The Exceptional Sales Leader Podcast

In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Chelsea Olsen, a versatile sales consultant and founder of CLOHZ. The discussion explores a broad spectrum of sales topics from Chelsea's origin story in sales to her multidisciplinary professional journey. We explore the concept of sales authenticity and the ever-important transition from traditional sales tactics to modern methodologies centered on buyer-centric approaches and the psychology of consumer behaviour. Chelsea sheds light on the challenges faced by salespeople today, including the pressure to meet targets in a world overloaded with information and competition. The episode delves into effective strategies for cutting through the noise, building genuine relationships, and developing resilience in the face of rejection. Drawing from personal experiences, Chelsea discusses the importance of maintaining an ego-free mindset and the role of self-awareness in sales success. This episode is packed with valuable insights for sales leaders aiming to adapt to the evolving sales landscape while fostering a supportive environment for their teams. To connect with Chelsea and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/chelsea-olsen-sales-growth/ Website - https://clohz.com/

In this episode of the Exceptional Sales Leader Podcast, I welcome sales expert Gary Daly, dialing in from the bustling city of Dubai. With Irish roots and global sales acumen, Gary shares transformative experiences that have shaped his career, including his intriguing journey across different countries and overcoming professional hurdles. The conversation delves into Gary's multifaceted career, from his shaky start in a small startup in Sydney to making his mark in a Fortune 500 company. Gary emphasises the importance of early personal development, inspired by a life-changing seminar with Tony Robbins, which taught him to take ownership of his future. The episode also explores the power of relentless self-investment. Gary advocates for continuous learning, sharing insights from his journey with public speaking mastery and breath-work practice. His ethos of 'paying to play' underscores the need to invest in one's growth actively. Additionally, Gary reveals his upcoming endeavours in the field of coaching, aiming to blend his sales expertise with his newfound coaching skills. Tying his narrative together is a focus on being of service, fostering curiosity, and nurturing gratitude, all while keeping a firm grip on humility and authenticity, key tenets that he suggests can elevate any sales career. To connect with Gary and to learn more about what he does, including grabbing a copy of his book "Built By Lessons - Turn Your Challenges into Triumphs", go to: LinkedIn - https://www.linkedin.com/in/garydalysales/ Book - https://www.amazon.com/dp/B0DW8LHGDB

In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Geoffrey Reid, an esteemed sales executive and thought leader in the world of revenue generation. With a career spanning nearly a quarter of a century at Marcus Evans, Geoffrey shares his journey from an entry-level sales position to becoming the CEO of a major international firm. This enlightening discussion explores Geoffrey's innovative approaches to sales leadership, his focus on attitude over aptitude in hiring, and the importance of maintaining humility and a service-oriented mindset in driving organisational success. The episode delves deeply into Geoffrey's leadership philosophies, particularly his emphasis on fostering a supportive and empowering environment for his team, which resulted in a remarkable advancement in sales and team cohesion. Geoffrey expounds on the significance of embracing individual learning styles in sales training and the power of resistant selling strategies over traditional persuasive techniques. Notably, Geoffrey's insights align with his influential book, "The Revenue Catalyst," which offers a comprehensive guide for mastering sales in today's dynamic market. This conversation is a treasure trove of knowledge for sales leaders looking to enhance their team's potential and drive sustainable success. To connect with Geoffrey, to learn more about what he does, including grabbing a copy of his book 'The Revenue Catalyst', go to: LinkedIn https://www.linkedin.com/in/geoffreymreid/ Website - https://geoffreymreid.com/ TedX Speech - https://www.youtube.com/watch?v=dPJPydf3kEI

In this episode of the Exceptional Sales Leader Podcast, I welcome Adam Rosen, Co-Founder & CEO at Email Outreach Company, and a pioneering figure in the domain of email marketing strategy. Adam shares how he turned college lessons into a successful business by honing email outreach to secure clientele like Bank of America and Disney. This episode delves deep into the power of cold emails and strategic persistence, topped with Adam's insights into how historic tools like email continue to drive results by crafting personalised, well-timed messages in an AI-driven landscape. Venturing further into the nuances of email marketing, Adam explores compelling strategies that differentiate good outreach from mere spam. The conversation traverses various topics including innovative methods to elude spam filters, the significance of deep personalisation, and the incremental upticks in response rates achievable through keen attention to market psychology. As Adam puts it, understanding one's audience and crafting a trial of intention not just in businesses, but in life, wins the race. He imparts valuable tips on crafting short, effective emails with impactful subject lines, ensuring ethical selling remains at the core of all marketing endeavours. To connect with Adam and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/adamirosen/ Website - https://eocworks.com/ Instagram - https://www.instagram.com/adamirosen/

