Episodes

Businesses large and small are constantly looking for ways to keep themselves top of mind with their prospective customers. The great businesses always have ethics and integrity at the forefront of what they do. In this episode I’m joined by James Hipkin, Founder & CEO of Inn8ly, and James delves into the critical themes of authenticity and customer engagement, drawing parallels between his time in the rock-and-roll industry and his corporate marketing endeavours. He emphasises the value of empa...

One of the key characteristics that great leaders possess and continue to develop is the ability to embrace uncertainty. As business environments continue to change and evolve, it is the leaders who are able to best deal with uncertainty, who are the ones that will lead their teams to higher levels of success, and engagement. And today’s guest knows a thing or two about creating uncertain environments. Mike House unpacks how resilient leaders manage uncertainty while steering teams towards succe...

With the rapid developments of AI technology, more and more organisations are looking at how best to leverage it for a competitive advantage. This is especially true for sales. In this episode, I’m joined by Frank Sondors, Co-Founder & CEO at Salesforge, an organisation that focuses on working with businesses to deliver more sales pipeline at a lower cost. The conversation centers around leveraging AI agents within sales processes, underscoring the necessity of adapting to technological advancem...

As a sales leader, business professional, or sales professional, how conscious are you about your brand? Are you representing yourself and your business in the best possible way, that creates an attractive force that draws potential customers to you? We all have a brand, but not all of us are actively developing strategies to leverage that brand to build deeper relationships. In this episode I’m joined by Lisa Shorr, Image Consultant and Personal & Corporate Brand Expert, with Lisa providing act...

In sales, just as in life, we often experience setbacks, challenges and roadblocks. Despite our best preparation, we can get thrown curveballs that if we are not diligent, they can throw us completely off course. As a leader, we must understand that challenges are part of the role, and whilst we may find challenges difficult, it is our choices around the responses to challenges that can have a huge impact, not only on our current environment, but also the people within that environment. This is ...

I often share with sales leaders the importance of building their emotional intelligence muscle, being more aware of the people they are interacting with and adjusting their communication style and approach to ‘match’ the other person. The leaders who do this well are able to build deep, authentic and meaningful relationships, which creates credibility, and ultimately, trust. In this episode, I’m thrilled to be joined by Stephen Oommen, an experienced go to market executive, and a man who is the...

In the highly competitive world of b2b sales, many organisations are constantly searching for the unique value differentiator that will elevate them against their competition, and lead to exceptional results. Often executives within these organisations focus primarily on the leadership as that differentiator. Whilst leadership is incredibly important, it is not enough, as this conversation with Dr.James Chitwood explores. Leveraging his military and academic background, Dr.James delves into why ...

Contrary to what many may believe, the key to exceptional selling is not solely the ability to close the deal, even though closing is a required competency. It is the sales professional and sales leader who are able to develop & execute genuine empathy & credibility, who ultimately unlocks the code to exceptional selling. In this episode I’m joined by Georgia Stormont, sales & leadership coach specialising in the agricultural sector and we explore the keys to cracking the code to exceptional sel...

Businesses the world over are constantly searching for more innovative ways to capture the attention of their ideal customer, and often this requires a large financial investment, making it more prohibitive for smaller businesses. Geofencing Technology can start to change that and make it more cost effective for smaller businesses to identify and then communicate with their ideal customers. In today’s episode, I’m joined by Barbara Wardell & Ernesto Cullari, Co-Founders at Cullari Wardell, an or...

In working with sales leaders and their teams, I’m always intrigued as to how people find their way into a selling career. Rarely do people share with me that sales was their chosen profession – the vast majority ‘fall into it’, and today’s guest is no exception. I’m joined by an incredible human, Michael Carr, who has made the transition from Head Teacher in education to sales professional, and over the last 2 years, built a very successful sales career. Throughout the episode, Michael shares k...

Working in a corporate environment, many ambitious individual contributors and leaders are constantly looking for their next promotion, with many of them thinking that an additional certification, or even an MBA, will be the difference that makes all the difference. This is not necessarily the case. In today’s episode, I’m thrilled to be joined by Diane Taylor, a former corporate Human Resources Executive, and now Founder & Principal Consultant at Glow Leadership. Diane’s approach is based on br...

Many people who find themselves in sales, unfortunately don’t always receive the quality and depth of training that can be the foundation to a sustainably successful career. They are often thrown into the deep end of the pool and told to swim. Quality training and coaching can never be underestimated and today’s guest is the perfect example of this. Michael Walford-Grant has built a successful sales and sales leadership career over the last 30 years, and as you will hear in this conversation, mu...

