Episodes

When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the ‘doing’. Whilst this is critically important to success, many sales people are not realising the results that they are capable of because they are missing a vital and much overlooked element – the ‘being’. Who do they need to be in order to be a successful sales person and sales leader. In this episode, I’m joine...

If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve, they are tenacious, have tremendous self belief, amongst other traits. What they also share is a very supportive and high quality leader. I keep saying that teams become the reflection of the leader, and the more leaders I speak with and the more teams I interact with, this continues to be even further deeply confirmed. In this e...

When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in the negotiation itself, competitive juices start to flow, and it becomes a race to see who can get the best deal, often at the expense of the other party. Not a great outcome, especially when negotiating with another company where there will potentially be a longer term relationship. In today’s episode, I’m joined by Gl...

In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may be happening in the external and internal environments, it is the leader who is able to provide direction, inspiration and certainty to their team who will ultimately develop the trust, engagement and loyalty of their team. And one of the best ways to create certainty is through stability. In today’s episode, I’m thrilled to h...

When it comes to selling, many salespeople lead with their product or service, and seek to ‘retro fit’ this into a perceived need or in some cases a created need. Whilst this can generate results for the salesperson, it doesn’t always represent tangible value for the client, often leading to buyers remorse. Exceptional sales people always have the courage to ask for the sale, but they do so after they have built genuine rapport with the client and have clearly identified whether there is a probl...

A great privilege of hosting a podcast is the opportunity to speak with incredible people with very different backgrounds, but all following their own Hero’s Journey. And what is fascinating is that the vast majority of them are in a role or running a business today that years ago would not have been within their frame of reference. In today’s episode, I enjoyed a phenomenal conversation with Jamie Kritharas, CEO & Founder of Defiant Digital, Australia’s leading creative performance agency. Jami...

Many sales people, as well as sales leaders, treat the role of sales as a ‘job’, rather than a profession. As a result, it can be quite difficult to drive exceptional and sustainable results. It is the sales people and leaders who treat their role as a profession who end up winning in the long run – they have discovered the art and science of sales, and they consistently and relentlessly pursue excellence. In this episode, I had the pleasure of speaking with Ken Lundin, President & Founder of Re...

One of the great privileges of hosting a podcast is the opportunity to speak with highly successful, value driven and ethical business people and leaders. People who are driving value in the businesses and environments they operate in, as well as creating significant shareholder and stakeholder value. And in this episode, I had the absolute pleasure of speaking with Lee Benson, the CEO of Execute To Win, 2 x Best Selling Author, and podcast host of ‘Show Your Value’. Lee grew his first company A...

In today’s episode, I have the privilege of speaking with Wes Schaeffer, The Sales Whisperer. From a career in the military, to then moving into commission sales, then high tech sales, and today, now a highly sought after business coach, sales & sales leadership mentor, and keynote speaker, Wes has rather an unconventional story. A story that is filled with challenges, and experiences that helps him unleash the potential of sales leaders and their teams. We discuss the #1 job of a Sales Leader, ...

Irrespective of whether you are part of a large enterprise, a small medium business, or even a solopreneur, the key to sustainable success is building a high performing sales engine. A sales engine that can deliver predictability and can harness the power of sales vital signs to drive growth. Because without sales, the business will stagnate, and eventually die. In this episode, I am joined by Don Lazzari, President of Delivering Value LLC, and Author of ‘Entrepreneurs Sales Secrets Revealed’ an...

One of the key challenges for sales organisations is to identify something that differentiates their organisation, their solution or their product from their competitors. More often than not, their focus is on something they believe their product or service does that is different, hoping that this will provide some cut through. This does not always work. Organisations that can demonstrate a genuine buyer centricity, where they understand the customer intimately prior to engaging with them, are t...

When reviewing sales team performance, it is fascinating how the team continues to achieve outcomes within +/- 5%-10% of their quota, year in and year out. It is almost like there is an inbuilt thermostat that brings performance back to a certain level. And when suggesting that sales could be exponentially improved, even doubled, many sales leaders scoff at the suggestion. The truth is that it is possible. In this episode, I am thrilled to have Doug C Brown return for the 3rd time for a conversa...

Organisations are constantly looking for new and innovative ways to grab the attention of their ideal customer – with many of them still focused on leading with their product or service. Customers are more and more savvy today, and therefore more demanding in relation to the value they are looking for prior to engaging with an organisation or salesperson. In today’s episode, I’m joined by Maxwell Nee, a serial entrepreneur and Chief Revenue Officer of ScoreApp, and we delve into innovative lead ...

