The Exceptional Sales Leader Podcast

In this episode of the Exceptional Sales Leader Podcast, I welcome the multifaceted Laura Armstrong. Hailing from Toronto, Canada, Laura brings a wealth of knowledge in business strategy, communication, and personal development. From her origins as a bullied child to becoming a three-time world champion in martial arts, Laura's journey is as inspiring as it is instructive. Having begun her professional career as a commodity trader, she later transitioned into entrepreneurship, establishing Wealth Mastery Systems, a platform designed to empower individuals to achieve financial success while living their passion. Throughout the engaging conversation, we explore key themes such as the importance of support networks, the dynamics of high-performance achievement, and the allure of work-life balance. Laura shares insights into the psychology of disassociating from outcomes as a strategy for success. Her experiences training elite performers have equipped her with unique strategies to help business professionals and leaders overcome limiting beliefs. Together, we delve into practical ways individuals and teams can align their intentions with their actions to create impactful and sustainable results in their professional journeys. To connect with Laura and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/laurayarmstrong/ Website - https://www.leadershipwithlaura.com/ If you would like a 60 minute wealth strategy session - https://wealthstrategywithlaura.com/

In this episode of The Exceptional Sales Leader Podcast, I welcome Mickie Kennedy from eReleases, who shares insightful strategies on how small businesses can maximise their public relations efforts. Mickie elaborates on the importance of crafting compelling stories in press releases, stating that a well-written release can turn into dozens of articles that significantly raise a company's profile. His journey from a creative writing background to founding eReleases underscores his dedication to demystifying PR for businesses of all sizes. The conversation dives into the nuances of press releases and emphasises the need for small businesses to tell engaging stories that resonate with journalists and, by extension, their target audiences. Mickie discusses the advantages of connecting with industry journalists through strategic press releases and offers practical tips on utilising AI to enhance PR materials. He highlights the efficacy of combining human interest elements in business narratives to achieve authentic engagement. By the end of the episode, listeners gain a comprehensive understanding of effective PR tactics and the benefits of a thought-out strategy to yield high-value media coverage. To connect with Mickie and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/publicity/ Website - https://www.ereleases.com/

In this episode of The Exceptional Sales Leader Podcast, I am joined by lifetime entrepreneur Joseph Incrocci as he takes on a journey of business leadership and sales excellence. Joseph, an 82-year-old dynamo from Chicago, shares his insights from growing and selling two multi-million-dollar companies. He reveals vital lessons from his storied career, culminating in his latest book, which provides actionable strategies for business growth. Listeners are treated to a candid look at Joseph's fearless approach, underscoring the importance of risk, resilience, and the relentless pursuit of improvement. Joseph's journey is a testament to enduring business principles, and this episode offers a deep dive into his strategies for sustainable growth and customer satisfaction. The conversation includes tips on managing cash flow, emphasising the role of relationships in sales and business success. Joseph introduces the idea that the most significant sales begin after the first sale is made, stressing that a great product isn't enough if it doesn't come with exceptional service and follow-through. As both a leader of character and a whip-smart strategist, Joseph underscores the significance of handling problems swiftly and speaks about the concept of net promoter scores as a measure of customer loyalty. Whether you're a seasoned sales leader or new to the game, Joseph's insights are a must-listen. To connect with Joseph and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/c-joseph-incrocci-60002628/ Website - https://www.incrocciconsulting.com/

In this episode of the Exceptional Sales Leader podcast, I welcome back Richard Webbe, a multi-talented entrepreneur with insights into AI's role in sales and marketing. As technology continues to evolve at a rapid pace, we tackle the critical discussion on ethics in AI, emphasising its role as a tool to enhance efficiency and market intelligence rather than replace human jobs. Richard shares his own journey from a tech-savvy engineer to a strategic leader, underscoring the importance of ethical sales practices and the evolving landscape of AI in business. The conversation dives deep into how AI is revolutionising the sales process by improving speed to market and facilitating more targeted marketing strategies. Richard elaborates on the misconceptions surrounding AI, noting the balance needed between leveraging technology and maintaining human connections. With insights into the potential of AI to transform laborious sales tasks and an emphasis on using AI as an augmentation tool, this episode provides a thought-provoking perspective on technology's place in modern sales strategies. To connect with Richard and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/richardwebbe/

In this engaging episode of the Exceptional Sales Leader podcast, I am joined by Joe Davis, a veteran in leadership with a rich history at the Boston Consulting Group. Broadcasting from Minnesota, Joe shares his vast experience, reflecting on his journey from a young sales rep to a senior partner. The discussion traverses Joe's transition and the evolution of leadership, touching on the concepts highlighted in his book "The Generous Leader." Among these concepts, Joe underscores the importance of being a generous leader, focusing on genuine feedback, mentoring, and fostering inclusive environments. The conversation dives deep into the transformative aspects of leadership, particularly in today's evolving corporate world. Joe emphasises the significance of authenticity and vulnerability in leadership, advocating for leaders to be transparent and approachable. Using anecdotes from his career, he explains how these characteristics can forge stronger teams and drive performance. The episode is an insightful exploration of effective leadership strategies, showcasing Joe's philosophy that nurturing the potential in others is essential for achieving success. To connect with Joe and to learn more about what he does, including grabbing a copy of his book, "The Generous Leader", please go to: LinkedIn - https://www.linkedin.com/in/joedavis1313/ Website - https://www.joedavis.com/

In this episode of the Exceptional Sales Leader Podcast, I welcome Tony Morando from World Emblem, uncovering the fascinating journey of a sales leader who turned unforeseen opportunities into a thriving career. The podcast dives deep into the dynamics of sales leadership amidst evolving global markets and uncovers how Tony leads his sales team with strategic acumen and a client-centric approach. Emphasising the importance of technology, Tony discusses the role of AI and other digital innovations that are redefining sales strategies and customer engagements at World Emblem. The discussion explores the intricacies of balancing aggressive sales targets with client satisfaction, a challenge Tony tackles by nurturing a culture of accountability, problem-solving, and continuous learning within his team. By investing in technology and strategic partnerships, World Emblem stays ahead in a competitive market, proving that adaptability is key. Other essential topics include maintaining a high-performance sales team in a remote work setting, reflecting on the company's culture of morning huddles to ensure team cohesion and accountability, and discussing the importance of technology in future growth trajectories. To connect with Tony and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/tonymorando/ Website - https://www.worldemblem.com/

