The Exceptional Sales Leader Podcast

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

In this episode I engage in a riveting conversation with renowned business strategist and author Mitch Russo. The discussion delves into Mitch's extensive background in building and scaling businesses, his innovative approaches to sales team management, and his pioneering work at Business Breakthroughs International with Tony Robbins and Chet Holmes. Mitch unpacks the concept of hiring salespeople based on personality rather than experience and shares his insights on the evolving landscape of sales strategies in the age of AI. We explore how Mitch transformed business operations using AI, enhanced customer interactions, and leveraged technology to stay ahead of the curve. The episode highlights essential sales techniques, including the significance of self-esteem in sales professionals, the art of rapport building, and how businesses can optimise sales processes for higher efficiency and profitability. Mitch discusses advanced personalisation in customer journeys, offering insights into achieving sustainable business growth through strategic innovation and adaptation. To connect with Mitch and to learn more about what he does, including checking out his personal AI page, go to: LinkedIn - https://www.linkedin.com/in/mitchrusso/ Website - https://mitchrusso.com/ Personal AI Page - https://www.delphi.ai/mitchrusso

On this episode, I'm thrilled to be joined by Melanie Smith, a leader with an extensive corporate & government background, having held senior leadership roles in people & culture and is now dedicated to coaching leaders towards navigating the leap to senior leadership. As Melanie shares her insights, she tackles common challenges faced by aspiring leaders, such as shifting from siloed thinking to a broader enterprise perspective and the importance of engaging in cross-functional projects. Throughout the episode, keywords such as 'leadership mindset,' 'career progression,' and 'organisational culture' remain central to the discussion. Melanie emphasises the need for leaders to be strategic about their career moves, the importance of self-awareness, and the impact of organisational values alignment on leadership success. Her guidance on proactively managing one's brand and network underpins her practical strategies, offering leaders actionable steps towards career advancement. To connect with Mel and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/melaniesmithcoach/ Website - https://metanoiaconsulting.com.au/

In this episode, I have the privilege of speaking with Carl Gough, the visionary behind meetmagic.org, to discuss the intersection of philanthropy and business networking. Carl sheds light on how meetmagic enables executives to make a meaningful impact without disrupting their busy schedules. We also explore the challenges and opportunities within modern sales practices, emphasising "Stop selling and you'll sell more" as a guiding principle. Carl highlights how meetmagic functions as a bridge, enabling vendors to reach high-level executives while generating charitable donations with every meeting. We discuss emerging sales trends and the importance of building trust and value over traditional product pitching techniques. This episode is a must-listen for those interested in innovative sales strategies and the evolving landscape of business philanthropy. To connect with Carl and to learn more about him and meetmagic, please go to: LinkedIn - https://www.linkedin.com/in/meetmagic/ Website - https://www.meetmagic.org/

In this episode I'm joined by David Neagle, President of Life is Now Inc., for a deep dive into the dynamics of mindset, personal transformation, and success in sales. From the challenges earlier in his career, to becoming a prolific speaker, mentor and podcast host, David shares his inspirational journey fuelled by a pivotal mindset shift. The conversation emphasises the importance of attitude in achieving personal and professional breakthroughs, highlighting how changing one's mindset can lead to extraordinary results. David recounts his transformative encounters, including a life-changing event that altered his perspective, leading to an extraordinary rise in both income and influence. Delving further, the episode explores the critical role of discipline in sales success. With compelling insights, David underscores the necessity of discipline as a foundation for effective sales strategies, driving home Bob Proctor's definition of discipline as "the ability to give yourself a command and follow through". David discusses the art of intimate questioning in sales conversations and the power of listening to truly understand client needs. These insights are crafted to resonate with sales professionals and entrepreneurs who aim to enhance their craft by fostering meaningful relationships and prioritising service over mere transactions. To connect with David, to learn more about what he does, and to download a free copy of "The Quantum Leap Blueprint" - 5 key shifts that will help you rewire limiting beliefs, take decisive action, and create the structure and discipline needed to elevate your business, please go to: LinkedIn - https://www.linkedin.com/in/thedavidneagle/ Website - https://www.lifeisnowinc.com/ The Successful Mind Podcast - https://podcasts.apple.com/au/podcast/the-successful-mind-podcast/id1364135487 The Quantum Leap Blueprint - https://love.lifeisnowinc.com/quantum-leap-blueprint-exceptional-sales-leader