In this episode of the Exceptional Sales Leader Podcast, I am joined by Rajiv Lamba, a trailblazer in the field of consumer research. The discussion dives into Rajiv's innovative journey from a consulting firm employee to founding SurveySensum, a company breaking new ground in market research. The episode explores how SurveySensum utilises technology to provide real-time customer insights at a fraction of the cost usually incurred when employing large consulting firms. This conversation sheds light on the challenges and learnings Rajiv faced in positioning SurveySensum as a credible alternative for obtaining valuable customer feedback. The episode provides an in-depth look at how SurveySensum is revolutionising consumer research through AI-driven insights. We discuss the transformation of traditional customer research methods, emphasising the adoption of platforms that enable businesses to pivot quickly based on customer feedback. Rajiv shares his expertise on enhancing customer satisfaction and reducing churn through actionable insights, positioning SurveySensum as a competitive player in the AI and consumer insights space. Whether you're an SME or a large corporation, understanding and acting on customer feedback is made simpler with SurveySensum. To connect with Rajiv, and to learn more about what he does, including taking advantage of a free trial of SurveySensum, go to: LinkedIn - https://www.linkedin.com/in/rajiv-lamba/ Website - https://www.surveysensum.com/

In this insightful episode of the Exceptional Sales Leader podcast, I welcome Katie Nelson, the CEO of Sales Uprising, known as the Sales Catalyst, to delve into the nuances of sales, sales leadership, and the essential relationship between sales and marketing. Katie shares her journey from starting in a call centre at 15 to leading a company that's reshaping sales processes for small businesses. Together, we unravel the fabric of what truly makes sales work: building genuine relationships and understanding client needs. We explore the intricate challenge of aligning marketing efforts with sales endeavours and discuss strategies for creating consistent messaging across teams, emphasise the importance of understanding the sales lifecycle, and highlight how customer appreciation events can strengthen long-term relationships. Katie passionately advises on focusing on human interaction and viewing sales as a tool for meaningful connections rather than a transactional activity. Enhancing company growth through clear customer profiles and niche targeting, while balancing the pressure of immediate results with strategic long-term goals, forms a core theme of the conversation. To connect with Katie and to learn more about what she does, go to: LinkedIn - https://www.linkedin.com/in/thesalescatalyst/ Website - https://salesuprising.com/ YouTube - https://www.youtube.com/@SalesUpRising Instagram - http://www.instagram.com/salesuprising

In this episode of the Exceptional Sales Leader Podcast, I welcome Dr. Aleksandra Plazinic, an expert in strategic management and communication, to explore the often overlooked challenges women face in professional settings, particularly concerning public speaking and confidence building. This episode dives deep into practical strategies for overcoming the fear of public speaking and developing the confidence to communicate effectively. The discussion revolves around identifying the roots of imposter syndrome among women, with Aleksandra sharing insights from her experience that highlight the societal pressures and self-imposed expectations women commonly face, as well as emphasising practical, actionable advice to manage stage fright and assert presence in professional environments. Listeners gain a wealth of knowledge on how to transform anxiety into excitement and embrace authenticity in communication. To connect with Aleksandra and to learn more about what she does, including downloading a free guide "3 Steps to Prepare For Your Public Speaking", go to: LinkedIn - https://www.linkedin.com/in/aleksandra-plazinic-phd/ Website - https://aplazinic.com/ Free Guide - https://mailchi.mp/bd941fc15c82/welcome-freebie

In this episode of the Exceptional Sales Leader Podcast, I welcome John Golden, a seasoned sales leader and renowned speaker in the sales industry. With a rich history in sales leadership and strategy, John shares compelling insights into the evolving role of sales leaders and the paradigms that shape effective sales teams. The episode delves into John's career trajectory that began in Dublin and led him to Silicon Valley during the dot-com boom, painting a vivid picture of his strategic ascent in the sales domain. Throughout the conversation, we explore various facets critical to sales leadership success such as the indispensability of coaching, the importance of a robust CRM system, and the creation of self-reliant sales teams. John emphasises the necessity for sales leaders to invest in personal coaching and mentorship, advocating for a shift from command-and-control management to an empowering, supportive approach. The episode also covers the concept of "salespreneurs," highlighting the entrepreneurial spirit that high-performing salespeople often embody, ensuring a dynamic, self-sufficient sales atmosphere. To connect with John, and to learn more about what he does, including checking out his podcast, Sales Pop, go to: LinkedIn - https://www.linkedin.com/in/johngolden/ Website - https://www.pipelinersales.com/ Podcast - https://podcasts.apple.com/au/podcast/sales-pop-podcasts-insights-from-top-experts-in-sales/id1455305326

In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Matt Sucha, the CEO of MindWorx Consulting, as we unpack his unconventional journey from being an actuary to becoming a global leader in consumer psychology training, along with his insights into sales and the art of persuasion. The episode centres around Matt's upcoming book, "The Hidden YES," and explores profound insights into consumer behaviour and psychology that can transform sales practices. Throughout the conversation, Matt unveils the fundamental mistakes salespeople often make, such as over-reliance on motivation and neglect of psychological barriers. He shares valuable insights on addressing buyer uncertainties and leveraging context to enhance persuasion. His collaboration with renowned figures in behavioral economics, like Dan Ariely, has established Matt's reputation as a thought leader in the field. With practical examples and vivid storytelling, he illustrates how subtle changes in communication can lead to significant improvements in sales outcomes. To connect with Matt, and to learn more about what he does, including grabbing a copy of his new book, go to: LinkedIn - https://www.linkedin.com/in/matt-sucha/ Website - https://mindworx.net/ Book - https://thehiddenyes.com/

