conversation with Colleen Stanley, exploring the critical role of emotional intelligence and mentorship in sales leadership. We discuss the transformative journey from sales contributor to leadership roles and the importance of being able to tandem emotions and intellect to improve team dynamics and achieve sales excellence. Colleen’s experience includes navigating career challenges with the backing of powerful mentorship, leading her to emphasise the importance of creating and nurturing mentoring cultures in organisations for sustainable success. Colleen underscores the profound impact that emotional intelligence can have on sales teams, encouraging leaders to develop self-awareness and empathy to enhance communication and collaboration. She shares insights from her personal experiences and her book “Be the Mentor Who Mattered,” guiding organisations to foster environments where informal mentorship thrives. This episode provides actionable advice on establishing effective mentoring relationships and utilising emotional intelligence to lead with authenticity and assurance, ensuring optimal performance and career growth for every team member.
To connect with Colleen and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/colleenstanleysli/
Website – https://www.salesleadershipdevelopment.com/
In this fascinating episode of the Exceptional Sales Leader Podcast, I welcome Blair McGee, a professional with a dynamic background in military service, sales, and law enforcement. Blair, originally from Scotland, shares his journey from the UK to Australia, detailing how he fell into sales after his military stint and eventually joined the police force as a prosecutor. This episode takes an intriguing turn as Blair reveals the striking parallels between prosecuting in a courtroom and selling in the business world—an insight that led him to create the “Verdict Method,” a unique sales framework. He delves into the significance of having a structured sales process, much like preparing a legal case. As he recounts his first nerve-wracking experience in sales and later in the courtroom, Blair underscores the importance of preparation, evidence-based persuasion, and guiding clients through a journey of discovery rather than forcing a sale. Ethical selling, as discussed, is about understanding a client’s needs and objections and serving their best interests; principles that resonate both in legal practice and in closing a sales deal.
To connect with Blair and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/blair-mcgee-59782a22/
Website – https://www.verdictsales.com.au/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Kevin St.Clergy, a seasoned entrepreneur, and expert in transforming businesses through innovative strategies. Kevin shares his unexpected journey from a promising baseball player to a groundbreaking audiologist and consultant, detailing how these experiences shaped his current endeavours in entrepreneurship. The conversation highlights Kevin’s concept of “blind blaming,” a phenomenon where businesses may incorrectly identify problems, thus resolving the wrong issues effectively. The discussion delves deep into cognitive biases such as availability and confirmation bias that impact business decisions, and how sales leaders can transcend these by implementing the RCD (Reflect, Connect, Decide) method. Kevin shares anecdotes of turning businesses around by challenging root cause analyses and the importance of having an external perspective through coaching or mastermind groups. The episode is sprinkled with wisdom on leadership, team dynamics, and maintaining a healthy organisational culture, making it a compelling listen for anyone in sales or business leadership.
To connect with Kevin and to learn more about what he does, including plugging into his podcast ‘Beyond Blind Blaming’, please go to:
LinkedIn – https://www.linkedin.com/in/kevinstclergy/
Website – https://www.blindblaming.com/
Podcast – ‘Beyond Blind Blaming’ – https://open.spotify.com/show/09vOWG9RLteaQGf6z6swV7?si=09d0f73069e34958
In this episode of the Exceptional Sales Leader Podcast, I am joined by Julie Lancaster, a leadership specialist known for her innovative approach to storytelling and strategy within leadership. We delve into Julie’s fascinating journey from being the Dean of Education to becoming an influential coach and strategist. As Julie shares her insights on the importance of leadership agility and authenticity, the conversation touches upon critical elements like intrinsic motivation, effective communication, and the dynamic role of storytelling in leadership development. The discussion further emphasises the necessity of understanding individual learning styles and motivations to enhance team onboarding, retention, and succession planning. Julie’s model, REST, which stands for relate, engage, short, and theme, is highlighted as an effective framework for crafting stories that inspire and drive action. With references to her book “Beyond Words,” Julie underscores how stories can bridge gaps in communication and create deeper connections within teams. This episode is a treasure trove of leadership wisdom, offering practical tips for sales leaders aiming to elevate their team’s performance through the power of storytelling and strategic planning.
To connect with Julie and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/julielancaster/
Website – https://www.lancasterleadership.com/
In this episode of The Exceptional Sales Leader Podcast, I welcome Daniel Horowitz, Managing Director and Head of U.S. Sales at Taboola. Daniel, who spent formative years in Australia, shares his unique journey from studying economics and political science to becoming a distinguished sales leader in the highly competitive ad tech industry. The conversation delves into Daniel’s background, growing up in a family of artists, and how that influenced his creative approach to leadership and sales. Throughout the episode, we discuss the importance of simplicity in sales communication, earning the badge of respect with both clients and team members, and the significance of creative and servant leadership in driving exceptional sales performance. Daniel offers valuable insights on building genuine customer relationships, mastering industry knowledge, and the role of EQ in sales success. He emphasises the need for sales organisations to adopt a team-wide approach to customer engagement, promoting internal collaboration across departments for maximum impact.
To connect with Daniel and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/danieldhorowitz/
Website – https://www.taboola.com/
Email – daniel.d.horowitz@gmail.com
In this episode of the Exceptional Sales Leader Podcast, I chat with Claire Giovino, co-founder and CEO of InboxDone.com, about maximising productivity by outsourcing email management and other administrative tasks. Calling in from her charming Victorian house in San Francisco, Claire reveals how she pivoted from academia to entrepreneurship after being inspired by the likes of Tim Ferriss and Yaro Starak. As a pioneer in inbox management services, Claire shares her journey of building InboxDone to help executives and entrepreneurs reclaim their time. Navigating the intricacies of delegation, Claire introduces listeners to the “Perfect Day” concept—an approach focused not just on time management, but energy management, to optimise daily productivity. Crafted for sales leaders eager to reduce burnout and decision fatigue, she delves into how outsourcing tasks can allow individuals to focus on core activities that generate the highest ROI. Additionally, Claire discusses the intersection of virtual assistance and AI, sharing insights on staying ahead of tech advancements while maintaining a personal touch. This episode is packed with actionable advice for anyone looking to enhance productivity and work-life balance through effective delegation.
To connect with Claire and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/clairegiovino/
Website – https://inboxdone.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Todd Krause about the nuances of leadership and the human element in business, especially amidst technological advancements and societal changes. Todd, who brings a wealth of experience from his venture Silver Sun Consulting, shares insights on creating exceptional work environments and fostering genuine connections. Set against the backdrop of his career journey, Todd’s conversation weaves through pivotal experiences, such as navigating economic downturns and technological shifts, to illuminate how his people-first culture has driven success in financial ventures. Throughout the discussion, Todd reveals key strategies used in his leadership roles—from dealing with economic uncertainties like the GFC to maintaining high-performing teams. His emphasis on authenticity, cultural competence, and human-centric workplace practices underscores his philosophy that businesses thrive when they prioritise their people. This episode unpacks Todd’s distinctive approach to leadership—one that defies the often bottom-line-driven focus of many corporate environments, illustrating how simplicity, authentic interactions, and a developed company culture can lead to sustainable growth and business success.
To connect with Todd and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/toddakrause/
Website – https://silversunconsulting.com/
In this engaging 900th Episode of the Exceptional Sales Leader Podcast, I welcome Dom Thurbon, Co-Founder and Director of Alchemy Labs Australia, to dive deep into his latest work, “To Be Honest”. The book tackles the growing challenge of misinformation in business and society, exploring why truth is important and strategies to cultivate honesty. Through humour and candid anecdotes from Dom’s diverse experiences with corporate boardrooms, F1 pit crews, and even Bollywood, we dissect our complex relationship with truth and integrity in today’s technology-driven world. The conversation drives into the heart of why truth seems elusive, citing that while honesty is universally valued, most people navigate with a flexible relationship to the truth. Dom highlights three primary motivations behind this: personal benefit, ease of lying, and social pressures. He expands on the influence of AI in compounding disinformation, sharing compelling stories such as the surprising collapse of Builder AI. With relevance to leaders, the discussion transitions to practical solutions, detailing how organisations can champion truth by cultivating curiosity, safety, and humility.
To connect with Dom and to learn more about what he does, including grabbing a copy of his brilliant book “To Be Honest”, go to:
LinkedIn – https://www.linkedin.com/in/domthurbon/
Website – https://domthurbon.com/
Book – https://domthurbon.com/books/
In this captivating episode of the Exceptional Sales Leader Podcast, I dive deep into a discussion with the distinguished Dixie Carlton. Coming to us from the serene atmosphere of Bali, Dixie shares her journey from operating a promotional products company to becoming a renowned publishing coach and international speaker. With a repertoire of 25 published books, Dixie offers insightful commentary on the significant interplay between authorship and professional speaking, providing a nuanced understanding of how books can serve as powerful credibility boosters in the corporate world. Over the course of the conversation, Dixie discusses the intricacies of publishing—addressing the importance of clarity, authority, and precision in crafting a compelling narrative that resonates with the intended audience. She examines the role of AI in the publishing industry, advocating for its strategic use while cautioning against over-dependence. Dixie also emphasises the importance of maintaining authenticity and human connection in writing, stressing that books, like keynote speeches, should provide just a glimpse into the depth of knowledge an expert can offer. Tune in for an enlightening episode filled with practical tips drawn from Dixie’s extensive experience in the industry.
To connect with Dixie and to learn more about what she does, go to:
LinkedIn – https://www.linkedin.com/in/dixiecarlton/
Website – https://indieexpertspublishing.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I delve into a fascinating conversation with John Ravaris, founder of UVP Solutions. John, an expert in harmonising sales and marketing to drive business growth, shares his professional journey, insights into effective selling strategies, and the profound impact of aligning organisational functions around the customer. The dialogue unveils the concepts surrounding John’s newly released book, “Define Value, Drive Growth,” and emphasises the critical importance of creating authentic value propositions. Throughout the discussion, John highlights the evolution from conventional sales techniques to a modern, client-centered approach. Emphasising the transition from inside-out to outside-in strategies, John explains how organisations, regardless of size, can thrive by focusing on customer needs and competition shifts. His “4D Roadmap” is a pivotal framework discussed, providing organisations with a structured path to integrate marketing and sales effectively. This episode is packed with practical advice and inspired lessons, making it a valuable listen for sales leaders aiming to fine-tune their strategies.
To connect with John & to learn more about what he does, including grabbing a copy of his book “Define Value, Drive Growth”, go to:
LinkedIn – https://www.linkedin.com/in/john-ravaris-128a46a/?skipRedirect=true
Website – https://www.uvpsolutions.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome AI and machine learning specialist Arshavir Blackwell. The discussion delves into Arshavir’s extensive journey through the evolving landscape of AI technology, dating back to his fascination with computers in college. Throughout the episode, Arshavir reflects on his time learning from key figures in the AI domain and explores the philosophical and technical shifts within the field. As the conversation unfolds, the focus shifts to the implications of AI’s rapid development on business and sales strategies. Arshavir offers profound insights into the mechanics of AI, cautioning against relying entirely on AI for tasks without adequate understanding or human oversight. The episode further explores the transformative potential of localised small-large language models, which promise to preserve individual voices and brand integrity. Arshavir underscores the necessity of integrating AI responsibly into workflows and emphasises the need for structured user training to navigate the future AI landscape effectively.
To connect with Arshavir and to learn more about what he does, including subscribing to his newsletter, go to:
LinkedIn – https://www.linkedin.com/in/arshavirblackwell/
Website – https://arvoinen.ai/
Local AI Engine – https://yourvoicecraft.ai/
Newsletter “Inside the Black Box” – https://arshavirblackwell.substack.com/
This episode of The Exceptional Sales Leader Podcast features negotiation powerhouse Tim Castle. We delve into the ever-evolving realm of negotiation, shedding light on how classic principles mesh with today’s AI-driven environment. Listeners get an exclusive view into Tim’s career trajectory from a budding negotiator in London to a global guru recognised for his acumen in sealing multimillion-dollar deals. As the conversation rolls on, Tim emphasises the importance of creating mutual value and steering away from traditional win-lose negotiation tactics. The conversation unveils critical insights into the current negotiation landscape. Technological advancements have altered negotiation dynamics, with AI playing a dual role by making data readily available and, at times, leading negotiators away from essential human interaction. Tim underlines the rise of the “hybrid negotiator,” who skilfully blends AI’s advantages with innate human skills such as empathy and storytelling, which remain irreplaceable. Robust themes around magnetic influence—the crux of Tim’s upcoming book—emerge, where creating emotional safety and trust become paramount in maintaining competitive advantage in modern negotiations.
To connect with Tim, to find out more about what he does, as well as to grab a copy of his new book “Magnetic Influence”, go to:
LinkedIn – https://www.linkedin.com/in/timcastle3/
Website – https://www.timjscastle.com/
The Negotiators Edge – https://www.thenegotiatorsedge.ai/
Book – https://www.timjscastle.com/books
Podcast “The Tim Castle Show” – https://open.spotify.com/show/4ruUXzprKTqGwXXLP1jjVq
YouTube – https://www.youtube.com/@TimCastle
In this episode of the Exceptional Sales Leader Podcast, I welcome Amy Reczek for an enlightening conversation about sales strategies and the importance of presence in professional interactions. Amy, a veteran in sales and founder of Sales and Presence Inc, shares invaluable insights on how sales professionals can improve their communication skills by focusing on psychological presence and building authentic connections. Highlighting her career journey, she discusses the turning points that led to her focus on the softer, yet crucial skills in sales. Amy elaborates on her signature BREW Method—an innovative approach that integrates soft skills into the sales cycle to enhance interaction and engagement. Key topics include the significance of preparation, staying curious, and the psychological tools to boost confidence in sales environments. The episode is filled with practical advice for salespeople at all stages of their careers and emphasises the importance of human connection in driving sales success. Listeners are encouraged to step beyond traditional product-focused sales techniques and embrace a more human-centered approach.
To connect with Amy, to learn more about what she does, as well as to grab a copy of her new book “Connect to Close-How To Communicate with Power, Build Momentum & Drive Results”, go to:
LinkedIn – https://www.linkedin.com/in/amyreczek/
Website – https://www.amyreczek.com/
Book – https://www.amyreczek.com/books
In this episode of the Exceptional Sales Leader Podcast, I speak with Deepak Shukla, a dynamic entrepreneur with a rich tapestry of experiences. The podcast delves into Deepak’s diverse career, from his days as a tax consultant at Deloitte to becoming an expert in generating sales-qualified leads across a variety of business ventures. His journey through entrepreneurship, characterised by resilience and an innate ability to adapt and innovate, offers a wealth of insights for listeners. Throughout the conversation, Deepak shares his philosophy on business: the paramount importance of lead generation and sales as the drivers of business success. He explains how his skill in generating sales-qualified leads has been the linchpin of his success across multiple industries. Deepak also emphasises the necessity of detaching personal branding from business operations to ensure sustainability and flexibility. This discussion is packed with valuable lessons for sales leaders and entrepreneurs who are eager to understand the mechanics of successful business expansion without the reliance on personal branding.
To connect with Deepak and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/deepakpshukla/
Website – https://deepakshukla.com/
Website – https://pearllemongroup.com/
YouTube – https://www.youtube.com/@deepakshuklaofficial
In this episode of the Exceptional Sales Leader Podcast, I am joined by Jeffrey Lambert, a project management expert from BlueFusion Partners. Broadcasting all the way from Chicago, Jeffrey shares his unique perspective on sales and project management’s intersection, focusing on the vital role of PMOs in complex sales situations. The conversation delves into Jeffrey’s extensive experience, exploring his unexpected journey into project management and what keeps his passion alive in the field. He elaborates on the strategic importance of integrating project management early in the sales ecosystem to enhance customer retention and delivery effectiveness. He emphasises the significance of relationship-building and governance frameworks in any project’s success. The discussion further highlights the secret weapon aspect of PMOs in fostering a seamless customer experience and ensuring efficient implementation of large projects. With insightful anecdotes from his work with notable companies like Cap Gemini and Wells Fargo, Jeffrey provides actionable insights for sales leaders looking to leverage project management’s strategic value.
To connect with Jeffrey and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/jklambert/
Website – https://www.bluefusionpartners.com/
Your Free Top 10 FAQs by New Project Managers Guide – https://fusionpro-pm.com/access-faqs-guide
In this episode of the Exceptional Sales Leader Podcast, I welcome Sunil Rao, CEO and Founder of Tribble, as we dive into the future of enterprise sales and the transformative role of AI. Sunil shares his journey from engineering to leading sales innovations at Salesforce, ultimately inspiring the creation of Tribble, a platform revolutionising sales processes with cutting-edge AI technology. The conversation uncovers insights into how AI is reshaping the landscape of sales and knowledge management, making organisations more agile and efficient. We explore Sunil’s professional evolution, with him offering unique insights into the challenges and triumphs of transitioning from engineering roles to impactful sales leadership. The discussion highlights the increasing importance of AI in transforming traditional sales processes, addressing how Tribble utilises current technology to streamline responses and interactions. The future of sales, Sunil notes, lies in integrating human creativity with AI-driven insights to maintain competitiveness and foster true innovation in the industry.
To connect with Sunil and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/sunilkrao/
Website – https://tribble.ai
Email – sunilkgrao@gmail.com
In this episode of the Exceptional Sales Leader podcast, I sit down with Andy Neary, a former professional baseball player turned insurance advisor & exceptional sales leader. The discussion kicks off with Andy sharing intriguing insights about his career transition from an “undersized” pitcher in Major League Baseball to a thought leader in the insurance industry. Through captivating anecdotes, he reveals how his experiences in baseball inform his current approach to business strategy, emphasising the importance of discipline, resilience, and consistent daily habits. This episode is packed with actionable advice on creating a personal brand, overcoming professional challenges, and building sustained success as a sales professional. The conversation deepens as Andy delves into the transformative power of personal investment and mindset in sales success. He outlines the critical steps for breaking through industry commoditisation, revealing how developing a unique personal identity can lead to notable business achievements. He advocates for a strategic approach to sales, discussing how he leveraged his love for public speaking and content creation to build a marketing engine. The episode underscores the significance of identifying ideal clients, crafting a distinct sales message, and committing to self-improvement to thrive in today’s competitive markets. Whether you’re in insurance or any sales-driven field, this episode is filled with key takeaways that can elevate your sales career.
To connect with Andy and to learn more about him, please go to:
LinkedIn – https://www.linkedin.com/in/andyneary/
YouTube – https://www.youtube.com/@AccelerateYourInsuranceSales
In this episode of the Exceptional Sales Leader Podcast, I am joined by Sarah Hubbard, a visionary leader in the networking space and author of “The Intentional Networker.” Sarah shares her inspirational journey into the world of residential mortgage financing and networking, revealing the hurdles she overcame along the path to success. From an early career setback in physical therapy to embracing Colorado’s vibrant business community, Sarah’s voyage is a testament to perseverance and strategic networking. Throughout the conversation, Sarah delves into the intricacies and misconceptions surrounding effective networking and underscores the importance of intentionality, authenticity, and preparation when forming professional connections. Her unique MAP Framework; Mindset and Intention, Authentic Presence, Precise Messaging, and Purposeful Follow Through, is highlighted as a strategic approach to building and maintaining fruitful business relationships. By placing emphasis on genuine interest in others and consistent follow-up, Sarah illustrates how networking is a work-in-progress that requires dedication and thoughtful engagement.
To connect with Sarah, as well as grabbing a copy of her book “The Intentional Networker”, go to:
LinkedIn – https://www.linkedin.com/in/sarah-hubbard-flannery/
Website – https://sarah-hubbard.com/
Instagram – https://www.instagram.com/sarahannflann
Book – https://sarah-hubbard.com/#book
In this episode of the Exceptional Sales Leader Podcast, I am joined by sales leadership expert Steven Rosen. Broadcasting from Toronto, Canada, Steven delves into his rich background in sales leadership, sharing the journey that led him to a distinguished career in executive coaching. This episode is essential for anyone looking to understand how leadership discipline can transform sales performance, even under pressure. Steven discusses the evolution of coaching within the sales domain, highlighting that the pressure for short-term results often pushes essential coaching practices to the side. Despite its proven benefits, coaching is frequently deprioritised, a challenge Steven is passionate about overcoming through his work and his book, “Focused.” This book serves as a guide for sales leaders, offering insights into maintaining high standards and consistent coaching to protect against performance deterioration. The episode is rich with lessons on focus, discipline, and how to survive and thrive in high-pressure sales environments.
To connect with Steven and to learn more about what he does, including grabbing a copy of his book “Focused”, go to:
LinkedIn – https://www.linkedin.com/in/stevenrosen/
Website – https://starresults.com/
Book – https://starresults.com/sales-leadership-discipline/
In this episode of the Exceptional Sales Leader Podcast, I am pleased to welcome back Dr. Noah St. John for a third time to delve into the world of personal empowerment and its intersection with technology. Noah shares insights on his journey from a basement in Massachusetts to becoming a transformative figure in personal and professional growth. He also introduces his first children’s book, “I Ask Better Questions”, co-authored with his wife, which aims to instil the practice of Afformations—a concept he invented that empowers individuals by transforming their internal dialogues. We also explore how artificial intelligence (AI) is reshaping industries and accelerating at a pace unprecedented by previous technological revolutions. In discussing the implications of AI, Noah identifies the forces of fear and greed driving its adoption and addresses concerns around job displacement. He underscores the importance of combining high-tech solutions with high-touch human interactions to avoid becoming irreplaceable in a rapidly evolving market. As companies seek to balance profit with meaningful customer relationships, he offers insights on maintaining human relevance amidst burgeoning AI technologies, encouraging listeners to harness both AI and their inherent personal skills effectively.
To connect with Noah and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/noahstjohn/
Website – https://noahstjohn.com/
Speaking – https://noahstjohn.com/book-noah/
Children’s Book – https://iaskbetterquestions.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Sara Connell, the founder of the Thought Leader Academy and a prominent figure in the world of coaching, writing, and public speaking. Broadcasting directly from Chicago, Sara shares her transformative journey from a challenging career in a toxic corporate environment to becoming a bestselling author and thought leader. Through a serendipitous find of a life-changing book, Sara took a courageous leap that not only saved her but also paved the way for her empowering coaching business. Her insights reflect the transformative power of storytelling, the importance of making pivotal decisions, and her dedication to helping others become the best versions of themselves. Delving into the realms of sales and artificial intelligence, this episode explores the intersection of human intelligence and AI in today’s rapidly evolving business landscape. Sara emphasises the role of authenticity and service-oriented approaches in sales, positioning trust as a cornerstone in building genuine customer relationships. As companies grapple with the push-pull of ethical selling versus technological expediency, Sara provides insights into how sales can remain a fundamentally human-centric task. Her discussion on the relevance of connection and creativity in an AI-dominated world offers listeners an engaging perspective on shaping sales strategies that resonate with timeless human values.
To connect with Sara and to learn more about what she does, including plugging into her podcast “The Rise Podcast”, go to:
Website – https://www.saraconnell.com/
YouTube – https://www.youtube.com/@ThoughtLeaderMedia
Instagram – https://www.instagram.com/saraconnell/
Podcast – https://open.spotify.com/show/3a3KlJfvJglfw8bftzA7SB?si=78a3b430755142ba
In this episode of the Exceptional Sales Leader Podcast, I am joined by Mark Wills, the visionary behind PerceptionSelling.ai. The conversation provides a deep dive into the complexities of modern sales leadership and organisational inefficiencies. Mark shares his insights on the evolution of sales strategies, emphasising the need for behavioural shifts to truly enhance sales performance across organisations. Mark discusses the challenges sales leaders face, especially when dealing with inefficiencies within their teams. As they are tasked with achieving more with the same or fewer resources, Mark highlights how many organisations make the mistake of focusing solely on product differentiation instead of enhancing client engagement and relationship management. The episode further explores how AI and innovative methodologies such as PerceptionSelling can transform sales processes, enabling organisations to make strategic changes and cultivate lasting client relationships.
To connect with Mark and to learn more about what he does, including taking a Free Sales System Health Check, go to:
LinkedIn – https://www.linkedin.com/in/markwillsbusinessperformance/
Website – https://www.perceptionselling.ai/
Free Sales System Health Check – https://www.perceptionselling.ai/#score
In this episode of the Exceptional Sales Leader Podcast, I am joined by Carl Lenocker, a leading figure in the world of customer success management, to unravel the insights of being among the top 1% of CSMs globally. Carl, known as the Chief Unicorn at Rockstar Unicorn Consulting, brings a wealth of knowledge from his longstanding career in tech companies like Hewlett Packard, Splunk, and Cisco. Listeners are introduced to Carl’s innovative approach to customer relationships and learn how his strategies contributed to his success. The conversation delves into Carl’s origins in customer support, his philosophy on maintaining transparent relationships, and how he strategically cultivated his career to manage multi-million dollar accounts. As the discussion unfolds, insights on the essential role of relationships in business success, particularly within the sales and customer success industries, are explored. Carl shares his journey from humble beginnings and outlines how he built a network that propelled him to the forefront of his field. We delve into the changing landscape of customer success, especially in an era where AI and automation are becoming increasingly prevalent. Carl emphasises the importance of genuine connections and strategic foresight in driving long-term customer success, underscoring his belief in a service-led approach to both pre-and post-sales experiences. Carl’s reflections on sales strategies and outcomes exemplify how successful executives must harness the art of relationship building and problem-solving as essential tools in their arsenal.
To connect with Carl and to learn more about what he does, including grabbing a copy of his book “Success Plan for Life”, go to:
LinkedIn – https://www.linkedin.com/in/lenocker/
Book – http://successplanforlife.com
In this engaging episode of the Exceptional Sales Leader Podcast, I welcome back St.John Craner for an in-depth discussion on transforming the sales landscape. Addressing the conventional challenges in sales, we examine the psychological underpinnings of consumer behaviour and the importance of shifting from a selling to a serving mentality. We discuss the nuances of rural sales and how understanding brain science can revolutionise the approach of sales teams, resulting in improved customer interactions and greater business success. Diving deep into the common pitfalls in sales practices, St.John highlights the issues with traditional sales training that focuses too heavily on pushing products rather than building relationships. He advocates for heightened emotional intelligence among salespeople, emphasising that genuine curiosity and empathetic listening are essential to creating trust with buyers. Through practical insights and relatable anecdotes, this episode provides sales professionals with practical strategies to elevate their sales techniques by fostering a buyer-centric approach.
To connect with St.John and to learn more about what he does, including plugging into his podcast “The Rural Sales Show”, go to:
LinkedIn – https://www.linkedin.com/in/stjohncraner/
Website – https://www.ruralsalessuccess.com/
Podcast – https://open.spotify.com/show/3lxxWVp1ylQ3eKKwxNQICO
In this episode of the Exceptional Sales Leader Podcast, I am joined by Jeff Bajorek to discuss the intricacies of sales leadership and effective sales strategies in today’s dynamic market. The conversation weaves through Jeff’s journey from athletic medicine to a prosperous career in sales, highlighting the mentors and pivotal experiences that shaped his path. Throughout the episode, Jeff shares his insights on developing a service-oriented mindset in sales, putting the customer first, and understanding the psychology of buying. We delve into the importance of knowing why customers buy and how salespeople can tailor their approach for long-term success. The discussion emphasises the value of expertise in the age of AI, how problem-oriented conversations lead to sales, and the significance of sustaining customer relationships beyond the initial sale. Jeff’s ‘Sell Like You’ philosophy stands out as a critical tool for customising sales approaches to fit the unique needs of each organisation, ensuring both individual and corporate alignment.
To connect with Jeff, to learn more about what he does, as well as to download a free self assessment “Do You Know Why You Win?”, go to:
LinkedIn – https://www.linkedin.com/in/jeffbajorek/
Website – https://www.jeffbajorek.com/
Self Assessment – https://www.jeffbajorek.com/esl
In this episode, I sit down with Kyle Hegarty, a seasoned sales expert and author of Sales Punks, to delve into the evolving landscape of B2B sales. Originally hailing from the US, Kyle’s unique perspective is shaped by his extensive experiences across global markets, specifically the US, Singapore, and the UK. This episode provides a comprehensive look at the shifts in sales methodologies and the impact of cultural differences on sales effectiveness. The conversation touches on the challenges sales organisations face, including outdated methodologies and the pressing need for more buyer-centric approaches. With insight from Kyle’s latest book, Sales Punks, listeners will gain valuable knowledge on the importance of abandoning old sales scripts in favor of authentic and consultative strategies. Additionally, the discussion addresses the changing role of AI in sales, emphasising the continued importance of human interaction and the necessity for sellers to adapt to more informed buyers.
To connect with Kyle and to learn more about what he does, including, grabbing a copy of his book ‘Sales Punks’, go to:
LinkedIn – https://www.linkedin.com/in/slapdragons/
Website – https://www.leadershipnomad.com/
Book – https://www.leadershipnomad.com/sales-punks
In this episode, I am joined by marketing and consulting expert Shane Barker. Hailing from Reno, Nevada, Shane delves deep into his entrepreneurial journey, discussing how he transitioned from working gruelling 18-20 hour days to establishing successful consulting and SaaS ventures like Tracefuse. Tasked with educating rather than hard selling, Shane highlights the importance of understanding client pain points, which allows his businesses to maintain scalable growth without compromising integrity. Shane shares insights on managing a performance-based service model in the competitive space of Amazon selling. Through Tracefuse, Shane aims to safeguard sellers’ reputations by removing unethical and policy-violating reviews. The conversation further explores Shane’s overarching philosophy that prioritises delivering value over simply driving revenue, making his approach more sustainable and customer-focused. By leveraging strategic delegation and efficient time management, Shane exemplifies how to achieve business success without sacrificing personal well-being.
To connect with Shane and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/shanebarker/
Website – https://www.linkedin.com/in/shanebarker/
Email – shane@shanebarker.com
In this episode of the Exceptional Sales Leader Podcast, I am joined by Andrew Brown, a veteran in B2B referral program management. We delve into the art and science of developing effective referral systems, touching on how businesses can ethically and efficiently leverage this powerful tool to boost sales velocity, volume, and value. Andrew, drawing on decades of experience and insights from his book “Get Referred,” underscores the significant discrepancy between successful and unsuccessful referrals, emphasising the need for structured and strategic referral programs that focus on growth rather than mere scale. Andrew discusses common misconceptions about referrals, such as the over-reliance on existing customers for referrals and the erroneous belief that monetary incentives are the sole motivators for referral partners. He highlights the critical nature of understanding the skills, willingness, and opportunities of potential referral sources, and he shares practical methodologies for achieving transformed, bottom-of-the-funnel referrals that deliver superior ROI, block competition, and hasten the buying process. This episode is rich with insights on how disciplined management of referral networks can lead to swift and reliable business growth, ultimately establishing referrals as a vital arrow in an organisation’s business development quiver.
To connect with Andrew and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/andrewzbrown/
Website – https://www.getreferred.biz/
Andrew is also offering a free copy of his book ‘Get Referred’ to the first 6 people who DM him on LinkedIn and mention the podcast.
Book – https://www.getreferred.biz/get-referred-the-book
In this episode of the Exceptional Sales Leader Podcast, I am joined by Donny Hackett, founder of VeriDeal, to discuss the transformative potential of VeriDeal in the sales landscape. Donny recounts the journey from being laid off from AWS to creating a groundbreaking platform that helps validate and verify sales performance through authentic client feedback. This episode focuses on the challenges faced by sales professionals in today’s job market and how making informed decisions backed by verified portfolios can significantly enhance hiring and job security. The episode delves into how VeriDeal sets itself apart in a competitive market by ensuring accuracy and reliability in the hiring process through verified sales transactions and client feedback. We explore the multifaceted applications of VeriDeal, from assisting buyers in researching and connecting with top sales professionals to enabling sales trainers to validate their program outcomes. With VeriDeal, both sales professionals and organisations can make more informed, data-driven decisions, leading to higher success rates and better alignment in hiring and training efforts.
To learn more about VeriDeal, please go to:
LinkedIn – https://www.linkedin.com/company/verideal/
Website – https://verideal.io/
YouTube – https://www.youtube.com/@VeriDeal
In this episode of the Exceptional Sales Leader Podcast, I am joined by Rebecca Grimes, the Chief Revenue Officer of SheerID, discussing her unique journey from a career in journalism to becoming a sales leader. Rebecca elaborates on her experiences as a crime reporter, which taught her valuable lessons in empathy, curiosity, and relationship-building, skills that seamlessly translated into her sales career. She emphasises the importance of aligning sales, marketing, and customer success teams around a unified goal of creating healthy revenue, advocating for a customer-obsessed approach. Rebecca also delves into the challenges and strategies involved in leading a global sales organisation, highlighting her focus on radical candor and transparency to foster trust and long-term connections with customers. She points out the necessity of discerning between good and bad revenue and explains how she navigates organisational dynamics to promote sustainable growth. Additionally, the conversation touches on AI’s role in sales, the importance of diversity in leadership, and the impact of personal values in shaping a leader’s approach.
To connect with Rebecca and to learn more about what she does, go to:
LinkedIn – https://www.linkedin.com/in/rebeccalgrimes/
Website – http://www.sheerid.com/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Carlos Garrido, a sales expert and founder of Sandler Training Miami. With a backdrop of rich professional history and international experiences, Carlos shares his journey from investment banking in the UK to founding a successful sales training business in Miami. Despite the challenges and a rocky start in the entrepreneurial world, Carlos’s perseverance and dedication to mastering the art of selling become a central theme of this episode. Diving deeper into sales methodologies, Carlos offers profound insights into the common pitfalls faced by founders and sales teams. He discusses the transformational journey required to shift from founder-led selling to scalable processes that enable teams to thrive independently. Key themes centered around building robust sales processes, consistent pipeline management, and the perpetual importance of recruiting underscore the conversation. Carlos emphasises the role of effective leadership in driving sustainable sales success, making this episode a must-listen for anyone looking to refine their sales strategy and leadership approach.
To connect with Carlos and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/carlosgarrido2024/
Website – https://go.sandler.com/absolute/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Russ Hawkins, the dynamic CEO of Agilence. We navigate through Hawkins’ storied career, discussing his rise from humble beginnings in a family of Boston firefighters to spearhead successful technology ventures. The conversation traverses the transformation of Agilence from a hardware-centric operation into a leading software and data analytics firm in the loss prevention sector. Russ shares his foundational belief in listening deeply to customers and using data-driven insights to pivot business strategies for optimal growth. This episode is ripe with insights into organisational transformation and the pivotal role of sales leadership in fostering business evolution. With a focus on building strong relational networks within Agilence, he expands on his challenges of transitioning to a fully virtual organisation and maintaining corporate culture and communication. Listen as Russ provides a fresh perspective on modern leadership, emphasising the importance of possessing an entrepreneurial mindset within a growth-oriented company.
To connect with russ, and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/russhawkins/
Website – http://www.agilenceinc.com
In today’s episode of the Exceptional Sales Leader Podcast, I am joined by Ian Selbie, a sales expert on a mission to revolutionise the industry with his innovative tools and strategies. From his early days as a top salesperson at Apple to transforming sales teams across the globe, Ian shares his journey and accumulated wisdom in sales leadership. He reveals the mindset and behaviours that distinguish successful salespeople, emphasising the importance of building relationships and nurturing client needs over mere product pushing. Throughout the conversation, Ian provides insights into his four-decade-long career, discussing both the triumphs and challenges that have shaped his approach to sales. He explores the essence of consultative selling, shedding light on how effective sales leaders nurture and empower their teams to achieve outstanding results. The discussion touches on the vital role of activity levels, pipeline management, and recognising individual contributions—offering actionable advice to sales leaders eager to cultivate a healthy and prosperous sales environment. With the introduction of his brainchild, Sales Look, Ian aims to liberate salespeople from the administrative burdens of traditional CRMs, enhancing their time with clients.
To connect with Ian and to learn more about what he does, including plugging into his Podcast “Confessions of a Sales Pro with Ian Selbie”, go to:
LinkedIn – https://www.linkedin.com/in/ian-selbie-09883716/
Website – https://www.salesmentoru.com/
saleslook – https://www.saleslook.com/
Podcast – https://open.spotify.com/show/5tuezR5sQmiIyL0vpmfRrM?si=bb62736b43574368
In this episode of the Exceptional Sales Leader Podcast, I welcome back Mark Howley for an in-depth exploration of sales strategies in the modern world. Reflecting on his remarkable career and extensive experience, Mark delves into the challenges and opportunities of managing large B2B territories, emphasising the importance of human connection despite advancements in technology. He recounts anecdotes that highlight recurring themes of long-term relationship building and strategic planning. During the discussion, Mark describes the shifts in sales dynamics over the decades, focusing on the balance between leveraging technology and maintaining face-to-face interactions. The conversation touches on the psychology of sales, with Mark sharing insights on overcoming inertia and the fear of rejection. He stresses the timeless importance of planning, mapping territories, and the art of creating pockets of influence within sales regions. The episode is a rich resource filled with practical wisdom for aspiring sales leaders and veterans alike.
To connect with Mark, to learn more about what he does, including plugging into his podcast “The Mark Howley Show”, go to:
LinkedIn – https://www.linkedin.com/in/mark-howley-consulting/
Podcast – https://www.themarkhowleyshow.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by David Fung, tuning in from Toronto, Canada. This episode explores David’s transition from a sales engineering expert to a recognised leadership coach, weaving through his career trajectory and identifying pivotal moments that defined his leadership approach. David shares his philosophy on coaching, the importance of mentoring, and the evolution that led him from an individual contributor to a leadership advocate. David discusses the fundamental pillars of effective leadership, particularly under the high-pressure scenarios typical in sales environments. The conversation covers his time at Salesforce, where he honed skills in rigorous sales processes, and encapsulates his approach to influencing without direct authority. His insights unveil the psychological underpinnings—autonomy, competence, and connection—that leaders must nurture within their teams to foster resilience and joy, even amidst aggressive targets and performance pressures. The conversation serves as a blueprint for aspiring leaders and current sales managers aiming to enhance their leadership repertoire and cultivate a sustainable, joyful work environment.
To connect with David and to learn more about what he does, including plugging into his podcast “Coachful Coaching Leadership Podcast”, go to:
LinkedIn – https://www.linkedin.com/in/davidfung2/
Website – https://coachfulcoaching.com/
Podcast – https://open.spotify.com/show/44iBeXnNw54NyAAI0Mxdus?si=ae93a859719a464c
Instagram – https://www.instagram.com/coachfulcoaching/
In this episode of the Exceptional Sales Leader podcast, I engage with entrepreneur and frequency mastery expert Steven Linton. Known for his extraordinary journey from FedEx pilot to successful author and speaker, Steven dives into his upcoming book, “The Frequency of Success.” This episode uncovers key themes of personal development, frequency mastery, and transformational success. As an advocate for continuous self-improvement, Steven shares his insights on how tuning into the right frequency can attract abundance and personal growth, both in life and career. He offers listeners a glimpse into the practical mechanisms that have propelled his success, emphasising the importance of maintaining high vibrations to manifest goals effectively. The talk navigates through Steven’s learnings from personal development stalwarts like Bob Proctor and the principles laid out in books such as “Think and Grow Rich.” With actionable advice and thought-provoking anecdotes, Steven dismantles the myth of passive wishful thinking and advocates for the necessity of action-based vibrational changes to achieve success. This episode is a treasure trove for individuals seeking to enhance their professional and personal lives through conscious energy alignment.
To connect with Steven and to learn more about what he does, including grabbing a copy of his book “The Frequency of Success”, go to:
LinkedIn – https://www.linkedin.com/in/steven-linton~-treasure-adventure-hunts/
Facebook – https://www.facebook.com/stevelintonofficial
Website – https://thefrequencyofsuccess.com/
It is wonderful to welcome back Dr. Philip Squire for a fascinating third appearance on the Exceptional Sales Leader Podcast. In this episode, Philip explores the evolution of sales mindsets, highlighting key findings from his ongoing research into sales values and behaviours. Not only do we revisit Philip’s groundbreaking doctoral research conducted over a decade ago, but we also share insights into his latest study which reflects on the transformations in sales values due to advancements like AI and shifts in the global marketplace. Philip delves into the four core positive sales mindsets; authenticity, client-centricity, proactive creativity, and tactful audacity, and how these have evolved, particularly in the face of new challenges such as AI integration into sales processes. He introduces the concept of “intellectual authenticity,” crucial for sales professionals today. Through riveting anecdotal evidence and real-life examples, Philip provides a roadmap for how sales leaders can harness these insights to elevate their teams into the winner’s circle, ultimately improving client relationships and business success.
To connect with Philip and to learn more about his work, please go to:
LinkedIn – https://www.linkedin.com/in/philipsquire/
Website – https://www.consalia.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome back John Golden, a leading expert in sales strategy and AI. We delve into the intricacies of John’s latest research paper on AI in sales, the “AI Sales Revolution Has Already Begun,” exploring how AI is reshaping sales methodologies and what it means for the future of sales tactics. This detailed discussion highlights key findings from John’s study, which analysed responses from sales practitioners worldwide, focusing on the roles that AI will play and the skills that will remain uniquely human in the sales space. John emphasises the need for balance in implementing AI, noting its power in automating repetitive tasks while recognising the irreplaceable value of human connections in executive relations. The episode covers the critical importance of emotional intelligence as a pivotal skill in an AI-dominated world, aligning with findings that professional roles will evolve rather than disappear. Trends towards AI as a co-pilot rather than a replacement highlight the need for salespeople to adapt and integrate this technology effectively to maintain their competitive edge. The fascinating dialogue reveals how businesses can leverage AI without losing the essence of personal interaction.
To download the Research Paper, plus an implementation guide “90 Day AI B2B Sales Playbook”, as well as connecting with John, go to:
Research Paper – https://www.pipelinersales.com/ai-impact-on-b2b-sales-research-2026/
90 Day AI B2B Sales Playbook – https://www.pipelinersales.com/ai-b2b-implementation-guide/
LinkedIn – https://www.linkedin.com/in/johngolden/
Website – https://www.pipelinersales.com/
Podcast – https://podcasts.apple.com/au/podcast/sales-pop-podcasts-insights-from-top-experts-in-sales/id1455305326
In this episode of the Exceptional Sales Leader podcast, I welcome Dalmo Cirne, an esteemed leader with extensive experience from corporate behemoths like Disney and Workday. The conversation delves into Dalmo’s innovative framework outlined in his new book, “The Four Streams of Leadership,” which is crucial for transitioning individuals into management roles, aiding them in understanding the multifaceted aspects of effective leadership. Dalmo shares insights from his journey from an individual contributor to a well-versed leader, offering listeners a robust structure to unlock their leadership potential. Key themes explored include the importance of self-awareness, the dynamics of managing teams, fostering effective communication, and maintaining strategic cross-functional relationships. Dalmo’s wisdom centers around integrating mathematical precision into leadership practices, elucidating how the core concepts of his book provide actionable strategies for aspiring leaders.
To connect with Dalmo, to learn more about what he does, including getting a copy of his book “The 4 Streams of Leadership”, go to:
LinkedIn – https://www.linkedin.com/in/dalmocirne/
Website – https://dalmocirne.com/
In this episode of the Exceptional Sales Leader Podcast, I enjoy an insightful conversation with Carmen Sederino, a seasoned professional blending performance and corporate expertise. Together, we explore Carmen’s unique journey from a shy child to a passionate founder of Illuminated Story. We discuss the intricacies of captivating an audience, the art of storytelling, and leveraging performance techniques in business communication. From her early years engrossed in theatre to a notable corporate career at Reece, Carmen demonstrates the pivotal role storytelling and structured communication play in enhancing presentations. Our conversation uncovers the common pitfalls in corporate presentations, emphasising the importance of engaging content, effective use of multimedia tools, and understanding audience dynamics. Highlighting Carmen’s “five-star framework,” we delve into strategies for improving communication skills, from practicing out loud to focusing on the audience rather than oneself. This episode serves as an insightful guide for professionals eager to elevate their public speaking prowess.
To connect with Carmen, to learn more about what she does, as well as plugging into her podcast ‘Beyond The Keynote’, go to:
LinkedIn – https://www.linkedin.com/in/public-speaking-strategist-performance-master/
Website – https://illuminatedstory.com/
Podcast ‘Beyond The Keynote’ – https://open.spotify.com/show/644BHqo3YTJ6xWu8ldNCI5?si=f2d604e0dd1e425f
In this episode of the Exceptional Sales Leader Podcast, I am joined by Rocky Pedden, CEO of RevenueZen, highlighting his journey into leadership in the dynamic fields of sales, marketing, and AI integration. The discussion delves into Rocky’s strategic insights and the importance of building efficiency and cutting-edge systems in today’s fast-paced technological landscape. Rocky shares his roadmap to becoming a CEO with an innovative approach, emphasising the significance of knowing the right people and maintaining strong, ethical business practices. The conversation further explores RevenueZen’s unique go-to-market strategy, pivoting from a traditional SDR agency to a leader in SEO and content marketing. With a focus on making the customer the hero, Rocky discusses how RevenueZen differentiates itself by creating content that resonates deeply with target audiences through personalised insights from subject matter experts. The episode also covers AI’s transformative impact on sales and marketing, predicting it will be the leading force in redefining content delivery, market efficiency, and sales strategies in 2026.
To connect with Rocky and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/rockypedden/
Website – https://revenuezen.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Rhonda Petit, a distinguished sales and business peak performance mentor. Rhonda shares her journey from chemistry major to sales pioneer, leading innovative teams for more than two decades. With a focus on the future of leadership in the intelligence age, she warns of an impending leadership crisis due to generational shifts and the exit of baby boomers from the workforce. Rhonda advocates for embracing disruption and fostering human-centric leadership to cultivate loyalty and sustainable performance. The conversation dives into the philosophy of transformational leadership, emphasising the need for leaders who inspire trust, leverage human potential, and align team goals with organisational missions. With the intelligence age revolutionising industries, Rhonda highlights the criticality of soft skills and emotional intelligence, as tools like AI advance. Drawing parallels to sports leadership, Rhonda illustrates how transformational leaders who foster intrinsic motivation outperform the traditional transactional model, creating resilient, innovative teams that thrive amid change. As organisations face a seismic shift toward millennial and Gen Z workforces, Rhonda stresses the importance of preparing for 2030 by developing leaders who are adaptable and committed to cultivating trust and a shared vision.
To connect with Rhonda, to learn more about what she does, as well as grabbing a copy of her book “The Spirit of Selling”, please go to:
LinkedIn – https://www.linkedin.com/in/rhondapetit8htg/
Website – https://www.rhondapetit.com/
Book “The Spirit of Selling” – https://www.rhondapetit.com/spirit-of-selling-book
In this episode of the Exceptional Sales Leader Podcast, I welcome cybersecurity expert Scott Alldridge. We delve into the significance of robust cybersecurity frameworks for organisations of all sizes, emphasising a ‘security-first’ mindset that starts from leadership. Scott outlines his journey from a tech-savvy teenager to the helm of cybersecurity advancements, stressing the importance of protecting organisations against ever-evolving digital threats. This episode is essential for leaders keen on safeguarding their network and data integrity against pervasive cyber threats. The conversation highlights the challenges of selling cybersecurity solutions by comparing it to selling life insurance — necessary yet often overlooked. Scott passionately discusses the intricacies of maintaining cybersecurity through multi-layered defences rather than relying on a single technology or product. Key themes include the Zero Trust model, the measurable negative impact of data breaches, and the pressing need for continuous education and system assessments. This episode is packed with insights, offering a blueprint for creating a proactive and resilient cybersecurity strategy that can sustain business reputation and operational integrity.
To connect with Scott and to learn more about what he does, including taking advantage of a no cost penetration test, go to:
LinkedIn – https://www.linkedin.com/in/scott-alldridge/
Website – https://scottalldridge.com/
Free penetration test – text ‘Secure26’ to +15413591269
In this episode of the Exceptional Sales Leader Podcast, I am joined by St John Craner, a prominent figure in the rural sales coaching industry. Known for his deep insights into sales psychology and leadership, St John discusses his journey from a high-performing sales role to the head of his own consultancy, Agrarian. Throughout the conversation, themes of self-leadership and continuous improvement are explored, offering invaluable lessons for sales leaders looking to enhance their skills and maximise their team’s potential. St John emphasises the importance of self-reflection and the role it plays in effective leadership. He discusses how sales leaders should foster environments where their teams can thrive by implementing key coaching practices. By prioritising reflection and self-coaching, leaders can cultivate self-awareness, a crucial factor in personal and team success. The conversation also highlights the significance of coaching conversations, proposing that these should be a non-negotiable element of leadership practice to drive both individual and collective growth. St John’s insightful comments resonate with both current and aspiring sales leaders aiming to leave a lasting legacy in their fields.
To connect with St John and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/stjohncraner/
Website – https://www.ruralsalessuccess.com/
Podcast “The Rural Sales Show Podcast” – https://open.spotify.com/show/3lxxWVp1ylQ3eKKwxNQICO
In this episode of the Exceptional Sales Leader Podcast, I am joined by Kalen Marie Cotto, a seasoned expert in digital marketing and revenue growth. We dive into Kalen’s unique journey from a military background to becoming an accidental entrepreneur. Her role as the founder of KMC Digital and author of “The Revenue Runway” positions her as an expert in helping businesses optimise their marketing strategies and maximise revenue. Kalen shares valuable insights on how small business owners can transcend their dependency on referral-based business and effectively use platforms like Google My Business and social media to gain traction. We also explore how to tackle the psychological barriers many face when launching new ventures and delve into practical strategies to build a bulletproof business, especially during uncertain economic times. The conversation wraps up with encouragement for aspiring entrepreneurs to start now, remain resilient, and cultivate a growth mindset to overcome challenges.
To connect with Kalen and to learn more about what she does, including grabbing a copy of her book “The Revenue Runway”, go to:
LinkedIn – https://www.linkedin.com/in/kalenmarie/
Website – http://kmc.digital
Book “The Revenue Runway” – https://therevenuerunway.com/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Kai Law, a high-ticket sales expert, to discuss the evolving landscape of sales leadership and strategies in remote roles. The conversation delves into Kai’s intriguing journey from a newspaper salesperson in New Zealand to becoming a digital nomad exploring entrepreneurial opportunities across the globe. Kai shares key insights into the dynamics of high-ticket sales, emphasising the importance of an abundant mindset and the role of coaching in building successful remote sales careers. Unpacking the high-ticket sales domain, Kai sheds light on the impact of COVID-19 in reshaping business operations and opening doors for remote sales roles. He outlines the essential attributes for success in high-ticket sales – from being coachable and having an abundance mindset to focusing on process-oriented rather than money-centric strategies. Kai also articulates the integral role of AI in modern sales practices, leveraging it for content creation and efficient workflow management while ensuring empathy and human connection remain central to the sales process.
To connect with Kai and to learn more about what he does, go to:
LinkedIn – http://linkedin.com/in/accordingtokai
Website – https://abundantcloser.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Robert Kennedy III, a distinguished communication expert, to explore the art of storytelling and its impact on effective public speaking. As a third-generation speaker, Robert draws upon a rich family heritage and personal experiences to share invaluable insights on captivating any audience. The episode delves into his journey from a biology student and teacher to a renowned public speaker and consultant, highlighting the pivotal moments that shaped his career. The conversation is packed with practical advice for those looking to enhance their communication skills. Robert discusses the importance of connecting with your audience and how storytelling can be a powerful tool in achieving this. He introduces effective frameworks, like the EASE method and the four pillars of storytelling, to help speakers deliver impactful presentations. Throughout the episode, Robert emphasises the significance of understanding audience needs, creating emotional connections, and presenting content that resonates deeply. Aspiring speakers and sales leaders will find this episode both informative and inspiring, as it offers actionable strategies to elevate their communication prowess.
To connect with Robert and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/robertkennedy3/
Website – https://robertkennedy3.com/
In this enlightening episode of the Exceptional Sales Leader Podcast, I welcome Helen Malinowski, a seasoned clinician and the visionary mind behind the Somatic Integration Institute and Beacon of Hope Counseling. Helen shares her journey from a clinical director to establishing a thriving private practice, emphasising the role of community and holistic healing in her professional philosophy. This episode dives into crucial themes like burnout, self-care, and the transformative power of somatic experiencing in mental health. As Helen recounts her transition from employment to entrepreneurship, she offers invaluable insights into building a business that aligns with one’s values and avoids burnout. The conversation covers the significance of integrating body awareness into therapeutic practices, fostering community within a healthcare setting, and maintaining a healthy work-life balance. Helen’s personal evolution into a leadership role underscores the importance of authenticity, vision, and service-oriented business growth, offering key lessons for sales leaders and entrepreneurs alike.
To connect with Helen and to learn more about what she does, including gaining special access to a burnout assessment, practice energy audit, and sustainable practice series, go to :
Website – https://www.somaticintegrationinstitute.org//exceptionalsales
Instagram – https://www.instagram.com/somaticinformedtherapies/
In this riveting episode of the Exceptional Sales Leader podcast, I engage in a thoughtful conversation with Will Steel, a former RAF pilot turned High Performance Coach. Broadcasting from Bologna, Italy, Will shares his journey from piloting fast jets to guiding individuals and organisations towards authentic leadership. He discusses the pivotal moments in his career that led him from aspiring to fly Harriers to finding his true calling in personal development and coaching. Listeners are taken through Will’s exploration of ontology, the study of ‘being’ and its application in his coaching practice. The episode highlights the significance of understanding one’s perceived limitations and the profound impact of self-sabotage on one’s career and life goals. Throughout the conversation, Will offers insights rooted in his personal experiences, offering invaluable guidance to those looking to lead with authenticity. The discussion also covers the importance of establishing a vision and understanding the deeper motivations that drive successful leadership.
To connect with Will, to learn more about what he does, as well as to grab a copy of his new book “Free to Lead”, go to:
LinkedIn – https://www.linkedin.com/in/will-steel-business-coach-high-performance-transformation/
Website – https://willsteel.com/
Book – https://willsteel.com/freetolead.php
Instagram – https://www.instagram.com/willsteelcoaching/
In this episode of the Exceptional Sales Leader Podcast, I host the insightful John Nieuwenburg, a veteran business coach with a wealth of experience in both corporate leadership and entrepreneurial coaching. The conversation delves into John’s journey from being a tailor to leading a $3 billion enterprise and then transitioning into business coaching. John shares his methods for helping business owners succeed and we dive deep into coaching philosophies, including the Socratic method, and how business owners can shift from being technicians in their businesses to knowledgeable leaders. John sheds light on overcoming key challenges faced by entrepreneurs, especially in retail and trades industries & using his profound understanding from 17 years in retail and leading BC Liquor Stores, John discusses the importance of systems in business and his experience with government and private enterprise red tape. He emphasises embracing systems to maintain consistency, discusses the mindset shift required for delegation, and explains how AI is transforming coaching. John advises on talent acquisition, explaining how coaching and systemisation can accelerate business growth and increase freedom for entrepreneurs.
To connect with John and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/business-coach-canada/
Website – https://w5coaching.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Wesleyne Whittaker to discuss her dynamic journey from a chemist to a sales leader and her transition into founding her own company. We delve into the intricacies of effective sales leadership, the essence of personalised training, the importance of mindset transformation, and the art of unlearning to unlock true potential in sales. With Wesleyne’s new book “The Sales Reset”, to be released on Feb 10th, the conversation showcases her perspective on sales leadership, advocating for change and coaching in sales, and fostering a conducive environment for sales teams to thrive. Wesleyne shares invaluable insights about the power of self-investment and personal transformation, drawing from her diverse experiences. Highlighting the need for a strong foundational mindset to complement skill training, she discusses why sales training can fail without adequate follow-up and accountability. The dialogue also touches upon the significance of authenticity in sales, and how embracing one’s true self can lead to enhanced professional performance. Wesleyne’s anecdotes and methodologies offer a fresh perspective for those steeped in the sales discipline, providing inspiration and direction for future improvements in the marketplace.
To connect with Wesleyne, to learn more about what she does and to grab a copy of her new book ‘The Sales Reset’, go to:
LinkedIn – https://www.linkedin.com/in/wesleyne/
Website – https://transformedsales.com/
Book – https://transformedsales.com/the-sales-reset/
In this episode of the Exceptional Sales Leader Podcast, I engage in a profound conversation with Gene McNaughton, a seasoned business consultant known for his transformative work in sales leadership and revenue growth. We explore Gene’s impressive career trajectory from Gateway Computers to working alongside Tony Robbins, and to now leading Growth Smart Consulting. The conversation is peppered with insights into Gene’s leadership philosophy, the importance of building strong sales processes, and the critical role of effective sales training in achieving business success. Gene shares his journey of transitioning back to focusing on his consulting practice after leading a company in an industry he initially knew little about. As the discussion unfolds, Gene provides listeners with practical methodologies on how to revitalise struggling sales teams using straightforward yet powerful techniques. He emphasises the significance of measuring and tracking performance, recognising and rewarding achievements, and maintaining high standards. Gene’s wisdom and engaging storytelling offer a masterclass in sales leadership and organisational turnaround, making this episode a must-listen for anyone looking to elevate their sales strategy and business performance.
To connect with Gene and to learn more about what he does, including getting a copy of his book “The Sales Edge” please go to:
LinkedIn – https://www.linkedin.com/in/genemcnaughton/
Website – https://growthsmart.com/
The Sales Edge – https://www.thesalesedge.co/
In this episode of the Exceptional Sales Leader podcast, I am joined by Rome Madison, a renowned confidence coach and president of Genomic Selling Solutions. Broadcasting from Dallas, Texas, Rome shares his inspiring journey from a challenging childhood to becoming a leading voice in the field of genomic sales. The episode delves into Rome’s experience with overcoming adversity, harnessing confidence, and strategically navigating the often complex world of sales leadership. Throughout the conversation, we explore the crucial role of self-acceptance and proficiency in building lasting confidence. Rome reveals how his pivotal year of personal challenges led to career-defining opportunities, emphasising the importance of constant learning and the self-education journey. Together, we address how adversities can shape one’s path, highlighting Rome’s belief that confidence is not a trait one is born with but rather something that is cultivated through deliberate action. This episode offers invaluable insights into mastering the art of sales and inspiring personal growth for aspiring sales leaders.
To connect with Rome, to learn more about what he does, including grabbing a copy of his book ‘The Sales Elite’, and downloading the ’12 step Confidence Algorithm’, go to:
LinkedIn – https://www.linkedin.com/in/genomicsellingsolutions/
Website – https://romemadison.com/
Book ‘The Sales Elite’ – https://bit.ly/4k4DELB
Podcast ‘Genetics for Healthcare’ – https://podcasts.apple.com/au/podcast/genetics-for-healthcare/id1801259592
’12 Step Confidence Algorithm’ – https://iwantmorenow.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I welcome back Walter Crosby, the esteemed CEO of Helix Sales Development, from Detroit, Michigan. Walter returns to the podcast to discuss his newly released book, “Inside Out: Why Strong EOS Companies Have Weak Sales Teams and How to Reignite Growth“. The conversation revolves around key issues sales teams face, such as the need for ongoing personal development, the pitfalls of complacency, and the vital role of high-level engagement from sales leaders. Delving deeper, the episode explores how organisational mindset impacts sales team performance, emphasising the importance of treating sales as a prestigious profession. Walter reveals insights from his book about integrating sales processes into company culture effectively and shares strategies for hiring top sales talent. The discussion also touches on how adopting a consultative sales approach, akin to a doctor’s diagnosis method, can help in creating lasting client relationships and building trust.
To connect with Walter, to learn more about what he does, to plug into his Podcast “Sales & Cigars”, and to grab a copy of his book, go to:
LinkedIn – https://www.linkedin.com/in/walterlcrosby/
Website – https://helixsalesdevelopment.com/
Book – https://bit.ly/3Nsix9P
Podcast – https://open.spotify.com/show/1o3FsRX0zstsxKeuIDjwab
In this episode of the Exceptional Sales Leader Podcast, I welcome back Usman Sheikh, the CEO and Founder of Agentive, for an insightful conversation on how AI is revolutionising the sales cycle. Usman discusses the journey that led him to build Agentive, a company focused on leveraging AI to enhance productivity across the entire sales process. From predicting buyer mindsets to automating time-consuming tasks, Usman shares how AI can transform sales teams into more efficient, customer-centric entities. The episode delves into the core capabilities of Agentive, including aligned lead discovery, pipeline generation, and autonomous hyper-personalised outreach. Usman explains how these innovations aim to improve customer experience, accelerate sales cycles, and increase conversion rates. With the implementation of AI, organisations can achieve significant productivity gains, deliver personalised customer interactions, and foster a culture of innovation. Usman also addresses concerns about AI taking over human roles, emphasising its role as an enabler rather than a replacement for human creativity and ingenuity.
To connect with Usman and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/usmanmsheikh/
Website – https://www.beagentive.com/
In this riveting episode of the Exceptional Sales Leader Podcast, I reconnect with Dr. Noah St. John after a two-year hiatus. Our conversation delves into the core concepts of removing friction from life and business to achieve unparalleled success. Recognised for his innovative “Afformations” and being the “Zero Friction Doctor,” Noah shares transformative insights into how individuals and organisations can break through invisible barriers to reach their goals more efficiently. The discussion spotlights the significance of identifying and addressing unseen friction to unleash potential. Noah explains his tried and tested methodologies, which have helped clients achieve exponential growth. In this dialogue, listeners will learn about the impactful power of asking the right questions, reprogramming subconscious thoughts, and employing system-driven success strategies. By emphasising the practicality and science behind his techniques, Noah provides actionable advice for both personal and professional development.
To connect with Noah and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/noahstjohn/
Website – https://noahstjohn.com/
Speaking – https://noahstjohn.com/book-noah/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Fred Joyal, a trailblazing entrepreneur and the brain behind 1-800-DENTIST. Fred shares invaluable experiences from his journey of building a billion-dollar enterprise from scratch. He offers insights into the challenges faced during the early days of his business and highlights the significance of commitment, leading with integrity, and fostering a positive workplace culture. The discussion emphasises the importance of taking bold actions, even when the path is uncertain, as a catalyst for personal and professional growth. Fred elaborates on the transformative power of boldness in enhancing confidence and opening doors to unforeseen opportunities. He underscores the critical role of perseverance in business success, illustrated through anecdotes of overcoming legal and financial challenges. The conversation expands towards addressing the pervasive Tall Poppy Syndrome, especially in Australia, and the societal impact on individual ambition. Whether you’re an aspiring entrepreneur or a seasoned leader, this episode is rich with actionable insights on fostering boldness, embracing discomfort, and prioritising ethical business practices.
