Sales leadership w/Paul Lanigan: Recent Episodes
Paul Lanigan
In this conversation, Keith Rosen discusses the challenges and opportunities in coaching within the hybrid workplace post-COVID. He emphasizes the importance of understanding individual motivations, the disconnect in sales processes, and the role of managers in fostering a supportive coaching culture.
Keith highlights the need for authentic relationships and the impact of self-care on performance. He also shares strategies for transforming underperformance into success and the legacy leaders leave behind.
The conversation concludes with a reflection on the connection between music and leadership, underscoring the importance of authenticity and connection in both realms
Summary
Alison McCabe shares her journey from growing up in a disadvantaged area in Dublin to becoming a successful sales leader. She discusses the importance of programs like the Trinity Access Programme in helping students from disadvantaged backgrounds get into college.
Alison emphasizes the value of mentors in shaping her career and providing guidance and support. She also talks about the challenges she faced in transitioning from an individual contributor to a sales leader, including learning to not sweat the small stuff and taking time to understand the full picture before reacting.
Alison McCabe shares her insights on leadership and personal growth. She emphasizes the importance of patience, not reacting quickly, and thinking about the bigger picture. McCabe also discusses the value of building strong relationships and providing constructive feedback.
She highlights the need for leaders to prioritize the success of the business, which in turn benefits the people. McCabe expresses her pride in her own accomplishments and the impact she has on others.
She draws inspiration from Pope Francis and his efforts to create a more inclusive church.
Finally, McCabe emphasizes the importance of gratitude and being happy with what you have.
Keywords
disadvantaged area, Dublin, Trinity Access Programme, college, mentor, sales leader, individual contributor, challenges, leadership, personal growth, patience, relationships, constructive feedback, business success, pride, inspiration, gratitude
Takeaways
- Programs like the Trinity Access Programme play a crucial role in helping students from disadvantaged backgrounds get into college and pursue higher education.
- Having mentors can provide valuable guidance and support in shaping one's career and navigating challenges.
- Transitioning from an individual contributor to a sales leader requires learning to not sweat the small stuff and taking time to understand the full picture before reacting.
- Building strong relationships with team members and genuinely caring about their well-being is essential for effective leadership. Patience and not reacting quickly can lead to better outcomes in leadership.
- Building strong relationships and providing constructive feedback are essential in a leadership role.
- Prioritizing the success of the business ultimately benefits the people involved.
- Being proud of your own accomplishments and helping others feel proud is important in leadership.
- Gratitude and being happy with what you have can lead to a more fulfilling life.
Louis Fernandes shares his journey from working at NatWest Bank to becoming an advisor in sales and marketing. He grew up in the UK and had a studious and geeky personality. After not getting the grades he expected in his A levels, he randomly ended up working for NatWest Bank at the age of 18. He gained experience in various roles, including marketing and sales, and developed a passion for helping others succeed. He also pursued his interests in sailing and skiing, which taught him resilience and the importance of focusing on the outcome. Louis emphasizes the value of building relationships and understanding customers' needs in sales and marketing. In this conversation, Louis Fernandes and Paul Lanigan discuss the challenges of stepping outside of one's comfort zone and the importance of self-awareness in personal growth. They explore the concept of imposter syndrome and how it relates to conscious incompetence. They also discuss the role of technology in sales and marketing, emphasizing the need for a balance between automation and human connection. The conversation concludes with a reflection on the value of passion and living in the present moment.
In this episode, we sit down with Wendy Harris, a remarkable leader whose journey from the high-pressure trading floors of Goldman Sachs to leading dynamic sales teams in the tech industry is nothing short of inspiring. Wendy shares her story of resilience, adaptability, and unwavering commitment to creating a work environment where fun and high performance coexist.
Key Highlights:
- Introduction and Praise:
- Wendy is introduced with glowing testimonials from her colleagues, highlighting her incredible management skills, mentorship, and ability to drive results while maintaining a fun team culture.
- Balancing Fun and Results:
- Wendy discusses her philosophy of balancing seriousness with fun at work, emphasizing the importance of creating an environment where people can be their authentic selves and enjoy their work.
- Roots of Work Ethic:
- Wendy credits her strong work ethic to her upbringing and experiences in competitive equestrian sports, where discipline and determination were key.
- Transition from Finance to Tech:
- Wendy shares the challenges she faced transitioning from a successful career in finance at Goldman Sachs to the tech industry, including taking a significant pay cut to join Facebook. Her story highlights the importance of humility, persistence, and strategic risk-taking.
- Leadership Style and Team Culture:
- Wendy explains her approach to leadership, which combines transparency, loyalty, and fostering a positive team culture. She emphasizes the importance of direct communication and creating a supportive environment.
- Personal Challenges and Resilience:
- Wendy opens up about her health struggles, including developing a seizure disorder due to the intense pressure at work. She talks about the importance of self-care and maintaining a work-life balance.
- Equestrian Passion:
- Wendy shares her love for horses and how competing in eventing taught her valuable lessons about trust, partnership, and adrenaline, which she applies to her professional life.
- Vision for the Future:
- Wendy discusses her current role and vision for building out the Gong culture in Dublin, emphasizing the importance of impact, brand building, and creating raving fans.
Quotes from the Episode:
- "Life is short. We need to embrace and enjoy every moment. I want to roar laughing every single day at work."
- "I believe very strongly in switching off on weekends and holidays. The world's not gonna fall apart if you disconnect for a while."
- "If I'm gonna do something, I'm gonna do it properly. There's no half-measures."
- "Leadership is about being human, making hard choices, and growing from mistakes."
Conclusion: Wendy Harris's journey is a testament to the power of resilience, adaptability, and genuine leadership. Her story inspires us to embrace challenges, prioritize balance, and lead with authenticity and care.
In this insightful episode, Paul sits down with Guro Bergan, a prominent tech leader with a passion for gender diversity in the technology sector. Guro shares her unique journey from her Norwegian upbringing to her impactful career in Ireland. She discusses her professional growth, personal challenges, and the values that drive her mission to make a difference for women in tech.
Key Topics:
- Introduction to Guro Bergan
- Welcome and background overview
- Guro’s Norwegian heritage and early life
- Growing Up in Norway
- Life on an island near Tonsberg
- Cultural and historical insights of Tonsberg
- Journey to Ireland
- Decision to move to Ireland for studies
- Experiences at Dublin City University and in Madrid
- Career Path and Personal Growth
- Initial career steps and move back to Ireland
- Lessons in determination and recognizing personal happiness
- Professional Insights and Leadership
- Advocacy for women in tech and gender diversity
- Challenges in tech, especially in voice recognition
- Leadership lessons and personal growth stories
- Inspirations and Personal Reflections
- Influence of Guro’s mother on her career
- Understanding personal saboteurs and positive intelligence
- Building strong teams and having a four-year plan
- Personal Anecdotes and Values
- Living in Venezuela during a pivotal historical moment
- The significance of family heirlooms and heritage
- Final Thoughts and Reflections
- Importance of inclusive religious education
- Insights on what motivates and drives Guro
- Future aspirations and reflections on her journey
Episode Highlights:
- Early Influences: Rishan shares stories of his upbringing in Durban and Johannesburg, and how his father's entrepreneurial ventures inspired his interest in business.
- Career Beginnings: An in-depth look at how Rishan transitioned from administrative roles to sales leadership in major tech companies.
- Global Transitions: The cultural shocks and learning experiences from living and working in Dublin, Dubai, and the US.
- Leadership Philosophy: Rishan's approach to leadership, gratitude practices, and fostering a positive team environment.
- Personal Growth: How Rishan stays positive and resilient, his hobbies, and the importance of family in his life.
- Vision for the Future: Rishan's goals for making a lasting impact in his professional and personal spheres.
Tune In To Learn:
- How curiosity and a desire for success can drive career growth.
- The role of resilience in overcoming professional and personal challenges.
- Practical tips for effective leadership and communication.
- The importance of gratitude and continuous learning in personal development.
Listen to the Full Episode: Dive into Rishan Barat's fascinating journey and uncover the lessons that can transform your own career and leadership approach. Whether you're an aspiring leader, a seasoned professional, or simply curious about Rishan's story, this episode is packed with valuable insights and inspiration. Don't miss it!
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Join us in this enlightening episode as we dive into the remarkable career of Cormac Watters, Executive Vice President at Oracle. Cormac shares his journey from a consultant at Capgemini to founding his own technology company, and eventually taking on leadership roles at some of the world’s most respected organizations. Discover the lessons he learned, the challenges he overcame, and the values that drive him. This episode is packed with insights on leadership, entrepreneurship, and personal growth.
Key Topics Covered:
- Early Career and Education: Cormac’s start as a consultant at Capgemini and his unique path into the tech industry.
- Entrepreneurial Ventures: Founding a successful ERP company and the journey of growing a small business.
- Leadership Roles: Experiences as CIO, CEO, and COO at various global companies.
- Motivations and Inspirations: What drives Cormac and the people who have inspired him the most.
- Key Lessons and Reflections: The importance of preparation, work ethic, and building strong teams.
Episode Summary:
Join us in this inspiring episode as Sinead McCabe, Senior Director at Lincoln Sales Solutions, shares her remarkable journey from a rural upbringing in Ireland to a leading role in the corporate world. Sinead discusses the pivotal moments in her career, the challenges she faced, and the leadership principles that have guided her success.
Key Takeaways:
- Leadership and Personal Growth: Discover how Sinead's experiences shaped her resilience, adaptability, and strategic leadership skills.
- Career Path: Learn about Sinead's transition from tech support at IBM to marketing and eventually to a senior leadership role in sales.
- Leadership Philosophy: Understand the importance of servant leadership, empowering teams, and fostering a supportive and fair work environment.
- Challenges and Resilience: Hear about the challenges Sinead faced and how they contributed to her growth and success.
- Empathy and Team Building: Gain insights into the importance of empathy and personal connections in effective leadership.
Memorable Quotes:
- "Everybody has a skill that they're brilliant at. If you can work with the people in your team to uncover what that greatness is and encourage them to use it, you'll find that they grow and so does the team."
- "Sometimes it's the things that you thought were the worst things in the world at the time that shape you and become the best things in hindsight."