In this episode of the Exceptional Sales Leader Podcast, I am joined by Alex Smith, founder of Basic Arts and author of "The No Bullshit Strategy." Together, we explore the misconceptions surrounding business strategy and how simplifying these concepts can lead to more tangible success. Alex's unconventional journey in strategy, beginning without formal education in the field, offers enlightening insights into how less can be more in the complex world of business strategy. Alex dives deep into the dynamics of effective strategy by underscoring its simplicity and execution. He emphasises that the real value of strategy lies in actionable insights rather than jargon-filled boardroom discussions. As the conversation unfolds, Alex shares his perspective on how culture and strategy intertwine, illustrating how a defined strategy can foster a unique culture within an organisation. The episode further tackles the critical concept of not striving to be the "best" but focusing on becoming the "only" in one's niche. By challenging traditional norms and encouraging businesses to embrace distinctive approaches, Alex provides a fresh perspective that is both practical and inspiring. To connect with Alex and to learn more about what he does, including gaining access to free resources, go to: LinkedIn - https://www.linkedin.com/in/alex-m-h-smith/ Website - https://basicarts.org/ Free Resources - https://basicarts.org/welcome/ YouTube - https://www.youtube.com/@AlexMHSmith

In this engaging episode, Dan Norcross shares his remarkable transition from a successful engineering career to becoming the founder and CEO of Regal Relocations, and his journey to becoming a dynamic property investment strategist. As he delves into his strategies for property investments, listeners will discover how Dan leverages data-driven decision-making and innovative business models to achieve win-win scenarios for investors and property owners alike. This episode provides a deep dive into Dan's journey within the property sector, revealing critical insights into the power of mentoring and coaching, as well as the significant impact of taking decisive actions. Dan explains how he has harnessed his analytical skills to overcome challenges and upend traditional paradigms in property investment. Whether it's the intricacies of the serviced accommodation industry or the strategic management of investor relations, this episode demonstrates how Dan has effectively used strategic foresight to generate substantial growth and secure financial freedom, reflecting a mission-driven approach focused on balance, integrity, and long-term vision. To connect with Dan & to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/dan-norcross-ieng-mimeche-miod-21575636/ Facebook - https://www.facebook.com/dan.norcross.10 Instagram - https://www.instagram.com/dan.norcross/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Matt Raad, an expert in buying and selling online businesses, to explore the future of financial independence. Matt recounts his transformative journey from Zoology student to successful entrepreneur, emphasising the pivotal role of sales and the attraction of leveraging online businesses for financial freedom. Together with his wife, Liz, Matt has built a dynamic career by acquiring and managing digital properties, illustrating the viability of generating passive income through strategic online investments. Throughout the conversation, we delve into the nuances of transitioning from traditional sales and business management to online entrepreneurship. Matt discusses the critical aspects of building a robust digital presence, leveraging AI, and the significance of having a side hustle as a safety net in the volatile job market. We also touch on vital themes such as finding your niche, the importance of maintaining real-life relationships in business, and understanding digital marketplaces. This episode is a treasure trove for aspiring entrepreneurs seeking to diversify their income streams by mastering digital enterprises. To connect with Matt and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/matt-raad/ Website - https://www.ebusinessinstitute.com.au/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with sales expert Adam Cerra, Founder & CEO of DFY High Ticket Closing & Closer Academy, and creator of The Inverse Closing Method. The conversation explores Adam's formidable career, beginning in IT support and evolving into the high-stakes world of sales. Particularly for coaches and educators in personal development, Adam's methodologies are built on creating genuine buying decisions and establishing integrity and authority in sales conversations. The episode delves deep into Adam's inverse closing method, a distinctive strategy that prioritises understanding customer pain points using emotional intelligence, with emphasis on selling decisions rather than products. Adam underscores the importance of authority in sales and challenges traditional methods through philosophical and ethical angles. By focusing on serving clients ethically and understanding their specific needs, Adam reveals effective ways for sales professionals to thrive without the traditional "sleaze" associated with selling. The discussion also covers projections, NLP strategies, and the future of sales in an AI-driven world, presenting a nuanced perspective on how sales professionals can enhance their skills with technology without being replaced by it. To connect with Adam and to learn more about what he does, including grabbing a copy of his book 'Conversation to Client', please go to: LinkedIn - https://www.linkedin.com/in/adamcerra/ Website - https://adamcerra.com/ Book - https://www.conversationtoclient.com/buy-book