To connect with Fred and to learn more about what he does, including grabbing a copy of his book “Superbold-From Under Confident to Charismatic in 90 Days”, go to:
LinkedIn – https://www.linkedin.com/in/fredjoyal/
Website – https://www.fredjoyal.com/
Book – https://www.fredjoyal.com/books
YouTube – https://www.youtube.com/@FredJoyal
In this episode of the Exceptional Sales Leader Podcast, I enjoy a tremendous conversation with Julian Goldie, a dynamic force in the worlds of AI and SEO. Broadcasting from Bangkok, Thailand, Julian shares his transition from a corporate marketing manager in the UK to a thriving entrepreneur impacting global audiences. This episode reveals Julian’s journey, beginning with a life-changing trip to Thailand, leading to the establishment of a successful online business and ultimately the Goldie Agency. His impactful strategies have empowered millions, demonstrating how consistency, volume, and leveraging AI tools are pivotal in online growth and presence. The conversation delves into Julian’s methodical approach to scaling his business and reach through strategic SEO and AI applications, creating success in enhancing customer engagement and expanding digital footprints without the reliance on traditional ad platforms. Implementing consistency and patience, Julian outlines the importance in overcoming instant gratification pitfalls prevalent within entrepreneurial circles, also focusing on leveraging AI to streamline operations, thus enabling business leaders to focus on more strategic, growth-centric tasks.
To connect with Julian and to learn more about what he does, including information on AI Profit Boardroom, go to:
LinkedIn – https://www.linkedin.com/in/juliangoldieseo/
Website – https://juliangoldie.com/
AI Profit Boardroom – https://www.skool.com/ai-profit-lab-7462/about
In this episode of the Exceptional Sales Leader podcast, I welcome DJ Carroll, an accomplished entrepreneur and CEO of Carroll Media Group. DJ shares insights from his extensive career in sales and entrepreneurship, discussing his experiences over ten years of podcasting, his journey through seven successful businesses, and the creation of two impactful books. The conversation touches on DJ’s unique approach to personal branding, the importance of resilience in business, and the evolving role of entrepreneurship in today’s AI-driven world. We delve into the crucial mindset required for entrepreneurial success, emphasising resilience, mental toughness, and the ability to embrace failure as a stepping stone to growth. DJ draws parallels between entrepreneurship and sales, highlighting the need for proactive adaptability in a rapidly changing landscape. We explore the impact of AI on business operations, especially in sales and small business contexts, making a case for AI as a game-changer in efficiency and customer interaction. Throughout, DJ offers valuable insights into building a strong personal brand and leveraging new technology to stay ahead in business.
To connect with DJ and to learn more about what he does, including getting a copy of his new book “The Hunter Head Game”, go to:
LinkedIn – https://www.linkedin.com/in/dj-carroll-65589b21/
Website – https://www.coachcarroll.com/
Book – https://thehunterheadgame.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Alexis Sikorsky from Surrey, UK, for an engaging discussion on entrepreneurship and business scaling. Alexis shares insights from his journey, emphasising the importance of risk-taking, navigating failures, and learning from past mistakes. As a renowned expert in helping businesses prepare for sale, Alexis breaks down his proven frameworks and approaches that facilitate a successful business exit to private equity firms. Explore how Alexis believes entrepreneurship is an inherent quality fuelled by a drive to innovate amidst challenges. Discussing his transition from startup struggles to a successful nine-figure business exit, he underscores the pivotal role of failure in shaping a resilient entrepreneurial mindset. Alexis elaborates on his APEX framework, a strategic plan entailing Assess, Plan, Execute, and Exit phases, guiding entrepreneurs to scale their ventures efficiently. The episode offers a treasure trove of wisdom for business owners seeking to refine their approach to scaling and selling businesses.
To connect with Alexis and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/alexis-sikorsky-consulting/
Website – https://www.knightscalepartners.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Chelsea Olsen, a versatile sales consultant and founder of CLOHZ. The discussion explores a broad spectrum of sales topics from Chelsea’s origin story in sales to her multidisciplinary professional journey. We explore the concept of sales authenticity and the ever-important transition from traditional sales tactics to modern methodologies centered on buyer-centric approaches and the psychology of consumer behaviour. Chelsea sheds light on the challenges faced by salespeople today, including the pressure to meet targets in a world overloaded with information and competition. The episode delves into effective strategies for cutting through the noise, building genuine relationships, and developing resilience in the face of rejection. Drawing from personal experiences, Chelsea discusses the importance of maintaining an ego-free mindset and the role of self-awareness in sales success. This episode is packed with valuable insights for sales leaders aiming to adapt to the evolving sales landscape while fostering a supportive environment for their teams.
To connect with Chelsea and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/chelsea-olsen-sales-growth/
Website – https://clohz.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome sales expert Gary Daly, dialing in from the bustling city of Dubai. With Irish roots and global sales acumen, Gary shares transformative experiences that have shaped his career, including his intriguing journey across different countries and overcoming professional hurdles. The conversation delves into Gary’s multifaceted career, from his shaky start in a small startup in Sydney to making his mark in a Fortune 500 company. Gary emphasises the importance of early personal development, inspired by a life-changing seminar with Tony Robbins, which taught him to take ownership of his future. The episode also explores the power of relentless self-investment. Gary advocates for continuous learning, sharing insights from his journey with public speaking mastery and breath-work practice. His ethos of ‘paying to play’ underscores the need to invest in one’s growth actively. Additionally, Gary reveals his upcoming endeavours in the field of coaching, aiming to blend his sales expertise with his newfound coaching skills. Tying his narrative together is a focus on being of service, fostering curiosity, and nurturing gratitude, all while keeping a firm grip on humility and authenticity, key tenets that he suggests can elevate any sales career.
To connect with Gary and to learn more about what he does, including grabbing a copy of his book “Built By Lessons – Turn Your Challenges into Triumphs”, go to:
LinkedIn – https://www.linkedin.com/in/garydalysales/
Book – https://www.amazon.com/dp/B0DW8LHGDB
In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Geoffrey Reid, an esteemed sales executive and thought leader in the world of revenue generation. With a career spanning nearly a quarter of a century at Marcus Evans, Geoffrey shares his journey from an entry-level sales position to becoming the CEO of a major international firm. This enlightening discussion explores Geoffrey’s innovative approaches to sales leadership, his focus on attitude over aptitude in hiring, and the importance of maintaining humility and a service-oriented mindset in driving organisational success. The episode delves deeply into Geoffrey’s leadership philosophies, particularly his emphasis on fostering a supportive and empowering environment for his team, which resulted in a remarkable advancement in sales and team cohesion. Geoffrey expounds on the significance of embracing individual learning styles in sales training and the power of resistant selling strategies over traditional persuasive techniques. Notably, Geoffrey’s insights align with his influential book, “The Revenue Catalyst,” which offers a comprehensive guide for mastering sales in today’s dynamic market. This conversation is a treasure trove of knowledge for sales leaders looking to enhance their team’s potential and drive sustainable success.
To connect with Geoffrey, to learn more about what he does, including grabbing a copy of his book ‘The Revenue Catalyst’, go to:
LinkedIn https://www.linkedin.com/in/geoffreymreid/
Website – https://geoffreymreid.com/
TedX Speech – https://www.youtube.com/watch?v=dPJPydf3kEI
In this episode of the Exceptional Sales Leader Podcast, I welcome Adam Rosen, Co-Founder & CEO at Email Outreach Company, and a pioneering figure in the domain of email marketing strategy. Adam shares how he turned college lessons into a successful business by honing email outreach to secure clientele like Bank of America and Disney. This episode delves deep into the power of cold emails and strategic persistence, topped with Adam’s insights into how historic tools like email continue to drive results by crafting personalised, well-timed messages in an AI-driven landscape. Venturing further into the nuances of email marketing, Adam explores compelling strategies that differentiate good outreach from mere spam. The conversation traverses various topics including innovative methods to elude spam filters, the significance of deep personalisation, and the incremental upticks in response rates achievable through keen attention to market psychology. As Adam puts it, understanding one’s audience and crafting a trial of intention not just in businesses, but in life, wins the race. He imparts valuable tips on crafting short, effective emails with impactful subject lines, ensuring ethical selling remains at the core of all marketing endeavours.
To connect with Adam and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/adamirosen/
Website – https://eocworks.com/
Instagram – https://www.instagram.com/adamirosen/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Rajiv Lamba, a trailblazer in the field of consumer research. The discussion dives into Rajiv’s innovative journey from a consulting firm employee to founding SurveySensum, a company breaking new ground in market research. The episode explores how SurveySensum utilises technology to provide real-time customer insights at a fraction of the cost usually incurred when employing large consulting firms. This conversation sheds light on the challenges and learnings Rajiv faced in positioning SurveySensum as a credible alternative for obtaining valuable customer feedback. The episode provides an in-depth look at how SurveySensum is revolutionising consumer research through AI-driven insights. We discuss the transformation of traditional customer research methods, emphasising the adoption of platforms that enable businesses to pivot quickly based on customer feedback. Rajiv shares his expertise on enhancing customer satisfaction and reducing churn through actionable insights, positioning SurveySensum as a competitive player in the AI and consumer insights space. Whether you’re an SME or a large corporation, understanding and acting on customer feedback is made simpler with SurveySensum.
To connect with Rajiv, and to learn more about what he does, including taking advantage of a free trial of SurveySensum, go to:
LinkedIn – https://www.linkedin.com/in/rajiv-lamba/
Website – https://www.surveysensum.com/
In this insightful episode of the Exceptional Sales Leader podcast, I welcome Katie Nelson, the CEO of Sales Uprising, known as the Sales Catalyst, to delve into the nuances of sales, sales leadership, and the essential relationship between sales and marketing. Katie shares her journey from starting in a call centre at 15 to leading a company that’s reshaping sales processes for small businesses. Together, we unravel the fabric of what truly makes sales work: building genuine relationships and understanding client needs. We explore the intricate challenge of aligning marketing efforts with sales endeavours and discuss strategies for creating consistent messaging across teams, emphasise the importance of understanding the sales lifecycle, and highlight how customer appreciation events can strengthen long-term relationships. Katie passionately advises on focusing on human interaction and viewing sales as a tool for meaningful connections rather than a transactional activity. Enhancing company growth through clear customer profiles and niche targeting, while balancing the pressure of immediate results with strategic long-term goals, forms a core theme of the conversation.
To connect with Katie and to learn more about what she does, go to:
LinkedIn – https://www.linkedin.com/in/thesalescatalyst/
Website – https://salesuprising.com/
YouTube – https://www.youtube.com/@SalesUpRising
Instagram – http://www.instagram.com/salesuprising
In this episode of the Exceptional Sales Leader Podcast, I welcome Dr. Aleksandra Plazinic, an expert in strategic management and communication, to explore the often overlooked challenges women face in professional settings, particularly concerning public speaking and confidence building. This episode dives deep into practical strategies for overcoming the fear of public speaking and developing the confidence to communicate effectively. The discussion revolves around identifying the roots of imposter syndrome among women, with Aleksandra sharing insights from her experience that highlight the societal pressures and self-imposed expectations women commonly face, as well as emphasising practical, actionable advice to manage stage fright and assert presence in professional environments. Listeners gain a wealth of knowledge on how to transform anxiety into excitement and embrace authenticity in communication.
To connect with Aleksandra and to learn more about what she does, including downloading a free guide “3 Steps to Prepare For Your Public Speaking”, go to:
LinkedIn – https://www.linkedin.com/in/aleksandra-plazinic-phd/
Website – https://aplazinic.com/
Free Guide – https://mailchi.mp/bd941fc15c82/welcome-freebie
In this episode of the Exceptional Sales Leader Podcast, I welcome John Golden, a seasoned sales leader and renowned speaker in the sales industry. With a rich history in sales leadership and strategy, John shares compelling insights into the evolving role of sales leaders and the paradigms that shape effective sales teams. The episode delves into John’s career trajectory that began in Dublin and led him to Silicon Valley during the dot-com boom, painting a vivid picture of his strategic ascent in the sales domain. Throughout the conversation, we explore various facets critical to sales leadership success such as the indispensability of coaching, the importance of a robust CRM system, and the creation of self-reliant sales teams. John emphasises the necessity for sales leaders to invest in personal coaching and mentorship, advocating for a shift from command-and-control management to an empowering, supportive approach. The episode also covers the concept of “salespreneurs,” highlighting the entrepreneurial spirit that high-performing salespeople often embody, ensuring a dynamic, self-sufficient sales atmosphere.
To connect with John, and to learn more about what he does, including checking out his podcast, Sales Pop, go to:
LinkedIn – https://www.linkedin.com/in/johngolden/
Website – https://www.pipelinersales.com/
Podcast – https://podcasts.apple.com/au/podcast/sales-pop-podcasts-insights-from-top-experts-in-sales/id1455305326
In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Matt Sucha, the CEO of MindWorx Consulting, as we unpack his unconventional journey from being an actuary to becoming a global leader in consumer psychology training, along with his insights into sales and the art of persuasion. The episode centres around Matt’s upcoming book, “The Hidden YES,” and explores profound insights into consumer behaviour and psychology that can transform sales practices. Throughout the conversation, Matt unveils the fundamental mistakes salespeople often make, such as over-reliance on motivation and neglect of psychological barriers. He shares valuable insights on addressing buyer uncertainties and leveraging context to enhance persuasion. His collaboration with renowned figures in behavioral economics, like Dan Ariely, has established Matt’s reputation as a thought leader in the field. With practical examples and vivid storytelling, he illustrates how subtle changes in communication can lead to significant improvements in sales outcomes.
To connect with Matt, and to learn more about what he does, including grabbing a copy of his new book, go to:
LinkedIn – https://www.linkedin.com/in/matt-sucha/
Website – https://mindworx.net/
Book – https://thehiddenyes.com/
In this episode of the Exceptional Sales Leader Podcast, I am joined by Alex Smith, founder of Basic Arts and author of “The No Bullshit Strategy.” Together, we explore the misconceptions surrounding business strategy and how simplifying these concepts can lead to more tangible success. Alex’s unconventional journey in strategy, beginning without formal education in the field, offers enlightening insights into how less can be more in the complex world of business strategy. Alex dives deep into the dynamics of effective strategy by underscoring its simplicity and execution. He emphasises that the real value of strategy lies in actionable insights rather than jargon-filled boardroom discussions. As the conversation unfolds, Alex shares his perspective on how culture and strategy intertwine, illustrating how a defined strategy can foster a unique culture within an organisation. The episode further tackles the critical concept of not striving to be the “best” but focusing on becoming the “only” in one’s niche. By challenging traditional norms and encouraging businesses to embrace distinctive approaches, Alex provides a fresh perspective that is both practical and inspiring.
To connect with Alex and to learn more about what he does, including gaining access to free resources, go to:
LinkedIn – https://www.linkedin.com/in/alex-m-h-smith/
Website – https://basicarts.org/
Free Resources – https://basicarts.org/welcome/
YouTube – https://www.youtube.com/@AlexMHSmith
In this engaging episode, Dan Norcross shares his remarkable transition from a successful engineering career to becoming the founder and CEO of Regal Relocations, and his journey to becoming a dynamic property investment strategist. As he delves into his strategies for property investments, listeners will discover how Dan leverages data-driven decision-making and innovative business models to achieve win-win scenarios for investors and property owners alike. This episode provides a deep dive into Dan’s journey within the property sector, revealing critical insights into the power of mentoring and coaching, as well as the significant impact of taking decisive actions. Dan explains how he has harnessed his analytical skills to overcome challenges and upend traditional paradigms in property investment. Whether it’s the intricacies of the serviced accommodation industry or the strategic management of investor relations, this episode demonstrates how Dan has effectively used strategic foresight to generate substantial growth and secure financial freedom, reflecting a mission-driven approach focused on balance, integrity, and long-term vision.
To connect with Dan & to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/dan-norcross-ieng-mimeche-miod-21575636/
Facebook – https://www.facebook.com/dan.norcross.10
Instagram – https://www.instagram.com/dan.norcross/
In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Matt Raad, an expert in buying and selling online businesses, to explore the future of financial independence. Matt recounts his transformative journey from Zoology student to successful entrepreneur, emphasising the pivotal role of sales and the attraction of leveraging online businesses for financial freedom. Together with his wife, Liz, Matt has built a dynamic career by acquiring and managing digital properties, illustrating the viability of generating passive income through strategic online investments. Throughout the conversation, we delve into the nuances of transitioning from traditional sales and business management to online entrepreneurship. Matt discusses the critical aspects of building a robust digital presence, leveraging AI, and the significance of having a side hustle as a safety net in the volatile job market. We also touch on vital themes such as finding your niche, the importance of maintaining real-life relationships in business, and understanding digital marketplaces. This episode is a treasure trove for aspiring entrepreneurs seeking to diversify their income streams by mastering digital enterprises.
To connect with Matt and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/matt-raad/
Website – https://www.ebusinessinstitute.com.au/
In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with sales expert Adam Cerra, Founder & CEO of DFY High Ticket Closing & Closer Academy, and creator of The Inverse Closing Method. The conversation explores Adam’s formidable career, beginning in IT support and evolving into the high-stakes world of sales. Particularly for coaches and educators in personal development, Adam’s methodologies are built on creating genuine buying decisions and establishing integrity and authority in sales conversations. The episode delves deep into Adam’s inverse closing method, a distinctive strategy that prioritises understanding customer pain points using emotional intelligence, with emphasis on selling decisions rather than products. Adam underscores the importance of authority in sales and challenges traditional methods through philosophical and ethical angles. By focusing on serving clients ethically and understanding their specific needs, Adam reveals effective ways for sales professionals to thrive without the traditional “sleaze” associated with selling. The discussion also covers projections, NLP strategies, and the future of sales in an AI-driven world, presenting a nuanced perspective on how sales professionals can enhance their skills with technology without being replaced by it.
To connect with Adam and to learn more about what he does, including grabbing a copy of his book ‘Conversation to Client’, please go to:
LinkedIn – https://www.linkedin.com/in/adamcerra/
Website – https://adamcerra.com/
Book – https://www.conversationtoclient.com/buy-book
In this episode of the Exceptional Sales Leader Podcast, I am thrilled to be joined by Neil Reich, Founder & CEO of Care Connect Advisors, from Tampa, Florida. With a remarkable career in sales and healthcare, Neil brings a wealth of experience and insights into building successful sales teams and delivering exceptional value to customers. In this episode, Neil shares his leadership journey, recounting pivotal moments and lessons learned from mentors that have shaped his approach to business and life. We explore the significance of mentorship, developing a successful sales strategy, the importance of surrounding ourselves with the right people, as well as deep diving into servant leadership. With insightful discussions on value-based care, the power of referrals, and overcoming adversity, Neil offers invaluable guidance for those looking to thrive in a competitive market. Anyone interested in healthcare sales, leadership, or business startups will find this episode immensely valuable.
To connect with Neil and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/neil-reich-3382498/
Website – https://careconnectagency.com/
In this compelling episode of The Exceptional Sales Leader Podcast, I am joined by Terry Wilson, CEO of Chat Metrics, to discuss the critical interplay between human interaction and technology in sales conversions. With a background in accounting and the steel industry, Terry’s transition into digital marketing highlights the importance of human-centric live chat solutions for online businesses. Listeners will gain insights into Chat Metrics’ journey and unique business model that prioritises 24/7 human interaction over automation and AI bots, ensuring quality customer engagement. Throughout the conversation, Terry elaborates on the transformative power of live chat in enhancing lead generation and the common pitfalls businesses face when adopting chat technologies. Key challenges, like finding skilled personnel to manage live interactions across time zones and the impact of tech trends like AI, are explored in depth. Terry emphasises the principle of “give before you ask,” advocating for genuine, human-first interactions to cultivate trust and improve conversions. This episode is rich with expert advice for anyone looking to optimise their online sales strategies with proven human engagement techniques and is a must-listen for sales and marketing leaders aiming to leverage technology effectively.
To connect with Terry and to learn more about Chat Metrics, please go to:
LinkedIn – https://www.linkedin.com/in/terry-wilson-tj/
Website – https://www.chatmetrics.com/
Podcast “The Chat” – https://podcasts.apple.com/au/podcast/the-chat-conversations-with-marketing-and-sales-leaders/id1778175226
In this enlightening episode of the Exceptional Sales Leader Podcast, I am joined by experienced & highly successful financial entrepreneur Larry Weidel who shares his journey and insights into building a successful business empire. You will be treated to a rich tapestry of experiences highlighting the challenges and triumphs Larry faced in establishing a financial powerhouse with Primerica, a journey marked by resilience, innovation, and a steadfast commitment to helping others achieve financial freedom. Larry discusses key principles from his book, “Serial Winner,” emphasising the significance of making decisive steps forward and maintaining a mindset of always improving, which he refers to as the “Abi Principle.” He passionately talks about the need to align one’s career with personal excitement and how finding the right path leads not only to personal fulfilment but also to professional success. The conversation steers through the philosophies of problem-solving, the art of decision-making, and the undeniable power of winning—concepts pivotal to building both a successful business and a satisfying life. Through engaging anecdotes and thoughtful reflections, Larry leaves listeners with a powerful message about the cyclical nature of winning and the unlimited potential that lies in continual personal and professional growth.
To connect with Larry and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/larryweidel/
Website – https://www.larryweidel.com/
Big Hitters Community – https://www.bighitterscommunity.com/
YouTube – https://www.youtube.com/@BigHittersPod
Instagram – https://www.instagram.com/larryweidel/
In this episode of The Exceptional Sales Leader podcast, I welcome Bob Pizzini, an ex-Navy diver, current CEO, and leadership consultant, to share his insights on leveraging military experience in the business world. Bob brings to the table a diverse background, from being a Navy EOD technician to running a multimillion-dollar business. He discusses his journey, focusing on utilising his military-acquired skills to build and operate a unique venture like iFly Virginia Beach, a renowned indoor skydiving facility. We dive into the core principles of leadership learned from his military career, emphasising health and wellness as critical components of leadership success. He highlights the significance of fitness and recovery, which informed his leadership philosophy encapsulated in his book, “Elevate Your Leadership.” Bob elaborates on six essential elements: rest, hydration, nutrition, exercise, brain-heart link, and lifelong learning. These components serve as pillars for personal and professional high performance, elements frequently overlooked by many organisations and leaders in pursuit of immediate results.
To connect with Bob and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/elevateyourleadership/
Website – https://robertpizzini.com/
Instagram – https://www.instagram.com/bobpizzini/
In this episode I enjoy an engaging conversation with Nuttha Goutier as we explore her transformational journey from a small Thai village to spearheading a successful spa network in Canada. We delve into Nuttha’s personal story, offering insights into the communal values and resourcefulness inherent in her upbringing, which have significantly influenced her business ethos. The conversation provides a detailed look at how Nuttha’s deep-rooted belief in community, joy, and wellbeing propelled the Sabai Thai Spa to success. Emphasising the core values of self-care and human connection, this episode highlights how a genuine passion combined with strategic franchising can pave the way for business expansion and customer loyalty. It also underscores the potency of leading with heart and purpose.
To connect with Nuttha and to learn more about Sabai Thai Spa, go to:
LinkedIn – https://www.linkedin.com/in/nutthagoutier/
Website – https://sabaithai.com/
Instagram – http://instagram.com/nutthagoutier/
In this riveting episode of the Exceptional Sales Leader Podcast, I reconnect with Tanya Pluckrose after four years between podcast episodes. A conversation filled with insights, Tanya shares her transformative journey from a successful career at Qantas to becoming a mindset coach in the United States and now back in Brisbane. She elaborates on the importance of nature, frequency, and vibrational energy as tools for resetting and aligning one’s inner frequency for business success. We explore these profound topics as she highlights her living experiences in Las Vegas and how tuning with nature has influenced her mindset. This episode delves into Tanya’s expertise in mindset coaching, emphasising the power of self-image and paradigm shifts as pivotal elements for success in sales. Drawing from her work with the renowned Bob Proctor, Tanya reveals how internal programming and paradigms dictate our results. The discussion bridges practical, actionable steps that leaders and entrepreneurs can take to transform their subconscious mind and improve their business outcomes. Key insights include leveraging creative visualisation and maintaining a positive self-dialogue to align with one’s goals and manifest income and success.
To connect with Tanya and to learn more about what she does, go to:
LinkedIn – https://www.linkedin.com/in/tanyapluckrose/
Website – https://www.tanyapluckrose.com
YouTube – https://www.youtube.com/@tanyapluckrose
In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Jim Carlough, a celebrated author and leadership expert from Dallas, Texas. The conversation highlights the global scope of Jim’s influence, evident in his engagements from Nigeria to Switzerland. The focus is Jim’s bestseller, “The Six Pillars of Effective Leadership,” which he developed as a guide to empower new managers with proven leadership strategies. Jim shares how his own journey into sales leadership started without the traditional sales stint, an environment that taught him valuable lessons about adaptability and integrity. Amid an in-depth discussion on leadership, Jim emphasises integrity as the cornerstone of effective leadership, recounting lessons from his early start in public office and pivotal experiences that shaped his career. Further, he illustrates how leaders are made, not born, by sharing compelling narratives about integrity, compassion, empathy, and focus—all crucial leadership pillars in his book. Jim recounts noteworthy experiences, such as leading a sizeable team under challenging conditions, and provides practical insights on building credibility, executing with empathy, and consistently delivering results. Jim’s storytelling offers relatable and valuable lessons for aspiring and seasoned leaders alike, making for a comprehensively informative episode.
To connect with Jim and to learn more about what he does, including grabbing a copy of his book “The Six Pillars of Effective Leadership – a Roadmap to Success”, go to:
LinkedIn – https://www.linkedin.com/in/jimcarlough/
Website – https://www.jimcarlough.com/
In this episode of the Exceptional Sales Leader Podcast, I chat with Mark Gordon, a seasoned sales leader and CEO of Integrated Go-to-Market Solutions. Hailing from Charleston, South Carolina, Mark shares his journey from being a struggling student to a thriving entrepreneur in sales and mortgage businesses. His unique approach to leadership and company culture, emphasising radical candour and transparency, plays a vital role in the success of his ventures. Mark discusses the importance of having a well-structured go-to-market strategy, especially in commodity-based industries, where product differentiation is challenging. Listeners will learn about key sales and marketing strategies that Mark uses to establish competitive advantages. He discusses how to create a unique messaging approach to attract top talent and sustain a high-performance culture. Mark also emphasises the importance of transparency, accountability, and continuous improvement in building a self-sustaining organisation. This episode provides invaluable insights for VPs of sales, entrepreneurs, and business leaders looking to refine their market approach and drive sustainable growth.To connect with Mark and to learn more about what he does, go to:LinkedIn - https://www.linkedin.com/in/markdouglasgordon/Website - https://igtms.com/Instagram - https://www.instagram.com/markdgordon?igsh=MTV2OTdnbGM0OTM0ZA==
In this episode of the Exceptional Sales Leader podcast, I welcome Edd Hayer, CEO of Prospector, a vital player in the realm of sales technology. The conversation unfolds to spotlight the intersection of smart technology and sales strategy and we delve into the transformation of traditional prospecting approaches, underlining the importance of leveraging insights for a dynamic and relevant sales strategy. We explore Prospector's innovative platform that empowers sales teams by identifying business insights that influence positive sales outcomes. This approach aligns with the overarching need in industries today for precision-targeting and accurate understanding of customer needs, beyond the generic spray-and-pray technique. Edd stresses the critical nature of timing and messaging in connecting with prospects, crafted through understanding an organisation's unique challenges and industry dynamics. Throughout the episode, the dialogue also touches on the role of AI, highlighting its potential and pitfalls in modern sales processes and how it complements human sales tactics.To connect with Edd and to learn more about Prospector, go to:LinkedIn - https://www.linkedin.com/in/edd-hayer-97b871106/Website - https://prospector.com.au/
In this captivating episode of the Exceptional Sales Leader Podcast, I welcome Andrew Hulbert, a prominent business leader and founder of Pareto FM. The episode kicks off with the fascinating revelation that Andrew is among the top 0.1% of blood donors worldwide, highlighting his commitment to giving back. This theme of service underpins a compelling discussion on entrepreneurship, personal branding, and the impact of nurturing a community network to achieve sustainable business success. Andrew shares his unique journey from a humble upbringing on a council estate to founding a nine-figure business in the competitive facilities management sector. This episode delves into how Andrew's dedication to values such as diversity, equity, and inclusion has not only set his company apart but also formed a solid foundation for his personal brand. He emphasises the importance of building authentic relationships, the power of inspiring company culture, and how a differentiated approach led Pareto FM to consistently win pitches against significantly larger competitors.To connect with Andrew and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/andrewhulbert/
In this gripping episode of the Exceptional Sales Leader Podcast, I welcome back Stephen Oommen after an eight-month hiatus to explore powerful concepts in sales leadership and personal development. Recorded against the backdrop of Stephen's journey from Microsoft to entrepreneurship, the episode delves deep into the principles of the "Mamba Mentality" as inspired by Kobe Bryant. It articulates the significance of relentless self-improvement, financial stewardship, and the importance of building meaningful human connections within the sales landscape. Focusing on sales as a form of dedicated problem-solving, this episode explores the impacts of mindset and strategy on achieving sales success. Attuned to the latest technological evolution with AI, Stephen discusses its implications on the sales industry while championing the irreplaceable value of genuine human interaction and continuous learning. This episode is a treasure trove of insights for anyone committed to excelling in sales leadership by absorbing the mastery reflected in sports legends like Kobe Bryant and applying similar dedication to their career.To connect with Stephen and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/stephenoommen/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Cameron Bishop, the Managing Director of Raincatcher and engage in an insightful discussion, traversing Cameron's unique career path from an unexpected promotion in a small publishing company to leading a multi-million dollar enterprise. Listeners will dive deep into Cameron's ethos around leadership, how to foster respect in sales teams, and the invaluable lessons learned from mistakes in mergers and acquisitions, all of which took his career to new, formidable heights. We explore the nuances of people management, especially the importance of understanding and empowering employees to cultivate a thriving and cohesive corporate culture. We also examine the significance of succession planning and transparent communication in maintaining business sustainability. Cameron's engaging storytelling underscores the necessity of humility, empathy, and innovative practices in driving sales success and organisational growth, making this episode a must-listen for current and aspiring sales leaders.To connect with Cameron and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/cameron-bishop-19b6804/Website - https://raincatcher.com/
In this episode of The Exceptional Sales Leader Podcast, I chat with Mandy Keene, a formidable leadership coach specialising in personality assessments. Broadcasting from outside Boise, Idaho, Mandy shares insights from her journey, starting with her time at Tony Robbins’ organisation, where her affinity for coaching and personality assessments began. Her expertise has led her to coach industry stalwarts like Russell Brunson, helping leaders harness their strengths for optimal performance. This episode delves deep into the world of personality assessments, with Mandy explaining how tools like the DISC profile can significantly enhance one’s understanding of personal and team dynamics. She emphasises the importance of self-awareness in leadership, illustrating how understanding one’s strengths and weaknesses fosters more cohesive and high-performing teams. The conversation also explores the distinction between authentic passion and trauma-driven pursuits, offering rich insights for budding entrepreneurs and seasoned professionals alike.
To connect with Mandy and to learn more about what she does, please go to:
Facebook – https://www.facebook.com/mandyjokeene
Instagram – https://www.instagram.com/mandyjkeene/
Website – https://understand.me/
In this engaging episode of The Exceptional Sales Leader Podcast, I welcome Andres Lares, Managing Director at Shapiro Negotiations Institute. We dive into the fascinating world of negotiation and the powers of influence, as Andres shares insights gained from his vast experience in the field. Known for coaching high-profile sports professionals and corporate leaders alike, Andres brings a unique perspective on negotiation strategies that can be applied across industries. Throughout the discussion, Andres explores the importance of relationship-based negotiation and offers a seasoned take on the often-debated topic of win-win outcomes. He emphasises the critical role of emotional intelligence and reframes negotiation as an opportunity for collaboration rather than compromise. Andres also highlights the significance of preparation and understanding the interests of both parties to achieve optimal results. This episode is packed with actionable advice on enhancing negotiation skills, improving influence, and becoming more effective in sales or leadership roles.
To connect with Andres and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/andreslares/
Website – https://www.shapironegotiations.com/
In this episode of the Exceptional Sales Leader Podcast, I sit down with Ryan Hohman, the mastermind behind Sales Recruiting University. We dive into Ryan’s journey from a young commission-based sales trainee to establishing a groundbreaking recruitment firm. Throughout the episode, Ryan opens up about his experiences across various sales roles, his foray into entrepreneurship, and the evolution of Sales Recruiting University. This enlightening discussion shines a light on the distinctive strategies that underpin successful recruitment and retention of commission-based sales professionals. The conversation also explores the nuances of building a commission-based sales team, the importance of effective onboarding processes, and the game-changing role of technology in recruiting. Ryan discusses the comprehensive methodology employed by Sales Recruiting University, emphasising AI’s vital role in transforming onboarding systems. Delving into the sales process, he explains how businesses can better position themselves in the marketplace by leveraging these processes to improve sales team retention and productivity. With a keen eye on industry trends, Ryan offers a forward-looking perspective on the evolution of the sales recruitment landscape.
To connect with Ryan and to learn more about Sales Recruitment University, including downloading a 20 Step Workbook to Build, Scale & Lead a High Performing Commission Based Sales Team, go to:
LinkedIn – https://www.linkedin.com/in/ryan-hohman-5423b890/
Website – https://getsru.com/
20 Step Workbook – https://s20salesteam.com/
In this episode, I enjoy a phenomenal conversation with Mark Howley, an accomplished business leader renowned for his insights into sales, entrepreneurship, and personal evolution. We delve deep into Mark’s journey through the bustling world of business, the philosophies that have guided him, and his unwavering commitment to playing the long game. Mark candidly shares his life’s narrative, from starting at an entry-level sales position to navigating through significant career milestones, to owning and selling a successful business. Throughout the conversation, Mark emphasises the importance of long-term planning, resilience, and continuously honing one’s craft. Insights into his career are juxtaposed with his personal revelation of maintaining sobriety for over four decades, and how that discipline translated to his professional life. Listeners also gain a glimpse of his passion project, “The Mark Howley Show,” a podcast that allows him to share his extensive experience while engaging with guests who display creativity and grit in their respective crafts. This episode is a treasure trove of wisdom for anyone interested in sales, leadership, and personal growth.
To connect with Mark and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/mark-howley-consulting/
Website – https://www.themarkhowleyshow.com/
In this episode of The Exceptional Sales Leader podcast, I engage in a thought-provoking conversation with Donny Hackett, founder and CEO of VeriDeal. Donny shares the journey leading to the creation of VeriDeal, a groundbreaking platform designed to differentiate genuine sales achievers from the embellished resumes prevalent in tech sales. Through his narrative, he highlights the struggles and realisations that catalysed his transition from a sales executive position at AWS to a tech entrepreneur, aiming to transform industry standards. As Donny delves deeper into the nuances of the VeriDeal platform, he discusses its potential to alleviate hiring challenges by providing verified proof of performance for sales professionals. This episode covers crucial themes such as the importance of authentic relationship-building in sales, the impact of market dynamics on job security, and the innovative approach of leveraging client feedback for career advancement. Donny’s vision is to empower individuals and enhance recruitment processes through a verifiable, results-driven framework, making significant strides toward reshaping the competitive landscape of tech sales.
To connect with Donny and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/donnyhackett/
Website – http://www.VeriDeal.io
In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Christian Jack, a pivotal figure in the landscape of sales coaching and influence. We delve into Christian’s compelling journey from a music teacher to a leading sales force known as the “Sales Dojo.” Christian shares vital insights into the importance of developing a meta skill in sales and how his passion for growth led him to significant transformations in business and personal journeys alike. The conversation unfolds around crucial themes like the psychology of sales and the principle of focusing on self-improvement to excel in sales roles. With discussions anchored in improving one’s self-identity, building confidence, and effectively utilising AI in sales, Christian highlights the transformative power of authentic communication. Incorporating anecdotes and experiential wisdom, the episode offers a wealth of actionable insights for sales professionals aiming to enhance their influence, establish authority, and achieve long-lasting success.
To connect with Christian, to learn more about what he does, as well as gain access to some free sales resoources, please go to:
LinkedIn – https://www.linkedin.com/in/christian-jack-989306295/
Website – https://thesalesdojo.co/
Free sales resources for Exceptional Sales Leader Podcast listeners – https://thesalesdojo.co/exceptional
In this insightful episode of the Exceptional Sales Leader Podcast I’m joined by Greg Cassar, a business coach, investor and highly successful businessman, and we delve deep into lifestyle design and the significance of creating a career that offers both time and financial freedom. Greg shares his journey from the corporate realm to building a thriving business, emphasising the transformative power of self-investment and personal development. This episode explores the critical importance of diversifying income streams and the advantages of staying current with technological advancements, like AI. Greg highlights how investing in one’s financial education and understanding emerging tech trends can lead to sustained economic growth. Drawing parallels from his own experiences, Greg reveals valuable insights on leveraging personal and professional growth to unlock financial independence, whilst ensuring a balanced life through strategic time management.
To connect with Greg and to learn more about what he does, including gaining access to a free mini class around business growth, lifestyle design, exponential investing and biohacking & lifehacking, please go to:
LinkedIn – https://www.linkedin.com/in/gregcassar/
Website – https://collective.com.au/
Free Mini Class – https://collective.com.au/class/
In this episode of The Exceptional Sales Leader Podcast, I welcome back Kylie Denton, the insightful Director and Founder of Performance Advisory Group. We dive deep into the adaptation of the 5 Love Languages in corporate environments, particularly within leadership and sales contexts. Kylie emphasises the importance of understanding these languages—words of affirmation, acts of service, receiving gifts, quality time, and physical touch—to cultivate a more engaging and productive workplace culture. We explore how leaders can utilise love languages to improve team dynamics and individual productivity, as well as enhancing employee satisfaction and performance, particularly in the fast-paced world of sales. Kylie shares her expertise on how leaders can conduct enjoyable and effective activities to identify and apply team members’ preferred love languages, bolstering connection and reducing burnout.
To connect with Kylie, to learn more about what she does, as well as taking the quiz to identify your primary love language, please go to:
LinkedIn – https://www.linkedin.com/in/kyliedenton5/
Website – https://performanceadvisorygroup.com.au/
5 Love Languages Quiz – https://5lovelanguages.com/quizzes/love-language
In this episode of the Exceptional Sales Leader Podcast, l welcome the multifaceted Patrick Joyce, CEO of Outboundless, who shares his journey from a math teacher to leading an innovative cold-calling agency. The conversation opens up about Patrick’s fascinating path into B2B tech sales, collaborating with leading industry experts to launch Outboundless. With its focus on competitive marketplaces, this discussion delves deeply into sales strategies, especially focusing on the controversial yet essential role of cold calling. The episode proceeds to dismantle the notion that cold calling is obsolete, showcasing it as an enduring and vital sales strategy by presenting insights from Patrick’s varied experiences and achievements. The compelling narrative details an industry filled with misconceptions, emphasising the importance of integrity, customer-focused communication, and effective network building to sustain a successful career in sales. With potent advice and anecdotes, Patrick reiterates the timeless value that personalised interaction brings to the table, even in the age of AI and mass digital communication.
To connect with Patrick and to learn more about what he does, including grabbing a copy of his cold call script, go to:
LinkedIn – https://www.linkedin.com/in/pwilliamjoyce/
Cold Call Script – send Patrick a LinkedIn message at https://www.linkedin.com/in/pwilliamjoyce/
In this episode I welcome Andy Culligan, co-founder and CEO of Purple Path. Delving into his dynamic career journey, Andy shares insights into his transition from Ireland to Austria, his diverse work experience across various global organisations, and his expertise in sales and marketing alignment. This engaging conversation explores the intricate relationship between sales and marketing, the importance of SDR teams, and the rise of personal branding and AI’s role in enhancing marketing strategies. Andy offers expert advice on how sales and marketing can achieve alignment, emphasising the crucial role of SDR teams as the bridge between the two. The discussion highlights the importance of creating brand awareness as crucial air cover for sales teams. Andy shares personal anecdotes from his career, emphasising the transition from quantity to quality in sales approaches and how AI and technology can expedite marketing processes. The episode is filled with valuable insights on navigating the challenges in today’s dynamic market and the imperatives of staying top-of-mind for potential buyers.
To connect with Andy and to learn more about what he does, including plugging into his podcast “Growth Path”, go to:
LinkedIn – https://www.linkedin.com/in/andy-culligan/
Website – https://www.purplepath.io/
Podcast – https://podcasts.apple.com/au/podcast/growth-path/id1763061563
In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Danny DelVecchio, a seasoned sales leader turned video content specialist. Based in Charleston, South Carolina, Danny shares his transition from a 20-year career in sales with major telecom companies like AT&T to founding "Video on Easy Mode." This episode offers a deep dive into how Danny expertly leverages video content to empower small businesses and entrepreneurs seeking to enhance their presence and revenue on platforms like LinkedIn. Danny explains the benefits and strategies of adopting video content in today's digital landscape, highlighting how video can become a powerful tool for establishing authority and creating connections with a target audience. The conversation expands on the nuances of LinkedIn's ever-changing algorithm and the importance of being adaptable to these shifts. Danny provides insights into overcoming common barriers when creating video content, emphasising the need for authenticity and engagement. He also touches on effective client outreach methods through video, suggesting that businesses should think strategically about audience engagement to maximise their reach and impact. Danny underscores the essence of authenticity, communicating that video's laid-back, conversational style can be an invaluable approach to connecting with an audience, building trust, and driving sales.To connect with Danny and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/dannydelvecchio/Website - https://videooneasymode.com/YouTube - https://www.youtube.com/@coachdannyd
In this episode of The Exceptional Sales Leader Podcast, I am joined by Sue Heilbronner, a multi-faceted professional with an impressive career history. Now an executive coach and author, Sue discusses illuminating insights from her upcoming book, "Never Ask for the Sale," which challenges conventional sales methodologies and introduces the concept of passionate ambivalence in sales. Listeners are treated to an in-depth conversation that explores the intersections of law, technology, and sales. Sue shares her journey from a federal prosecutor to a tech executive, revealing how every role she’s undertaken involved selling in one form or another. Throughout the episode, key ideas such as leveraging personal authenticity in sales and the significance of truly understanding one’s ideal customer profile (ICP) are discussed, providing a fresh perspective on optimising sales strategies. This episode is a deep dive into how sales professionals can enhance customer engagement by prioritising value, trust, and authentic relationship-building over traditional sales pitches.To connect with Sue, to learn more about what she does, as well as to grab a copy of her new book "Never Ask For The Sale", please go to:LinkedIn - https://www.linkedin.com/in/sueheilbronner/Website - https://www.heysue.com/Book - https://www.heysue.com/never-ask-for-the-sale
In this episode of the Exceptional Sales Leader Podcast, I welcome the multifaceted Laura Armstrong. Hailing from Toronto, Canada, Laura brings a wealth of knowledge in business strategy, communication, and personal development. From her origins as a bullied child to becoming a three-time world champion in martial arts, Laura’s journey is as inspiring as it is instructive. Having begun her professional career as a commodity trader, she later transitioned into entrepreneurship, establishing Wealth Mastery Systems, a platform designed to empower individuals to achieve financial success while living their passion. Throughout the engaging conversation, we explore key themes such as the importance of support networks, the dynamics of high-performance achievement, and the allure of work-life balance. Laura shares insights into the psychology of disassociating from outcomes as a strategy for success. Her experiences training elite performers have equipped her with unique strategies to help business professionals and leaders overcome limiting beliefs. Together, we delve into practical ways individuals and teams can align their intentions with their actions to create impactful and sustainable results in their professional journeys.To connect with Laura and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/laurayarmstrong/Website - https://www.leadershipwithlaura.com/If you would like a 60 minute wealth strategy session - https://wealthstrategywithlaura.com/
In this episode of The Exceptional Sales Leader Podcast, I welcome Mickie Kennedy from eReleases, who shares insightful strategies on how small businesses can maximise their public relations efforts. Mickie elaborates on the importance of crafting compelling stories in press releases, stating that a well-written release can turn into dozens of articles that significantly raise a company's profile. His journey from a creative writing background to founding eReleases underscores his dedication to demystifying PR for businesses of all sizes. The conversation dives into the nuances of press releases and emphasises the need for small businesses to tell engaging stories that resonate with journalists and, by extension, their target audiences. Mickie discusses the advantages of connecting with industry journalists through strategic press releases and offers practical tips on utilising AI to enhance PR materials. He highlights the efficacy of combining human interest elements in business narratives to achieve authentic engagement. By the end of the episode, listeners gain a comprehensive understanding of effective PR tactics and the benefits of a thought-out strategy to yield high-value media coverage.To connect with Mickie and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/publicity/Website - https://www.ereleases.com/
In this episode of The Exceptional Sales Leader Podcast, I am joined by lifetime entrepreneur Joseph Incrocci as he takes us on a journey of business leadership and sales excellence. Joseph, an 82-year-old dynamo from Chicago, shares his insights from growing and selling two multi-million-dollar companies. He reveals vital lessons from his storied career, culminating in his latest book, which provides actionable strategies for business growth. Listeners are treated to a candid look at Joseph's fearless approach, underscoring the importance of risk, resilience, and the relentless pursuit of improvement. Joseph's journey is a testament to enduring business principles, and this episode offers a deep dive into his strategies for sustainable growth and customer satisfaction. The conversation includes tips on managing cash flow, emphasising the role of relationships in sales and business success. Joseph introduces the idea that the most significant sales begin after the first sale is made, stressing that a great product isn’t enough if it doesn’t come with exceptional service and follow-through. As both a leader of character and a whip-smart strategist, Joseph underscores the significance of handling problems swiftly and speaks about the concept of net promoter scores as a measure of customer loyalty. Whether you’re a seasoned sales leader or new to the game, Joseph's insights are a must-listen.To connect with Joseph and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/c-joseph-incrocci-60002628/Website - https://www.incrocciconsulting.com/
In this episode of the Exceptional Sales Leader podcast, I welcome back Richard Webbe, a multi-talented entrepreneur with insights into AI's role in sales and marketing. As technology continues to evolve at a rapid pace, we tackle the critical discussion on ethics in AI, emphasising its role as a tool to enhance efficiency and market intelligence rather than replace human jobs. Richard shares his own journey from a tech-savvy engineer to a strategic leader, underscoring the importance of ethical sales practices and the evolving landscape of AI in business. The conversation dives deep into how AI is revolutionising the sales process by improving speed to market and facilitating more targeted marketing strategies. Richard elaborates on the misconceptions surrounding AI, noting the balance needed between leveraging technology and maintaining human connections. With insights into the potential of AI to transform laborious sales tasks and an emphasis on using AI as an augmentation tool, this episode provides a thought-provoking perspective on technology's place in modern sales strategies.To connect with Richard and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/richardwebbe/
In this engaging episode of the Exceptional Sales Leader podcast, I am joined by Joe Davis, a veteran in leadership with a rich history at the Boston Consulting Group. Broadcasting from Minnesota, Joe shares his vast experience, reflecting on his journey from a young sales rep to a senior partner. The discussion traverses Joe's transition and the evolution of leadership, touching on the concepts highlighted in his book "The Generous Leader." Among these concepts, Joe underscores the importance of being a generous leader, focusing on genuine feedback, mentoring, and fostering inclusive environments. The conversation dives deep into the transformative aspects of leadership, particularly in today’s evolving corporate world. Joe emphasises the significance of authenticity and vulnerability in leadership, advocating for leaders to be transparent and approachable. Using anecdotes from his career, he explains how these characteristics can forge stronger teams and drive performance. The episode is an insightful exploration of effective leadership strategies, showcasing Joe's philosophy that nurturing the potential in others is essential for achieving success.To connect with Joe and to learn more about what he does, including grabbing a copy of his book, "The Generous Leader", please go to:LinkedIn - https://www.linkedin.com/in/joedavis1313/Website - https://www.joedavis.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome Tony Morando from World Emblem, uncovering the fascinating journey of a sales leader who turned unforeseen opportunities into a thriving career. The podcast dives deep into the dynamics of sales leadership amidst evolving global markets and uncovers how Tony leads his sales team with strategic acumen and a client-centric approach. Emphasising the importance of technology, Tony discusses the role of AI and other digital innovations that are redefining sales strategies and customer engagements at World Emblem. The discussion explores the intricacies of balancing aggressive sales targets with client satisfaction, a challenge Tony tackles by nurturing a culture of accountability, problem-solving, and continuous learning within his team. By investing in technology and strategic partnerships, World Emblem stays ahead in a competitive market, proving that adaptability is key. Other essential topics include maintaining a high-performance sales team in a remote work setting, reflecting on the company's culture of morning huddles to ensure team cohesion and accountability, and discussing the importance of technology in future growth trajectories.To connect with Tony and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/tonymorando/Website - https://www.worldemblem.com/
In this episode of the Exceptional Sales Leader Podcast, I engage in a captivating discussion with renowned wildlife artist James Corwin. The conversation delves into James's journey from discovering his passion for art to establishing a successful artistic brand. You will learn how his business acumen paired with artistic talent enabled him to transition from selling small paintings at farmers' markets to building a multimillion-dollar brand—James Corwin Art. The episode is rich with insights into balancing creativity with business strategy as James shares his experiences in expanding an art empire, including opening galleries and leveraging digital platforms for marketing. By emphasising personal connections with collectors and utilising social media for outreach, James demonstrates that business success in the art world is achievable with dedication and innovation. This dialogue provides inspiring lessons on merging passion with entrepreneurship in a creative field.To connect with James and to learn more about his art and what he does, please go to:LinkedIn - https://www.linkedin.com/in/jamescorwin/Website - https://www.jamescorwin.com/en-auInstagram - https://www.instagram.com/jamescorwin/Facebook - https://www.facebook.com/jamescorwinfineart
In this episode of the Exceptional Sales Leader Podcast, I am joined by Simon Ooley, the dynamic CEO of Veles. The discussion centers on transforming enterprise sales with AI-powered collaborative tools, as well as leveraging innovative pricing and use case presentations to streamline the sales process. Simon shares his journey from being a BDR to leading international sales operations and establishing Veles, with a focus on addressing the prevalent challenges sales teams face today. Throughout the conversation, Simon highlights the critical role that understanding and presenting use cases play in successful sales engagements. He discusses how Veles's platform integrates with call recording and CPQ tools, enabling sales teams to efficiently generate comprehensive and buyer-focused presentations. As sales methodologies evolve, Simon underscores the need for solutions rooted in first principles thinking to enhance seller effectiveness and accelerate sales cycles, ultimately aiming for organisations to achieve 100% quota attainment.To connect with Simon and to learn more about Veles, please go to:LinkedIn - https://www.linkedin.com/in/simonooley/Website - https://www.getveles.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Salvatore Manzi, a digital nomad and expert in communications around leadership. Currently based in Madrid, Spain, Salvatore shares his journey from Kansas to becoming a seasoned speaker, facilitator, and coach. The episode delves into how technology facilitates a nomadic lifestyle, enabling Salvatore to foster impactful communication between leaders globally. His upcoming book, "Clear and Compelling," is also highlighted, promising valuable insights into crafting communication strategies. Focusing on the intricacies of public speaking and leadership communication, the episode addresses how introverted leaders can master these skills by embodying presence, creating engaging content, and adopting compelling delivery techniques. Salvatore also emphasises the role of authenticity and how introverts can develop their charisma by engaging audiences with genuine narratives and strategic frameworks. Key themes include managing stage presence, eliminating imposter syndrome, and building meaningful connections in communication—all central tenets beautifully captured in Salvatore's book, geared to offer actionable strategies for leaders.To connect with Salvatore and to learn more about what he does, including grabbing a copy of his book, please go to:LinkedIn - https://www.linkedin.com/in/salvatorejmanzi/Website - https://www.salvatoremanzi.com/Book "Clear & Compelling Playbook" - https://www.salvatoremanzi.com/ccpb/
In this episode of the Exceptional Sales Leader podcast, I welcome Wilson Zehr, a luminary in the field of direct mail marketing and digital integration. From discussing the intricacies of Wilson's dynamic backdrop to delving deep into the resurgence of direct mail in the digital era, this episode is a goldmine for sales leaders who wish to harness the power of an often-overlooked marketing channel. In the episode, Wilson shares his profound journey from being a software engineer to founding Zairmail in 1999, during the age of the dot-com boom. Highlighting the effectiveness of direct mail, he argues for its potential as both a personalised and tangible communication tool that can circumvent the pitfalls of digital-only marketing approaches. This episode is replete with actionable insights on how direct mail can not only complement digital strategies but often surpass them in targeting precision and audience engagement. Explore more about Zairmail's pioneering work with Speedy, a novel product aiming to revolutionise direct mail efficiency.To connect with Wilson, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/wilsonzehr/Website - https://www.zairmail.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome back Anna Glynn, who previously appeared on the show in April 2024. We delve into the rapidly evolving role of Artificial Intelligence (AI) in today's business landscape, discussing its implications, opportunities, and challenges. Anna provides expert insights into how AI can transform workplaces by allowing humans to focus on more meaningful, high-value tasks. She underscores the importance of emotional intelligence and re-energising strategies within her expanded "Stronger" model for thriving in an AI-enhanced future. Throughout the episode, Anna discusses how organisations can embrace AI not just as a technological tool but as a catalyst for human transformation, highlighting the crucial shift from seeing AI as a foe to recognising it as a friend and strategic partner. By examining the AI confidence curve, Anna breaks down how leaders can navigate the complexities of AI adoption in the workplace. She emphasises mindset shifts, skills development, and the strategic use of tools like AI to enhance human capabilities rather than replace them. This dialogue is particularly relevant for sales leaders and organisations keen on leveraging AI to create a more engaged and productive workforce.To connect with Anna, and to learn more about what she does, including get a copy of her whitepaper "Will Your Team Survive or Thrive the AI Shift?", go to:LinkedIn - https://www.linkedin.com/in/anna-glynn-mapp-0797b639/Website - https://annaglynn.com.au/
In this enlightening episode of the Exceptional Sales Leader Podcast, I welcome Barry Cryan, an expert in systems and productivity, to explore the art of creating efficient leaders. Broadcasting from Ireland, Barry delves into his transformative journey from a safety engineer to a global guide for overwhelmed business owners. His personal battle with Lyme disease forced him to adopt innovative time-leveraging strategies, which have now become the cornerstone of his coaching. The conversation uncovers Barry's FAST time leveraging system, emphasising the importance of filtering noise, aligning time with outcomes, implementing systems, and tracking performance. Barry emphasises how adopting systems can unlock unprecedented productivity, using high-profile figures like Sir Richard Branson as exemplars of effective time management. This episode is laden with practical insights, teaching leaders to replace the grind mentality with strategic leverage, ultimately achieving exponential growth without burnout.To connect with Barry and to learn more about what he does, including grabbing a copy of his FAST Blueprint, please go to:LinkedIn - https://www.linkedin.com/in/barry-cryan-30158985/Website - https://www.barrycryan.com/Instagram - https://www.instagram.com/cryanbarry/To grab a copy of Barry's FAST Blueprint, send a DM with "FAST" on Instagram.