In this episode of the Exceptional Sales Leader Podcast, I engage in a captivating discussion with renowned wildlife artist James Corwin. The conversation delves into James's journey from discovering his passion for art to establishing a successful artistic brand. You will learn how his business acumen paired with artistic talent enabled him to transition from selling small paintings at farmers' markets to building a multimillion-dollar brand—James Corwin Art. The episode is rich with insights into balancing creativity with business strategy as James shares his experiences in expanding an art empire, including opening galleries and leveraging digital platforms for marketing. By emphasising personal connections with collectors and utilising social media for outreach, James demonstrates that business success in the art world is achievable with dedication and innovation. This dialogue provides inspiring lessons on merging passion with entrepreneurship in a creative field. To connect with James and to learn more about his art and what he does, please go to: LinkedIn - https://www.linkedin.com/in/jamescorwin/ Website - https://www.jamescorwin.com/en-au Instagram - https://www.instagram.com/jamescorwin/ Facebook - https://www.facebook.com/jamescorwinfineart

In this episode of the Exceptional Sales Leader Podcast, I am joined by Simon Ooley, the dynamic CEO of Veles. The discussion centers on transforming enterprise sales with AI-powered collaborative tools, as well as leveraging innovative pricing and use case presentations to streamline the sales process. Simon shares his journey from being a BDR to leading international sales operations and establishing Veles, with a focus on addressing the prevalent challenges sales teams face today. Throughout the conversation, Simon highlights the critical role that understanding and presenting use cases play in successful sales engagements. He discusses how Veles's platform integrates with call recording and CPQ tools, enabling sales teams to efficiently generate comprehensive and buyer-focused presentations. As sales methodologies evolve, Simon underscores the need for solutions rooted in first principles thinking to enhance seller effectiveness and accelerate sales cycles, ultimately aiming for organisations to achieve 100% quota attainment. To connect with Simon and to learn more about Veles, please go to: LinkedIn - https://www.linkedin.com/in/simonooley/ Website - https://www.getveles.com/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Salvatore Manzi, a digital nomad and expert in communications around leadership. Currently based in Madrid, Spain, Salvatore shares his journey from Kansas to becoming a seasoned speaker, facilitator, and coach. The episode delves into how technology facilitates a nomadic lifestyle, enabling Salvatore to foster impactful communication between leaders globally. His upcoming book, "Clear and Compelling," is also highlighted, promising valuable insights into crafting communication strategies. Focusing on the intricacies of public speaking and leadership communication, the episode addresses how introverted leaders can master these skills by embodying presence, creating engaging content, and adopting compelling delivery techniques. Salvatore also emphasises the role of authenticity and how introverts can develop their charisma by engaging audiences with genuine narratives and strategic frameworks. Key themes include managing stage presence, eliminating imposter syndrome, and building meaningful connections in communication—all central tenets beautifully captured in Salvatore's book, geared to offer actionable strategies for leaders. To connect with Salvatore and to learn more about what he does, including grabbing a copy of his book, please go to: LinkedIn - https://www.linkedin.com/in/salvatorejmanzi/ Website - https://www.salvatoremanzi.com/ Book "Clear & Compelling Playbook" - https://www.salvatoremanzi.com/ccpb/

In this episode of the Exceptional Sales Leader podcast, I welcome Wilson Zehr, a luminary in the field of direct mail marketing and digital integration. From discussing the intricacies of Wilson's dynamic backdrop to delving deep into the resurgence of direct mail in the digital era, this episode is a goldmine for sales leaders who wish to harness the power of an often-overlooked marketing channel. In the episode, Wilson shares his profound journey from being a software engineer to founding Zairmail in 1999, during the age of the dot-com boom. Highlighting the effectiveness of direct mail, he argues for its potential as both a personalised and tangible communication tool that can circumvent the pitfalls of digital-only marketing approaches. This episode is replete with actionable insights on how direct mail can not only complement digital strategies but often surpass them in targeting precision and audience engagement. Explore more about Zairmail's pioneering work with Speedy, a novel product aiming to revolutionise direct mail efficiency. To connect with Wilson, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/wilsonzehr/ Website - https://www.zairmail.com/

In this episode of the Exceptional Sales Leader Podcast, I welcome back Anna Glynn, who previously appeared on the show in April 2024. We delve into the rapidly evolving role of Artificial Intelligence (AI) in today's business landscape, discussing its implications, opportunities, and challenges. Anna provides expert insights into how AI can transform workplaces by allowing humans to focus on more meaningful, high-value tasks. She underscores the importance of emotional intelligence and re-energising strategies within her expanded "Stronger" model for thriving in an AI-enhanced future. Throughout the episode, Anna discusses how organisations can embrace AI not just as a technological tool but as a catalyst for human transformation, highlighting the crucial shift from seeing AI as a foe to recognising it as a friend and strategic partner. By examining the AI confidence curve, Anna breaks down how leaders can navigate the complexities of AI adoption in the workplace. She emphasises mindset shifts, skills development, and the strategic use of tools like AI to enhance human capabilities rather than replace them. This dialogue is particularly relevant for sales leaders and organisations keen on leveraging AI to create a more engaged and productive workforce. To connect with Anna, and to learn more about what she does, including get a copy of her whitepaper "Will Your Team Survive or Thrive the AI Shift?", go to: LinkedIn - https://www.linkedin.com/in/anna-glynn-mapp-0797b639/ Website - https://annaglynn.com.au/

In this enlightening episode of the Exceptional Sales Leader Podcast, I welcome Barry Cryan, an expert in systems and productivity, to explore the art of creating efficient leaders. Broadcasting from Ireland, Barry delves into his transformative journey from a safety engineer to a global guide for overwhelmed business owners. His personal battle with Lyme disease forced him to adopt innovative time-leveraging strategies, which have now become the cornerstone of his coaching. The conversation uncovers Barry's FAST time leveraging system, emphasising the importance of filtering noise, aligning time with outcomes, implementing systems, and tracking performance. Barry emphasises how adopting systems can unlock unprecedented productivity, using high-profile figures like Sir Richard Branson as exemplars of effective time management. This episode is laden with practical insights, teaching leaders to replace the grind mentality with strategic leverage, ultimately achieving exponential growth without burnout. To connect with Barry and to learn more about what he does, including grabbing a copy of his FAST Blueprint, please go to: LinkedIn - https://www.linkedin.com/in/barry-cryan-30158985/ Website - https://www.barrycryan.com/ Instagram - https://www.instagram.com/cryanbarry/ To grab a copy of Barry's FAST Blueprint, send a DM with "FAST" on Instagram.