In this episode of the Exceptional Sales Leader Podcast, I am thrilled to be joined by Neil Reich, Founder & CEO of Care Connect Advisors, from Tampa, Florida. With a remarkable career in sales and healthcare, Neil brings a wealth of experience and insights into building successful sales teams and delivering exceptional value to customers. In this episode, Neil shares his leadership journey, recounting pivotal moments and lessons learned from mentors that have shaped his approach to business and life. We explore the significance of mentorship, developing a successful sales strategy, the importance of surrounding ourselves with the right people, as well as deep diving into servant leadership. With insightful discussions on value-based care, the power of referrals, and overcoming adversity, Neil offers invaluable guidance for those looking to thrive in a competitive market. Anyone interested in healthcare sales, leadership, or business startups will find this episode immensely valuable. To connect with Neil and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/neil-reich-3382498/ Website - https://careconnectagency.com/

In this compelling episode of The Exceptional Sales Leader Podcast, I am joined by Terry Wilson, CEO of Chat Metrics, to discuss the critical interplay between human interaction and technology in sales conversions. With a background in accounting and the steel industry, Terry's transition into digital marketing highlights the importance of human-centric live chat solutions for online businesses. Listeners will gain insights into Chat Metrics' journey and unique business model that prioritises 24/7 human interaction over automation and AI bots, ensuring quality customer engagement. Throughout the conversation, Terry elaborates on the transformative power of live chat in enhancing lead generation and the common pitfalls businesses face when adopting chat technologies. Key challenges, like finding skilled personnel to manage live interactions across time zones and the impact of tech trends like AI, are explored in depth. Terry emphasises the principle of “give before you ask,” advocating for genuine, human-first interactions to cultivate trust and improve conversions. This episode is rich with expert advice for anyone looking to optimise their online sales strategies with proven human engagement techniques and is a must-listen for sales and marketing leaders aiming to leverage technology effectively. To connect with Terry and to learn more about Chat Metrics, please go to: LinkedIn - https://www.linkedin.com/in/terry-wilson-tj/ Website - https://www.chatmetrics.com/ Podcast "The Chat" - https://podcasts.apple.com/au/podcast/the-chat-conversations-with-marketing-and-sales-leaders/id1778175226

In this enlightening episode of the Exceptional Sales Leader Podcast, I am joined by experienced & highly successful financial entrepreneur Larry Weidel who shares his journey and insights into building a successful business empire. You will be treated to a rich tapestry of experiences highlighting the challenges and triumphs Larry faced in establishing a financial powerhouse with Primerica, a journey marked by resilience, innovation, and a steadfast commitment to helping others achieve financial freedom. Larry discusses key principles from his book, "Serial Winner," emphasising the significance of making decisive steps forward and maintaining a mindset of always improving, which he refers to as the "Abi Principle." He passionately talks about the need to align one's career with personal excitement and how finding the right path leads not only to personal fulfilment but also to professional success. The conversation steers through the philosophies of problem-solving, the art of decision-making, and the undeniable power of winning—concepts pivotal to building both a successful business and a satisfying life. Through engaging anecdotes and thoughtful reflections, Larry leaves listeners with a powerful message about the cyclical nature of winning and the unlimited potential that lies in continual personal and professional growth. To connect with Larry and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/larryweidel/ Website - https://www.larryweidel.com/ Big Hitters Community - https://www.bighitterscommunity.com/ YouTube - https://www.youtube.com/@BigHittersPod Instagram - https://www.instagram.com/larryweidel/

In this episode of The Exceptional Sales Leader podcast, I welcome Bob Pizzini, an ex-Navy diver, current CEO, and leadership consultant, to share his insights on leveraging military experience in the business world. Bob brings to the table a diverse background, from being a Navy EOD technician to running a multimillion-dollar business. He discusses his journey, focusing on utilising his military-acquired skills to build and operate a unique venture like iFly Virginia Beach, a renowned indoor skydiving facility. We dive into the core principles of leadership learned from his military career, emphasising health and wellness as critical components of leadership success. He highlights the significance of fitness and recovery, which informed his leadership philosophy encapsulated in his book, "Elevate Your Leadership." Bob elaborates on six essential elements: rest, hydration, nutrition, exercise, brain-heart link, and lifelong learning. These components serve as pillars for personal and professional high performance, elements frequently overlooked by many organisations and leaders in pursuit of immediate results. To connect with Bob and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/elevateyourleadership/ Website - https://robertpizzini.com/ Instagram - https://www.instagram.com/bobpizzini/

In this episode I enjoy an engaging conversation with Nuttha Goutier as we explore her transformational journey from a small Thai village to spearheading a successful spa network in Canada. We delve into Nuttha's personal story, offering insights into the communal values and resourcefulness inherent in her upbringing, which have significantly influenced her business ethos. The conversation provides a detailed look at how Nuttha's deep-rooted belief in community, joy, and wellbeing propelled the Sabai Thai Spa to success. Emphasising the core values of self-care and human connection, this episode highlights how a genuine passion combined with strategic franchising can pave the way for business expansion and customer loyalty. It also underscores the potency of leading with heart and purpose. To connect with Nuttha and to learn more about Sabai Thai Spa, go to: LinkedIn - https://www.linkedin.com/in/nutthagoutier/ Website - https://sabaithai.com/ Instagram - http://instagram.com/nutthagoutier/