- "If you know what you want and go after it, even if you're 11, sometimes dreams come true."
What You'll Learn: You can expect to learn how personal ambition, emotional intelligence, and strategic planning drive leadership success, as illustrated by Sinead McCabe's career journey.
Connect with Sinead McCabe:
- LinkedIn Profile
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Feedback: We love hearing from our listeners! Send us your feedback and questions at [paul.lanigan@sandler.com].
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Listeners can expect to learn about the transformative power of servant leadership, the importance of leading by example, and the value of adaptability and continuous improvement in both military and corporate settings. Champion's journey illustrates how military principles can be successfully applied to civilian leadership roles, emphasizing service, humility, and critical thinking.
Richard McGuinness opens up about his eye-catching beard, which he started growing during the COVID-19 lockdown. Inspired by his experiences in Turkey, he humorously contemplates accessorizing with a three-piece suit and a monocle, reflecting his lighthearted approach to changes brought by the pandemic.
Emil Kristoffer Lie
- Emil's multinational background and desire to explore the world shaped his curiosity and adaptability.
- His early adventures, such as working as a pundit in a horse racing column and traveling alone to the US, developed his storytelling skills and ability to handle new situations.
- Emil's career journey started in customer support and key account management, where he discovered his talent for communication and relationship management.
- His language skills, including speaking Spanish, became a differentiator in his career and opened doors to new opportunities.
- Emil's experiences as a customer-facing professional and becoming a parent led him to transition into people management and leadership roles. Transitioning from an individual contributor to a leadership role requires learning from mistakes and creating the right environment for teams to perform.
- Surrounding oneself with inspiring people and being part of a supportive community is essential for personal and professional growth.
- Education should include subjects on wellness and energy management, as well as financial literacy, to equip individuals with essential life skills.
- In challenging situations, maintaining a positive attitude and mindset can help overcome adversity and inspire others.
- Prioritizing the safety and well-being of loved ones is more important than material possessions.
- Embracing an explorer mindset and seeking out new adventures can lead to personal growth and fulfillment.
Maura Brady, Head of Verticals at 6Sense delves into her journey from finance to sales leadership, emphasizing the importance of diversity, adaptability, and innovation in the sales sector. She discusses the unique challenges women face in sales, especially in balancing work and family life, and advocates for more inclusive policies and practices.
Maura highlights how her Irish heritage and upbringing in a large, vibrant family equipped her with resilience and a people-first approach, pivotal in her sales career and leadership philosophy. The conversation also touches on the potential impact of remote working on sales strategies and the significance of hiring diverse talents to drive success and innovation.
In this insightful conversation, Jack Hanratty, VP of Sales & Rev Ops at Birdie, delves into his transformative career journey, emphasizing the power of personal growth, the importance of emotional intelligence in sales and leadership, and the profound impact of familial influences. From his early ambitions influenced by his entrepreneur father to his strategic career moves aimed at mastering sales and leadership, Jack shares valuable lessons on pursuing meaningful work, fostering talent, and achieving professional aspirations.
Key Insights:
- Personal Transformation and Career Vision: Jack's career has been driven by a blend of personal ambition, inspired by his father's entrepreneurial spirit, and a strategic vision to excel in sales and leadership. His approach to career development emphasizes the importance of meaningful work and the desire to have a significant impact on the business and people he works with.
- Embracing Emotional Intelligence: Emotional intelligence plays a crucial role in Jack's success in sales and leadership. By understanding and connecting with people's motivations, Jack believes in the power of building relationships to drive business success and develop talent effectively.
- The Value of Diverse Experiences: Jack's journey through various roles, including his early work in stockbroking and the attempt at entrepreneurship, taught him the importance of gaining diverse experiences. These experiences have shaped his understanding of what he values in his career and how he wants to impact the world of sales and leadership.
- Leadership and Building Teams: Transitioning from an individual contributor to a leadership role, Jack highlights the importance of building diverse teams, managing across and upwards, and focusing on talent development. He stresses the necessity of hiring for potential, especially in a growing company, and the power of accountability and support in fostering loyalty and performance among team members.
Rachel Phillips, celebrated as an outstanding senior sales director, is renowned for her brilliant, empathetic leadership and deep understanding of team motivation. Her journey from engineering to sales leadership, coupled with her adaptability and people-centric approach, underlines her success.
Phillips' resilience, particularly following her husband's loss, highlights her strength and the significance of living in the moment. These experiences have honed her leadership, focusing on authenticity, empathy, and feedback.
Her insights on the COVID-19 pandemic's influence on work-life balance and remote working advocate for a flexible, inclusive workplace culture. Phillips' story of overcoming adversity, inspiring leadership, and advocacy for workplace change showcases her profound impact on her team and industry.
Karim Hartweg's journey from a child with dreams of football stardom to a seasoned sales professional underscores the power of curiosity, adaptability, and the importance of understanding one’s own strengths.
Despite challenges related to his background and initial career uncertainties, Hartweg's story is a testament to finding one's path through exploration and the willingness to embrace change.
His insights into sales, driven by genuine curiosity about people and their motivations, along with his multicultural background, provide valuable lessons on resilience, diversity, and the importance of nurturing one’s natural talents.
John Rosso's journey from an uncertain post-college phase to becoming a prominent figure in sales training underscores the transformative power of continuous learning, adaptability, and the strategic application of structured methodologies like Sandler Training.
His insights offer valuable lessons on career progression, the significance of mindset in overcoming professional hurdles, and the enduring relevance of foundational sales principles in navigating the modern sales environment.
The podcast tells the story of Barry Casserley, who left school early at 15 to start working. He talks about the importance of believing in yourself and pushing past limiting beliefs. Key themes Barry discusses are:* The value of strong mentors and managers in helping guide your career * Taking on challenges to stretch yourself and grow new skills * Managing your time rigorously to balance work, education, and personal pursuits * Giving back and inspiring others through charity initiatives * Developing leadership capabilities like empathy, resilience and coaching skills * Setting big goals to push past what you think is possible
It's an inspiring story of perseverance and self-belief to achieve unconventional career and personal success on your own terms.
Immerse in a motivating episode of "The Leadership Mindset" podcast, featuring our special guest Rob Murphy. He generously shares his journey from individual sales roles to leadership positions, giving you a closer look at the secrets behind thriving in top-tier business leadership and sales.
Get a unique perspective from Rob's personal anecdotes on his transition and growth. Understand the life skillsets he uses, such as perseverance, self-reflection, and personal life planning techniques, to help him continually improve - skills that he believes are equally essential for every professional.
Going down memory lane, explore Rob's childhood entrepreneurial ventures, his early career in hospitality, and his successful shift into the tech sector. Listen keenly as he shares in detail his beneficial data-driven approach to life reviews that embodies personal and professional growth. Drawing valuable insights from Rob's story, aspire to improve your professional skills and reach your goals through robust planning, teamwork, and resilience.
Dive deep into a comprehensive discussion tune in on how to adapt and grow in the relevant sectors and keep learning as one progresses in the career. The episode concludes with the resonating ideology to remain a student throughout your life and a thoughtful take on the need for education reform for an enriching wrap up
Be ready to get a unique learning experience on the importance of being a continuous learner, the absolute necessity of work-life balance, and the key to staying motivated in your career. This episode of The Leadership Mindset will certainly serve as an enriching guide for upliftment on both a professional and personal level.
Join 'The Leadership Mindset' in an illuminating episode featuring the inspiring journey of Cheryl Green. Uncover how storytelling serves as a key tool in both leadership and sales and absorb invaluable insights into the three essential sales stories, the significance of vulnerability in forging connections, and the power of positioning your customer as the hero.
Listen to Cheryl as she narrates her life-changing stories that shaped her into a storytelling maestro and outstanding sales careerist. Explore her transformational experiences and her knack for combining her love for storytelling with her passion for animal rescue. Understand how the compelling narrative of animal rescue stories can convert potential donors into committed contributors, thus highlighting the influence of storytelling in sales.
Dive into the vital role of storytelling in sales and how it forms robust emotional bonding with customers. Identify how storytelling transcends beyond being merely an art form to becoming an extraordinary catalyst boosting your business, sales, and leadership skills. Cheryl’s personal narrative provides a wealth of practical wisdom and takeaways to enrich your professional journey.
In this episode, we present an in-depth exploration of storytelling in sales, emphasizing its essentiality and how it bridges not only economic but emotional ties with customers. The discussion revolves around three potent story types crucial for every salesperson: the origin story, success story, and cause marketing story. Discerning the power of these forms of storytelling can infuse meaning in your brand narratives and foster profound connections with your customers. So, tune in to revolutionize your sales approach with the power of storytelling!
Understand the impact of storytelling on businesses and its potential to mirror their values, allure the target audience, and establish an emotional rapport. Digest the significance of storytelling from a customer standpoint and why businesses need to resonate deeply with their audience. Learn how to navigate the challenges of sharing community service initiatives and collaborations with non-profits without dampening the spirit of it or creating an impression of doing it merely for publicity.
Discover the art of structuring a compelling story and delve into the subtleties of effective storytelling. Learn about embracing potential failures in your narrative and realize how acknowledging discomfort can drive customers' purchasing decisions. Gather expert insights into the essentiality of storytelling in corporate communications and how it is rooted in our inherent nature to be storytellers.
This episode is a treasure trove for understanding how storytelling matrixes human experiences and emotions, and its significant role as a business instrument. So join us, listen to the evolution and influence of storytelling on sales, and start crafting your captivating narratives today!
Phil Codd is the CEO of Explio, an IT services company in Ireland, where he has worked for over 15 years. He started his career in sales and enjoys building rapport with customers, emphasizing the importance of positive interactions and relationships in business.
Highlights:
- Phil grew up in London after his family moved from Dublin in the 1960s. He worked in the early days of the computer industry in Ireland when it was still quite small and immature.
- He got his start in sales selling newspapers and working retail, where he enjoyed the "buzz" of meeting customers and making sales. This indicated his natural inclination towards sales.
- Phil has been with Explio, an IT services company, for 15 years now. He takes pride in the company's growth to over 850 employees in Ireland, as well as its diversity and empowering culture.