In this episode of the Exceptional Sales Leader Podcast, I welcome Brandon Willington, delving into his unique journey from DJing in Perth to becoming a successful owner of a leading lead generation company. Brandon shares fascinating insights into how his transition from the nightlife industry to digital marketing occurred after a chance exposure to an online course. His experiences with different advertising agencies and the need for better lead generation solutions for service-based businesses inspired him to build Where U?. This episode offers valuable perspectives on the importance of genuinely understanding customer needs and directly engaging with them in order to create more effective and efficient advertising strategies. Throughout the conversation, key topics such as the power of targeted customer messaging, the impact of emotional triggers in advertising, and the importance of maintaining ethical standards in business are explored. Brandon emphasises the significance of authentic customer communication and reveals how his company has managed to break from traditional marketing moulds by focusing on customer needs and emotions. Additionally, Brandon provides insightful advice on how businesses can improve their online credibility and create trust without relying on aggressive sales tactics, thus ensuring a more sustainable business model.To connect with Brandon and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/brandon-willington/Website - https://www.whereu.com.au/Instagram - https://www.instagram.com/whereu.com.au/
In this engaging episode of the Exceptional Sales Leader podcast, I chat with Mobeen Tahir, an accomplished investment strategist and public speaking coach, about the integration of macroeconomic insight and communication efficacy. Broadcasting from London, Mobeen shares his dual expertise, from analysing financial markets at WisdomTree to helping individuals enhance their public speaking capabilities, all intertwined with his passion for storytelling. Mobeen discusses the significance of thematic investing, emphasising the impact of monumental trends like artificial intelligence on financial markets. The episode highlights the symbiotic relationship between effective storytelling and presenting complex financial strategies. Mobeen illustrates how delivering clear, concise messages can transform audience engagement, whether pitching investment opportunities or filtering car features for potential buyers. Driving home the need for understanding and aligning with audience expectations, Mobeen offers practical tips to create more impactful presentations.To connect with Mobeen and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/mobeentahir/Website - https://mobeentahir.com/
In this episode of the Exceptional Sales Leader Podcast, we delve into the fascinating journey of Michelle Boyde—a master hypnotist and liminal guide who sheds light on transitioning leadership identities and embracing personal transformation. Michelle, who hails from the UK and is now an Australian citizen, shares her insights from her extensive career as a brand and culture strategist and how it led her to explore hypnotherapy and coaching. This conversation highlights the importance of tapping into desires, managing stress through self-understanding, and the significant role of embodiment in leadership. During the discussion, Michelle emphasises understanding the power of language and subconscious impact on our physical state, with Michelle sharing her personal journey battling Ross River Virus as an indicator of her body's unfulfilled desires. The episode guides us through leadership transformation, stressing the importance of authenticity, emotional intelligence, and the powerful transition from merely intellectual management to embodied leadership practices.To connect with Michelle and to learn more about what she does, including grabbing a copy of the Liminal Archetype Quiz - discovering your liminal archetype & how to collapse the space to become who you're ment to be, faster, please go to:LinkedIn - https://www.linkedin.com/in/keynotespeakerhypnotistmichelleboyde/Website - https://www.michelleboyde.com/Instagram - https://www.instagram.com/michelleboyde_hypnotist/The Liminal Archetype Quiz - https://www.michelleboyde.com/liminalarchetypequiz
In this episode I engage in a fascinating conversation with Anders Hansen, a former illusionist turned transformational coach, who introduces us to a captivating blend of magic and mindset. Anders has enjoyed an extraordinary journey from performing illusion tricks in Miami to becoming a leading figure in personal development with his company Real Magic LLC. Anders shares how strategic mindset shifts can free entrepreneurs and sales leaders from self-imposed limitations and help them reach extraordinary success. Throughout the episode, discover the powerful impact of mindset on sales and business leadership. Anders reveals how trust, openness to coaching from industry leaders like Bob Proctor, and a focus on service rather than self contributed to his extraordinary success. He shares his philosophy on integrating magic's illusion with transformational frameworks to empower leaders, supporting the premise with anecdotes and insights on quantum physics and intuition. Gain valuable strategies and tools aimed at elevating personal and professional growth by tuning into this transformative conversation steeped in personal stories and insightful contributions.To connect with Anders, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/realandershansen/Website - https://www.andershansen.com/en/Instagram - https://www.instagram.com/realandershansen/Facebook - https://www.facebook.com/realandershansenPlease mention "Exceptional Sales Leader Podcast" on his Instagram or Facebook page to receive a free 'Illusion Assessment"
In this engaging episode I welcome Vinisha Rathod, Managing Director of P3 Studio and author of the recently released book, "The Briefcase Effect". Throughout a fascinating conversation, Vinisha shares insights on personal branding, organisational alignment, and leadership, drawing from her personal and professional journey marked by notable challenges and successes. With a blend of wit and wisdom, she offers listeners a fresh perspective on cultivating meaningful professional relationships and career development. Vinisha provides an in-depth narrative of her journey from retail sales at the age of 15 to becoming an influential entrepreneur and consultant. The discussion covers critical themes such as resilience in the face of personal loss and the significance of integrity, focus, and feedback in career advancement. Through the lens of her book, "The Briefcase Effect," Vinisha delves into her philosophy of creating a personal brand that acts as a magnet for opportunities and a filter against negativity, thereby encapsulating the essence of being an "A player" in the business world. To connect with Vinisha, to learn more about what she does, as well as grabbing a copy of her book, "The Briefcase Effect", please go to:LinkedIn - https://www.linkedin.com/in/vinisharathod/Website - https://thebriefcaseeffect.com/
In this compelling episode of the Exceptional Sales Leader Podcast, I am thrilled to reconnect with my good friend Darcy Smyth, an eminently respected figure in sales training known for his unique approach to sales psychology and gamification. Darcy, who brings years of expertise in crafting innovative sales strategies, discusses the intricate psychology behind buying decisions and how gamification is transforming traditional sales training methods. From exploring the human buying brain to understanding negotiation dynamics, Darcy provides listeners with an insightful journey through the world of sales psychology. As the episode unfolds, Darcy sheds light on his pivotal role in co-founding Why Bravo and how their innovative gamified sales tools, like the Leadership Game and Outbound Game platform, are redefining sales training. With steadfast dedication to enhancing team performance through measurable objectives, Darcy emphasises the importance of visibility in motivating sales teams and dives into the dynamics of sales leadership. The conversation also veers into the future of sales with artificial intelligence's emergence, highlighting both the opportunities and challenges AI presents in reshaping sales methodologies. Not only is this episode a treasure trove for sales leaders seeking to sharpen their craft, but it also offers a captivating glimpse into the future of sales.To connect with Darcy and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/darcyjsmyth/Website - https://www.whybravo.com/Website - The Sales Game - https://www.sales.game/
In this engaging episode I have a great conversation with Bernadette Smith, CEO of the Equality Institute, renowned for her pioneering work in diversity and inclusion. Coming from a background that started in event planning for LGBTQ weddings, Bernadette shares her evolution into the world of inclusivity training and consulting. With a focus on sales and customer service, her holistic approach is designed to help organisations improve client engagement through a better understanding of diversity, fostering trust, and building deeper connections. The discussion delves deep into the nuances of diversity and how assumptions in sales can impact relationships adversely. Bernadette emphasises the importance of the ARC method—Ask, Respect, Connect—as a tool for salespeople to foster authentic, trust-based relationships with diverse clients. Key insights from the episode include how to navigate the complexities of client interactions in a diverse world and why genuine curiosity should underpin every client conversation. We also explore the dangers of assumption, the role of emotional intelligence in sales, and how to create memorable impressions that build long-term client relationships.To connect with Bernadette, and to learn more about what she does, including plugging into her podcast "5 Things In 15 Minutes", please go to:LinkedIn - https://www.linkedin.com/in/14stories/Website - https://www.theequalityinstitute.com/Podcast - 5 Things in 15 Minutes - https://open.spotify.com/show/2p2rPlTLtlyfNCi1R08e5R?si=af7a03cce4eb4a79
In this episode of the Exceptional Sales Leader Podcast, I chat with empathy expert & author, Daniel Murray, to delve deep into the essential role of empathy in leadership. We explore why leaders need to balance the reliance on data with understanding the complex motivations and emotions driving human behaviour. Through Daniel's impactful anecdotes and compelling narrative, the discussion centers on the misunderstood nature of empathy in business settings. While many view empathy as a soft skill, Daniel robustly argues for its importance in risk management and sustainability of organisational culture. With a new book The Empathy Gap soon to be released, Daniel shares exclusive insights into his empathy-building framework, outlining a structured yet adaptable approach to nurturing this vital leadership trait. The episode challenges archaic beliefs, asking whether leaders prefer simply ticking spreadsheet boxes or inspiring meaningful, performance-enhancing human connections. This is a must listen episode for leaders committed to becoming exceptional.To connect with Daniel and to learn more about what he does, including ordering a copy of his book, The Empathy Gap, released on July 30th, please go to:LinkedIn - https://www.linkedin.com/in/daniel-empathicconsulting/Website - https://danielmurray.au/Book - The Empathy Gap - https://theempathygap.com/
In this episode I chat with Michael Dodsworth, founder and CEO of Fanfare. Michael shares his journey from northern England to leading a company in Los Angeles that specialises in transforming product launch experiences. The conversation revolves around the themes of scarcity, consumer excitement, and the business opportunities that lie within navigating viral moments in sales. Delving into the problematic nature of traditional ticketing systems, exemplified by Ticketmaster, Michael offers an inside look into how Fanfare seeks to remedy these issues by enhancing customer experiences through strategic orchestration of product drops. The episode highlights the intersection of brand loyalty and consumer experiences, particularly in the age of social media, where brand differentiation is crucial. Michael elaborates on how successful brands cultivate dedicated followings by leveraging unconventional storytelling and exclusivity. The episode discusses the nuances of fan engagement and brand loyalty, with Michael providing intriguing examples, such as celebrity-infused products and disruptive marketing strategies. Throughout the conversation, Michael underscores the importance of treating fans with respect, acknowledging their time and effort, and fostering community and loyalty even in commoditised markets.To connect with Michael and to learn more about what he does, including downloading the 5-Step Hype Drop Playbook, please go to:LinkedIn - https://www.linkedin.com/in/michael-dodsworth/Website - https://fanfare.io/The 5-Step Hype Drop Playbook - How to Launch Without The Meltdown - https://fanfare.io/playbook
In this episode of the Exceptional Sales Leader podcast, I welcome Keith Willis—a seasoned sales leader and founder of Core Management Training. Fuelled by a diverse background in both military and pharmaceutical sales, Keith shares his insights on transitioning from structured military roles to the dynamic world of sales. The conversation traverses his journey from a fledgling sales representative to a district manager, underlining the significance of mentorship and structured leadership training in shaping successful sales teams. The episode dissects crucial themes such as the pivotal role of middle performers in achieving organisational success, the value of robust leadership training, and the challenges faced by sales leaders in an evolving industry landscape. Keith emphasises the need for sales managers to focus on improving the potential of middle-tier performers, who represent a substantial portion of the salesforce. To connect with Keith and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/keithawillis/Website - https://coremanagementtraining.com/
In this episode, I am thrilled to be joined by Simon Severino, a man who has worked with some of the biggest and most recognised brands on the planet. Widely recognised for his innovative Strategy Sprints method, Simon shares insights on balancing effective sales strategies while maintaining a fun and sustainable approach to business tasks. This conversation explores Simon's unique perspective on creating systems that energise team performance, encouraging consistency and long-term success in sales and marketing. Delve deeper into the mechanics of the Strategy Sprints methodology, which emphasises reducing complexity and fostering strategic clarity. Simon discusses the immense value of focusing on a few impactful activities and creating an environment that makes success inevitable. He highlights his process of defining weekly priorities, establishing a positive momentum, and embracing real-time data to enhance performance and drive results. His approach is particularly insightful for organisations seeking to improve engagement and efficiency, reflecting trends in organisational simplification.To connect with Simon and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/simonseverino/Website - https://www.strategysprints.com/
It has been 4 years between appearances, and in this episode I am thrilled to welcome back Ezio Mormile, a dear friend, a keynote speaker and mindset coach with a wealth of experience in both corporate and sports environments. Ezio, who studied psychology and has a background in sales, discusses his unique journey from Telstra to working with elite sporting teams globally. The conversation dives into the application of sports psychology principles in developing high-performing corporate teams, highlighting the parallels and transferable skills between the two worlds. Ezio shares insights on his approach to sales and team development, emphasising the importance of mindset in achieving success. He elaborates on the methodologies he employs, such as using strategic insights and talent development frameworks adapted from global sports teams like Benfica. Throughout the discussion, Ezio reflects on how sports teams effectively plan and develop talent compared to corporate organisations, advocating for a long-term, consistent development strategy. The episode unfolds as a treasure trove of advice for business leaders and sales professionals looking to cultivate high-performance teams through strategic planning and people development.To connect with Ezio and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/mormile/Website - https://www.thecorporateathleteway.com/
In this episode of the Exceptional Sales Leader podcast, I welcome Amy Jacobson, an expert in emotional intelligence and a twice-published author. The discussion delves into the pivotal role of emotional intelligence in leadership and corporate settings. From her unique Australian perspective, Amy shares insights into an evolutionary journey from corporate roles to becoming a thought leader in emotional intelligence. She emphasises the importance of understanding the 'how' and 'why' behind actions, messages often encapsulated in her book, "The Emotional Intelligence Advantage." The episode unpacks Amy Jacobson’s five-part methodology for developing emotional intelligence: Own It, Face It, Feel It, Ask It, and Drive It. Amy shares practical strategies and detailed explanations for each step, providing leaders with the tools they need to succeed in 2025 and beyond. Interestingly, key themes such as emotional ownership, adaptability, and empathy are intertwined with actionable insights on navigating change and effective communication. Listen in to gain a competitive edge in leadership through the mastery of emotional intelligence.To connect with Amy and to learn more about what she does, including grabbing as copy of her book "The Emotional Intelligence Advantage", please go to:LinkedIn - https://www.linkedin.com/in/amy-jacobson-emotional-intelligence/Website - https://amyjacobson.com.au/Book - https://amyjacobson.com.au/books/
In this engaging episode I sit down with Leslie Venetz, a highly regarded sales leader and strategist, to delve into the nuances of effective sales leadership. Leslie, known for her expertise in top-of-funnel sales strategy, outlines her journey from a reluctant sales professional to a leading voice in the industry. This episode highlights her upcoming book, "Profit Generating Pipeline," which offers a proven formula for driving revenue and establishing trust. The conversation is rich with insights on overcoming the hurdles of toxic work environments, adapting leadership styles, and the critical importance of empathy and active listening in sales. Leslie candidly discusses her philosophies on creating a sustainable career in sales, the challenges faced by women in the industry, and the necessity of personalising engagement to thrive in today's competitive market. Listen in as she shares her beliefs on the evolving nature of sales leadership and the impact of authentic, trust-building relationships on sales performance.To connect with Leslie, to learn more about what she does, as well as to grab a copy of her soon to be released (August 5th) book, please go to:LinkedInhttps://www.linkedin.com/in/leslievenetz/Website - https://salesledgtm.com/Book - "Profit-Generating Pipeline" - https://salesledgtm.com/book/
In this episode, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul's transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pressing challenges faced by sales leaders, underscoring the critical shift needed to move from conventional competition to true coaching, fostering individual growth within sales teams. This episode is packed with key insights such as using AI as a collaborative tool within sales, the future of sales leadership, and the transformative potential of adopting an apprenticeship model in the post-AI era. Lead first, sell more. It really is the secret sauce of sales leadership.To connect with Paul, to learn more about what he does, including plugging into his podcast "Leadership That Sells", go to:LinkedIn - https://www.linkedin.com/in/paulwmorton/Website - https://practical-leadership.academy/Leadership That Sells Podcast - https://podcasts.apple.com/au/podcast/leadership-that-sells/id1642528911
In this episode I welcome Kirstin Carey, a seasoned sales conversion coach, who provides insightful discussions on sales strategies, mindset, and the transformative power of resilience. Kirstin's unique approach to sales, informed by her multifaceted career from marketing and business ownership to health and wellness, offers listeners a refreshing perspective on sales processes that prioritise empathy and clarity over traditional sales tactics. Kirstin explores the concept of the "Clarity Method" in creating successful sales interactions, emphasising the need to see, hear, and understand clients deeply. Her method focuses on asking insightful questions to uncover clients’ true motivations and barriers. Kirstin also shares her personal journey that included overcoming autoimmune diseases, which led her to recognise the importance of resilience in both personal health and professional development. This is a must listen episode if you are searching for an edge in your professional selling approach.To connect with Kirstin & to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/kirstincarey/Website - https://evolveminded.com/
In this episode I enjoy a tremendous conversation with Colby Varley, VP Sales at Advanced Transportation Services (ATS), and we explore the intersection of logistics, sales strategy, and operational excellence in the trucking industry. Colby shares rich insights from his professional journey—from growing up in California's "salad bowl" to leading a highly specialised transportation service. The conversation delves into competitive differentiation in a saturated logistics market, emphasising the nuanced approach required to manage high-value, perishable cargo and how ATS continues to excel by sticking to its niche. As the discussion unfolds, Colby discusses crucial challenges faced by the logistics industry, such as maintaining premium services amidst cost pressures and leveraging personal relationships for strategic business growth. Emphasising a focus on reliability and integrity, Colby offers advice on how sales leaders can improve market positioning through consistent service delivery and building lasting client partnerships. The episode is rich with strategic insights for those interested in logistics, sales leadership, and operational management.To connect with Colby and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/colby-varley-5ba57a69/Website - https://advancedtransportationservices.com/
In this episode of the Exceptional Sales Leader podcast, I engage in a dynamic conversation with Ted Santos, an expert in disruptive leadership and business transformation. Tuning in from New York, Ted shares his journey from being a sales trainer to leading companies through transformative change. The discussion revolves around the importance of challenging existing norms and creating opportunities for innovation in business environments. Ted delves into the core aspects of disruptive leadership, emphasising the need to question presuppositions and foster a culture of change. He shares personal anecdotes and professional experiences that highlight the significance of mindset shifts and continuous learning in achieving business success. With insights into human behaviour and the dynamics of organisational transformation, Ted provides listeners with valuable strategies for leading their teams through change and disruption. This episode is a must-listen for anyone looking to enhance their leadership skills and embrace the power of innovation in the corporate world.To connect with Ted, and to learn more about what he does, including grabbing a copy of his book "Here's Why You Can't Find Love", please go to:LinkedIn - https://www.linkedin.com/in/ted-santos-ab0107/Website - https://turnaroundip.com/Book - https://turnaroundip.com/book/
In this episode of the Exceptional Sales Leader podcast, I welcome Bernie Kassar, a leader in the field of incentive compensation management and founder of Latitude 39 and Hit Quota. The conversation dives into the intricate world of sales incentives and productivity, as Bernie shares invaluable insights into designing compensation plans that not only motivate sales teams but also align with corporate goals. As someone well-versed in sales strategies, Bernie emphasises the power of simple, effective comp plans and touches on the psychology of motivation in sales. He shares examples of how overly complex or capped compensation plans can demotivate sales teams, highlighting the critical role of clear incentive structures in fostering a productive sales environment. Additionally, the discussion explores the changing landscape of work post-Covid, with Bernie introducing Hit Quota—a tool designed to enhance productivity and focus, acknowledging the challenges and opportunities presented by remote work dynamics. This episode is a must-listen for anyone invested in sales leadership, looking to enhance their team's motivation and productivity through optimised compensation strategies and modern productivity tools.To connect with Bernie, and to learn more about what he does with Latitude 39 and Hit Quota, please go to:LinkedIn - https://www.linkedin.com/in/berniekassar/Latitude 39 - https://latitude39.com/Hit Quota - https://hitquota.com/
In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on how leadership principles can transform lives both inside and outside of prison. She highlights the importance of empathy, resourcefulness, and self-forgiveness, drawing parallels between leading a sales team and supporting individuals in high-security environments. Furthermore, Bernadette delves into the future of sales leadership in the age of AI, advocating for the necessity of codifying one's expertise to remain relevant and influential in shifting business landscapes. Through insightful anecdotes and actionable advice, this episode serves as a rich resource for anyone interested in sales leadership evolution and personal growth.To connect with Bernadette, and to learn more about the Sales Leadership Academy, please go to:LinkedIn - https://www.linkedin.com/in/bernadettemcclelland/Website - https://www.bernadettemcclelland.com/Sales Leadership Academy - https://salesleadershipacademy.com/
In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Walter Crosby, CEO of Helix Sales Development. Walter shares his unique insights on sales leadership, drawing from his extensive experience in the industry. We talk about Walter's journey, from a blue-collar background to a successful career in sales and sales management. The episode delves into critical themes, including the importance of coaching in sales leadership and how to effectively hire and develop sales teams. We explore the challenges and misconceptions surrounding sales leadership, especially the common practice of promoting top-performing salespeople to managerial roles without proper training. We emphasise the significance of understanding the difference between selling and managing and the need for a targeted recruitment process. The discussion also touches on the necessity of cultivating the right company culture, where accountability and proper sales management processes are paramount. Walter advocates for a comprehensive approach to sales leadership, focusing on coaching, clear sales processes, and fostering a supportive environment for sales teams to thrive.To connect with Walter, to learn more about what he does, as well as plug into his Podcast, "Sales & Cigars", please go to:LinkedIn - https://www.linkedin.com/in/walterlcrosby/Website - https://helixsalesdevelopment.com/Podcast - https://podcasts.apple.com/au/podcast/sales-and-cigars/id1567106056
Welcome to another episode of the Exceptional Sales Leader Podcast, featuring Justin Chi, an entrepreneur excelling in the realm of cold email strategies. Justin is the co-founder and CEO of Cold Email Hackers, where his pioneering techniques in email outreach are reshaping the way businesses connect with prospects. In this episode, we delve into the nuances of email as a powerful sales tool—discussing tactics, successes, challenges, and the essential mindset needed for effective sales communication. Throughout the conversation, Justin provides valuable insights into the mechanics and best practices of cold emailing. Highlighting common pitfalls such as using primary domains for sending emails and emphasising the importance of secondary domains, he addresses the critical factors that determine email deliverability. Focusing on personalised, succinct messaging, Justin explains how the right email strategy can complement traditional sales methods like cold calling, offering a robust framework for engaging prospects. With an eye on evolving technologies like AI for list targeting and spam filter compliances, this episode serves as a comprehensive guide for anyone looking to enhance their sales outreach through email.To connect with Justin and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/coldemailhacks/Website - https://coldemailhackers.com
In this episode of the Exceptional Sales Leader Podcast, I welcome sales strategist Amy Franko to discuss the evolving landscape of sales leadership. We explore the impact of technology and remote communication post-COVID, especially in broadening market horizons and talent acquisition, as well as diving deep into the pivotal role of self-leadership in achieving sales success. Amy shares insights from her journey, pivoting from tech giants IBM and Lenovo to establishing her own firm focused on sales growth strategies. Key themes include the importance of intentional self-leadership, resourcefulness in sales, and leveraging self-awareness to enhance leadership presence, ultimately contributing to strategic sales growth.To connect with Amy and to learn more about what she does, including grabbing a copy of her book "The Modern Seller", please go to:LinkedIn - https://www.linkedin.com/in/amyfranko/Website - https://amyfranko.com/
In this episode of the Exceptional Sales Leader podcast, I enjoy an enlightening conversation with Elliot Epstein, a seasoned sales leader, about the intricacies of securing big deals in corporate sales. The conversation delves into the challenges and strategies of delivering compelling pitches that win, focusing on the significance of authentic communication and understanding the human element in sales. Elliot shares his journey from a novice 19-year-old in the sales industry to becoming a leading consultant and founder of Salient Communication.The discussion centers around the concept that successful sales are not simply about filling in sheets or relying on frameworks, but about connecting with decision-makers on a personal level. Elliot emphasises the value of involving high-level executives and board members in strategic pitches and highlights the importance of bold offers that jolt potential clients into action. He also speaks to the significance of genuine empathy in understanding client situations, allowing for more meaningful and successful engagements. Elliot delivers insightful advice on maximising sales opportunities through human connection and strategic team involvement. This is a must listen if you are focused on securing the big deals.To connect with Elliot and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/elliotepstein/Website - http://salientcommunication.com.au
In this episode I am joined by Manny Fiteni for a fascinating discussion about leadership, mindset, and personal development. We explore the intersections of corporate experience and personal growth, diving into Manny's rich history in banking and finance, which pivoted into a career centered around enhancing leadership and personal mindset. Manny shares insights from his journey, his current ventures, and his approach to developing high-performance teams. Harnessing over three decades of experience, Manny highlights the critical role of mindset in achieving sales leadership success. He outlines how his financial background and interest in personal development led to the foundation of My Growth Corporation, a platform designed to enhance personal development through innovative resources. Through anecdotes and expert advice, Manny reveals strategies for aligning conscious and subconscious goals, cultivating high-performing environments, and achieving true leadership. It is a must listen episode for any sales leader or aspiring sales leader committed to elevating their impact. To connect with Manny and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/manny-fiteni-b0173637/Website - https://www.mygrowthcorporation.com/
In this episode I welcome Harriet Mellor, a prominent figure in the field of sales development and training. The conversation dives deep into Harriet’s journey from her diverse interests in becoming a vet or lawyer to thriving in sales and ultimately becoming the CEO of Your Sales Co. Harriet shares her initial resistance to sales and how her perspective shifted through real-world experiences, leading her to a career where she now empowers sales teams worldwide. We explore the intricacies of sales strategies and development, with Harriet elaborating on the importance of consistent outreach, understanding customer needs, and leveraging a multi-channel approach to sales. We also delve into the dynamic between sales and marketing teams, emphasising collaboration for better lead generation, and tackle the challenges posed by modern tools like AI in potentially making salespeople less effective. Harriet stresses the need to maintain humanity and personalised touch in sales engagements to build trust and close deals effectively. This episode is filled with tips, tactics and strategies to not only fine tune your sales prospecting, but also close more deals.To connect with Harriet and to learn more about what she does, including plugging into her podcast "Sell Like You", please go to:LinkedIn - https://www.linkedin.com/in/harriet-mellor/Website - https://www.yoursalesco.com/Podcast - https://podcasts.apple.com/au/podcast/sell-like-you/id1628944031
In this episode I am joined by Tracy Sheen, a seasoned expert in AI-driven sales strategies, based in Toowoomba, Queensland. From a childhood spent in technology-infused environments to becoming a celebrated author and AI strategist, Tracy delves deeply into her philosophy of relationship-focused sales, underscoring the importance of ethics and authentic connections in both regional and metropolitan markets. Throughout the conversation we discuss the transformative influence of AI in modern business practices as well as discussing practical, ethical uses of AI, encouraging transparency and strategic collaboration between AI platforms and human intuition. A key pillar in 2025 and beyond is sales consistency, and AI is well positioned to enable sales leaders and their teams to achieve this and at the same time deliver tangible customer value. Tracy's insights offer a fresh perspective for sales leaders looking to leverage AI to enhance both productivity and relationship-building capabilities, which makes this episode a must listen.To connect with Tracy and to learn more about what she does, including grabbing a copy of her book, "AI & U", please go to:LinkedIn - https://www.linkedin.com/in/tracysheen/Website - https://thedigitalguide.com.au/Book - https://aiandu.com.au/
In this episode I enjoy a fascinating conversation with Richard Webbe, a dynamic figure in the world of sales and entrepreneurship, and a friend of many years. Richard delves into his transition from an engineer to a sales leader, influenced by family narratives and a strong belief in understanding customer value. This episode is a deep dive into the foundational principles of sales, the evolving landscape with AI, and the significance of personal and organisational value alignment. Richard emphasises the importance of being a good listener, building personal value, and aligning with client needs. With a humorous touch, Richard recounts his varied experiences, from creatively solving complex sales situations to exploring the impact of technology and AI on future sales landscapes. His anecdotes are not only engaging but serve as timely lessons on the balance of innovation and human connection in sales processes. This is a must listen episode if you are looking for the key to sustainable sales success.To connect with Richard and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/richardwebbe/
Today I'm thrilled to be joined by Australia’s #1 auctioneer and success coach, Andy Reid. The discussion takes us on a journey from Andy's beginnings in England, navigating careers from mechanical engineering to hospitality, then leaping into the high-pressure world of real estate. Boasting impressive sales figures and a keen acumen for auctioneering, Andy discusses his approach to coaching and mentoring within sales, all while underpinning the core tenets of success and high performance. We also discuss the practical aspects of sales, exploring the often misunderstood role of relationships in this field. The episode highlights pivotal moments in Andy’s career, such as overcoming an initial seven-month slump in real estate after a meteoric success in the first month. As Andy explains, understanding one’s goals, staying true to oneself, and fostering genuine connections are critical to thriving in a competitive market. Replete with humour and wisdom, he dispels myths about sales, examines the overlapping spheres of success and happiness, and invites us to reassess traditional perspectives on personal and professional development. It is a brilliant episode, and one well worth listening to multiple times.To connect with Andy, to learn more about what he does, including grabbing a copy of his book "Success Curious - How to Define & Achieve High Performance", and to plug into his podcast, please go to:LinkedIn - https://www.linkedin.com/in/andyreidcoaching/Website - https://andyreid.com.au/Book - https://andyreid.com.au/product/success-curious/Podcast "Success Curious" - https://podcasts.apple.com/au/podcast/success-curious-with-andy-reid/id1717343750
In this episode I'm delighted to speak with Jimmy Cannon, a distinguished voice coach from the UK. Throughout the conversation, we delve into the nuances of effective communication, explore the importance of voice control in establishing credibility and influence and Jimmy shares his journey from being a professional musician to becoming a sought-after voice mentor, explaining how voice training can significantly impact a person's professional presence. The discussion uncovers various techniques to help individuals overcome public speaking anxiety and perfect their vocal delivery, as well as exploring actionable techniques such as breath control, understanding resonance, and utilising body language for maximum impact. The conversation is enriched with Jimmy's personal anecdotes and expert advice, focusing on how sales leaders and professionals can significantly improve their communication abilities, and turn their voice into a SuperPower. To connect with Jimmy, and to learn more about what he does, including plugging into his podcast, please go to:LinkedIn - https://www.linkedin.com/in/jimmycannon/Website - https://www.jimmycannon.com/Podcast " Master Your Voice Today" - https://podcasts.apple.com/au/podcast/master-your-voice-today/id1481498789
In this episode, I delve into the world of communication with Ruth Milligan, a seasoned executive speech coach and trainer. This conversation unpacks the nuances of effective verbal communication, highlighting the importance of crafting messages that resonate with audiences. Ruth shares the story of how a rainy evening led her to discover TED Talks and eventually host the first TEDx Columbus event, propelling her career into a new and exciting direction. Ruth discusses the transformative power of public speaking and the often-overlooked aspects that elevate an ordinary speech to an exceptional one. From tackling "shaded habits" that detract from message delivery to underscoring the need for audience-centered storytelling, Ruth emphasises the essentials of structured thinking in communication. We also explore how leaders can improve their team dynamics and make impactful pitches, particularly when dealing with high-stakes contracts or when addressing thousands at conferences. This episode is a must listen if you are committed to improving your speaking skills.To connect with Ruth, to learn more about what she does, as well as grabbing a copy of her soon to be released book "The Motivated Speaker", please go to:LinkedIn - https://www.linkedin.com/in/ruthmilligan/Website - https://www.articulationinc.com/
In this episode, I am thrilled to be having a conversation with Ingrid Maynard, the inspiring Founder and Managing Director of the Sales Dr. Ingrid has enjoyed a very successful career in sales & sales leadership and now partners with organisations to help them revolutionise their approach to selling. This episode dives deep into the dynamics of sales leadership, delivering unparalleled insights into creating a loving and supportive sales culture. Ingrid also shares her immense experience, echoing the philosophy that sales is an act of service and ultimate care. In a highly competitive and highly uncertain marketplace, the conversation also centres on rebuilding the sales landscape with empathy, understanding and genuine connections, exploring how sales should transcend beyond mere transactions to fostering relationships built on trust, active listening, and value delivery. This episode is a must listen for sales leaders and their teams who are committed to differentiating themselves in the marketplace through a genuine customer-centric approach, in order to thrive in today's competitive environment.To connect with Ingrid, and to learn more about what she does, including plugging into her podcast "The Sales Revolution Podcast", and sourcing a copy of her new book "The Sales Revolution", please go to:LinkedIn - https://www.linkedin.com/in/ingridmaynard/Website - https://thesalesdr.com.au/The Sales Revolution Podcast - https://podcasts.apple.com/au/podcast/the-sales-revolution/id1735852113
In this episode I welcome seasoned negotiations consultant Saad Saad to discuss the intricate art of negotiation, particularly within a sales context. The conversation spans personal anecdotes and professional insights, and brings to light how negotiation is an inherent part of everyday conversations, aimed at mutual outcomes rather than adversarial win-lose situations. Being able to successfully negotiate in sales requires a deep understanding of the customer ecosystem as well as commercial principles and strategies. Throughout the conversation, we delve into strategies that transform conventional sales tactics from mere transactions focused on pricing to deeper, value-driven discussions that better serve both parties. From this episode, you will gain a comprehensive overview of why it is essential to maintain a balanced power dynamic in negotiations and the importance of thorough preparation.To connect with Saad and to learn more about what he does, including sourcing a copy of his book "In The Lead - Mastering Your Sales Negotiation", please go to:LinkedIn - https://www.linkedin.com/in/saadasaad/Website - https://www.stepinthelead.com/
In this episode I welcome back Richard Cogswell, a respected figure in the payments industry and a prolific author. Richard first appeared on the podcast in August 2024, and in this episode we delve into Richard's evolving career journey, particularly focusing on his upcoming book, "Mastering Networking." The conversation provides a deep dive into networking as a pivotal skill set necessary for carving out professional opportunities. Richard outlines actionable advice for individuals at various stages of their careers, offering a valuable resource for anyone looking to enhance their networking acumen. Richard shares his journey from commission-only sales to becoming a thought leader in payments and networking. He stresses that networking is not solely about seeking help in times of crisis but also about regularly contributing to one's professional environment. Key discussions include insights into the changing dynamics of the recruitment industry, the importance of personal branding, and strategies to effectively sell oneself in the job market. The episode highlights how networking can be a strategic tool for job creation, especially amidst the uncertainties faced by many in evolving economic climates. Key themes such as authenticity, curiosity, and conducting research are underscored as essential elements for mastering networking—an invaluable asset both in professional settings and broader life contexts.To connect with Richard, to learn more about what he does, as well as to keep updated on when his upcoming new book 'Mastering Networking' will be available, please go to:LinkedIn - https://www.linkedin.com/in/richardcogswell/Website - https://www.richardcogswell.com/
In this episode I welcome Julie DeLucca-Collins, a dynamic entrepreneur, coach, and podcast host from Connecticut. This rich conversation revolves around Julie's journey from her beginnings as a teacher to excelling in corporate sales and eventually becoming an influential entrepreneur. Her inspiring journey is filled with insightful lessons about the significance of building relationships in sales, the importance of authenticity in business, and the unique challenges and triumphs women face in entrepreneurship and sales leadership roles. Through SEO-focused discussions, Julie delves into her experiences of transforming underperforming teams and turning them into top sales units by fostering genuine relationships and a value-driven approach. We further explore the parallels between corporate climbing and entrepreneurial ventures, emphasising the necessity of stepping out of comfort zones and focusing on identity and authenticity. Julie encourages us to pursue personal growth and embrace failures as part of the learning process. Additionally, Julie shares her passion for podcasting as a medium for spreading inspirational messages and fostering community connections.To connect with Julie, to learn more about what she does, as well as plugging into her podcast, please go to:LinkedIn - https://www.linkedin.com/in/goconfidentlyjulie/Website - https://www.goconfidentlycoaching.com/Casa De Confidence https://podcasts.apple.com/au/podcast/casa-de-confidence-podcast-boost-your-confidence-for/id1510255268Podcast -
In this episode I delve into an in-depth conversation with Daniel Borba, the innovative CEO of Spark Portal about the leveraging power of video in B2B sales. Daniel shares his journey from his roots in Uruguay to leading a company that's transforming how SaaS and B2B organisations utilise video content in their marketing strategies. Highlighting the evolution of video marketing, Daniel emphasises the need for a clear strategy and leveraging video as a powerful differentiator in today's competitive market landscape. The conversation touches on how a well-crafted video content strategy can create competitive advantages that are difficult for others to replicate. With insights into the future of video in B2B marketing and practical advice for overcoming common barriers, this episode offers valuable lessons for sales leaders looking to innovate and stand out. Daniel inspires sales leaders and their teams by underscoring the importance of authenticity over perfection, prompting them to embrace video to build rapport and enhance engagement with their audience.To connect with Daniel and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/danielborba/Website - https://sparkportal.com/
Have you ever found yourself filled with fear just prior to delivering an important presentation? You are not alone! In this episode I enjoy a great conversation with Linda Ugelow, an expert in helping individuals overcome the fear of public speaking. Linda shares her journey from a seasoned performer terrified of being in the spotlight to becoming a speaking confidence coach. Her transformative experience highlights the importance of addressing the root causes of fear and anxiety that often stem from past experiences. Linda delves into the techniques she used, such as Emotional Freedom Techniques (EFT), to effectively manage and ultimately eradicate her fear of public speaking, imparting powerful lessons on how others can do the same. The conversation is rich with insights into overcoming speaking anxiety, including practical techniques such as authentic movement and visualisation. Linda emphasises the necessity of embracing mistakes, allowing oneself to explore different styles of communication, and the importance of speaking with authenticity. Her tips on content preparation and handling perfectionism will resonate with anyone who struggles with speaking pressure. This episode is essential for anyone wanting to master the art of self-expression and confidently communicate in any context, from meetings and presentations to personal interactions.To connect with Linda and to learn more about what she does, including downloading a copy of the Speaker Preparation Checklist, please go to:LinkedIn - https://www.linkedin.com/in/lindaugelow/Website - https://lindaugelow.com/Speaker Preparation Checklist - https://lindaugelow.com/rituals/
In this episode, I'm joined by David Fastuca, CEO and Co-Founder at Growth Forum, a fellow Melbournian and a dynamic entrepreneur in the world of sales and growth strategies. David shares his foundational journey from a young creative enthusiast to leading growth in multinational domains, as well as sharing his experiences as a co-founder at Locomote, his strategic reintegration into the business during COVID, and the eventual birth of Growth Forum. The narrative is enriched with tales of innovation, resilience, and the realisation of transformative sales methodologies. Throughout the discussion, critical themes such as the importance of identifying the ideal customer profile, the significance of a robust sales system, and the incorporation of AI in sales processes are explored with vigor. With a key focus on developing a mindset geared towards service and value addition, David emphasises the superhero-like role of sales in serving and guiding clients rather than merely pitching products. We also dive into the nuanced world of prospecting and the necessity of building a pipeline that's resilient and evergreen. The insights offered in this episode provide a tactical framework, bolstered by David's upcoming release, the B2B Sales Playbook, to fuel sales growth and competency in any business setup.To connect with David, to learn more about Growth Forum, as well as to grab a copy of his newly released book "The B2B Sales Playbook", please go to:LinkedIn - https://www.linkedin.com/in/davidfastuca/ If you send David a message on LinkedIn mentioning this podcast, David will send you a Free Audio book of 'The B2B Sales Playbook'.Website - https://www.growthforum.io/The B2B Sales Playbook - https://www.growthforum.io/buybook
In this episode, I'm thrilled to be joined by Matthew Whyatt, an accomplished sales leader, Managing Director of Tech Torque Systems, and host of 'The CEO & The Salesman Podcast". Matthew discusses his journey from learning sales basics with his father to becoming a fundamental force in the modern sales landscape, delving into the nuances of sales leadership, the importance of creating strong client relations, and the evolving dynamic between sales and marketing. Matthew emphasises the importance of asking the right questions, building trust, and creating effective sales scripts. This episode is a treasure trove of strategies for any sales professional or leader looking to elevate their approach. We explore the critical balance between sales and marketing, the necessity of leading by example, and the vital role of personal and organisational storytelling in converting leads. Whether discussing his mantra of "player-coach" leadership or sharing his views on the evolution of sales scripts, Matthew provides actionable advice blended with engaging anecdotes. It is an episode which also explores contemporary challenges facing sales teams and unveils practical solutions for surmounting them.To connect with Matthew and to learn more about what he does, including plugging into his podcast, please go to:LinkedIn - https://www.linkedin.com/in/matthewwhyatt/Website - https://techtorque.com.au/Podcast - https://podcasts.apple.com/au/podcast/the-ceo-and-the-salesman-podcast/id1635865557
In this episode I engage in a riveting conversation with renowned business strategist and author Mitch Russo. The discussion delves into Mitch's extensive background in building and scaling businesses, his innovative approaches to sales team management, and his pioneering work at Business Breakthroughs International with Tony Robbins and Chet Holmes. Mitch unpacks the concept of hiring salespeople based on personality rather than experience and shares his insights on the evolving landscape of sales strategies in the age of AI.We explore how Mitch transformed business operations using AI, enhanced customer interactions, and leveraged technology to stay ahead of the curve. The episode highlights essential sales techniques, including the significance of self-esteem in sales professionals, the art of rapport building, and how businesses can optimise sales processes for higher efficiency and profitability. Mitch discusses advanced personalisation in customer journeys, offering insights into achieving sustainable business growth through strategic innovation and adaptation.To connect with Mitch and to learn more about what he does, including checking out his personal AI page, go to:LinkedIn - https://www.linkedin.com/in/mitchrusso/Website - https://mitchrusso.com/Personal AI Page - https://www.delphi.ai/mitchrusso
On this episode, I'm thrilled to be joined by Melanie Smith, a leader with an extensive corporate & government background, having held senior leadership roles in people & culture and is now dedicated to coaching leaders towards navigating the leap to senior leadership. As Melanie shares her insights, she tackles common challenges faced by aspiring leaders, such as shifting from siloed thinking to a broader enterprise perspective and the importance of engaging in cross-functional projects. Throughout the episode, keywords such as 'leadership mindset,' 'career progression,' and 'organisational culture' remain central to the discussion. Melanie emphasises the need for leaders to be strategic about their career moves, the importance of self-awareness, and the impact of organisational values alignment on leadership success. Her guidance on proactively managing one's brand and network underpins her practical strategies, offering leaders actionable steps towards career advancement.To connect with Mel and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/melaniesmithcoach/Website - https://metanoiaconsulting.com.au/
In this episode, I have the privilege of speaking with Carl Gough, the visionary behind meetmagic.org, to discuss the intersection of philanthropy and business networking. Carl sheds light on how meetmagic enables executives to make a meaningful impact without disrupting their busy schedules. We also explore the challenges and opportunities within modern sales practices, emphasising "Stop selling and you'll sell more" as a guiding principle. Carl highlights how meetmagic functions as a bridge, enabling vendors to reach high-level executives while generating charitable donations with every meeting. We discuss emerging sales trends and the importance of building trust and value over traditional product pitching techniques. This episode is a must-listen for those interested in innovative sales strategies and the evolving landscape of business philanthropy.To connect with Carl and to learn more about him and meetmagic, please go to:LinkedIn - https://www.linkedin.com/in/meetmagic/Website - https://www.meetmagic.org/
In this episode I'm joined by David Neagle, President of Life is Now Inc., for a deep dive into the dynamics of mindset, personal transformation, and success in sales. From the challenges earlier in his career, to becoming a prolific speaker, mentor and podcast host, David shares his inspirational journey fuelled by a pivotal mindset shift. The conversation emphasises the importance of attitude in achieving personal and professional breakthroughs, highlighting how changing one's mindset can lead to extraordinary results. David recounts his transformative encounters, including a life-changing event that altered his perspective, leading to an extraordinary rise in both income and influence.Delving further, the episode explores the critical role of discipline in sales success. With compelling insights, David underscores the necessity of discipline as a foundation for effective sales strategies, driving home Bob Proctor's definition of discipline as "the ability to give yourself a command and follow through". David discusses the art of intimate questioning in sales conversations and the power of listening to truly understand client needs. These insights are crafted to resonate with sales professionals and entrepreneurs who aim to enhance their craft by fostering meaningful relationships and prioritising service over mere transactions.To connect with David, to learn more about what he does, and to download a free copy of "The Quantum Leap Blueprint" - 5 key shifts that will help you rewire limiting beliefs, take decisive action, and create the structure and discipline needed to elevate your business, please go to:LinkedIn - https://www.linkedin.com/in/thedavidneagle/Website - https://www.lifeisnowinc.com/The Successful Mind Podcast - https://podcasts.apple.com/au/podcast/the-successful-mind-podcast/id1364135487The Quantum Leap Blueprint - https://love.lifeisnowinc.com/quantum-leap-blueprint-exceptional-sales-leader
In this episode, I have the privilege of speaking with David Fradin, a seasoned expert in product development from California's Silicon Valley. David has a rich history in technology, having spent years in product management roles at tech giants including Apple and HP. He is now President and Founder at Spice Catalyst, a consulting & training firm helping organisations build, market & launch successful products & services. Throughout the episode, David elaborates on his five keys to product success using the SPICE framework — Strategy, Process, Information, Customer, and Expertise. He shares invaluable insights into why 35% of new products fail and discusses the importance of understanding customer needs rather than rushing products to market without adequate preparation. David's captivating stories from his time at Apple, his pivotal role in the adoption of values and agile processes there, and reflections on product development and market strategies, present a comprehensive view of how companies can thrive or flounder in a competitive landscape.To connect with David and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/davidfradin/Website - https://spicecatalyst.com/
In this episode I'm joined by Suzan Peltekian, a mindset and peak performance coach based in Dubai. We explore Suzan's transition from a thriving career in real estate to pursuing her childhood dream of coaching through her business, Super Charge With Suzan. A passionate advocate of the Law of Attraction, Suzan discusses how she used these principles to manifest her current role, serving high performers globally. The conversation delves deep into the importance of mindset in achieving peak performance both professionally and personally. Suzan shares her insights on the concept of "be, do, have," emphasising the importance of being of service and leading from a place of love. Also discussed are practical strategies such as using identity-based affirmations and the role of gratitude in personal development. By exploring the impact of mindset on success, Suzan outlines steps we can all can take to reframe our beliefs and rewrite our life story, transforming dreams into reality.To connect with Suzan and to learn more about what she does, please go to:Website - https://superchargewithsuzan.com/Instagram - https://www.instagram.com/superchargewithsuzan/Facebook - https://www.facebook.com/suzan.peltekian
In this episode I'm speaking with Mike Harbour, an expert in leadership development hailing from Little Rock, Arkansas. Mike delve's into his transformative journey from a background in a challenging family environment to becoming a thought leader in leadership development & shares with me his transition from recruiting to focusing on leadership training and development, emphasising the importance of leadership in every aspect of life. We touch on the impact that artificial intelligence is having on business efficiencies, managing fear in sales, and creating a positive cultural environment in leadership through people centricity. Mike shares his insights into the essentials of successful leadership, focusing on the importance of cultivating an environment where team members feel valued, as well as key strategies for leaders to look forward to as they navigate the complexities of the post-2023 business landscape, especially the need for more purposeful and empathetic leadership styles.To connect with Mike and to learn more about the great work he is doing, please go to:LinkedIn - https://www.linkedin.com/in/mikeharbourharbourresources/Website - https://www.harbourresources.com/The Leadup Podcast - https://podcasts.apple.com/au/podcast/the-lead-up-podcast/id1462416956
In this episode I have the pleasure of speaking with Kylie Denton, founder and director of the Performance Advisory Group, who sheds light on the deeper aspects of sales and leadership, highlighting the power of meaningful human connections and the inspiration behind her dedication to service-driven sales. Kylie explores strategies leaders and sales professionals can use to enhance their effectiveness, including applying a comprehensive framework for human connection, understanding generational dynamics within teams, and prioritising personal development plans for employees. Kylie emphasises the importance of aligning service with strong, trust-based client relationships, as well as advice on overcoming biases in multigenerational workplaces and using curiosity as a cornerstone for collaboration. It is a brilliant conversation, providing valuable perspectives for leaders and sales teams to leverage to drive deeper relationships, and ultimately, exceptional results.To connect with Kylie and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/kyliedenton5/Website - https://performanceadvisorygroup.com.au/
In this empowering episode I am joined by Alan Lazaros, CEO & Founder at Next Level University, who shares his motivational story that began with a life-altering car accident at the age of 26, sparking his commitment to self-improvement and personal development. He delves into the foundations of success, discussing the importance of productivity, resilience, and maintaining a growth mindset.The conversation navigates through Alan's productivity strategy and the "Five S's of Success" — Sacrifice, Struggle, Suffering, Success, and Sustainability — highlighting the critical balance between ambition and fulfilment. Alan emphasises the complexity of sustaining success and the significance of courage, vulnerability, and humility and delivers insights into how to transform challenges into opportunities, cultivate self-worth, and align efforts with potential. The episode serves as an enlightening guide for anyone aspiring to excel personally and professionally.To connect with Alan and to learn more about Next Level University, please go to:LinkedIn - https://www.linkedin.com/in/alanlazarosllc/Website - https://www.nextleveluniverse.com/Instagram - https://www.instagram.com/alazaros88/
In this episode I am thrilled to be joined by Amanda Johnson, the Story Oracle, who unveils the profound impact of storytelling in leadership and business. Starting from her initial career aspirations in journalism and history education, Amanda shares her evolution into a storytelling consultant. Her journey unfolds through experiences of teaching and the realisation of storytelling’s power in connecting and transforming people. This episode captures the essence of how stories not only define personal journeys but also enhance business communication and influence.The conversation delves into the technicalities of crafting narratives, revealing why storytelling is crucial for executives and entrepreneurs alike. Using her unique retreats, Amanda demonstrates how connecting with the personal “why” behind a story can overcome storytelling barriers. She emphasises how even high-performing leaders can benefit from revealing their authentic selves to influence others effectively. The discussion moves into the application of storytelling in larger organisations and the balance between storytelling and product-focused communication, making it a must-listen for anyone interested in unlocking the power of their narrative.To connect with Amanda and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/thestoryoracle114/Website - https://the-story-oracle.com/Free Resource to help create your own story - https://savedbystory.house/foreshadows/
Businesses large and small are constantly looking for ways to keep themselves top of mind with their prospective customers. The great businesses always have ethics and integrity at the forefront of what they do. In this episode I'm joined by James Hipkin, Founder & CEO of Inn8ly, and James delves into the critical themes of authenticity and customer engagement, drawing parallels between his time in the rock-and-roll industry and his corporate marketing endeavours. He emphasises the value of empathy in building successful marketing strategies and demonstrates the vital role of authentic brand representation, as seen in his work with eminent companies like Apple and Toyota. The episode further explores common pitfalls like prioritising tactics over strategy in digital marketing and underscores the benefits of a customer-centered approach to fostering brand loyalty. With practical examples and rich anecdotes, James illustrates how brands can cultivate relationship equity for long-term success. To connect with James, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/jameshipkin/Website - https://inn8ly.com/Virtual Coffee with James - https://calendly.com/james-red8/virtual-coffee?month=2025-02
One of the key characteristics that great leaders possess and continue to develop is the ability to embrace uncertainty. As business environments continue to change and evolve, it is the leaders who are able to best deal with uncertainty, who are the ones that will lead their teams to higher levels of success, and engagement. And today's guest knows a thing or two about creating uncertain environments. Mike House unpacks how resilient leaders manage uncertainty while steering teams towards success. He shares anecdotes from his survival school experiences where he designed challenging environments to test resilience, often finding that physical prowess wasn't synonymous with mental fortitude. Drawing parallels between survival tactics and organisational leadership, Mike emphasises maintaining focus, clarity, and adaptability. He stresses the significance of gratitude amidst adversity, referencing General Stockdale and Viktor Frankl to reinforce how resilient mindsets can be cultivated even in dire circumstances. It is a fascinating conversation filled with actionable insights and practical approaches.To connect with Mike, and to learn more about what he does, including grabbing a copy of his books, please go to:LinkedIn - https://www.linkedin.com/in/themikehouse/Website - https://www.mikehouse.com.au/
With the rapid developments of AI technology, more and more organisations are looking at how best to leverage it for a competitive advantage. This is especially true for sales. In this episode, I'm joined by Frank Sondors, Co-Founder & CEO at Salesforge, an organisation that focuses on working with businesses to deliver more sales pipeline at a lower cost. The conversation centers around leveraging AI agents within sales processes, underscoring the necessity of adapting to technological advancements to remain competitive. Frank brings to light how AI can significantly augment the capabilities of sales teams, offering an innovative blend of human and machine intelligence for maximising output and efficiency. He further explores the shifting SaaS landscape, highlighting the benefits of a consumption-based pricing model over traditional seat-based methods, thus presenting a compelling case for the integration of AI in sales strategies. To connect with Frank and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/franksondors/Website - https://www.salesforge.ai/
As a sales leader, business professional, or sales professional, how conscious are you about your brand? Are you representing yourself and your business in the best possible way, that creates an attractive force that draws potential customers to you? We all have a brand, but not all of us are actively developing strategies to leverage that brand to build deeper relationships. In this episode I'm joined by Lisa Shorr, Image Consultant and Personal & Corporate Brand Expert, with Lisa providing actionable insights into building and sustaining a credible corporate image. This conversation not only highlights the nuances of effective branding but also provides valuable lessons on leadership and business development. Lisa emphasises the importance of emotional intelligence, illustrating how cultivating a strong company culture and understanding personal core values can lead to improved client satisfaction and business growth.To connect with Lisa, as well as to download her Growth-Minded Success Exercise (Turn Head Trash into Growth-Minded Statements in Minutes), and to grab a copy of her book "Your Brand Unleashed", please go to:LinkedIn - https://www.linkedin.com/in/lisashorr/Website - https://shorrsuccess.com/Download "Turn Head Trash Into Growth-Minded Statements in Minutes" - https://shorrsuccess.co/mindset-success-exerciseBook "Your Brand Unleashed" - https://shorrsuccess.com/your-brand-unleashed/
In sales, just as in life, we often experience setbacks, challenges and roadblocks. Despite our best preparation, we can get thrown curveballs that if we are not diligent, they can throw us completely off course. As a leader, we must understand that challenges are part of the role, and whilst we may find challenges difficult, it is our choices around the responses to challenges that can have a huge impact, not only on our current environment, but also the people within that environment. This is where proactivity, preparation and adaptability are key - something that Joelle Kaufman has in spades. Joelle is the Strategy & Revenue Catalyst at GTM Flow, is a seasoned sales and business executive, and a person who has dealt with many curveballs in her career and life. It is a fascinating conversation filled with ideas and insights to help leaders better prepare for the inevitable curveballs, turning adversity into leadership gold.To connect with Joelle, to download a free strategic leadership quick shift guide, and to grab a copy of her newly released book "Crushing The Cancer Curveball", please go to:LinkedIn - https://www.linkedin.com/in/joellekaufman/Strategic Leadership Quick Shift Guide - https://gtmflow.com/exceptionalsalesleader/Book - 'Crushing The Cancer Curveball' - https://www.amazon.com.au/dp/B0DTC68S4M
I often share with sales leaders the importance of building their emotional intelligence muscle, being more aware of the people they are interacting with and adjusting their communication style and approach to 'match' the other person. The leaders who do this well are able to build deep, authentic and meaningful relationships, which creates credibility, and ultimately, trust. In this episode, I'm thrilled to be joined by Stephen Oommen, an experienced go to market executive, and a man who is the model of excellence in this space. Stephen explores the critical importance of building meaningful, lasting relationships, transcending mere transactional interactions, as well as addressing the challenges of maintaining authenticity while meeting aggressive sales targets, urging leaders to integrate strategic foresight into their leadership style. He is also currently working on his first book "The Chameleon Effect" which promises to provide leaders (& non-leaders) with a playbook to build deep, authentic & transformative relationships.To connect with Stephen and to follow his insights and approach to leadership, please go to:LinkedIn - https://www.linkedin.com/in/stephenoommen/
In the highly competitive world of b2b sales, many organisations are constantly searching for the unique value differentiator that will elevate them against their competition, and lead to exceptional results. Often executives within these organisations focus primarily on the leadership as that differentiator. Whilst leadership is incredibly important, it is not enough, as this conversation with Dr.James Chitwood explores. Leveraging his military and academic background, Dr.James delves into why traditional leadership may not always guarantee enhanced performance, instead emphasising the importance of cultivating an effective system. It is a fascinating conversation and one that every sales leader can leverage to improve their system.To connect with Dr.James and to learn more about what he does, including grabbing a copy of his book "Leadership Is Not Enough", please go to:LinkedIn - https://www.linkedin.com/in/drjchitwood/Website - https://www.performanceculture.expert/Website - https://www.drjameschitwood.com/Book - https://www.leadershipisnotenough.com/
Contrary to what many may believe, the key to exceptional selling is not solely the ability to close the deal, even though closing is a required competency. It is the sales professional and sales leader who are able to develop & execute genuine empathy & credibility, who ultimately unlocks the code to exceptional selling. In this episode I'm joined by Georgia Stormont, sales & leadership coach specialising in the agricultural sector and we explore the keys to cracking the code to exceptional selling. It is a fascinating conversation with insights and perspectives that can significantly assist sales leaders and their teams in their quest to become exceptional in any industry.To connect with Georgia & to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/georgia-stormont-35070a4b/Website - https://www.curiousgeorgiacoaching.com/
Businesses the world over are constantly searching for more innovative ways to capture the attention of their ideal customer, and often this requires a large financial investment, making it more prohibitive for smaller businesses. Geofencing Technology can start to change that and make it more cost effective for smaller businesses to identify and then communicate with their ideal customers. In today's episode, I'm joined by Barbara Wardell & Ernesto Cullari, Co-Founders at Cullari Wardell, an organisation that specialises in geofencing advertising that enables businesses to reach highly targeted customers. It is a fascinating conversation, and one that opened my eyes to the potential we have through appropriately leveraging technology to drive better customer awareness and engagement.To learn more about geofencing technology and specifically what Cullari Wardell do, please go to:Website - https://cullarimedia.com/welcome-to-cullari-media
In working with sales leaders and their teams, I'm always intrigued as to how people find their way into a selling career. Rarely do people share with me that sales was their chosen profession - the vast majority 'fall into it', and today's guest is no exception. I'm joined by an incredible human, Michael Carr, who has made the transition from Head Teacher in education to sales professional, and over the last 2 years, built a very successful sales career. Throughout the episode, Michael shares key themes like the importance of relationship-building in sales, distinguishing your brand ethically, and maintaining an insatiable appetite for learning & development. He also speaks on the strength of authenticity and integrity in sales, demonstrating how his educational background gives him a distinct advantage in serving customers effectively. Michael truly is an inspiration, and this episode is a comprehensive guide for those already in sales as well as for those looking to transition into the field. To connect with Michael and to learn a little more about Playscheme, please go to:LinkedIn - https://www.linkedin.com/in/michael-carr-5a762366/Website - https://www.play-scheme.co.uk/
Working in a corporate environment, many ambitious individual contributors and leaders are constantly looking for their next promotion, with many of them thinking that an additional certification, or even an MBA, will be the difference that makes all the difference. This is not necessarily the case. In today's episode, I'm thrilled to be joined by Diane Taylor, a former corporate Human Resources Executive, and now Founder & Principal Consultant at Glow Leadership. Diane's approach is based on bringing significantly more conscious awareness to the leadership role, working on refining competencies around leadership that are not only sustainable, they are repeatable, as well as ethically influencing key stakeholders. Irrespective of where you are on your leadership journey, this conversation is filled with actionable insights and ideas.To connect with Diane and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/dianetaylor888/Website - https://glowleadership.com/Email - diane@glowleadership.com
Many people who find themselves in sales, unfortunately don't always receive the quality and depth of training that can be the foundation to a sustainably successful career. They are often thrown into the deep end of the pool and told to swim. Quality training and coaching can never be underestimated and today's guest is the perfect example of this. Michael Walford-Grant has built a successful sales and sales leadership career over the last 30 years, and as you will hear in this conversation, much of his success he puts down to the quality of the training he received in his first B2B sales role. This is a fascinating conversation where Michael highlights crucial shifts in sales dynamics, emphasising the transition from traditional selling to becoming a trusted advisor in the buying process. He outlines essential sales best practices, including the importance of sharp messaging, unearthing unconsidered needs, and the mental resilience required to succeed amidst constant pressure. From discussing the impact of external challenges to sharing personal stories of overcoming adversity, this episode offers a treasure trove of actionable advice for sales professionals aiming to enhance their effectiveness in today's ever-evolving market. To take advantage of a very special offer from Michael on his book "Sales Unplugged:The Invaluable Go-To Guide for Busy B2B Salespeople", be sure to listen to the full episode.To connect with Michael & to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/michael-walford-grant-15a8933/
When it comes to selling, especially in the highly competitive B2B space, many organisations say they focus on customer relationships, 'putting the customer at the centre of everything they do', and yet when the pressure is on to hit a target, or close out the quarter, the behaviour is very often focused on themselves & their objectives. In this episode, I'm joined by Casey Jacox, a super successful enterprise sales professional & leader who now is dedicated to working with sales teams and executives to win the relationship and not the deal. His philosophy and approach to sales is refreshing, and grounded in 3 key selling superpowers - humility, vulnerability and curiosity. It is a terrific conversation and one that can have an immediate impact on your sales approach in 2025.To connect with Casey, as well as to find out more about what he does, to grab a copy of his book "Win the Relationship, Not The Deal", and to plug into his podcast, "The Quarterback DadCast", please go to:LinkedIn - https://www.linkedin.com/in/caseyjacox/Website - https://www.caseyjacox.com/Book - https://www.caseyjacox.com/bookPodcast - https://open.spotify.com/show/31mFv3rtnLrS9q6rCPq0xT?si=044941d96fcb4a73
When it comes to marketing a business or a service, many turn to paid ads as the 'quick fire' way to create demand in order to convert business. Whilst this approach does have its place, it is also important to create more long term, sustainable demand creation strategies that enables a business to create credibility, deliver value, and educate their market through the buying process. In this episode, I'm joined by Rai Cornell, CEO at Cornell Content Marketing, and we delve into the psychology behind marketing and the intricate art of content creation. It is a fascinating conversation and one that I hope can add value to you in your role or business.To connect with Rai and to learn more about what she does, including downloading a free demand generation kit, please go to:LinkedIn - https://www.linkedin.com/in/raicornell/Website - https://www.cornellcontentmarketing.com/Free Demand Generation Kit - https://cornellcontentmarketing.com/demandgenkit
A key element of sales, both at an organisational level, as well as at a personal level, is to search for differentiation from the competition. What is unique about you, your organisation and your offering, that will entice and encourage your customer to want to talk to you, and explore your solution? We all know that people like to do business with those who they know, they like and they trust, but we also have to be memorable. In this episode I have the great pleasure of speaking with Steve Miller, better known as Kelly's Dad, and a super successful expert in the world of personal branding & influence. It is a powerful conversation filled with quality insights to help further enhance our personal brand, and become uncopyable.To connect with Steve & learn more about what he does, including gaining access to a free 5 day email course on becoming uncopyable, please go to:LinkedIn - https://www.linkedin.com/in/steveamiller/Website - https://www.beuncopyable.com/Free 5 Day Email Course - https://www.beuncopyable.com/5-emails
I firmly believe that sales is the ultimate form of service, and when there is a clearly defined problem that a customer has, it would be negligent not to provide the customer with a proposed solution. The challenge for many sales people and business owners is they often just provide the one solution, removing choice and options. In this episode, I'm joined by America's Services Sales Coach, Joe Crisara, and we delve into his career as a home services contractor, to now working with services contractors around the world on how to unleash sales success in an ethical and transformative way. It is a phenomenal conversation, filled with great ideas and insights that can be applied to any sales situation, business and industry.To connect with Joe, to learn more about him as well as grabbing a free copy of his latest book "What Should We Do?", please go to:LinkedIn - https://www.linkedin.com/in/joecrisara/Website - https://www.servicemvp.com/Book - https://book.servicemvp.com/
Whether you are in sales, sales leadership, or running a business, you will understand the power of creating strong & effective networks. In fact, some may even suggest that in many situations, it is not so much about what you know, as compared to who you know, that can create an advantage. It is true that your net worth is connected to your network, and in this episode, I enjoy a tremendous conversation with Virginia Muzquiz, Founder & CEO of Master Connectors, about the power of your network. Virginia shares a number of gold nuggets around optimising your network whilst maintaining authentic connections. It is a fascinating conversation and one I trust you will enjoy. Be sure to also download the "Business by Referral Blueprint" by clicking the link below.To connect with Virginia and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/virginiamuzquiz/Website - https://masterconnectors.com/Business by Referral Blueprint - https://mktg.masterconnectors.com/business-by-referral-blueprint
Whether you are a business owner or hold a leadership or influencing position within an organisation, the key objective for the business is to create value that can have a lasting impact. And this is not necessarily just linked to the profitability of the business - it is also linked to the sellability of the business. In this episode, I'm joined by Justin Goodbread, CEO of Financially Simple, a man with over 30 years experience in founding, growing and exiting businesses, the latest of which he exited in 49 months, selling it for over $10m. He shares personal anecdotes, including how defining personal and business goals can lead to significant breakthroughs in success, as well as strategically removing owner dependencies and aligning company operations with client expectations. Justin highlights the role of disciplined time management in ensuring that business owners remain focused on high-impact duties and explains how building systems and processes can drive business value and sustainability.To connect with Justin and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/justingoodbread/Website - https://www.justingoodbread.com/Podcast - https://podcasts.apple.com/au/podcast/the-justin-goodbread-show/id1332958360
When working with sales leaders and their teams, I'm constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There is a generalisation about sales people that they are extroverted and need to have the gift of the gab to be successful. This is not the case. Exceptional sales people are super clear on who they are and they invest their time in ensuring they are consistently authentic. In this episode, I enjoyed a great conversation with Jacob Hicks, Sales Strategy Expert, Success Coach and Speaker, and we spoke about the power of purpose and identity in sales, as well as the concept of reverse hustling. It is a conversation filled with gold nuggets, and one that I hope you enjoy listening to.To connect with Jacob, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/jacob-hicks-b7154a121/Website - https://jacobhickscoach.com/
When it comes to developing leadership, many focus on how to become an effective leader through understanding the characteristics of good leaders, as well as the behaviours required to create an empowering and engaging environment. This is necessary, but great leaders also focus their attention on followship at the same time. In this episode, I'm joined by Dr.Chris Fuzie, CEO of CMF Leadership Consulting, and an expert in behaviour based leadership. It is a fascinating conversation that delves into leadership & followship, the concept of leaderology, the importance of emotional intelligence, as well as continuous learning.To connect with Chris, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/dr-chris-fuzie-ed-d-m-a-ol-vl2-37587934/Website - https://www.cmfleadership.com/National Leaderology Association - https://nlainfo.org/
It is quite rare to hear the concept of 'sales warmth' in an instant gratification, and highly competitive marketplace. Many companies run campaigns to 'build awareness', and create what they hope will be an attractive customer acquisition strategy, only to seek to close as many customers as they can when given the opportunity. There is a better way. Through utilising ai technology, along with a different approach to selling, it is possible to go from cold to bold, and create a steady stream of highly qualified, and ready to purchase customers. This is what Maximus Greenwald has been able to create through his organisation, Warmly, creating sales warmth, creating relevance, and ultimately building a very successful business. It is a terrific conversation filled with actionable insights. Be sure to listen to the entire episode in order to gain access to a very special offer that Maximus very generously made.To connect with Maximus, and to learn more about Warmly, please go to:LinkedIn - https://www.linkedin.com/in/max-greenwald/ Website - https://warmly.ai/Email - max@warmly.ai
If there is one common theme shared amongst sales organisations that enjoy exceptional results, as well as sustainable success, it is the focused investment into their sales leadership. Many organisations invest heavily in sales training for their sales force, which certainly can & does have an impact. However the organisations which invest heavily into the sales leadership development can experience quantum leaps in terms of engagement and performance, compared to their competitors. In this episode, it is a privilege to be joined by Tony Cross, the Chief Executive Officer at Growth Matters International, as Tony unpacks strategies to drive sustainable results, to make others successful, and to continue his mission of helping millions of people in the profession of sales by enabling a million Sales Managers.To connect with Tony & to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/tonycross-gmi/Website - https://www.growthmattersintl.com/Email - tonyc@growthmattersintl.com
Whether you are a sales leader, a sales person, a lawyer or even an economist, sales is at the centre of everything you do. Nothing happens unless a sale is made, whether that be a product, a service or even an idea - but how we go about selling can be very different. Some people take the hard approach and seek to push an idea or a solution onto a customer or prospect, whilst others take a softer approach. Whilst both methods can deliver results, the guest on this episode passionately believes that through taking a softer approach, through being authentic, selling a problem before a solution and ethically persuading through social proof, we can deliver sustainable results. I'm thrilled to be joined on this episode by Dr.Yaniv Zaid, Doctor Persuasion, as he shares his experiences and expertise on authentic and ethical selling and persuasion. It is a tremendous conversation, filled with gold nuggets for every person looking to improve their influence and persuasion, and therefore driving exceptional results.To connect with Yaniv, as well as to grab a copy of his best selling book, "The 21st Century Sales Bible", please go to:LinkedIn - https://www.linkedin.com/in/yanivzaid/Website - https://www.persuasion.co.il/en/Book - https://www.amazon.com/21st-Century-Sales-Bible-Commandments/dp/B0C75B6FMW
Branding is a critical element of the environment we live in today. Whether it be salespeople, sales leaders, sports people, sporting organisations, or companies, the power of a brand can have a huge impact on the ability to drive interest, to drive attention, and ultimately to drive conversion. Being crystal clear on the characteristics that are important to the brand are critical, especially for our personal brand. In this episode, I'm joined by Dave Behar, Founder, CEO and Chief Executive Athlete of ION Network & Behar Brands. Dave shares his decades of experience in helping organisations build game changing brands in multiple industries, including sports, and what principles and strategies we can focus on to build a quality brand.To connect with Dave and to learn more about what he does, please go to:Website - https://ions.com/
When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the 'doing'. Whilst this is critically important to success, many sales people are not realising the results that they are capable of because they are missing a vital and much overlooked element - the 'being'. Who do they need to be in order to be a successful sales person and sales leader. In this episode, I'm joined by Jeni Jonte and we discuss the importance of creating a strong self image, setting bold goals, and the power of 'thinking'.To learn more, please go to https://www.bringonpossible.com/
If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve, they are tenacious, have tremendous self belief, amongst other traits. What they also share is a very supportive and high quality leader. I keep saying that teams become the reflection of the leader, and the more leaders I speak with and the more teams I interact with, this continues to be even further deeply confirmed. In this episode, I have the privilege of speaking with Jerry Acuff, CEO & Founder at Delta Point, a man recognised as one of the top 3 sales experts globally and one of the 50 greatest salespeople of all time. He has even been described as 'the Dale Carnegie of the 21st Century'. It is a fascinating conversation around unlocking sales success through the power of leadership. Enjoy.To connect with Jerry and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/jerryacuff/Website - https://www.jerryacuff.com/
When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in the negotiation itself, competitive juices start to flow, and it becomes a race to see who can get the best deal, often at the expense of the other party. Not a great outcome, especially when negotiating with another company where there will potentially be a longer term relationship. In today's episode, I'm joined by Glin Bayley, the Value Negotiator, and we explore how negotiations can be a mutually beneficial process, and delve into the VALUE method. It is a great conversation sprinkled with great tips on how to improve negotiation capabilities.To connect with Glin, and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/glinbayley/Website - https://www.thevaluenegotiator.com/
In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may be happening in the external and internal environments, it is the leader who is able to provide direction, inspiration and certainty to their team who will ultimately develop the trust, engagement and loyalty of their team. And one of the best ways to create certainty is through stability. In today's episode, I'm thrilled to have Emily Hawkins share her thoughts and insights on the power of reflection, planning and execution of key priorities and metrics, all through the lens of stability. As Emily has discovered in her own leadership, exceptional leadership = STABLE leadership.To connect with Emily and to learn more about what she does, please go to:LinkedIn - https://www.linkedin.com/in/emilyhawkins4u/Instagram - https://www.instagram.com/emilyhawkins4u/Website - https://www.emilyhawkins4u.com/
When it comes to selling, many salespeople lead with their product or service, and seek to 'retro fit' this into a perceived need or in some cases a created need. Whilst this can generate results for the salesperson, it doesn't always represent tangible value for the client, often leading to buyers remorse. Exceptional sales people always have the courage to ask for the sale, but they do so after they have built genuine rapport with the client and have clearly identified whether there is a problem that needs to be solved. These sales people are genuinely interested in the client and not solely focused on trying to be interesting to the client - a big difference. In this episode, I'm joined by Markus Neukom, Leadership Strategist, and Leadership Executive Coach, and we explore the power of being interested, building genuine connections, being authentic, as well as exploring imposter syndrome. It is a fascinating conversation.To connect with Markus, please go to:LinkedIn - https://www.linkedin.com/in/markusneukom/
A great privilege of hosting a podcast is the opportunity to speak with incredible people with very different backgrounds, but all following their own Hero's Journey. And what is fascinating is that the vast majority of them are in a role or running a business today that years ago would not have been within their frame of reference. In today's episode, I enjoyed a phenomenal conversation with Jamie Kritharas, CEO & Founder of Defiant Digital, Australia's leading creative performance agency. Jamie has been on an incredible journey, from leaving the corporate world after only 3 months, to following his dream of creating music, to collaborating with some heavy hitters in the music industry, to now running a very successful agency. Jamie's journey in one of persistence, of following a dream, constantly learning, and finding opportunities to serve others. There are lessons right throughout this conversation that can help all of us as we progress on our own Hero's Journey.To connect with Jamie and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/jamie-kritharas/Instagram - https://www.instagram.com/jamiekritharas/Website - https://defiantdigital.com.au/
Many sales people, as well as sales leaders, treat the role of sales as a 'job', rather than a profession. As a result, it can be quite difficult to drive exceptional and sustainable results. It is the sales people and leaders who treat their role as a profession who end up winning in the long run - they have discovered the art and science of sales, and they consistently and relentlessly pursue excellence. In this episode, I had the pleasure of speaking with Ken Lundin, President & Founder of RevHeat, and the author of Strategic Selling Unleashed. It is a fascinating conversation which delves into the essential skills a sales leader needs to cultivate, like coaching, motivation, and implementing rigorous processes for consistent performance. I hope you enjoy the episode. Make sure to listen to the full episode to take advantage of a very special and generous offer from Ken.To connect with Ken, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/kglundin/Website - https://revheat.com/
One of the great privileges of hosting a podcast is the opportunity to speak with highly successful, value driven and ethical business people and leaders. People who are driving value in the businesses and environments they operate in, as well as creating significant shareholder and stakeholder value. And in this episode, I had the absolute pleasure of speaking with Lee Benson, the CEO of Execute To Win, 2 x Best Selling Author, and podcast host of 'Show Your Value'. Lee grew his first company Able Aerospace from 3 to 500 employees with 15 consecutive years of 20% compounded average annual growth, before his exit of undisclosed 9 figures. Today, he advises high growth companies & entrepreneurs to uncover their most important number to ensure growth & success. It is a phenomenal conversation, littered with gold, and one I know you will love.To connect with Lee, to learn more about what he does, as well as grabbing a copy of his book 'Your Most Important Number', go to:LinkedIn - https://www.linkedin.com/in/lee-j-benson/Website - https://etw.com/Podcast - https://etw.com/show-your-value/
In today's episode, I have the privilege of speaking with Wes Schaeffer, The Sales Whisperer. From a career in the military, to then moving into commission sales, then high tech sales, and today, now a highly sought after business coach, sales & sales leadership mentor, and keynote speaker, Wes has rather an unconventional story. A story that is filled with challenges, and experiences that helps him unleash the potential of sales leaders and their teams. We discuss the #1 job of a Sales Leader, unpack the concept of 'make every sale' and explore the new ABC's of selling in 2024 and beyond. It is a fascinating conversation, and one that I know you will find valuable.To connect with Wes, and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/thesaleswhisperer/Email - wes@thesaleswhisperer.comWebsite - https://wesschaeffer.com/
Irrespective of whether you are part of a large enterprise, a small medium business, or even a solopreneur, the key to sustainable success is building a high performing sales engine. A sales engine that can deliver predictability and can harness the power of sales vital signs to drive growth. Because without sales, the business will stagnate, and eventually die. In this episode, I am joined by Don Lazzari, President of Delivering Value LLC, and Author of 'Entrepreneurs Sales Secrets Revealed' and we talk about the importance of building a high performing sales engine and what it looks like.To connect with Don and to learn more about what he does, go to:LinkedIn - https://www.linkedin.com/in/don-lazzari/Website - https://deliveringvalue.com/
One of the key challenges for sales organisations is to identify something that differentiates their organisation, their solution or their product from their competitors. More often than not, their focus is on something they believe their product or service does that is different, hoping that this will provide some cut through. This does not always work. Organisations that can demonstrate a genuine buyer centricity, where they understand the customer intimately prior to engaging with them, are the organisations creating the differentiation. On today's episode, I'm joined by Neeraj Singh, Revenue Lead at Humantic AI, and we discuss why buyer centricity is paramount to exceptional sales success and how this can by supercharged by ethically using AI.To connect with Neeraj and to learn more about Humantic AI, please go to:LinkedIn - https://www.linkedin.com/in/neeraj24s/Website - https://humantic.ai/
When reviewing sales team performance, it is fascinating how the team continues to achieve outcomes within +/- 5%-10% of their quota, year in and year out. It is almost like there is an inbuilt thermostat that brings performance back to a certain level. And when suggesting that sales could be exponentially improved, even doubled, many sales leaders scoff at the suggestion. The truth is that it is possible. In this episode, I am thrilled to have Doug C Brown return for the 3rd time for a conversation on the mindset shifts required to drive exceptional sales results, as well as exploring that doubling sales is possible, through a predictable, maths based system. It is a phenomenal conversation.To connect with Doug, and to learn more about CEO Sales Strategies, and to download 'The Ultimate Attraction & Sales Conversion Guide, go to:LinkedIn - https://www.linkedin.com/in/dougbrown123/Website - https://ceosalesstrategies.com/Guide - https://resources.ceosalesstrategies.com/op/conversion-guide/
Organisations are constantly looking for new and innovative ways to grab the attention of their ideal customer - with many of them still focused on leading with their product or service. Customers are more and more savvy today, and therefore more demanding in relation to the value they are looking for prior to engaging with an organisation or salesperson. In today's episode, I'm joined by Maxwell Nee, a serial entrepreneur and Chief Revenue Officer of ScoreApp, and we delve into innovative lead generation that is delivering tangible value to the market, as well as driving increased credibility for the service provider.To connect with Maxwell, to learn more about ScoreApp, including a free trial, as well as a free copy of the book 'Scorecard Marketing', go to:LinkedIn - https://www.linkedin.com/in/maxwellnee/Website - https://www.scoreapp.com/Book - https://scorecardmarketingbook.scoreapp.com/
When the words ‘ethics’ and ‘sales’ are used in the same sentence, many people scoff at the suggestion. Even though sales is one of the oldest professions on the planet, there is still somewhat of a stigma attached to it. Thankfully, more and more people are achieving exceptional outcomes through placing ethics and integrity high on their list of values, and slowly, changing the perception around sales. Justin Janowski is one great example. He is the Founder & CEO of Faith2Influence, and has built a very successful business off the back of ethical selling practices. In this conversation, we delve into the art of influence and focus on some key principles that can enable sales people to take on more of a service & problem solving orientation, making sales interactions less salesy.