In this riveting episode of the Exceptional Sales Leader Podcast, I reconnect with Tanya Pluckrose after four years between podcast episodes. A conversation filled with insights, Tanya shares her transformative journey from a successful career at Qantas to becoming a mindset coach in the United States and now back in Brisbane. She elaborates on the importance of nature, frequency, and vibrational energy as tools for resetting and aligning one's inner frequency for business success. We explore these profound topics as she highlights her living experiences in Las Vegas and how tuning with nature has influenced her mindset. This episode delves into Tanya's expertise in mindset coaching, emphasising the power of self-image and paradigm shifts as pivotal elements for success in sales. Drawing from her work with the renowned Bob Proctor, Tanya reveals how internal programming and paradigms dictate our results. The discussion bridges practical, actionable steps that leaders and entrepreneurs can take to transform their subconscious mind and improve their business outcomes. Key insights include leveraging creative visualisation and maintaining a positive self-dialogue to align with one's goals and manifest income and success. To connect with Tanya and to learn more about what she does, go to: LinkedIn - https://www.linkedin.com/in/tanyapluckrose/ Website - https://www.tanyapluckrose.com YouTube - https://www.youtube.com/@tanyapluckrose

In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Jim Carlough, a celebrated author and leadership expert from Dallas, Texas. The conversation highlights the global scope of Jim's influence, evident in his engagements from Nigeria to Switzerland. The focus is Jim's bestseller, "The Six Pillars of Effective Leadership," which he developed as a guide to empower new managers with proven leadership strategies. Jim shares how his own journey into sales leadership started without the traditional sales stint, an environment that taught him valuable lessons about adaptability and integrity. Amid an in-depth discussion on leadership, Jim emphasises integrity as the cornerstone of effective leadership, recounting lessons from his early start in public office and pivotal experiences that shaped his career. Further, he illustrates how leaders are made, not born, by sharing compelling narratives about integrity, compassion, empathy, and focus—all crucial leadership pillars in his book. Jim recounts noteworthy experiences, such as leading a sizeable team under challenging conditions, and provides practical insights on building credibility, executing with empathy, and consistently delivering results. Jim's storytelling offers relatable and valuable lessons for aspiring and seasoned leaders alike, making for a comprehensively informative episode. To connect with Jim and to learn more about what he does, including grabbing a copy of his book "The Six Pillars of Effective Leadership - a Roadmap to Success", go to: LinkedIn - https://www.linkedin.com/in/jimcarlough/ Website - https://www.jimcarlough.com/

In this episode of the Exceptional Sales Leader Podcast, I chat with Mark Gordon, a seasoned sales leader and CEO of Integrated Go-to-Market Solutions. Hailing from Charleston, South Carolina, Mark shares his journey from being a struggling student to a thriving entrepreneur in sales and mortgage businesses. His unique approach to leadership and company culture, emphasising radical candour and transparency, plays a vital role in the success of his ventures. Mark discusses the importance of having a well-structured go-to-market strategy, especially in commodity-based industries, where product differentiation is challenging. Listeners will learn about key sales and marketing strategies that Mark uses to establish competitive advantages. He discusses how to create a unique messaging approach to attract top talent and sustain a high-performance culture. Mark also emphasises the importance of transparency, accountability, and continuous improvement in building a self-sustaining organisation. This episode provides invaluable insights for VPs of sales, entrepreneurs, and business leaders looking to refine their market approach and drive sustainable growth. To connect with Mark and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/markdouglasgordon/ Website - https://igtms.com/ Instagram - https://www.instagram.com/markdgordon?igsh=MTV2OTdnbGM0OTM0ZA==

In this episode of the Exceptional Sales Leader podcast, I welcome Edd Hayer, CEO of Prospector, a vital player in the realm of sales technology. The conversation unfolds to spotlight the intersection of smart technology and sales strategy and we delve into the transformation of traditional prospecting approaches, underlining the importance of leveraging insights for a dynamic and relevant sales strategy. We explore Prospector's innovative platform that empowers sales teams by identifying business insights that influence positive sales outcomes. This approach aligns with the overarching need in industries today for precision-targeting and accurate understanding of customer needs, beyond the generic spray-and-pray technique. Edd stresses the critical nature of timing and messaging in connecting with prospects, crafted through understanding an organisation's unique challenges and industry dynamics. Throughout the episode, the dialogue also touches on the role of AI, highlighting its potential and pitfalls in modern sales processes and how it complements human sales tactics. To connect with Edd and to learn more about Prospector, go to: LinkedIn - https://www.linkedin.com/in/edd-hayer-97b871106/ Website - https://prospector.com.au/

In this captivating episode of the Exceptional Sales Leader Podcast, I welcome Andrew Hulbert, a prominent business leader and founder of Pareto FM. The episode kicks off with the fascinating revelation that Andrew is among the top 0.1% of blood donors worldwide, highlighting his commitment to giving back. This theme of service underpins a compelling discussion on entrepreneurship, personal branding, and the impact of nurturing a community network to achieve sustainable business success. Andrew shares his unique journey from a humble upbringing on a council estate to founding a nine-figure business in the competitive facilities management sector. This episode delves into how Andrew's dedication to values such as diversity, equity, and inclusion has not only set his company apart but also formed a solid foundation for his personal brand. He emphasises the importance of building authentic relationships, the power of inspiring company culture, and how a differentiated approach led Pareto FM to consistently win pitches against significantly larger competitors. To connect with Andrew and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/andrewhulbert/