In this episode, I have the privilege of speaking with David Fradin, a seasoned expert in product development from California's Silicon Valley. David has a rich history in technology, having spent years in product management roles at tech giants including Apple and HP. He is now President and Founder at Spice Catalyst, a consulting & training firm helping organisations build, market & launch successful products & services. Throughout the episode, David elaborates on his five keys to product success using the SPICE framework — Strategy, Process, Information, Customer, and Expertise. He shares invaluable insights into why 35% of new products fail and discusses the importance of understanding customer needs rather than rushing products to market without adequate preparation. David's captivating stories from his time at Apple, his pivotal role in the adoption of values and agile processes there, and reflections on product development and market strategies, present a comprehensive view of how companies can thrive or flounder in a competitive landscape. To connect with David and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/davidfradin/ Website - https://spicecatalyst.com/

In this episode I'm joined by Suzan Peltekian, a mindset and peak performance coach based in Dubai. We explore Suzan's transition from a thriving career in real estate to pursuing her childhood dream of coaching through her business, Super Charge With Suzan. A passionate advocate of the Law of Attraction, Suzan discusses how she used these principles to manifest her current role, serving high performers globally. The conversation delves deep into the importance of mindset in achieving peak performance both professionally and personally. Suzan shares her insights on the concept of "be, do, have," emphasising the importance of being of service and leading from a place of love. Also discussed are practical strategies such as using identity-based affirmations and the role of gratitude in personal development. By exploring the impact of mindset on success, Suzan outlines steps we can all can take to reframe our beliefs and rewrite our life story, transforming dreams into reality. To connect with Suzan and to learn more about what she does, please go to: Website - https://superchargewithsuzan.com/ Instagram - https://www.instagram.com/superchargewithsuzan/ Facebook - https://www.facebook.com/suzan.peltekian

In this episode I'm speaking with Mike Harbour, an expert in leadership development hailing from Little Rock, Arkansas. Mike delve's into his transformative journey from a background in a challenging family environment to becoming a thought leader in leadership development & shares with me his transition from recruiting to focusing on leadership training and development, emphasising the importance of leadership in every aspect of life. We touch on the impact that artificial intelligence is having on business efficiencies, managing fear in sales, and creating a positive cultural environment in leadership through people centricity. Mike shares his insights into the essentials of successful leadership, focusing on the importance of cultivating an environment where team members feel valued, as well as key strategies for leaders to look forward to as they navigate the complexities of the post-2023 business landscape, especially the need for more purposeful and empathetic leadership styles. To connect with Mike and to learn more about the great work he is doing, please go to: LinkedIn - https://www.linkedin.com/in/mikeharbourharbourresources/ Website - https://www.harbourresources.com/ The Leadup Podcast - https://podcasts.apple.com/au/podcast/the-lead-up-podcast/id1462416956

In this episode I have the pleasure of speaking with Kylie Denton, founder and director of the Performance Advisory Group, who sheds light on the deeper aspects of sales and leadership, highlighting the power of meaningful human connections and the inspiration behind her dedication to service-driven sales. Kylie explores strategies leaders and sales professionals can use to enhance their effectiveness, including applying a comprehensive framework for human connection, understanding generational dynamics within teams, and prioritising personal development plans for employees. Kylie emphasises the importance of aligning service with strong, trust-based client relationships, as well as advice on overcoming biases in multigenerational workplaces and using curiosity as a cornerstone for collaboration. It is a brilliant conversation, providing valuable perspectives for leaders and sales teams to leverage to drive deeper relationships, and ultimately, exceptional results. To connect with Kylie and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/kyliedenton5/ Website - https://performanceadvisorygroup.com.au/

In this empowering episode I am joined by Alan Lazaros, CEO & Founder at Next Level University, who shares his motivational story that began with a life-altering car accident at the age of 26, sparking his commitment to self-improvement and personal development. He delves into the foundations of success, discussing the importance of productivity, resilience, and maintaining a growth mindset. The conversation navigates through Alan's productivity strategy and the "Five S's of Success" — Sacrifice, Struggle, Suffering, Success, and Sustainability — highlighting the critical balance between ambition and fulfilment. Alan emphasises the complexity of sustaining success and the significance of courage, vulnerability, and humility and delivers insights into how to transform challenges into opportunities, cultivate self-worth, and align efforts with potential. The episode serves as an enlightening guide for anyone aspiring to excel personally and professionally. To connect with Alan and to learn more about Next Level University, please go to: LinkedIn - https://www.linkedin.com/in/alanlazarosllc/ Website - https://www.nextleveluniverse.com/ Instagram - https://www.instagram.com/alazaros88/