- He believes mentorship is very important for leaders and managers. Having someone outside your company to provide advice and guidance is invaluable.
Key Insights:
- Ireland offers a "luxury" for salespeople and business development to leverage personal connections and relationships unlike bigger countries.
- Decisions made at work are generally quite small compared to big life decisions. Employees should feel empowered to make decisions themselves.
- Interactions with people, no matter how small, are never neutral - they either leave you with a positive or negative feeling. Phil aims to have positive interactions.
- We need more nuance and balance in how we view leaders and public figures, rather than simplistic "good or bad" judgments.
Here is a summary of the key points from the podcast transcript:* Riadh Barkat grew up in Algeria during a turbulent time with political unrest. This made him distrustful of people and careful about who he associated with. However, Algerians are also very welcoming and proud people. * Work ethic was instilled in Riadh from a young age through small jobs and helping his parents. He always understood he had to work to earn money and rewards. * Early sales experiences like promoting flyers in hotels taught Riadh resilience and overcoming rejection. He credits foundational sales roles like lead profiling for his successful sales career. * Transitioning from individual contributor to people manager was challenging. Riadh learned he had to establish trust and validate he could add value before leading others. Letting go of individuals with fixed mindsets improved team culture. * Riadh sees AI as an efficiency play to help reps do tasks faster. It provides instant access to account insights for smarter conversations. However, complex enterprise sales still requires human touch. * For work-life balance, Riadh enjoys scuba diving and fishing during vacations. He also doesn't talk much about his personal life with colleagues. * If Riadh wrote a book, it would contain life lessons on what to do and avoid based on his experiences. Top lessons are resolving issues quickly before they escalate and always being respectful. * If Riadh could never work again, he would spend time mentoring people from disadvantaged backgrounds. Helping others gives him great joy. * The title of Riadh's biography would be "Giving Back" since he wants to be remembered for generosity and helping others.
In this episode, I speak with James Ring for an intimate chat. James paints a picture of his childhood amidst the scenic backdrop of Limerick City—a haven of Irish simplicity untouched by urban chaos. Rooted deeply in his homeland's traditions, James revealed in the essence of every local holiday, not feeling the pull of foreign shores until nearing his twenties.
In his close-knit community, the pursuit of a college degree was as rare as a cloudless Irish day. Yet, with the foresight of his grandparents and the unwavering support of his parents, James was inspired to venture beyond these conventional boundaries. They recognized a changing Ireland and saw the spark of ambition in James, pushing him to reach for opportunities that many in his community hadn't even dreamt of. As he carved his unique path, he was free from the pressure of predetermined outcomes—a testament to his family's trust in his vision.
Reflecting on his formative years, James holds his memories of Limerick close to his heart. He's quick to acknowledge the unwavering support from key figures in his life, emphasizing the invaluable role of positive influences during one's youth.
In this conversation, Christian Nick discusses various topics related to personal and professional development. He emphasizes the importance of self-reflection, understanding one's values and motivations, and the need for leaders to provide context and purpose in their instructions.
He also talks about the changing dynamics of the younger generation in terms of seeking meaning and purpose in their work. Christian shares his inspiration from subject matter experts in his field and the influence of his wife's cultural background on his perspective on community and human interaction.
He also mentions his passion for music and his desire to release an album if he didn't have to work. Overall, he highlights the significance of continuous growth and taking calculated risks in life.
Johan Sloos developed an optimistic, entrepreneurial mindset from an early age, growing up immersed in his father’s printing business in the Netherlands.
Seeing his dad build the company instilled in Johan a positive outlook and strong work ethic. Despite challenges, his father always believed he would pull through. Johan tries to emulate this attitude.
Two other important lessons from his father were treasuring family time together, like sharing dinner daily, and maintaining balance - never working excessively long hours. Johan still prioritizes these values today as a husband and father.
Johan has over 10 years experience leading sales teams in the Dublin tech sector. He realizes the value of continuous learning to stay at the top of his game, rather than relying on experience.
In sales conversations, Johan advocates asking a few insightful questions rather than interrogating prospects. Curiosity, industry knowledge and understanding the customer are more important than perfect tactics.
Johan believes AI brings both excitement and fear. While driving productivity gains, the risk is people don't get more leisure time and quality of life improvements.
To succeed in business, Johan stresses bringing value to others, not money, status or job title. He aims to be remembered for his interest in people and helping them develop.
If he wrote a book, it would be about maximizing value from expertise by consulting effectively. Johan enjoys contributing to companies in areas like sales strategy and recruitment.
In this conversation, Milan Jarosch discusses his experience with cancer, the importance of living life to the fullest, and the impact of his father's absence on his life. He emphasizes the value of pushing oneself, finding purpose, and being happy with what one has achieved.
Milan also shares his love for audiobooks and his desire to continue making a difference in the lives of others. Overall, he believes in living life on his own terms and cherishing the moments with his family.
In this episode of the Leadership Mindset podcast, host Paul Lanigan interviews Netta Huttunen, a sales leader from Helsinki, Finland. Netta shares her experiences, motivations, challenges, lessons, and insights on her journey to becoming a successful business leader.
Netta grew up in a town in eastern Finland known for its beautiful lakes and nature. Although she loved her hometown, Netta realised that the world had more to offer and decided to explore different directions in life. She left her hometown to pursue her college education and has since embarked on a fulfilling career.
During the conversation, Netta reflects on what she misses about her hometown, emphasising the peacefulness and connection with nature. She also addresses common stereotypes about Finnish culture, highlighting that while Finns may appear introverted or shy, they are warm and loyal friends once a connection is established.
Netta shares valuable lessons she learned along her journey to success. She discusses the importance of perseverance and the willingness to take risks. Netta believes that failure is not the end, but rather an opportunity for growth and learning. She also emphasises the significance of building strong relationships and fostering a supportive network.
Throughout the podcast, Netta provides insightful perspectives on leadership and sales. She emphasises the importance of empathy and effective communication in building trust with clients. Netta also highlights the value of continuous learning and staying adaptable in a rapidly changing business landscape.
This episode offers valuable insights and inspiration for aspiring business leaders and anyone interested in personal development and growth.
In this episode, our guest is Samppa Nykanen, who is based in Helsinki, Finland. Samppa shares his experiences growing up in a small town in central Finland, surrounded by the peaceful Finnish Lake District. He talks about his desire to move abroad and experience different cultures.
Samppa delves into the rich tapestry of his personal journey, painting a vivid picture of the challenges he faced and the lessons he learned along the way. He reflects on the transformative power of embracing new experiences and stepping outside of his comfort zone.
Moreover, Sampa sheds light on some often misunderstood aspects of Finnish culture, debunking the notion that Finnish people are inherently shy and reserved. He emphasizes the warmth and openness that lies beneath their initial reserve and discusses the ease of having open and meaningful conversations with Finns once you get to know them.
Additionally, Sampa shares his fondness for the traditions of his hometown, including the cherished ritual of sauna and the joy of swimming in the crystal-clear lakes that dot the Finnish landscape. He reminisces about the tranquility and serenity of Finland, contrasting it with the bustling energy of other countries he has visited.
All in all, Samppa's personal journey and insights offer a captivating glimpse into the unique aspects of Finnish culture and lifestyle. From his humble beginnings in a small town to his adventures in foreign lands, Samppa's story serves as an inspiration for aspiring leaders and a reminder of the beauty and diversity that exists within the global business community.
Kevin grew up in a working class family in the UK and went to an all boys grammar school. He struggled with his weight as a child which he feels made him tougher and more determined to prove people wrong.
Kevin started his career working in retail at Vodafone. He enjoyed the customer interactions and being able to compete on sales targets. He was ambitious and wanted to earn more, so he set his sights on becoming a corporate account manager.
Early inspirations for Kevin were two managers he had at Vodafone - Karen Halford who coached and enabled him, and Sarah Sanders who was his cheerleader. More recently Jurgen Klopp at Liverpool FC inspires him as a leader who creates an environment for people to excel.
Kevin is proud of the sales team he has built from just two people to what it is today. He gets joy from seeing others succeed rather than just his own achievements. The biggest challenge he faces currently is keeping his team motivated during tougher economic conditions.
He believes AI should be used to enable salespeople, not replace them. It can help summarize customer information and allow reps to focus more on the human side of selling.
If Kevin won the lottery, he would travel the world with his wife. Key things for him are spending time with family, music and great food.
- Michael O'Hara grew up in rural Ireland, working in his family's pub. This gave him experience interacting with customers and taught him to treat people with respect.
- He qualified as an accountant and worked in finance before joining an IT company called Data Solutions. He and his business partner grew Data Solutions over 25+ years, expanding recently into the UK market.
- In 2020 during lockdown, Michael started thinking more about sustainability and climate change. He co-founded a non-profit called Techies Go Green to help businesses adopt more sustainable practices.
- On a personal level, Michael is most proud of his three grown children. He enjoys spending time with them now as adults.
- Looking ahead, Michael is excited about Techies Go Green's sustainability charter to provide businesses a roadmap to reach net zero emissions.
- For young people starting careers, his advice is to work hard, become an expert in your field, and treat everyone with respect.
- Michael climbed Mount Kilimanjaro about 12 years ago, which was an amazing experience but also showed him firsthand how the glaciers are melting due to climate change. This was an early motivator for his sustainability work.
- He emphasizes the importance of measuring your carbon footprint so you can understand where emissions are coming from and create a reduction plan.
- Some helpful sustainability actions for businesses include allowing remote work to reduce commuting, cutting back on business travel in favor of video calls, switching to renewable energy, and electrifying vehicles/machinery.
- Michael enjoys regular exercise like going to the gym as well as evening walks to unwind. He believes routine is important when managing a busy workload.
- If he could make any subject mandatory in schools, it would be sustainability education to change mindsets and culture around consumption, business practices, etc.
- When asked how he'd like to be remembered, Michael said as a good family man who raised a happy family, a successful business leader who took care of employees and stakeholders, and someone who contributed to sustainability.
Paul is an international business leader capable of delivering rapid and sustained growth across multiple geographies, cultures and time zones. He believes that everyone wants to be a part of something bigger than themselves, and that, given the environment and leadership, they can surprise even themselves with what they can achieve. He has a strength in harnessing that potential while building the bridge between overall corporate goals and the market realities of multiple international markets.