In this gripping episode of the Exceptional Sales Leader Podcast, I welcome back Stephen Oommen after an eight-month hiatus to explore powerful concepts in sales leadership and personal development. Recorded against the backdrop of Stephen's journey from Microsoft to entrepreneurship, the episode delves deep into the principles of the "Mamba Mentality" as inspired by Kobe Bryant. It articulates the significance of relentless self-improvement, financial stewardship, and the importance of building meaningful human connections within the sales landscape. Focusing on sales as a form of dedicated problem-solving, this episode explores the impacts of mindset and strategy on achieving sales success. Attuned to the latest technological evolution with AI, Stephen discusses its implications on the sales industry while championing the irreplaceable value of genuine human interaction and continuous learning. This episode is a treasure trove of insights for anyone committed to excelling in sales leadership by absorbing the mastery reflected in sports legends like Kobe Bryant and applying similar dedication to their career. To connect with Stephen and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/stephenoommen/

In this episode of the Exceptional Sales Leader Podcast, I sit down with Cameron Bishop, the Managing Director of Raincatcher and engage in an insightful discussion, traversing Cameron's unique career path from an unexpected promotion in a small publishing company to leading a multi-million dollar enterprise. Listeners will dive deep into Cameron's ethos around leadership, how to foster respect in sales teams, and the invaluable lessons learned from mistakes in mergers and acquisitions, all of which took his career to new, formidable heights. We explore the nuances of people management, especially the importance of understanding and empowering employees to cultivate a thriving and cohesive corporate culture. We also examine the significance of succession planning and transparent communication in maintaining business sustainability. Cameron's engaging storytelling underscores the necessity of humility, empathy, and innovative practices in driving sales success and organisational growth, making this episode a must-listen for current and aspiring sales leaders. To connect with Cameron and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/cameron-bishop-19b6804/ Website - https://raincatcher.com/

In this episode of The Exceptional Sales Leader Podcast, I chat with Mandy Keene, a formidable leadership coach specialising in personality assessments. Broadcasting from outside Boise, Idaho, Mandy shares insights from her journey, starting with her time at Tony Robbins' organisation, where her affinity for coaching and personality assessments began. Her expertise has led her to coach industry stalwarts like Russell Brunson, helping leaders harness their strengths for optimal performance. This episode delves deep into the world of personality assessments, with Mandy explaining how tools like the DISC profile can significantly enhance one's understanding of personal and team dynamics. She emphasises the importance of self-awareness in leadership, illustrating how understanding one's strengths and weaknesses fosters more cohesive and high-performing teams. The conversation also explores the distinction between authentic passion and trauma-driven pursuits, offering rich insights for budding entrepreneurs and seasoned professionals alike. To connect with Mandy and to learn more about what she does, please go to: Facebook - https://www.facebook.com/mandyjokeene Instagram - https://www.instagram.com/mandyjkeene/ Website - https://understand.me/

In this engaging episode of The Exceptional Sales Leader Podcast, I welcome Andres Lares, Managing Director at Shapiro Negotiations Institute. We dive into the fascinating world of negotiation and the powers of influence, as Andres shares insights gained from his vast experience in the field. Known for coaching high-profile sports professionals and corporate leaders alike, Andres brings a unique perspective on negotiation strategies that can be applied across industries. Throughout the discussion, Andres explores the importance of relationship-based negotiation and offers a seasoned take on the often-debated topic of win-win outcomes. He emphasises the critical role of emotional intelligence and reframes negotiation as an opportunity for collaboration rather than compromise. Andres also highlights the significance of preparation and understanding the interests of both parties to achieve optimal results. This episode is packed with actionable advice on enhancing negotiation skills, improving influence, and becoming more effective in sales or leadership roles. To connect with Andres and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/andreslares/ Website - https://www.shapironegotiations.com/

In this episode of the Exceptional Sales Leader Podcast, I sit down with Ryan Hohman, the mastermind behind Sales Recruiting University. We dive into Ryan's journey from a young commission-based sales trainee to establishing a groundbreaking recruitment firm. Throughout the episode, Ryan opens up about his experiences across various sales roles, his foray into entrepreneurship, and the evolution of Sales Recruiting University. This enlightening discussion shines a light on the distinctive strategies that underpin successful recruitment and retention of commission-based sales professionals. The conversation also explores the nuances of building a commission-based sales team, the importance of effective onboarding processes, and the game-changing role of technology in recruiting. Ryan discusses the comprehensive methodology employed by Sales Recruiting University, emphasising AI's vital role in transforming onboarding systems. Delving into the sales process, he explains how businesses can better position themselves in the marketplace by leveraging these processes to improve sales team retention and productivity. With a keen eye on industry trends, Ryan offers a forward-looking perspective on the evolution of the sales recruitment landscape. To connect with Ryan and to learn more about Sales Recruitment University, including downloading a 20 Step Workbook to Build, Scale & Lead a High Performing Commission Based Sales Team, go to: LinkedIn - https://www.linkedin.com/in/ryan-hohman-5423b890/ Website - https://getsru.com/ 20 Step Workbook - https://s20salesteam.com/