In this episode of the Exceptional Sales Leader Podcast, I welcome Brandon Willington, delving into his unique journey from DJing in Perth to becoming a successful owner of a leading lead generation company. Brandon shares fascinating insights into how his transition from the nightlife industry to digital marketing occurred after a chance exposure to an online course. His experiences with different advertising agencies and the need for better lead generation solutions for service-based businesses inspired him to build Where U?. This episode offers valuable perspectives on the importance of genuinely understanding customer needs and directly engaging with them in order to create more effective and efficient advertising strategies. Throughout the conversation, key topics such as the power of targeted customer messaging, the impact of emotional triggers in advertising, and the importance of maintaining ethical standards in business are explored. Brandon emphasises the significance of authentic customer communication and reveals how his company has managed to break from traditional marketing moulds by focusing on customer needs and emotions. Additionally, Brandon provides insightful advice on how businesses can improve their online credibility and create trust without relying on aggressive sales tactics, thus ensuring a more sustainable business model. To connect with Brandon and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/brandon-willington/ Website - https://www.whereu.com.au/ Instagram - https://www.instagram.com/whereu.com.au/

In this engaging episode of the Exceptional Sales Leader podcast, I chat with Mobeen Tahir, an accomplished investment strategist and public speaking coach, about the integration of macroeconomic insight and communication efficacy. Broadcasting from London, Mobeen shares his dual expertise, from analysing financial markets at WisdomTree to helping individuals enhance their public speaking capabilities, all intertwined with his passion for storytelling. Mobeen discusses the significance of thematic investing, emphasising the impact of monumental trends like artificial intelligence on financial markets. The episode highlights the symbiotic relationship between effective storytelling and presenting complex financial strategies. Mobeen illustrates how delivering clear, concise messages can transform audience engagement, whether pitching investment opportunities or filtering car features for potential buyers. Driving home the need for understanding and aligning with audience expectations, Mobeen offers practical tips to create more impactful presentations. To connect with Mobeen and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/mobeentahir/ Website - https://mobeentahir.com/

In this episode of the Exceptional Sales Leader Podcast, we delve into the fascinating journey of Michelle Boyde—a master hypnotist and liminal guide who sheds light on transitioning leadership identities and embracing personal transformation. Michelle, who hails from the UK and is now an Australian citizen, shares her insights from her extensive career as a brand and culture strategist and how it led her to explore hypnotherapy and coaching. This conversation highlights the importance of tapping into desires, managing stress through self-understanding, and the significant role of embodiment in leadership. During the discussion, Michelle emphasises understanding the power of language and subconscious impact on our physical state, with Michelle sharing her personal journey battling Ross River Virus as an indicator of her body's unfulfilled desires. The episode guides us through leadership transformation, stressing the importance of authenticity, emotional intelligence, and the powerful transition from merely intellectual management to embodied leadership practices. To connect with Michelle and to learn more about what she does, including grabbing a copy of the Liminal Archetype Quiz - discovering your liminal archetype & how to collapse the space to become who you're ment to be, faster, please go to: LinkedIn - https://www.linkedin.com/in/keynotespeakerhypnotistmichelleboyde/ Website - https://www.michelleboyde.com/ Instagram - https://www.instagram.com/michelleboyde_hypnotist/ The Liminal Archetype Quiz - https://www.michelleboyde.com/liminalarchetypequiz

In this episode I engage in a fascinating conversation with Anders Hansen, a former illusionist turned transformational coach, who introduces us to a captivating blend of magic and mindset. Anders has enjoyed an extraordinary journey from performing illusion tricks in Miami to becoming a leading figure in personal development with his company Real Magic LLC. Anders shares how strategic mindset shifts can free entrepreneurs and sales leaders from self-imposed limitations and help them reach extraordinary success. Throughout the episode, discover the powerful impact of mindset on sales and business leadership. Anders reveals how trust, openness to coaching from industry leaders like Bob Proctor, and a focus on service rather than self contributed to his extraordinary success. He shares his philosophy on integrating magic's illusion with transformational frameworks to empower leaders, supporting the premise with anecdotes and insights on quantum physics and intuition. Gain valuable strategies and tools aimed at elevating personal and professional growth by tuning into this transformative conversation steeped in personal stories and insightful contributions. To connect with Anders, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/realandershansen/ Website - https://www.andershansen.com/en/ Instagram - https://www.instagram.com/realandershansen/ Facebook - https://www.facebook.com/realandershansen Please mention "Exceptional Sales Leader Podcast" on his Instagram or Facebook page to receive a free 'Illusion Assessment"

In this engaging episode I welcome Vinisha Rathod, Managing Director of P3 Studio and author of the recently released book, "The Briefcase Effect". Throughout a fascinating conversation, Vinisha shares insights on personal branding, organisational alignment, and leadership, drawing from her personal and professional journey marked by notable challenges and successes. With a blend of wit and wisdom, she offers listeners a fresh perspective on cultivating meaningful professional relationships and career development. Vinisha provides an in-depth narrative of her journey from retail sales at the age of 15 to becoming an influential entrepreneur and consultant. The discussion covers critical themes such as resilience in the face of personal loss and the significance of integrity, focus, and feedback in career advancement. Through the lens of her book, "The Briefcase Effect," Vinisha delves into her philosophy of creating a personal brand that acts as a magnet for opportunities and a filter against negativity, thereby encapsulating the essence of being an "A player" in the business world. To connect with Vinisha, to learn more about what she does, as well as grabbing a copy of her book, "The Briefcase Effect", please go to: LinkedIn - https://www.linkedin.com/in/vinisharathod/ Website - https://thebriefcaseeffect.com/

In this compelling episode of the Exceptional Sales Leader Podcast, I am thrilled to reconnect with my good friend Darcy Smyth, an eminently respected figure in sales training known for his unique approach to sales psychology and gamification. Darcy, who brings years of expertise in crafting innovative sales strategies, discusses the intricate psychology behind buying decisions and how gamification is transforming traditional sales training methods. From exploring the human buying brain to understanding negotiation dynamics, Darcy provides listeners with an insightful journey through the world of sales psychology. As the episode unfolds, Darcy sheds light on his pivotal role in co-founding Why Bravo and how their innovative gamified sales tools, like the Leadership Game and Outbound Game platform, are redefining sales training. With steadfast dedication to enhancing team performance through measurable objectives, Darcy emphasises the importance of visibility in motivating sales teams and dives into the dynamics of sales leadership. The conversation also veers into the future of sales with artificial intelligence's emergence, highlighting both the opportunities and challenges AI presents in reshaping sales methodologies. Not only is this episode a treasure trove for sales leaders seeking to sharpen their craft, but it also offers a captivating glimpse into the future of sales. To connect with Darcy and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/darcyjsmyth/ Website - https://www.whybravo.com/ Website - The Sales Game - https://www.sales.game/

In this engaging episode I have a great conversation with Bernadette Smith, CEO of the Equality Institute, renowned for her pioneering work in diversity and inclusion. Coming from a background that started in event planning for LGBTQ weddings, Bernadette shares her evolution into the world of inclusivity training and consulting. With a focus on sales and customer service, her holistic approach is designed to help organisations improve client engagement through a better understanding of diversity, fostering trust, and building deeper connections. The discussion delves deep into the nuances of diversity and how assumptions in sales can impact relationships adversely. Bernadette emphasises the importance of the ARC method—Ask, Respect, Connect—as a tool for salespeople to foster authentic, trust-based relationships with diverse clients. Key insights from the episode include how to navigate the complexities of client interactions in a diverse world and why genuine curiosity should underpin every client conversation. We also explore the dangers of assumption, the role of emotional intelligence in sales, and how to create memorable impressions that build long-term client relationships. To connect with Bernadette, and to learn more about what she does, including plugging into her podcast "5 Things In 15 Minutes", please go to: LinkedIn - https://www.linkedin.com/in/14stories/ Website - https://www.theequalityinstitute.com/ Podcast - 5 Things in 15 Minutes - https://open.spotify.com/show/2p2rPlTLtlyfNCi1R08e5R?si=af7a03cce4eb4a79