Specialties: SaaS. B2B Sales. Sales Leadership. Sales VP EMEA. CCO. CRO. Chief Commercial Officer. Chief Revenue Officer.Acquisition. Client retention. Relationship Management. AE. RM. KAM. International. Multi-cultural. Subscription services. Technology Sales. Partner management. International Business Development. SMB & Mid-Market. Enterprise Sales. Inside Sales.
Niamh is the Vice President of Global Sales Enablement at Mirakl. Mirakl is a global SaaS technology company that enables businesses to achieve profitable and sustainable eCommerce growth. Mirakl’s industry-leading suite includes solutions in marketplace, drop-ship, supplier catalog management and pay-out, supplier sourcing ecosystem, personalisation, and retail media to revolutionise the way businesses sell online.
Niamh is the Vice President of Global Sales Enablement at Mirakl. Mirakl is a Global SaaS technology company that enables businesses to achieve profitable and sustainable eCommerce growth. Mirakl’s industry-leading suite includes solutions in marketplace, drop-ship, supplier catalog management and pay-out, supplier sourcing ecosystem, personalisation, and retail media to revolutionise the way businesses sell online
Dan has over 25 years of experience working in the IT, AdTech, SaaS industry. He worked as an individual contributor for over ten years in the inside sales centres of Fortune 500 US multi-national organisations. Gateway Computers, Software Spectrum, Fujitsu Siemens Computers.
During the last 10 years he has SCALED the Inbound, Outbound SDR & Commercial Go-To-Market teams for Quantcast, Marin Software, Citrix Systems and Qualtrics. He has been involved in hiring over 152 SDR’s | 56 AE’s & 14 Sales Leaders. These teams combined have sourced $368M in net new SaaS pipeline of which $93.9M resulted in Annual Recurring Revenue. (ARR) for the companies above.
Ciara Crossan is a tech-savvy entrepreneur who has over 15 years of industry experience. She is the CEO and Founder of WeddingDates, a company she started in 2008 with the aim of revolutionising how weddings were planned and booked in Ireland. With a family background in hospitality and a degree in Business Information Systems from University College Cork, Crossan identified a gap in the market and pursued her passion at the age of 25
Prior to WeddingDates, Crossan worked in recruitment, which honed her skills in persuasion and building rapport with people. Her expertise has been instrumental in building a successful company that guides wedding venues across Ireland and the UK to elevate their business strategies WeddingDates has the mission of making planning and booking a wedding easier online by connecting newly engaged couples with venues and suppliers available on their preferred wedding date
One of the greatest achievements of her journey with WeddingDates has been building a dedicated and loyal team of 10 employees. The company has shown resilience by surviving a recession and thriving through a global pandemic, marking its 15th year of business in 20231. WeddingDates was also the winner of the Irish Social Media Awards in 2011 and is a graduate of Enterprise Ireland's High Potential Start-Up program. Crossan was shortlisted as “Outstanding Entrepreneur” in UK Women 1st SHINE Awards in 2013
Outside of her professional life, Crossan is a proud single mother to twin boys. She skillfully balances the responsibilities of home life with her entrepreneurial ambitions. She enjoys spending time with her family and friends, particularly outdoors when the weather is goodNotably, she had always wanted to own a hotel, which perhaps influenced her career path in the hospitality and wedding industry
Crossan's passion lies in brainstorming new ideas with her team, meeting clients and industry friends at events, and providing clients with tools that make their daily tasks easier. She also advocates for flexible working arrangements and encourages her staff to fit work around family or other external commitments
Ciara Crossan is deeply committed to supporting local businesses, improving user experience in the hospitality industry, and empowering women in entrepreneurship
Dr. Declan Bogan is a seasoned professional with extensive experience in the fields of innovation and sustainability. He has worked with over 160 organisations, offering his expertise at various levels from strategic planning to product portfolio development, human resources, customer service, and overall business proposition. His work extends from the bench to the boardroom, and he has collaborated with a diverse range of organizations, from small startups to multinational corporations.
In addition to his work with larger organizations, Dr. Bogan has also coached many startups, helping them to evolve their business propositions with a strong focus on sustainability and climate issues. His international experience spans across many different sectors, and he is known for his ability to work closely with senior leaders to effect meaningful change.
Dr. Bogan is the CEO and founder of innovate2zero, a company focused on innovation and sustainability. He is also the co-founder of sustHub, Ireland's premium sustainability training business. In these roles, he works with a variety of clients in areas such as sustainability, climate strategy, the circular economy, engagement, and strategic development.
In addition to his leadership roles at innovate2zero and sustHub, Dr. Bogan is a senior lead at the Future of Work Institute, a business under the Cpl umbrella. This role allows him to explore and influence how businesses can adapt and thrive in a rapidly changing economic and environmental landscape.
Despite his extensive professional achievements, Dr. Bogan is perhaps most recognized for his commitment to sustainability and his belief in the potential for innovative thinking to solve some of our most pressing environmental challenges
Ciara Crossan is the CEO and Founder of WeddingDates, an Irish company that guides wedding venues across Ireland and the UK to elevate their business strategies. With over 15 years of industry experience, Crossan has used her expertise to build a successful company and to support local businesses. She started the company in 2008, at the age of 25, with a vision to revolutionise the way weddings were planned and booked in Ireland. She identified a gap in the market and decided to pursue her passion, drawing from her family's background in hotels and her BIS degree
Crossan is known for her persuasion skills, which she developed during her time working in recruitment. This ability to build rapport quickly and easily with people has been a significant lesson she has carried over to her current role. One of her greatest achievements with WeddingDates has been building a strong team of dedicated and loyal employees, and she is proud of the company's longevity, having survived a recession and thrived through a global pandemic
Allan Boyle has over 22 years experience in Information Technology and has cultivated a breadth of capabilities across finance, telecommunications and Internet sectors. Allan has a passion for leading organisations through transformation, particularly leveraging cloud based disruptive technologies. He is comfortable leading multi-function teams including Sales, Engineering and Operations.
Having lived and worked in Europe, Middle East and Africa, and run global partner programs, Allan brings a strong cultural context to his consulting engagements. Allan completed his MBA at Stellenbosch University in 2015. His downtime is spent outdoors, either mountain biking, sea swimming, or hiking with his family. Get to know Allan a little more on social media.
PJ Qualified as a Chartered Accountant with PWC he has been a director in companies trading in software, property, retailing, healthcare and music industries in addition to not-for-profits.
A former, President of Dublin Chamber of Commerce, CEO of Clerys, Founder director of: Dublin City Bid Company Ltd, Retail Ireland and former Chair of DrinkAware. He is a Non-Executive Director of GS1 (Ireland) and Chairman of HR Duo, Chair of Youbloom PLC and O’Leary Opticians Ltd, HBan Bloom Syndicate Angel Investor. He holds a Smurfit Diploma in Corporate Governance, is a certified analyst in Behaviours, Motivators and Trimetrix and a qualified Triadic Coach.
He became a mentor to Inner City start-up enterprises over 23 years ago and in 2013 brought The Alternative Board to Ireland to help leaders realise their potential. PJ discovered the power of a peer advisory Board over a decade ago and continues to facilitate his founding TAB boards in Ireland.
Rebecca is the Global Head of Business Development at Automata. In our conversation we cover many leadership related topics including Rebecca's philosophy on hiring winners and what she looks for in candidates
If Timi had to describe himself in two words they would be 'coach' and 'builder'
He describes his purpose is in building GTM Strategies and coaching reps to success.
"It's one hell of a stressful rollercoaster but I wouldn't trade it for anything!
Animal Concerts streams interactive metaverse concerts, enabling established and emerging artists to deliver amazing next-generation fan experiences.
They work closely with the artists to design and mint NFTs to personalise and enhance the fan experience whilst generating new and direct revenue for the artist.
John is one in a million and I am very lucky to know him. He is a great coach and mentor, who excels in giving those necessary nudges to keep you growing and achieving. He is an empathetic person who understands you and helps you to understand what it is that you truly want, then identify and take actions to make your dreams come true.
He is a smart professional and a modest human being with great vision that praises you and your work from the bottom of his heart. When he sees value, he recognises it; and, such recognition is very valuable. I wish to work with him for years to come and have him as my coach/mentor.
- Nihan Aytekin Jaynes
John is one in a million and I am very lucky to know him. He is a great coach and mentor, who excels in giving those necessary nudges to keep you growing and achieving. He is an empathetic person who understands you and helps you to understand what it is that you truly want, then identify and take actions to make your dreams come true.
He is a smart professional and a modest human being with great vision that praises you and your work from the bottom of his heart. When he sees value, he recognises it; and, such recognition is very valuable. I wish to work with him for years to come and have him as my coach/mentor.
- Nihan Aytekin Jaynes
Daryn is a Customer Experience thought leader who enjoys speaking, writing and blogging on all aspects of CX, digital transformation and innovation.
Most of his career has been focused on Solution Engineering where he spent many years in senior leadership positions at Oracle Corporation.
He is author of DEAL CRASH - The 'growth mindset' sales strategy for transforming your win rate.
Daryn is a Customer Experience thought leader who enjoys speaking, writing and blogging on all aspects of CX, digital transformation and innovation.
Most of his career has been focused on Solution Engineering where he spent many years in senior leadership positions at Oracle Corporation.
He is author of DEAL CRASH - The 'growth mindset' sales strategy for transforming your win rate.
My guest for this episode is, Daniel Rodriguez Nieto, Global Director, Sales Development @ MessageBird...
Daniels previous roles include, Head Of Business Development for EMEA @ Criteo & Head of Sales Development for EMEA Enterprise @ DocuSign.
Connect w/Daniel - https://www.linkedin.com/in/danielrodrigueznieto/
My guest for this episode is, Jat Hayer, VP Sales EMEA @ TechTarget...
Connect w/Jat - https://www.linkedin.com/in/jathayer/
My guest for this episode is, Derren Nisbet, Senior Vice President EMEA @ Coupa Software...