In this episode I am thrilled to be joined by Amanda Johnson, the Story Oracle, who unveils the profound impact of storytelling in leadership and business. Starting from her initial career aspirations in journalism and history education, Amanda shares her evolution into a storytelling consultant. Her journey unfolds through experiences of teaching and the realisation of storytelling's power in connecting and transforming people. This episode captures the essence of how stories not only define personal journeys but also enhance business communication and influence. The conversation delves into the technicalities of crafting narratives, revealing why storytelling is crucial for executives and entrepreneurs alike. Using her unique retreats, Amanda demonstrates how connecting with the personal “why” behind a story can overcome storytelling barriers. She emphasises how even high-performing leaders can benefit from revealing their authentic selves to influence others effectively. The discussion moves into the application of storytelling in larger organisations and the balance between storytelling and product-focused communication, making it a must-listen for anyone interested in unlocking the power of their narrative. To connect with Amanda and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/thestoryoracle114/ Website - https://the-story-oracle.com/ Free Resource to help create your own story - https://savedbystory.house/foreshadows/

Businesses large and small are constantly looking for ways to keep themselves top of mind with their prospective customers. The great businesses always have ethics and integrity at the forefront of what they do. In this episode I'm joined by James Hipkin, Founder & CEO of Inn8ly, and James delves into the critical themes of authenticity and customer engagement, drawing parallels between his time in the rock-and-roll industry and his corporate marketing endeavours. He emphasises the value of empathy in building successful marketing strategies and demonstrates the vital role of authentic brand representation, as seen in his work with eminent companies like Apple and Toyota. The episode further explores common pitfalls like prioritising tactics over strategy in digital marketing and underscores the benefits of a customer-centered approach to fostering brand loyalty. With practical examples and rich anecdotes, James illustrates how brands can cultivate relationship equity for long-term success. To connect with James, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/jameshipkin/ Website - https://inn8ly.com/ Virtual Coffee with James - https://calendly.com/james-red8/virtual-coffee?month=2025-02

One of the key characteristics that great leaders possess and continue to develop is the ability to embrace uncertainty. As business environments continue to change and evolve, it is the leaders who are able to best deal with uncertainty, who are the ones that will lead their teams to higher levels of success, and engagement. And today's guest knows a thing or two about creating uncertain environments. Mike House unpacks how resilient leaders manage uncertainty while steering teams towards success. He shares anecdotes from his survival school experiences where he designed challenging environments to test resilience, often finding that physical prowess wasn't synonymous with mental fortitude. Drawing parallels between survival tactics and organisational leadership, Mike emphasises maintaining focus, clarity, and adaptability. He stresses the significance of gratitude amidst adversity, referencing General Stockdale and Viktor Frankl to reinforce how resilient mindsets can be cultivated even in dire circumstances. It is a fascinating conversation filled with actionable insights and practical approaches. To connect with Mike, and to learn more about what he does, including grabbing a copy of his books, please go to: LinkedIn - https://www.linkedin.com/in/themikehouse/ Website - https://www.mikehouse.com.au/

With the rapid developments of AI technology, more and more organisations are looking at how best to leverage it for a competitive advantage. This is especially true for sales. In this episode, I'm joined by Frank Sondors, Co-Founder & CEO at Salesforge, an organisation that focuses on working with businesses to deliver more sales pipeline at a lower cost. The conversation centers around leveraging AI agents within sales processes, underscoring the necessity of adapting to technological advancements to remain competitive. Frank brings to light how AI can significantly augment the capabilities of sales teams, offering an innovative blend of human and machine intelligence for maximising output and efficiency. He further explores the shifting SaaS landscape, highlighting the benefits of a consumption-based pricing model over traditional seat-based methods, thus presenting a compelling case for the integration of AI in sales strategies. To connect with Frank and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/franksondors/ Website - https://www.salesforge.ai/