When it comes to selling, especially in the highly competitive B2B space, many organisations say they focus on customer relationships, ‘putting the customer at the centre of everything they do‘, and yet when the pressure is on to hit a target, or close out the quarter, the behaviour is very often focused on themselves & their objectives. In this episode, I’m joined by Casey Jacox, a super successful enterprise sales professional & leader who now is dedicated to working with sales teams and execu...

When it comes to marketing a business or a service, many turn to paid ads as the ‘quick fire’ way to create demand in order to convert business. Whilst this approach does have its place, it is also important to create more long term, sustainable demand creation strategies that enables a business to create credibility, deliver value, and educate their market through the buying process. In this episode, I’m joined by Rai Cornell, CEO at Cornell Content Marketing, and we delve into the psychology b...

A key element of sales, both at an organisational level, as well as at a personal level, is to search for differentiation from the competition. What is unique about you, your organisation and your offering, that will entice and encourage your customer to want to talk to you, and explore your solution? We all know that people like to do business with those who they know, they like and they trust, but we also have to be memorable. In this episode I have the great pleasure of speaking with Steve Mi...

I firmly believe that sales is the ultimate form of service, and when there is a clearly defined problem that a customer has, it would be negligent not to provide the customer with a proposed solution. The challenge for many sales people and business owners is they often just provide the one solution, removing choice and options. In this episode, I’m joined by America’s Services Sales Coach, Joe Crisara, and we delve into his career as a home services contractor, to now working with services con...

Whether you are in sales, sales leadership, or running a business, you will understand the power of creating strong & effective networks. In fact, some may even suggest that in many situations, it is not so much about what you know, as compared to who you know, that can create an advantage. It is true that your net worth is connected to your network, and in this episode, I enjoy a tremendous conversation with Virginia Muzquiz, Founder & CEO of Master Connectors, about the power of your network. ...

Whether you are a business owner or hold a leadership or influencing position within an organisation, the key objective for the business is to create value that can have a lasting impact. And this is not necessarily just linked to the profitability of the business – it is also linked to the sellability of the business. In this episode, I’m joined by Justin Goodbread, CEO of Financially Simple, a man with over 30 years experience in founding, growing and exiting businesses, the latest of which he...

When working with sales leaders and their teams, I’m constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There is a generalisation about sales people that they are extroverted and need to have the gift of the gab to be successful. This is not the case. Exceptional sales people are super clear on who they are and they invest their time in ensuring they are consistently authentic. In this episode, I enjoyed a great conversation with J...

When it comes to developing leadership, many focus on how to become an effective leader through understanding the characteristics of good leaders, as well as the behaviours required to create an empowering and engaging environment. This is necessary, but great leaders also focus their attention on followship at the same time. In this episode, I’m joined by Dr.Chris Fuzie, CEO of CMF Leadership Consulting, and an expert in behaviour based leadership. It is a fascinating conversation that delves i...

It is quite rare to hear the concept of ‘sales warmth’ in an instant gratification, and highly competitive marketplace. Many companies run campaigns to ‘build awareness’, and create what they hope will be an attractive customer acquisition strategy, only to seek to close as many customers as they can when given the opportunity. There is a better way. Through utilising ai technology, along with a different approach to selling, it is possible to go from cold to bold, and create a steady stream of ...

If there is one common theme shared amongst sales organisations that enjoy exceptional results, as well as sustainable success, it is the focused investment into their sales leadership. Many organisations invest heavily in sales training for their sales force, which certainly can & does have an impact. However the organisations which invest heavily into the sales leadership development can experience quantum leaps in terms of engagement and performance, compared to their competitors. In this epi...

Whether you are a sales leader, a sales person, a lawyer or even an economist, sales is at the centre of everything you do. Nothing happens unless a sale is made, whether that be a product, a service or even an idea – but how we go about selling can be very different. Some people take the hard approach and seek to push an idea or a solution onto a customer or prospect, whilst others take a softer approach. Whilst both methods can deliver results, the guest on this episode passionately believes t...

Branding is a critical element of the environment we live in today. Whether it be salespeople, sales leaders, sports people, sporting organisations, or companies, the power of a brand can have a huge impact on the ability to drive interest, to drive attention, and ultimately to drive conversion. Being crystal clear on the characteristics that are important to the brand are critical, especially for our personal brand. In this episode, I’m joined by Dave Behar, Founder, CEO and Chief Executive Ath...