In this episode, I enjoy a phenomenal conversation with Mark Howley, an accomplished business leader renowned for his insights into sales, entrepreneurship, and personal evolution. We delve deep into Mark's journey through the bustling world of business, the philosophies that have guided him, and his unwavering commitment to playing the long game. Mark candidly shares his life's narrative, from starting at an entry-level sales position to navigating through significant career milestones, to owning and selling a successful business. Throughout the conversation, Mark emphasises the importance of long-term planning, resilience, and continuously honing one's craft. Insights into his career are juxtaposed with his personal revelation of maintaining sobriety for over four decades, and how that discipline translated to his professional life. Listeners also gain a glimpse of his passion project, "The Mark Howley Show," a podcast that allows him to share his extensive experience while engaging with guests who display creativity and grit in their respective crafts. This episode is a treasure trove of wisdom for anyone interested in sales, leadership, and personal growth. To connect with Mark and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/mark-howley-consulting/ Website - https://www.themarkhowleyshow.com/

In this episode of The Exceptional Sales Leader podcast, I engage in a thought-provoking conversation with Donny Hackett, founder and CEO of VeriDeal. Donny shares the journey leading to the creation of VeriDeal, a groundbreaking platform designed to differentiate genuine sales achievers from the embellished resumes prevalent in tech sales. Through his narrative, he highlights the struggles and realisations that catalysed his transition from a sales executive position at AWS to a tech entrepreneur, aiming to transform industry standards. As Donny delves deeper into the nuances of the VeriDeal platform, he discusses its potential to alleviate hiring challenges by providing verified proof of performance for sales professionals. This episode covers crucial themes such as the importance of authentic relationship-building in sales, the impact of market dynamics on job security, and the innovative approach of leveraging client feedback for career advancement. Donny's vision is to empower individuals and enhance recruitment processes through a verifiable, results-driven framework, making significant strides toward reshaping the competitive landscape of tech sales. To connect with Donny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/donnyhackett/ Website - http://www.VeriDeal.io

In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Christian Jack, a pivotal figure in the landscape of sales coaching and influence. We delve into Christian's compelling journey from a music teacher to a leading sales force known as the "Sales Dojo." Christian shares vital insights into the importance of developing a meta skill in sales and how his passion for growth led him to significant transformations in business and personal journeys alike. The conversation unfolds around crucial themes like the psychology of sales and the principle of focusing on self-improvement to excel in sales roles. With discussions anchored in improving one's self-identity, building confidence, and effectively utilising AI in sales, Christian highlights the transformative power of authentic communication. Incorporating anecdotes and experiential wisdom, the episode offers a wealth of actionable insights for sales professionals aiming to enhance their influence, establish authority, and achieve long-lasting success. To connect with Christian, to learn more about what he does, as well as gain access to some free sales resoources, please go to: LinkedIn - https://www.linkedin.com/in/christian-jack-989306295/ Website - https://thesalesdojo.co/ Free sales resources for Exceptional Sales Leader Podcast listeners - https://thesalesdojo.co/exceptional

In this insightful episode of the Exceptional Sales Leader Podcast I'm joined by Greg Cassar, a business coach, investor and highly successful businessman, and we delve deep into lifestyle design and the significance of creating a career that offers both time and financial freedom. Greg shares his journey from the corporate realm to building a thriving business, emphasising the transformative power of self-investment and personal development. This episode explores the critical importance of diversifying income streams and the advantages of staying current with technological advancements, like AI. Greg highlights how investing in one's financial education and understanding emerging tech trends can lead to sustained economic growth. Drawing parallels from his own experiences, Greg reveals valuable insights on leveraging personal and professional growth to unlock financial independence, whilst ensuring a balanced life through strategic time management. To connect with Greg and to learn more about what he does, including gaining access to a free mini class around business growth, lifestyle design, exponential investing and biohacking & lifehacking, please go to: LinkedIn - https://www.linkedin.com/in/gregcassar/ Website - https://collective.com.au/ Free Mini Class - https://collective.com.au/class/

In this episode of The Exceptional Sales Leader Podcast, I welcome back Kylie Denton, the insightful Director and Founder of Performance Advisory Group. We dive deep into the adaptation of the 5 Love Languages in corporate environments, particularly within leadership and sales contexts. Kylie emphasises the importance of understanding these languages—words of affirmation, acts of service, receiving gifts, quality time, and physical touch—to cultivate a more engaging and productive workplace culture. We explore how leaders can utilise love languages to improve team dynamics and individual productivity, as well as enhancing employee satisfaction and performance, particularly in the fast-paced world of sales. Kylie shares her expertise on how leaders can conduct enjoyable and effective activities to identify and apply team members' preferred love languages, bolstering connection and reducing burnout. To connect with Kylie, to learn more about what she does, as well as taking the quiz to identify your primary love language, please go to: LinkedIn - https://www.linkedin.com/in/kyliedenton5/ Website - https://performanceadvisorygroup.com.au/ 5 Love Languages Quiz - https://5lovelanguages.com/quizzes/love-language