As a sales leader, business professional, or sales professional, how conscious are you about your brand? Are you representing yourself and your business in the best possible way, that creates an attractive force that draws potential customers to you? We all have a brand, but not all of us are actively developing strategies to leverage that brand to build deeper relationships. In this episode I'm joined by Lisa Shorr, Image Consultant and Personal & Corporate Brand Expert, with Lisa providing actionable insights into building and sustaining a credible corporate image. This conversation not only highlights the nuances of effective branding but also provides valuable lessons on leadership and business development. Lisa emphasises the importance of emotional intelligence, illustrating how cultivating a strong company culture and understanding personal core values can lead to improved client satisfaction and business growth. To connect with Lisa, as well as to download her Growth-Minded Success Exercise (Turn Head Trash into Growth-Minded Statements in Minutes), and to grab a copy of her book "Your Brand Unleashed", please go to: LinkedIn - https://www.linkedin.com/in/lisashorr/ Website - https://shorrsuccess.com/ Download "Turn Head Trash Into Growth-Minded Statements in Minutes" - https://shorrsuccess.co/mindset-success-exercise Book "Your Brand Unleashed" - https://shorrsuccess.com/your-brand-unleashed/

In sales, just as in life, we often experience setbacks, challenges and roadblocks. Despite our best preparation, we can get thrown curveballs that if we are not diligent, they can throw us completely off course. As a leader, we must understand that challenges are part of the role, and whilst we may find challenges difficult, it is our choices around the responses to challenges that can have a huge impact, not only on our current environment, but also the people within that environment. This is where proactivity, preparation and adaptability are key - something that Joelle Kaufman has in spades. Joelle is the Strategy & Revenue Catalyst at GTM Flow, is a seasoned sales and business executive, and a person who has dealt with many curveballs in her career and life. It is a fascinating conversation filled with ideas and insights to help leaders better prepare for the inevitable curveballs, turning adversity into leadership gold. To connect with Joelle, to download a free strategic leadership quick shift guide, and to grab a copy of her newly released book "Crushing The Cancer Curveball", please go to: LinkedIn - https://www.linkedin.com/in/joellekaufman/ Strategic Leadership Quick Shift Guide - https://gtmflow.com/exceptionalsalesleader/ Book - 'Crushing The Cancer Curveball' - https://www.amazon.com.au/dp/B0DTC68S4M

I often share with sales leaders the importance of building their emotional intelligence muscle, being more aware of the people they are interacting with and adjusting their communication style and approach to 'match' the other person. The leaders who do this well are able to build deep, authentic and meaningful relationships, which creates credibility, and ultimately, trust. In this episode, I'm thrilled to be joined by Stephen Oommen, an experienced go to market executive, and a man who is the model of excellence in this space. Stephen explores the critical importance of building meaningful, lasting relationships, transcending mere transactional interactions, as well as addressing the challenges of maintaining authenticity while meeting aggressive sales targets, urging leaders to integrate strategic foresight into their leadership style. He is also currently working on his first book "The Chameleon Effect" which promises to provide leaders (& non-leaders) with a playbook to build deep, authentic & transformative relationships. To connect with Stephen and to follow his insights and approach to leadership, please go to: LinkedIn - https://www.linkedin.com/in/stephenoommen/

In the highly competitive world of b2b sales, many organisations are constantly searching for the unique value differentiator that will elevate them against their competition, and lead to exceptional results. Often executives within these organisations focus primarily on the leadership as that differentiator. Whilst leadership is incredibly important, it is not enough, as this conversation with Dr.James Chitwood explores. Leveraging his military and academic background, Dr.James delves into why traditional leadership may not always guarantee enhanced performance, instead emphasising the importance of cultivating an effective system. It is a fascinating conversation and one that every sales leader can leverage to improve their system. To connect with Dr.James and to learn more about what he does, including grabbing a copy of his book "Leadership Is Not Enough", please go to: LinkedIn - https://www.linkedin.com/in/drjchitwood/ Website - https://www.performanceculture.expert/ Website - https://www.drjameschitwood.com/ Book - https://www.leadershipisnotenough.com/

Contrary to what many may believe, the key to exceptional selling is not solely the ability to close the deal, even though closing is a required competency. It is the sales professional and sales leader who are able to develop & execute genuine empathy & credibility, who ultimately unlocks the code to exceptional selling. In this episode I'm joined by Georgia Stormont, sales & leadership coach specialising in the agricultural sector and we explore the keys to cracking the code to exceptional selling. It is a fascinating conversation with insights and perspectives that can significantly assist sales leaders and their teams in their quest to become exceptional in any industry. To connect with Georgia & to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/georgia-stormont-35070a4b/ Website - https://www.curiousgeorgiacoaching.com/