Connect w/Derren - https://www.linkedin.com/in/derrennisbet/
My guest for this episode is, Bart Fanelli, a field Operator & Executive with 25+ Years Experience and Co-author of "The Success Cadence: Unleash Your Organization’s Rapid Growth Culture".
Bart previous roles include, CRO @ Outsystems, VP of Global Field Success @ Splunk & Director, WW ESM Sales Leadership Enablement @ BMC Software
Buy Barts Book:
-
Amazon UK (Kindle Edition) - https://www.amazon.co.uk/Success-Cadence-David-Mattson-ebook/dp/B07RN9BBMM/ref=sr_1_1?keywords=success+cadence&qid=1656490753&sr=8-1
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Amazon US (Hardcover) - https://www.amazon.com/Success-Cadence-David-Mattson/dp/0578498103/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1656490812&sr=8-1
My guest for this episode is, David Cashman, VP EMEA @ Tegus...
Connect w/David - https://www.linkedin.com/in/david-cashman-45941127/
My guest for this episode is, Rob Murphy, VP Sales EMEA @ mParticle...
Connect w/Rob - https://www.linkedin.com/in/robertmurphy2/
Peter Oliver successfully made the climb from salesperson to sales leader, eventually managing an area responsible for growing a software business to the $250 million levels.
Today, he is a sought-after coach and management consultant helping organizations recruit, assess, hire, train, coach, and manage world-class leaders and sales teams who impact direction and results.
Connect w/Pete - https://www.linkedin.com/in/salefishpete/
My guest for this episode is Don van der Does, Head of Sales BeNeLux & Nordics @ Freshworks...
Connect w/Don - https://www.linkedin.com/in/donvanderdoes/
A recording from a recent panel session with 6 top sales leaders;
- Tom Castley - CRO @ Hook
- Anthony Parker - GM & VP @ Mindtickle
- Samantha Stephens - Snr Sales Leader @ Gong.io
- Niamh Murray Lalanne - Director of Enablement @ Mirakl
- Kaitlen Kelly - Sales Manager @ Klaviyo
- Cillian O'Grady - Head of Sales @ Sprout Social
Useful links;
• Pauls Linkedin - https://www.linkedin.com/in/planigan/
• Our weekly content drop for EMEA sales leaders to stay up to date on the latest news & trends - https://ireland.sandler.com/drop-the-mic
My guest for this episode is Shruti Kapoor, CEO @ Wingman...
Connect w/Shruti - https://www.linkedin.com/in/shrutikapoor/
My guest for this episode is, Gerry Hill, RVP EMEA @ ConnectAndSell. Hosted in the cloud, ConnectAndSell enables you to have more conversations with your intended targets than serial dialing, either manual or technology-enabled.
Connect with Gerry - https://www.linkedin.com/in/beaccurate/
My guest for this episode is, David Weiss, Head of Sales @ LeaseUp. Prior to his current role David held leadership roles @ Seismic, Outreach & ADP.
Connect with David - https://www.linkedin.com/in/davidlbweiss/
My guest for this episode is, Pierre-Alexandre Boulay, VP Enterprise Sales @ Ayden...
Connect with Pierre - https://www.linkedin.com/in/boulay1/
My guest for this episode is, Guro Bakkeng Bergan, VP @ GM EMEA @ Fivetran. Prior to her current role, Guro held leadership positions @ NewRelic, Oracle & ServiceSource....
Connect with Guro - https://www.linkedin.com/in/gurobergan/
My guest for this episode is Stefica Divkovic, SVP EMEA @ Everbridge. Prior to her current role, Stefica was Group VP EMEA @ Verizon...
Connect w/Stefica - https://www.linkedin.com/in/stefica-divkovic-a010907/
My guest for this episode is, Andrew Stansell, Senior Sales Leader EMEA @ ClickUp...
Connect with Andrew - https://www.linkedin.com/in/andrewstansell/
My guest for this episode is, Rachel Shi, GTM Coach & Consultant...
Connect with Rachel - https://www.linkedin.com/in/rachshi/
My guest for this episode is, Fergal O'Carroll, CRO @ Scurri. Scurri is a delivery management software platform for online retailers, postal services, carriers and marketplaces, such as Vision Direct, Gousto eBay, An Post, and thousands more.
Connect w/Fergal - https://www.linkedin.com/in/fergalocarroll/
My guest for this episode is, Morné Hechter, COO EMEA (excl. DACH) at Software AG...
Connect w/ Morné - https://www.linkedin.com/in/mhechter/
My guest for this episode is, Antoine Marsden, Co-Founder & Chief Sales Officer @ SalesDRIIVN
Connect with Antoine - https://www.linkedin.com/in/antoinemarsden/
My guest for this episode is, Tom Castley, VP EMEA @ Outreach.io...
Connect with Tom - https://www.linkedin.com/in/tomcastley/
My guest for this episode is, Cormac Watters, EVP @ Oracle. Prior to his current role Cormac held executive roles at Infor (President), SAP (COO) & DCC (CIO).
Follow Cormac - https://www.linkedin.com/in/cormacwatters/
My guest for this episode is, Giacomo Gigliarelli, Inside Sales Manager @ MathWorks...
Connect with Giacomo - https://www.linkedin.com/in/giacomogigliarelli/
Useful links;
• Pauls Linkedin - https://www.linkedin.com/in/planigan/
• Our weekly content drop for EMEA sales leaders to stay up to date on the latest news & trends - https://ireland.sandler.com/drop-the-mic
My guest for this episode is, Andy Paul. Most people recognise Andy has the host of the well known podcast, "Sales Enablement with Andy Paul". Andy has also written three award-winning sales books, "Zero-Time Selling", "Amp Up Your Sales" & "Sell Without Selling Out".
He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
And he has consulted with some of the biggest businesses in the world including Square, Philips, and Grubhub.
Connect with Andy - https://www.linkedin.com/in/realandypaul/ Website: andypaul.com Contact: contact@andypaul.com
My guest for this episode is, Tom Castley, VP EMEA @ Outreach.io
Connect with Tom - https://www.linkedin.com/in/tomcastley/
My guest for this episode is, Charlie Weijer, VP Sales EMEA @ Contentful. Prior to his current role, Charlie was in leadership roles @ DocuSign, Informatica, Salesforce & Dell...
Connect with Charlie - https://www.linkedin.com/in/charlieweijer/
My guest for this episode is, Jason Ring, Head of EMEA business development @F5...
Connect with Jason - https://www.linkedin.com/in/jasonring2019/
My guest for this episode is Jorge Bestard, Head of EMEA @ Canva
Connect with Jorge - https://www.linkedin.com/in/jorgebestard/
My guest for this episode is, Mike McGuire, GM & VP EMEA @ Iterable...
Connect with Mike - https://www.linkedin.com/in/mcguiremike/
A new monthly segment where I highlight future sales leaders. In this episode I'm joined by Katie Miles, AE @ Outreach & Cold Calling Coach @ The Sales Impact Academy...
Connect with Katie - https://www.linkedin.com/in/katie-miles-1a6715190/
My guest for this episode is Graeme Coyne, Manager - Business Development Team @ DocuSign for the UK, DACH and Benelux regions.
Connect with Graeme - https://www.linkedin.com/in/graeme-coyne-%F0%9F%87%AE%F0%9F%87%AA%E2%9D%A4%F0%9F%87%BA%F0%9F%87%A6-9b971659/
My guest for this episode is, Stephen Hegarty, Head of Sales @ Aspira...
Connect with Stephen - https://www.linkedin.com/in/stevenhegartyaspira/
My guest for this episode is Louis Fernandes, VP Sales EMEA @ Uberall...
Connect with Louis - https://www.linkedin.com/in/louisfernandes/
My guest for this episode is, Richard Mullins, Manager: Global Sales Development @ Workvivo...
Connect with Richard - https://www.linkedin.com/in/richmullins/
My guest for this episode is, Greg Holmes, RVP Presales at Apptio - EMEA...
Connect with Greg - https://www.linkedin.com/in/gregholmes/
My guest for this episode is Giovanna Sangiorgi , SVP of Sales in EMEA at Oracle...
Connect with Giovanna - https://www.linkedin.com/in/giovannasangiorgi/
Sign up to our weekly newsletter to stay in touch about future events & podcast highlights - https://ireland.sandler.com/drop-the-mic
My guest for this episode is, Tom Lüke, Head of SAP SuccessFactors Switzerland...
Connect with Tom - https://www.linkedin.com/in/tomlueke/
My guest for this episode is with, Byron Goodman, Director of Enterprise Sales, EMEA @ Iterable.
Connect with Byron - https://www.linkedin.com/in/byrongoodman/
My guest for this episode is, Andy Tatlock, Sales Director @ Tiviti
Connect with Andy - https://www.linkedin.com/in/andy-tatlock-33336438/
My guest for this episode is, Ed Barrett, VP Sales EMEA @ HubSpot - https://www.linkedin.com/in/ed-barrett/
My guest for this episode is Damien Egan, Head of Sales Norway @ Avidly.
Connect with Damien - https://www.linkedin.com/in/damien-egan-43481646/
My guest for this episode is, Nicki Paterson, Global Head of Growth @ Solutions Driven. Prior to his current role, Nicki spent 15 years as a professional footballer, playing at clubs such as; Hamilton FC, Ottawa fury, Charleston Battery & Indy Eleven...
Connect with Nicki - https://www.linkedin.com/in/npatersonsolutionsdriven/
My guest for this episode is, Kris Rudeegraap, CEO & Co-Founder @ Sendoso...
Connect with Kris - https://www.linkedin.com/in/rudeegraap/
My guest for this episode is, Anup Khera, VP & GM International @ Attentive... Prior to his current role Anup spend time in leadership roles at Salesforce, Smarp, Cheetah Digital & dotdigital.
Connect with Anup - https://www.linkedin.com/in/anupkhera/
My guest for this episode is, Matthew Harris, Partner & VP @ Brandbassador
Connect with Matthew - https://www.linkedin.com/in/mattharris86/
My guest for this episode is, Daniel Hazelden, Head of Account Management SMB EMEA @ Yahoo...
Connect with Daniel - https://www.linkedin.com/in/daniel-hazelden-b3326417/
My guest for this episode is Alan Singhavara, Head of Sales EMEA @ PatSnap...