In this episode of the Exceptional Sales Leader Podcast, I chat with empathy expert & author, Daniel Murray, to delve deep into the essential role of empathy in leadership. We explore why leaders need to balance the reliance on data with understanding the complex motivations and emotions driving human behaviour. Through Daniel's impactful anecdotes and compelling narrative, the discussion centers on the misunderstood nature of empathy in business settings. While many view empathy as a soft skill, Daniel robustly argues for its importance in risk management and sustainability of organisational culture. With a new book The Empathy Gap soon to be released, Daniel shares exclusive insights into his empathy-building framework, outlining a structured yet adaptable approach to nurturing this vital leadership trait. The episode challenges archaic beliefs, asking whether leaders prefer simply ticking spreadsheet boxes or inspiring meaningful, performance-enhancing human connections. This is a must listen episode for leaders committed to becoming exceptional. To connect with Daniel and to learn more about what he does, including ordering a copy of his book, The Empathy Gap, released on July 30th, please go to: LinkedIn - https://www.linkedin.com/in/daniel-empathicconsulting/ Website - https://danielmurray.au/ Book - The Empathy Gap - https://theempathygap.com/

In this episode I chat with Michael Dodsworth, founder and CEO of Fanfare. Michael shares his journey from northern England to leading a company in Los Angeles that specialises in transforming product launch experiences. The conversation revolves around the themes of scarcity, consumer excitement, and the business opportunities that lie within navigating viral moments in sales. Delving into the problematic nature of traditional ticketing systems, exemplified by Ticketmaster, Michael offers an inside look into how Fanfare seeks to remedy these issues by enhancing customer experiences through strategic orchestration of product drops. The episode highlights the intersection of brand loyalty and consumer experiences, particularly in the age of social media, where brand differentiation is crucial. Michael elaborates on how successful brands cultivate dedicated followings by leveraging unconventional storytelling and exclusivity. The episode discusses the nuances of fan engagement and brand loyalty, with Michael providing intriguing examples, such as celebrity-infused products and disruptive marketing strategies. Throughout the conversation, Michael underscores the importance of treating fans with respect, acknowledging their time and effort, and fostering community and loyalty even in commoditised markets. To connect with Michael and to learn more about what he does, including downloading the 5-Step Hype Drop Playbook, please go to: LinkedIn - https://www.linkedin.com/in/michael-dodsworth/ Website - https://fanfare.io/ The 5-Step Hype Drop Playbook - How to Launch Without The Meltdown - https://fanfare.io/playbook

In this episode of the Exceptional Sales Leader podcast, I welcome Keith Willis—a seasoned sales leader and founder of Core Management Training. Fuelled by a diverse background in both military and pharmaceutical sales, Keith shares his insights on transitioning from structured military roles to the dynamic world of sales. The conversation traverses his journey from a fledgling sales representative to a district manager, underlining the significance of mentorship and structured leadership training in shaping successful sales teams. The episode dissects crucial themes such as the pivotal role of middle performers in achieving organisational success, the value of robust leadership training, and the challenges faced by sales leaders in an evolving industry landscape. Keith emphasises the need for sales managers to focus on improving the potential of middle-tier performers, who represent a substantial portion of the salesforce. To connect with Keith and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/keithawillis/ Website - https://coremanagementtraining.com/

In this episode, I am thrilled to be joined by Simon Severino, a man who has worked with some of the biggest and most recognised brands on the planet. Widely recognised for his innovative Strategy Sprints method, Simon shares insights on balancing effective sales strategies while maintaining a fun and sustainable approach to business tasks. This conversation explores Simon's unique perspective on creating systems that energise team performance, encouraging consistency and long-term success in sales and marketing. Delve deeper into the mechanics of the Strategy Sprints methodology, which emphasises reducing complexity and fostering strategic clarity. Simon discusses the immense value of focusing on a few impactful activities and creating an environment that makes success inevitable. He highlights his process of defining weekly priorities, establishing a positive momentum, and embracing real-time data to enhance performance and drive results. His approach is particularly insightful for organisations seeking to improve engagement and efficiency, reflecting trends in organisational simplification. To connect with Simon and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/simonseverino/ Website - https://www.strategysprints.com/

It has been 4 years between appearances, and in this episode I am thrilled to welcome back Ezio Mormile, a dear friend, a keynote speaker and mindset coach with a wealth of experience in both corporate and sports environments. Ezio, who studied psychology and has a background in sales, discusses his unique journey from Telstra to working with elite sporting teams globally. The conversation dives into the application of sports psychology principles in developing high-performing corporate teams, highlighting the parallels and transferable skills between the two worlds. Ezio shares insights on his approach to sales and team development, emphasising the importance of mindset in achieving success. He elaborates on the methodologies he employs, such as using strategic insights and talent development frameworks adapted from global sports teams like Benfica. Throughout the discussion, Ezio reflects on how sports teams effectively plan and develop talent compared to corporate organisations, advocating for a long-term, consistent development strategy. The episode unfolds as a treasure trove of advice for business leaders and sales professionals looking to cultivate high-performance teams through strategic planning and people development. To connect with Ezio and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/mormile/ Website - https://www.thecorporateathleteway.com/

In this episode of the Exceptional Sales Leader podcast, I welcome Amy Jacobson, an expert in emotional intelligence and a twice-published author. The discussion delves into the pivotal role of emotional intelligence in leadership and corporate settings. From her unique Australian perspective, Amy shares insights into an evolutionary journey from corporate roles to becoming a thought leader in emotional intelligence. She emphasises the importance of understanding the 'how' and 'why' behind actions, messages often encapsulated in her book, "The Emotional Intelligence Advantage." The episode unpacks Amy Jacobson's five-part methodology for developing emotional intelligence: Own It, Face It, Feel It, Ask It, and Drive It. Amy shares practical strategies and detailed explanations for each step, providing leaders with the tools they need to succeed in 2025 and beyond. Interestingly, key themes such as emotional ownership, adaptability, and empathy are intertwined with actionable insights on navigating change and effective communication. Listen in to gain a competitive edge in leadership through the mastery of emotional intelligence. To connect with Amy and to learn more about what she does, including grabbing as copy of her book "The Emotional Intelligence Advantage", please go to: LinkedIn - https://www.linkedin.com/in/amy-jacobson-emotional-intelligence/ Website - https://amyjacobson.com.au/ Book - https://amyjacobson.com.au/books/