To connect with Justin and to learn more about what he does, including downloading a free PDF on the 10 step sales process, go to:
LinkedIn – https://www.linkedin.com/in/justinjanowski/
Free PDF – http://www.goodsalespdf.com
Website – https://www.faith2influence.com/
When it comes to building & running sustainably successful sales teams, often Sales Leaders run by ‘gut instinct’ and do not apply a huge amount of science to the recruitment or onboarding process. Sometimes they can get lucky, however a bad hire can cost the business dearly, both in time and cost. Exceptional sales leaders work with science to maximise the opportunity of bringing in quality and fit for purpose sales people, and a key element of this science is mastering their emotional intelligence. In this episode, I enjoy a fascinating conversation with Daniel Tolson, Founder of The Tolson Institute, who has launched, lead and built million dollar businesses over the past 28+ years. Daniel unpacks the 5 pillars of emotional intelligence and explains why mastering these pillars are pivotal to sustainable success.
To connect with Daniel and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/danieltolson/
Website – https://danieltolson.com/
When working with sales leaders and their teams, I often share with them that we are all on a Hero’s Journey, and each of us are at different stages. We all have to deal with challenges, setbacks and obstacles, as well as identify opportunities to take advantage of. Along the way, there are people in our environment who can help guide and support us, as well as challenge us to take our performance to an entirely new level. In this episode, I am joined by Jason Yarusi, a man who started out his career as a Bartender, and through embracing his own Hero’s Journey, has created a very successful real estate business, has built & sold a brewery, is an ultra runner, as well as becoming a highly sought after keynote speaker & mentor. It is a fascinating conversation where Jason shares gold nuggets for all of us to embrace as we continue on our own journey.
To connect with Jason and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/jasonyarusi/
Website – https://www.jasonyarusi.com/
Live 100 Podcast – https://podcasts.apple.com/au/podcast/live-100-podcast-with-jason-yarusi/id1699229023
If there is one area that Sales Leaders can improve on in order to drive more exceptional performance, it is in the art of negotiation. Many sales leaders take the position of creating win-win outcomes with their customers, so as to build long term value based relationships, however, this can sometimes lead to the power base shifting to the customer, not necessarily delivering the long term value being sought. In this episode, I’m joined by Derrick Chevalier, a seasoned negotiation expert with decades of experience in the field, and the Executive Vice President at Harrison-Chevalier Inc. Derrick leads a team of negotiation consultants and trainers, and is changing the way organisations and sales leaders think about negotiation. It is a fascinating conversation with loads of valuable insights.
To connect with Derrick and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/derrick-chevalier-6323272/
Website – https://h-c.com/
If there is one thing that is certain in 2024 and beyond, it is that AI will continue to play a big role in our daily lives. This is especially true in sales. The expectations that customers have continue to increase, and the amount of information sales leaders and their teams need to consider to provide valuable and customised solutions to their customers, can often feel overwhelming. This is where AI is helping to revolutionise how we sell. In this episode, I enjoyed a phenomenal conversation with Usman Sheikh, Founder & CEO of xiQ Inc. Usman & his team have created a personality driven sales & marketing platform that enables sales leaders and their teams to leverage AI to become more relevant to their customers, and to provide more specific & customised solutions. It is a fascinating conversation on how we can leverage AI to drive even more exceptional results.
To connect with Usman and to learn more about what he does and how xiQ Inc may be able to help you, please go to:
LinkedIn – https://www.linkedin.com/in/usmanmsheikh/
Website – https://xiqinc.com/
When looking at the most influential people on the planet, irrespective of their vocation, one thing they have in common is their ability to communicate a powerful message. Many of them appear to do this naturally, however, there is a huge amount of thought and preparation that goes into a powerful and authentic message. When it comes to sales, being able to master the art of authentic communication and build trust in the process, can be the difference that makes all the difference. In this episode, I’m joined by Mike Lane-Evans, Founder of Forefront Coaching, a man who has built a successful acting career and has now helped over 1000 senior leaders, business people and entrepreneurs get crystal clear on their message, and deliver it with clarity and impact.
To connect with Mike and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/mike-lane-evans-18ab678b/
Website – https://www.forefront-coaching.com/
For many sales leaders, they dedicate so much time, effort and attention to the here and now, driving exceptionally high standards, creating a high performance environment & delivering results, that they often neglect to consider their post career potential and pursuits. The months and years can pass very quickly, and it is often easy to not consider what life may look like when the time comes to take a step back and slow down. In today’s episode I’m joined by Wendy Leggett, Owner of Conflux Retirement Coaching, who specialises in working with executives and sales leaders on designing a future that enables them to unlock their post career potential, whether that be retirement, or a change of pace. It is a fascinating conversation and one that I hope you enjoy listening to.
To connect with Wendy, to find out more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/wendyleggett/
Website – https://confluxretirementcoaching.com/
When it comes to exceptional performance, especially in sales, we tend to focus on the ‘doing’ components of the selling craft, the calls made, meetings attended, the pitches and demonstrations conducted. This is a legitimate focus, however, through the process, we also tend to not focus as much attention on the ‘being’ components, as in exercise, recovery, and especially, diet. In this episode, I’m joined by Angel Luk, a registered Dietician, who has worked with high performance athletes and leaders, and we delve into the critical connection between exceptional performance and diet. It is a fascinating conversation and one that can provide simple tips on how to better understand diet and how it affects energy, focus and overall productivity.
To connect with Angel, and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/angelluk/
Website – https://fixbaddiet.com/biohacking
When it comes to creating sustainably successful sales teams, many organisations focus their attention on product training & sales competency training, believing that this will deliver the results. Whilst these areas are key pillars, often overlooked is the critical role the sales leader plays in the environment. Exceptional sales organisations are fanatical about developing exceptional sales leaders, who develop their people, who help their salespeople become guides and critical problem solvers, and who focus on 4 key areas, skillset, toolkit, mindset and helpset. In this episode, I’m joined by Alan Versteeg, Global Chief Revenue Officer and Co-Founder of Growth Matters International and we delve into how to unlock sales leadership success to deliver exceptional results.
To connect with Alan and to learn more about Growth Matters International, please go to:
LinkedIn – https://www.linkedin.com/in/alanversteeg/
Website – https://www.growthmattersintl.com/
Whether you are part of a large business, or an individual looking to increase your influence and market relevance, branding and strategic positioning is critically important. In today’s episode, I’m joined by Emma Schermer Tamir, an expert in branding strategy, marketing psychology, and strategic positioning. Emma shares her perspectives and experience from working in this space over many years, emphasises the need for thorough competitive research, the importance of understanding the ideal customer profile, and being in tune with company and personal identity and values, ensuring a consistent and cohesive brand presentation across all platforms. She also delves into the psychology of marketing, illustrating how familiarity and likeness can exponentially increase customer trust and engagement. It is a fascinating conversation, and one in which I hope you enjoy.
To connect with Emma, and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/emma-schermer-tamir/
Website – https://marketingbyemma.com/
YouTube – https://www.youtube.com/@MarketingbyEmma
A special episode today – the first time I have interviewed 2 guests on the show. Today I’m joined by Gregg Murphy & Mike Latch from Patter Intelligence as we explore the intersection between technology & sales. With backgrounds spanning defence contracting, strategic sales, and advanced tech enablement, Mike & Gregg delve into the importance of ethics in sales, strategic sales methodologies, and the role of AI in modernising the sales process. Gregg highlights how breaking down complex sales interactions into digestible scripts can elevate middle-tier performers significantly, while Mike explains how advanced software can assist sales reps in real-time, ensuring they stay on point and aligned with customer needs. It is a fascinating conversation and one well worth listening to more than once.
To connect with Gregg & mike, and to learn more about Patter Intelligence, please go to:
LinkedIn – https://www.linkedin.com/in/michaellatch1/ https://www.linkedin.com/in/gregg-murphy-6830ba57/
Website – https://www.salespatter.io/
In large enterprise and corporate sales, there is often a perception that the balance of power sits with the customer, or buying organisation, and that the selling organisation will eventually ‘come around’ to the customer terms & deliver what they want. This does not result in a long term, sustainable & mutually valuable relationship. There is a way to buy better and sell smarter, and in this episode, I’m joined by Jonathan Gardner to discuss just that. Jonathan is the Principal & Founder of J. Gardner Group Executive Advisory, and has enjoyed a very successful career in strategic sourcing, and now works with buyers and sellers to strike better business deals, that facilitates highly valuable sustainable business relationships.
To connect with Jonathan and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/j-gardner-profit-improvement-expert/
Website – https://www.jgardnergroup.com/
If there was ever a definition of an unstoppable sales leader, it is Dipti Pandit. From a successful corporate career in India, moving over to Australia & effectively starting again, Dipti made her way from selling burgers to gracing corporate boardrooms, never once losing the fire in the belly to drive & deliver sales excellence. It was such a thrill to have her back on the podcast for episode #700 as we explore sales enablement, fractional sales leadership, grit, perception management, and all things exceptional sales leadership. She is making a huge impact on sales leaders and their teams through her business, Sales Pundit Consulting. Dipti even turned the tables on me and asked me some questions around my podcasting journey. I loved the conversation, and I trust you enjoy listening in.
To connect with Dipti and to learn more about Sales Pundit Consulting, please go to:
LinkedIn – https://www.linkedin.com/in/diptipandit/
Website – https://salespundit.com.au/
Previous Podcast Episode – https://darrenmitchell.com.au/2024/06/18/from-burgers-to-boardrooms-dipti-pandits-inspiring-journey/
For years I have held a belief that exceptional sales results is directly related to an exceptional sales culture. It may be a cliché, but an exceptional sales culture will eat a great sales strategy for breakfast every day of the week. Some may disagree, however, I’m yet to observe a sustainably successful sales team or business that does not have a powerfully strong sales culture as its foundation. In this episode, I have the privilege of speaking with Richard Cogswell, Vice President of Business Development APAC at Nium, and published author of the recently released book, The Cultural Sales Leader – Sustaining People, Attaining Results. We chat about the importance of structured planning, servant leadership & culture as well as executive presence in sales. It is a fantastic conversation, and one that I hope can help you on your own journey to becoming an exceptional sales leader.
To connect with Richard, and to learn more about him, including where to grab a copy of his book, go to:
LinkedIn – https://www.linkedin.com/in/richardcogswell/
Website – https://www.richardcogswell.com/
Many sales organisations believe they are buyer centric and place the customer at the centre of everything they do, and yet, often their behaviour and strategies tell a different story. Especially in B2B selling, creating a safe environment for the buyer is crucial to building and retaining their trust and leading them to making a purchase. The sales leader has a critical role to play here, especially when it comes to training, coaching and mentoring. In this episode, I’m joined by Hamish Knox, a highly successful sales leader & trainer, and owner of Sales4 Training & Consulting Inc, a leading Sandler franchisee in Canada. It is a terrific conversation, filled with ideas on exceptional selling.
To connect with Hamish and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/hamishknox/
Website – https://go.sandler.com/hamish/
Full Funnel Freedom Podcast – https://www.fullfunnelfreedom.com/
In working with sales leaders and their teams, it is intriguing to observe the language that is used and the behaviours demonstrated, that often leads to results that the salesperson and/or sales leader does not want. And when trying to get sales people back on track, the leader or the ‘coach’ often looks directly at the behaviour and seeks to make behavioural changes, that will lead to a different result. This can very often only have short term results, because the root cause of the challenge hasn’t been dealt with. Highly successful people, exceptional performance, maintain an abundance mindset, and it is something that they have developed and continue to work on. In today’s episode, I’m joined by Charm Moore, a sales leader, registered nurse, leader in biotech and a specialist in digital wealth, and we explore the abundance mindset and how it can hep fast track performance and result.
To connect with Charm, and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/charminmoore/
Instagram – https://www.instagram.com/iamcharmin/
Website – https://www.thevibrationofcharm.com/
When it comes to sales, the words integrity and honesty are probably not 2 words many people would lead with to describe the profession. Over many years, sales has endured a poor image in many industries based on the tactics and behaviours of salespeople – wanting to ‘convince’ you to purchase a product or service, irrespective of whether you need it or not. However, sales can be the ultimate form of service and when selling with integrity and honesty, sales people and sales leaders can enjoy exceptional levels of success. In today’s episode, I enjoy a sensational conversation with Ryan Tuckwood, Australia’s #1 Sales Coach, and Founder & CEO of SWISH Sales Coaching. From beginning his career as a Mechanical Engineer, to now running a highly successful sales coaching business, Ryan shares loads of gold for any sales person or sales leader seeking to drive to become exceptional in their field.
To connect with Ryan and to learn more about SWISH Sales Coaching, please go to:
LinkedIn – https://www.linkedin.com/in/ryan-tuckwood/
Website – https://www.swishsalescoaching.com/
In the modern world of business, especially post COVID, more and more organisations are embracing hybrid working, and leaders must demonstrate flexibility in how they lead teams, whether they have team members all in the one state or in different countries. The utilisation of technology and productivity tools are critical to continue to deliver exceptional performance in these environments. In today’s episode, I’m joined by Deniero Bartolini, The Remote CEO. Deniero has an extensive sales, leadership and entrepreneurial background and oversees a very successful business as The Remote CEO. He shares loads of insights around leadership, ethical sales and driving productivity, which I hope can add value to your environment.
To connect with Deniero and learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/the-business-coach/
Website – https://www.denierob.com/
When it comes to selling, many people and often organisations seek to complicate it – through complex selling methodologies and processes, strategic frameworks, and all manner of systems. Whilst systems, methods and frameworks can certainly assist, super successful sales people have the ability to keep things simple. In today’s episode, I’m joined by Will Barron, a self confessed mediocre salesperson in his early years, who embarked on a journey to become a super successful sales person and influencer in the sales training industry. His approach of making selling simple is as pragmatic as it is effective. Some super gold nuggets to hang on to in this episode.
To connect with Will, and to download a free copy of his 2 books, ‘Selling Made Simple’ & ‘SalesCode’, please go to:
LinkedIn – https://www.linkedin.com/in/willbarron/
Website – https://salesman.com/
Building awareness for businesses continues to be challenging, especially in highly competitive markets. Grabbing the attention of your ideal customer is constantly top of mind, and this process can sometimes be complex, and often, expensive. It doesn’t have to be though. In today’s episode, I’m joined by Senthil Subramanian, Founder at SEO with Senthil, and a man who is building a very successful business through leveraging the power of SEO. He specialises in building a consistent and low cost lead generation system that is sustainable.
To connect with Senthil, as well as to download his 5 Step SEO checklist, please go to:
LinkedIn – https://www.linkedin.com/in/senthilkumar-subramanian-ba02a783/
Website – https://www.seowithsenthil.com/
I continue to be staggered at the number of sales people who lead the sales conversation with their product or service, and then wonder why they are not converting the conversation into a sale. Sales at its core is problem solving, and when we can clearly understand or uncover a problem that a customer has, they will be significantly more receptive to considering a solution to the problem. To do this well takes a high level of curiosity and today’s guest has that in spades. Theresa French is the Founder & CEO of SellMark 360, and specialises in helping sales people, business owners and entrepreneurs become exceptional at selling without being ‘salesy’. We explore her Serve-n-Solve Sales Method™️ as well as her CARE Conversational Framework™️, which is helping organisations transform their sales approach.
To connect with Theresa and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/tjsellingcoach/
Most people understand the concept that we are the product of our upbringing, the people we surround ourselves with, and ultimately the story we tell ourselves. These stories can be uplifting and edifying, and they can also limit our potential. As a result, each of us have created a version of reality that in some form, seeks to serve us, but through this, we often find ourselves in a comfort zone, or stuck at a particular level of performance. We can break through and create a new reality. In today’s episode, I’m joined by Shiraz Baboo, a Reality Interventionist, a man who has experienced significant challenges in his life, and who has redefined reality to create an exceptional level of performance for himself, as well as for others. If you find yourself or your team plateauing in performance, this is an episode to definitely listen to more than once.
To connect to Shiraz, and to learn more about what he does, please go to:
LinkedIn – https://www.linkedin.com/in/shirazbaboo/
Website – https://energeticmagic.com/
In the modern business world, with such high expectations and pressure to deliver results, many leaders continue to lead with a command and control approach. Whilst this approach may deliver some short term wins, it does not create a strong and engaged culture for sustainable success. Leading with empathy can be the secret sauce, and in today’s episode, I’m joined by Amer Tadayon, the CEO and Founder of LuciHub, and we talk about why leading with empathy can be so powerful in business, combined with picking and nurturing the right talent. Amer also shares some key lessons from his ‘other’ profession, being a professional musician. If you are looking for the key to unlock the potential of your team, this episode is a must listen.
To connect with Amer, and to learn more about LuciHub, please go to:
LinkedIn – https://www.linkedin.com/in/amertadayon/
Website – https://lucihub.com/
Instagram – https://www.instagram.com/at.drums/
For many sales professionals, the next logical step in their career development is to move into sales leadership, with a key criteria being exceptional sales performance as a baseline. The challenge though is that many make the leap into leadership with little or no transition plan, blueprint, or support. They are literally thrown to the wolves. It doesn’t have to be like this, nor should it. In this episode, I have the privilege of speaking with Rebecca Gebhardt, President of Rise Up Consulting, and a person who is on a mission to support sales people make the leap from Leaderboard to Leadership, and equip them with the tools, framework and systems to develop exceptional sales leadership. It is a powerful conversation that is filled with genuine insights that can benefit aspiring sales leaders, new sales leaders, as well as established sales leaders.
To connect with Rebecca, and to learn more about Rise Up Consulting, including her forthcoming book “Leaderboard to Leadership”, please go to:
LinkedIn – https://www.linkedin.com/in/riseup/
Website – https://www.riseupconsultinggroup.com/
In the busy world we live in, when expectations for results are high, it is often easy to prioritise activities that will drive sales and revenue, and in the process, de-prioritise our health and fitness. I’m a firm believer though, if you are not healthy, it makes it really difficult to enjoy any success that you have created. In today’s episode, I’m joined by Coen Fryer, Co Founder of PeakAI Health, and we discuss the critical importance of health optimisation to driving exceptional performance. If you are dedicated to becoming exceptional, then health optimisation is a key pillar to performance.
To connect with Coen, & to download his free e-book, go to:
Instagram – https://www.instagram.com/coenn.f/
E-book – https://go.peakaihealth.com.au/free-ebook
In B2B sales, the pressure to drive exceptional results continues to exponentially increase, and often as a result of this, genuine strategic planning can take a back seat – the focus becomes the short term result. Exceptional sales leaders understand and embrace the need for strategic planning, and they prioritise this. A key pillar is the alignment between sales and pre-sales. In this episode, I am joined by Mark Winey, Head of Sales &
GTM Strategy North America for SwarmDynamics, and we explore the evolving role of sales engineers, as well as emphasising the need for preparation, collaboration, and an emotional connection with customers. He also provides practical tips on avoiding common pitfalls in sales engagements and enhancing customer relationships. If you are committed to driving exceptional results, this is a must listen episode.
To connect with Mark, & to learn more about SwarmDynamics, please go to:
LinkedIn – https://www.linkedin.com/in/markwiney/
Website – https://swarmdynamics.ai/
Whether in sales, business, or in life, the pace in which people are operating at in 2024 is at an all time high. There are so many expectations placed upon us in the journey to ‘success’, that very rarely do we have time to stop, reflect and recharge. Everywhere we look, there are distractions, with people and organisations vying for our instant attention. Is it any wonder, that burnout, and poor performance is becoming a real issue. In this episode, I welcome back Dr. Eric Recker, Dentist, Speaker, Coach, and Author of the brand new book, That Damn Analogy. We delve into the importance of being present, understanding one’s purpose, and the critical balance between high performance and preventing burnout. Dr. Recker describes his journey from experiencing severe burnout to redefining success and achieving balance in life. If you find yourself in the constant cycle of busyness & urgency, then this is an episode you will want to consume more than once.
To connect with Eric, to learn more about him, and to grab a copy of his book, go to:
LinkedIn – https://www.linkedin.com/in/eric-recker-583849278/
Website – https://ericrecker.com/
Download his 160 Refuelling Hacks – https://ericrecker.com/refuelinghacks/
When facilitating workshops with sales teams, I often ask how many of them love to be sold to. How many do think stick their hands up? Literally none. When I ask how many of them love to buy, just about every hand goes up. What’s fascinating is that often sales people are the ones who do not like to be sold to, and yet, they are trained to be the sales person who is constantly looking for clues to sniff out an opportunity, and to close a live prospect at every chance. In other words, often act like a douchebag, at least in the eyes of their prospect. There is a better way-selling authentically. In today’s episode, I’m joined by Coach Dan Gordon, Executive Business Coach & Speaker, as he shares insights and ideas from many years in sales & marketing, on how to sell like a badass & not like a douche. He also provides his cell number for you to take advantage of some free resources.
To connect with Dan and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/coachdangordon/
Website – https://dangordonenterprise.com/
For years, bigger organisations have been leveraging technology to gather customer intelligence, to better identify and understand their ideal customer profile, and then create compelling solutions that speak directly to those customers. Interestingly, this is not as common in the mid enterprise, small enterprise and start up space. In fact, many of these organisations don’t actually utilise a defined sales methodology. This is changing. In today’s episode, I had the pleasure of speaking with Kieran Krohn, Head of Growth at ScaleStation, a Revenue Operations & Growth Marketing Agency. It was a fascinating conversation where Kieran shared key insights on the importance of revenue operations and sales enablement, and why these are the key to driving exceptional results. Whether you are an experienced sales leader in a large corporate, involved in small to medium enterprise, or even in the start up space, there are nuggets of gold from Kieran to apply immediately.
To connect with Kieran, to plug into his Podcast, Growth Unlocked, and to learn more about ScaleStation, please go to:
LinkedIn – https://www.linkedin.com/in/kierankrohn/
Podcast – https://open.spotify.com/show/1XPOkwLfHrFSWZshidKhMY?si=e10c01c099bc4bcb
Website – https://scalestation.io/
The brilliant thing about sales is that people can become successful in the sales game, irrespective of their background & knowledge – there are skills and competencies that can be learned, developed and magnified along the journey. In today’s episode, I have the privilege of speaking with Dipti Pandit, a sales leader with an inspiring journey. Leaving a successful sales leadership career in India, Dipti made the monumental decision to move to Australia, leaving her husband and young son behind for 7 months, in search of better opportunities. Her inspiring story is literally one of burgers to boardrooms, as she shares her insights and perspectives on how she forged a successful sales and sales leadership career in Australia, and how she is now paying it forward through helping aspiring sales leaders make an impact. I hope you enjoy listening to the conversation as much as I enjoyed having it.
To connect with Dipti, as well as to learn more about what she does, including information on her Masterclass for Aspiring Sales Leaders, please go to:
LinkedIn – https://www.linkedin.com/in/diptipandit/
Website – https://salespundit.com.au/
With 2 working weeks left until the end of the Financial Year (or end of Quarter if your company has a different Financial Year), many companies are scrounging to get the deals closed as quickly as possible – to hit the number by the end of the month.
Often, as a result of this, the focus is ‘all hands to the pump’, meaning that other activities and investments take a back seat, or are discarded altogether. If the activity or investment is not directly related to closing deals by June 30th, it is not a priority. And unfortunately this is often the directive from Senior Management which sets the tone for the entire team, resulting in short term, immediate attention. We must resist this and continue to invest in the sales team.
In today’s incredibly competitive and instant gratification society, the definition of success is often tied directly to external factors, especially in sales. Many organisations run sales campaigns that promote internal competition, with the top sales person winning cash, a fully paid trip or some other ‘tangible’ external reward. Whilst this may create some short term motivation, rarely does it result in long term sustainable success. As sales leaders, sales people, or business owners, we must get specific around what the definition of success is for us, and not have it tied to external forces. In today’s episode, I had the privilege of speaking with Kelly Resendez, EVP of Talent Development & Growth at GoodLeap, and Founder of GoBundance Women. She has enjoyed an incredibly successful sales career and is now dedicated to helping others redefine success and unleash their potential.
To connect with Kelly and to learn more about GoBundance Women, please go to:
LinkedIn – https://www.linkedin.com/in/kellyresendez/
Website – https://gobundancewomen.com/
To access a free 3 part training series on How to Get Out of Your Own Way (From stuck to Unstuck), go to:
https://downloadthepod.com
In sales, the temptation to launch into the product and service pitch early in the sales process can sometimes be overwhelming, especially when there is direct or implied pressure being applied to hit a number. This can lead to the seller being focused more on what is in it for them, rather than being focused on what is in it for the buyer. The end result is often no sale, at least some form of objection, and a loss of reputation and credibility. Sellers need to be better at sales discovery, at working out whether there is an opportunity in the first place, and slowing down the sales process in order to speed up. In this episode, I enjoyed a terrific conversation with Tom Stearns, a sales leader, coach & trainer, as well as co-founder of Graphic Sales Stories, about mastering the art of sales discovery and storytelling. I hope you enjoy the conversation.
To connect with Tom, and to learn more about Graphic Sales Stories, go to:
LinkedIn – https://www.linkedin.com/in/tomstearns/
Website – https://www.stearns.io/
Website – https://www.graphicsalesstories.com/
In the highly competitive and increasingly overcrowded marketplace that we operate in, it is becoming more and more difficult to stand out from the competition. Capturing inbound leads through campaigns is still a legitimate marketing strategy, as is targeted outbound campaigns to build awareness in the marketplace. However, often these leads are not as qualified and the time it takes to analyse them and explore them, can result in longer sales cycles. By better utilising technology, sales teams can be more targeted, be more relevant and more specific, especially when it comes to identifying inbound leads. In today’s episode, I enjoyed a fascinating conversation with Loredana Qvist, CEO & Co-Founder at Salestools, and CEO at ExactVisitor, the only company in the B2B market helping organisations identify the exact person visiting their website. Loredana has a deep rooted passion for merging cutting edge technology with strategic business initiatives, and through her solutions, creating significant sales acceleration tools.
Loredana is also offering listeners to this podcast $5,000 credit in ExactVisitor, to stress test the technology. To take advantage of this offer, simply send Loredana a LinkedIn message or email to lq@exactvisitor.com and mention the podcast.
To connect with Loredana, please go to:
LinkedIn – https://www.linkedin.com/in/loredanaqvist/
Website – https://exactvisitor.com/
Website – https://salestools.io/
In today’s business world, there is a great deal of emphasis on Customer Success, on being customer centric, as a lever to drive sustained revenue growth and market capture. Whilst organisations may ‘focus’ on that through their advertising and marketing, the reality is their sales teams often still lead with products and services. In this episode, I have the privilege of speaking with Tamara McMillen, a CRO, operating partner and growth adviser to Fortune 50 organisations as well as privately funded businesses (start-up, scale up & stable enterprises). We discuss the importance of customer success and the evolution of the customer journey as businesses grow. Whether you are new to sales and sales leadership or whether you have been in the game for a while, this is a conversation you want to listen to more than once. Tamara shares a number of insights and perspectives from her vast experience, which can only help you fast track your organisation’s growth path.
To connect with Tamara and to learn more about what she does, please go to:
LinkedIn – https://www.linkedin.com/in/tamaramcmillen/
One of the most important skills any salesperson and sales leader must learn is the ability to effectively negotiate. Often when sales people are under pressure to hit a number and to close a deal, the balance of power can sit with the buyer, especially when the person in the buying organisation is an experienced negotiator. This can result in the sales person giving too much away in order to close the deal, thereby diluting margin and quite often, credibility in the eyes of the customer. In today’s episode, I have the privilege of speaking with Mike Inman, an experienced sales leader, procurement specialist, and now, highly sought after negotiations trainer. He is the partner at NegotiationTraining.com by Tableforce, and shares tonnes of value for any sales person and sales leader seeking to increase their capabilities in sales negotiations.
To connect with Mike and to learn more about what he does, go to:
LinkedIn – https://www.linkedin.com/in/negotiatormike/
Website – https://negotiationtraining.com/
Sales leaders and their teams are constantly searching for strategies and tactics to get in front of their ideal customer, and remain front of mind. Whether it be marketing campaigns through Facebook, LinkedIn, industry forums, or even through specific outreach via the phone, many organisations don’t play the long game and hence miss out on the harvest. Interestingly, for many organisations, cold email outreach does not appear to be at the top of their strategy list. That is where Namit Jindal comes in. Namit is the founder of Deliverability Ninja and over the last few years, has fine tuned a cold email outreach approach that is delivering remarkable results. In fact, he guarantees to double open rates and response rates within 90 days, or his service is free. This is a phenomenal conversation where Namit unpacks the 4 pillar strategy that creates booked meetings, and ultimately, sales revenue.
To connect with Namit and to learn more about Deliverability Ninja, go to:
LinkedIn – https://www.linkedin.com/in/thenamitj/
Website – https://www.deliverabilityninja.com/
Artificial Intelligence (AI) is continuing to creep into every area of society at a rapid rate, and with this growth comes opportunities as well as challenges. For sales leaders and their teams, AI can be an enabler to fast track opportunity and pipeline development, and as long as they can maintain the human connection with clients, there is the opportunity to leverage AI to create exceptional results. In this episode, I have the privilege of speaking with Amarpreet Kalkat, Founder & CEO of Humantic AI, an organisation that is committed to building buyer intelligence for revenue teams. It is a fascinating conversation, especially when it comes to developing a deeper understanding of our buyers. I hope you enjoy the episode.
To connect with Amarpreet and to learn more about Humantic AI and how they may be able to assist you ad your sales team, please go to:
LinkedIn – https://www.linkedin.com/in/amarpreetkalkat/
Website – https://humantic.ai/
The great thing about being successful in sales is that there is no prerequisite in terms of qualification or background. Sales is such a level playing field that it creates the opportunity for anyone who wants to work hard, stay the course, learn and develop, to become successful. William Gilchrist is the perfect example. Growing up in Chicago and then moving to South East Asia, William has forged a very successful career, starting out in business development, working in senior roles for a number of years in Google, to now leading his own successful business, Konsyg. Throughout this conversation, William shares tonnes of value, whether you are new to sales or sales leadership, or have been in the role for a while. William’s career has followed the title of this episode, a quote that he heard from his father, “You can either be a cat in a castle, or a lion in a jungle”. It is a great conversation and one that I hope you enjoy.
To connect with William and to learn more about what he does, please go to:
Linkedin – https://www.linkedin.com/in/williamgilchristkonsyg/
Website – https://konsyg.com/
In working with Sales Leaders and their teams over many years, I am still staggered at the number of sales professionals who ‘wing it’ when it comes to engaging with their customers and prospective customers. They rely on having a ‘strong relationship’ believing that this will get them through the sales call, and close the deal. In today’s episode, I have the privilege of speaking with Nathan Jamail, an author, speaker and coach, with over 30 years of sales and sales leadership experience. Nathan is a big believer in scrimmaging as a mechanism to drive exceptional sales performance and shares nuggets of gold as to why we should continue to practice our selling skills in a safe environment, and not practice live in front of a customer. It is a tremendous conversation that is well worth listening to more than once.
To connect with Nathan and to learn more about him, as well as checking out his 5 best selling books, please go to:
LinkedIn – https://www.linkedin.com/in/thesalesleadersplaybook/
Website – https://nathanjamail.com/
In this insightful episode of the Exceptional Sales Letter podcast, host Darren Mitchell engages in a deep and motivational conversation with Casey Stubbs, a veteran entrepreneur and investment educator with extensive experience in sales, marketing, and value creation. The podcast delves into Casey’s multifaceted career journey, starting from his initial investments in the stock market at a young age to his venture into entrepreneurship through a carpet cleaning business and his eventual pivot back to the financial industry after military service.
Casey shares valuable lessons from his career, emphasising the importance of positioning oneself strategically in the market and identifying the ideal customer avatar for successful entrepreneurship. The discussion dives into the challenges and steep learning curves faced by Casey, including his transition from the carpet cleaning business to investing in stocks and running an online business in a post-recession economy.
Key themes arise as Casey emphasises the significance of perseverance, mindset, and the transformative power of self-investment. The conversation is rich with actionable advice for entrepreneurs and sales professionals alike, highlighting the importance of focusing on productive activities that move the needle and building a strong team culture.
It was the movie, Terminator, that brought the concept of artificial intelligence (ai) to people’s awareness, albeit in quite a scary way. The reality is that artificial intelligence in some form has been with us for over 30 years, and is only now starting to exponentially accelerate in relation to the value it can add to businesses and organisations. The organisations that are able to leverage it effectively are the ones which will enjoy incredible success over the next few years. Whilst there may be some roles replaced with ai, the vast majority of roles, especially in sales, can be complemented by the use of ai. In this episode, I enjoyed a tremendous conversation with Nick Caruso, the Co-Founder & CRO of KnowledgeNet.ai, an organisation that has created a streamlined ai engine that reveals valuable relationship insights & provides actionable intelligence. In fact, Nick’s approach is that true ai is ‘Augmented Intelligence’, which can enhance our ability to be truly effective and drive exceptional results. The organisations that capture this concept are the ones who will differentiate themselves from their competition.
To connect with Nick and to learn more about KnowledgeNet.ai, please go to:
LinkedIn – https://www.linkedin.com/in/ncaruso/
Website – https://knowledgenet.ai/
In many business organisations, there is almost an unwritten ‘ground rule’ that sales & marketing are internal competitors of each other. When sales are not converting prospects into customers, it is often marketing’s fault, and when marketing provide what they consider to be great leads to sales that do not get converted, it is sales’ fault. To be sustainably successful, organisations need to take a more strategically aligned approach and that is where Sam Shaper comes in. Sam is a Fractional RevOps specialist, and helps support businesses through creating and implementing peak performance systems to improve revenue efficiency, enable businesses to keep more profit in their pockets, as well as help create exceptional buying experiences. It is a fantastic conversation filled with value.
A key element of being in business is to grow, be profitable, and to add significant value to the marketplace. This is a key focus of almost every business on the planet. The fact that not every business achieves this is very often down to the leaders running the business as well as their ability to create and maintain a high performing environment. Too many CEO’s and leaders unfortunately are the reason why their business is not growing at the rate they expected and not achieving the outcomes they expected. This is where Mandi Ellefson comes in. Mandi is The Hands-Off CEO and specialises in helping businesses scale without the heavy dependency on the CEO. We enjoyed a fantastic conversation where Mandi shares nuggets of gold for any CEO, Senior Leader and Sales Leader grappling with the challenge of scaling and growing a profitable business. This is an episode worth listening to more than once.
To connect with Mandi, as well as to grab a copy of her book “The Hands-Off CEO”, go to:
LinkedIn – https://www.linkedin.com/in/mandiellefson/
Website – https://handsoffceo.com/
Podcast – https://podcasts.apple.com/au/podcast/hands-off-ceo/id1432688023
Even though sales is one of, if not, the oldest professions on the planet, it continues to evolve. Customers today are more savvy and educated than ever before, which means organisations and sales people need to evolve and adapt as well. Research suggests that 53% of organisations have made a buying decision before they even decide to engage with a service provider. This means that as sales people we can no longer lead with our product or our service, as sales is being redefined. In today’s episode, I enjoyed a terrific conversation with Abbie White, Founder & CEO of Sales Redefined, and a person with a very successful sales and sales leadership background. In this episode, Abbie shares powerful ideas on how we can redefine our approach to sales, be more relevant to our marketplace, and ultimately drive exceptional results.
To connect with Abbie and to learn more about Sales Redefined, please go to:
LinkedIn – https://www.linkedin.com/in/abbiecwhite/
Website – https://salesredefined.com.au/
For many sales leaders, the path to the position of leadership often comes through being an exceptional sales individual contributor. This is almost the first pre-requisite. Some then consciously choose to take on a leadership role, yet for many, it is a responsibility that is bestowed upon them, or dare I say, forced upon them, based on their levels of performance. For many, it is an opportunity that is very difficult to say no to. Unfortunately not many people are then provided with the blueprint or playbook to make the transition to leadership a successful one, and often, leaders flounder. In today’s episode, I have the privilege of speaking with Anna Glynn, Sales Leadership Specialist, Speaker, Coach & Author of the new book “Strong – How The Best Sales Leaders Engage, Achieve & Thrive”. Based on research, experience and positive psychology, Anna has put together the blueprint that many sales leaders can utilise to drive outstanding success. It is a conversation well worth listening to more than once.
To connect with Anna and to grab a copy of her book, please go to:
LinkedIn – https://www.linkedin.com/in/anna-glynn-mapp-0797b639/
Website – https://annaglynn.com.au/
When working with sales leaders and their teams, I often share with them the important message around creating and maintaining a terrific reputation, both from a company perspective, and especially from a personal perspective. People want to do business with people who they know, they like and they trust, and as sales people, as business people, we cannot ever take that for granted. Reputation is everything. In this episode, I had a tremendous conversation with Luis Garotti, the Founder of 292 Creative, and a man who has built a solid and successful business on the back of a great reputation. As you’ll hear, a huge percentage of Luis’ business is referral based, and this does not happen unless you have a terrific reputation. I trust you enjoy the episode.
To connect with Luis and to learn more about 292 Creative, please go to :
LinkedIn – https://www.linkedin.com/in/luisgarotti/
Website – https://292creative.com.au/
Socials – Instagram, https://www.instagram.com/292creative/, https://www.facebook.com/292creative
Business owners, organisations, sales leaders, and sales people all share one common challenge – finding effective ways to gain access to their ideal future customer and then determining how to provide tangible value, so that the customer raises their hand and a business relationship can be formed. Many organisations adopt the hope and pray strategy, where they use multiple marketing channels to spread the word, hoping that some of the ‘mud’ sticks. One of the most effective channels to leverage is LinkedIn, but, unfortunately, many do not use it to its fullest potential. In today’s episode, I have the privilege of speaking with Amy Smith, Founder of Aligned Tribe. Amy has been able to leverage the power of LinkedIn over both a corporate career, and now as a business owner and entrepreneur, and in this episode, she unpacks a number of key insights that can help sales leaders and their teams take full advantage of LinkedIn to drive exceptional sales performance.
To connect with Amy, and to learn more about what she does, including grabbing a copy of her LinkedIn Blueprint, please go to:
LinkedIn – https://www.linkedin.com/in/amylsmithcoach/
Website – https://amylsmith.com/blueprint/
In B2B sales, many sales people love to be part of the big complex deals, the ones that often have a great deal of prestige and status attached to them, because, more often than not, they include iconic brands or industry leaders. The challenge though is that many sales teams and organisations are not set up well enough in order to build a compelling proposition to attract the big sale. They lack planning, they lack strategy, and they lack effective execution. In today’s episode, I have the privilege of speaking with Barbara Weaver Smith, Founder and CEO of The Whale Hunters, an organisation that specialises in helping companies build a winning strategy for big complex deals, to maximise their opportunity to land the ‘big whale’. If you are focused on landing deals with the big end of town, then this episode is an absolute must.
To connect with Barbara and to learn more about The Whale Hunters, including The Whale Hunters Institute, go to:
LinkedIn – https://www.linkedin.com/in/barbaraweaversmith/
Website – https://thewhalehunters.com/
Email – barbara@thewhalehunters.com
I firmly believe that sales is one of the most fulfilling and satisfying careers available, and yet, when speaking with sales people, I often hear them describe their role as Customer Success Manager, Account Director, Customer Experience Manager, amongst other ‘titles’. Why don’t people simply say “I’m in Sales”? Whether we like it or not, sales is central to every business and every organisation, and whether you carry a sales target or not, everyone is in sales. In today’s episode, I enjoy a terrific conversation with Richard Harris, Founder of the Harris Consulting Group, and an exceptional sales leader. We talk about the seller’s journey, why the ‘buyer’s journey’ is a fallacy, how to maintain your value despite customers asking for discounts, as well as other sales gold. I hope you get as much out of listening to this episode as I did having the conversation.
To connect with Richard, as well as grabbing a copy of his book “The Sellers Journey”, which by the way Richard offers a money back guarantee on, please go to:
LinkedIn – https://www.linkedin.com/in/rharris415/
Website – https://www.thesellersjourney.co/the-sellers-journey
https://www.surfandsales.com/
Richard’s mobile number – +1 415 596 9149
When it comes to marketing, many organisations adopt the 'hope and pray' strategy, where they throw a heap of information into the marketplace hoping some of it will stick. And when the sales team is unable to convert the leads that come from this strategy, often they blame marketing for providing poor leads, and marketing blame sales for their inability to convert. Organisations that are able to build a more tangible and intentional marketing strategy, and ensure that both sales and marketing are aligned in that strategy, achieve much better results. In today's episode, I have the privilege of speaking with Chris Peer, the Founder & CEO of G8P & SyncShow, and Chris takes me through the Great 8 Pillars of marketing, that when followed, can significantly improve the results of any organisation. It is a fascinating conversation and one that I trust you enjoy.To connect with Chris and to learn more about G8P & SyncShow, including grabbing a copy of his book "The Great 8 Pillars", go to:LinkedIn - https://www.linkedin.com/in/chrispeer/Websites - https://chrispeer.com/ , https://g8p.co/ , https://www.syncshow.com/
Just about every sales person on the planet is looking for a way to differentiate themselves from their competition, and for the most part, they look for product or service differentiation. Not nearly enough salespeople look inwardly and consider what it is about themselves that can become the catalyst for differentiation and hence miss out on the opportunity to become exceptional. Gail Kasper is on a mission to change that and in today's episode, Gail shares what it means to sell like a cockatoo, to be able to differentiate against the competition and to be able to amplify a sales process to drive exceptional results.To connect with Gail, and to grab a copy of her upcoming book "Sell Like a Cockatoo - How to Master The New Way of Selling in a Rapidly Changing World", go to:Website - https://gailkasper.com/LinkedIn - https://www.linkedin.com/in/gailkasper/
When it comes to selling in the B2B marketplace, not only can selling become quite complex, it also requires involvement and buy-in from multiple stakeholders in the selling organisation. Whilst the sales team may take the lead on strategy development and sales execution, there is a role to play for multiple people within the organisation, so that the organisation can create a profitable revenue engine, that is also sustainable. In today's episode, I enjoyed a terrific conversation with Tom Kaiser, President at SeaVista Management LLC and Co-Author of the book "The Great Wheel of Sales Success". Tom covers the 12 key catalytic conversations that sales organisations must have in order to create a profitable revenue engine. To connect with Tom and to learn more about the revenue engine, please go to https://www.masterfulcoaching.com/
I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things to say about sales - perceptions such as pushy, sleazy, untrustworthy, inauthentic. Very rarely do I hear positive perceptions, which is disappointing.I often share with teams that I truly believe that sales is the ultimate form of service, and can be not only very lucrative, it can also be a profession of high integrity, authenticity and trust. And one of the key pillars around this is understanding that the sale actually doesn’t start until after the sale is made. This is what I explore in today's episode.
It’s amazing when talking with sales people, the number who share with me that they are so conditioned by their Sales Manager &/or business to not make mistakes, they rarely take a chance.Often the feedback when they get something wrong is so negative and discriminatory, it discourages them from even trying. Not a great environment to operate in, wouldn’t you agree? And unfortunately a byproduct of this environment is lack of progress, and lack of results. Which in many people’s eyes is ‘failure’. In this episode, I share why mistakes should be encouraged. In fact, mistakes are a key part of becoming successful.
If you have been in sales for any length of time, you would appreciate that whilst it can be a very fulfilling and lucrative career, it is not easy, and it can present numerous challenges. It is therefore so critical to have a great Sales Manager or mentor in your corner to help guide you, assist you and also challenge you, as well as developing competency and confidence in a number of key areas. In this episode, I have a fascinating conversation with Jon Alwinson, Senior Regional Sales Manager at Boston Scientific, and author of the recently released book "Relentless Sales - the Skills, Mentality & Faith Needed To Be Great in Sales". We talk about a number of the key principles in the book, and how mastering these can keep us on the path towards becoming exceptional.To connect with Jon and to learn more about him, including grabbing a copy of his book, please go to:LinkedIn - https://www.linkedin.com/in/jon-alwinson-4599ab46/Website - https://jonalwinson.com/
Every organisation relies on sales for its success, however, many organisations utilise the 'hope & pray' strategy, where they implement a marketing or sales campaign, throw as much 'mud at the wall' as possible, and hope that some of it will stick. And many organisations have no clear mechanism from which to measure the effectiveness of their strategies, hence they keep throwing mud. Whilst sales can be a game of numbers, there is a better way - a way to target the ideal future customer and to capture demand in the environment where that customer hangs out. In today's episode, I had the privilege of speaking with Solomon Thimothy, the Co-Founder & CEO of IMS & Clickx, a leading inbound marketing and sales agency, which helps businesses increase their revenue utilising the 10X Framework. It is a fascinating conversation, which I hope you enjoy.To connect with Solomon and to learn more about what he does please go to:LinkedIn - https://www.linkedin.com/in/solomonthimothy/Website - https://www.thimothy.com/
What is the key to success? Many people ask that question, and there are a multitude of different answers. From being in the right place at the right time, to having a 'killer' product or service, or having the financial backing of a large company. There are many perspectives on what it takes to be successful, and yet, often people look for the easy road, or the quick road. The reality is there is no such thing - becoming successful takes work, it takes persistence, a strong self belief and it takes patience. In today's episode, I have the privilege of speaking with Jason Criddle, Managing Director of SmartrHoldings, Founder of SmartrCommerce and SmartrMarketing, a father, investor, weight loss expert, international best selling author, endurance & strongman competitor. Jason has forged a successful career through preparation and progress, and he shares a number of powerful lessons for all of us to help fuel us on our own success journey.To connect with Jason, and to learn more about him, please go to:LinkedIn - https://www.linkedin.com/in/jasoncriddle/Website - https://jasoncriddle.com/
I am a big fan of the Hero's Journey, and have come to understand that every single one of us are on our own Hero's Journey and will be at different stages. In today's episode, I have the absolute pleasure of speaking with Akeem Shannon, the Founder & CEO of Flipstik, and a man who has been on an incredible journey. From being bullied at 15 for being different, to flunking out of college at 19, being admitted to a mental hospital at 23 and appearing on Shark Tank at 28, Akeem's journey has been one of persistence, of confronting his challenges, and the importance of having incredible people in your corner to help & guide you along the way. This is a must listen for anyone looking to take their performance to a new level. I hope you enjoy the conversation. To connect with Akeem and to learn more about him and Flipstik, please go to:LinkedIn - https://www.linkedin.com/in/akeemshannon/Website - https://www.akeemshannon.com/Website - https://www.getflipstik.com/Mobile - +1 314 789 9005
Confucius said “The person who chases 2 rabbits, catches neither”. This is so applicable to sales and sales leadership - are you & your team guilty of chasing too many rabbits at once? Perhaps it is pressure from senior executives to deliver the numbers in the short term that can lead to this behaviour. And we can get caught up in the busyness of chasing that we end up burning energy for not much return.Intuitively we know that focused action and attention on the right customer can deliver results, and yet, we have probably all been guilty of chasing multiple opportunities at once, hoping that we will hit the jackpot. In this episode, I unpack 10 principles to help you be more focused, and lead to better conversions.
When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula - attract sales people with incentives of large OTE's, with unlimited earning potential, sales incentive trips, trinkets and awards. Full confession - I have been an integral part of this environment for many years. Whilst these organisations will verbalise their commitment and focus on customer excellence and customer success, the structure of their organisations don't actually support that notion, leading some in the industry to believe the system to be broken. Scott Marker is one of these - I had the great pleasure of speaking with Scott in this episode as we explore why the system is broken, and what we can do to fix it. It is a fascinating conversation, and one that I hope you enjoy.To connect with Scott, go to:LinkedIn - https://www.linkedin.com/in/scottmarker1/To grab his book "Broken - How to Fix B2B Sales Drive Profitable Growth & Win" - https://www.amazon.com.au/BROKEN-Sales-Drive-Profitable-Growth/dp/1959840738/ref=sr_1_1?crid=3T5JWCR0IQ77C&keywords=scott+marker&qid=1706850871&sprefix=scott+marker%2Caps%2C278&sr=8-1
One of my core beliefs around sales is that it is the ultimate form of service, and that if we are able to provide a valuable and tangible solution to a problem for a customer, then a sale is inevitable. Presupposing of course that the customer actually wants and needs to solve the problem.In working with sales teams over the last 9 years, I have been intrigued by the number of sales people who perhaps do not share the same belief around sales, and rely almost entirely on inbound interest to generate their sales & revenue. In great times, when there is a built up demand for their solution, this can be quite lucrative. However, at some stage the well begins to dry up and sales people need to get proactive. Unfortunately not all of them do. And they run the danger of becoming the industry's best kept secret. We don't want that.
I firmly believe that sales is one of the greatest professions on the planet, not just because of the impact we can have on others, but also based on the rewards that are available in the profession. It is one of the most lucrative careers available which doesn't have a definitive pre-requisite of a degree or specific background, with unlimited earning potential in many organisations. What's interesting though is many sales people, as well as sales leaders, don't have a clearly defined wealth management strategy to take advantage of the high income. In today's episode, I had the privilege of speaking with Darcy O'Rourke, business owner of Barwon Wealth Management, a Financial Adviser and Mortgage Broker, who specialises in helping sales professionals build wealth. It is a fascinating conversation which I hope you enjoy.To connect with Darcy and to learn more about what he does, go to:LinkedIn - https://www.linkedin.com/in/darcy-o-rourke/Website - https://barwonfinance.com.au/
When it comes to creating success, in any endeavour, many people focus their attention on the technical aspects of the task at hand - refining their technique, improving a skill, or following an outlined process. Whilst this may create a level of competency, there is a critical ingredient that is often overlooked, or moved to the side - the power of belief. When we can tap into belief, either the belief we have in ourselves, or often the belief that someone we trust has in us, it can amplify our effort, and in many cases, deliver exceptional results. And the real power comes from the realisation that we can choose our beliefs. In today's episode, I'm blessed to have Tiffanee Cook back on after 2 years, as we explore the power of beliefs. It is a fascinating conversation which I hope you enjoy. To connect with Tiffanee and to check out her incredible podcast "Roll With The Punches", please go to:LinkedIn - https://www.linkedin.com/in/tiffaneecook/Website - https://www.tiffaneeandco.com.au/Podcast - https://podcasts.apple.com/au/podcast/roll-with-the-punches/id1520188386
Major confession - I love Border Collies and I’m absolutely obsessed with mine - Millie. In observing her and other Border Collies over the last 18 months, I have realised they can teach us Sales Leaders some valuable lessons. In this episode, I discuss 10 key lessons that we, as Sales Leaders, can learn, and apply from Border Collies. Would love your thoughts.