Connect with Alan - https://www.linkedin.com/in/alansinghavara/
My guest for this episode is Grainne Maycock, VP Sales @ Acolad. Grainne has a successful history of deploying complex solutions at Fortune 1000 companies & a proven track record managing sales and account management teams in the US, Europe and LATAM.
Connect with Grainne - https://www.linkedin.com/in/grainnemaycock/
My guest for this episode is Tom Castley, VP EMEA for Outreach. Tom has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
My guest for this episode is Miroslav Koren, GM of Eastern Europe @ Kaspersky. Prior to his current role, Miroslav held leadership roles @ SAP, SUSE & Oracle...
Connect with Miroslav - https://www.linkedin.com/in/miroslavkoren/
My guest for this episode is Claire Connellan, Head of Mid Market UK New Business @ Pinterest. Prior to her current role, Claire spent 7 years @ Quantcast, Finishing up as Director of Corporate Sales...
Connect with Claire - https://www.linkedin.com/in/claire-connellan/
My guest for this episode is Sinéad McCabe, Senior Director, LinkedIn Sales Solutions EMEA. Sinéad leads a European team of 3 Senior Managers, 11 Managers and 80 Relationship Managers for SMB and Mid Market in Europe as well as Enterprise Customers in Spain, Italy and Nordics to maintain and grow LinkedIn Sales Navigator.
Connect with Sinéad - https://www.linkedin.com/in/sin%C3%A9ad-mccabe-842b7b1/
My guest for this episode is Rebecca Drew, EMEA Sales Leader @ Vidyard. Prior to Vidyard Rebecca worked in leadership roles at A Cloud Guru & LinkedIn...
Connect with Rebecca - https://www.linkedin.com/in/rebeccadrew/
My guest for this episode is, Aytek Karagozoglu, Head of Sales, EMEA @ Broadcom Software.
Connect with Aytek - https://www.linkedin.com/in/aytek-karagozoglu/
My guest for this episode is, Torben Bundgaard Nielsen, Head of Enterprise Sales @ Telenor.
Connect with Torben - https://www.linkedin.com/in/torbenbundgaard/
My guest for this episode is Tom Castley, VP EMEA for Outreach. Tom has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
This episode is a collection of the top 10 most viral snippets from the 88 podcasts I uploaded this year. Links to connect with each guest are below (If you got value from the podcast this year I'd love it if you left a review)...
- Hugo Soares - https://www.linkedin.com/in/hahns80/
- Richard McGuinness - https://www.linkedin.com/in/richmcguinness/
- Tom Castley - https://www.linkedin.com/in/tomcastley/
- Molly Grossman - https://www.linkedin.com/in/molly-grossman-9229417a/
- Michael O'Mahony - https://www.linkedin.com/in/michael-o-mahony-7687a533/
- David Martin - https://www.linkedin.com/in/davidpetermartin/
- Roisin Corrigan - https://www.linkedin.com/in/roisincorrigan/
- Henrique Moniz de Aragão - https://www.linkedin.com/in/henriquearagao/
- Jimmy Kehoe - https://www.linkedin.com/in/jimmykehoe/
- Wendy Harris - https://www.linkedin.com/in/wendyharrisirl/
My guest for this episode is Paul McCartan, VP of Application Sales EMEA @ Oracle. Paul joined Oracle in 1994 and has worked his way from, Support analyst (1994) - Account Manager (1999) - Sales Operations Director (2002) - Snr Director EMEA Sales (2005) - VP Sales (2012) - VP Demand Generation (2015) to VP Application Sales EMEA (2019)
Connect with Paul - https://www.linkedin.com/in/paul-mccartan-a75276/
My guest for this episode is Stefan Zorn, Head of Sales EMEA @ Andor Technology. Prior to his current role, Stefan was a Sales Manager @ Thermo Fisher for 6 years.
Connect with Stefan - https://www.linkedin.com/in/stefanzorn/
My guest for this episode is, Owen Richards, Founder of the UK's leading outsourced sales & demand generation agency, Air Marketing.
Connect with Owen - https://www.linkedin.com/in/owenjrichards/
My guest for this episode is, Owen Richards, Founder of the UK's leading outsourced sales & demand generation agency, Air Marketing.
Connect with Owen - https://www.linkedin.com/in/owenjrichards/
My guest for this episode is Adam Hankin, Head of Sales @ Revolut... Employee #1 at Payday by Revolut. Adam was hired to head up and set up the entire sales process for Revolut's new product launch in UK & Ireland.
Prior to Revolut, Adam was the Outbound Sales Team Lead @ LetsGetChecked.com, GM @ Wagestream, Head of Sales @ linked Finance & Head of Sales @ LivingSocial.
- Connect with Adam - https://www.linkedin.com/in/adamhankinfinancialwellbeing/
My guest for this episode is David Kenny, RVP EMEA @ Leadspace... Prior to Leadspace, David was Director of Sales @ KloudOne & RVP Sales UK/I @ Gartner.
Connect with David - https://www.linkedin.com/in/dskenny/
My guest for this episode is, Mark Stewart, Senior Sales Manager @ DocuSign. Mark is a people leader & sales professional with 22 years of experience - spanning Dell, Oracle & LinkedIn...
Connect with Mark - https://www.linkedin.com/in/markstewartlinkedin/
Tom Castley, VP EMEA for Outreach has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
Links mentioned in the show;
-
https://www.thelionsbarbercollective.com/barbertalk/
-
https://uk.movember.com/team/2399769
My guest for this episode is James Marland, Global VP @ SAP Intelligent Spend & Business Network...
Connect with James - https://www.linkedin.com/in/jmarland/
My guest for this episode is, Michael K Sahota. Michael is the founder and CEO of SHIFT314 Inc - a boutique training and consulting organisation that specialises in the organisational, cultural and leadership shifts needed to unlock success...
Connect with Michael - https://www.linkedin.com/in/michaelsahota/
My guest for this episode is Hugo Soares, Regional Vice President of SMB Sales EMEA at OutSystems. Prior to OutSystems, Hugo has spent time at Oracle, Symantec & Dell....
Connect with Hugo - https://www.linkedin.com/in/hahns80/
My guest for this episode is, Matthew J. Haywood, Director of Sales (EMEA) at ActiveCampaign...
Connect with Matthew - https://www.linkedin.com/in/matthewjhaywood/
Company website - https://www.activecampaign.com/
My guest for this episode is Laure Le Gall, VP EMEA & SEA @ Mirakl...
- Connect with Laure - https://www.linkedin.com/in/laure-le-gall-606433/
- Mirakl - https://www.mirakl.com/
Tom Castley, VP EMEA for Outreach has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
My guest for this episode is, Alwin Schauer, CRO @ Basware... His positions prior to Basware included;
- SVP @ Software AG
- Area VP, Cloud Sales EMEA @ Salesforce
Connect with Alwin - https://www.linkedin.com/in/alwinschauer/
My guest for this episode is, David Dulany, the Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development...
Prior to Tenbound, David created Glassdoor's first Sales Development function from scratch
Connect with David - https://www.linkedin.com/in/davidkdulany/
Check out Tenbound - https://tenbound.com/
My guest for this episode is, Siddhartha Sengupta, VP & Sales Director @ Atos.
Connect with Siddhartha - https://www.linkedin.com/in/siddhartha-sengupta-3183046
Alfie Marsh is Head of US GTM @ Spendesk.
After working for three years in Bloomberg, Alfie decided to quit and join the startup world. Hired as employee #20 for Spendesk where he oversaw two go-to-market motions. One for the UK market, growing it from $0-$1M in ARR and getting it off the ground post-PMF, and now he is launching Spendesk in the US.
Connect with Alfie - https://www.linkedin.com/in/alfie-marsh-0a435a69/
My guest for this episode is, Charlie Locke, Co-Founder @ SDR Nation. SDR Nation is the #1 membership based community in the world for sales development reps. We help SDR's nail their job and get promoted via a community of their peers, a network of expert coaches, exclusive events and unique partnerships.
Connect with Charlie - https://www.linkedin.com/in/charlielocke/
SDR Nation - https://sdrnation.com/apply-now/
My guest for this episode is, Henrique Aragau, GM of EMEA @ G2 . G2 has the become leading B2B review platform with over 1 million reviews read by more than 4 million technology buyers every month.
Prior to G2, Henrique was Snr Regional VP @ Salesforce. Following the acquisition of Steelbrick, the native Configure, Price, Quote application by Salesforce, Henrique led the set up and scaling of the Salesforce CPQ & Billing business in EMEA.
Connect with Henrique - https://www.linkedin.com/in/henriquearagao/
G2 - https://www.g2.com/
My guest for this episode is, Kaliym Islam, Founder @ The TrainingPro Academy....
https://www.linkedin.com/in/kaliym/
His Book - https://www.amazon.com/12-Inch-Rule-Leadership-Strategies/dp/1736916009
My guest for this episode is, Zafer Karaca, VP, Services & Cloud, Enterprise @ IBM - https://www.linkedin.com/in/karacazafer/
My guest for this episode is, Michael DeLeonardis, CRO @ Ashling Partners...
Some of his career highlights include; • 4 successful technology start-ups (3 acquisitions/1 IPO) • Built $50m/yr Big Data technology business • Increased recurring revenue bookings from $0 to $20m in 4 years • Increased average deal size from $25k to $1.5m in 4 years
Connect with Michael here - https://www.linkedin.com/in/michael-deleonardis-512555/
My guest for this episode is, Gerard Tannam. After two years in a seminary and three more at university in Dublin completing a degree in English and Philosophy, Gerard Moved to Hong Kong for the role of Inspector of Police.
In 1998, he returned to Dublin and worked in Marketing roles at Alexander Dunlop & Creative Inputs. Then in 2004 he set up Islandbridge and has built brands with Topaz Energy, Maldron Hotels, Marathon Sports Travel, The Louis Fitzgerald Group, AIB Private Banking and Age & Opportunity.
Gerard also spent 6 years co-hosting “Kickstart your business” on Newstalk with George Hook.