In this engaging episode I sit down with Leslie Venetz, a highly regarded sales leader and strategist, to delve into the nuances of effective sales leadership. Leslie, known for her expertise in top-of-funnel sales strategy, outlines her journey from a reluctant sales professional to a leading voice in the industry. This episode highlights her upcoming book, "Profit Generating Pipeline," which offers a proven formula for driving revenue and establishing trust. The conversation is rich with insights on overcoming the hurdles of toxic work environments, adapting leadership styles, and the critical importance of empathy and active listening in sales. Leslie candidly discusses her philosophies on creating a sustainable career in sales, the challenges faced by women in the industry, and the necessity of personalising engagement to thrive in today's competitive market. Listen in as she shares her beliefs on the evolving nature of sales leadership and the impact of authentic, trust-building relationships on sales performance. To connect with Leslie, to learn more about what she does, as well as to grab a copy of her soon to be released (August 5th) book, please go to: LinkedInhttps://www.linkedin.com/in/leslievenetz/ Website - https://salesledgtm.com/ Book - "Profit-Generating Pipeline" - https://salesledgtm.com/book/

In this episode, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul's transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pressing challenges faced by sales leaders, underscoring the critical shift needed to move from conventional competition to true coaching, fostering individual growth within sales teams. This episode is packed with key insights such as using AI as a collaborative tool within sales, the future of sales leadership, and the transformative potential of adopting an apprenticeship model in the post-AI era. Lead first, sell more. It really is the secret sauce of sales leadership. To connect with Paul, to learn more about what he does, including plugging into his podcast "Leadership That Sells", go to: LinkedIn - https://www.linkedin.com/in/paulwmorton/ Website - https://practical-leadership.academy/ Leadership That Sells Podcast - https://podcasts.apple.com/au/podcast/leadership-that-sells/id1642528911

In this episode I welcome Kirstin Carey, a seasoned sales conversion coach, who provides insightful discussions on sales strategies, mindset, and the transformative power of resilience. Kirstin's unique approach to sales, informed by her multifaceted career from marketing and business ownership to health and wellness, offers listeners a refreshing perspective on sales processes that prioritise empathy and clarity over traditional sales tactics. Kirstin explores the concept of the "Clarity Method" in creating successful sales interactions, emphasising the need to see, hear, and understand clients deeply. Her method focuses on asking insightful questions to uncover clients' true motivations and barriers. Kirstin also shares her personal journey that included overcoming autoimmune diseases, which led her to recognise the importance of resilience in both personal health and professional development. This is a must listen episode if you are searching for an edge in your professional selling approach. To connect with Kirstin & to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/kirstincarey/ Website - https://evolveminded.com/

In this episode I enjoy a tremendous conversation with Colby Varley, VP Sales at Advanced Transportation Services (ATS), and we explore the intersection of logistics, sales strategy, and operational excellence in the trucking industry. Colby shares rich insights from his professional journey—from growing up in California's "salad bowl" to leading a highly specialised transportation service. The conversation delves into competitive differentiation in a saturated logistics market, emphasising the nuanced approach required to manage high-value, perishable cargo and how ATS continues to excel by sticking to its niche. As the discussion unfolds, Colby discusses crucial challenges faced by the logistics industry, such as maintaining premium services amidst cost pressures and leveraging personal relationships for strategic business growth. Emphasising a focus on reliability and integrity, Colby offers advice on how sales leaders can improve market positioning through consistent service delivery and building lasting client partnerships. The episode is rich with strategic insights for those interested in logistics, sales leadership, and operational management. To connect with Colby and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/colby-varley-5ba57a69/ Website - https://advancedtransportationservices.com/

In this episode of the Exceptional Sales Leader podcast, I engage in a dynamic conversation with Ted Santos, an expert in disruptive leadership and business transformation. Tuning in from New York, Ted shares his journey from being a sales trainer to leading companies through transformative change. The discussion revolves around the importance of challenging existing norms and creating opportunities for innovation in business environments. Ted delves into the core aspects of disruptive leadership, emphasising the need to question presuppositions and foster a culture of change. He shares personal anecdotes and professional experiences that highlight the significance of mindset shifts and continuous learning in achieving business success. With insights into human behaviour and the dynamics of organisational transformation, Ted provides listeners with valuable strategies for leading their teams through change and disruption. This episode is a must-listen for anyone looking to enhance their leadership skills and embrace the power of innovation in the corporate world. To connect with Ted, and to learn more about what he does, including grabbing a copy of his book "Here's Why You Can't Find Love", please go to: LinkedIn - https://www.linkedin.com/in/ted-santos-ab0107/ Website - https://turnaroundip.com/ Book - https://turnaroundip.com/book/

In this episode of the Exceptional Sales Leader podcast, I welcome Bernie Kassar, a leader in the field of incentive compensation management and founder of Latitude 39 and Hit Quota. The conversation dives into the intricate world of sales incentives and productivity, as Bernie shares invaluable insights into designing compensation plans that not only motivate sales teams but also align with corporate goals. As someone well-versed in sales strategies, Bernie emphasises the power of simple, effective comp plans and touches on the psychology of motivation in sales. He shares examples of how overly complex or capped compensation plans can demotivate sales teams, highlighting the critical role of clear incentive structures in fostering a productive sales environment. Additionally, the discussion explores the changing landscape of work post-Covid, with Bernie introducing Hit Quota—a tool designed to enhance productivity and focus, acknowledging the challenges and opportunities presented by remote work dynamics. This episode is a must-listen for anyone invested in sales leadership, looking to enhance their team's motivation and productivity through optimised compensation strategies and modern productivity tools. To connect with Bernie, and to learn more about what he does with Latitude 39 and Hit Quota, please go to: LinkedIn - https://www.linkedin.com/in/berniekassar/ Latitude 39 - https://latitude39.com/ Hit Quota - https://hitquota.com/

In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on how leadership principles can transform lives both inside and outside of prison. She highlights the importance of empathy, resourcefulness, and self-forgiveness, drawing parallels between leading a sales team and supporting individuals in high-security environments. Furthermore, Bernadette delves into the future of sales leadership in the age of AI, advocating for the necessity of codifying one's expertise to remain relevant and influential in shifting business landscapes. Through insightful anecdotes and actionable advice, this episode serves as a rich resource for anyone interested in sales leadership evolution and personal growth. To connect with Bernadette, and to learn more about the Sales Leadership Academy, please go to: LinkedIn - https://www.linkedin.com/in/bernadettemcclelland/ Website - https://www.bernadettemcclelland.com/ Sales Leadership Academy - https://salesleadershipacademy.com/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Walter Crosby, CEO of Helix Sales Development. Walter shares his unique insights on sales leadership, drawing from his extensive experience in the industry. We talk about Walter's journey, from a blue-collar background to a successful career in sales and sales management. The episode delves into critical themes, including the importance of coaching in sales leadership and how to effectively hire and develop sales teams. We explore the challenges and misconceptions surrounding sales leadership, especially the common practice of promoting top-performing salespeople to managerial roles without proper training. We emphasise the significance of understanding the difference between selling and managing and the need for a targeted recruitment process. The discussion also touches on the necessity of cultivating the right company culture, where accountability and proper sales management processes are paramount. Walter advocates for a comprehensive approach to sales leadership, focusing on coaching, clear sales processes, and fostering a supportive environment for sales teams to thrive. To connect with Walter, to learn more about what he does, as well as plug into his Podcast, "Sales & Cigars", please go to: LinkedIn - https://www.linkedin.com/in/walterlcrosby/ Website - https://helixsalesdevelopment.com/ Podcast - https://podcasts.apple.com/au/podcast/sales-and-cigars/id1567106056