You may have heard the term, 'Your net worth is determined by your network', along with 'it is not so much what you know, as to who you know'. Both of these sayings carry weight, especially when you consider people who are successful and seemingly the beneficiary of opportunities. It can be easy to look at some people and simply think they are lucky or they know the right people, but in the vast majority of cases, these 'successful' people didn't start out with a powerful and diverse network - they built it. And the great news is - we can build a high quality network as well. In today's episode, I had the great privilege of speaking with Emma Maslen, the CEO and Founder of inspir'em, a sales consultancy based in the UK, about the power of building a high quality network, what Emma calls your Personal Board. It is a great conversation that has relevance for all of us. Emma is also the author of the book "The Personal Board of You Inc".To connect with Emma, and to learn more about inspir'em, as well as grabbing a copy of her book, go to:LinkedIn - https://www.linkedin.com/in/emmamaslen/Website - https://www.inspirem.coach/Emma's Website - https://www.emmamaslen.com/
Some in the marketing game subscribe to the belief that any publicity is good publicity. In the B2B world of 2024, with expectations and competition at an all time high, I don't think this approach is a recipe for success. Companies need to be more intentional and more strategic with the messaging they put out in the marketplace, especially if they are looking to make 2024 a year of growth and improved profitability. In this episode, I enjoy a terrific conversation with Mike Maynard, Managing Director/CEO of the Napier Group, a PR & marketing agency for B2B technology companies. We talk about the unique approach that Napier takes when working with their clients, to not only build better awareness, generate leads, but ultimately improve marketing ROI, and drive revenue. To connect with Mike and to learn more about Napier, please go to:LinkedIn - https://www.linkedin.com/in/mikemaynard/Website - https://www.napierb2b.com/
The great thing about sales is that it really doesn't matter what your background is or what your education level is, you can be successful, as long as you follow certain guiding principles and surround yourself with quality, supportive & encouraging people. It is why I think sales is one of the greatest careers on the planet. This episode's guest is no exception. From spending some of his formative years in Bermuda, to completing high school in Virginia, USA, then university in Queensland, Barratt Kennett is a shining example of what is possible. From working as a male stripper to then becoming an MMA Champion, Barratt now runs EFFCOMM Sales & Marketing Solutions Pty Ltd, a successful sales & marketing organisation, as well as being a well sought after speaker, mentor and best selling author. I loved this conversation and I hope you do as well.To connect with Barratt and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/barrattkennett/Website - https://www.efcomm.com.au/Instagram - https://www.instagram.com/barratt__james/Book "Leadership In Sales" - https://www.amazon.com.au/Leadership-Sales-Simple-Steps-Success/dp/0646835777/ref=sr_1_1?crid=29UE4XDLRUV5J&dib=eyJ2IjoiMSJ9.kHf2oEnqLDrNuINcwOdESA.gGcGuSxiIHoaQQK7YYpQnsOS49Pnyh0pAWoOeKQP21Q&dib_tag=se&keywords=barratt+kennett&qid=1705030490&sprefix=barratt+kennet%2Caps%2C280&sr=8-1
Over the last 12 months in particular, the developments in artificial intelligence have been phenomenal. So much so, that many people are seriously concerned about its impact on business. One thing is for sure, AI will continue to develop, and businesses, sales leaders and sales people who can adopt it effectively and ethically, can turbo charge their speed to market, and potentially enhance their ability to drive exceptional results. In this episode, I chat with Ryan Staley, the Founder & CEO of Whale Boss, podcast host of The Scale Up Show, and a man on a mission to help sales leaders 3x their top performers with AI. It is a fascinating conversation well worth listening to as it may just help you drive exceptional performance within your sales team.To connect with Ryan, go to:LinkedIn - https://www.linkedin.com/in/ryan-staley/Website - https://ryanstaley.io/Podcast - https://podcasts.apple.com/au/podcast/the-scale-up-show/id1527278610
If there is one constant in business, it is change, and with change can come various degrees of uncertainty, both for leaders and members of the team, as well as customers. One of the key challenges, and opportunities for leaders, especially in 2024, is to look at the change that is happening, along with any associated uncertainty, and reframe it, to look more optimistically at the change, thereby providing the opportunity for the team and business to thrive. In this episode, I have the absolute privilege of speaking with Meridith Elliott Powell, business motivational speaker, business strategist, CEO of Motion First, and Chair of the National Speakers Association. Meridith is an expert in thriving in uncertainty, and covers 4 of her 9 key pillars of the THRIVE System in this epsiode. Well worth listening to more than once.To connect with Meridith, to learn more about Motion First and to listen to her podcast, Sales Logic, please go to:LinkedIn - https://www.linkedin.com/in/meridithelliottpowell/Website - https://www.meridithelliottpowell.com/Sales Logic Podcast - https://podcasts.apple.com/au/podcast/sales-logic-selling-strategies-that-work/id1499355853
Words have power. Despite what we may have been told when growing up, that 'sticks and stones may break my bones, but words will never hurt me'; the fact is, words have impact. And in sales, as in life, it is incredibly important to understand that our language will have a huge impact on our ability to solve problems, and to influence others. Our ability to leverage the power of language in an ethical way will provide the opportunity to differentiate against competitors, and ultimately, become exceptional. In today's episode, I have the privilege of speaking with Paul Ross, Speaker, Elite Sales Trainer, Master Practitioner of NLP and Author of the book "Subtle Words That Sell". It is a fascinating conversation on how we can become exceptional through the power of language.To connect with Paul and to learn more about him, please go to:LinkedIn - https://www.linkedin.com/in/speakerpaulross/Website - https://www.speakerpaulross.com/
Happy New Year. With a new year comes new hopes, new ambitions and new levels of energy.The slate is clean and we can create whatever we want. Use 2023 as a platform for exponential growth in 2024 and decide to make this year your most exceptional year yet.For that to happen, we know we must think differently, behave differently and lead differently. If we expect a different result in 2024 without making some changes from what we did in 2023, then we know the outcome - same same.The first 90 days are critical and present us with the opportunity to really shape the year.In this episode, I cover 9 areas to focus on in order to create a fast start to 2024.
It is very rare that success in sales comes by accident - there may be the very odd occasion where a sales person catches lightning in a bottle and achieves their sales target, but this tends to be a one off. People who build a long term successful sales career are intentional with their approach and they certainly understand that they cannot be successful alone. They understand the value of mentorship. In today's episode, I enjoyed a fabulous conversation with Andy Audate, Founder of Progreda.com, a sales & marketing platform that streamlines the sales process for entrepreneurs, and CEO of AudateMedia, a global marketing agency for small-medium business. Andy talks about the power and immense value of mentorship as well as the critical importance of the use of technology in 2024 in order to elevate exceptional results. I hope you enjoy the conversation.To connect with Andy, and to learn more about Progreda.com, go to:LinkedIn - https://www.linkedin.com/in/andyaudate/Website - https://www.andyaudate.com/Website - https://progreda.com/
As we approach the final days of 2023, it is the perfect time to dedicate intentional & quality time to reflection and recovery. When we study elite performers, whether they be individuals or teams, we will discover that they dedicate specific time to reflection & recovery.Analysing their performance across 2023 - looking at what they did well so they can identify positive habits & build higher levels of performance around those habits. They also identify gaps & areas that are not yet elite, but through practice and application, will give themselves an opportunity to get to the elite level. Recovery is also a critical priority - giving their body & mind time to rest, recover, recuperate & getting ready to re-load.Thank you for being part of The Exceptional Sales Leader Podcast in 2023 - Merry Christmas to you and may 2024 be your most exceptional year yet.
When it comes to success, especially in sales, many coaches and trainers will point to technique or methodology as the elixir to create the ultimate outcome. Whilst methodology and technique are definitely key to exceptional performance, it is the habits of highly successful people that is often the missing link that separates the good performers from exceptional. And these habits are often unconscious, which is one of the key reasons why simply following a methodology will not guarantee the same result. In today's episode, I have the absolute privilege of speaking with Dr. Noah St.John, Executive Coach, Speaker, Father of Afformations, The Mental Health Coach to the Stars, and 24 times #1 best selling author. It is a fascinating conversation on power habits which is worth listening to over and over again.To learn more about Dr.Noah, and to grab a copy of a couple of his books we refer to in the episode, go to:Website - https://breakthroughwithnoah.com/more-revenue-now-secureBook - 'Power Habits' - https://powerhabitsbook.com/special-offer-secureBook - "Head Trash" - https://sendmeabooknoah.com/step-117675909
If you have been in sales for a while, you know and understand that buyers today, more than ever, are significantly more educated and in many cases, more demanding. No longer can a sales person or sales leader ask questions such as 'tell me about your business?' or 'what keeps you up at night?', unless of course they would like to be booted out of the meeting and black-banned. If we are to be successful in sales in the modern world, we must adopt a buyers perspective, and work to get inside the mind of the buyer, and not lead with products and services. In this episode, I have the privilege of speaking with Graham Hawkins, the CEO & Founder of SalesTribe, and an exceptional sales leader. This is an episode you will want to listen to over and over again, as well as sharing it with your team. It is filled with nuggets of gold to be exceptional in sales & sales leadership in 2024 and beyond.To connect with Graham, please go to:LinkedIn - https://www.linkedin.com/in/futureofsales/Website - https://salestribe.com/
Sales as a career is not easy, and not for the faint hearted - it is however a very rewarding and fulfilling career for those who dedicate themselves to constant improvement, and constant growth, despite the challenges that will be presented. In this episode, I enjoyed a terrific conversation with Scott Smith, Owner at You 1st Realty Infinity, about overcoming challenges, learning key lessons, and staying the course to deliver exceptional results.To connect with Scott and to learn more about what he does, please go to:LinkedIn - https://www.linkedin.com/in/scott-smith-9b01a333/Phone - +1 720 252 7037Website - https://you1stinfinitycareers.com/
For years, I have believed that not only is sales the ultimate form of service, it is also, at its core, strategic problem solving. And as a sales person and sales leader, if we can identify and then articulate a clear problem for a potential customer, then they will unconsciously and many times, consciously, attribute us as having a solution to the problem. When done well, the outcome should then be a business transaction and hopefully, the start of many. If only the vast majority of sales leaders and teams would look at sales the same way, rather than simply seeking to retrofit their product or service into a perceived need. In today's episode, I enjoyed a terrific conversation with Chet Lovegren, The Sales Doctor, around taking a prescriptive approach to diagnosing & solving problems. If we can get better at diagnosing problems instead of trying to 'sell', then our sales numbers will go through the roof.To connect with Chet and to learn more about The Sales Doctor, go to:LinkedIn - https://www.linkedin.com/in/chetlovegren/Website - https://www.thesalesdocrx.com/
We know that sales is the lifeblood of any business - without sales, the business will become extinct very very quickly. Many businesses though flounder when it comes to generating sales on a consistent basis, many of them chasing the next 'shiny' customer attraction strategy, hoping that the strategy will give them a jump on their competition. When this doesn't work, they look to the next strategy, and so the cycle continues. Sustainably successful businesses have a robust and high quality lead generation strategy, that is targeted, ethical and effective. In today's episode, I welcome back Jackson Earngey, CEO of Earng Media, and we discuss high quality lead generation and why it is so important as a core pillar to a successful business.To connect with Jackson and to learn more about Earng Media and how they may be able to assist your business, go to:LinkedIn - https://www.linkedin.com/in/jacksonearngey/Website - https://earngmedia.com/
With under 2 weeks left until Christmas, the pressure cooker will be ramping up left, right and centre to get as many deals closed off as possible. Senior executives conducting daily cadence reviews to lock in committed forecasts. Sales Executive’s doing whatever they can to bring forward deals into this quarter. To say this time of year can be a stressful time would be an understatement.For many sales leaders, this pressure can only lengthen the items on the ‘to do list’, as they scramble to fit more items & activities into an already packed agenda. The danger though is that mistakes can be made through trying to take on too much, and these mistakes can create a precedence for the new quarter. This may sound counter intuitive, however the key to ending the year well is to actually slow down, and become more targeted with your attention and more intentional with your actions. In today's episode, I share some thoughts on creating a To Be List, rather than simply a To Do List.
For many sales leaders, sales is purely a numbers game, and they continue to strongly encourage their sales team to make more calls, book more demos, attend more meetings, in the hope that the numbers will eventually start rolling in. Whilst this can generate some level of result, it is only once the sales leader and the sales team become better educated on sales, will the numbers begin to ramp up. Sales is the ultimate form of service, and in this episode, I have the privilege of speaking with Joe Ingram, CEO of Ingram Interactive, a 30 year sales innovator with over $1.7billion in sales. We talk about how to turn average sales people into unrivalled and through the process, unleash the sales genius. It is a fascinating conversation and well worth listening to more than once!To connect with Joe and to learn more about Ingram Interactive, including some secret training, go to:LinkedIn - https://www.linkedin.com/in/joeingram/Website - https://ingraminteractive.com/secretPodcast - https://open.spotify.com/show/0hCjm5QATQ0l5FKOk0iPTL
How do you feel when you read the title of this post? Is there a level of anxiety which bubbles to the surface, or does this create some excitement?It is fascinating the varied responses I get from leaders when I ask them what they consider to be the ultimate objective of an exceptional sales leader. Very few actually respond with ‘to become redundant’ and yet that is exactly what exceptional sales leaders’ ultimate objective is. This is the topic of today's episode.
Although sales is the oldest profession on the planet, it continues to evolve and develop. Organisations are constantly looking for more innovative ways to interact & engage with their customers, to deliver more tangible value and build trusting, long term business relationships. In this episode, I had the privilege of speaking with David Kreiger, the Founder & President of SalesRoads, a sales outsourcing and appointment setting firm which has been delivering significant sales value to the marketplace for over 16 years. It is a fascinating conversation, and one which also includes some key sales predictions for 2024. Enjoy the conversation.To connect with David and to learn more about SalesRoads, go to:LinkedIn - https://www.linkedin.com/in/davidkreiger/Website - https://salesroads.com/
In exceptional, high performing teams, culture is everything, and every person within the team plays a role in upholding the culture through exceptional standards of excellence. The leader of exceptional teams make it a priority to establish a bedrock of trust, and will do everything within their power to ensure that the team is functional, engaged and empowered. This is the topic of today's episode.
A couple of weeks ago I was running a group coaching session for a group of talented emerging leaders. Each of them had been handpicked to be part of the program based on their track record of exceptional performance as well as their desire to move into a leadership role. It was a fascinating session. They had a high desire to learn and develop their leadership capabilities but what became evident throughout the session was a reluctance to make decisions. In fact, some of them shared that there was an ‘implied pressure’ from senior managers to make the ‘right decisions’. Hence the hesitation. What followed was an enlightening conversation.The key question I posed to the team was ‘What is the very worst that could happen?’ This is the question that I explore in today's episode.
I love the LinkedIn platform as it provides access to such a wonderful range of people to build connections with, as well as being an incredible source of information and inspiration. It also provides the perfect metaphor for sales and sales leadership, both in what to do, and especially in what not to do.If you have been on the LinkedIn platform for a while, you would have received the general connection request, and based on you accepting it, the follow up message which was highly likely to include a pitch for a product or a service. I get stacks of these every day, and it is fascinating at how many of the messages focus on trying to ‘convince’ me to jump on a call, or to download a resource. Almost never does the person seek to build a connection or ask anything about me or my business. This is what I discuss in this episode.
In life, in business, and especially in sales, success leaves clues, and as leaders, it is critical that we understand what behaviours and thinking patterns we utilise that will lead to the results we are seeking. We can never rest on our laurels, because mediocrity also leaves clues! Even though we may not start the day with the intention of being mediocre, often our thinking patterns and behaviours can result in sub optimum performance, and hence results. Which is why, as exceptional sales leaders, we must be constantly vigilant on our thinking and actions. In today's episode, I had the pleasure of speaking with Tom Reber, Performance Coach, Founder of The Contractor Fight, and Podcaster with well over 800 episodes in the can. The conversation is phenomenal, especially when it comes to standards of excellence and destroying mediocrity. I trust you enjoy the conversation.To connect with Tom, and to learn more about The Contractor Fight, go to:LinkedIn - https://www.linkedin.com/in/tomreber/Website - https://thecontractorfight.com/Instagram - https://www.instagram.com/realtomreber/Podcast - https://thecontractorfight.com/podcast/
A couple of weeks ago I was facilitating a leadership program for Leaders of an iconic Australian brand. It was an incredible 2 days where we went deep into leadership and what it means to be a leader in 2023 and beyond. Leadership today, more than ever, is not for the faint hearted. It was thrilling though to witness first hand the commitment of these leaders to their craft, and more specifically, to their team.Halfway through day 1 we were exploring our leadership legacy and discussing key leadership principles when this came to the surface - leaders today need to be ruthlessly uncompromising. It was a response to a question I had from one of the leaders, and this principle resonated so strongly it ended up being a key theme for the next day and a half. It may sound harsh on the surface, however the more we explored it, the more this principle resonated with the leaders as a key pillar to underpin their leadership legacy.
When it comes to communicating a message, especially a message that will resonate and be embedded into the audience's psyche, there is nothing more powerful than storytelling. Blockbuster movies have at their core, powerful stories with impactful messages, as do books, and the same can be said for leaders and salespeople seeking to increase their influence and impact. Why is it then that storytelling is not as widely used in corporate, especially in sales? Telling powerful stories as part of a sales campaign just could be the difference that makes all the difference. In this episode, I had the privilege of speaking with Mark Carpenter, Owner of Mindset Strategic Leadership and Co-Author of the book, Master Storytelling. Mark is on a mission to bring more humanity into leadership and sales and a key pillar to that mission is storytelling. It is a fascinating conversation and one that I hope you enjoy.To connect with Mark, and to grab a copy of his book, go to:LinkedIn - https://www.linkedin.com/in/mark-carpenter-0b55221/Website - https://master-storytelling.com/Book - Go to Amazon.com
Whether you are a business owner or a leader within a business, a key objective for you is to create an environment that enables the business to grow. This is especially true of sales leaders, where we are expected to underpin this growth through continuing to deliver the numbers, and often we are heavily reliant on the leads that are generated. In this episode, I enjoyed a great conversation with Jarod Spiewak, Founder and Lead Strategist at Comet Fuel, a successful lead generation agency, around intentionally scaling your business, to deliver sustainable and replicable results.To connect with Jarod and to learn more about Comet Fuel, go to:Website - https://cometfuel.com/YouTube - https://www.youtube.com/@JarodSpiewakLinkedIn - https://www.linkedin.com/in/jarodspiewak/
When thinking about sales, many people think of the hard sell, where the salesperson is focused on selling a product or service at all costs, in many cases retrofitting that product into a perceived or created need. It doesn't work - in today's episode, I enjoyed a fabulous conversation with Joel Stevenson, who also happens to run a podcast titled 'The Hard Sell' - however, it is the complete opposite to what we think. It is a great conversation, and one that I hope you enjoy listening to.To connect with Joel and to listen to his podcast, please go to:LinkedIn - https://www.linkedin.com/in/joelstevensongm/Podcast - https://podcasts.apple.com/au/podcast/the-hard-sell/id1619135788
Having been in sales for over 20 years, I believe it to be one of the greatest professions on the planet, where not only can we create significant value in the market place, we can also build an exceptional reputation. Many though do not share the same philosophy, and see sales instead as being pushy, sleazy and unethical. One of the reasons I continue to do what I do is to help change that narrative, and I love speaking with people who are on a similar journey. In this episode, I have the pleasure of speaking with Jackson Earngey, Founder and CEO of Earng Media, a Lead Generation agency, who is creating significant value in the market. We discuss the importance of ethical selling and why ethics is paramount to creating sustainable business. I hope you enjoy the episode.To connect with Jackson and to learn more about Earng Media, please go to:LinkedIn - https://www.linkedin.com/in/jacksonearngey/Website - https://earngmedia.com/#f-2
Today, more than ever, we are juggling multiple expectations, multiple tasks, and the sheer volume of information being thrown in our direction never seems to abate. There are so many distractions in front of us, with people and organisations vying for our attention, it is easy to get overwhelmed, lose focus, and in many cases, burnout. This is especially true for sales leaders, where we can fall into a false sense of urgency, especially from other people's agendas. In today's episode, I have the pleasure of speaking with Dr. Eric Recker, Dentist, Coach, Speaker, Author and recovering Triathelete. Eric is also the founder and CEO of #WINtheNOW and is on a mission to help 10million win the now. It is a fabulous conversation with loads of ideas and perspectives to help us be ever more present in the moment.To connect with Eric, to learn more about #WINtheNOW, including grabbing a copy of his book, and to take the 5 Days of Knock Back Burnout Challenge, go to: LinkedIn - https://www.linkedin.com/in/eric-recker-583849278/Website - https://ericrecker.com/5 Day Challenge - https://ericrecker.com/knock-back-burnout/
If you have been in sales for any length of time, you would have experienced negotiations. For many sales people, negotiations are a very fruitful and positive experience, and yet for others, it can be demanding, very difficult and also stressful. It doesn't have to be. As sales leaders and sales people, we can develop our negotiations muscle to where we are able to deliver tangible and valuable outcomes, both for our organisation as well as the customer. In today's episode, I had the privilege of speaking with Mark Raffan, Head of Training at Negotiations Ninja, and the best selling author of the recently released book, "9 Secrets to Win Deals & Influence Stakeholders". It is another phenomenal conversation where Mark shares nuggets of gold on how to become a more effective negotiator - I trust you enjoy the conversation.To connect with Mark and to learn more about Negotiations Ninja, please go to https://www.linkedin.com/in/markraffan/And to order a copy of Mark's book, please go to Amazon at https://www.amazon.com.au/dp/B0CGM8W5LS/ref=cbw_us_au_dp_ags?smid=A4XRJ8S0WXSO0
As a sales leader, how predictable are the sales opportunities flowing through your team?Are they highly qualified?Are you laser focused on specific customers and specific opportunities, or throwing mud against the wall hoping it sticks?Are you converting a high percentage of the opportunities?Are the closed opportunities highly profitable?In working with sales leaders, what I find fascinating is how unplanned and unprepared the vast majority are when it comes to sales opportunities. This approach leads to unpredictability in sales - there is a better way.
In the sales game, the vast majority measure success by the numbers. Either you hit the sales target or you don’t and sales leaders can be very laser focused on the scoreboard and lead according to what the numbers are saying. But this does not always tell the full story.It has often been said that sales is a numbers game and interestingly, sales leaders who focus entirely on the numbers tend to lead teams which achieve outcomes within plus or minus 10% of the sales target. Each conversation and each review is based on the year to date or month to date position against the target. Exceptional Sales Leaders approach things differently, which is the topic of today's conversation.
Sales is the lifeblood of any business, but it is fascinating to see the number of organisations that focus so much of their attention on their own products and services without learning the structural fundamentals as to what problem those products and services solve in the marketplace. The end result? Low conversion rates, and ultimately unrealised sales & revenue potential. In today's episode, I speak with Gabe Lullo, the CEO of Alleyoop, a sales development as a service business which offers organisations the ultimate sales assist. Gabe has hired, trained and managed over 8,000 Sales Development Reps for companies such as Zoominfo, AWS and Adobe, to name a few, and offers incredible value in this conversation around sales development and improving conversion rates. I hope you enjoy the conversation as much as I did.To connect with Gabe and to learn more about Alleyoop, please go to:LinkedIn - https://www.linkedin.com/in/lullo/Website - https://alleyoop.io/
You may be thinking what a weird title for a podcast? 🙃And you may be correct, however, in sales, so many sales leaders and their teams are trying their very hardest to boil the ocean.Putting pressure on themselves to land the big strategic deal.The iconic new logo.The multi million deal.The deal that will change the entire trajectory of their business.And often, salespeople look for opportunities to be involved in these big deals, to be part of the team that wins that major new logo. All the while, there are opportunities left right and centre that are not only going unnoticed, they are not being converted. Why? Because too many are trying to boil the ocean.Big deals will always be there, and whilst they are exciting to be part of, sometimes we need to focus on boiling the kettle first.
We have all heard the term, 'Variety is the spice of life', and yet in sales, so many companies and sales leaders stick to a very boring formula of sameness, looking to acquire talent from the same talent pool, with the same key criteria such as track record, tenure at an organisation, specific product, service or industry experience. Often though this can lead to sales leaders building one dimensional teams, resulting in these teams not fulfilling their maximum potential. Exceptional sales leaders focus on building multi dimensional teams, and therefore look differently at how to acquire talent. That is what I discuss on today's episode.
As a leader, it is vital that we are aware that our every move is being watched like a hawk.Our team expects us to set the example. To ‘Be’ the Model of Excellence that will lead to exceptional and sustainable results.And it starts with the small things, which may seem incidental in and of themselves, however, over time, can compound and have a dramatic impact. This is what I discuss on today's episode.
In the ultra competitive business world of 2023, it is important that organisations get specific on the characteristics and attributes they are looking for in sales talent. No longer can we go by gut feel or simply a strong track record of performance when it comes to hiring sales people, because this can be quite costly if we get it wrong. In today's episode, I speak with Jakub Hon, the CEO & Co-Founder of SALESDOCk, a B2B Sales Agency based in the Netherlands. It is a great conversation covering a number of topics, including how to avoid 5-figure hiring mistakes. To connect with Jakub and to learn more about SALESDOCk, go to:LinkedIn - https://www.linkedin.com/in/jakubhon/Website - https://www.salesdock.com/
As leaders, there is one specific skill that can help unlock the true potential of our team and that is coaching. Unfortunately many leaders do not receive the coaching and mentoring in order to build their coaching muscle, and hence focus their attention on what I call surface level elements, being behaviours and actions, rather than the deep rooted thinking patterns that lead to behaviours. In today's episode, I had the privilege of speaking with Kim Ades, the Founder of Frame of Mind Coaching™, and Co-Founder of The Journal That Talks Back, and Journal Engine. Kim is an author, speaker, entrepreneur, coach and mum of 5, who has a unique approach to coaching - an approach that is delivering remarkable results. Kim shares gold nugget after gold nugget in this episode, so if you are a leader who is dedicated to unleashing the potential of your team, it is well worth listening to this episode more than once.To connect with Kim, and to learn more about Frame of Mind Coaching™ please go to:LinkedIn - https://www.linkedin.com/in/kimades/Website - https://www.frameofmindcoaching.com/
Earlier this year I had the privilege of speaking with L'areal Lipkins, CEO & Founder of Lipkins Consulting Group, as we discussed all things sales and sales leadership. It was a fabulous conversation where L'areal shared loads of valuable insights for sales leaders and their teams to drive exceptional results. In today's episode we continue that conversation, specifically discussing some key elements from L'areal's recently released book "What Top Performing Sales People Do Different". It is a very insightful conversation with loads of value for sales people and sales leaders alike. I trust you enjoy listening to the conversation as much as I enjoyed having it.To connect with L'areal and to grab a copy of her new book, please go to:LinkedIn - https://www.linkedin.com/in/lareallipkins/Website - https://lareallipkins.com/book
In the busyness of sales, it is easy to get caught up in the moment, and react to the situation we find ourselves and our team in. How often though do we, as sales leaders, take a step back and ask ourselves ‘Am I helping or am I hindering?’ If you are like me when I was leading sales teams, the answer is not very often.Over the years, the more I have worked with sales leaders and their teams, the more I have realised that we must be 100% conscious of each moment, and must build better awareness around what we are projecting. that is the topic of today's conversation.
Another fabulous conversation today with Dr.Philip Squire, the CEO and Co-Founder of Consalia, a UK & Singapore based specialist sales business school. In our last episode, Philip described the key positive sales mindsets and values that sales teams must embrace in order to be effective in selling customised solutions to their customers. In today's episode, we go deeper, exploring these from a Sales Leader's perspective, specifically focusing on how to coach these mindsets and values, so as to develop more customer value, and ultimately, to deliver exceptional results.To connect with Philip and to learn more about Consalia, please go to:LinkedIn - https://www.linkedin.com/in/philipsquire/Website - https://www.consalia.com/To discover your sales mindset, go to - https://www.consalia.com/mindset-survey/
In sales, we are almost indoctrinated into keeping our focus on the target, the big goal, the prize, and as a result, literally every meeting, every conversation is centred around that prize. This, for many, can be stifling, not to mention, counter productive, especially when obstacles and challenges are presented. When we fall behind the number, it is all hands to the pump to get us back on track, burning up energy, and in many cases, creating disharmony. And often, the end result is we do not achieve the number. There is a different way and that is to take your eyes off the prize, which I delve into in today's episode.
When it comes to leading teams, many leaders believe that in order to be fair, they need to lead everyone in the same way, which is great in theory, but not as great in practice. Leaders must have a clear set of leadership values and principles to operate from, but great leaders also understand that they need to adjust the way they lead team members, based on the team members commitment and competency. The leader needs to become a chameleon and lead based on the situation - this is the topic of today's conversation.
Over the last 8 years, I have thoroughly enjoyed working with sales leaders & their teams to help them unleash their sales potential, engaging with sales teams across a very wide spectrum of industries. The vast majority have their customers best interests at heart.
The one consistent element though through just about every single sales team is the propensity to introduce & talk about their product or service too early in the buyers purchasing cycle. And sales leaders, we are often the biggest culprits (I have both of my hands in the air right now!!)
It is absolutely essential that we believe in our product or service, but we must recognise one very important point - customers do not want your product & they do not want your service. That may sound controversial but it is true. What customers want is a solution to either a known problem or a problem that has been identified through having a conversation with you. This is what I tackle in today's conversation.
When working with Sales Leaders, as well as non sales leaders, I often ask them what one of their key responsibilities are. What is fascinating is that many leaders respond with the belief that a core function of their role is to motivate their team. They see it as their responsibility to ensure that their team are energised & filled with excitement, so they look for opportunities to motivate them. How? Often through providing a carrot, such as a bonus, an incentive trip, or simply an opportunity to be recognised as a top performer on the ‘league ladder’. All extrinsic motivators, and unfortunately, mostly ineffective in driving sustainable and high levels of performance.
For a number of years, I was also one of those sales leaders who believed it important to motivate and incentivise the team to drive outstanding results. The unfortunate reality though was that the performance was rarely sustained over a long period of time. And when I began working with an executive coach, they helped me understand how exceptional performance is actually driven through intrinsic motivation. In fact, my coach said to me 6 very powerful words which changed everything - ‘Stop Trying To Motivate Your Team’.
In many organisations across many industries Sales Leaders often come from within the ranks of the sales team. They have been high performing sales executives, delivering outstanding results, and based on this performance, they are promoted to Sales Manager. The challenge is, the vast majority of them are not given either the support or the roadmap to make a successful transition from individual contributor to sales leader. The skill sets required for both roles are vastly different.
Without this essential roadmap, the new sales leader does what any logical person would do - they copy the example set by their leaders. Unfortunately though, in many companies, the example set by senior leaders is not the example that underpins sustainable & replicable results, yet alone, exceptional results.
And one of the biggest elements of this is what I call leading by absence. Far too many leaders are missing in action. They are certainly not delivering to the team their greatest gift.
In working with sales leaders and their teams, I often ask them to articulate their key sales values when it comes to delivering customer value. Many of them respond with common values such as integrity, customer focused or trust, however often find it difficult to go deeper through describing the key behaviours that sit underneath. Very rarely have I come across a sales team where they focus on sales values through the lens of what the customer expects of them. In today's episode, I have the privilege of speaking with Dr. Philip Squire, the Co-Founder and CEO of Consalia, a UK based Sales Business School dedicated to improving sales performance through sales education and transformation. In this episode, Philip shares with me the key sales values and mindsets that customers expect of their sales people, based on extensive research. It is a phenomenal conversation that I trust you enjoy and gain significant value from.
To connect with Dr.Phil to learn more about Consalia, as well as taking The Mindset Survey, please go to :
Website - https://www.consalia.com/
The Mindset Survey - https://www.consalia.com/mindset-survey/
LinkedIn - https://www.linkedin.com/in/philipsquire/
In working with sales leaders and their teams, I am often staggered by the number of sales people who are constantly on the hunt for new leads and new opportunities, but don’t stay the course long enough to see those opportunities through.
It is almost like they expect every lead to convert in the first or second contact, and when they don’t, they look to the next batch of opportunities, expecting those to convert.
As a sales leader, it is so important to challenge and encourage our team to stay the course - to stay in the game. And in today's episode I explain why.
So thrilled today to be delivering episode #600 of The Exceptional Sales Leader Podcast. To say that it has been a wild ride would be an under statement. It has been challenging, it has been filled with highs and lows, but overwhelmingly, it has been a tremendous experience, specifically for the lessons it has taught me. In today's episode, I reflect on the 6 key lessons podcasting has taught me over the last 3 years, which also has direct relevance to us as sales leaders and sales people. I trust these lessons can also help you and your team on your journey.
Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. A lack of confidence to take action and instead they wait to feel confident. They remain in a comfort zone and are reluctant to take risks, fearing the consequences of mistakes. This often results in stagnation and a further reduction in confidence. This is the topic of discussion on today's episode.
As John Maxwell says, 'Leadership is Influence, and Influence is Leadership', and in order to build influence, leaders must work on creating a level of presence with their key stakeholder groups. The unfortunate thing though is that many leaders believe that this presence is developed solely through the verbal communication tools at their disposal. This is not the case. Our non-verbal communication strategies are the ones which can significantly magnify our presence and hence our ability to influence. In today's episode, I have the privilege of having a conversation with Rachel Cossar, CEO & Co-Founder of Virtual Sapiens, a machine learning SaaS platform helping client facing professionals master communication skills over video. As a former professional ballet dancer, Rachel is a leading expert in the field of nonverbal communication and leadership presence facilitation, and we chat about how the development of this competency can have such an incredibly positive impact on our ability to lead and influence. I hope you enjoy the episode.
To connect with Rachel and to learn more about Virtual Sapiens, including taking a free assessment, please go to:
Website - https://www.virtualsapiens.co/
LinkedIn - https://www.linkedin.com/in/rachel-cossar/
Or connect with Rachel via email at rachel@virtualsapiens.co
One of the greatest things about sales and sales leadership is that there is no specific required background that guarantees success.
I’ve seen very technical people become great sales people.
I’ve seen very non technical people become great sales people.
Extroverted, introverted, young, old, male, female. It doesn’t matter - I’ve seen people from all walks of life, with all kinds of different backgrounds, become successful in sales, and many have gone on to be successful sales leaders.
However there is one common element amongst all of them that can often strike, sometimes at the height of their ‘success’, and often when they least expect it - Imposter Syndrome. In today's episode, I discuss this and why you are actually not an imposter.
As John Maxwell says, ‘Leadership is influence, and influence is leadership’. And specifically as sales leaders, we must continue to positively influence our team, to drive exceptional standards, so as to drive sustainable, predictable and replicable results. This influence presupposes that our team trusts us. Does your team trust you? And if the answer is an unequivocal ‘yes’, the follow up question is ‘how do you know?’ That is the topic of today's episode.
It is fascinating as to how many sales leaders and their teams don't like objections, and will do almost anything to avoid them. Why? Because they often see the objection as a form of rejection, and to avoid that, a natural tactic I see is sales people bombarding the prospective customer with copious amounts of information, most of which is product information. Objections are part of business, they are good for business and they do not have to be overcome, despite what you may be told. This is what I explore in today's episode.
Many salespeople set themselves ambitious goals to become a sales leader at some stage in their career, however, don't necessarily think deeply about the characteristics they will need to form & embrace in order to become an effective & successful leader. They are drawn to the allure of the leadership role & the expected profile, status & prestige that they believe comes as part of the deal.
For many, when they step into the leadership role, they quickly find the role not to be what they expected, & a key reason for this, is they have not undertaken enough preparation or given the leadership role rigorous thought. Hence, they often second guess themselves, & turn their back on the role.
Sales Leaders who become exceptional operate differently. They do not become exceptional the moment they step into the role. They work on it, & they are intentional. They develop the following characteristics over time and continue to work on these daily. That is what I cover in today's episode.
Many sales leaders, when they transition from individual contributor to sales leader, continue the same behaviours they demonstrated as a sales person. They love the hunt and get excited by the prospect of winning the deal.
Very often this can lead to disengagement & de-positioning of the sales team.
When it comes to leading your team, do you find yourself solving the team’s problems, believing that through solving the problem, you are serving them?
Great sales leaders recognise there is a better way - servant leadership. Serving their team so that the team has the opportunity to be sustainably successful. That is the topic for today's conversation.
When it comes to selling & business development, the vast majority of salespeople and their organisations are laser focused on their own product or service, and how it can fit the marketplace, often resulting in retrofitting into perceived or created customer needs, and not necessarily delivering tangible value to the customer. The word 'empathy' probably doesn't exist in their sales vocabulary. In today's episode, I enjoyed a fabulous conversation with Grant Lira, Co-Founder of The Empathy Firm, an enterprise that is changing the way organisations can influence their marketplace, deliver tangible value, through doing things differently through the power of empathy. If you are seriously committed to increasing your organisation's profile, credibility and reach, this episode is a must listen.
And for listeners of this podcast, when you send Grant an email at grant@empathyfirm.com & mention this episode, he will gift you a service to have you placed in 3 online publications free of charge. A great way to increase your market reach.
To connect with Grant and to learn more about The Empathy Firm, please go to:
Website - https://empathyfirm.com/
LinkedIn - https://www.linkedin.com/in/grant-lira-73a594188/
When it comes to sales leadership, and driving exceptional performance, many talk about the importance of being authentic as a core pillar of great leadership, and yet, unfortunately, the practice doesn't always match the theory. Some leaders talk a good game, but when the pressure is applied, they often find it difficult to maintain their authenticity. It is easy to be authentic when business conditions are great; where authenticity is tested is when business conditions change. I often talk about the fact that the team is and always will be a reflection of its leader, and today's guest epitomises this principle. In today's episode, I have the privilege of having a conversation with a truly authentic sales leader, Francois Cleret (or Frenchy as he is known as), the Sales & Marketing Director at AMES Australasia, a very successful & fast growing organisation. It is a great conversation where Frenchy delivers value bomb after value bomb around authentic leadership. I trust you enjoy the conversation as much as I did.
To connect with Frenchy on LinkedIn, please click on this link
I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things to say about sales - perceptions such as pushy, sleezy, untrustworthy, inauthentic. Very rarely do I hear positive perceptions, which is disappointing.
I often share with teams that sales is the ultimate form of service, and can be not only very lucrative, it can also be a profession of high integrity, authenticity and trust. And one of the key pillars around this is understanding that the sale actually doesn’t start until after the sale is made. That is the topic for today's episode.
For many sales leaders, this time of year is not an enjoyable experience, particularly around having to prepare and then conduct the formalised annual performance review. One of the key reasons for this is they dust off the performance review document, and then wrack their brain on what elements can be included in the document to then be able to conduct the conversation. No wonder they don't enjoy it. Exceptional sales leaders do not wait until the formalised review to discuss performance - they make it their priority to conduct laser focused conversations around performance next to real time, so that there are no surprises come the formalised review. This is what I discuss in today's episode as well as provide some tips on how to make these conversations more effective.
In working with sales leaders and their teams for many years now, I’m staggered at the number of individuals, whether it be sales people, or in some cases, sales leaders, who search for the easy road - the shortcut. Many of them expect instant results and will often only apply ‘token efforts’ to achieve results. And when the ideal results are not forthcoming, they will look to external forces to justify the outcome.
No matter what industry you look at, or what role within that industry, both ‘success’ and ‘failure’ leaves clues. And it is the astute individual who will be a student, who will observe and ask curious based questions, who will search for and analyse those clues, and who will tap into the one force which separates exceptional performers from everyone else - excellence. That is the topic that I explore in today's episode.
I’m so thrilled to be able to have Doug C Brown, Sales Revenue & Profit Growth Expert from CEO Sales Strategies, back on the podcast for a second conversation. Today’s conversation is a continuation of exploring the inner sales voice that we as sales people and sales leaders must be attuned to, as well as building awareness of the labels we apply to ourselves and others, which can either enhance, or diminish our chances of being successful. If you have a desire to become a 1% sales earner in your business and industry, then we must be crystal clear on who we are, what we stand for, why we do what we do, and who is our key target customer. Doug has built a phenomenal sales & sales leadership career, and worked with some of the world’s highest achievers, so the value he brings to this episode is not based on theory, it is based on experience. I trust you enjoy the conversation.
Doug is also about to release a brand new e-book on how to be a non-stop 1% sales earner, which he will be selling upon its release. However, for listeners of this podcast, if you send Doug an email at youmatter@ceosalesstrategies.com and mention this episode, Doug will provide you with a copy of the book free of charge. If you are serious about lifting your sales performance and becoming a 1% earner, this book is a must.
Are you curious as to what it is that separates the exceptional performers, whether they be in business, sport, or entertainment, from their competitors?
Many point to talent as being a key reason. Talent is a contributor but it is not the defining factor.
Others point to connections – who they know – as a factor. Being connected certainly helps, but again, it is not the defining factor.
Some even point to luck. Yes, luck does play a part, but again, it is not the defining factor.
And many also point to hard work. Yes, not a single successful person became successful without working hard. That is a given.
However, what’s really interesting about exceptionally successful people is their relentless focus on ‘one more’. It is this focus that separates them from their competition. That’s the topic for today’s episode.
Working in sales for over 20 years, I was staggered at the number of sales managers and teams that would frown upon failure - to the point where sales people would do whatever they could to avoid making mistakes.
And in working as a coach & mentor to sales leaders and their teams for the last 8 years, unfortunately nothing much has changed. The pressure to hit the number is all consuming and within the sales environment, the expectation is to convert every opportunity because the forensic investigation if we ‘fail’ is more about apportioning blame, not learning so as to improve. Not a recipe for exceptional performance. In today's episode, I explore why failure is a necessary ingredient to sales success.
I often talk about sales being the ultimate form of service, and irrespective of whether we have a sales role or not, we are all in sales. Unfortunately though, many sales people have a poor reputation because of how they approach sales, which can be off putting for many people. We can learn to love sales and even become a master of sales, if we master some fundamentals. In today’s episode, I have the privilege of speaking with Gail Kasper, Author, Speaker, Producer and Sales Innovator. We talk all things sales and sales leadership, including how to be unstoppable in sales, as well as how to sell like a cockatoo. It is a fabulous conversation that I hope you enjoy.
To connect with Gail, please go to:
Website – https://gailkasper.com/
LinkedIn – https://www.linkedin.com/in/gailkasper/
Email – gail@gailkasper.com
If there is one thing that has come out of the last 3 years, it is that the world feels a lot smaller.
The sheer volume of news and information being front of mind globally has been almost unlike any other time in history. And with this has come a much sharper focus on leadership.
To say that there is a huge void in quality leadership around the world right now would be a massive understatement. For young people with ambitions of leading others in the future, unfortunately they do not have great examples of leaders to emulate. The role models do not model great leadership behaviours. Even more concerning, there is a fear that these young people observe the current leaders and believe that is leadership. It’s not.
We need to change the narrative.
We need leaders to step up and provide a different and better example of what real leadership is.
And it starts with me and it starts with you.
It’s time to become the Leader that your team needs and deserves.
I share with groups all the time that irrespective of the position or the organisation, every single person is in sales, whether we like it or not. Whether we are selling a product, a service or an idea, we must exert influence in order for a change to be created and an experience to be had. In today’s episode, I have the privilege of speaking with Elia Donati, Personal Chef, and a man on a mission. From working in his father’s business making cold calls each day, to moving to Australia at the age of 21 without being able to speak any english, Elia’s story one of passion, enthusiasm and persistence. And today, he creates exceptional in home dining experiences for people as a personal chef.
To connect with Elia, please check out his Instagram page or website:
Instagram – https://www.instagram.com/eliadonati/
Website – https://www.eliadonati.com/
As sales leaders, we all want to increase our level of influence – people in the team, our peers, key partners, customers and certainly senior executives. Interestingly, many believe the way to do that is through telling, through providing information, and in many cases, through trying to convince and impress people. This may work for some, but often this influence is short lived. The secret to influence is realising that it is not about you – you don’t have to try to impress or convince, just be you. It may be a cliche, but people will not necessarily remember what you told them or what content you delivered, but they will always remember how you made them feel. Influence is not rocket science, and in today’s episode, I explore 10 principles that can help you significantly improve your ability to influence. Hope you enjoy it.
Over 100 years ago, James Allen wrote the incredible book ‘As A Man Thinketh’ and in it he described the principle that we become who we think about. It was perhaps one of the first personal development books that delved into the power of mindset, attitude and emotional intelligence.
The principle is still true today as it was over 100 years ago, and as sales leaders we must be constantly vigilant over the thinking patterns we choose to employ and the actions we take from those patterns. And closely aligned to these thinking patterns are the choices we make around who we surround ourselves with. This is what I discuss on today’s episode.
In working with sales leaders and their teams, I am constantly fascinated by what separates the average performers from the exceptional performers, especially when it appears, on the surface at least, that they have equal levels of talent, capability and opportunity. I have come to understand more and more, the power of the conversations we have in the 6 inches between our ears. Our inner voice is super powerful, and it can either massively enhance our ability to perform, or if we listen to it, sabotage our performance. And the great news is that we can control the conversation. In today’s episode, I have the privilege of speaking with Doug C Brown, CEO of CEO Sales Strategies, and creator of the Top 1% Academy, about how we can better control the inner conversation and utilise this to drive exceptional performance.
To secure a free copy of Doug’s upcoming ebook on how to become a top 1% sales earner, send an email to:
youmatter@ceosalesstrategies.com
To connect with Doug and to learn more about CEO Sales Strategies, go to:
LinkedIn – https://www.linkedin.com/in/dougbrown123/
Website – https://ceosalesstrategies.com/
In many organisations, high performing sales people are often gifted with sales leadership responsibility based on their level of performance and level of potential – they sit in the ‘top right’ quadrant.
It is often the next logical step in their sales journey. The challenge though is many high performing sales people are not prepared for the opportunity when it presents itself, and as such, feel thrusted into a leadership role without the transition blueprint or game plan. Many of them had not consciously considered a sales leadership role, and often find themselves floundering, especially in the first 90 days.
It is why many sales leaders end up deciding that sales leadership is not for them, and instead, they return to an individual contributor role. The real reason though, is they have not yet developed their ‘Why’. That is the topic for today’s conversation.
One of the key challenges for sales leaders and their organisations is being able to identify their key market differentiation, what makes them unique, and then identifying how to exploit that differentiation to disrupt the market. Not many succeed. In today’s episode, I have the pleasure of speaking with Evan Montero, the Co-Founder and CEO of DIY Blinds, a fully Australian-owned and made eServices start up that has achieved a $100m+ valuation in less than 5 years. We chat about the importance of customer service as a key differentiator, what are the key elements to building a solid sales team, as well as exploring Evan’s leadership style that has helped his organisation become very successful. A very insightful conversation that I’m sure you’ll enjoy.
To connect with Evan or to learn more about DIY Blinds, please go to:
LinkedIn – https://www.linkedin.com/in/evan-montero-17956091/
Website – https://www.diyblinds.com.au/
If there is one key differentiator that separates Exceptional Sales Leaders from their peers, it is their ability to build high quality connections. They genuinely care about their people and everyone they come in contact with, and through this process, become almost like a lightning rod to attract talent and build a high quality and an elite performance culture. They especially become Masters of 5 key principles which I discuss on today’s episode.
Sales teams are made up of different people, with difference characteristics, different attributes, different experiences and different strengths. We hear a-lot about sales leaders conducting SWOT analyses and then focusing their attention on identified weaknesses, and building strategies and plans to turn those weaknesses into strengths. How about we instead hone in on the strengths and encourage people to play to these? That’s that topic of discussion in today’s episode.
In working with sales leaders and their teams, I come across lots of different people, with many different behaviour and communication styles. What intrigues me though is the number of leaders and aspiring leaders who compare themselves to others, and often in an unhealthy way. They look at senior leaders or leaders who have more experience or who appear to have more ‘success’, and either wish they could be like them, or in some cases, hold them up as an example to which they could never step up to. This is sad, and can be dangerous. In today’s episode, the key message is never compare yourself with anyone else.
As a sales leader, there is a huge responsibility that sits on your shoulders, including driving an engaged culture, driving high performance, coaching, mentoring, as well as being able to articulate a strong message to your senior stakeholders. The expectation that senior leaders have is that you must know your numbers, and if you don’t, you seriously run the risk of diminishing your credibility, which can impact your profile, reputation, as well as hindering the ability of the team to deliver. In today’s episode, I have the privilege of speaking with Tommy McNulty, Founder & CEO of Rhythm, and we discuss the critical importance of sales leaders having financial fluency, and what some of the key numbers that sales leaders must understand in order to drive strong performance, especially in uncertain market conditions. To connect with Tommy and to find out more about Rhythm, go to:
LinkedIn – https://www.linkedin.com/in/tommcnulty1/
Website – https://www.onrhythm.io/
Email – tommy@onrhythm.io
When working with leaders, I often encourage them to become feedback machines. There are countless opportunities on a daily basis for feedback, and exceptional leaders are constantly maximising them. Creating an environment where feedback is not only expected, it is demanded, is one of the keys to high performance.
What’s fascinating though is that many leaders, for some reason, have a level of trepidation about 360 degree feedback. They say that feedback is important, are more than happy to receive the accolades for great results, however, where there may be some different perspectives or disagreements, they often quickly move into defensive mode, or in some cases, aggressive mode.
Exceptional leaders embrace and lean into 360 degree feedback. That is the topic of today’s episode.
If there is one characteristic that separates exceptional leaders from their peers, it is their ability to flex their leadership style depending on the current situation and the people in it.
Being able to adjust communication style based on either the personal style or behaviour style of the person in your team is vital to build credibility and ultimately trust, and the vast majority of leaders can do this almost intuitively.
How often though do we stop to consider where a member of the team sits in terms of their development and competency? And how often do you find out what motivates your team? In speaking with & working with sales leaders, when asking that question of what motivates their team, it is rare that leaders have a definitive answer. However, knowing what motivates the team does provide a clue as to how they should be lead.
If we can demonstrate leadership flexibility, we can further unlock the potential of the team based on these 2 elements – motivation & competency, or also known as will & skill. That’s what I discuss in today’s episode.
What is interesting as I observe leaders, especially in sales, is that many of them are driven by certainty, have a need to follow a proven formula and possess a relentless focus on achieving the numbers.
Many of them unfortunately do not acknowledge that this approach is, in many cases, actually preventing them from becoming exceptional. They are following what they consider to be a tried and true pathway, and yet, they are not achieving the results they desire or the fulfilment and satisfaction they crave.
What they need to do is quit. And perhaps you need to quit as well. Are you prepared to quit? In this episode, I consider some things you may need to quit.
Following on from yesterday’s episode, I have just enjoyed a great conversation with Ryan Warriner on his Podcast, The Professionally Speaking Podcast, about communication, effectively influencing and the importance of being authentic. Being someone who you are not is tiring and exhausting, and often puts pressure on to remember how to behave in certain situations. In today’s episode, I share some thoughts on how to be authentic and what can happen when we are.
As a sales leader, it is critical that we build and maintain a multi dimensional team if we are to have the possibility of achieving sustainable success. Unfortunately far too many sales leaders build one dimensional teams – teams filled with people who are almost carbon copies of each other, which over time, only stifles potential, growth and ultimately, results. A challenge for many leaders is to become more of a chameleon, a person who is able to adapt their style to suit the environment they find themselves in, and to be able to exert influence within that environment. In today’s episode, I discuss this and share thoughts on how to become more self aware, and more aware of others, based on different characteristics. Are you a chameleon?
Last week I recorded a podcast on emotional intelligence & how important it is as a sales leader to develop that EQ muscle. Today I want to go a little deeper and address a topic that I see & hear a-lot of sales leaders partake in, and it is not healthy. I’m really big on listening skills, so the title of this episode may be a little counter intuitive – I want to encourage you to stop listening and start talking – please listen to this episode to find out why.
As sales leaders, we must understand that we are being watched like a hawk. Our team are eagerly watching everything we do, as well as watching what we don’t do. They are also listening to what we are saying as well as listening to what we are not saying. It is therefore critical that we are clear on our intentions.
With this in mind, how often are you intentional with the impression you are wanting to create, in every interaction? Even with people we know really well, we are constantly creating an impression, as well as when we meet people for the first time. As these impressions are formed very quickly, it stands to reason that we look at what we can control so as to create the best impression possible.
So how can we do this? By consciously thinking about and applying 7 key behaviours which will stack the odds in our favour of creating a powerful first impression. That is what I cover in today’s episode.
Emotional Intelligence is becoming more and more critical to the ability of leaders to be exceptional. Companies are no longer simply looking at a person’s performance track record, or how smart they may be, as an indicator of their employability. They are now looking deeper into the cognitive abilities of the leader, can they think on their feet, can they regulate their emotions, and can they remain calm in difficult situations. If we are to lead in 2023 and beyond, and if we have the desire to become exceptional, we must learn to lead with emotional intelligence.
One of the key areas I focus on when coaching and mentoring Sales Leaders is the behaviours and actions that must be taken in order to deliver exceptional results. Far too many sales leaders revert to driving relentless focus on the numbers often at the expense of the behaviours, which can often result in poor outcomes, or at best, short term spikes in performance.
If we are to oversee an exceptional team and become in the process an exceptional sales leader, then we must learn to step back and focus our attention on progress rather than perfection. However, there are 2 key things that we as sales leaders must get straight so that we can do this with confidence: 1) Define current reality & 2) Know our numbers. That’s the topic of today’s episode.
Many leaders ‘fall’ into a leadership role after being recognised as a high potential and high performer, and yet often do not have the guidance or blueprint to make the transition a smooth one. This can often lead them to considering whether the role is right for them. Having access to a leadership and career coach can definitely help in this area. In today’s episode, I have the privilege of speaking with Sonja Price, Career & Leadership Coach and Founder of Dynamo Careers, and we discuss a number of topics, including taking control of your own career, building a career strategy and whether higher qualifications like a MBA is required. Hope you enjoy the conversation as much as I did.
To connect with Sonja, go to https://www.linkedin.com/in/sonjaprice/
To take advantage of a free career assessment, go to https://dynamocareers.com/assessment
If there is one key area the vast majority of sales people could improve, as could many Sales Leaders, it is their in call performance. Irrespective of the industry, product or service, it is incredible how many sales people lead the conversation with information, providing a plethora of amazing features of their product or service, and in many cases, not noticing the eyes of their customer glaze over. They end up walking out of the call thinking they have delivered a high quality sales call, and yet have nothing tangible to show for it. There is a better way, and that is the topic of today’s episode.
Interesting conversations this week with sales leaders and sales directors, all around sales and the unrelenting focus on numbers. Depending on who you talk to, the numbers are king and all conversations are geared around the number, which can often be overwhelming for sales people and create incredible pressure. There is a better way, and this is what I discuss on today’s episode. Enjoy.
One thing I have realised over the years is that not everyone is suited to leadership. With leadership comes responsibility and my belief that has been formed is that a person must want to take on a leadership role in order to have an opportunity of being successful, and not have the role simply thrust upon them. Unfortunately too many people are thrust into a leadership role based on their performance as an individual contributor, and find it challenging. In today’s episode, I discuss some of the key attributes that we need to possess in order to be a good leader, whilst also recognising that it is okay if we choose not to be a leader. Enjoy.
As leaders, one of the key responsibilities we have is to communicate a message to our team, to our business, to key stakeholders, to customers, as well as to the market. Unfortunately many leaders do not spend enough time considering their message and more importantly, how that message needs to be delivered. The result? Often the message falls flat, and even worse, the receiver of the message not taking the action we want. We need to get better at delivering our message, and in today’s episode, Ryan Warriner does just that. Ryan is a Professor of Communication, an Author, Speaker, Podcaster, Executive Trainer and Coach, and has a fascinating background, starting his career in teaching children. If you are looking to improve your communication capabilities, especially presenting, then this episode is a must listen.
To connect with Ryan, please go to:
LinkedIn – https://www.linkedin.com/in/ryanjwarriner/
Website – https://www.professionalpresentationservices.com/
Podcast – https://podcasts.apple.com/au/podcast/the-professionally-speaking-podcast/id1600699083
To purchase a copy of Ryan’s book, ‘The Effective Presenter’, please go to : https://www.amazon.com/Effective-Presenter-Winning-Business-Presentations-ebook/dp/B09MMNX8PG/ref=sr_1_1?crid=3FVO6QZCUONOU&keywords=The+effective+presenter&qid=1676598218&sprefix=the+effective+presenter%2Caps%2C330&sr=8-1
Working with lots of teams and aspiring leaders, many of then seem to have an interesting view of what leadership is about, almost an idealistic view. They think leadership will come with prestige, status, influence and accolades, all the positive stuff. However, they often do not look at the other side of leadership – the grind, the hard conversations and the uncertainty. There are no medals in leadership.
When it comes to sales, most sale executives and sales leaders are blinded by their own beliefs about their offerings and their solutions. This results in them often coming across as pushy, or trying to convince a customer to take a specific course of action. We know that sales is all about problem solving and in order to help a customer solve a problem, we must change the way we think, and therefore how we interact with them. In order to influence, we need to consider what are the elements that will enable us to persuade them in an authentic way. This is where ‘so what?’ comes into it. Enjoy this episode.
One of the fascinating areas of sales is the psychology of selling, both from a selling perspective, as well as from a buyers perspective.
So many sales people are conditioned to focus on their own company’s products, services and solutions and hence their behaviours in a sales call reflect that. When they are challenged by a customer on price or functionality, they have the ‘answers’ – the problem though is often those answers are not enough to tip the customer over the edge from curious to committed. They are very product focused and not problem, solution or value focused.
Exceptional sales people know their value and they hold the line. That’s the topic of today’s episode.
When speaking with sales leaders and their teams, more often than not they are searching for improvements in their technique, or a tweak to their process or methodology, hoping that the tweaking will lead to improved results. What is often not front of mind is the importance of their mindset. Why is that? Often it is such a difficult topic to quantify and measure, hence it is somewhat de-prioritised. Mindset though is the difference that makes all the difference, especially at the elite level. And if we are to become an exceptional sales leader, we must adopt an exceptional sales leader mindset.
Over the last 8 years, I have thoroughly enjoyed working with sales leaders & their teams to help them unleash their sales potential, engaging with sales teams across a very wide spectrum of industries. The vast majority have their customers best interests at heart.
The one consistent element though through just about every single sales team is the propensity to introduce & talk about their product or service too early in the buyers purchasing cycle. And sales leaders, we are often the biggest culprits (I have both of my hands in the air right now!!)
It is absolutely essential that we believe in our product or service, but we must recognise one very important point – customers do not want your product & they do not want your service. What they want is a solution to either a known problem or a problem that has been identified through having a conversation with you. Can you resist the urge?
Workplace diversity and inclusion is a huge topic in society today and will only continue to get bigger. As sales leaders, it is incredibly important that we embrace diversity and be more consciously aware of any stereotypes or biases that may be impacting our decision making, both with our existing team, and especially when it comes to bringing on new talent. And being truly diverse and truly inclusive will not require organisations to have specific targets or quotas for specific people. How diverse is your team?
It is not often that I get the opportunity to have a conversation with a fellow Sales Trainer, Sales Consultant and Sales Speaker. Why? Because many people in this industry are highly competitive and not willing to share their insights, thoughts and ideas to help improve the sales profession. Many of them are very protective. L'areal is not one of them. As Founder and CEO of Lipkins Consulting Group, L'areal has built a very successful career in the sales training and consulting field and is highly sought after by organisations seeking to significantly improve their sales approach, customer retention and customer conversion. In this episode, we discuss what top performing salespeople do differently that enables them to achieve exceptional results. If you are a salesperson looking to drive better results, or a sales leader looking for strategies to maximise the potential of your sales team, this conversation is a must listen.To connect with and learn more about L'areal, including getting notification of her soon to be released book, 'What Top Performing Salespeople Do Different', please go to:LinkedIn - https://www.linkedin.com/in/lareallipkins/Website - https://www.lareallipkins.com/
If there is one thing that I have consistently seen over many years working with sales leaders and their teams, it is the lack of preparation for sales calls.Many sales executives sit in front of either customers or prospective customers and ‘wing it’, often defaulting to speaking about their product or service, or even worse, pricing!! Unfortunately the vast majority have learned this behaviour from their sales managers or dare I say it, senior executives who are wheeled in for the ‘royal visit’. And in the process, the customer is working overtime to stay awake and pay attention - a snore fest!!With business executives and business owners constantly busy and lacking time, we must search for ways to be more effective in our sales calls, to provide a legitimate reason as to why the customer should prioritise seeing you again, over every other sales executive who knocks on their door. And it doesn’t need to be complicated. In this episode, I share a simple hack that can revolutionise your sales calls, but please do not be fooled by its simplicity.
It has often been said that it is lonely at the top - and anyone who has been in a senior leadership position would probably agree whole heartedly with that statement. The pressure on a leader to set the strategy, cast the vision, and deliver the result has never been greater than now, and for many leaders, they have no one who they can confide in, bounce ideas off, or seek guidance and counsel from. They often feel like a lone wolf. Enter the fool. In today's episode, I enjoy a 2nd conversation with the wonderful Paul Glover, and we discuss in detail why everyone needs a fool in their life. And please do not be fooled - the fool is not what you think. Buckle in, and get ready to understand why a fool is a necessary character in your life. To connect with Paul, and to be notified when his free resource 'How to Identify a Fool' is available, please go to:LinkedIn - https://www.linkedin.com/in/paulglovercoaching/Email - paul@paulglovercoaching.comWebsite - https://paulglovercoaching.com/
In the busyness of sales, it is easy to get caught up in the moment, and react to the situation we find ourselves and our team in. How often though do we, as sales leaders, take a step back and ask ourselves ‘Am I helping or am I hindering?’ If you are like me when I was leading sales teams, the answer is not very often.Over the years, the more I have worked with sales leaders and their teams, the more I have realised that we must be 100% conscious of the each moment, and must build better awareness around what we are projecting. This is what I explore in today's episode.
In elite sporting environments, we hear more and more the reference to culture and if a team is to perform sustainably at an exceptional level, there must be an engaged and inclusive culture. There is also a huge amount of pressure, both externally and internally on the leaders to maximise performance and to deliver results, which can often have leaders questioning their priorities and where they invest their time and energy. What has not been spoken about at length is the importance of character, and how character can help define the culture, and directly contribute to the results. In today's episode, I have the privilege of speaking with Jon Haines, author of the book 'Rock Solid Character', and we delve into the key traits of character and how sporting teams, sales teams and organisations can utilise these to build a high performing and engaged culture. Jon has spent many years of his adult life in elite sporting organisations, including the Fremantle Football Club, North Melbourne Football club, and more recently, the Gold Coast SUNS, and witnessed first hand what happens to a culture when there are people of great character, as well as understanding what can happen when 'talent & performance' is prioritised over character. It is a fascinating conversation and well worth listening to and absorbing.To connect with Jon and to grab a copy of his book, 'Rock Solid Character', please go to:LinkedIn - https://www.linkedin.com/in/jon-haines-8378ba25/Amazon - https://www.amazon.com/Rock-Solid-Character-Jon-Haines/dp/1922890022
Sales is the lifeblood of every business, period. And yet many organisations, small and large, struggle with selling their products and services and therefore miss out on maximising their potential. In many cases, smaller organisations which have grown from start up, rely heavily on the founder to 'sell', and often this person is not a salesperson, and does not want to be a salesperson. As a result, the growth of the organisation is stifled. In today's episode, I enjoy a fabulous conversation with Andy Dickens, Founder and CEO of Virtual Sales Ltd, an organisation that has been helping companies & businesses drive qualified sales pipelines for over 21 years, turning curious prospects into committed customers. We talk all things sales, from lead generation through LinkedIn to cold calling.To connect with Andy and to learn more about Virtual Sales Ltd, please go to:LinkedIn - https://www.linkedin.com/in/andydickens-ittelemarketing/Website - https://www.virtual-sales.com/
As a leader, it is vital that we are aware that our every move is being watched like a hawk.Our team expects us to set the example. To ‘Be’ the Model of Excellence that will lead to exceptional and sustainable results. And it starts with the small things. Everything we do is a strategy and whilst the small ‘stuff’ may not appear important or relevant on the surface, it is the strategy behind it which will indicate how successful we will be, and ultimately how influential we will be.