Gerards LinkedIn - https://www.linkedin.com/in/gerardtannam/
Company Website - https://www.islandbridge.com/
My guest for this episode is, Wendy Harris, Head of EMEA @ Gong. Prior to Gong, Wendy was the SVP of Sales @ CarGurus, Director of EMEA Enterprise Sales @ Dropbox, Executive Director @ Davy & VP @ Goldman Sachs...
Never heard of Gong? - Gong enables revenue teams to realize their fullest potential by unveiling their customer reality.
The patented Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.
Over 2,000 innovative companies like Paychex, PayPal, Hubspot, LinkedIn, MuleSoft, Shopify, Slack, SproutSocial, Twilio, and Zillow trust Gong to power their customer reality.
My guest for this episode is Jeroen Corthout, Co-Founder @ Salesflare. Salesflare is a simple yet powerful CRM for small businesses selling B2B.
https://salesflare.com/
https://www.linkedin.com/in/jeroencorthout/
My guest for this episode is, Susan Sykes, President @ Sandler Training & Author of "Yes, You can take a day off: Escape the nine traps of growing your small business"
- Susans LinkedIn: https://www.linkedin.com/in/susanhancesykes/
- The book: https://www.amazon.co.uk/Yes-You-Can-Take-Day-ebook/dp/B09C4YFL87/ref=sr_1_1?dchild=1&keywords=yes+you+can+take+a+day+off&qid=1629711116&sr=8-1
My guest for this episode is, Tana McDermott, VP of Revenue Operations @ Workiva... Tana is responsible for generating revenue solutions for a leading $300M, cloud-reporting, SaaS company.
https://www.linkedin.com/in/tana-mcdermott-310ab72/
Tom Castley, Vice President, EMEA for Outreach has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
My guest for this episode is, David Martin, Sales Director EMEA @ Kaseya. Prior to Kaseya David worked for Pluralsight, Oracle, Microsoft, Dell & Codec.
Connect with David - https://www.linkedin.com/in/davidpetermartin/
My guest for this episode is, Nema Semnani. Nema is the founder and president of Precision Sales Consulting.
Nema has spent his career driving sales, management, and process implementation for Fortune 500 companies, as well as, developing sales processes, sales training programs, building sales teams, and leading business development for innovative startups. Nema is also a Vistage speaker, who specializes in the art and science of storytelling. Nema enjoys poker, is a film nerd with an encyclopedic mental database of useless movie quotes, and is a stand-up comedian, having performed at the world famous Caroline’s on Broadway.
My guest for this episode is, Jennifer Fisher, SVP @ WorldStrides.
https://www.linkedin.com/in/jenlovingsales/
My guest for this episode is, Cara O'Leary, EMEA Sales Director @ LinkedIn...
https://www.linkedin.com/in/caraoleary/
My guest for this episode is, Meagan Suckling, Director of Global sales development @ Shutterstock. Meagan leads a team of 20 inbound and outbound SDRs and 4 managers globally....
https://www.linkedin.com/in/meagansuckling/
My guest for this episode is, Jacqui Carey, Director of Enterprise Sales, EMEA @ Domo. Prior to Domo, Jacqui managed enterprise net new logo sales team for SAP Concur's total employee spend management platform. At SAP, Carey was awarded EMEA vertical sales person of the Year 2013 and winner of EMEA deal of the year 2013.
https://www.linkedin.com/in/jacqui-carey-mba-491bb69/
Tom Castley, Vice President, EMEA for Outreach has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
https://www.linkedin.com/in/tomcastley/
My guest for this episode is, Matt Nettleton. Since 2003 he has coached more than 175 companies in a wide variety of industries & helped multiple companies grow from $1 million to more than $10 million in annual revenue.
Connect with Matt:
https://www.linkedin.com/in/getmatt/
My guest for this episode is, Molly Grossman, Manager of Sales Development EMEA @ Outreach.
Molly joined Outreach at the end of 2019 and over the last 18 months has gone from SDR - Senior SDR - Team Lead - Manager of Sales Development EMEA...
Connect with Molly - https://www.linkedin.com/in/molly-grossman-9229417a/
My guest for this episode is Steve Haddock, VP Sales @ Accelo...
Steve is an adventure and adrenaline junky from motorcycle trips across the country, to competing in Ironmans and 340 mile non-stop kayak races. Steve is amazed at what the mind and body can accomplish through sure determination and perseverance. In his free time, Steve enjoys spending time with his 3 boys and exploring the mountains.
https://www.linkedin.com/in/stephenhaddock/
My guest for this episode is, Liam Halpin, VP Sales EMEA & LATAM @ LinkedIn (Currently serving as the Interim VP Sales North America)...
Prior to LinkedIn, Liam was the GM @ Dell Ireland & MD @ Fujitsu Ireland
Connect with Liam - https://www.linkedin.com/in/liamhalpin/
My guest for this episode is Gavin Dimmock, GM, EMEA @ Terminus...
Prior to Terminus, Gavin was the VP of Northern Europe @ Sitecore, MD of Northern EMEA @ Market & VP @ Oracle UK.
https://www.linkedin.com/in/gavin-dimmock-27416b2/
My guest for this episode is Don Markland, VP of Global Sales @ 411 Locals, Founder @ Accountability Now, Forbes Contributor & President, North Florida Chapter @ AA-ISP...
Prior to his current roles, Don was the CRO @ MoneySolver & Global VP of Customer Care @ Xerox.
https://www.linkedin.com/in/donmarkland/
Sean Coyle enjoys world-wide recognition as a C-Level executive who embodies the essence of the Sandler™ methodology. Sean channels his energy into bringing out the best in top industry leaders from large corporations like Oracle and Mass Mutual and PNC Bank.
https://www.linkedin.com/in/sandlersmcpitt/
Tom Castley, Vice President, EMEA for Outreach has 20 years of experience supporting sales organisations in Europe’s tech space.
Prior to outreach.io, Tom was the VP EMEA @ Xactly & more recently the VP EMEA @ Apptio.
My guest for this episode is, Pawel Jaszczurowski, Co-Founder & CEO at Demoboost.
https://www.linkedin.com/in/paweljaszczurowski/
My guest for this episode is, Ronan Lundy, Head of Corporate Sales, EMEA at Quantcast.... Prior to Quantcast, Ronan was an Inside sales manager @ O2 & SMB sales manager @ LinkedIn.
https://www.linkedin.com/in/ronanlundy/
Richard McGuinness is the CRO @ eDesk (An eCommerce customer support tool).... Richards previous roles include, SVP of Emerging Markets @ Salesforce, Regional CEO @ ChinaHR.com & CEO @ wefoundit.
https://www.linkedin.com/in/richmcguinness/
Anthony is a seasoned entrepreneur with over 30 years’ experience developing, managing and leading successful businesses. He is a senior board-level advisor to venture companies and start-ups.
He founded Code Institute in 2015 in an effort to fix the chronic skills shortage that exists in the tech sector.
Anthony also founded and led Digital Marketing Institute (which was acquired in 2017), the global certification standard in digital marketing, with courses taught in over 80 countries.
Anthony has either founded or held director-level positions in eWare, Xanthal, iQuate, Microsoft, Net Results and Web Kitchen among others.
https://www.linkedin.com/in/anthonyquigley/
My guest for this episode is, Matt Nettleton. Since 2003 he has coached more than 175 companies in a wide variety of industries & helped multiple companies grow from $1 million to more than $10 million in annual revenue.
Connect with Matt:
https://www.linkedin.com/in/getmatt/
Andy Champion, General Manager, EMEA at Highspot.
Prior to Highspot, Andy held leadership roles at DocuSign, Yext, Oracle, Responses & Alchemetrics.
Andy has an exceptional background in building and scaling sales teams across EMEA and has had the experience of going through two IPO's with software companies in his career to date.
https://www.linkedin.com/in/andychampion/
Gold from the vaults - This is a recording of a conversation with my good friend and fellow Irishman, Brian Sullivan.
Brian has over 30 years experience in enterprise sales. Starting his career in Xerox, then moving over to Capgemini for 30 years as Senior Vice President. Most recently he was VP of Enterprise Selling @ Sandler. He know works with System Soft Technologies as a Sales Strategist & is the author of "Sandler Enterprise Selling: Winning and Growing Major Accounts".
- His Book: https://shop.sandler.com/books/sandler-enterprise-selling-winning-and-growing-major-accounts
- Brians LinkedIn: https://www.linkedin.com/in/brian-sullivan-8a33593/
Sean Weafer is an international executive and sales communications coach and professional conference speaker. His clients include Grant Thornton, Microsoft, Indeed.com, Financial Services Compensation Scheme, Bank of Ireland, Keywords International, BearingPoint and many more where he transforms experts into Highly Trusted Advisors in leadership and sales.
Sean is an engineer by profession and specialises in taking complex concepts in leadership and sales and creating highly practical and measurable tool kits for his clients to help them excel in all areas.
He is the creator of the G2S coaching system, is a Marshall Goldsmith certified leadership coach and is a qualified psychotherapist and the author of three books; ‘Invoking the Feminine: Strength, Love and Wisdom’ (2019) ‘C.A.S.H: Coaching As a Side Hustle’ (2020) and The Highly Trusted Advisor: How to Win Clients and Lead Teams in the Hybrid Age’ (2021) plus several e-books on management and sales communications.
https://www.seanweafer.com/
https://www.linkedin.com/in/seanweafer/
On this episode I'm joined by, Michael O'Mahony, Head of Sales @ MessageBird.
Prior to his time at MessageBird, Michael spent 6 years at Indeed, managing new business & leading times....
https://www.linkedin.com/in/michael-o-mahony-7687a533/
My guest for this episode is, Leslie Lorenco, Director of Channel Sales @ Puppet.
https://www.linkedin.com/in/leslielorenco/
In this episode I'm joined by, Jeannine Crispino, VP of Customer Success @ 6sense.
https://www.linkedin.com/in/jeanninecrispino/
On this episode I'm joined by, Jake Dunlap, Founder & CEO @ Skaled.
Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue.
Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue.
Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., and Huffington Post.
My guest for this episode is, Jimmy Kehoe, Head of Vodafone Business Digital Sales. Earlier this year, Jimmy was included in a list of the top 100 global sales leaders.