Welcome to another episode of the Exceptional Sales Leader Podcast, featuring Justin Chi, an entrepreneur excelling in the realm of cold email strategies. Justin is the co-founder and CEO of Cold Email Hackers, where his pioneering techniques in email outreach are reshaping the way businesses connect with prospects. In this episode, we delve into the nuances of email as a powerful sales tool—discussing tactics, successes, challenges, and the essential mindset needed for effective sales communication. Throughout the conversation, Justin provides valuable insights into the mechanics and best practices of cold emailing. Highlighting common pitfalls such as using primary domains for sending emails and emphasising the importance of secondary domains, he addresses the critical factors that determine email deliverability. Focusing on personalised, succinct messaging, Justin explains how the right email strategy can complement traditional sales methods like cold calling, offering a robust framework for engaging prospects. With an eye on evolving technologies like AI for list targeting and spam filter compliances, this episode serves as a comprehensive guide for anyone looking to enhance their sales outreach through email. To connect with Justin and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/coldemailhacks/ Website - https://coldemailhackers.com

In this episode of the Exceptional Sales Leader Podcast, I welcome sales strategist Amy Franko to discuss the evolving landscape of sales leadership. We explore the impact of technology and remote communication post-COVID, especially in broadening market horizons and talent acquisition, as well as diving deep into the pivotal role of self-leadership in achieving sales success. Amy shares insights from her journey, pivoting from tech giants IBM and Lenovo to establishing her own firm focused on sales growth strategies. Key themes include the importance of intentional self-leadership, resourcefulness in sales, and leveraging self-awareness to enhance leadership presence, ultimately contributing to strategic sales growth. To connect with Amy and to learn more about what she does, including grabbing a copy of her book "The Modern Seller", please go to: LinkedIn - https://www.linkedin.com/in/amyfranko/ Website - https://amyfranko.com/

In this episode of the Exceptional Sales Leader podcast, I enjoy an enlightening conversation with Elliot Epstein, a seasoned sales leader, about the intricacies of securing big deals in corporate sales. The conversation delves into the challenges and strategies of delivering compelling pitches that win, focusing on the significance of authentic communication and understanding the human element in sales. Elliot shares his journey from a novice 19-year-old in the sales industry to becoming a leading consultant and founder of Salient Communication. The discussion centers around the concept that successful sales are not simply about filling in sheets or relying on frameworks, but about connecting with decision-makers on a personal level. Elliot emphasises the value of involving high-level executives and board members in strategic pitches and highlights the importance of bold offers that jolt potential clients into action. He also speaks to the significance of genuine empathy in understanding client situations, allowing for more meaningful and successful engagements. Elliot delivers insightful advice on maximising sales opportunities through human connection and strategic team involvement. This is a must listen if you are focused on securing the big deals. To connect with Elliot and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/elliotepstein/ Website - http://salientcommunication.com.au

In this episode I am joined by Manny Fiteni for a fascinating discussion about leadership, mindset, and personal development. We explore the intersections of corporate experience and personal growth, diving into Manny's rich history in banking and finance, which pivoted into a career centered around enhancing leadership and personal mindset. Manny shares insights from his journey, his current ventures, and his approach to developing high-performance teams. Harnessing over three decades of experience, Manny highlights the critical role of mindset in achieving sales leadership success. He outlines how his financial background and interest in personal development led to the foundation of My Growth Corporation, a platform designed to enhance personal development through innovative resources. Through anecdotes and expert advice, Manny reveals strategies for aligning conscious and subconscious goals, cultivating high-performing environments, and achieving true leadership. It is a must listen episode for any sales leader or aspiring sales leader committed to elevating their impact. To connect with Manny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/manny-fiteni-b0173637/ Website - https://www.mygrowthcorporation.com/

In this episode I welcome Harriet Mellor, a prominent figure in the field of sales development and training. The conversation dives deep into Harriet's journey from her diverse interests in becoming a vet or lawyer to thriving in sales and ultimately becoming the CEO of Your Sales Co. Harriet shares her initial resistance to sales and how her perspective shifted through real-world experiences, leading her to a career where she now empowers sales teams worldwide. We explore the intricacies of sales strategies and development, with Harriet elaborating on the importance of consistent outreach, understanding customer needs, and leveraging a multi-channel approach to sales. We also delve into the dynamic between sales and marketing teams, emphasising collaboration for better lead generation, and tackle the challenges posed by modern tools like AI in potentially making salespeople less effective. Harriet stresses the need to maintain humanity and personalised touch in sales engagements to build trust and close deals effectively. This episode is filled with tips, tactics and strategies to not only fine tune your sales prospecting, but also close more deals. To connect with Harriet and to learn more about what she does, including plugging into her podcast "Sell Like You", please go to: LinkedIn - https://www.linkedin.com/in/harriet-mellor/ Website - https://www.yoursalesco.com/ Podcast - https://podcasts.apple.com/au/podcast/sell-like-you/id1628944031

In this episode I am joined by Tracy Sheen, a seasoned expert in AI-driven sales strategies, based in Toowoomba, Queensland. From a childhood spent in technology-infused environments to becoming a celebrated author and AI strategist, Tracy delves deeply into her philosophy of relationship-focused sales, underscoring the importance of ethics and authentic connections in both regional and metropolitan markets. Throughout the conversation we discuss the transformative influence of AI in modern business practices as well as discussing practical, ethical uses of AI, encouraging transparency and strategic collaboration between AI platforms and human intuition. A key pillar in 2025 and beyond is sales consistency, and AI is well positioned to enable sales leaders and their teams to achieve this and at the same time deliver tangible customer value. Tracy's insights offer a fresh perspective for sales leaders looking to leverage AI to enhance both productivity and relationship-building capabilities, which makes this episode a must listen. To connect with Tracy and to learn more about what she does, including grabbing a copy of her book, "AI & U", please go to: LinkedIn - https://www.linkedin.com/in/tracysheen/ Website - https://thedigitalguide.com.au/ Book - https://aiandu.com.au/