Sales Leaders today are under more and more pressure, and this will only ramp up further as 2023 progresses. Getting requests from left, right and centre can sometimes feel overwhelming as multiple stakeholders hold different expectations. We need to understand this key principle - if we do not control our diary, others will, and we will therefore be at the mercy of other people's agendas. Hence, we need to get better at saying no. That is what I explore in today's episode.
As a sales leader, what environment are you creating? It's a question that I often ask sales leaders and the response is often 'high performing, empowering....' - often positive. And yet when I look at them in action, the focus is always on the numbers, and hence the conversation is always centred on numbers. So as long as the numbers are good, we have a high performing environment. Numbers are important, but they are not the be all and end all. Exceptional Sales Leaders are intentional about the environment they create, and they ensure that the environment is sustainable over a long period of time.
Happy New Year. With a new year comes new hopes, new ambitions and new levels of energy.The slate is clean and we can create whatever we want. Use 2022 as a platform for exponential growth in 2023 and decide to make this year your most exceptional year yet.For that to happen, we know we must think differently, behave differently and lead differently. If we expect a different result in 2023 without making some changes from what we did in 2022, then we know the outcome - same same.The first 90 days are critical and present us with the opportunity to really shape the year. Here are 9 things to embrace to get off to a great start.
This year has been another phenomenal year of challenges, obstacles, growth and opportunities, and in this last podcast episode for 2022, I would like to thank every guest who gave up their time to provide their guidance, insights and expertise to the listeners, as well as thank you the listener, for plugging into The Exceptional Sales Leader Podcast. I continue to be humbled by the opportunity to provide insights on sales and sales leadership, as well as to be able to speak to the calibre of people that I have, with the express intention of helping as many people as possible become exceptional sales leaders. I am also incredibly grateful for this podcast being heard in over 72 countries around the world. Thank you. May you and your family enjoy a Very Merry Christmas, Happy Holidays, and I look forward to providing more value to you in 2023.
There are many attributes and characteristics that sales leaders and their teams must embrace and develop in order to become exceptional - understanding their buyers cycle, key problems in the marketplace, sales strategy, just to name a few. An area that is often overlooked is the art of negotiation. Too many sales leaders and their teams 'wing it' when it comes to negotiations, whether that be with internal stakeholders or external stakeholders, and hope that the strength of their solution or the perceived strength of their relationship, will deliver the outcome. It rarely does. In today's episode, I had the privilege of speaking with Mark Raffan, CEO and Founder of Negotiations Ninja™, and host of the Negotiations Ninja™ Podcast. We discuss the challenges faced by many sales people when it comes to negotiating, and delve into the 3 core habits that must be developed in order to become a negotiating ninja. Mark offers some very sound guidance when it comes to building our negotiating muscle.To connect with Mark, and to learn more about Negotiations Ninja™, go to:LinkedIn - https://www.linkedin.com/in/markraffan/Website - https://negotiations.ninja/Podcast - https://podcasts.apple.com/au/podcast/negotiations-ninja-podcast/id1300435924
When it comes to sales and marketing, the vast majority of organisations take a surface level approach to lead generation. Whilst they may measure kpi's such as cost per click, number of leads flowing in, and even their lead conversation rate, they don't go deep enough in their analysis and focus, and hence miss out on profitable opportunities. In today's episode, I enjoyed a fascinating conversation with Joe Khoei, Founder of SalesX, an organisation that helps companies develop profitable customer acquisition programs via search marketing, display advertising, mobile marketing, analytics and creative services. We chatted about what key metrics we should be looking at so as to increase our sales revenue and profitability, and why it is so important for sales and marketing to work closely together.To connect with Joe, and to find out more about SalesX, including understanding the 12 Business Value Indicators (BVIs) that can be mapped from digital advertising technology to advertiser profit centers, go to:LinkedIn - https://www.linkedin.com/in/joekhoei/Website - https://www.salesx.com/BVAT™ - https://www.salesx.com/bvat
If you ask most people about what they think about sales, the vast majority will answer with descriptions such as 'pushy', 'untrustworthy', 'aggressive'. It has almost been accepted that people in sales must demonstrate those characteristics, which is unfortunate. Rarely do you hear someone describe sales as ethical, genuine and authentic, but that is exactly the characteristics that great sales people possess & demonstrate. In today's episode, I enjoyed a fabulous conversation with Collin Mitchell, Chief Evangelist at Humantic AI, host of the Sales Transformation Podcast, and serial entrepreneur. We talked about the importance of sales being not about 'always be closing' but 'always be helping', of leading the sales team from the trenches, embracing remote sales teams, demonstrating the right behaviours, and creating a robust and executable sales plan. I hope you enjoy the conversation.To connect with Collin, his Podcast and to learn more about Humantic AI, please go to:LinkedIn - https://www.linkedin.com/in/collincmitchell/Sales Transformation Podcast - https://podcasts.apple.com/au/podcast/sales-transformation/id1533493437Humantic AI - https://humantic.ai/
As we approach the final days of 2022, it is the perfect time to dedicate quality time to reflection and recovery.When we study elite performers, whether they be individuals or teams, we will discover that they dedicate specific time to reflection & recovery.Analysing their performance across 2022 - looking at what they did well so they can identify positive habits and build higher levels of performance around those habits.They also identify gaps and areas that are not yet elite, but through practice and application, will give themselves an opportunity to get to the elite level.Recovery is also a critical priority - giving their body and mind time to rest, recover, recuperate & getting ready to re-load.What’s interesting is that many leaders set New Years resolutions & by January 15th, approximately 95% of them are already discarded or forgotten. In today's episode, I provide some ideas and a framework to get ready for 2023, and hopefully create your most exceptional year yet.
One of the challenges faced by many sales leaders is having to manage the expectations of the business, the senior executives and stakeholders, and deliver on the key priorities. As we get closer to the end of the month and/or quarter, the pressure mounts, especially with stakeholders trying to remain top of mind to achieve objectives. This can be overwhelming for sales leaders and if we don't manage this, it can have a detrimental impact on how the team performs, not to mention the precedence it can set for the future. Hence it is critically important for sales leaders to be crystal clear with their message.
We have all heard that sales is a numbers game, and in order to win, we must get familiar with losing, of coming up short, of 'failing'. So why is it that many sales leaders and their teams avoid failure? They don't reach out to the ideal prospect for fear of being rejected. They don't ask for what they want, for the fear of being told no. We must learn to use challenges, obstacles and failure as stepping stones. There is not a single super successful person on the planet who has not had to deal with failure.
With 2 working weeks left until Christmas, the pressure cooker will be ramping up left, right and centre to get as many deals closed off as possible. Senior executives conducting daily cadence reviews to lock in committed forecasts. Sales Executive’s doing whatever they can to bring forward deals into this quarter. To say this time of year can be a stressful time would be an understatement.For many sales leaders, this pressure can only lengthen the items on the ‘to do list’, as they scramble to fit more items & activities into an already packed agenda. The danger though is that mistakes can be made through trying to take on too much, and these mistakes can create a precedence for the new quarter. This may sound counter intuitive, however the key to ending the year well is to actually slow down, and become more targeted with your attention and more intentional with your actions.How can this be done? Well, instead of focusing all of your attention on the to do list, how about creating a ‘to be list’.
One of the joys of being in the podcasting space is the opportunity to have conversations with exceptional people, and today I had the privilege of speaking with Holly Procter. Holly is the SVP-Global Head of Sales at Clari, is a very passionate sales leader, is dedicated to creating an environment within her business for her sales team to thrive, and is a wonderful example of an exceptional sales leader. In this episode, we delve into how Holly got into sales by design and not by accident, talk about the importance of career planning, inspiring the sales team in difficult economic times, as well as the importance of applying rigour to deal inspections. To connect with Holly and to learn more about Clari, go to:LinkedIn - https://www.linkedin.com/in/hollyprocter/Website - https://www.clari.com/
As humans, we are all a work in progress, and this is especially true for sales leaders. We should be constantly developing and improving, which begs the question - 'who is your mentor?', and 'who are you mentoring?' In today's episode, I explore the power of mentoring and provide some insights to consider when entering into a mentoring relationship.
One of the inevitable things in business and in life is that change will continue, and if anything, it will continue to accelerate. Which means that as leaders we must focus on building an exceptional level of emotional intelligence, so that we can successfully lead our team through whatever change we are confronting. Such an important topic.
As we approach the end of the year, many sales leaders are now amping up the pressure on their teams like never before to create miracles by December 31st. Whether it is the end of the quarter or the end of the Financial Year, the forensic focus on cadence, pipeline and qualified opportunities goes into overdrive.I remember the cadence meetings back when I was leading sales teams - what would start out as monthly cadence reviews, would quickly turn into daily cadence reviews the closer we got to the end of the quarter. And I could never understand why senior directors would ask exactly the same question day after day, expecting a different answer. It was nuts.Here’s the reality - if you haven’t been working on a qualified opportunity over the last 90 days, there is virtually zero probability of a qualified opportunity landing in your lap in the last 20 days of the year. So why do we focus on trying to create miracles? Call the number that has been qualified and stand firm with it - and focus on what you can control.
James & I have received great feedback on this episode and a few requests to upload a cut down version of the hour long episode we recorded in early November. So here is the 're-cut'.As sales leaders, we intrinsically understand the importance of recognising the different personal and behavioural styles of our team, so that we can unleash their potential and drive sustainable results. What has not been as obvious or front of mind is what our own sales leadership style is, where our strengths lie, where risks may exist and where we could develop so that our potential as sales leaders can be unleashed – until now. My friend and colleague, James Cuming, Director at JC Wight & Co, has developed the Prime Sales Leadership Report, a scientific approach to better understanding our sales leadership style from 3 different angles, left brain, right brain and balanced. In today’s episode we discuss the framework and why it is vital for us as sales leaders to understand our strength zones.To connect with James and to learn more about Prime Sales Leadership Development, go to:Website – https://www.jcwightandcompany.com/LinkedIn – https://www.linkedin.com/in/james-cuming-b73a5720/
The power of storytelling can never be underestimated. For centuries, people have been educating and influencing others through sharing stories, and interestingly, when we feel as if we are placed inside the story, our ability to recall information and in many cases, take affirmative action, increases. Which begs the question - why aren't more salespeople utilising the power of stories to drive sales? In today's episode, I enjoyed a fabulous conversation with Nick Capozzi, Head of Storytelling at Demostack, about how the power of storytelling can drive exceptional sales results, if we learn how to tap into it.To connect with Nick or to learn more about Demostack, go to:Website - https://www.demostack.com/LinkedIn - https://www.linkedin.com/in/nick-capozzi/LinkedIn - https://www.linkedin.com/company/demostack/
When we look at great leaders, they have a high level of emotional intelligence, especially around self awareness, self management and social awareness. They are also very intentional with their actions and their words, ensuring that they match. They want to cast a long leadership shadow. As a leader, what leadership shadow are you casting?
Over 100 years ago, James Allen wrote the incredible book ‘As A Man Thinketh’ and in it he described the principle that we become who we think about. It was perhaps one of the first personal development books that delved into the power of mindset, attitude and emotional intelligence.
The principle is still true today as it was over 100 years ago, and as leaders we must be constantly vigilant over the thinking patterns we choose to employ and the actions we take from those patterns. And closely aligned to these thinking patterns are the choices we make around who we surround ourselves with. Are you specific on who you surround yourself with?
One thing I have learned over my life is the amount of negotiating we do - whether it be negotiating multi million dollar deals in our business, to buying a car or a tv, even negotiating with our partner and children. We are always negotiating. Some of us do this really well, and many of us don't. In today's podcast, I share 5 different negotiation styles we must be aware of, as well as a 5 step process to make negotiations easier, and hopefully, more productive.
The vast majority of sustainably successful businesses did not begin their journey with success. There was much hard work, experimentation, challenges and obstacles, not to mention growth pains, and often the founder or CEO of the business poured their blood, sweat and tears into the business, determined to make it a successful venture. And often, despite the best intentions of the CEO or the founder, the business stagnates and does not realise its fullest potential. In today's episode, I had the pleasure of having a conversation with Madelyn Dunlap, Director of Business Development at The ReWild Group, an organisation that specialises in helping businesses capitalise on their strengths and preparing them for their next stage of growth, creating the platform for sustainable success.
To connect with Madelyn & to learn more about rewilding, please go to:
LinkedIn - https://www.linkedin.com/in/madelyn-dunlap/
Website - https://www.rewildgroup.com/
Working in sales for over 20 years, I was staggered at the number of sales managers and teams that would frown upon failure - to the point where sales people would do whatever they could to avoid making mistakes.
And in working as a coach & mentor to sales leaders and their teams for the last 7 years, unfortunately nothing much has changed. The pressure to hit the number is all consuming and within the sales environment, the expectation is to convert every opportunity because the forensic investigation if we ‘fail’ is more about apportioning blame, not learning so as to improve. Not a recipe for exceptional performance. Failure is a necessary ingredient to sales success.
If you have been listening to the podcast for a while, you know that I love facilitation - I love helping leaders and their teams unleash their potential. And often when I am facilitating, I am asked the question around preparation, and how much preparation I do. It is an interesting question, and not just limited to facilitation. As a leader, how much preparation do you do for sales meetings, for customer meetings, for negotiations and for 1:1's. In today's episode, I explore preparation and how great preparation can create flexibility, and hence confidence.
As John Maxwell says, ‘Leadership is influence, and influence is leadership’. And specifically as sales leaders, we must continue to positively influence our team, to drive exceptional standards, so as to drive sustainable, predictable and replicable results. This influence presupposes that our team trusts us. Does your team trust you? And if the answer is an unequivocal ‘yes’, the follow up question is ‘how do you know?’
Many leaders fall into the trap of leading their team from a positional perspective, rather than earning the right to lead their team and in the process, build trust. We must always remember our people are constantly asking the following questions -
Does my leader care about me as a person? Genuinely care.Can my leader help me?Can my leader be trusted?
Exceptional leaders understand that their actions are constantly providing answers to those questions, and hence they are intentional with creating an environment where they can be trusted.
Over the last 3 days, I had the privilege of working with a group of phenomenal people who are committed to their professional development, running a 3 day Train The Trainer program. I always love running these programs, especially when the people in the program are so passionate about their craft - we get to jump down rabbit holes and really explore concepts of training and facilitation that many of them never get to experience. And it made me really sit back and reflect, and reinforce this message - that it is so important to never ever underestimate the impact we can have on others.
What legacy are you creating? It is a question that very few people tend to ask themselves, especially when they are caught up in the busyness of ‘doing’.
Late last week our family bid farewell to an incredible man - my Uncle Alan. A man who very much lived the words of Abraham Lincoln - ‘In the end, it’s not the years in your life that count. It’s the life in your years’. He passed away at the age of 92 - which by most people’s standards is an incredible innings and yet as we reflected on his life, he seemed to pack significantly more into his than most. He created a phenomenal legacy.
Working full time in professional development and leadership over the last 7 years, I have had the privilege of working with a massive variety of teams and their leaders, across multiple industries and countries.
What has always intrigued me is what inspires leaders and their teams to become exceptional. You notice I didn’t say ‘motivates’.
Last week was another example - working with some highly engaged, enthusiastic leaders and the topic of motivation came up - as it often does. What was intriguing was the number of leaders who believed a key responsibility they had was to motivate their team. It was well over 50%. For those who felt they had to ‘motivate’ their team to perform I asked them how their stamina was and specifically how the performance of the team was tracking. The answer - both not great. So I asked them a very important question - ‘What inspires you?’ That's the topic of today's episode.
As sales leaders, we intrinsically understand the importance of recognising the different personal and behavioural styles of our team, so that we can unleash their potential and drive sustainable results. What has not been as obvious or front of mind is what our own sales leadership style is, where our strengths lie, where risks may exist and where we could develop so that our potential as sales leaders can be unleashed - until now. My friend and colleague, James Cuming, Director at JC Wight & Co, has developed the Prime Sales Leadership Report, a scientific approach to better understanding our sales leadership style from 3 different angles, left brain, right brain and balanced. In today's episode we discuss the framework and why it is vital for us as sales leaders to understand our strength zones.
To connect with James and to learn more about Prime Sales Leadership Development, go to:
Website - https://www.jcwightandcompany.com/
LinkedIn - https://www.linkedin.com/in/james-cuming-b73a5720/
For years and years, the sales profession has been labelled as a profession suited to extroverts, with the 'typical' salesperson being one who has the ability to prospect and knock on doors without the fear of rejection, to be energetic and boisterous, capable of talking to any prospect & any customer, and closing deals. Not many look at sales and introversion and believe those 2 words are a match made in heaven. However, many of the most successful salespeople on the planet are introverted, and in today's episode, I sit down with Ben Lai, a sales trainer and coach, and self confessed introvert. It is a wonderful conversation where we delve into introversion, ethical selling, pricing & positioning in the marketplace and the power of LinkedIn as part of a successful sales approach. I hope you enjoy listening to the conversation as much as I enjoyed having it.
To connect with Ben, please go to:
Website - https://salesethos.com.au/
LinkedIn - https://www.linkedin.com/in/ben-lai/
A fascinating conversation on today's episode where I had the privilege of speaking with Rene Zamora. Rene is the Founder and Director of Sales Manager Now, a Fractional Sales Management organisation that works with small to medium businesses, and provides part time sales management services. Many smaller businesses struggle with growing their business through dedicated sales people, and possibly do not have the capacity or resources to hire a full time Sales Manager. Providing fractional sales management services enables the business to leverage off the capabilities and experience of a quality Sales Manager, without the significant financial outlay. This is something Rene has been providing for the last 16 years, and we discuss the benefits as well as some of the misconceptions of sales management.
To connect with Rene and grab a copy of his book, go to:
Website - https://salesmanagernow.com/
LinkedIn - https://www.linkedin.com/in/renez/
In working with sales leaders and their teams for many years now, I’m staggered at the number of individuals, whether it be sales people, or in some cases, sales leaders, who search for the easy road - the shortcut. Many of them expect instant results and will often only apply ‘token efforts’ to achieve results. And when the ideal results are not forthcoming, they will look to external forces to justify the outcome.
No matter what industry you look at, or what role within that industry, both ‘success’ and ‘failure’ leaves clues. And it is the astute individual who will be a student, who will observe and ask curious based questions, who will search for and analyse those clues, and who will tap into the one force which separates exceptional performers from everyone else - excellence.
As a leader, are you playing to your strengths? Can you identify your strengths? If we asked your team to identify your strengths, how would they go? Just finished facilitating a workshop with a great group of leaders, where we explored strengths and how important it is for us as leaders to identify our signature strengths, and then operate according to them. When we do this, the team becomes more functional, genuine results start to flow, and we become happier, and more fulfilled.
You may be thinking what a weird title for a podcast? 🙃
And you may be correct, however, in sales, so many sales leaders and their teams are trying their very hardest to boil the ocean.
Putting pressure on themselves to land the big strategic deal.The iconic new logo.The multi million deal.The deal that will change the entire trajectory of their business.
And often, salespeople look for opportunities to be involved in these big deals, to be part of the team that wins that major new logo. All the while, there are opportunities left right and centre that are not only going unnoticed, they are not being converted. Why? Because too many are trying to boil the ocean.
Big deals will always be there, and whilst they are exciting to be part of, sometimes we need to focus on boiling the kettle first.
As leaders, we can often place ourselves under immense pressure to get things right, and when that doesn't happen, we can react in highly emotional ways, sometimes losing it! I used to be the poster child for this strategy, reacting to situations in a highly emotional and highly dysfunctional manner, until I realised, thanks to some great mentors, that this approach was not helpful. We must realise that stuff is going to happen, and often this stuff will be beyond our control. We must learn to put things into perspective and begin to focus on the things we do have control over.
Often when we hear the words 'sales' & 'love', there can be a mix of emotions and a great variety of reactions. Why? Because when you ask the vast majority of people what their perception is about sales, the word 'love' very rarely, if ever, comes up. However, when we analyse some of the world's most successful influencers and salespeople, 'love' is very much front and centre in everything they do. On today's episode, I enjoyed an amazing conversation with Jason Marc Campbell, a fellow podcaster, and author of the book " Selling With Love - Earn With Integrity & Expand Your Impact". We explore some of the misconceptions of sales, why sales is such a phenomenal career, and explore the 5 step formula to selling with love.
Jason is also offering access to his 5 day challenge, which normally requires a $500 investment, for free, when you mention the podcast when connecting with him on LinkedIn. To connect with Jason, go to https://www.linkedin.com/in/jasonmarccampbell/
In today's episode, I had the privilege of speaking with John Foong, a phenomenal sales leader, who is making a big impact. John has worked for some of the world's biggest organisations, including McKinsey, Google, Uber, and now is the Chief Revenue Officer at Domain Group, Australia's leading property marketplace. John considers himself an accidental sales leader, but has also discovered that his unconventional pathway to sales leadership has also become one of his key differentiators. We discuss how sales leadership is a prelude to corporate leadership, how sales touches every part of a business, the critical importance of building trusted advisor status, as well as 4 keys to building a robust & high performing sales environment. I trust you enjoy listening to the conversation as much as I enjoyed having the conversation.
To connect with John, please go to https://www.linkedin.com/in/johnfoong/
One of the greatest joys I have in what I do is facilitation - working with teams and helping them to think through challenges and problems to arrive at an outcome which will propel them forward. In playing the role of the facilitator, there are a number of skills and attributes to consider, as well as what role that ideally needs to be played. For many, this is not easy, however, if we are able to master these, and become the peaceful warrior, amazing things can happen.
One of the greatest things about sales and sales leadership is that there is no specific required background that guarantees success.
I’ve seen very technical people become great sales people.
I’ve seen very non technical people become great sales people.
Extroverted, introverted, young, old, male, female. It doesn’t matter - I’ve seen people from all walks of life, with all kinds of different backgrounds, become successful in sales, and many have gone on to be successful sales leaders.
However there is one common element amongst all of them that can often strike, sometimes at the height of their ‘success’, and often when they least expect it - Imposter Syndrome.
Remember - you are an original, you are not an imposter
I love sales and I often say it is the ultimate form of service. Being able to identify a problem that someone has, or an organisation has, and then provide a solution to that problem, is extremely rewarding. I also believe that every single person on the planet is in sales, irrespective of whether you are selling a product, a service, a concept or an idea. The challenge though for the vast majority of people, is dealing with the inevitable rejection that comes as part of the 'sales' game. As such, many do not ask the question. We must understand this - no one is interested unless you ask.
I had no intention of continuing a football theme today, however, events of the last 24 hours have changed that. On the back of Geelong winning the 2022 AFL Premiership, their longest serving Captain, Joel Selwood, announced his retirement. What a phenomenal leader & what a phenomenal career. And what an incredible example of a servant leader. I chat about what made Joel such an exceptional servant leader and how we can learn from it.
It has been a few days since the 2022 AFL Grand Final and I have been reflecting on the game and some of the lessons to come out of it. What promised to be an epic Grand Final turned out to be a fizzer, unless of course, you are a Geelong supporter. They were ruthless and uncompromising and their victory was emphatic. As comprehensive as the victory was, what impressed me even more was the humility shown by the players and coaches, as well as the humility and class shown by the Sydney Swans in defeat. That is what I discuss in today's episode.
If you asked most people what their greatest fear is, odds on many of them would select presenting or public speaking - in fact, there are people out there who say they would rather die than speak in front of a group. This is sad, because presenting, pitching and public speaking can be so rewarding and exhilarating. Yesterday I had the privilege of working with a group of people on their presentation skills and through the process, each of them discovered that confidence can be found in unexpected places.
When it comes to the sales profession, it is quite unusual for someone to utilise the word sales and ethics in the same sentence. Despite sales being one of the oldest & most lucrative professions on the planet, if we conducted a straw poll on how people thought of sales and salespeople, it would not be uncommon for the majority of people to have a negative connotation towards sales, which sometimes is based on personal experience, but more often, based on heresy and opinion. We need to change this. In today's episode, I had the privilege of speaking with Alex Schlinsky, Founder of Prospecting On Demand and known as The Iron Man of Marketing. Alex's story is fascinating, and he is on a mission to put ethics back into selling. So much gold shared on today's episode - hope you enjoy it.
To connect with Alex, go to:
Website - https://prospectingondemand.com/
LinkedIn - https://www.linkedin.com/in/alexschlinsky/
On September 24, the 2022 AFL Grand Final is being played between Geelong and Sydney, 2 teams which are primed at the right end of the season. It promises to be a cracking game, and it is no accident that the 2 best teams of 2022 have made it through to the final game of the year. Huge credit must go to the respective coaches for preparing their players and for implementing a game plan that works. There is much that we as Sales Leaders can learn, and that is what I cover in today's episode.
Human beings are very complex creatures and can also be quite unpredictable. Some humans even seek to be even more complex and attempt to use big words and complex sentences to 'impress others'. One of the great habits of highly effective communicators is their ability to turn the complex into simple to understand language and concepts. As a leader, are you aware of your language? The language to self, and the language to others?
Today marks a very proud milestone - the 500th episode of The Exceptional Sales Leader Podcast. It seems a long way from episode #1 in April 2020, and if I was brutally honest, I had no ambitions of getting much further than 100 episodes. In fact, I thought that if I could convert around 85 articles I had written into podcasts I would be doing extremely well. And yet, here we are at episode 500. This is a story of belief, patience and persistence, and today, I am feeling overwhelmingly grateful to have the podcast downloaded in over 70 countries.
If there is one thing that has come out of the last 24 months, it is that the world feels a lot smaller. The sheer volume of news and information being front of mind globally has been almost unlike any other time in history. And with this has come a much sharper focus on leadership.
To say that there is a huge void in quality leadership around the world right now would be a massive understatement. For young people with ambitions of leading others in the future, unfortunately they do not have great examples of leaders to emulate. The role models do not model great leadership behaviours. Even more concerning, there is a fear that these young people observe the current leaders and believe that is leadership. It’s not.
We need to change the narrative. We need leaders to step up and provide a different and better example of what real leadership is.
And it starts with me and it starts with you.
In sales, as in life, a part of being successful is learning to deal with tough situations and difficult customers - it is unavoidable. There are numerous reasons as to why customers may be difficult and if we can understand what they are actually looking for, and what may drive them to be difficult, it can make it a little easier to manage. In today's episode, I cover 2 key strategies to better manage tough customers, so that we can deliver win-win outcomes.
Being a student of human behaviour, I'm continually fascinated in how people respond and behave in various situations and where they focus their attention. Many people, including leaders, almost go through the day (and life!) in a state of unconsciousness, doing the same thing over and over again, and never questioning what they are doing. It is conditioning. As a leader, we must be more conscious of what we are focused on, because it will determine what our team is focused on.
In 2022, more than ever, there is a relentless focus from business leaders on delivering exceptional results, and as a consequence, many sales leaders and their teams can become quite overwhelmed with all of the expectations, the kpi's, the priorities, the pressure. Having to effectively deal with multiple stakeholders with multiple agendas can be very challenging, and without a specific approach to this, things can very quickly spiral out of control. In today's episode, I cover 5 tips that can help a sales leader supercharge their own productivity, as well as their team's.
Leaders the world over continue to search for the difference that can make all the difference to their team’s performance. Developing a new strategy, implementing innovative tactics, driving disruption. Anything that they believe will move the dial and drive results. Their teams certainly possess talent, and they definitely develop strategies to unleash that talent. However, when analysing these high performing teams and high performing individuals across any industry, and whether in sport or business, there is a simple approach that is employed that makes all the difference. The power of 1 more. Such a simple yet powerful strategy. That's what I discuss in today's episode.
In this episode, just wanted to share some thoughts on perspective - I, like many, woke up to the news that Queen Elizabeth II passed away at the age of 96. As leaders, and as humans, we can often get caught up in the drama and issues of day to day business, and unfortunately lose some perspective. The challenge from today's episode is to reflect on the week, what has worked well and not so well, consider the obstacles and the problems, and put them into perspective, because often when we do this, the challenges and problems are not as big as we thought.
It may sound like a cliché, but culture will eat strategy for breakfast every single day. There is no magic strategy which on its own will deliver exceptional results, despite where many leaders focus their time. These leaders become obsessed with sales strategy, company strategy, and invest the majority of their attention on driving the numbers and the metrics, without becoming equally obsessed with the culture of the team and of the organisation. They may well have the best strategy ever invented, but it will be doomed to deliver the exceptional outcomes they are hoping for if they do not become obsessed with developing an exceptional culture. Culture becomes a multiplier of strategy.
Mindset is incredibly important in sales and especially as a sales leader. We know that challenges are inevitable, and we will have to deal with rejection, objections and sometimes failure. When this happens, our mindset can be the difference between being able to effectively handle the situation and use it as a platform to get better, or be an anchor that holds us back. In today's episode, I talk about this in detail as well as share a little formula that will help us be more proactive and have greater control over our outcomes. It is fascinating.
Even though sales is a numbers game, many senior leaders within organisations will heap the pressure onto the sales leaders and their teams to perform extraordinary deeds to drive results. These leaders are often also the ones who cannot accept failure and constantly look for someone to blame when deals go sour. 'Failure' is inevitable in sales and is actually an essential ingredient to being successful. As a sales leader, it is therefore critically important as to how we approach failure. That's the topic I discuss in today's episode.
As a sales leader, are you satisfied with the level of effort and output from your team? Are they making every post a winner, or are there some areas for improvement?vAre they committed to making progress & delivering tangible value to their customers?
One thing that many sales leaders either don’t understand or don’t accept, is that the sales team is a direct reflection of them. And this applies to every aspect - whether it be planning, tactics, strategy, behaviour or attitude.
So as sales leaders, a simple question that we must ask ourselves constantly is - ‘Am I being the Model of Excellence that I want to see in my team?’
I often share with leaders that leadership is not easy and it is not for everyone. And it is certainly not a popularity contest, and yet many leaders attempt to be popular with their team. We all have an innate need to be liked and to belong to something and this can sometimes hamper our ability to effectively lead, because the pull of the tribe can be overwhelming. With leadership comes great responsibility and when I'm working with leaders 1:1, I make sure we hone in on a number of key areas that will enable the leader to develop strong leadership credentials, and not focus on building popularity. This is what I cover in today's episode.
When it comes to hiring sales people, many organisations take a very logical and measured approach to identifying ideal candidates - does the sales person have a track record of high performance, have they constantly met or exceeded targets, have they remained with previous organisations for a consistent period of time, or have they swapped roles on a regular basis? Do they possess a demonstrated level of technical knowledge & expertise that will allow them to integrate quickly into the organisation? All tangible and relevant areas of focus. When organisations are specifically looking for high performing 'hunter' salespeople, there are specific non teachable characteristics which can be identified, that will significantly improve the probability of the sales person being a successful hire. In today's episode, I am very fortunate to have a conversation with Dr.Christopher Croner, Principal of SalesDrive LLC and creator of The DriveTest® to unpack the 3 essential non teachable traits that successful salespeople possess.
To request access to a complimentary DriveTest® assessment, please go to https://salesdrive.info/
To connect with Chris on LinkedIn, please go to https://www.linkedin.com/in/christophercroner/
In sales, as in every walk of life, success leaves clues, as does failure! Many sales leaders are often looking for the secret sauce to propel them to super success, thinking it is some sort of special potion - it very rarely is. Sustainable success is built off strong fundamentals and whilst these fundamentals are not rocket science, if consistency is built around the habits, amazing things can happen. In today's episode, I suggest 10 habits that can help sales leaders become exceptional.
How connected are you? An interesting question to ask as a sales leader, especially in terms of the connection you have with your sales team as well as key customers and partners. Unfortunately many sales leaders begin to lose connection when they are promoted to the role, as their focus is often on the internal mechanisms of the business, and the expectations placed upon them by senior executives. In this episode I discuss the importance of being connected, especially as it will help create an environment of high performance.
As a sales leader, how predictable are the sales opportunities flowing through your team?
Are they highly qualified?Are you laser focused on specific customers and specific opportunities, or throwing mud against the wall hoping it sticks?Are you converting a high percentage of the opportunities?Are the closed opportunities highly profitable?
In working with sales leaders, what I find fascinating is how unplanned and unprepared the vast majority are when it comes to sales opportunities. Instead of focusing on a specific problem and developing a strategic solution to that problem, they are heavily influenced by their product or service, and seek to retrofit the product into every opportunity. There is a better way.
In working with sales leaders and their teams, what is intriguing is that many of them do not have a consistent methodology when it comes to sales, and in some cases, no methodology. This often results in them not being able to identify, qualify and then convert significant business opportunities, which has a direct impact on their sales numbers, not to mention the bottom line profitability of their business. There is a better way. As a mentor with Sales Director Central, we work with sales leaders to help them implement a consistent and proven framework that not only significantly increases the competence of the sales team throughout the sales process, if also significantly increases conversions and bottom line revenue. In today's episode, I provide a high level overview of that framework.
Who are you? On the surface, it may seem like a really obvious and somewhat simple question, and as a leader we can often fall into the trap of responding with our title, where we work etc. Just look at the vast majority of LinkedIn profiles which show the role title in the headline of the profile. As a leader, I want to challenge you to go deeper and really reflect on this question, who are you? That's what I explore in today's episode.
As a sales leader overseeing a high performing team - hopefully, an exceptional team, we must continue to develop them. Provide training, mentoring and coaching. Unfortunately though, many sales leaders don't make this a priority, and instead prioritise measuring performance, and focusing on the numbers. The result is often a plateau in performance. One of the key reasons for this is that the sales leader is not investing in themselves, and not seeking mentoring, coaching and development from others. The question for today's episode is this - Who's coaching you? This is a critical question.
Last week I posted about the importance of development and as a leader, becoming a development champion. Over the last few days, I have had the opportunity to reflect on the importance of this development as we celebrated the 2022 season with our female football presentations.
What has become very clear is that whilst the success achieved by 2 of our female teams this season has been underpinned by the development of each of the girls, there is another key ingredient - character. And this equally applies to building high performing teams in business.
More and more companies today are tapping into the power of Influencer Marketing to spread the gospel of their products and services, leveraging off the credibility of celebrities, business people, sports people and the like. It is a very effective way to build market credibility and scale, especially in the consumer space. What is less common, yet is just as effective, is B2B Influence Marketing, where organisations can tap into the credibility of industry influencers and leverage this credibility to add value and drive sales. In today's episode I had a fascinating conversation with Yash Chavan, founder of Saral-Influencer Relationship Management, on supercharging sales through influence marketing.
As leaders, at some point we will need to conduct a challenging or difficult conversation, even though we may want to avoid it, or we do not feel like having it. A core responsibility of a leader is to lean into that conversation, whether it be with a direct report, a peer, a manager, customer, external stakeholder, or even senior executive. Whilst we may never learn to enjoy it, we can develop competence and confidence by following some key principles and a simple framework.
As a sales leader, how important is critical thinking to your team's success? It is an obvious question and yet many sales leaders do not create the discipline or even know how to become a critical thinker. In today's episode I uncover some of the key characteristics of a critical thinker, share the 5 different thinking styles we can adopt to help us think more critically, as well as share a simple yet effective process for critical thinking.
If you have been following me for a while, you know that I am an avid fan of John Maxwell and his work. I especially love his core philosophy of 'adding value to leaders who multiply value to others' - this is all about servant leadership and underpins how I work with leaders. One of the key responsibilities that we have as leaders is identifying and then developing other leaders, and in today's episode, I unpack the 3 E's of developing Sales Leaders.
Yesterday was an incredible day. I had the privilege of watching 2 of our local female football teams play off in the Grand Final. Despite the nerves, despite the ferocious competition and despite the somewhat inclement weather, both teams came through to secure a Premiership victory. It was a perfect way to end the season and a tremendous reward for the hard work and dedication the girls have shown throughout the year.
They have met every challenge thrown at them, have constantly challenged themselves and each other to drive excellent standards, and have above all, had fun, playing the game they love. I also cannot emphasise enough the enormous investment made by the coaches and key support staff to create an environment which allows the girls to shine. And this is the key.
I absolutely love leadership development, whether it be working with groups or 1:1. This week, I wrapped up a leadership development program with a wonderful organisation after working with their teams over the last 4 months. Over the program, we covered numerous leadership topics, challenged the leaders' thinking, conducted group coaching and individual coaching sessions, and observed significant progress, change and transformation in a number of leaders. In today's episode, I reflect on this and the privilege of working with great leaders as part of their journey.
To be successful in sales, we must learn to develop a high level of expertise in pitching for business - in other words, presenting a message. We often say that leadership is influence and influence is leadership, and this is especially true in sales - we must be able to influence a customer to take a course of action that will either benefit them or will tangibly solve a problem. Unfortunately, many sales leaders and their teams dive head first into a pitch or a presentation without the necessary preparation, and often wonder why the customer is not buying. If only they invested more time up front planning their pitch or presentation. It we are to pitch to win, we must develop a high level of competency around planning the pitch. This is the core topic of today's episode.
In 2022, there is information coming at us at a rate faster than in any other time in history. Whether it be the print media, visual media and especially social media, companies and individuals are screaming ‘look at me’ to advertise their products and services.
It is difficult to look at any social media platform today without being bombarded by ‘Influencers’ spruiking something and it is equally challenging not to be sucked in to the comparison game. Photographs of ‘successful’ people standing next to their luxury car, or standing in front of their massive house, private jet, motor home or yacht. Sometimes we can look at these people and what they ‘have’ and begin to feel a little envious. (Question- do they really ‘have’ what they show?)
We can also often fall into the comparison game within our own industry or our own company, especially when our organisation promotes internal competition through sales incentives and the classic ‘sales scoreboard’. This only promotes comparison behaviours. Is this healthy and does this promote exceptional performance?
Belief is a very powerful phenomenon and is very often incredibly difficult to change. All of us have beliefs that have been formed through our formative years, via our upbringing, where we lived, who we surrounded ourself with, even what school we went to. The beliefs become rock solid and heavily impact everything we do, and they can either be resourceful beliefs or unresourceful beliefs. Interestingly though, the beliefs are not necessarily true, but appear so. As sales leaders, we must be incredibly conscious of our own beliefs, not only about ourselves, but also about our people, and ask whether the beliefs we have are helping or are they hindering.
Leadership is not easy and is not for everyone. It comes with great responsibility, and a fundamental responsibility is to create and maintain a high performance culture and a culture that people want to be part of. In driving this culture, sometimes we have to have some difficult conversations, which leaders often do not feel like having. We must have them anyway.
In the sales game, the vast majority measure success by the numbers. Either you hit the sales target or you don’t and sales leaders can be very laser focused on the scoreboard and lead according to what the numbers are saying. But this does not always tell the full story.
It has often been said that sales is a numbers game and interestingly, sales leaders who focus entirely on the numbers tend to lead teams which achieve outcomes within plus or minus 10% of the sales target. Each conversation and each review is based on the year to date or month to date position against the target.
Exceptional sales leaders are fully aware of what success looks like and what the target is. They also have the ability to remove themselves from the outcome and instead focus their attention on fundamental behaviours and progress against these.
Are you ruthless and uncompromising when it comes to your standards of excellence? Are you focused on the key principles and disciplines that will create an environment of sustained success? If not, why not?
As leaders we must be ruthless around the standards and expectations that are set as well as relentlessly measuring performance against these.
When it comes to strategic selling, especially in the enterprise space, the expectations placed on the sales person to drive tangible value and differentiation have never been higher. The sellers who are able to think differently about their customer, challenge their own organisation to think differently, and begin to focus their attention on the customer's customer and what problems need to be solved, are the ones who will eventually win, and be known as true trusted advisors. In today's episode, I enjoyed a fantastic conversation with Douglas Cole, the author of the brand new book 'The Sales MBA - How To Influence Corporate Buyers' around the 3 core pillars that exceptional sales leaders and their teams excel at in today's market. I hope you enjoy listening to the conversation as much as I enjoyed having it.
To connect with Douglas, go to:
LinkedIn - https://www.linkedin.com/in/sholtodouglas/
Website - https://www.thesalesmba.ca/
To purchase Douglas' book, click here.
In professional golf, there is a well known saying - ‘Drive for show, putt for dough’.
The professional golfer who achieves sustained success is the one who is able to convert the opportunities when they count, especially when the pressure is on.
And whilst a pro golfer has a high level of skill set across their entire game, the elite performers are exceptional in the art of golf within 100 metres of the hole. They double down on their zone of genius.
So it is in sales and sales leadership. Whilst there are many facets of sales that can create results, the sales people and sales leaders who identify their zone of genius and then double down on it, are the ones who separate themselves from the pack.
Whilst the vast majority understand the importance of clarity in communication, I'm still amazed at how many people cause confusion through the inability to create that clarity. In sales, we understand that a confused mind will very rarely buy, and yet, we do not spend near enough time asking ourselves whether we are being crystal clear, nor asking others the same question.
I often ask leaders why they are in a leadership position. The answer to that question will very often indicate their frame of reference and how successful they will be. Many jump into a leadership role for the prestige, the perceived power, the status, and even the symbolism that they believe the role represents, and whilst these leaders may start out by adding some value to the team, very quickly they become divisive and subtract from the team. Leaders who have a servant's heart, who seek to create an environment for their team to first survive, and then thrive, will very quickly transition from adding value to multiplying value. And the results become exceptional.
It is amazing how events happen and situations present themselves to test attitude. And I have certainly been tested over the last 24 hours. What I have had to remind myself though is that nothing that happens has any meaning until I allocate meaning to it, and so it has helped to reframe some stuff that has taken place. I also reflected on the great words of Zig Ziglar - "it is your attitude and not your aptitude, that will ultimately determine your altitude". So true.
Many people set themselves ambitious goals to become a leader at some stage in their career, however, don't necessarily think deeply about the characteristics they will need to form & embrace in order to become an effective & successful leader. They are drawn to the allure of the leadership role & the expected profile, status & prestige that they believe comes as part of the deal.
For many, when they step into the leadership role, they quickly find the role not to be what they expected, & a key reason for this, is they have not undertaken enough preparation or given the leadership role rigorous thought. Hence, they often second guess themselves, & turn their back on the role.
Leaders who become exceptional operate differently. They do not become exceptional the moment they step into the role. They work on it, & they are intentional. They develop certain characteristics over time and continue to work on these daily. In this episode, I discuss these characteristics.
I love working with sales teams exploring sales techniques and best practice. And when it comes to sales effectiveness, learning to deal with sales objections are close to the top of the list. What's interesting though is the number of sales people who are taught that sales objections need to be overcome, and to close the sale at the earliest possible opportunity. Hence many sales people see objections as challenges, or as even as rejection, and become quite defensive. In this episode I explore how objections are actually opportunities.
I have observed a number of teams in recent weeks in relation to their performance and their culture, and irrespective of the industry they are in, there is a common theme that is weaved amongst the teams which are not performing to their ultimate potential. This theme is the team & its members are more focused on what is in it for themselves, rather than focusing on what contribution they can make to the team. As a result, culture begin to fracture, engagement begins to wane and performance ultimate drops. And often this is reflective of the behaviour and focus of the leader. In this episode, I explore the concept that great leaders are givers. They are not takers.
In many organisations, high performing sales people are often gifted with sales leadership responsibility based on their level of performance and level of potential - they sit in the ‘top right’ quadrant.
It is often the next logical step in their sales journey. The challenge though is many high performing sales people are not prepared for the opportunity when it presents itself, and as such, feel thrusted into a leadership role without the transition blueprint or game plan. Many of them had not consciously considered a sales leadership role, and often find themselves floundering, especially in the first 90 days.
It is why many sales leaders end up deciding that sales leadership is not for them, and instead, they return to an individual contributor role. The real reason though, is they have not yet developed their ‘Why’.
One of the key responsibilities of a sales leader is to encourage their team to get back on track when performance starts to dip. Unfortunately many sales leaders simply look to the surface level fixes such as making more calls, attending more meetings or growing the opportunity pipeline even further. This rarely works. There can be a whole host of reasons as to why a sales person's performance wanes, and it is the responsibility of the sales leader to identify the core reasons, and seek to assist the sales person to get back on track as soon as possible. This is what I explore in today's episode.
One of the key differentiators in modern day selling is authenticity. We know that people buy from people they know, they like and they trust. We also know that the product or service is not what the customer is looking for - they are looking for a solution to a problem. Whether you are in enterprise sales, SME sales or in fact in the start up phase of a business, authenticity is a critical key to your selling success. And in today's episode, I enjoyed a fabulous conversation with Brendan McAdams on this very topic, amongst others as well. Hope you enjoy listening to the episode. To connect with Brendan, go to:
Email - brendan@brendanmcadams.com
Website - https://www.kiinetics.com/
LinkedIn - https://www.linkedin.com/in/brendanmcadams/
Podcast - https://podcasts.apple.com/au/podcast/lets-chat-sales/id1615392593
To purchase a copy of Brendan's book 'Sales Craft', click here
I absolutely love the leadership philosophies of John Wooden - the most successful college basketball coach in history. Not only did he create and maintain a super successful and engaged team culture, he also became a mentor and coach to many highly successful sporting coaches and business people over his lifetime. In today's episode, I reflect on John's 5 keys to exceptional team performance. So simple when you see it on paper, and yet so powerful when it is implemented.
Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. A lack of confidence -
To identify tangible opportunities.To reach out to Senior Executives within their portfolio.To make new connections in a target Account.To challenge the status quo and think outside the square.To take action outside of their comfort zone.To ask the difficult questions of their customers, their Sales Leader and the organisation.
A great sales leader will not allow this to happen. They know that the only way to develop confidence is to take affirmative action.
It is fascinating the number of sales leaders who find it very difficult to delegate. Many of them feel they can get things done quicker if they do it themselves, or it will be done more effectively, and in many cases they do not have a high level of trust and confidence in their team to get things done to the level of satisfaction required. Great sales leaders understand that a key to becoming exceptional is to develop independence in the team, and one of the best ways to do that is through delegation.
Sales is a fascinating study in human behaviour and psychology and can often be 100% predictable. So many sales leaders and their teams get caught up in how good they think their products and services are, that they literally get drunk on their company Kool Aid, and yet wonder why their sales results are not where they could be or should be. Exceptional Sales Leaders do not - they understand that it is not about the products and services, it is about the problems that need to be solved. They also understand that at the end of the day the customer is not interested in their product or service.
When it comes to negotiating, many sales teams and their leaders are hell bent on jumping into the detail up front, often based on either inferred pressure or direct pressure to get the deal done. When this happens, often the deal that gets done is not as good as it could have been, and sometimes the result is no deal at all. Having worked with sales teams for many years, negotiations need not be onerous. There is a simple process to follow and some key principles to be aware of. That's what I explore in today's episode.
If you have been in sales for any length of time, you would have come across the slick sales person and sales leader - constantly operating with a sense of urgency and focusing on closing, closing, closing. Whilst they are hungry to get the deals done, they also have more of a short term focus, almost instant gratification. If the deal can’t be closed today, it won’t be closed at all - move onto the next deal. And how does this make the potential customer feel? Potentially like a pawn in the salesperson’s game, and unlikely to seek to engage in the future.
We see this everywhere in society today - buy now, pay later, don’t wait, get it now, whatever it takes. And we certainly see it in organisations where the senior leaders drive unrelenting focus on short term results, whether that be month to month or quarter to quarter. Why? In many cases, it is because their short term bonuses are linked to the short term results. Hence this drives behaviour.
There is a different way and there is a better way.
When it comes to leadership there are many theories and many perspectives. A lot of people like focusing their attention on leadership strategies, emotional intelligence, building trust, coaching and mentoring, to name a few. Unfortunately not enough leaders focus their attention on identifying and then demonstrating core characteristics of leadership, and yet wonder why they are not achieving the desired results. When we are crystal clear on the characteristics of a leader, it becomes a filter through which we do everything.
Many sales leaders, when they transition from individual contributor to sales leader, continue the same behaviours they demonstrated as a sales person. They love the hunt and get excited by the prospect of winning the deal.
Very often this can lead to disengagement & de-positioning of the sales team.
When it comes to leading your team, do you find yourself solving the team’s problems, believing that through solving the problem, you are serving them?
I certainly believed that, until I discovered that solving the team’s problems for them was actually creating an environment of co-dependency. As a result, I was not serving them at all. The key is to develop independent thinking within the team.
Great sales leaders recognise there is a better way - servant leadership. Serving their team so that the team has the opportunity to be sustainably successful. Are you a servant leader?
One of the biggest principles of leadership is trust - without it, it is impossible to lead and achieve exceptional results. In today's episode I delve into an element of trust, reliability, and share some insights on personal branding and trust when reliability is not up to the mark. It is from personal experience, and goes along way to answering the question in the title of the episode!
Over the last week, we have seen a number of high profile sportspeople getting themselves into the spotlight, many of them for the wrong reasons. With a high profile comes big responsibility and unfortunately a few of them will look back on the last week with a level of regret.
Many people look to these sportspeople to role model great behaviours all the time and when they don’t, the ‘knives’ come out as does the criticism. Despite their young age, the expectations are huge, and through their actions, reputations can be severely impacted. Unfortunately some choose to either deflect attention, or attempt to justify their actions, and in the process, fail to take responsibility.
The positive aspect of the last week has been the way the vast majority of these sportspeople have stepped up and taken full responsibility. Not making excuses, not trying to justify and not trying to blame others.
A key question that sales leaders and their teams often overlook to ask is 'What makes their customers attractive?'. On the surface this may sound like an obvious question & I often hear sales leaders saying things like 'we have a great relationship' or 'this customer is always happy to attend events'. We need to go deeper. We need to plan upfront and really consider what characteristics of a customer would we consider to be attractive and then measure them. That's what I cover in today's episode.
Last week I spoke about the importance of understanding key stakeholders within your customer's organisation, as part of your Account Plan, so that we can identify the formal hierarchy, as well as the informal decision & influencing hierarchy. Today, I cover the importance of gaining a deeper understanding of your customer's business by looking at your customer through 4 different lenses. If you would like a copy of the template I refer to in the episode, please send me an email at darren@darrenmitchell.com.au
Coaching for many sales leaders is a real challenge - predominantly because either they do not know how to effectively coach, or do not have access to a simple structure to follow. For sales leaders who are dedicated to driving exceptional performance with their team, coaching is non-negotiable and a priority. And utilising a simple yet powerful coaching model only enhances their ability to unleash the potential of their sales team.
In looking at what drives outstanding sales performance, irrespective of industry, it is very easy to look at the surface level metrics, such as conversion rates, sales numbers, even the quality and experience of the sales executives. Whilst these metrics may be legitimate indicators of performance, we can often ignore key triggers that enable sales leaders to unleash the potential of their sales teams.
In looking at the exceptional sales leaders, who oversee teams that drive outstanding and sustainable results, there is one discipline that they prioritise-which is a non negotiable. And whilst ‘every’ sales leader can specialise in this area, the vast majority of sales leaders will focus on this for a short time, and when the results start to roll in, they start to roll back on their focus. Not exceptional sales leaders. They make this discipline a key part of their daily agenda.
In working with sales leaders and their teams, I'm amazed at how many leave their sales success to chance. Whilst some find themselves catching lightning in a bottle, where they come across a customer just at the right moment, and in the right step in the buying process, the vast majority do not. In selling, especially strategic selling, it is crucial that we plan, and not just a selling strategy, but develop an Account Plan. This is macro planning, and an investment of time and effort up front, can bring unbelievable rewards at the pointy end of the sales process. In this episode, I cover one aspect of Account Planning that is a must for all sales teams.
If there is one certainty in leadership it is that change is inevitable and will only continue to accelerate, and as leaders, it's critical that we understand change and continue to adapt to it. A key element of this is understanding and becoming intentional around our leadership shadow, essentially the impressions we are creating every single day. Is our shadow a shallow one, or are we casting a long shadow based on our actions, our role modelling and our consistency. That is the topic for today's episode.
When the results are flowing, and it feels like everything we touch is turning to gold, sales and sales leadership is super exciting. It can often create a feeling that the results will simply continue, and that we are unstoppable.
This can create a false sense of security. And this can lead to a drop off in discretionary effort - it only takes a few percentage points in reduced application to start to impact the results.
Exceptional sales leaders are fully aware of the dangers of complacency. They are also fully conscious of the Law of Polarity, and so never ever take their results for granted. They know that if they do not ‘maintain the rage’, the results can very quickly change.
As a leader, you have many levers to pull and buttons to push in order to drive sustainable and exceptional performance. A key element of this is building leadership awareness, being conscious of your own strengths and blind spots, as well as being conscious of the teams key characteristics, strengths and blind spots, so that you can utilise these for best advantage to drive the team forward. In this episode I explore the 3 core areas around leadership awareness, and explain that when we can tap into them fully, the results are almost limitless.
Not sure about you, but I often found myself and my team being the 'catch all' in business, being asked to undertake activities that were not directly linked to driving positive customer revenue, but because we 'owned' the customer relationship, the business thought it appropriate to load up the responsibility. This can be not only frustrating, it can also lead to business inefficiency, not to mention, having a detrimental impact on revenue generation. As sales leaders who are expected to continue to deliver significant year on year growth, we have to get more ruthless when it comes to the activities we get involved in. If it is not revenue generating, then why are we doing it?
One of the key principles to understand as a leader is this - your team is and always will be a reflection of you. It is therefore so important to become the role model that your team requires and demonstrate the behaviours that you would like to see play out in your team. Which begs the question - Are you a glass half full leader, or a glass half empty leader? The answer to that question can have a huge bearing on the culture that is created in your team, as well as on the results that the team generates.
Sales Leaders and their teams the world over are constantly searching for the secret elixir that will differentiate themselves, their products and services, from the competition. Many of them look at the product and service space and try to create tangible differentiation in terms of features and benefits. Others perhaps focus on post sales implementation and relationships to separate themselves. However there appears to be an untapped resource readily available right now that has the potential to be a game changer, and yet many are not embracing it. It is the power of video. Recording short, specific and directed videos for your key business prospects and customers is delivering incredible results for those embracing the technology, and in today's episode, I had the privilege of speaking with Tyler Lessard about the power of video in sales and marketing. Tyler is the VP Marketing and Chief Video Strategist at Vidyard and is leading the way in providing a platform that makes it easier for sales people and sales leaders to reach their targeted customers through video. If you do not have video as part of your sales & marketing strategy, I guarantee that it will become a key part of your strategy after listening to this conversation.
To connect with Tyler on LinkedIn, please click here.
If you analyse every successful person, whether they be in sport, business, and especially sales, every single one of them has at least one mentor. They recognise that in order to achieve great things, they cannot do it alone, so they consciously choose to sit on the shoulders of giants. Navid Momeni is a perfect example of this. Having been identified as a 'great salesman' at the age of 9, Navid has made it a non-negotiable in his career to surround himself with mentors who can teach him, who can guide him, and who can challenge him. And as a result, he has achieved extraordinary results in his sales career, and is now dedicated to paying it forward and mentoring sales people, sales leaders and business start ups. A fascinating conversation in today's episode, which I thoroughly enjoyed - I trust you do as well.
To connect with Navid, go to:
LinkedIn - https://www.linkedin.com/in/salescoachnavidmomeni/
Website - https://www.salesguruglobal.com/
To purchase a copy of his best selling book, "How To Become A Sales Master", click here.
I absolutely love community sport and I have the privilege of overseeing the female AFL football program for 2 clubs here in Gisborne- our Junior & Senior club.
We are 2 weeks into the season and already the girls are finding the competition significantly harder compared to last season. The reason being is that, as a club, we decided to move into a different league, where the standard is much higher and the competition a lot tougher.
And the lessons are coming thick and fast. The girls are realising that in order to improve, to fast track their development and to challenge themselves, they must surround themselves with players who are better than them. It is great to watch as our girls are rising to the occasion and adapting really well.
So it is in sales and sales leadership. We must surround ourselves with great people, who will challenge us, and force us to improve and take our performance to an entirely new level.
Just about every sales person and sales leader on the planet is looking for tactics and strategies to fast track their sales results. How can they get access to the key decision maker quicker, be able to add value to the buyer, and in the process, shorten the sales or buying cycle. In today's episode, I enjoyed a terrific conversation with Chris Beall, CEO at ConnectAndSell. Chris has an extensive business and sales background, working predominantly in the start up space, and today oversees a business which empowers sales leaders and their teams to supercharge their sales results through the targeted and effective use of technology. I hope you enjoy the conversation.
To connect with Chris, go to:
LinkedIn - https://www.linkedin.com/in/chris-beall-7859a4/
Website - https://connectandsell.com/
Podcast - Market Dominance Guys
It’s often been said that the higher you rise in terms of success, the less competitive it is.
Why is that?
Many people, teams & companies throw in the towel too early. When the going gets tough, they stop and look for other opportunities hoping for better results.
What separates exceptional teams and exceptional leaders is the acknowledgment that achievement takes consistent and persistent effort, as well as the knowledge that the last mile is always less crowded.
So what do they do?
They focus on the one percenters & they are relentless
One of the great privileges of being a Podcaster is the opportunity to have conversations with some phenomenal people. Today's conversation is another beauty. Jamie Shanks is the CEO of Pipeline Signals and Sales For Life, and the inventor of Social Selling. From beginning his sales career as a commission only sales person, Jamie has built a very successful sales career and his organisation Sales for Life has trained over 250,000 sales and marketing professionals around the world, on how to take full advantage of social selling, in order to fast track results. I hope you enjoy listening to the conversation as much as I enjoyed having it.
To connect with Jamie, go to:
Website - https://pipelinesignals.com/
LinkedIn - https://www.linkedin.com/in/jamestshanks/
As a coach, mentor and facilitator, I have the privilege of working with a wide variety of teams, as well as many different types of leaders, helping them make positive progress, and ultimately become exceptional in their role and in their industry.
What’s really interesting is how quickly I can identify the leaders and the teams who will differentiate themselves from their competition and hence who will more than likely deliver higher, more consistent & more sustainable results. And it is not based on my ability to ‘crystal ball’!!
These leaders and their teams have an unwavering commitment, almost to the point of being manic.
In reflecting on a number of conversations and interactions I have had with people over the last couple of weeks, I have come to the realisation that I have been making numerous assumptions. Assumptions such as my message being crystal clear, of my requests being accepted and actioned, and unfortunately it has become apparent, that they have been anything but. It feels as though I have been on a completely different planet. And my epiphany has been that this is my fault. I am 100% responsible for my communication, and therefore must be 100% responsible for the responses to that communication. I cannot afford to make assumptions. And neither can you.
So pumped to have the AFL Season kick off again, and as a diehard Melbourne supporter, I was especially pleased that they were able to again come out on top in their first game of the 2022 season. It didn't come without challenges though, which is the topic of today's episode. When challenged, what do you do? This has particular relevance to us as Sales Leaders, because how respond to challenges will ultimately determine what we achieve.
A thought provoking question in this episode - ‘In order to be exceptional, are you prepared to quit?’
What is interesting as I observe leaders, especially in sales, is that many of them are driven by certainty, have a need to follow a proven formula and possess a relentless focus on achieving the numbers.
Many of them unfortunately do not acknowledge that this approach is, in many cases, actually preventing them from becoming exceptional. They are following what they consider to be a tried and true pathway, and yet, they are not achieving the results they desire or the fulfilment and satisfaction they crave.
What they need to do is quit. And perhaps you need to quit as well.
As a Podcaster, I often get the opportunity to have conversations with some phenomenal people, and today is no exception. In today's episode, I sit down with Tiffanee Cook, a speak, storyteller, high performance coach, fellow podcaster, and all round great human. We discuss learning how to embrace uncertainty, getting out of our own way, stepping outside of the comfort zone and everything in between. I thoroughly enjoyed the conversation and I trust that you enjoy listening.
On the back of yesterday's episode, I thought I would share some thoughts on becoming a mentor, and in helping to create a shortcut for others. Mentoring is a privilege and it certainly comes with responsibility, and not everyone is either open to it, or up to it. Hence, we must be very clear on why we would like to become a mentor. Would love your thoughts.
If you have followed me for a while, you know that I am passionate about leadership, coaching and mentoring, and firmly believe that as leaders, we must be constantly coaching, mentoring and developing. However, I'm staggered at the number of leaders who do not have a mentor, or do not seek a mentor. In today's episode, I share some thoughts on the benefits of mentoring, as well as talk through the critical skills that a mentee must possess in order to get the best outcome from a mentoring relationship.
Like most sports loving fans around the world, I woke to the tragic news on Saturday morning that Shane Warne had tragically passed away. The sobering realisation as I tried to comprehend the news was that Shane was 52 years of age, only a year younger than me. I then reflected on the age when my father passed away - he was 54, & it prompted some significant reflection & thought over the weekend.
One of the key questions I have been asking myself this weekend is ‘Am I living my life as if time is endless?’ which has also prompted reflections into my leadership development, coaching & mentoring, & whether I have been challenging my clients & their teams strongly enough.
Experiencing a sudden shock like a death or significant change in circumstances can often prompt this reflective practice, however it does beg the question as to why. Why does it take an event such as this to create a ‘reality check’?
With bigger and bigger expectations being placed on leaders today, especially in sales, it is not uncommon for leaders to become almost robotic and clinical with their approach to either process or the numbers. And often the result is a team culture that lacks cohesion, lacks trust, and ultimately fails to deliver sustainable results. In today's episode, I had a wonderful conversation with Mark LeBusque and we discuss why putting human back into leadership can deliver results in a sustainable way.