Kehoe’s past experience is both extensive and impressive and includes stints at VMWare, Oracle, and Dell.
https://www.linkedin.com/in/jimmykehoe/
GuruGanesha Khalsa, Executive Chairman and Co-Founder of Conscious Selling Inc. is considered by many to be the most sought-after sales trainer in the global tech universe.
Tens of thousands of successful high-tech sales professionals worldwide consider their days spent in training with Ganesh as seminal. His extensive client list is a who’s who of the top tech companies in the world including Salesforce, LinkedIn, Slack, Dropbox, Elastic, BMC, Dell, Oracle, Cisco and Signal Sciences.
https://www.linkedin.com/in/guruganesha-khalsa-65987848/
https://consciousselling.com/
My guest for this episode is, Jack Hanratty, Head of Corporate Sales EMEA @ Asana.
https://www.linkedin.com/in/hanrattyjack/
Barry Casserly is a sales management professional with 22 years’ experience in leading and motivating teams in a multi-state territory, and increasing sales revenues.
Barry was the youngest person in Ireland to run 100 Marathons and to date has completed 165 full marathons/ultra's.
https://www.linkedin.com/in/barry-casserly-a9470957/
On this episode I'm joined by, Maura Brady, RVP Sales @6sense.
https://www.linkedin.com/in/mauracbrady/
Dr. Gabija Toleikyte is a neuroscientist, lecturer, and performance and wellbeing coach. She is currently a lecturer in psychology at Sheffield Hallam University.
Contact Gabija;
dr.gabija@mybrainduringtheday.com
https://www.linkedin.com/in/phd-gabija-toleikyte/
Rachel is a Senior Sales Director @ ServiceNow. Prior to ServiceNow, Rachel held other leadership roles at Oracle for over a decade.
https://www.linkedin.com/in/rachel-phillips-0689661/
Robert Glazer is the founder and CEO of global partner marketing agency, Acceleration Partners.
A regular columnist for Forbes, Inc. and Entrepreneur, Bob's writing reaches over five million people around the globe each year.
Bob shares his ideas and insights via Friday Forward (https://www.fridayfwd.com), a popular weekly inspirational newsletter that reaches over 200,000 individuals and business leaders across 60+ countries.
This episode is with Brigid Fox, one of the top 50 UK Sales leaders in 2020 (*Sales Confidence)...
https://www.linkedin.com/in/brigid-fox-6448b653/
Hamish worked in sales across a variety of industries including media, communication services, software and professional sports before joining the Sandler network, which melded his passions for sales and education. Recently Hamish won the "David H Sandler" award in recognition of his outstanding dedication to the organisation.
Author of two books "Change - The Sandler Way" & "Accountability - The Sandler Way" available now on Amazon - https://www.amazon.com/Hamish-Knox/e/B00P8OCWJA
How to connect with Hamish; LinkedIn - https://www.linkedin.com/in/hamishknox/ Website - http://www.hamish.sandler.com
In this episode I'm joined by, Saida Williamson, Director of Sales @ WeWork for Dublin, Edinburgh, Manchester & Birmingham.
https://www.linkedin.com/in/saida-williamson-2b9076120/
Roisin Corrigan, the 2018 European Sales Director of the year joins me on this episode.
Roisin has over been in several sales leadership roles at companies like, Oracle, Salesforce, CoreHR & most recently Zellis.
https://www.linkedin.com/in/roisincorrigan/
James Ashton is a British financial journalist. He was City Editor and Executive Editor at the London Evening Standard and Independent titles and before that City Editor at The Sunday Times. He has also written for the Daily Mail, Reuters and the Scotsman, covering some of the biggest economic and corporate stories of recent times.
He has produced hundreds of in-depth interviews featuring leaders of the Bank of England, Barclays, Tesco, Virgin, General Electric, Nestlé, Huawei, Anglo American and WeWork among others.
James joined me on the podcast to talk about his most recent book, "The 9 types of leader", available now on Amazon - https://www.amazon.co.uk/gp/product/B08PPZ4GY7/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0
Keith is the CEO of Profit Builders, named one of the Best Sales Leadership Coaching organizations worldwide. Since 1989, Keithdelivered his programs to over 3 million sales leaders in practically every industry; on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith has written several best-sellers including, Own Your Day,Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon for the last 7 consecutive years. His latest book, Sales Leadership, was named the 2018 Sales Book of the Year.
Bethany is currently Chief Customer Officer at Peak where she is responsible for building and leading a world-class, customer-first organization. She has spent her career in digital, tech and startups, including Moreover, Computacenter, FT.com (Financial Times), Mimecast and NewVoiceMedia, where she was SVP Strategy. During her time NVM grew from 30 staff and under $10m revenue to over 300 people and doubled bookings year on year for five years.
https://www.linkedin.com/in/bethanyayers/
In this episode I'm thrilled to be joined by Brian O'Reilly, CRO @ Smartling. Under his watch, Smartling has seen a 2.5x increase in qualified meetings and a 65-percent increase in bookings, while reducing sales and marketing costs by 30 percent.
As one of the Leaders for Microsoft Canada, Rishan leads a specialist team that oversees all Business Applications solutions countrywide.
Rishan joined Microsoft Canada in 2020. A proven leader - with over 15 Years of Experience Leading and Developing Leaders.
Paul Smith is one of the world’s leading experts on organizational storytelling. He’s one of Inc. Magazine’s Top 100 Leadership Speakers, a storytelling coach, and the author of three Amazon #1 bestsellers: Lead with a Story , Sell with a Story, and The 10 Stories Great Leaders Tell.
His work has been featured in The Wall Street Journal, Fast Company, Inc. Magazine, Time, Forbes, and Success Magazine, among others.
Paul has trained executives at international giants like Google, Hewlett Packard, Ford Motor Company, Bayer Medical, Novartis, Abbott, Progressive Insurance, Luxottica, Walmart, Kaiser Permanente, among dozens of others.
John Rosso is the founder of Peak Performance Management, a multi-million dollar salesforce development company, and an authorized Sandler Training center.
John has been the recipient of the "Summit Award" from Sandler Training (The highest award of recognition from the company).
Michael has been one of Hollywood’s top coaches and story experts since 1985, and has consulted on projects starring (among many others) Will Smith, Morgan Freeman, Julia Roberts, Tom Cruise and Reese Witherspoon.
According to Will Smith, “No one is better than Michael Hauge at finding what is most authentic in every moment of a story.”
Sean Coyle enjoys world-wide recognition as a C-Level executive who embodies the essence of the Sandler™ methodology. Sean is a David H. Sandler Award winner and channels his energy into bringing out the best in top industry leaders from large corporations like Oracle, Mass Mutual and PNC Bank.
Andy Whyte, Author of "MEDDIC", Joins me to discuss his book, break down what MEDDIC stands for & answers the question, "Is MEDDIC just another sales methodology?"
Links
https://www.linkedin.com/in/andywhyte/
https://meddicc.com/the-book/
Tomás O'Leary, Founder & CEO @ Origina, has over 25 years professional experience in the IT industry. In this episode, Tomás talks to Paul about how he got started, almost had to close down the business, 10x'd revenue from 3 - 30Million over the last 4 years & his plans for the future...
Links;
linkedin.com/in/tomasoleary
https://www.origina.com/
Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI. Christopher was a member of the New York City Joint Terrorist Task Force for 14 years. He was the case agent on such cases as TERRSTOP (the Blind Sheikh Case – Sheikh Omar Abdel-Rahman), the TWA Flight 800 catastrophe and negotiated the surrender of the first hostage taker to give up in the Chase Manhattan bank robbery hostage taking.
During Chris’s 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.
My guests on this episode are Mike Aloe & Mark Baird, both VPs from Ascent Cloud. We discuss some of the major do's and don’ts of coaching, including remote coaching, that may just have a lasting effect well beyond 2021.
Links;
https://www.linkedin.com/in/mike-aloe-a97b1819/
https://www.linkedin.com/in/markbaird1/
Christopher Hadnagy is the founder and CEO of Social-Engineer, LLC. Chris is also a well-known author, having written five books on social engineering.
He also lectures and teaches about social engineering around the globe. Moreover, he’s been invited to speak at the Pentagon, as well as other high secure facilities. Additionally, as the creator of the world’s first Social Engineering Capture the Flag (SECTF), Chris leads the way in educating people on this serious threat.
Chris works with some of the world’s leaders in scientific research for the purpose of acquiring a deeper understanding of social engineering. Notably, Chris authored a book with Dr. Paul Ekman regarding the use of nonverbal communication by social engineers.
Links;
https://humanhackingbook.com/
https://www.humanhackingconference.com/
Author of "Winning from Failing" Josh has built over 30 years of expertise in the sales and sales management arena. He began by completing a very successful 20-year career in the insurance and financial services industry. In 1999 he created his sales and management training, coaching and consulting company in the heart of the Piedmont Triad.
Josh Seibert's book, Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. This book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries. His book "Winning from Failing" is available now on Amazon - http://amzn.to/2CzexOv Connect with Josh on LinkedIn - https://www.linkedin.com/in/josh-seibert-a06a1a4/ To contact Josh visit his website - http://www.training.sandler.com
In this episode I'm joined by Allan Tsang & Dan Oblinger. Dan is a hostage negotiator by night and commercial negotiation coach by day. Allan is a negotiation coach with over a decade of experience helping clients with more than 10,000 negotiations ranging from $10K to $250MM. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit.
Links;
https://www.linkedin.com/in/allantsang/
https://www.linkedin.com/in/dan-oblinger-speaks/
My guest this week is, Niall Mc Henry. Niall is an experienced sales leader with his most recent role being, "Director Inside Sales EMEA @ Informatica".
Connect with Niall - https://www.linkedin.com/in/niallmchenry/
Find out how to rescue at least one hour a day, focus on what really matters, access your best thinking, and bring in more revenue by working substantially less.
Jill Konrath is an internationally recognized sales acceleration strategist and bestselling author.
Jill began her sales career at Xerox, then moved into technology sales and finally, she sold services. As a consultant, she's worked with companies like IBM, GE & Staples. Plus she's been featured on ABC News, Fox 2, Entrepreneur, New York Times, Selling Power, The Business Journal and many more publications.
Connect with Jill - https://www.jillkonrath.com/