In this episode of the Exceptional Sales Leader Podcast, l welcome the multifaceted Patrick Joyce, CEO of Outboundless, who shares his journey from a math teacher to leading an innovative cold-calling agency. The conversation opens up about Patrick's fascinating path into B2B tech sales, collaborating with leading industry experts to launch Outboundless. With its focus on competitive marketplaces, this discussion delves deeply into sales strategies, especially focusing on the controversial yet essential role of cold calling. The episode proceeds to dismantle the notion that cold calling is obsolete, showcasing it as an enduring and vital sales strategy by presenting insights from Patrick's varied experiences and achievements. The compelling narrative details an industry filled with misconceptions, emphasising the importance of integrity, customer-focused communication, and effective network building to sustain a successful career in sales. With potent advice and anecdotes, Patrick reiterates the timeless value that personalised interaction brings to the table, even in the age of AI and mass digital communication. To connect with Patrick and to learn more about what he does, including grabbing a copy of his cold call script, go to: LinkedIn - https://www.linkedin.com/in/pwilliamjoyce/ Cold Call Script - send Patrick a LinkedIn message at https://www.linkedin.com/in/pwilliamjoyce/

In this episode I welcome Andy Culligan, co-founder and CEO of Purple Path. Delving into his dynamic career journey, Andy shares insights into his transition from Ireland to Austria, his diverse work experience across various global organisations, and his expertise in sales and marketing alignment. This engaging conversation explores the intricate relationship between sales and marketing, the importance of SDR teams, and the rise of personal branding and AI's role in enhancing marketing strategies. Andy offers expert advice on how sales and marketing can achieve alignment, emphasising the crucial role of SDR teams as the bridge between the two. The discussion highlights the importance of creating brand awareness as crucial air cover for sales teams. Andy shares personal anecdotes from his career, emphasising the transition from quantity to quality in sales approaches and how AI and technology can expedite marketing processes. The episode is filled with valuable insights on navigating the challenges in today's dynamic market and the imperatives of staying top-of-mind for potential buyers. To connect with Andy and to learn more about what he does, including plugging into his podcast "Growth Path", go to: LinkedIn - https://www.linkedin.com/in/andy-culligan/ Website - https://www.purplepath.io/ Podcast - https://podcasts.apple.com/au/podcast/growth-path/id1763061563

In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Danny DelVecchio, a seasoned sales leader turned video content specialist. Based in Charleston, South Carolina, Danny shares his transition from a 20-year career in sales with major telecom companies like AT&T to founding "Video on Easy Mode." This episode offers a deep dive into how Danny expertly leverages video content to empower small businesses and entrepreneurs seeking to enhance their presence and revenue on platforms like LinkedIn. Danny explains the benefits and strategies of adopting video content in today's digital landscape, highlighting how video can become a powerful tool for establishing authority and creating connections with a target audience. The conversation expands on the nuances of LinkedIn's ever-changing algorithm and the importance of being adaptable to these shifts. Danny provides insights into overcoming common barriers when creating video content, emphasising the need for authenticity and engagement. He also touches on effective client outreach methods through video, suggesting that businesses should think strategically about audience engagement to maximise their reach and impact. Danny underscores the essence of authenticity, communicating that video's laid-back, conversational style can be an invaluable approach to connecting with an audience, building trust, and driving sales. To connect with Danny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/dannydelvecchio/ Website - https://videooneasymode.com/ YouTube - https://www.youtube.com/@coachdannyd

In this episode of The Exceptional Sales Leader Podcast, I am joined by Sue Heilbronner, a multi-faceted professional with an impressive career history. Now an executive coach and author, Sue discusses illuminating insights from her upcoming book, "Never Ask for the Sale," which challenges conventional sales methodologies and introduces the concept of passionate ambivalence in sales. Listeners are treated to an in-depth conversation that explores the intersections of law, technology, and sales. Sue shares her journey from a federal prosecutor to a tech executive, revealing how every role she's undertaken involved selling in one form or another. Throughout the episode, key ideas such as leveraging personal authenticity in sales and the significance of truly understanding one's ideal customer profile (ICP) are discussed, providing a fresh perspective on optimising sales strategies. This episode is a deep dive into how sales professionals can enhance customer engagement by prioritising value, trust, and authentic relationship-building over traditional sales pitches. To connect with Sue, to learn more about what she does, as well as to grab a copy of her new book "Never Ask For The Sale", please go to: LinkedIn - https://www.linkedin.com/in/sueheilbronner/ Website - https://www.heysue.com/ Book - https://www.heysue.com/never-ask-for-the-sale

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/