In this episode I enjoy a fascinating conversation with Richard Webbe, a dynamic figure in the world of sales and entrepreneurship, and a friend of many years. Richard delves into his transition from an engineer to a sales leader, influenced by family narratives and a strong belief in understanding customer value. This episode is a deep dive into the foundational principles of sales, the evolving landscape with AI, and the significance of personal and organisational value alignment. Richard emphasises the importance of being a good listener, building personal value, and aligning with client needs. With a humorous touch, Richard recounts his varied experiences, from creatively solving complex sales situations to exploring the impact of technology and AI on future sales landscapes. His anecdotes are not only engaging but serve as timely lessons on the balance of innovation and human connection in sales processes. This is a must listen episode if you are looking for the key to sustainable sales success. To connect with Richard and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/richardwebbe/

Today I'm thrilled to be joined by Australia's #1 auctioneer and success coach, Andy Reid. The discussion takes us on a journey from Andy's beginnings in England, navigating careers from mechanical engineering to hospitality, then leaping into the high-pressure world of real estate. Boasting impressive sales figures and a keen acumen for auctioneering, Andy discusses his approach to coaching and mentoring within sales, all while underpinning the core tenets of success and high performance. We also discuss the practical aspects of sales, exploring the often misunderstood role of relationships in this field. The episode highlights pivotal moments in Andy's career, such as overcoming an initial seven-month slump in real estate after a meteoric success in the first month. As Andy explains, understanding one's goals, staying true to oneself, and fostering genuine connections are critical to thriving in a competitive market. Replete with humour and wisdom, he dispels myths about sales, examines the overlapping spheres of success and happiness, and invites us to reassess traditional perspectives on personal and professional development. It is a brilliant episode, and one well worth listening to multiple times. To connect with Andy, to learn more about what he does, including grabbing a copy of his book "Success Curious - How to Define & Achieve High Performance", and to plug into his podcast, please go to: LinkedIn - https://www.linkedin.com/in/andyreidcoaching/ Website - https://andyreid.com.au/ Book - https://andyreid.com.au/product/success-curious/ Podcast "Success Curious" - https://podcasts.apple.com/au/podcast/success-curious-with-andy-reid/id1717343750

In this episode I'm delighted to speak with Jimmy Cannon, a distinguished voice coach from the UK. Throughout the conversation, we delve into the nuances of effective communication, explore the importance of voice control in establishing credibility and influence and Jimmy shares his journey from being a professional musician to becoming a sought-after voice mentor, explaining how voice training can significantly impact a person's professional presence. The discussion uncovers various techniques to help individuals overcome public speaking anxiety and perfect their vocal delivery, as well as exploring actionable techniques such as breath control, understanding resonance, and utilising body language for maximum impact. The conversation is enriched with Jimmy's personal anecdotes and expert advice, focusing on how sales leaders and professionals can significantly improve their communication abilities, and turn their voice into a SuperPower. To connect with Jimmy, and to learn more about what he does, including plugging into his podcast, please go to: LinkedIn - https://www.linkedin.com/in/jimmycannon/ Website - https://www.jimmycannon.com/ Podcast " Master Your Voice Today" - https://podcasts.apple.com/au/podcast/master-your-voice-today/id1481498789

In this episode, I delve into the world of communication with Ruth Milligan, a seasoned executive speech coach and trainer. This conversation unpacks the nuances of effective verbal communication, highlighting the importance of crafting messages that resonate with audiences. Ruth shares the story of how a rainy evening led her to discover TED Talks and eventually host the first TEDx Columbus event, propelling her career into a new and exciting direction. Ruth discusses the transformative power of public speaking and the often-overlooked aspects that elevate an ordinary speech to an exceptional one. From tackling "shaded habits" that detract from message delivery to underscoring the need for audience-centered storytelling, Ruth emphasises the essentials of structured thinking in communication. We also explore how leaders can improve their team dynamics and make impactful pitches, particularly when dealing with high-stakes contracts or when addressing thousands at conferences. This episode is a must listen if you are committed to improving your speaking skills. To connect with Ruth, to learn more about what she does, as well as grabbing a copy of her soon to be released book "The Motivated Speaker", please go to: LinkedIn - https://www.linkedin.com/in/ruthmilligan/ Website - https://www.articulationinc.com/

In this episode, I am thrilled to be having a conversation with Ingrid Maynard, the inspiring Founder and Managing Director of the Sales Dr. Ingrid has enjoyed a very successful career in sales & sales leadership and now partners with organisations to help them revolutionise their approach to selling. This episode dives deep into the dynamics of sales leadership, delivering unparalleled insights into creating a loving and supportive sales culture. Ingrid also shares her immense experience, echoing the philosophy that sales is an act of service and ultimate care. In a highly competitive and highly uncertain marketplace, the conversation also centres on rebuilding the sales landscape with empathy, understanding and genuine connections, exploring how sales should transcend beyond mere transactions to fostering relationships built on trust, active listening, and value delivery. This episode is a must listen for sales leaders and their teams who are committed to differentiating themselves in the marketplace through a genuine customer-centric approach, in order to thrive in today's competitive environment. To connect with Ingrid, and to learn more about what she does, including plugging into her podcast "The Sales Revolution Podcast", and sourcing a copy of her new book "The Sales Revolution", please go to: LinkedIn - https://www.linkedin.com/in/ingridmaynard/ Website - https://thesalesdr.com.au/ The Sales Revolution Podcast - https://podcasts.apple.com/au/podcast/the-sales-revolution/id1735852113

In this episode I welcome seasoned negotiations consultant Saad Saad to discuss the intricate art of negotiation, particularly within a sales context. The conversation spans personal anecdotes and professional insights, and brings to light how negotiation is an inherent part of everyday conversations, aimed at mutual outcomes rather than adversarial win-lose situations. Being able to successfully negotiate in sales requires a deep understanding of the customer ecosystem as well as commercial principles and strategies. Throughout the conversation, we delve into strategies that transform conventional sales tactics from mere transactions focused on pricing to deeper, value-driven discussions that better serve both parties. From this episode, you will gain a comprehensive overview of why it is essential to maintain a balanced power dynamic in negotiations and the importance of thorough preparation. To connect with Saad and to learn more about what he does, including sourcing a copy of his book "In The Lead - Mastering Your Sales Negotiation", please go to: LinkedIn - https://www.linkedin.com/in/saadasaad/ Website - https://www.stepinthelead.com/