When the words ‘ethics’ and ‘sales’ are used in the same sentence, many people scoff at the suggestion. Even though sales is one of the oldest professions on the planet, there is still somewhat of a stigma attached to it. Thankfully, more and more people are achieving exceptional outcomes through placing ethics and integrity high on their list of values, and slowly, changing the perception around sales. Justin Janowski is one great example. He is the Founder & CEO of Faith2Influence, and has bui...

When it comes to building & running sustainably successful sales teams, often Sales Leaders run by ‘gut instinct’ and do not apply a huge amount of science to the recruitment or onboarding process. Sometimes they can get lucky, however a bad hire can cost the business dearly, both in time and cost. Exceptional sales leaders work with science to maximise the opportunity of bringing in quality and fit for purpose sales people, and a key element of this science is mastering their emotional intellig...

When working with sales leaders and their teams, I often share with them that we are all on a Hero’s Journey, and each of us are at different stages. We all have to deal with challenges, setbacks and obstacles, as well as identify opportunities to take advantage of. Along the way, there are people in our environment who can help guide and support us, as well as challenge us to take our performance to an entirely new level. In this episode, I am joined by Jason Yarusi, a man who started out his c...

If there is one area that Sales Leaders can improve on in order to drive more exceptional performance, it is in the art of negotiation. Many sales leaders take the position of creating win-win outcomes with their customers, so as to build long term value based relationships, however, this can sometimes lead to the power base shifting to the customer, not necessarily delivering the long term value being sought. In this episode, I’m joined by Derrick Chevalier, a seasoned negotiation expert with d...

If there is one thing that is certain in 2024 and beyond, it is that AI will continue to play a big role in our daily lives. This is especially true in sales. The expectations that customers have continue to increase, and the amount of information sales leaders and their teams need to consider to provide valuable and customised solutions to their customers, can often feel overwhelming. This is where AI is helping to revolutionise how we sell. In this episode, I enjoyed a phenomenal conversation ...

When looking at the most influential people on the planet, irrespective of their vocation, one thing they have in common is their ability to communicate a powerful message. Many of them appear to do this naturally, however, there is a huge amount of thought and preparation that goes into a powerful and authentic message. When it comes to sales, being able to master the art of authentic communication and build trust in the process, can be the difference that makes all the difference. In this epis...

For many sales leaders, they dedicate so much time, effort and attention to the here and now, driving exceptionally high standards, creating a high performance environment & delivering results, that they often neglect to consider their post career potential and pursuits. The months and years can pass very quickly, and it is often easy to not consider what life may look like when the time comes to take a step back and slow down. In today’s episode I’m joined by Wendy Leggett, Owner of Conflux Ret...

When it comes to exceptional performance, especially in sales, we tend to focus on the ‘doing’ components of the selling craft, the calls made, meetings attended, the pitches and demonstrations conducted. This is a legitimate focus, however, through the process, we also tend to not focus as much attention on the ‘being’ components, as in exercise, recovery, and especially, diet. In this episode, I’m joined by Angel Luk, a registered Dietician, who has worked with high performance athletes and le...

When it comes to creating sustainably successful sales teams, many organisations focus their attention on product training & sales competency training, believing that this will deliver the results. Whilst these areas are key pillars, often overlooked is the critical role the sales leader plays in the environment. Exceptional sales organisations are fanatical about developing exceptional sales leaders, who develop their people, who help their salespeople become guides and critical problem solvers...

Whether you are part of a large business, or an individual looking to increase your influence and market relevance, branding and strategic positioning is critically important. In today’s episode, I’m joined by Emma Schermer Tamir, an expert in branding strategy, marketing psychology, and strategic positioning. Emma shares her perspectives and experience from working in this space over many years, emphasises the need for thorough competitive research, the importance of understanding the ideal cus...

A special episode today – the first time I have interviewed 2 guests on the show. Today I’m joined by Gregg Murphy & Mike Latch from Patter Intelligence as we explore the intersection between technology & sales. With backgrounds spanning defence contracting, strategic sales, and advanced tech enablement, Mike & Gregg delve into the importance of ethics in sales, strategic sales methodologies, and the role of AI in modernising the sales process. Gregg highlights how breaking down complex sales in...