To connect with Mark, go to:
LinkedIn - https://www.linkedin.com/in/marklebusque/
Website - https://marklebusque.com/
For many people, sales can be very challenging, carrying high expectations and being subjected to constant pressure to perform and deliver the numbers. Sales does not have to be complicated though, and as sales leaders, we have a big role to play in creating an environment that either enhances a level of complication or simplicity. When your sales team is behind target, where do you focus your attention? On the numbers, or on the process? Where do your senior executives focus their attention? If we want to drive sustainability and exceptional performance, it cannot be all about the numbers.
If you have been following me for a while, you would know that I absolutely love facilitating and coaching, interacting with people and helping them reach their full potential. And every so often I will have a workshop participant who is unsure, who lacks confidence, who externalises and perhaps does not take full responsibility for their actions. In this episode I discuss this, along with mindset, and reflect on a phenomenal quote 'Your Greatest Fear'. Hopefully this serves you, and serves your team.
Another phenomenal conversation today, this time with Andy Paul, a very successful sales professional, Author, Podcaster, Speaker, and #8 on LinkedIn's list of Top 50 Global Sales Experts. Andy's approach to sales is counter intuitive, it goes against the 'salesy' mantra that many sales organisations across the world operate by, and through this approach, he has been incredibly successful. We discuss this as well as key concepts from his latest book, 'Sell Without Selling Out'. Enjoy the conversation and let me know what the key takeouts were for you that will help you and your team move towards being exceptional.
To connect with Andy, go to:
Linkedin - https://www.linkedin.com/in/realandypaul/
Website - https://www.andypaul.com/
Email - andy@andypaul.com
To order his book, go to https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572//
Irrespective of where you are currently in your leadership career, you are on a Hero's Journey. You will encounter obstacles, you will be invited to enter a new world and refuse the call. You will meet mentors along the way who will help guide you and prepare you for your greatest challenge, and each step is a necessary step in your development. In today's episode, I had a phenomenal conversation with Paul Glover, a man who has fully embraced his Hero's Journey, who has experienced some very tough challenges, and has tapped into the lessons from those challenges and is now paying it forward, helping executives and business owners unleash their potential and embrace their own Hero's Journey. I'm sure you will gain significant value from the gold that Paul shares.
To connect with Paul, please go to:
Website - www.paulglovercoaching.com
Email - paul@paulglovercoaching.com
LinkedIn - Paul Glover
In my experience, many sales leaders focus very heavily on process, the mechanics of sales. Driving the behaviours that will deliver the results, and this is definitely required. Why is it then that many teams are not achieving their potential - where you can have 2 teams of equal talent and equal opportunity, and yet one achieves amazing results and the other team flounders? It comes down to a powerful and yet easy to overlook element.
Sales leadership is not for everyone - it comes with great responsibility, great ambiguity & complexity, challenges and opportunity. We are all products of our environment which often results in sales people being promoted into sales leadership roles & the only model they have to follow is their sales manager & what they have seen in the environment. Hence the focus is on the hard and tangible kpi's - monthly sales quotas, number of emails sent, number of calls made, number of presentations delivered, conversion conversations had. This can become very inward focused, self focused, and result in pushing behaviour. There is a better way.
As a leader, are you expecting your team to take risks and push the envelope, and yet you are operating quite conservatively? In other words, you don’t take risks and push the envelope? I see this often - the sales leader sets the expectation, encourages their team to take affirmative action, and yet when mistakes are made, instead of celebrating them, they chastise and criticise. It is as if they want the great results, but do not want to go through the ‘process’ in order to get them.
Sales leaders who adopt this approach stifle the growth and development of their team. They build a team of people who second guess themselves, don’t take risks, and seek perfection rather than progress, because of the perceived ramifications of ‘failure’. It is a self fulfilling prophecy, where results are mediocre at best and the team is barely engaged.
Exceptional leaders accept that ‘failure’ is a key ingredient to success. Without making mistakes, there can be no real progress.
Following on from yesterday's podcast where I discussed leading upwards and developing the courage to have the conversation, I thought that I would delve a little deeper into what I believe is at the heart of curiosity. And this skillset is something that all sales people and sales leaders can continue to improve in, and when they do, it can exponentially improve not only their confidence, but often their outcomes.
As a Sales Leader, there are many times when targets and kpi's are distributed, policies are implemented, and objectives changed - all of which can leave you scratching your head & potentially feeling disempowered. The company, and the senior leaders have simply made the decision and often made promises to the market. Whether we like it or not, it is part of the game. How we deal with it though, is up to us. Exceptional leaders understand that leading is not just about leading their team, it is also about leading upwards. And this is what I explore in today's episode.
Why did you become a leader? If you are not a leader today, but have aspirations to become a leader, why? When I ask that question of leaders, many of them do not have a genuine or specific answer. For many leaders, especially sales leaders, it can be the allure of 'rock star' status - having the position, the influence, the power, and having a massive following of raving fans, worshipping their every move. We don't want that, as it is not sustainable. Exceptional leaders focus on something else, and that is what I cover in today's episode.
In working with leaders, I often get the opportunity to observe them in action and it is really interesting the wide spectrum of reactions and responses to situations I observe. Some are as cool as a cucumber, whilst others are hot heads, going off the deep end based on the slightest trigger.
As leaders, we must continue to understand that our team is a reflection of us, and therefore we must be significantly more conscious of how we respond to situations, because we are being watched like a hawk. In this episode, I share a simple yet powerful technique that can assist leaders be significantly more measured in their responses.
In working with Leaders and their teams, it is fascinating to observe the number of people who see themselves as being highly emotionally intelligent, and yet their behaviour indicates there are significant gaps. In today's episode, I discuss the 4 categories of Emotional Intelligence, based on the work of Daniel Goleman, and then delve into the one skillset that I believe will elevate your influence more than anything else. It may sound easy, but it is certainly not easy to do for many people.
If there is one trait or attribute in sales that we must get really good at, it is learning to be more self sufficient. I am staggered at the number of people who either get everything handed to them, or expect everything to be handed to them. As sales leaders, we must be very conscious of the environment we are creating and maintaining, especially if that environment is one of co-dependency. This is what I explore in today's episode.
Over the weekend we lost a legend in the personal development industry, Bob Proctor.
I first came across Bob’s work in the early 2000’s, and I admit, from day 1, I was hooked. Whether through his books, training programs, or his video messages, he continued to promote growth mindset, a focus on abundance and possibility thinking. Much of the philosophies that I live & lead by today can be directly attributed to Bob’s work. For that, I am eternally grateful.
Bob never set out to create a legacy. If you listen to his story, he was working in a firehouse, just trying to make ends meet, when he met a man who would change his life forever - Ray Stanford. Ray handed Bob a book, Napoleon Hill’s ‘Think And Grow Rich’. Not only did the book lead Bob to change his thinking about what was possible for his own life, it lead him on an Odyssey that would see Bob become one of the most revered and sought after personal development educators and leaders in the world. Bob made it his life’s work to teach & inspire others to do more, and become more. Millions of people have been positively impacted by his work.
So what does this have to do with us as Sales Leaders? Everything!
There were a number of situations that took place this week where people, both individually and collectively, were allocating blame to external things to justify their position or their behaviour. And in nearly every one of those situations, emotions were high and the results were not great. In today's episode I share a very simple, yet powerful model, that enables us to maintain a higher degree of control, and therefore create the opportunity to deliver an alternative result. Would love your feedback.
On today's episode, I have the privilege of speaking with Art Harding, Chief Operating Officer at People.ai about sales and sales leadership in the digital age. Art has travelled a different pathway to most sales leaders and presents a very powerful perspective on what exceptional sales leadership looks like today and into the future. Some of the key topics we discuss include:
How data & information leads to the role of the sales person being even more importantSales leadership challenges in the digital ageThe importance of real time feedback and coachingThe modern sales ecosystemThe power of simplificationIdentifying the metrics that matterEstablishing the true baseline3 key areas sales leaders should be focused on
It is a great episode for all sales leaders and aspiring sales leaders and is packed full of value.
To connect with Art, please go to:
https://www.linkedin.com/in/arharding/
https://people.ai
Email - art.harding@people.ai
In speaking with a number of clients over the last few days, it has become evident that some of them are trying to implement too much, too quickly. The weight of expectation is so great that they get caught up in a perpetual cycle of doing, which ultimately leads to inconsistent results and in may cases, overwhelm. Many of them are trying to boil the ocean and wondering why the temperature isn't changing. We need to do something different.
Irrespective of whether you are a tennis fan or not, we have witnessed a true champion in Ash Barty over the last 2 weeks at the Australian Open. She has handled herself with grace, poise, humility and dignity throughout the entire tournament, despite the huge pressure of expectation sitting on her shoulders. And even though she expressed a level of emotion when she won the title, she has maintained a level of calmness and certainty that has only increased her popularity. It goes without saying that Ash is a very very talented tennis player and she is totally dedicated to her craft, constantly looking to improve. But talent only takes us so far. What separates champions from their competition is the meticulous planning and formulation of a game plan that works, followed by relentless execution. Champions stick to the game plan and their is a huge lesson here for sales leaders.
The environment I operated in when I was an individual contributor sales person, was very much a perfection focused environment - every conversation was geared around the sales target and performance to date against the sales target. Very macro type conversations, and often the leaders were absent, only being visible when the conversation on year to date performance needed to be had. The modern sales leader must be different, and thankfully, this is starting to change - where the sales leader is now focusing more of their attention on progress, rather than perfection.
I love working with people who enjoy stretching & challenging themselves & their team, always aware that there is another level of performance to reach. If we look at exceptional performers, every single one of them have incredible belief, almost, unshakeable belief in their ability to achieve their outcomes. And this rubs off on their team, as the team is always a reflection of the leader. On the flip side, leaders and teams who are not achieving their desired outcomes tend to have a different set of beliefs, which are not helpful.
My very first Sales Manager, Gordon Smith, used this phrase all the time - 'Many a Mickle Makes a Muckle'. In other words, he would have us focus on the small things that needed to be done each and every day so as to create the opportunity of being successful. He was about developing success habits. As Leaders, this is incredibly important, because for us to create sustainable and replicable success, we must get good at the small things. Because how we do the small things is how we do everything.
Over the last 6 months, we have seen the 'Great Resignation', where people have decided that they would like a fresh start and for many, without a role to go to, have resigned from their existing role. The pandemic has had a big impact on people's work habits and what is important to them, and for many organisations and leaders, it has been challenging to adapt. As we move forward into 2022, change will continue and as leaders, we must be even more adaptable, and be conscious of the leadership impression we are creating and what environment we are maintaining. And there is a specific question that we must be asking ourselves constantly.
Today marks a very important milestone, and one that I am very proud of - the 400th episode of The Exceptional Sales Leader Podcast. Back in April 2020 when I recorded the first episode, I thought that if I can get to 50 episodes, I would be doing exceptionally well. To be sitting down today to record episode 400, knowing that the message is heard in over 55 countries by thousands of people, is extremely humbling. I'm very grateful for the opportunity that podcasting presents, and will continue to focus my attention on adding as much value as I can to sales leaders and aspiring leaders around the world. In today's episode, I reflect back on 6 key lessons I have learned over the journey so far. I trust that this is of value to you.
It is very frustrating to see people who are highly capable, who possess great potential, remain stuck, and unable to achieve the results they say they want to achieve. It is almost like these people are waiting for their ducks to line up, for conditions to be 'perfect', and for success to be guaranteed, before taking action. This never happens. As leaders, we must develop a bias towards action as our team expects us to lead from the front, and must be committed to taking definitive and decision action, irrespective of how we feel. Great leaders embrace this - If Not Now, Then When?
January is a great time of year - a time where people set New Year's resolutions, powerful intentions and hopes for the new year. Unfortunately though most do not follow through with actions that are aligned with these intentions, and hence are destined to achieve very similar results to the previous year. Exceptional performers are different. They understand the key to supercharging results and they make this a priority.
As leaders, we have a lot of responsibility and accountability, and sometimes if can feel overwhelming, juggling tasks/projects and challenges, and with the team and senior leaders expecting quick results. We can be so focused on solutions that we forget the impressions we create in the eyes of other people, which can impact our personal brand. One key thing we must understand is that we are always being watched.
In working with Sales Leaders, one of the key attributes that separates the exceptional leaders from their peers, is their approach to feedback. Exceptional leaders are feedback machines, period. They seek opportunities to source feedback and find opportunities to provide feedback, and are willing to do so, irrespective of how they feel. Are you a feedback machine?
A quick follow on from the 2 previous podcast episodes - in speaking with a number of leaders, many of them have asked what specific areas they should be focusing on so as to create a fast start to the year, and to stack the odds in their favour to make some tremendous progress. In this episode I provide some thought prompters and ideas as to what you could be doing in the following 3 categories - 1) Stop 2) Start 3) Maintain.
Happy New Year - welcome to 2022 and what a year this promises to be. The great opportunity that sits in front of all of us is that we get the opportunity to write the script. Irrespective of what happened in 2021, we all get to start again, and as long as there are a few key foundations laid, we can set ourselves and our team up for 2022 to be the most excpetional year yet. It is up to us. Let's get going.
As we wind up for the 2021 year, I would like to take this opportunity to thank you for plugging into The Exceptional Sales Leader Podcast. It has been a challenging, exciting and fulfilling year in 2021, and I am very grateful for the opportunities I have been afforded this year, and very grateful to be able to bring this podcast to you. Wishing you and your family a Very Merry Christmas and may 2022 be your most exceptional year yet.
As we approach the final days of 2021, it is the perfect time to dedicate quality time to reflection and recovery. When we study elite performers, whether they be individuals or teams, we will discover that they dedicate specific time to reflection & recovery. Analysing their performance across 2021 - looking at what they did well so they can identify positive habits and build higher levels of performance around those habits. They also identify gaps and areas that are not yet elite, but through practice and application, will give themselves an opportunity to get to the elite level. This is what separates exceptional leaders from their competition.
The more I work with leaders and their teams, the more I realise the critical importance of being very specific on who is in your corner. Much of the work I do with leaders is around Emotional Intelligence, specifically on self awareness and social awareness, and in the process, it still amazes me that the gravitational pull of the tribe is so strong, and very difficult to resist. It is therefore critical that we ask ourselves direct questions as to who is in our corner and who we will allow in our corner.
In working with sales leaders and their teams for many years now, I’m staggered at the number of individuals, whether it be sales people, or in some cases, sales leaders, who search for the easy road - the shortcut. Many of them expect instant results and will often only apply ‘token efforts’ to achieve results. And when the ideal results are not forthcoming, they will look to external forces to justify the outcome. No matter what industry you look at, or what role within that industry, both ‘success’ and ‘failure’ leaves clues. And it is the astute individual who will be a student, who will observe and ask curious based questions, who will search for and analyse those clues, and who will tap into the one force which separates exceptional performers from everyone else - excellence.
A common theme with clients and potential clients this week - individuals unfortunately getting caught up in self fulfilling conversations and thought processes, all geared around not being good enough. Unfortunately most of us tend to believe negative things about ourselves before we contemplate more positive attributes, which is not helped by how the media and advertisers portray people. Today's message is all about being the very best you you can be. Because that is more than enough.
If there is one thing to come out of the last 20 months it is that change is constant and it is inevitable. Whilst we may not necessarily be able to control it, as Leaders we must embrace it, as our teams are relying on us to lead them through any change cycle and create an environment of certainty. The key therefore for Leaders is to understand and face into change, and lead the team forward, looking at what opportunities the change presents.
The more I work with leaders and their teams, the more I'm convinced that our team is and always will be a reflection of us as leaders. Some leaders have no idea - it is almost like the blind leading the blind. They are dysfunctional, they do not operate as a team, and they certainly do not generate great results. Functional leaders are intentional, they have their head screwed on and they are emotionally intelligent.
If you have been in sales for any length of time, you would have come across the slick sales person and sales leader - constantly operating with a sense of urgency and focusing on closing, closing, closing. Whilst they are hungry to get the deals done, they also have more of a short term focus, almost instant gratification. If the deal can’t be closed today, it won’t be closed at all - move onto the next deal. And how does this make the potential customer feel? Potentially like a pawn in the salespersons game, and unlikely to seek to engage in the future. There is a different way and there is a better way.
In today's episode, I had the privilege of chatting with my great friend & colleague, Ezio Mormile. Ezio is a Mindset, Leadership & Performance Coach at Performing Teams, working with elite sporting organisations and large corporations, helping them unleash their potential for elite performance. He has extensive experience in sales and sales leadership and the principles he covers in this episode can not only enable sales leaders to drive higher levels of sales performance, there are also nuggets of gold for salespeople & individual contributors searching for the keys to exceptional performance.
To connect with Ezio, simply send him an email at ezio@performingteams.com.au
Sales Culture is everything - when you have 2 identical teams or equal talent, and with equal opportunity in front of them, it is the team with the more engaged and more exceptional culture, that will win, always. I often say that says culture eats sales strategy for breakfast every day, and it is true. Only when a high performing and highly engaged culture is in place, can a sales strategy be fully realised.
If you are new to sales leadership, congratulations, and welcome to the starting gates, or the bottom rung of the ladder as my General Manager said to me on my very first day as a sales leader. You have obviously been identified as a person who has leadership potential. One of the first questions to ask yourself as a new leader is this ' why should anyone listen to you?' Just because you have the leadership title and position, does not guarantee you leadership success. I delve into this in today's topic. A must listen for all new sales leaders, as well as sales leaders who have been in the game for a while.
As a sales leader, where is your focus right now? Is it on the past or is it on the future? Many leaders, especially in corporate, spend far too much time on the past - analysing it, investigating it forensically, and often will use that to criticise departments and people for past performance. A great way to build a high performing culture! Great leaders and great organisations will define reality based on the past, but they will not wallow in the past. They understand that the windscreen is big for a reason!
If there is one thing that frustrates me more than anything else with many sales leaders, it is this - their relentless pursuit of perfection, hitting the number and avoiding mistakes. Sales leaders who pursue this unwittingly create environments where their team avoid risks, they play the easier & safer game, and will always seek the path of least resistance. They also lack resilience, tenacity and innovation. If we are to become exceptional sales leaders, leading exceptional teams and driving sustainable results, we must change the approach. We must embrace mistakes.
The responsibility on leaders today has never been greater. The way we lead in 2021 is different to the way the we were led in 1999, and even though many leadership principles stand the test of time, the essence of leadership and what is required of leaders has changed and the expectations placed upon leaders are only increasing. One of these key expectations is around inclusivity.
A great privilege this week to work with a visionary leader and their team on helping to create team alignment. Many teams do not spend enough time thinking about what they stand for, what's important to them, and then identifying the core behaviours that will drive the team forward, and enable them to deliver exceptional results. The teams that do though, create a unique team alignment, and this enables them to differentiate themselves from their competition and deliver exceptional results.
One of the greatest things about sales and sales leadership is that there is no specific required background that guarantees success. I’ve seen very technical people become great sales people. I’ve seen very non technical people become great sales people. Extroverted, introverted, young, old, male, female. It doesn’t matter - I’ve seen people from all walks of life, with all kinds of different backgrounds, become successful in sales, and many have gone on to be successful sales leaders. However there is one common element amongst all of them that can often strike, sometimes at the height of their ‘success’, and often when they least expect it - Imposter Syndrome. In today's episode I would like to reinforce the message that in fact you are not an imposter.
An absolute privilege to be working with a fantastic group of people, helping to facilitate a huge program to get Australia's oldest and biggest airline, Qantas, returning to the international skies. A key part of this program is working with Qantas facilitators, many of whom have never facilitated before, and helping them fine tune and develop their facilitator craft. A core element to this - progress over perfection, and focusing on consistency.
In working with sales teams and leaders over many years, there is a constant theme when it comes to pitching and presenting. That is, the vast majority focus all of their attention on the content, and getting it right. In fact they spend so much time learning what to say, almost to the point of wanting to repeat the words verbatim, believing that this is what will persuade and influence their audience. It is not. In the years that I have been facilitating & training, I have been constantly working as hard on a different skill as I have been on the content, and it is one of the key differences between a presentation wowing the audience or being a flop.
One thing that has come out of the last 20 months is that the world feels a lot smaller. The volume of news and information being front of mind globally has been almost unlike any other time in history. And with this has come a much sharper focus on leadership. To say that there is a huge void in quality leadership around the world right now would be a massive understatement. For young people with ambitions of leading others in the future, unfortunately they do not have great examples of leaders to emulate. However, there is a fear that these young people observe the current leaders and believe that is leadership. It’s not. We need to change the narrative.We need leaders to step up and provide a different and better example of what real leadership is. And it starts with me and it starts with you. It’s time to be the Leader that your team needs and deserves.
I've been facilitating for years now and have had the privilege of being trained, coached and mentored by some of the best in the business. The process though of development can often be overwhelming and it is easy to put huge amounts of pressure on yourself to perform. One piece of advice though that stands out more than any is this - step out in faith. In other words, jump outside of the comfort zone.
It is a privilege to be part of a phenomenal team working to assist Australia's national airline to get back into the air and fly internationally again. The last 20 months have been challenging, they have been harrowing, and they have also created some wonderful opportunities. And a key lesson that I have learned, is that no matter what happens, there is always an answer. And it could just be that your greatest setback is in fact a setup for your greatest comeback.
There is a huge responsibility that sits on the shoulders of sales leaders and it can be too much for some. Many have been great technicians in sales who have been tapped on the shoulder to move into leadership, only to flounder, whilst others take to sales leadership like fish to water. One of the earliest realisations in sales leadership for me was that it starts with me. It is not about me, but it starts with me.
In conversations with a number of clients this week, one key theme was evident - many of them are operating in quite a challenging and somewhat dysfunctional environment, where their senior leaders are demonstrating attributes more akin to a boss than a leader. Whilst it may be challenging functioning effectively in this type of environment, it can provide valuable lessons for leaders, especially on what not to do. And it begs the question, What are you known for? Are you considered to be a Boss or a Leader? And the equally important follow up question - What do you want to be known for?
In working with sales leaders I often find that many of them have created an inner circle organically over time, without a huge amount of intention - in a lot of cases, it just happened. There is some merit to the adage that we are the average of the 5 closest people we hang around, which means we should be very careful when it comes to selecting our inner circle. This is something that exceptional performers the world over do very specifically and very carefully, and it is something that we, as sales leaders, should be doing as well.
In yesterday's podcast, I talked about the importance of planning so that you could make your pitch count. Planning is critical - the next part of this is being able to create a presentation or pitch which captivates the audience and significantly increases the chances of them buying into your message and taking the action you want them to take. This is the theme of today's episode - creating a structure from which to present from is critical in driving a successful outcome. I share 2 key structures in order to help you in captivating your audience.
When it comes to pitching and presenting, not nearly enough sales leaders and their teams prepare appropriately. In many cases they will gather stacks of information, primarily all about their own company and pack as much into a presentation as possible, hoping and thinking that the information will be more than enough to influence their customer. This very rarely results in a great outcome. Exceptional sales leaders and their teams invest in preparation, knowing that often a pitch can be won or lost in the preparation phase. They leave nothing to chance, so that when they are delivering the pitch, they know they have prepared appropriately, and have a higher degree of confidence in being able to achieve the desired outcome.
In today's episode, I am covering a topic that I believe can become almost a secret weapon for sales leadership productivity and high performance. Many leaders and teams have relied on extrinsic motivation for years to drive performance, but the challenge with this is that the performance is often not sustainable. High performing teams now rely on intrinsic motivation as driving force and there is a key ingredient to this which has the capacity to supercharge our productivity and performance.
In working with sales leaders, I’m staggered at how many of them lead their team through absence. They sit behind closed doors, analysing forecast spreadsheets, building strategy and thinking how to best manage upwards. All the while, their sales team are doing their best, making calls, creating proposals and building relationships. And all of this without their sales leader front and centre. Exceptional sales leaders do the complete opposite. They understand what the greatest gift is they can give their team, and they prioritise this, always.
As sales leaders, we often find ourselves in the middle of difficult situations and conversations, where emotions are running high, and rationality is running low. This could be customers screaming at you or your team, partners not playing according to the rules, or even a Senior Director behaving out of character. In these situations, we have a choice, and great leaders will choose to lean into this and defuse the situation. In today's episode, I share a simple 3 step process to do that.
Sustainably successful, high performing teams have one thing in common - they have a high level of trust in each other, and a high level of trust in their Leader. Many sales leaders though almost think that trust should come with the title and position, and do not recognise that trust must be earned. Exceptional Sales Leaders constantly work on building and maintaining trust, and they make this their #1 priority. Because everything stems from trust.
What is your message? It might sound like a reasonably simple question, however, it often takes some significant thought, consideration and contemplation to really get crystal clear on it. As a sales leader, it is also a question we need to ask ourselves if we are to build a great sales culture that will underpin sustainable results. If you have never sat down and really thought about the answer to this question, what better time than right now to start.
Many sales leaders, when they transition from individual contributor to sales leader, continue the same behaviours they demonstrated as a sales person. They love the hunt and get excited by the prospect of winning the deal. Very often this can lead to disengagement & de-positioning of the sales team. When it comes to leading your team, do you find yourself solving the team’s problems, believing that through solving the problem, you are serving them? I certainly believed that, until I discovered that solving the team’s problems for them was actually creating an environment of co-dependency. As a result, I was not serving them at all. The key is to develop independent thinking within the team. Great sales leaders recognise there is a better way - servant leadership. Serving their team so that the team has the opportunity to be sustainably successful. Are you a servant leader?
In today's episode, I had the privilege of chatting with Retired Lieutenant Colonel Oakland McCulloch. Oak has over 40 years of leadership experience and has recently published a book 'Your Leadership Legacy'. Irrespective of whether you are in sales leadership, or in a non sales leadership role, Oak covers numerous key leadership principles that have stood the test of time, and can help each of us to become an exceptional leader.
To connect with Oak on LinkedIn, click on this link : htthttps://www.linkedin.com/in/oakland-mcculloch-34293256
To find out more about Oak and where to grab a copy of his book, go to https://www.ltcoakmcculloch.com/
When it comes to communicating with our team, customers and key stakeholders, many of us leave the outcomes to chance. In other words, we 'wing it'. Sometimes we get lucky and the message resonates, and other times we fall flat. A key element of effective communication is recognising that we are constantly creating impressions, and this has a huge impact on how our message resonates. In today's episode, I explore some ideas on how to create great impressions.
I love working with Sales Leaders who have a high level of emotional intelligence (EQ). However, there are countless sales leaders across many different industries who are severely lacking in EQ, and it is having a detrimental impact on their team's performance and that of the business. Many argue that EQ is the real intelligence, and if we can improve our understanding of emotions and how to manage them positively, it can impact our communication, our performance, and certainly our leadership. As leaders, we must continue to build our EQ muscle.
Are you curious as to what it is that separates the exceptional performers, whether they be in business, sport, or entertainment, from their competitors? Many point to talent as being a key reason. Talent is a contributor but it is not the defining factor. Others point to connections - who they know - as a factor. Being connected certainly helps, but again, it is not the defining factor. Some even point to luck. Yes, luck does play a part, but again, it is not the defining factor. And many also point to hard work. Yes, not a single successful person became successful without working hard. That is a given. However, what’s really interesting about exceptionally successful people is their relentless focus on ‘one more’. It is this focus that separates them from their competition.
For many in sales, there is a desire to transition into sales leadership and for many, it is about the prestige, the title and the perceived influence that comes with leadership. Unfortunately many are thrust into leadership roles based on their current levels of high performance, and do not know how to make a successful transition. One of the best pieces of advice I ever received was from my first General Manager, who said on day 1 of my sales leadership career 'Welcome to the bottom rung of the ladder'.
I enjoyed some awesome conversations with clients this week, in particular in relation to standards of excellence. A key element of becoming an exceptional sales leader is to identify what it is that you would like to be known for, and create a set of leadership values and standards of behaviour that enable you to pursue that objective. One client in particular has seen the power of that play out this week, and it has elevated his leadership like he never believed was possible.
As sales leaders, we are the barometers of our team and our team is a mirror in that they are simply a reflection of us. It is therefore vital that we are projecting an optimistic approach, that we take on and project a growth mindset, and that we exude self confidence. Understand, this is not the fake it till you make it approach, it is a groundedness that enables us to be confident and project that.
If there is one thing that frustrates me more than anything else - it is sales leaders and teams making excuses for where they are at:
Sales target is too highLeads not ‘hot’ enoughCustomers constantly ask for discounts or ‘freebies’Internal resourcing is inadequate or not engagedSenior leaders don’t understand...
The list goes on and on. In sales and in business, we can either make excuses, or we can make progress. We can’t do both.
In working with leaders, I find that many of them can't help but get involved in tasks and projects, sometimes doing things for their team, rather than allowing their team to get it done themselves. This happened to a client this week, and I asked the question - are you helping or are you hindering. Many times when we get in and do it for them, we are hindering and in the process, we are creating a co-dependency environment. This is not conducive to good leadership.
Becoming a world class communicator takes many elements, including being able to articulate a message in an influential way. As sales leaders, there are 2 key areas that we can focus our attention on at a deeper level to really enhance our communication capabilities. And whilst this is not rocket science, getting better at these 2 can certainly help us become world class communicators.
When working with sales leaders, I will often ask them the question - 'what will be your legacy?' The responses vary, from blank stares to laughter and everything in between. Certainly as a new Sales Leader, it is probably not something at the top of the agenda right now, however, it is one of the most important aspects of leadership. Thankfully I had a terrific mentor early in my sales leadership career who challenged me to become more intentional when it came to a legacy - he said you will create one anyway, you may as well be intentional about it.
Many people appear to be oblivious to their own thinking and of the conversations they have. And many try to hide their thinking from others, for fear of being labelled or criticised. We must understand that we will spend more time with ourself than with anyone else, ever. So the most important conversation we'll ever have is the conversation we have with ourself. Stands to reason then that we make it a positive conversation.
As we begin the final quarter of 2021, it is an ideal time to take stock, to reflect on the year so far, identify the wins and the lessons, and re-focus on the actions & behaviours required to make 2021 our best year yet. No matter where you are, there is a new starting point. Use the final quarter to set up a powerful platform for an exceptional 2022. You may not be happy with your progress. You may not be happy with your achievements so far. Irrespective, give yourself and your team credit for staying in the game. For continuing the journey. As cliched as it sounds, success is not a destination - success is a journey and it requires us to stay the course in order to reach the pinnacle.
Your team is, and always will be a reflection of you. The behaviours you see play out in your team and highly likely to be the behaviours you have developed. Do you like what you see? As sales leaders, we must become crystal clear on what excellence looks like and begin to model this excellence every single day.
In today's podcast I had the privilege of chatting with John Dean (JD), Founder & Director of Sales Director Central, an organisation which is dedicated to creating a better future by changing the way the world views sales. As JD shares in this episode, he was a self confessed 'crap Sales Manager' earlier in his sales leadership career, but the lessons he learned, and the investment he made into his own development and the development of his team, led to him delivering exceptional results which became sustainable. Today, JD works with Founders, Senior Executives & Sales Leaders on helping them drive extraordinary sales results through implementing a trusted framework and focusing on the areas and behaviours that will move the dial.
To gain access to Sales Director Central's 6 Pillars of Sales Leadership, send JD an email at jd@salesdirectorcentral.com
For information on Sales Director Central and how they may be able to help you & your sales team, visit https://www.salesdirectorcentral.com/
To connect with JD on LinkedIn, go to https://www.linkedin.com/in/jdthekatalyst/
Also be sure to check out the post that JD refers to in the conversation - https://www.linkedin.com/feed/update/urn:li:activity:6849106241646669824/
There are many things in leadership that can be unpredictable, including customers, partners, senior executives and even your team members. But one this that is predictable and inevitable is conflict. Many sales leaders and their teams try and shy away from conflict or try to avoid it. Exceptional sales leaders understand that conflict can be healthy, and must be dealt with effectively and professionally.
For lovers of AFL Football, we have just witnessed an epic Grand Final, and for long suffering Melbourne supporters, 57 painful years without the ultimate success has come to an end. The Melbourne Football Club and its supporters have gone through harrowing times, spending many years as the laughing stock of the competition and on a few occasions promising much, but not being able to deliver. Until 2021. On the biggest stage, Melbourne's exceptional leaders stood up when they needed to, and in the process, they created history.
If you have listened to the Podcast, you will know that I am a very passionate Melbourne member & supporter, and tomorrow, the boys get the opportunity to play for the ultimate prize, the AFL Premiership. One of the club's greatest people is Neale Daniher, who was coach of the club when Melbourne last played in a Grand Final in the year 2000. He has written a letter to supporters and players called the 'Back Of The Bus' and when I read it this morning, I just had to share it, because it not only has relevance for the Melbourne players, it also has relevance for sales leaders and their teams.
As a sales leader, one of the more frustrating elements is developing confidence in sales forecasting. Many times I would take as gospel the word of the Account Executive on a deal, only for it to fall over and be handed to our competition. Nothing really has changed today. Working with sales leaders, the same challenge exists. Too many sales leaders are relying on relationship & almost a nudge nudge, wink wink, she'll be right mate approach to forecasting. There are big blind spots we need to shine the light on.
If there is one thing that really irks me about some people, it is that they constantly choose to play the blame game. No matter what happens, it is never their fault & always someone else's. We just have to look at many Politicians to see how prevalent it is in today's society. Playing the blame game is so lame and it delivers poor results. Exceptional leaders never play the blame game, ever. They take 100% responsibility for 100% of what happens, period. This is one of the key reasons why they are exceptional.
Beliefs are super powerful - they fuel people, organisations and countries, and often cause challenges and conflict. It begs the question. Are your beliefs true? How can we challenge our beliefs, how can we become more curious, certainly as leaders, so that we can become more creative and open to different possibilities. This is what I explore on today's episode.
When we see professional sports people performing on the biggest stage, we often revel in their ability to execute, despite the pressure of the occasion. Whether it be a professional athlete winning a gold medal at the Olympics, or an AFL player kicking a clutch goal to win the game after the siren, it is easy to get caught up in the excitement of the moment. It is also easy to overlook the volume of work that goes into being able to perform in that moment. Athletes are incredibly disciplined when it comes to fine tuning their craft, and they invest thousands of hours in their preparation for those moments of truth. Success does not come by accident.
If you watch most people today go about their business, many of them are going through life almost unconsciously, going through the motions, doing the same thing each day. It does beg the question - what must be going through their mind? The key question for today's podcast is 'Are you aware of your thinking?' It is an interesting question and if we are 100% truthful, most of us would not be fully aware of our thinking. And high performance begins with thinking.
In today's episode, I had the privilege of having a conversation with Lee Hackett about all things sales and sales leadership. Starting out as a professional footballer in the UK, Lee moved immediately into sales following his football career, leveraging key lessons to become a very successful salesperson in a relatively short period of time, growing 3 separate businesses to over $10m in sales, to now consulting to global executives on B2B sales, marketing & advertising strategy, as the Group CEO of BluprintX.
To connect with Lee or to find out more about BluprintX, please go to:
https://www.linkedin.com/in/leehackett/
https://bluprintx.com/
Are you a glass half full or a glass half empty leader? Do you look for opportunity in every challenge, or do you get weighed down by the challenge? Is your attitude one of can do, or is it one of what could go wrong? As leaders, we must be fully conscious of the fact that our team is and always will be a reflection of us. We set the tone, and it starts with our attitude.
One of the privileges of leadership is the expectation to deliver feedback. One of the challenges of leadership is the expectation to deliver feedback. If feedback is the breakfast of champions, why do so many leaders seek to avoid it? That's what we delve into in today's episode.
In an increasingly competitive business landscape, companies and their leaders are constantly searching for the secret sauce that will blow their competition away, and deliver exceptional results. Many look to their product or service as being ‘market leading’ or ‘best of breed’ or ‘highest quality’ and believe that will deliver the killer blow. Very rarely, if ever, does this happen. Companies that dominate their marketplace have one thing in common - they cultivate Exceptional Sales Leaders, and these sales leaders oversee teams that deliver results that are not only extraordinary, they are consistent, they are sustainable & they are replicable. This is the secret sauce.
Many people live their life unconsciously, completely unaware of their actions and the impressions they create through their actions. Whether we like it or not, we are constantly creating first impressions, even with people we know and see on a regular basis. And whilst ultimately our personal brand is created based on how other people see us, we can influence this through seeking to create the best possible impression.
How often have you run a meeting, facilitated a group conversation or workshop and there was 1 person who didn't like it or didn't resonate with it? I have - hundreds of times. And what I find interesting is that often we will tend to focus on the negative feedback, almost to the exclusion of anything else, which is not helpful. I am a huge believer in feedback as to drive performance improvement, and I'm also a huge believer in setting ourselves up for success before the conversation, or before the workshop. Hence we must get crystal clear on what our intention is.
Sales Leaders often fall into the role of sales leadership, whether it be because someone tapped them on the shoulder based on some identified potential, or more likely because of high levels of performance as a sales person. When this happens, the natural tendency for the sales leader is to focus on what to do, hence they start driving activities and a focus on 'doing'. Rarely do they sit back and think clearly and strategically about what it is they are creating, and in the process, focus on who they need to be. The leaders who do this though, are the leaders who start a ripple effect.
In today’s instant gratification society, it is very easy to be enticed by illusions of grandeur, watching successful people achieve extraordinary things, thinking to ourselves ‘wouldn’t that be nice’ or ‘I wish I could enjoy that level of success’. Unfortunately there is a lot of data & information readily available that can lead us into playing the comparison game, often with negative consequences - comparing our results to the results being achieved by the ‘super successful’ & often becoming disheartened, and leading to either a reduction in effort, or even worse, quitting. Success (and mediocrity) leaves clues, and the clues we need to follow are the habits that are formed by the successful people who are generating the results we would like to generate.
Working in sales and sales leadership, I get to see all types of team dynamics and many different forms of leadership approaches. Some are highly functional, many are completely dysfunctional & there are a huge number that sit somewhere in between. If you are a leader looking to create a sustainably functioning and high performing team, there is a formula to follow.
Despite sales being a phenomenal career, there are so many sales people and sales leaders causing themselves and their companies a huge amount of grief. Why? Because they continue to make it about themselves and their product. They focus on trying to convince the customer that their product is the best, they have the best service, theirs is fastest, biggest...the list goes on. Who cares? Your customer certainly doesn't, because if they did, you wouldn't be required. Unfortunately the vast majority of sales people and sales leaders suffer from the same condition - 'All about me Syndrome'. Exceptional sales leaders are different, because they understand the game.
Sustainably successful businesses must generate revenue and it must be profitable revenue, and this revenue comes from sales - the lifeblood of any business. The only way to make sales is to prioritise sales & revenue generating activities. It is so fascinating though to see organisations place expectations on sales leaders and their teams to undertake activities which are anything but revenue generating. Is it any wonder they are not generating the outcomes they ideally want? We must ask the question of everything we do - 'Is this revenue generating?' And if it is not, then why are we doing it?
Why do you do what you do? How much thought have you actually given to it? If you are like most people, and most companies, you probably haven't considered this question at a super deep level - many people fall into the role they are in, or they are chasing the 'prize', a better title, a better salary, more benefits; the list is almost endless. And for sales leaders, many are thrust into leadership because it is the next logical step - very few deeply know why. This is the big question to contemplate - why do you do what you do? Get crystal clear on that, and magic happens.
If there is one key lesson to come out of the last 18 months, it is that much of what happens to us is beyond our control. The way we work and live has fundamentally changed, and for many, this has created challenges, and continues to create challenges. For others, it is about taking the 'lemons' and creating 'lemonade'. As leaders the last 18 months has only reinforced the importance of creating an environment where the team can feel a sense of certainty. Hence, here are some things that a leader must continue to do.
With leadership, comes great responsibility, along with great opportunities and loads of challenges. It is therefore note for everyone. A fundamental element of leadership for a leader is to become crystal clear on what brought them into a leadership role, as well as what keeps them in the leadership role. What motivates them. A key question to ask is 'What do you want to be known for?' followed very closely by another powerful question, "What are you currently known for?'. You will find there is a gap. Our job as leaders is to fill the gap.
In today's episode, I had the privilege of having a conversation with Paul Ruppert, CEO of Global Point View, a strategic advisory and consultancy specialising in advising tech CEO's on high stakes sales and cross border negotiations. Paul has an intriguing background, starting his career selling stereos on the shop floor, then moving into the political space where he was responsible for running political campaigns, having to influence without authority, to now advising CEO's on strategic business opportunities. As a sales leader or an aspiring sales leader, there are lessons aplenty as Paul drops nuggets of gold right throughout this episode.
To get in contact with Paul, please click on the below links
Email - pruppert@gpvltd.com
LinkedIn - www.linkedin.com/in/paulruppertintl/
Website - https://www.paulrruppert.com
Website - https://www.globalpointview.com
Wouldn't it be great if all members of the sales team were exceptional performers? Leadership would be easier wouldn't it? Unfortunately this is not the case in the real world - there will be times when you need to manage performance and help get people back on track. The challenge is that many leaders do not have the tools and strategies to have these conversations, or they, for whatever reason, are not prepared to have the conversation. To drive exceptional performance, leaders must be willing and able to have the conversation to get the performance back on track.
How would you rate your team's current level of performance? Are they extending themselves, conquering new frontiers & creating new 'blue ocean' opportunities, or are they making small incremental improvements based on past performance? Many sales teams are conditioned based on last month or last year, and in the process they don't necessarily identify their true threshold.
The older I get, the quicker that time appears to be moving, and yet there is still much to be done. Sometimes it feels like there is simply not enough time in the day to get things done, and yet, strangely, sometimes when you get so involved in an activity or project, it can feel like time stands still. One thing is for sure, time is finite, which means we need to get better at making decision decisions and taking decisive action. Why? Because time waits for no one. So get moving.
What an absolute privilege to have a conversation with E.A. Csolkovits, Founder & Patriarch of the GIVERS University on today's podcast. From humble beginnings, EA has forged a phenomenally successful career, including becoming a millionaire at age 21, attaining his commercial pilot's licence, to then founding GIVERS University in 1991 to teach and educate people worldwide on not only the difference between givers and takers, but why being a giver will unlock the code to sustainable success. This is an episode to listen to over and over again. And be sure to go to http://www.GIVERSuniversity.com to download the free resources, as well as complete the quiz at http://www.giversuniversity.info
I love movies and stories and very often find myself completely engrossed in the storyline as well as relating so closely to the characters. One of the key reasons for this is these movies follow a very powerful formula, known as the Hero's Journey - it is the journey of the hero that is so captivating that it draws you in. Whilst we may not be in a movie ourselves, we are on our own Hero's Journey, and so is our team. And each of us may well be at different stages of the journey, facing different challenges, so our role is to encourage our team along the journey, and in the process, help facilitate change, improvement and transformation.
Not sure about you, but I think these Olympic Games have been one of the best ever, with so many Olympic and World Records being set, and many personal bests from athletes all over the world. What I love about the games is the opportunity to learn more about the athlete's stories, and their backstories - what drove them to the sport they are competing in, and what continued to drive them to the biggest stage in world sport. The sacrifices they have made and the challenges they have had to overcome, just to get to Tokyo. Which begs the question for us as Sales Leaders - what is your team's story? What makes them tick, what motivates them, and what have they had to overcome to be where they are right now. Tapping into that can be powerful & can lead to exceptional performance.
Have you ever stopped and wondered why it is that some leaders seem to extract amazing levels of performance out of their team, and yet a similarly experience and credentialed leader struggles? Is it knowledge, is it luck, or does the leader have better people? Very often, the difference is the leader extracting more potential from their team has a much higher level of behavioural flexibility, and hence an ability to flex their communication style, adapt quickly to situations, and communicate on a completely different level and hence drive significantly better results.
As a sales leader, how much of your time is invested in coaching? Interestingly, many sales leaders focus much of their attention on numbers, activities and spreadsheets & either do not coach, or at least do not prioritise coaching. And the results therefore are not at the level they could be. Exceptional sales leaders make coaching non-negotiable, both informal & formal, and they know that each day presents numerous coaching opportunities to encourage their team to elevate their performance and capabilities to an entirely new level.
Too many sales leaders and their teams focus too much of their attention on their own product or service & their 'shiny pitch deck' & not nearly enough on their customer and their problem, and what the cost will be to the customer if their problem is not solved. Exceptional sales teams are expert influencers and they make it an art form, influencing people to take action and have them feel a high level of comfort that the action is the right action to take.
As a leader, what do you think is the greatest investment you can make? Is this something you have ever stopped to think about? In working with sales leaders and their teams, many expect others to invest in them, or for them, be it in workshops, courses, conferences or even mentoring. And yet, unfortunately, the return on that investment is seldom fully realised. As Eric Hoffer once said, 'In times of change, the learners will inherit the earth, while the learned find themselves beautifully equipped to deal with a world that no longer exists'. As a leader, we owe it to ourselves & our people to be learners.
Over the last 7 days there have been some extraordinary performances at the Tokyo Olympics. And whilst many point to the Gold Medalists or those who were good enough to stand on the podium as the example of excellence, we can’t ignore the athletes who have delivered personal best performances in their chosen sport. The Olympic Games is all about excellence and to witness athletes reaching their own heights of excellence, irrespective of where they finish in their competition, is what the games are all about. And so it is in sales. Too many sales leaders and their teams focus too much on their competition, and compare themselves to them. They don’t realise that their real competition is actually themselves. Exceptional sales leaders don’t concern themselves with their competition.
I had a fascinating conversation yesterday with a group of people around this concept of sales. Many were in a direct sales role and fully embraced the sales concept, but there were others in 'non-sales' roles who shared with me this poor perception of sales and the fact that they could never be 'in sales'. What they realised after the conversation though, was that they were in sales. In fact everyone is in sales. That's the topic for today's episode.
Working with leaders over the years, I have seen literally all manner of personalities & characters - what intrigues me the most is the character that some leaders turn into when they get the leadership position. For some, it's all about position, the status that comes with the position, and often they change their style & approach to try and fit in. In the process, they lose authenticity & credibility. People don't want to follow a superhero - they want to follow someone real.
In an ever increasing competitive landscape, it makes logical sense that for teams to differentiate themselves against their competition, they must take risks. Why is it then that so many Sales Leaders are ultra conservative, and not empowering their team to take risks? Are they afraid of failure? Are they afraid of success? Whatever the reason, there are countless sales teams not unleashing their potential based on a sales leader not prepared to take risks. This needs to change.
The 2020 Olympic Games officially commence today, with the opening ceremony - athletes from around the world have been training and preparing for 5 years to be at their best and compete on the biggest stage. For many, this has been a long, hard road, filled with challenges and obstacles, and for some, just getting to the Games is the ultimate. For others, they want to win. In this episode I share the 4P's to Olympic performance and challenge you with a question - are you preparing for your Olympics?
In speaking with many sales executives about their next career move, many of them share with me that they'd love to be a Sales Manager, leading a team - which is a very logical and realistic ambition. Then when I ask the question 'Why do you want to be a Sales Manager?', the answers vary greatly: anything from title, prestige, status, more money, paying it forward. The list is almost endless. And it is almost like looking into a crystal ball - I can predict who will just survive, who will quit, and who will thrive. The ones who thrive are the ones who understand and embrace the Sales Leaders greatest responsibility.
One thing is certain in leadership - not everyone is going to agree with you and you will find yourself having to have a difficult conversation, whether it be with a team member, a peer, a Senior Leader or even a customer. The key with this is to not avoid the conversation, but rather, be prepared for the conversation, so that you can achieve hopefully a win-win outcome.
As we enter the 3rd week of July, how well positioned is your sales team? Have they made a fast start to the Financial Year, planting seeds & generating momentum that will bear fruit at the end of Q1 and start of Q2? Or have they used the first 2 weeks of July to recover from last Financial Year, hoping that opportunities and leads will just come to them in the beginning of the Financial Year? In other words, are you being reactive, or proactive?
For years, I have focused on the mantra "It's not what happens to you that is the most important - it is how you choose to respond to what happens to you that is the most important". For me, it has served me well, and it continues to serve me well today, and is something I constantly share with clients and teams alike. Sometimes resilience is forced upon you when you least expect it, where you have no option but to move forward. In today's episode, I share a very personal experience that taught me that lesson.
In sales, there can be a lot of unpredictability, but one thing is very predictable - objections. Objections are a natural part of selling, and despite what many sales trainers and 'gurus' may tell you, they are not there to be overcome. They are simply there to be handled. In this episode, I explore how to become a master at handling objections.
A very special episode today - I had the privilege of speaking with Tanya Pluckrose on the power of mindset in sales, and how our mind, and specifically our thinking, directly impacts our ability to drive results. As sales leaders we have a huge responsibility to be the Models of Excellence that we would like to see in our team, and hence, we must be laser focused on how we bring ourselves to every single situation. This is a must listen for all sales leaders and their teams. Tanya brings gold nugget after gold nugget.
Despite sales people possessing incredible talent and reporting to a Sales Leader who believes in them, it is staggering to observe the number of sales people who lack confidence. They are stuck and feel unable to make progress, almost waiting for confidence to hit them like a lightning bolt. This often results in stagnation and a further reduction in confidence. Great sales leaders will not allow this to happen. They know that the only way to develop confidence is to take affirmative action - that is what I cover in today's episode.
As leaders, we can very often become frustrated - with our team, our customers, ourselves, and often our Senior Leaders. The question we need to ask is what can we do about it? In today's episode, I explore a number of areas to contemplate.
A very proud milestone today - I recorded episode #300 of the Exceptional Sales Leader Podcast. For me, this is a massive achievement, as I wasn't certain how I was going to reach 100 episodes, let alone 300!! Speaking about Sales Leadership is a passion that only continues to grow, and I am privileged to be able to have a platform from which to deliver a message, and super grateful for an audience that now spans over 36 countries. To be able to play a part, albeit a small part, in the professional development of people around the world, is an honour and one that I will never ever take for granted. Thank you for listening to The Exceptional Sales Leader Podcast.
Unfortunately so many sales leaders and organisations complicate the sales process. They create complex sales strategy documents, onerous internal processes that make it difficult to get buy in and sign off, not to mention inventing complicated customer engagement strategies that very often leave a bad taste in the customer's mouth. The sales leaders, teams and organisations that are the most successful, are the ones who focus on the fundamentals and keeping it simple. That is the topic of today's episode.
In working with sales leaders, one of the biggest frustrations is the level of 'busyness' they deal with every single day. Moving from meeting to meeting with no gap or thinking time, having to constantly deal with high demands on their time, to the point where they find it difficult to articulate what they have actually achieved at the of the day. To be exceptional, we must wrestle back control of our agenda.
In working with sales leaders, it's frustrating to see many of them having an almost manic focus on the next sales or marketing hack, thinking that this will be the secret to great results. This is commonly known as 'Shiny Thing Syndrome'. In their relentless pursuit of 'new', they unfortunately forget or neglect the fundamentals that work. Exceptional Sales Leaders do not suffer from 'Shiny Thing Syndrome' - they are focused, they stick to the plan, and they back themselves.
As we begin the new Financial Year, sales targets are set (or still being set!!) and sales teams are expected to be off and flying out of the gate. Every team wants a fast start, to build momentum and plant those seeds to harvest in the back end of Q1 and Q2. As Sales Leaders, this means that we must have a crystal clear handle on the numbers, so that we know what triggers to pull to deliver the outcomes the business is expecting. It staggers me though - the number of sales leaders who don't have a clear understanding of the numbers. That is what we explore in today's episode.
Do you know how your team likes to learn? This is not Personality Style, but specifically how they prefer to take in and process information? This is such an important element to learn, especially as Sales Leaders where we will be coaching, mentoring and sometimes teaching & training. Being able to identify your people's learning style and then adapt your delivery to match that learning style, will lead to highly successful outcomes.
If there is one thing that separates high performing teams from their competition, it is their approach to feedback. Every interaction is an opportunity for feedback. Every win is an opportunity for feedback, and certainly, every loss is a huge opportunity for feedback. And the leaders of these high performing teams show the way through their unrelenting focus on feedback. So this week, become a feedback machine.
At some stage, we will find ourselves having to have a difficult conversation - whether it be with a team member, our Manager, a Director, or even a customer. For many people, if they had a choice, they would rather avoid that conversation and hope that the 'issue' simply blows over. We must understand that difficult conversations are inevitable - and to conduct them successfully will take understanding, empathy, patience, and a professional approach. We need to learn to lean in to these conversations.
Procrastination is a success killer, and just about every single person on the planet either procrastinates or has procrastinated. And the more we procrastinate, the more we create habit loops that are difficult to break, and they create ruts. In today's episode, I share key reasons why we procrastinate, as well as some ideas on how to reduce our levels of procrastination so that it doesn't become a success killer.
Goal setting is critical to sales success and sales leadership success. Often sales people allow the goal to be the target that the company sets for them and therefore do not get emotionally involved in the goal. Hence when things get tough, the level of discretionary effort can wane. We need to set meaningful goals for ourselves, and more importantly, very specific goals. Laser Focused goals. That's what today's episode is all about.
A Champion Team will often beat a Team of Champions - this is true in sport, in business, as well as in sales. So many talented sales people exist across multiple different industries and segments, however, the ones who are sustainably successful, are the ones who buy into the team first ethos.
As leaders, we are all very busy - never seeming to have enough time. Our team are always seeking our attention, our customers are demanding, and our senior leaders are wanting things done yesterday. It can sometimes be overwhelming. This is why it is so important for us as Leaders to dedicate specific time each week to intentional and specific reflection. It is the key to leadership success.
So thrilled to have Frank Grillo on the podcast for the 2nd time. Frank truly is an exceptional sales leader, driving exceptional sales results with his team and at the same time building a robust, engaged and high performance culture. In today's episode, Frank shares some of his perspective on leadership planning & forecasting, building an engaged and high performing culture, dealing with challenges & mistakes, having the difficult conversations, and of course, the importance of having a great mentor. Enjoy.
I love psychology, especially as it relates to sale and high performance. And as sales leaders, we don't want to be leaving things to chance - we want to stack the odds in our favour. It is therefore so important that we adopt a growth mindset, despite the challenges and circumstances we may be faced with.
In working with sales leaders and their teams, I am still staggered at the number of sales people who lead with their product or service. It's almost like they believe there is a finite number of customers in the marketplace and hence they need to close every single one of them. This is wrong - we need to change our approach and instead qualify, qualify, qualify - to identify the customers who we would like to work with. This changes everything.
I'm a massive fan of Neale Daniher, first when he was the coach of the Melbourne Football Club, but even more so as he has continued to fight Motor Neurone Disease (MND) over the last 7 years. He is such an inspirational man and a man who leads by example and demonstrates significant qualities of leadership that we can all utilise in our own lives and careers. In today's episode, I reflect on 4 of Neale's powerful leadership philosophies.
Let's be honest, for many people, sales is not easy. It can be exceptionally rewarding & fulfilling, but for some, it can be an absolute nightmare. Yes, sales takes skill, capability, tenacity, persistence, resilience, amongst other traits, but there is one thing that can make a massive difference to a sales person's ability to shine and excel - encouragement.
There is a saying 'It can be lonely at the top' and this can especially be true for leadership. Very often senior executives and CEO's don't have someone who they can confide in, bounce ideas off, seek guidance and advice. Hence it is vital, especially today, to find someone who you can trust, to be your confidante.
In today's society, I don't think anything shines brighter than a person's integrity. And yet, there are countless examples of people choosing not to demonstrate integrity - they make it all about themselves. As leaders, we must set the standard, establish the benchmark of excellence and then reliably deliver according to those benchmarks. This is what drives integrity.
When it comes to exceptional performance, whether it be a team or an individual, there is one quality that stands out more than anything else. It's not effort, it's not talent, it's not capability. It is a relentless focus on maintaining a benchmark of excellence.
With the end of the Financial Year fast approaching (certainly in Australia), many organisations, Senior Executives, Sales Leaders and salespeople hit the panic button, especially if they are behind on their sales target. And this plays beautifully into the hands of the potential customer, who can employ numerous tactics to source a better deal. We must not get sucked in to the end of Financial Year rush.
Following on from yesterday's podcast with the aim of the game being giving. Often we end up winning when we continue to give. And often we can find ourselves & our company experiencing feedback and situations that may not feel like a win. But they can teach us a huge lesson & can be stepping stones to improvement.
This may sound counter intuitive, especially if you are operating in a competitive environment. Many people and companies believe that the aim of the game is winning - it's not. The aim of the game is giving, and many sales people and sales leaders get this confused. They believe they have to convince, persuade and 'sell' in order to get results. If we flip this on its head, and focus on giving, everything changes.
Great leaders understand the importance of collaboration and involvement. Some leaders though create an environment where members of the team feel reluctant to contribute, they are reluctant to have a voice. This can be challenging. As leaders we need to find ways to actively encourage people to have a voice, to share their voice, and feel as though they are making a meaningful contribution to the team. In this episode, I share a strategy to do just that.
All exceptional performers have one thing in common - they are meticulous in their preparation. Professional golfers prepare physically & mentally so that when they find themselves having to sink a 4 foot putt for victory, they have confidence to perform in the moment. This should be no different to sales leaders and their teams, and yet, many of them 'wing it' and hope for the best. Not a great strategy.
As humans, we live our lives inside a comfort zone, and for many people, this comfort zone never expands - think of the person who performs the same role in the same company for 40 years, or the sales person who moves companies every 2-3 years and performs exactly the same role. We are built to evolve and certainly as leaders, it is our responsibility and obligation to develop and show the way - in other words, we must get comfortable and being uncomfortable.
When it comes to professional selling, many sales people and sales leaders focus so much of their attention on their products and services, and how these can be differentiated from their competitors in order to close more deals. In doing this, they are often missing a massive differentiator - in fact, the biggest differentiator, and what I call The Prize. That is what is explored in today's episode.
Despite many sales people and sales leaders complicating it, the art of sales is actually founded in some common and basic principles. Sales is really about problem solving, and is the ultimate form of service. And the ones who are sustainably successful at sales, are the ones who continue to take the shots. That is the topic of today's episode.
A clear expectation that people have of leaders is that they must make decisions. There is nothing more frustrating than a leader who is indecisive and suffering from procrastination - this can lead to diminishing trust, lack of respect, poor engagement, and ultimately, attrition. As leaders, we must do one thing really, really well - make decisions!!!
As a Sales Leader, it is important to recognise that your team has a stack of ideas just waiting to be tapped into. Being able to tap into these ideas in an effective way is a key skill, that not all Sales Leaders possess. However, all is not lost - we can develop this skill, and in this episode I provide some guidelines on being able to effectively do that through the power of brainstorming.
One of the greatest attributes of Exceptional Sales Leaders is their humility. They are humble in victory, and they are humble and gracious in defeat. They respect the game and they always respect their opposition. They never take their competition for granted and will always ensure that their focus is on constant and never ending improvement.
If there is one certainty in sales it is this - your sales and revenue target only increases over time, it never goes backwards. It is always about growth. Which means that we need to be continuing to improve, get better and focus on the next level. That is, make progress.
More and more, EQ is becoming so much more important than IQ. Companies are now investing significant resources into helping build EQ within their teams, especially leadership groups as well as in their talent acquisition. As leaders, building our EQ muscle is a must if we are to remain relevant, and continue to facilitate growth and deliver those sustainable results.
I love this quote from William James - 'Act as if what you do makes a difference. It does". It is a critical principle to embrace and implement as we seek to make progress in our business and career - especially critical to our leadership.
The cornerstone of leadership is trust - without trust, there can be no leadership. To create an environment where we can be trusted by our team, we must build credibility, reliability & intimacy. And the quickest way to do this is through establishing standards of excellence of behaviour and being ruthless in their execution and management.
No matter what role you play, success cannot be achieved alone - it takes a team. Every sustainably successful entrepreneur, business person, coach, sports star or entertainer, has a team of people surrounding them. Their inner circle. Who is in your inner circle?
Working with leaders and their teams, I am constantly amazed at how often they just 'float' through time, almost without a care in the world, with no real sense of urgency, just waiting for something to happen. They have no appreciation of time and just how finite it is. When we can grasp the power of 15 minute increments and what can be achieved in 15 minutes, everything can change.
When it comes to setting objectives & Kpi's, many organisations over complicate it & set objectives at a company level, and as they are cascaded down through the organisation, they lose relevance and applicability. The other issue of course is that many leaders create objectives in 'set & forget' mode, and only dust them off at the half year or full year formal review. As Exceptional Leaders, we must do better than this. Set KPI's that are simple to understand, simple to implement, and simple to measure.
As leaders, we are constantly faced with challenges and problems, and for many leaders, the temptation to go straight into 'solution mode' can be almost irresistible. However, this can often result in solutions to problems that do not exist, or in some cases, they create new problems. Our role as a leader is to get much better at clearly defining the problem, before we jump into solution mode.
I have had some very challenging conversations this week, and they have yet again taught me a very valuable lesson in relation to 2 key areas that we have complete control over.
As a leader, we must be disciplined and committed to growth, to reach the next level of leadership and to enable our team to grow and develop. Many leaders, especially new leaders, find it challenging to make the transition from Level 1 leadership, Position into Level 2 leadership, Permission. Here are 10 ideas that John Maxwell shares in his book to help leaders grow into Level 2 leadership.
Many leaders are thrust into leadership & do not always have the frameworks or support to make a successful transition. As a result many stagnate at the one level. Great leaders always understand that there is another level to aspire to and to achieve, & they recognise that what got them to their existing level will not enable them to reach the next level - there needs to be development and growth. In this episode I cover the 5 Levels of Leadership from John Maxwell and ask the question - which level are you on?
There are so many parallels between sport & business, especially when it comes to teams - elite, high performing teams are the ones who have individuals who are fully invested in the team. They adopt a squad mentality. This is one of the key reasons why they are so successful. The same can be said with sales teams. How can we, as sales leaders, create an environment where our individual team members become more selfless?
If there is one constant in leadership, it is that we will be faced with challenges and obstacles, as well as people who do not see things the way we do. This is normal. Great leaders will always maintain a high level of curiosity and ask quality questions so that they are able to clearly identify gaps. Their primary focus is to seek to understand.