In this episode I welcome back Richard Cogswell, a respected figure in the payments industry and a prolific author. Richard first appeared on the podcast in August 2024, and in this episode we delve into Richard's evolving career journey, particularly focusing on his upcoming book, "Mastering Networking." The conversation provides a deep dive into networking as a pivotal skill set necessary for carving out professional opportunities. Richard outlines actionable advice for individuals at various stages of their careers, offering a valuable resource for anyone looking to enhance their networking acumen. Richard shares his journey from commission-only sales to becoming a thought leader in payments and networking. He stresses that networking is not solely about seeking help in times of crisis but also about regularly contributing to one's professional environment. Key discussions include insights into the changing dynamics of the recruitment industry, the importance of personal branding, and strategies to effectively sell oneself in the job market. The episode highlights how networking can be a strategic tool for job creation, especially amidst the uncertainties faced by many in evolving economic climates. Key themes such as authenticity, curiosity, and conducting research are underscored as essential elements for mastering networking—an invaluable asset both in professional settings and broader life contexts. To connect with Richard, to learn more about what he does, as well as to keep updated on when his upcoming new book 'Mastering Networking' will be available, please go to: LinkedIn - https://www.linkedin.com/in/richardcogswell/ Website - https://www.richardcogswell.com/

In this episode I welcome Julie DeLucca-Collins, a dynamic entrepreneur, coach, and podcast host from Connecticut. This rich conversation revolves around Julie's journey from her beginnings as a teacher to excelling in corporate sales and eventually becoming an influential entrepreneur. Her inspiring journey is filled with insightful lessons about the significance of building relationships in sales, the importance of authenticity in business, and the unique challenges and triumphs women face in entrepreneurship and sales leadership roles. Through SEO-focused discussions, Julie delves into her experiences of transforming underperforming teams and turning them into top sales units by fostering genuine relationships and a value-driven approach. We further explore the parallels between corporate climbing and entrepreneurial ventures, emphasising the necessity of stepping out of comfort zones and focusing on identity and authenticity. Julie encourages us to pursue personal growth and embrace failures as part of the learning process. Additionally, Julie shares her passion for podcasting as a medium for spreading inspirational messages and fostering community connections. To connect with Julie, to learn more about what she does, as well as plugging into her podcast, please go to: LinkedIn - https://www.linkedin.com/in/goconfidentlyjulie/ Website - https://www.goconfidentlycoaching.com/ Casa De Confidence https://podcasts.apple.com/au/podcast/casa-de-confidence-podcast-boost-your-confidence-for/id1510255268Podcast -

In this episode I delve into an in-depth conversation with Daniel Borba, the innovative CEO of Spark Portal about the leveraging power of video in B2B sales. Daniel shares his journey from his roots in Uruguay to leading a company that's transforming how SaaS and B2B organisations utilise video content in their marketing strategies. Highlighting the evolution of video marketing, Daniel emphasises the need for a clear strategy and leveraging video as a powerful differentiator in today's competitive market landscape. The conversation touches on how a well-crafted video content strategy can create competitive advantages that are difficult for others to replicate. With insights into the future of video in B2B marketing and practical advice for overcoming common barriers, this episode offers valuable lessons for sales leaders looking to innovate and stand out. Daniel inspires sales leaders and their teams by underscoring the importance of authenticity over perfection, prompting them to embrace video to build rapport and enhance engagement with their audience. To connect with Daniel and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/danielborba/ Website - https://sparkportal.com/

Have you ever found yourself filled with fear just prior to delivering an important presentation? You are not alone! In this episode I enjoy a great conversation with Linda Ugelow, an expert in helping individuals overcome the fear of public speaking. Linda shares her journey from a seasoned performer terrified of being in the spotlight to becoming a speaking confidence coach. Her transformative experience highlights the importance of addressing the root causes of fear and anxiety that often stem from past experiences. Linda delves into the techniques she used, such as Emotional Freedom Techniques (EFT), to effectively manage and ultimately eradicate her fear of public speaking, imparting powerful lessons on how others can do the same. The conversation is rich with insights into overcoming speaking anxiety, including practical techniques such as authentic movement and visualisation. Linda emphasises the necessity of embracing mistakes, allowing oneself to explore different styles of communication, and the importance of speaking with authenticity. Her tips on content preparation and handling perfectionism will resonate with anyone who struggles with speaking pressure. This episode is essential for anyone wanting to master the art of self-expression and confidently communicate in any context, from meetings and presentations to personal interactions. To connect with Linda and to learn more about what she does, including downloading a copy of the Speaker Preparation Checklist, please go to: LinkedIn - https://www.linkedin.com/in/lindaugelow/ Website - https://lindaugelow.com/ Speaker Preparation Checklist - https://lindaugelow.com/rituals/

In this episode, I'm joined by David Fastuca, CEO and Co-Founder at Growth Forum, a fellow Melbournian and a dynamic entrepreneur in the world of sales and growth strategies. David shares his foundational journey from a young creative enthusiast to leading growth in multinational domains, as well as sharing his experiences as a co-founder at Locomote, his strategic reintegration into the business during COVID, and the eventual birth of Growth Forum. The narrative is enriched with tales of innovation, resilience, and the realisation of transformative sales methodologies. Throughout the discussion, critical themes such as the importance of identifying the ideal customer profile, the significance of a robust sales system, and the incorporation of AI in sales processes are explored with vigor. With a key focus on developing a mindset geared towards service and value addition, David emphasises the superhero-like role of sales in serving and guiding clients rather than merely pitching products. We also dive into the nuanced world of prospecting and the necessity of building a pipeline that's resilient and evergreen. The insights offered in this episode provide a tactical framework, bolstered by David's upcoming release, the B2B Sales Playbook, to fuel sales growth and competency in any business setup. To connect with David, to learn more about Growth Forum, as well as to grab a copy of his newly released book "The B2B Sales Playbook", please go to: LinkedIn - https://www.linkedin.com/in/davidfastuca/ If you send David a message on LinkedIn mentioning this podcast, David will send you a Free Audio book of 'The B2B Sales Playbook'. Website - https://www.growthforum.io/ The B2B Sales Playbook - https://www.growthforum.io/buybook

In this episode, I'm thrilled to be joined by Matthew Whyatt, an accomplished sales leader, Managing Director of Tech Torque Systems, and host of 'The CEO & The Salesman Podcast". Matthew discusses his journey from learning sales basics with his father to becoming a fundamental force in the modern sales landscape, delving into the nuances of sales leadership, the importance of creating strong client relations, and the evolving dynamic between sales and marketing. Matthew emphasises the importance of asking the right questions, building trust, and creating effective sales scripts. This episode is a treasure trove of strategies for any sales professional or leader looking to elevate their approach. We explore the critical balance between sales and marketing, the necessity of leading by example, and the vital role of personal and organisational storytelling in converting leads. Whether discussing his mantra of "player-coach" leadership or sharing his views on the evolution of sales scripts, Matthew provides actionable advice blended with engaging anecdotes. It is an episode which also explores contemporary challenges facing sales teams and unveils practical solutions for surmounting them. To connect with Matthew and to learn more about what he does, including plugging into his podcast, please go to: LinkedIn - https://www.linkedin.com/in/matthewwhyatt/ Website - https://techtorque.com.au/ Podcast - https://podcasts.apple.com/au/podcast/the-ceo-and-the-salesman-podcast/id1635865557