In sales, there are often situations where we need to deal with aggressive behaviour, both internally within the business, as well as with external stakeholders. There are numerous ways to deal with aggression - here are 6 that I discuss in today's episode.
With many Sales Leaders thrust into the leadership role, some of them can feel like a fish out of water, whilst others transition into the role seamlessly. To maximise the opportunity for success, it is critical that we identify what is important to us, what do we hold dear to us, and what do we stand for. Identifying sales leadership values is a must do exercise if we are to give ourselves every chance of creating a long term, sustainably successful environment.
As a follow on from last week's episode where I spoke about the importance of planning a presentation or a pitch, today's episode covers off 2 key presentation structures that can be used to increase influence. Many people simply do not utilise a structure, and they wonder why the results are not as they had hoped. Using a structure stacks the odds in your favour of getting a great result and influencing your audience.
For Australians and New Zealanders, April 25 is a very special day. It is a day to reflect on the history of our respective countries, and to remember the men & women who sacrificed so much, so that we are able to enjoy the freedoms we have today. We have so much to be grateful for, and must continue to not take anything for granted. How does this relate to us as Sales Leaders? We have the opportunity to tap into the spirit of the ANZACS & drive even better results.
When it comes to influencing others, unfortunately many sales leaders and their teams 'wing it', hoping that they will get the result. This rarely results in great outcomes. It may sound like a cliche, but if we fail to plan, we will plan to fail. So planning and preparation is essential to driving exceptional results - period.
As leaders, we must understand that workplace pressure is inevitable. It is how we manage that pressure and the response to that pressure that will often define the environment for the team. Hence we must continue to build our resilience muscle.
As a Sales Leader, what attracted you to the role in the first place? What was it about sales leadership that excited you? Most sales leaders find themselves in the role based on being a high performing individual contributor, and many of them are thrust into the role unprepared and they see the role as just a natural progression in their career - just a job. Then there are sales leaders who truly see sales leadership as a calling. This is what I explore on today's episode.
Have you ever wondered what great leaders have in common, what makes them great, and what makes them attractive? There are many attributes that we can talk about, but there is one attribute that could almost be the untapped power of leadership - that's what I cover on today's episode.
One of the greatest attributes of Exceptional Leaders is their approach to results and outcomes. When their team achieves great outcomes, they maintain humility in victory and focus on how to continue to improve. When their team doesn’t achieve the expected outcome, they focus on the lessons, and implement those lessons immediately. It is their relentless focus on the game plan that separates them from their competition.
In working with many leaders over the last 6 years, there seems to be a common thread amongst many of them - and that is, they will often focus on 'leadership implementation' and the external facets of leadership. The tactics and the strategies. What is missing is the internal focus on why leadership is important to them and what they stand for. This is critical.
One of the most common elements in sales is objections. And unfortunately many sales teams shy away from objections and seek to build strategies to 'avoid' them. This is the wrong approach. We need to acknowledge them, embrace them and recognise that objections merely need to be handled, not overcome.
Many sales leaders I work with don't have a huge level of confidence, especially when they start in the role. They can almost be like a fish out of water & often are not provided the support they need - is it any wonder they do not have high levels of confidence. In this episode I share some thought on how to develop confidence, and it is linked with consistency.
I've just finished running a 4 week leadership development program for a group of leaders at an Australian organisation & I've loved the appetite of the leaders to embrace new concepts, new perspectives, to push themselves and get uncomfortable. This program yet again re-affirmed for me the belief the belief that great leadership really is multi-dimensional.
As a Sales Leader, are you focused on creating an environment of high performance which allows your team to unleash their potential? Identifying what ‘elite performance’ looks like and encouraging your individual team members to capitalise on their strengths, so that collectively, the team becomes unstoppable? This is what Exceptional Sales Leaders do.
If you've been in leadership for a while, you would have come to realise that everything rises and falls on leadership. And the good news around that is that it is on you as a leader. The not so good news is that it is on you as a leader!
If there is one key differentiator that separates Exceptional Sales Leaders from their peers, it is their ability to build high quality connections. They genuinely care about their people and everyone they come in contact with, and through this process, become almost like a lightning rod to attract talent and build a high quality and an elite performance culture.
As a leader, we need to be constantly working on our levels of influence, and not relying on our position to exert influence. This is something that many leaders neglect to do, to their own detriment. In today's episode, I discuss 3 core elements of Influence as well as provide an overview on the key laws of influence that all leaders can tap into to significantly increase their ability to influence their team and other key stakeholders.
Often as leaders, and certainly as humans, we can get caught up in the busyness of life. Achieving goals, driving strategy, solving problems, and often this can result in us not investing time with the people who are most important to us. As we embark on Easter weekend, what better time than now to reflect on the most important people in our life and really focus on the most precious gift we can give them - the gift of our presence.
As we enter a brand new Quarter, now is the perfect time to reflect and review on Q1, analyse what worked and what didn't, and really ramp it up for Q2. This may require you to identify things that you need to Stop doing, there will certainly be things you need to Start doing, and there will also be things you will need to Continue doing. Use the Easter weekend to do this and really generate upward momentum in Q2.
It was a privilege to run a leadership fundamentals workshop with a group of new and emerging leaders today, talking all things leadership, including delegation, expectation setting and productivity. By far the most popular topic was the the topic of feedback. It was the biggest challenge for the group, as well as being the biggest opportunity.
If there is one thing that stifles a leaders growth and effectiveness, and that of their team, it is being one dimensional - treating everyone the same. Exceptional Leaders are chameleons - they flex their style and have the ability to meet people where they are at and lead them effectively.
It’s often been said that the higher you rise in terms of success, the less competitive it is. Why is that? Many people, teams & companies throw in the towel too early. When the going gets tough, they stop and look for other opportunities hoping for better results. This can often be referred to as 'Shiny Thing Syndrome'. What separates exceptional teams and exceptional leaders is the acknowledgment that achievement takes consistent and persistent effort, as well as the knowledge that the last mile is always less crowded.
Whether we like it not, stuff is going to happen, and many times this stuff is going to be beyond our control. And when this happens we have a choice - to either react to it and give our power to the external event or situation, or choose to respond to it. The power is in choosing our response. Take responsibility.
Can a sense of urgency and patience co-exist? It may sound counter intuitive, however both are critically important to our ability to drive successful habits and achieve significant outcomes.
Unfortunately too many ‘leaders’ utilise their positional power to exert influence, demanding their team execute the plans because ‘I told you to’. They demand respect & action often through old school, command & control ‘boss like’ tactics, and view this as leadership. It is not. Great leaders know that influence comes through knowing their people exceptionally well, what makes them tick, and tapping into that.
If you look at all champion teams, businesses, organisations and individuals, they are never ever satisfied with where they are at. They know that irrespective of how 'successful' they are, there is always another level to achieve, even if it is only a small incremental shift. They also know that their competition is 'gunning' for them, to try and catch them and hopefully, surpass them.
If there is one area that sales leaders and their teams could really focus on and exploit as a key differentiator, it is the power of questions. It is literally untapped. And it is amazing, that despite high levels of IQ and experience, many sales leaders and sales people default to poor quality questions.
If there is one thing that Exceptional Leaders do better than their competitors-it is their relentless focus on creating & maintaining a high performance environment. They are experts in defining what success looks like, and invest heavily in their biggest asset - their people. They know what intrinsically motivates every one of their team members, and when required, know exactly what lever to pull to unleash their potential.
Earl Nightingale said back in the 1950's, 'We Become What We Think About', and more and more scientific research continues to support this. The interesting thing though is more and more people seem to have less and less control over their thinking patterns, and hence their results. If we can gain better control over what we think & how we think, we have significantly more control over our actions and therefore our results.
A key element to exceptional sales leadership is a high level of self & social awareness. And exceptional sales leaders will be the first to acknowledge that they have some blind spots. This is why they focus so heavily on surrounding themselves with great people. In this episode I share a tremendous tool known as the Ladder of Inference, which can greatly assist us in developing our Emotional Intelligence muscle. Because what we see is based on what we believe.
What is amazing in dealing with sales leaders and their teams, is the number of leaders who choose to maintain a fixed mindset. They continue to look for reasons as to why things won't work, and wonder why the team results are not where they need to be. They do not understand that this mindset is a choice. So why would they not choose to have a growth mindset?
It is very rare that we can learn great lessons when things are going well - when everything you touch turns to gold. The lessons come from experiencing challenges, having to face obstacles, dealing with pressure, both internally and externally. It is through these experiences that leadership is formed, that great leaders emerge, often diamonds in the rough. We must learn to embrace the pressure.
How often to you stop to consider who is in your corner? Who do you surround yourself with? It has often been said that we are the average of the 5 closest people to us, which applies to sales, leadership, beliefs, and even income. These people are your inner circle. Have you carefully selected your inner circle, or have you let just anyone in?
One of the most frustrating elements of sales leadership that I found, was the constant demands from others, which simply created distractions. I had to learn to identify the key activities, objectives and priorities that would move the needle and progress forward, and de-prioritise other distracting activities.
Last week, I spoke about the importance of setting and maintaining standards of excellence and being rigorous around those. What is it that I stand for, what are my expectations, and what are my expectations of others? A key component to consider in this, is how many chances do you give people? Is it unlimited, or is it finite? Remember, we are always conditioning other people on how to deal with us.
As a Sales Leader, I'm often asked what are the most important attributes to identify in people when seeking to build an exceptional team. It's a really interesting & important question, as it goes to the core of the culture that you are going to build and maintain. And culture is everything. In this episode, I provide my thoughts, and would be very interested in what you consider to be important for you, as you seek to build an exceptional team.
Leadership is a huge responsibility and also a phenomenal opportunity, and much is expected of us. Some leaders allow the title to be the 'be all and end all' & become 1 dimensional and 1 directional. Others see leadership as an opportunity to unleash potential of their people and achieve outcomes others only dream of. It is these leaders who set and drive exceptional standards, which allows them to become exceptional leaders.
When it comes to sales, I see many companies and many sales people being too willing to enter quickly into price discussions & discounting discussions. This is a mistake. We must stand true and hold strong on the value we provide - it is a must for you, for your team, for your business, and ultimately for your customer.
As a leader, culture is everything. So many leaders speak about the importance of strategy, & yes, strategy is important. But, if a positive & high performing culture is not created & made a priority, the best laid strategy will fail. How often do you invest in your team, to bring them together & really invest in their development and the development of that high forming culture? I guarantee, it is one of the best investments you'll ever make.
To build a sustainably successful and high performing team, there are many levers the leader can use. A critical lever is leadership awareness - being conscious of the team's key characteristics, strengths & blind spots & utilising these areas for best advantage. There are 3 key elements to leadership awareness that is covered in today's episode.
In today's episode, I had the privilege of having a great conversation with Frank Grillo, an Exceptional Sales Leader who has built a very successful career in the building and real estate industry. We discussed all things sales leadership, what challenges we face as sales leaders, making the transition from sales person to sales leader, and what it takes to be exceptional.
Leadership is a journey, an opportunity to constantly learn, discover and develop. What's really interesting though is that many leaders believe they have 'made it' when they receive the leadership title, and often will wear a 'mask' or put up a facade and pretend to be someone who they are not. They do not want to be perceived as being weak or lacking in certain areas. This is wrong. Great leaders do not wear a mask. They are there for all to see, warts and all - they embrace their incompleteness. And this is what makes great leaders so attractive.
I firmly believe that a key to successful outcomes in negotiations is to be a person of principle, a person who seeks to create win/win outcomes. Yes, we will often need to negotiate with people and organisations that seek win/lose, however if we can understand and implement 4 key principles, we can create an environment that allows us to develop mutually beneficial outcomes, or at least move towards that.
Achieving exceptional and sustainable results is 100% possible for any sales team, and we must begin with the end in mind. Being crystal clear on what success looks like. Once this is clear, our focus must then switch to the environment that we want to establish as a leader that will underpin this success. This is where the rubber really hits the road and it is what separates exceptional teams from everyone else.
As leaders, we must be aware that we are being watched like a hawk. We must 'Be' the Model of Excellence that we want to see in our team that will lead to exceptional and sustainable results. One way to do this well is to focus on doing the small things exceptionally well, as it is the strategy behind the activity which will develop higher levels of competency.
Leadership is not easy and it is certainly not for everyone. It comes with huge responsibility, and for some leaders, they make the decision to move back into an individual contributor role. For the leaders that stick with it, it is critically important that they first identify and then role model specific behaviours, principles and attributes that will underpin an exceptional culture. In this episode I discuss 6 of those principles.
If there is one thing that sales leaders and their teams must get good at - it's pitching. Pitching ideas, products, services or concepts. Unfortunately though, many leave pitching to chance, and 'wing it', relying on their 'charisma' to carry the message - and often wonder why they are not getting consistent results. There are some specific tactics to utilise to increase confidence and also competence, and move us closer to being a pitching champion.
One of the challenges that many leaders face is having the difficult conversation with a team member. And often, the leader will avoid having the conversation, hoping that the behaviour or attitude will miraculously change on its own. This very rarely happens - the leader must develop the muscle of courage and lean in to have the conversation, when the conversation needs to happen.
One of the mistakes many leaders make is they are not crystal clear on their leadership standards, or their standards are quite malleable and often change. When this happens, it is quite difficult for the leader to build and maintain credibility, which ultimately impacts the level of trust their people have in them, and therefore the results are not where they could be, nor where they should be. As leaders, our leadership standards must be uncompromising.
Many leaders grapple with this concept, and either don't understand it or don't accept it. However, the truth is, your team is and always will be a reflection of you, and it applies to every aspect - whether it be planning, tactics, strategy, behaviours or attitude. So the question we need to ask ourself as a leader is this - 'am I being the Model of Excellence that I want to see in my team?'
Demands on leaders are greater today than they have ever been - there is so much information bombarding leaders and the expectations placed upon them continue to rise. This is why it is so important for us to be aware of our energy cycles so that we are able to either maintain our productivity levels, or boost them, without burning out.
Elite performers in any endeavour, whether it be sport, entertainment or business, have a couple of things in common - they are not satisfied with their current level of performance, irrespective of how 'successful' they are - there is always another level to get to. And they all surround themselves with great coaches and mentors. If you want to be elite, doesn't it make sense to also surround yourself with great coaches and mentors?
It is interesting when speaking with people and asking them how they perceive the word 'sales'. For many of them, it is almost a dirty word - a profession that creates images of people peddling products and services that people do not want. The reality could not be further from this!! Sales is actually the ultimate form of service.
Sales Leaders often ask me, what comes first - confidence or competence? It is a question almost like the chicken and the egg. Many sales leaders, when hiring, make the mistake of looking for competence first, almost as a pre-requisite, and neglect the character of the person, and their potential teachability. There is a loop that exists between confidence and competence and this is what is explored on today's episode.
If there is one thing that really frustrates me more than anything, it is sales leaders and teams who continue to make excuses for where they are at. The sales target is too high, the sales leads are not 'hot' enough, there are not enough resources to assist with deals. The list goes on and on. In sales and in business, we can either make excuses, or we can make progress. We can't do both.
Today marks the start of school for thousands of children, and for my youngest daughter, the first day of her last year of school. And as the children start their journey, parents and adults will encourage them to 'shoot for the stars', 'chase your dreams' and yet for some reason not take the same advice for themselves. We need to get back to the childlike wonder and curiosity that each of us had.
If you have been listening to the podcast for a while, you would realise that I very rarely blow my own trumpet or give myself a pat on the back. However, today I would like to, as I am really proud to reach a milestone of releasing my 200th episode of the Exceptional Sales Leader Podcast. Thank you for plugging into the podcast, and in this episode, I reflect on 5 key lessons as well as highlight 5 favourite topics from the first 200.
Some sales leaders like to position themselves as the 'guru' and hence they focus on creating a team of fans. Through this approach, they are not as visible as they could be and begin to create a gap between themselves and their team. Other sales leaders focus on creating friends, where they see the innate potential in their team and work hard to help them unleash it. They are highly visible and gap between themselves and their team is much smaller. Which type of sales leader are you?
It may not sound sexy, but one of the key differentiators between exceptional sales leaders and their competition, is that exceptional sales leaders always know their numbers. They know what drives the momentum, and when they know this, they know what levers to pull in order to continue to drive performance.
Growing is not easy, and achieving success is rarely done so in a straight line. There will be obstacles & challenges that potentially can stop you in your tracks, if you let them. And whether we like it or not, pain will be a part of the process. Remember, nothing worth achieving is not worth fighting for.
A key ingredient to being an exceptional sales leader is possessing a high level of emotional intelligence. And in order to be highly emotionally intelligent, we must be incredibly self aware, understanding our own strengths, emotions, and how our behaviours can impact others. A phenomenal tool for better understanding self awareness is the Johari Window.
As leaders, we have multiple conversations every single day, whether they be tactical, strategic, developmental or even adhoc. But the most important conversation we will ever have is the conversation we have with ourself!! And often we are not fully aware of the conversations we are having. We need to change this.
When we look at highly successful people and what separates them from their competition, one thing stands out. Successful people always operate from within their zone of genius, and they do not deviate. What is your zone of genius and are you focused on being a specialist?
When it comes to achieving any worthwhile goal, we must have laser focus. Too many people though are influenced by the Shiny Thing Syndrome and hence get distracted and knocked off course. If we can remain focused and committed to the outcome, we will deliver the result.
In chasing a big goal, it is easy to get caught up in a multitude of things that you either think should be done, or other people tell you to do. Often becoming overwhelmed and not making much progress at all. We need to focus on a small number of activities on a daily basis and ensure that we are fully present in the activity, and fully present with the people we are interacting with. This is critical
A follow on from the previous podcast episode where we talked about setting a Big, Hairy, Audacious Goal. In order to achieve the goal or even get close to it, we will need to Be different, Do different, in order to Have different. Utilising the Be, Do, Have model can greatly assist in this process.
With the new year comes new hopes, new ambitions and new levels of energy. It is a clean slate and we can create whatever we want, using 2020 as a platform for exponential growth in 2021. For that to happen, we know we must think differently, behave differently and definitely lead differently. Make 2021 your boldest year yet.
As we approach Christmas Day 2020, there is no better time than now to really double down on practicing gratitude. For many people, 2020 has been a great year, and for others, it has been an Annus Horribilis. Irrespective, there are many things that we can and should be grateful for - we may just have to search for them. Merry Christmas to you and your family.
When it comes to goal setting for the new year, so many people set not only general goals, they also set goals within their comfort zone. This year, I want to challenge you to not only set a goal that excites you, it also scares you!
If there is one thing we can learn from elite performers, whether they be individuals or teams, it is their unrelenting focus on review and recovery. They understand exactly what went well, what habits they need to continue to demonstrate, as well as what new habits need to be formed. They remain committed to this and it is one of the key reasons why they are elite. As leaders, we must learn to do exactly the same thing.
As you look around you, how would you rate the quality of people in your inner circle? Are they uplifting and challenging you to reach higher levels of capability and performance? Or are you surrounded by Weiny Weinsteins, where everything is a challenge and they continue to look at the glass being half empty? We are the average of the 5 closest people to us, so please make sure you surround yourself with quality!
When leaders come into an organisation, it is interesting to observe that on many occasions, these leaders seek to make some form of structural change to the team or business within the first 90-120 days, thinking that this will be a difference maker. Not nearly enough leaders are placing their attention on the environment that exists, but more importantly, the environment they want to create. The environment is everything.
This year has been extremely challenging for many people and unfortunately some have been gripped by fear, almost paralysing them. As leaders, we must find a way to break through and excel. We must demonstrate that we know the way, we can show the way, and we can go the way. This does not mean that we will not remove fear - it is that we recognise fear, and we move forward anyway.
The Christmas period is the perfect time to review, reflect and plan for the new year, and many sales leaders and sales people start looking for new opportunities. The mistake the vast majority make though is they simply start looking at what roles and opportunities are out there. It is a very reactive strategy. There is a better way, that I have found is 100% successful as long as you are patient and committed.
Unfortunately we live in a society where instant gratification is the name of the game. And when it comes to sales, this focus can be extremely dangerous, especially when the results are not visible from day 1. Often we will look to blame others for the lack of results or simply believe that this method or this process doesn't work - and then go searching for the next shiny thing. Sustained excellence takes time and it takes work, and when we stay the course, amazing results can be generated.
Evan today, in the modern 21st century world, so many sales people and sales leaders invest too much time in trying to convince their customer they have the best product or service. Their attention is on desperately trying to be understood. Great sales leaders and sales people do something almost counter intuitive - they do not focus on selling. They focus on trying to understand their customer - their issues, roadblocks, challenges and desires. And an amazing thing happens when they do this.
If there is one thing we have learned from the 2020 pandemic, it is that business has changed, and leaders have had to adapt. As we prepare for 2021, it is prime time for leaders to really adjust their leadership approach, become more 'human', and focus on leading with values and focusing on the greater good.
Understanding the Law of the Lid is vital to our ability to lead, to unleash our potential and especially the potential of our team. Very often, we as leaders put a lid on ourselves, through the self talk, lack of belief, the people we surround ourselves with and the environment we create for ourselves. We really are limited by the limits we place on ourselves. Hence we need to lift the lid and unleash our true potential.
To become exceptional leaders, we must develop exceptional skills around feedback. Almost becoming feedback machines, where we create an environment where feedback is demanded, which underpins the performance of the team. Too many leaders shy away from this, or expect others to provide feedback. We must take this on ourself, and when we do, everything changes.
It staggers me the number of leaders, especially sales leaders, who believe that once they become a leader, their role is to be invisible to their team. They bark instructions and expect the team to deliver, whilst they invest their time in internal 'strategy' meetings or managing upwards. This is flawed thinking, and will ultimately lead to poor results. The magic is actually in being visible.
For businesses to be sustainably successful, profitable revenue must be generated. And the only way for revenue to be generated is through sales - sales is the lifeblood of any business. So why do so many sales people and sales leaders spend so little time on selling?
It never ceases to amaze me at the number of salespeople, sales leaders and organisations who constantly search for the 'answer', the best strategy to implement or the latest and greatest methodology, thinking that will be the difference that makes all the difference. Too many suffer from 'Shiny Thing Syndrome' and wonder why they are not achieving the results they believe they should.
The quality of our life is ultimately determined by the quality of the questions we ask ourselves and also of others. Too many of us are conditioned to either asking poor quality questions or asking no questions at all. Many expect things to simply happen by osmosis. When we begin to ask questions, and then higher quality questions, everything changes.
As a sales leader, many things happen on a daily basis that have the capacity to knock us off our axis - a customer complaint, poor feedback from a stakeholder, an unhappy team member. It can be confronting and is often easy to react to. When this happens, we don't always get a great result as emotions are high. We must learn to instead carefully choose our response.
As Sales Leaders, we are often inundated with requests, expectations, challenges and problems, and this can amount to higher levels of pressure, all of which can have a detrimental impact on our attitude. Whilst we may not be able to always control our feelings, one thing we can control is our attitude. And all it takes is the click of the fingers.
When you look into the leadership mirror, what do you see? A leader who is 100% committed to creating an empowering environment where the team can unleash their full potential? Or a leader who is focused on maintaining control, who cannot help but direct the team into performing? For some leaders, the reflection can be confronting.
One of the biggest challenges leaders can face is resisting the temptation to compare themselves to other people - other people who they believe to be more successful, more qualified, better connected, more worthy. This is where the Imposter Syndrome can take a stranglehold. We must resist.
Are you somebody who finds it hard to say no? Always wanting to take on more opportunity, more responsibility, more tasks? This is something that many leaders face, and it is something that if not dealt with, can cause some pain for you, your team and also the business.
If there is one thing that 2020 has created, it is a much higher reliance on virtual technology. To the point where platforms like Zoom will become a normal part of our day to day kitbag. Here are 20 tips to keep in mind when using and delivering via Zoom.
A key part of leadership is learning to effectively lead upwards, to influence various stakeholders, and to build confidence around challenging the way we do things. This is not easy, but it is often a requirement for good leadership. It may also require us to be relentless, and to literally be like a dog with a bone!
If there is one thing we should never underestimate, it is the power of one. One person can make a difference. One person can take a stand. One person can take the first step. One may well be a tiny number, but it possesses exponential power if we are prepared to take that one step.
For many organisations, the period between the Melbourne Cup and Christmas is a period of slowing down, and many of these organisations don't really ramp back up until after the Australia Day weekend at the end of January. This is also a time when smart organisations and smart sales leaders and their teams really double down on their focus and create highly successful months.
Often things happen which are beyond our control - the proverbial hits the fan! There is pressure coming left, right and centre. As leaders, we must learn to focus on the things we have control over, and in the process, build stronger levels of resilience.
I absolutely love the show SAS Australia - watching a group of 'celebrities' being put through a gruelling SAS selection course. It's full on & engrossing. There are also so many lessons that we can take out of it and apply to our leadership and to our sales team.
As leaders, we know people are different and they tend to process information in different ways. Some like to learn individually whilst others like to learn in groups. Being aware of the different styles as well as adult learning principles will enable you to tailor your messaging to your team, and increase the ability of that messaging to resonate and hit the spot.
If there is one thing that separates exceptional sales leaders from their peers, it is their dedication and commitment to constant learning. They look for opportunities everywhere to learn, to improve, and to also pay it forward to their team. As we embark on a brand new week, what are you committed to learning this week that you can pay forward to your team and help them reach new heights, and in the process, help you move one step closer to being an exceptional sales leader?
Too many sales leaders, and organisations chase the shiny object, thinking that the answer to their challenges somehow sits outside of themselves. This more often than not can lead to teams and individuals running around in circles, creating uncertainty and certainly not maximising their potential. Instead, what if we were grateful for what we had, and leveraged that? The results would be extraordinary.
When it comes to communicating with others and seeking to influence, we can often be misinterpreted, misunderstood, and sometimes, misjudged! Irrespective of this, there is one thing we can do, and that is take 100% responsibility for everything that is happening. This allows us to create personal power and then control our response to the situation we find ourself in.
What if there was a formula to exceptional performance? A formula that was tried, tested, and delivered? Well, the good news is that there is. And even better news is that it is not complicated! The only complication is that we need to use the formula!!
Unfortunately many sales leaders overlook the importance of preparation, when it comes to running meetings, conducting presentations, or even engaging in a conversation. Preparation is key and it sets us up for a potentially exceptional outcome. Equally as important is reflecting after the fact, to work out what worked and what didn't - another thing that many sales leaders do not do enough of.
One of the challenges many sales teams face each week is the expectations placed upon them to achieve multiple ‘priorities’. The Priorities of their Sales Leader, of the Executive Team, of the Marketing Team, the Channel Partners, and obviously their customer. Is it any wonder many sales people get tied up in knots trying to satisfy and appease their various stakeholders? We need to do something different & focus on one priority and stay committed to it.
In working with sales leaders and their teams, I'm always fascinated to observe their continual focus on improving what they do, or looking for how they can do things differently, so as to differentiate themselves from their competitors. Very rarely do the sales leaders focus in on 'why' they do what they do. And this can easily be the difference that makes all the difference!
If there is one thing that successful salespeople and account managers do really well, it is to delve deep into their customer, and really understand the key formal and informal structures that are in place. They then build robust engagement plans to strategically position themselves as the key problem solver and solution provider.
If there is one thing that separates great sales people from their peers, it is their ability to develop a much deeper understanding of their customers, from which they can then develop a unique value proposition. A great way to develop this is through utilising the Curiosity Model.
Whether you are leading a sporting team or a sales team, there are specific qualities of high performers, that if we can tap into them, we have the opportunity to unleash the potential to high performance. Focusing on these qualities can exponentially improve your chances of delivering exceptional results.
When things are not going our way, it is easy to get discouraged, disheartened and frustrated. However, it is during these times when we need to understand why we are doing what we are doing, and stay in the game. If we stay in the game and stay the course, we will get a result. Quitting will guarantee that we do not get a good result.
One of the keys to leadership that many leaders either miss or choose to neglect, is that our leadership and what people see on the outside, is 100% a reflection of what is happening on the inside. So as leaders, our biggest challenge is to work on improving ourselves, so that we can better lead others.
For many, the year 2020 has been a huge challenge, and especially in sales, sales leaders are still expected to drive the team and achieve the numbers. And many are struggling. Their best laid plans have been turned upside down. It is so important now to acknowledge where we are at, but not accept it. Dig into what it important to us, so that we can take the next step towards achievement.
Always be a person of value, who values people and seeks to continually add value to people. In order to do that consistently, we must know what we value. What are you values? Here is an exercise you can do to identify your key your values.
Great organisations are built on great cultures - cultures that endure and that people are attracted to. And the leaders overseeing this culture develop great, uncompromising standards, founded in excellence. If there is one quality that stands above all others in these high performing cultures, it is humility.
The 2020 AFL Grand Final will go down in history as the first night Grand Final and the first Grand Final played outside of Melbourne & the mighty MCG. There are also a number of leadership lessons to come out of the game which we can use to inspire our team to higher levels of performance. Here are a few that I took away from the game.
It is AFL and NRL Grand Final Weekend this weekend, and all sides playing off for the premiership fully deserve to be there. They have done the work, overcome adversity, demonstrated persistence, and delivered outstanding results to give themselves a chance to win the final game. Are you ready for your Grand Final? Have you and your team done the work?
Many leaders struggle when it comes to resolving conflict within their team, or amongst stakeholders. One of the key reasons for that is they do not follow a process or system that enables them to facilitate an outcome. Here is a simple model to follow which can assist greatly in resolving conflict.
Unfortunately there is a great leadership void around the world right now. We appear to have lost our way. There are far too many examples of 'leadership' where the leaders appear to be more self focused and self centred rather than focusing their attention on serving people. This needs to change, and it can start with us.
As a leader, we can wear many hats and the expectations placed upon us can sometimes be quite overwhelming. This is one of the reasons why leadership is not for everyone, though leadership can be for everyone if they hone in on some foundational qualities and attributes. In today's episode, I cover 10 such fundamental attributes
How many mistakes did you make last week? And how many mistakes are you prepared to make this week? Interesting questions and what is even more interesting is the responses I receive to them. Often people shy away from making mistakes, which leads to conservatism and risk aversion. In order for us to grow, we must be prepared to make mistakes. The key is to learn from them.
There are many attributes that great leaders possess, which enables them to effectively lead and influence their teams. What is disappointing is that some leaders do not demonstrate these attributes, or worse still, don't believe they need to have them. Here are 4 which I believe are pivotal to our ability to be exceptional leaders.
How often have we heard the term 'success is not a destination, it is a journey?' And yet in many sales organisations, success is actually measured by the achievement of a sales target - the destination. If we as sales leaders, can focus our attention on consistency and the next step, amazing things can happen. That's the topic of today's episode.
As a leader, have you ever stopped to really think about and analyse how you utilise your time? Many leaders don't - they just continue to turn up each day and do what they think will move the needle forward. And some of the things they do are habits which are not resourceful.
How aware are you of your emotions? Does your facial expression give the emotion away every time, or are you more guarded, making it difficult for people to 'read you'? A key component to us becoming more emotionally intelligent is tapping into the emotions that impact us, and knowing how these emotions can play out if left unchecked.
What are you focused on this week? As we begin the week, really hone in on what is important and what will deliver you and your team the best return on effort. Because the key principle we must understand, especially in sales, is that where our focus goes, our energy flows!
How good are you at influencing and managing upwards? If you are like most leaders, sometimes it can be a challenge, especially if the expectations are not clear and we have not asked enough questions to get clear. We can improve our ability to influence and in the process, gain confidence in doing this well.
How would you rate your ability to make decisions? Are you a great decision maker, or a not so great decision maker? Decision making is a fundamental skill required of great leaders, and all of us have the capacity to make improvements in making decisions. We also need to remember that decisions only turn into results through taking decisive action.
How often do we look at the expectations and targets we need to hit, and think, 'wow - there's no way I can achieve that!' The target seems so insurmountable. The key however to achieving that big number is to bring our focus down to the small things we can do on a daily basis, because our ultimate success will be determined by our daily agenda.
What if you could build a strong team based culture where your team literally became a 'destination', that other people wanted to be a part of? Well this is entirely possible, but it doesn't happen by accident. As a sales leader, there are certain things we have to do to make this happen.
As we begin the final quarter for the calendar year, what better time than now to quit!! It may sound counter intuitive, however, to maximise the return for your effort in this last quarter, there will be a number of things that you must quit. I cover a number of these in today's episode.
As a sales leader, do you sometimes feel like you are the meat in the sandwich? Having to juggle the demands of senior leaders, peers, key stakeholders, your team, as well as yourself? Sometimes it can be overwhelming. It is in these situations where we must develop a higher level of behavioural flexibility, to improve the way we communicate, and therefore, improve the way we lead.
As a sales leader, if you find yourself having to constantly motivate your sales team, Stop! It doesn't serve you and it certainly doesn't serve your team. What we need to do instead is create an environment where your team can be inspired to motivate themselves, and when that happens, everything changes.
Despite our best efforts, there will be times when we are unable to close certain deals with customers. And it doesn't necessarily have anything to do with the quality of our product or service, or the quality of our proposal. Often, there are forces at play that we can be oblivious to. In this episode I cover 4 factors that we need to tap into to stack the odds back in our favour.
In sales, we can often become overwhelmed with the sheer size of the expectations that the company has of us, to the point where it can have a detrimental impact on people's thinking and therefore performance. In this episode I cover a vitally important concept - constant and never ending improvement. What can I do right now to get a little better?
Are you constantly looking for opportunities where you can add value to your team and key stakeholders? Genuinely providing value. Exceptional Sales Leaders separate themselves from their competition through this approach - they are people of value who focus on adding value to people. Here are some ideas to think about.
Irrespective of what happens, whether an event was within their control or out of their control, great leaders will take responsibility - period! They do not shirk the issue, they do not abdicate their responsibility and they certainly do not point the finger at others. That's the topic of today's podcast.
Jim Rohn was often quoted as saying 'discipline weighs ounces, but regret weighs tonnes'. As a sales leader, if we are to move towards becoming exceptional, we must be disciplined in a number of areas and never waiver from that discipline. In today's episode, I cover 10 discipline areas that exceptional sales leaders separate themselves from their competition.
Are you making the development of your team a priority? If not, why not? One of the key responsibilities of a leader is to identify and develop other leaders, often to the point where they become better than you. This can be challenging for a lot of leaders, but it is a must if we want to drive sustainable results.
One of the key skillsets that sales leaders must develop is the ability to identify and solve problems. If there is one certainty in sales leadership life, it is that problems are inevitable. Our opportunity then is to help solve those problems in a way that leads by example and can help the team move forward.
Are you clear on why you became a sales leader? Was it because of the prestige that came with the role, or the responsibility, or was it something much deeper. Many sales leaders are in the role to claim the 'prize' - the number 1 sales team, the company trips, or even the title. Very few are in it for the fulfilment the role can deliver. That's the topic of today's episode.
A follow on from yesterday's podcast around presenting a message. Too many people get caught up in nervousness around presenting, to the point where they would rather do anything else other than present. If nervous, focus on service, and here are 4 techniques to help do just that.
Hands up who loves presenting in front of an audience? When I ask that question to groups, only a very small minority raise their hand. Most people would rather do anything else than present, and it doesn't have to be like that. Here are some quick tips on presenting with confidence that may help you and your sales team.
One of the most common challenges sales leaders face when leading their team is a lack of planning by their Account Executives, or sometimes at best, inconsistent planning. And this often leads to inconsistent results, and higher levels of frustration. There are key areas that need to be focused on in order to be better positioned to sell more - I cover some of those in today's episode.
It is amazing where we can learn lessons from, that will enhance our ability to become a better leader, and in the process, encourage better teamwork within the team. We need to also be very conscious of the elements of dysfunction that can creep into the team environment as well. Both of which I explore on today's episode.
Too many sales leaders tend to overcomplicate things. They create detailed strategies and wonder why their team often struggles to implement it. Exceptional sales leaders master the fundamentals - they focus on the activities that will move the dial forward towards achieving success. They do simple better.
If you are like most sales leaders, you will have a huge to do list that very rarely you are able to complete. you will also often be at the mercy of other people's agendas and 'to do lists', which only adds to yours! To truly become exceptional, we need to change our focus from entirely being on the to do list, to creating a 'to be list'. This can be the difference that makes all the difference.
Following on from yesterday's episode, when you conduct a time audit of your key activities, you may be surprised to learn that 80% of your results will be coming from around 20% of your effort. Pareto seems to play out everywhere. So when it comes to leading your sales team, take full advantage of the Pareto Principle.
As a leader, do you often find yourself sucked into a time vortex, feeling as though there is never enough time in the day to get everything done? That people are always demanding a share of your time and attention. Ask this powerful question of yourself to give yourself more control over what you do next.
Stress and tension are unfortunately a natural part of life. However, we don't need to have our life defined by it - hence we can implement some little hacks to change our mood, and therefore release tension, and get ourselves back into a zone for high performance. Here are 12 ways to boost our mood really quickly.
Many people have leadership as a career ambition, which is terrific, because a leadership career can be extremely satisfying and fulfilling. However, before we can become an effective leader of people, we must learn to first lead ourself, which can be a very challenging exercise. Here are some thoughts on the qualities we need to possess to effectively lead ourself.
One thing is for certain - change is inevitable. Much like death and taxes, change will happen, whether we like it or not. Why then do so many people resist change? Time to embrace what's in front of us and move forward. Otherwise, we run the risk of becoming irrelevent.
Building resilience within our team is critical to exceptional performance. And a key component of that is focusing on things we can influence and control. We can also learn to reframe situations to look at the positive outcome we could create.
One of the most underused and under rated tools available to sales leaders and their teams is the power of silence. Being able to hold the space for 3-5 seconds in silence is golden. When done well, it can open up an incredible world of opportunity because other people will have the unconscious urge to fill the void.
Running effective and productive meetings is easy to do, as long as we are prepared to invest some time upfront in planning. This planning does not have to be onerous - in fact, it can be done in as little as 5-10 minutes. And the planning can make all the difference between a super productive & engaged meeting, and a meeting where people think to themselves, 'I'm never getting that hour back!!'.
One of the shortfalls of most people, especially leaders, is they do not spend near enough time focusing on the outcome they want for a particular meeting, or presentation, or even, conversation. Many of them think it is okay to 'wing it'. This unfortunately can lead to poor results, not to mention, a poor reputation. Instead, do these 3 things and watch everything change.
At our core, humans love to be liked. Which means that we can sometimes be highly susceptible to the opinions of other people. However, do the opinions of other people really count and really matter? This is the topic of today's episode.
Do you compare yourself to other people? If you are honest, the answer to that question is yes. And comparisons can be quite damaging as it can lead to us not feeling worthy, and ultimately, not delivering great results. What we need to do instead is identify models of excellence where we can study them, and then role model them, which results in completely different outcomes. That's the topic of today's episode
Do you know why you decided to become a sales leader? Did you fall into it or was it a specific decision to lead people? Interestingly many sales leaders are not clear on their reason. In fact, many sales leaders become leaders because of the 'perks' they believe come with the position. In today's episode, I discuss the differences between a sales leader looking at the perks and a sales leader looking to leave a legacy.
A key responsibility of a sales leader is to coach. This coaching can be group coaching the sales team, it could be coaching an individual sales executive, and sometimes, it could be coaching yourself. To assist in the coaching session, it is important to have on hand quality questions to ask. Here are 4 great questions, known as cartesian questions, which can be very powerful and create a high quality coaching session.
Despite what people may tell you, there is no fast track elevator that will take you directly to the top. You must take the stairs. Why? Because anything worth achieving takes time, and it takes effort. There are seasons to reap and seasons to sow. This is what I explore in today's episode.
If there is one attribute that separates Exceptional Sales Leaders from their competition, it is their unrelenting focus on serving and adding value to others. They constantly look for opportunities where they can help and serve, without any expectation of anything in return. It is never a transaction. It is an authentic philosophy. That is the topic of today's 100th episode of The Exceptional Sales Leader Podcast.
As a sales leader, are you feeling right now like the weight of the world is on your shoulders? You are getting beaten up by senior leaders because the numbers don't look great, and at the same time, you are trying to drive your team to higher levels of performance. If the answer is yes, you are not alone. Stay in the game, double down on what you can control, and re-focus on your core values.
Whilst there are many things that, as leaders, we don't have 100% control over, there is one thing we do have 100% responsibility and control over - attitude. Too many leaders are continuing to suffer from 'stinking thinking', and it is having a detrimental impact on their team and hence the business results. Why? Because attitude is contagious. That is the topic of today's episode.
In yesterday's podcast, I shared one method to conduct a conversation to correct performance, before getting to the formalised performance management stage. This was through using empathy. In today's episode, I share the other method of conducting the conversation, this time, through assertion. Both methods can be highly effective, as long as we follow some key steps.
When it comes to discussing performance, unfortunately many Sales Leaders tend to shy away from having the conversations they need to have, when they need to have it. Exceptional Sales Leaders will always lean into these conversations because they know it is critical to the team's performance, and ultimately the company's performance. In this episode, I discuss one way to conduct a conversation around correcting performance.
Our physiology has a direct impact on our psychology. In other words, how we move and position our body can impact on how we feel. Often we cannot control our feelings, but our body knows how to position itself based on that feeling. If that is the case, we have the power to be able to affect our psychology through our physiology.
Too many sales leaders and their teams are continuing to focus on pushing their products and services through the features and benefits, thinking this will differentiate themselves from the competition and their customers will purchase. Wrong! Only when we focus on What's In It For Me from a customer's perspective will things change. Fundamental and yet easily overlooked.
Our natural tendency as people, and certainly as leaders, is to ask closed based questions. This has unfortunately been conditioned into us through the environments we have been part of and the people who have influenced us. To be exceptional, we need to ask better, higher quality questions, and this is what I explore in today's episode.
As a sales leader, could you be delegating more? If you are like most leaders, there is great capacity for you to delegate more to your team and other key stakeholders. However, some of us are reluctant to do so. In this episode, I explore why that is, as well as provide some tips on delegating effectively, so it creates win-win outcomes.
In order to increase our opportunities to influence others, it is important that we are aware of the key Laws of Influence. The use of these laws will enhance our ability to influence our key customers and stakeholders, and drive the outcomes we are looking for.
Just because we have the leadership title doesn't mean that we are automatically an influencer. It takes work to influence, just as it takes work to earn the right to lead the team. In today's episode, I explore the core qualities of an effective influencer that we must possess if we are to lead and influence more effectively.
Why are you a Sales Leader? Is it because the role was a natural progression from an individual contributor role, or do you have a deep desire to create something special? Knowing your 'why' is critical to being able to become an Exceptional Sales Leader, and in this episode I share thoughts on why the 'why' is so important.
As a Sales Leader, how much time do you allocate to yourself to sit and reflect on the week that has just been? If you are like most leaders, the answer is probably not much, if at all. However, this is almost a secret weapon for Exceptional Sales Leaders, which only increases productivity and engagement.
One of the greatest gifts we can give people, whether that be our sales team, our leadership team, key stakeholders, customers, or even random strangers, is the impression of increase. This is a feeling that they get from having had a conversation with you. It is a very powerful strategy that when used, can result in exceptional results.
If you have been in sales leadership for a while, you would have experienced some level of criticism. Often that criticism comes from well meaning people, and often it comes from people who are looking to elevate themselves by putting you down. It is opinion based. Don't let other people's opinions become your reality.
Many sales leaders believe that when they get the title of 'Sales Leader' they have arrived, and their team will automatically respect them, trust them, and follow them. Nothing could be further from the truth. To become Exceptional Sales Leaders, we must earn the right to lead our team. It is not automatic.
As part of their talent acquisition strategy, Exceptional Sales Leaders are very specific in what they look for. It is characteristics that will complement the team and enable the team members to excel in their zone of genius and as a result, enable the team to become unstoppable.
When it comes to talent acquisition for your sales team, are you very specific in terms of what you are looking for, or do you follow the old formula of placing emphasis on past experience and past results? Many sales leaders develop one dimensional teams because they are not crystal clear on the characteristics they require in order to drive long term, sustainable results.
Too many organisations, especially in times of challenge, take their focus off their number 1 asset - their people. And because of this, often the decisions they make are short sighted and impact that number 1 asset. It almost becomes a vicious cycle. Great businesses and Exceptional Sales Leaders will always maintain their focus on their people, because it is their people that will drive the business forward.
As sales leaders, we need to be highly protective of our time and focus on the activities that will move the needle forward, and drive momentum for the team. Often though we find ourselves working on things that are not important, nor are they urgent. In today's episode, I share a powerful tool that will help us prioritise our time more effectively.
As a sales leader, have you ever had a conversation with the team, or with a team member, and despite your best intentions for the message, it was not received the way you had hoped? This is a challenge for many leaders, but there is a way to close the gap, which is what I explore on today's episode.
Exceptional Sales Leaders don't need to wear a mask or play a character. They are who they are, which is authentic. And this quality attracts people to them and keeps people with them. If there is one thing that you can hang you leadership hat on, it is being authentic.
When we find ourselves in those moments of truth, especially with our team, it is critical that we can capitalise on the moment, communicate effectively, and progress forward. Exceptional Sales Leaders will adjust their communication style in these moments, based on the person in front of them. This is a key reason as to why they are exceptional.
Every single days presents us with hundreds, if not thousands of opportunities to create an impression. Impressions upon our team members, our key stakeholders, our customers, and even complete strangers. These are the moments of truth, and is the topic of today's Podcast episode.
Sales leaders are notoriously 'busy', so much so, that for some, it is difficult to create space for new opportunities, let alone time for developing their people. Busy though doesn't mean effective. In today's episode, I share a simple yet powerful technique to create time and space, and enable you to be even more productive.
The greatest gift that you as a Sales Leader can give your team, is the gift of your attention. There doesn't have to be an agenda or a specific objective, just simply being present with your team and listening, can work wonders for your leadership, not to mention the results of the team.
All great sales leaders, athletes, teams, artists and businesses share one thing in common - consistency. It may not be a sexy word, but exceptional performers understand the compounding effect of consistency, and that is what I explore on today's episode.
One of the key challenges facing many sales leaders is having the capacity and emotional intelligence to know when to step back rather than stepping up. The worst thing we can do for our team is be the conduit for all correspondence, information and decision making. It stifles development, and will diminish results. Exceptional sales leaders step back so others have the opportunity to step up.
As a sales leader, how much focus are you placing on your team creating a professional and personal development plan? The teams and businesses that prioritise development and then commit to it, are the ones that enjoy the exceptional results, that become sustainable and replicable. It is that simple.
Stress is an inevitable component of daily life and business - unfortunately it can also create havoc within businesses and relationships if not handled well. In this episode, I share some thoughts on techniques and strategies to better manage, and hopefully, reduce stress, so as to maintain exceptional levels of performance.
In today's episode, I provide a high level overview of the 5 Levels of Leadership - based on the work of John Maxwell. The key question for us as Sales Leaders to ask is 'where do I sit on the 5 levels?' And where does our team believe we sit?
Too many sales leaders and their teams are not taking advantage of the greatest business network on the planet - LinkedIn. In today's episode, I deep dive further into elements of your profile that will enable you to become more attractive to your market place and future customers.
Unfortunately many leaders do not give enough thought to the impression they are trying to create online, which can lead to inconsistency, and in some cases, lost opportunity. In this episode, I cover 3 key elements that as Leaders we must be aware of when it comes to using LinkedIn and setting up a Linkedin profile to create the best possible impression.
Professional athletes are committed to daily activities and disciplines that enables them to perform at an exceptional and consistent level. So too must leaders commit to daily disciplines if they are to become exceptional. That's the topic for today's episode.
How much time does your sales team invest in researching a customer prior to meeting them? I'm still staggered at the number of salespeople who enter a conversation unprepared, with little or no research, and wonder why the conversation doesn't go well. In this episode, I share a model that enables sales people to be well prepared prior to a customer conversation.
Too many sales leaders and their teams focus all of their attention on selling their product or service, trying to position it as the 'best in market', or selling the features and benefits. Exceptional Sales Leaders and their teams take a different approach - they become professional problem solvers. And when they do this, the products and services become a key part of the solution. There's a big difference.
When it comes to team or organisational performance, too many leaders focus on the organisational structure as the reason behind exceptional performance or below par performance. Unfortunately they are focused on the wrong element. Great leaders focus on the environment that needs to be created to underpin success. This is where culture is built, and this is the foundation for exceptional performance.
Whilst our personal brand is based on how other people perceive us, we can influence this through the impressions we create and certain behaviours we can demonstrate. In this episode, I cover how quickly impressions are created and what behaviours we can use to create the best impression.
To win more deals, we need to build higher quality relationships. People will buy from people they know, they like and they trust, so it is incumbent on us to empathise with customers and potential customers, and focus on building genuine rapport. In this episode, I explore the 4 elements to building rapport that will stack the odds in your favour.
There is nothing worse than a Sales Leader changing the goal posts throughout the year, making it harder and harder for their sales team. This lacks integrity. Exceptional Sales Leaders make every decision based on integrity, always doing the right thing. Always.
Not only do Exceptional Sales Leaders take responsibility for everything that happens, they then focus their attention on the things they have control over. And in doing that, they demonstrate 3 key attributes that separates them from their competition - I cover these 3 in today's episode.
It is so frustrating to see such a lack of leadership across the world right now, whether it be in Government or in business. Too many leaders are failing in the number 1 area of leadership - taking responsibility. Apologies if today's podcast is a little bit of a rant.
What separates Exceptional Sales Leaders from their competition is their ability to seek and provide effective feedback. They become feedback machines, and they create a culture where feedback is not only expected, it is demanded. In today's episode, I share a simple & effective 3 step feedback model that will enable you to become that feedback machine.
Too many sales leaders are trying so hard to turn their salespeople into something they are not. They are literally trying to teach chickens to fly and become eagles. This doesn't work. Exceptional Sales Leaders identify the chickens & eagles within their team, and work towards unleashing the maximum potential of both.
To be an exceptional sales leader it presupposes that we are of strong and good character. It is the bedrock that enables trust to be built quickly. In this episode, I explore 6 essential traits of good character that exceptional sales leaders possess.
A key aspect of being an exceptional sales leader is having the ability to identify where your individual sales executives are at in terms of their level of capability, and then teach, mentor and coach them based on that. In this episode, I cover the 4 levels of learning that everyone goes through, whether it be related to sales, driving a car, or getting great at a particular hobby.
If someone asked you the question "What defines you as an Exceptional Sales Leader?" would you have an answer ready to go? Interestingly many sales leaders have not invested the time to really ask themselves that question. And it is a critical question if we are to be exceptional.
One of the most powerful ways for a sales leader to exponentially increase their influence and impact is through presenting. Whether that be presenting to the sales team, to small groups, or even to large groups such as industry forums. And we must take every available opportunity to present, if we are to continue to increase our impact and influence
In today's podcast, there are 2 key messages - firstly understand why you are a sales leader in the first place. Why do you do what you do? And secondly, based on that why, make a decision to stay the course, no matter what.
Have you ever found yourself being the 'meat in the sandwich' between your senior leaders and your team, especially when it comes to performance? It is not a great place to be, however, as Sales Leaders we need to learn to manage this effectively, and have the courage to have the conversations required.
As a Sales Leader, are you committed to constant and never ending improvement, knowing that there is always another level to get to? Unfortunately not enough sales leaders are, and it is impacting their team and their ability to drive sustainable results. Commit to always learning.
If you are like most sales leaders, at some stage you would have found yourself caught up in the drama cycle, where things simply weren't working. You would have also realised that the drama cycle is not where it's at. So how do we get out of it, and move towards exceptional?
Exceptional Sales Leaders separate themselves from their competition through doing things differently, but also through mastering fundamentals. In this episode, I explore 5 principles that sales leaders focus on to drive towards exceptional.
What we believe to be true for us, is very powerful and will shape our thinking, our attitude, our actions and ultimately our results. As a sales leader, we must be very clear on what we believe to be true, because our team depends on it.
If you could go back in time and give yourself some advice that would propel your sales leadership forward, what advice would that be? In this episode, I cover 5 areas to focus on that can set you on the path to exceptional sales leadership.
Have you ever thought about the legacy you are creating? Life is so short, and as sales leaders, we have the opportunity to make tangible and significant contributions to the people around us, so that we are able to plant seeds for future generations to benefit from.
Are you aware of the impressions you create to those around you? One of the core pillars of trust is reliability and I'm constantly staggered at the number of people who seem unable to be reliable - to do the things they say they will, when they say they will do it. Please don't make this mistake.
Too many sales leaders and teams tend to over complicate things. When you look at highly successful people and teams in any endeavour, they have an amazing ability to master the fundamentals. They do simple better.
Too many sales leaders are comparing their team's performance to this time last year, or 3 months ago, and ignoring the current reality. Exceptional sales leaders don't do this. They are intentional, they set new goals and focus on activity and constant improvement that will deliver results.
Life is so short. If we only realised how much time we actually have, then I'm sure we would take more calculated risks and be more intentional with our actions. In today's episode, dedicated to my Aunty Marg, it is time to get on with it, make the most of our time. What are you waiting for?
As sales leaders, we must understand that our team becomes a reflection of us. Hence it is so critical that we are aware of our own thinking and attitude, and can change our thinking to create an empowering example to our team
Unfortunately many sales leaders feel isolated in their roles, unable to share information or challenges with their peers, for fear of retribution and internal competition. Tapping into the power of a mastermind group can change all of that.
If there is one thing that inhibits a sales leader's ability to become exceptional, it is this - an inability to truly listen to their team and to their key stakeholders. In this episode, I explore the 4 levels of listening and where, as exceptional sales leaders, we should be aspiring for.
Exceptional Sales Leaders understand that their team becomes a reflection of them, and hence it is vital that they continue to learn, develop and push beyond their comfort zone. When they do this, their team is encouraged to do the same.
What separates Exceptional Sales Leaders from their competition? The ability to be super productive on a consistent basis. In this episode, I explore 4 areas to significantly drive improved productivity.
How would you rate yourself as an Emotionally Intelligent Sales Leader? In this episode, I explore 5 core elements that sales leaders need to tap into in order to build their emotionally intelligent muscle.
Whilst we can benefit from mentoring and coaching, becoming an exceptional sales leader is 100% up to you, and it starts with a decision. In this episode, I explore 9 questions that an early mentor asked me that put me on the path to develop exceptional sales leadership. I trust these questions can help you as well.
One of the greatest lessons I learned about leadership came from the founding CEO of Optus, Bob Mansfield. It was a lesson that wasn't obvious at the time, but it certainly helped form my own leadership philosophy. It is also a philosophy shared by the great leaders, and that is, it is not about us!!
Unfortunately too many sales leaders lead their team from a position of wanting to be 'liked', and being popular. This makes it difficult to have the robust conversations when they need to be had. Exceptional sales leaders are prepared to be unpopular. Are you?
One of the leadership truisms I have come to better understand is that our team is a reflection of us, and how we constantly show up has a direct impact on how they show up. A critical component of this is maintaining a strong mindset. I explore this in today's episode.
Too many sales teams continue to sell purely based on how good they think their product or service is. They get caught up in how 'unique' their features are, thinking that will entice the customer to hand over cash. Not so. In today's episode, I share a simple 4 step model that can be utilised to essentially sell anything.
In yesterday's episode, I shared the 10 areas that Exceptional Sales Leaders focus on to create momentum. In todays episode, I explore the 10 areas that we must avoid in order to ensure momentum is created and maintained. These are the momentum breakers.
Exceptional Sales Leaders understand the importance of creating and maintaining momentum, both for themselves as well as for their team. A team that has momentum is very difficult to stop. In this episode, I explore the 10 areas which Exceptional Sales Leaders focus on to create momentum.
I learned this lesson the hard way. The first 90 days of my sales leadership career I was a people pleaser, believing that this approach would build trust with my team. It didn't work.
Exceptional Sales Leaders understand how critically important it is to establish a winning environment that underpins great performance. A key element to this is what I call the True North of Leadership - clarity. In this episode, I discuss 8 key points around clarity.
As a Sales Leader, how committed to consistency are you? Have you even thought about it? Exceptional sales leaders make it their focus to be consistent in everything they do. In this episode, I explore the 10 areas where for them, consistency is king.
One of the biggest frustrations for many sales people is the Sales Manager who micro manages and focuses all of their attention on the achievement of the number, to the exclusion of everything else. Don't get me wrong, the achievement of results is critically important, however, there are ways the Sales Manager can oversee this that drives engagement, rather than driving fear & frustration.
How often do you ask the question 'Is this the best use of my time?'. If you are like most sales leaders, it is not a question that would be on the top of your question list. However it is one of the most powerful questions we can ask ourselves in order to ensure we are focusing on the right activities and the right priorities.
Age will only be a barrier to your success if you let it be. People's perception of you need not be your reality. The key focus should be on how you can best serve others and how good can you get at identifying problems and then solving them.
In this episode, I explore the core components that sales leaders excel at that leads them to be exceptional sales leaders, delivering consistent and sustainable results, building strong engagement, and creating meaning, fulfilment and significance. I call it the Exceptional Sales Leader Model. To get more information, send me an email at darren@darrenmitchell.com.au
Are you a Sales Leader who constantly gives your team the gift of your attention and the gift of your coaching? If you are, you are in the minority. In times like this, coaching and mentoring is needed more than ever. Enjoy this episode.
So often Sales Leaders and their teams do not conduct the meeting before the meeting, and end up not getting the result they would ultimately like in the actual meeting itself. They often 'wing it' hoping for the best. In this episode I explore why it is critical to conduct a meeting before the meeting to stack the odds in your favour.
As a sales leader, are you 100% focused on your people and how you can serve them, or are some of your decisions tainted with 'what's in it for me?' There are so many people in business and society today who are focused on trying to be interesting to others, trying to impress people in the hope that people will find them interesting. This may sound simple, but the most effective way to become interesting to other people, is to become interested in other people. This requires us to be selfless - this is what I explore in today's podcast.
Have you identified a likely successor to take over your role at some stage? Or are you like the majority of sales leaders who have not identified anyone because you are so focused on delivering results? Well, a key responsibility of a sales leader is to firstly identify a likely successor and then develop them to be able to take over. This is what we explore in today's episode.
Are you trustworthy? Does your team implicitly trust you, and if they do, how do you know? In this episode, I explore the 3 core pillars of trust that must be in place for us to be trusted as sales leaders. Without these 3 pillars in place, it is almost impossible for our team to trust us. We must also be aware of the 1 thing that can undermine trust quicker than anything else.
Tough times don't last, but tough people do. It is a quote that I have read many times over the years, and I must admit, I have often thought of it as a 'throw away line'. However, when you are in the middle of the challenge, dealing with adversity, and truly dealing with tough times, you recognise that it is the moment of truth to really develop grit, get tough, and get moving. Always remember, this too shall pass. Hope you enjoy the episode.
As a sales leader, how would you describe your culture? Have you intentionally focused on developing a powerful and engaging culture, or have you expended most of your energy on developing and implementing sales strategy? In this episode, I talk about the Exceptional Sales Culture checklist, and give you the opportunity to get your hands on a copy.
Have you ever wondered what separates the best leaders from everyone else? Is it luck, being in the right place at the right time, or is it that they are simply blessed with a sensational team? Well, what separates the best from the best are 2 very important skillsets, and they are able to execute these 2 skillsets better than anyone else. In this episode, I explore what these 2 skillsets are and how you can embrace them to assist you in becoming an exceptional sales leader.
Are you a great listener? If the answer is 'yes', how do you know? Too many people believe they are great at listening however they are doing anything but listening. There is nothing worse than having a conversation with someone and you just know that they are 'off with the fairies', and not paying any attention to you. In this episode, I explore the 7 key elements to great listening, which when implemented consistently, will separate you from the competition like nothing else. Enjoy.
It may sound a little paradoxical, but the true path to success is through dealing with and overcoming obstacles, challenges, and failure. History is littered with successful people who became successful only through overcoming failure, and some of them, significant failure. History books do not recall the people who gave up, and if you dig deep enough, it also does not list many who became successful overnight. Why? Because success only comes through embracing and overcoming failure. Thanks for listening.
A critical attribute for a sales leader to become exceptional is their intentionality and this presupposes that they take responsibility. When a sales leader does this, the trust their team has in them increases significantly and they are able to lead much more effectively. In this episode, I explore 4 key areas that enables the exceptional sales leader to drive responsibility.
There are many different definitions of success out there in the world. For many, success is the leadership title, the prestige of reaching the top of the 'pyramid' and enjoying the benefits that come with it. For others, it is the material rewards, or it could be the responsibility that comes with leadership success. In this episode, I share a perspective that was shared by a very early mentor, that success is actually an inside job! I hope you enjoy this episode.
In working with sales leaders and their teams over many years, I have come to truly recognise and understand the unbelievable power of attitude in driving exceptional performance. As Zig Ziglar said, 'Our attitude and not our aptitude, will determine our altitude'. This is so true. We explore the importance of attitude in today's episode.
Whether it be in times of a global pandemic, or a local or isolated challenge, the leaders responsibility to their team is to lead them with confidence and certainty, irrespective of the current circumstances. Exceptional sales leaders will always ask themselves a set of questions, that will allow them to lead with confidence and certainty. We explore these questions in today's episode.
In difficult times, we are always faced with a choice - to either buy into the challenge and the struggle and allow the struggle to dictate what happens next, or, we can lean forward and despite the challenge, take definitive steps forward. When we take steps forward, we develop resilience - a skill which is critical to our ability to effectively lead, especially in a crisis. How resilient are you right now?
In this episode, I cover off the final perspective principles that Exceptional Sales Leaders must embrace in order to effectively lead their team through any challenge or adversity.
In this episode, I explore some more perspective principles from the Virtual Leadership Summit which are critical for Sales Leaders to lead in an exceptional way during difficult times.
In this episode, I share a few thoughts on 3 perspective principles that came out of a Virtual Leadership Summit I attended. These principles are critical for sales leaders to grasp and understand in times of challenge, and in times of crisis.
In times of challenge, our sales team are constantly looking to us to provide direction, to provide inspiration, and above all, to provide certainty. In this episode, we explore the importance of certainty and how certainty can help drive improved performance
The dictionary defines exceptional as being unusually good. What makes some sales leaders exceptional, where they are able to extract higher discretionary effort from their team, and hence drive more sustainable and higher sales numbers? We'll start exploring this in The Exceptional Sales Leader Podcast.