The Exceptional Sales Leader Podcast

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/

Businesses the world over are constantly searching for more innovative ways to capture the attention of their ideal customer, and often this requires a large financial investment, making it more prohibitive for smaller businesses. Geofencing Technology can start to change that and make it more cost effective for smaller businesses to identify and then communicate with their ideal customers. In today’s episode, I’m joined by Barbara Wardell & Ernesto Cullari, Co-Founders at Cullari Wardell, an organisation that specialises in geofencing advertising that enables businesses to reach highly targeted customers. It is a fascinating conversation, and one that opened my eyes to the potential we have through appropriately leveraging technology to drive better customer awareness and engagement. To learn more about geofencing technology and specifically what Cullari Wardell do, please go to: Website – https://cullarimedia.com/welcome-to-cullari-media

In working with sales leaders and their teams, I’m always intrigued as to how people find their way into a selling career. Rarely do people share with me that sales was their chosen profession – the vast majority ‘fall into it’, and today’s guest is no exception. I’m joined by an incredible human, Michael Carr, who has made the transition from Head Teacher in education to sales professional, and over the last 2 years, built a very successful sales career. Throughout the episode, Michael shares key themes like the importance of relationship-building in sales, distinguishing your brand ethically, and maintaining an insatiable appetite for learning & development. He also speaks on the strength of authenticity and integrity in sales, demonstrating how his educational background gives him a distinct advantage in serving customers effectively. Michael truly is an inspiration, and this episode is a comprehensive guide for those already in sales as well as for those looking to transition into the field. To connect with Michael and to learn a little more about Playscheme, please go to: LinkedIn – https://www.linkedin.com/in/michael-carr-5a762366/ Website – https://www.play-scheme.co.uk/

Working in a corporate environment, many ambitious individual contributors and leaders are constantly looking for their next promotion, with many of them thinking that an additional certification, or even an MBA, will be the difference that makes all the difference. This is not necessarily the case. In today’s episode, I’m thrilled to be joined by Diane Taylor, a former corporate Human Resources Executive, and now Founder & Principal Consultant at Glow Leadership. Diane’s approach is based on bringing significantly more conscious awareness to the leadership role, working on refining competencies around leadership that are not only sustainable, they are repeatable, as well as ethically influencing key stakeholders. Irrespective of where you are on your leadership journey, this conversation is filled with actionable insights and ideas. To connect with Diane and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/dianetaylor888/ Website – https://glowleadership.com/ Email – [email protected]

Many people who find themselves in sales, unfortunately don’t always receive the quality and depth of training that can be the foundation to a sustainably successful career. They are often thrown into the deep end of the pool and told to swim. Quality training and coaching can never be underestimated and today’s guest is the perfect example of this. Michael Walford-Grant has built a successful sales and sales leadership career over the last 30 years, and as you will hear in this conversation, much of his success he puts down to the quality of the training he received in his first B2B sales role. This is a fascinating conversation where Michael highlights crucial shifts in sales dynamics, emphasising the transition from traditional selling to becoming a trusted advisor in the buying process. He outlines essential sales best practices, including the importance of sharp messaging, unearthing unconsidered needs, and the mental resilience required to succeed amidst constant pressure. From discussing the impact of external challenges to sharing personal stories of overcoming adversity, this episode offers a treasure trove of actionable advice for sales professionals aiming to enhance their effectiveness in today’s ever-evolving market. To take advantage of a very special offer from Michael on his book “Sales Unplugged:The Invaluable Go-To Guide for Busy B2B Salespeople”, be sure to listen to the full episode. To connect with Michael & to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/michael-walford-grant-15a8933/

When it comes to selling, especially in the highly competitive B2B space, many organisations say they focus on customer relationships, ‘putting the customer at the centre of everything they do‘, and yet when the pressure is on to hit a target, or close out the quarter, the behaviour is very often focused on themselves & their objectives. In this episode, I’m joined by Casey Jacox, a super successful enterprise sales professional & leader who now is dedicated to working with sales teams and executives to win the relationship and not the deal. His philosophy and approach to sales is refreshing, and grounded in 3 key selling superpowers – humility, vulnerability and curiosity. It is a terrific conversation and one that can have an immediate impact on your sales approach in 2025. To connect with Casey, as well as to find out more about what he does, to grab a copy of his book “Win the Relationship, Not The Deal”, and to plug into his podcast, “The Quarterback DadCast”, please go to: LinkedIn – https://www.linkedin.com/in/caseyjacox/ Website – https://www.caseyjacox.com/ Book – https://www.caseyjacox.com/book Podcast – https://open.spotify.com/show/31mFv3rtnLrS9q6rCPq0xT?si=044941d96fcb4a73

When it comes to marketing a business or a service, many turn to paid ads as the ‘quick fire’ way to create demand in order to convert business. Whilst this approach does have its place, it is also important to create more long term, sustainable demand creation strategies that enables a business to create credibility, deliver value, and educate their market through the buying process. In this episode, I’m joined by Rai Cornell, CEO at Cornell Content Marketing, and we delve into the psychology behind marketing and the intricate art of content creation. It is a fascinating conversation and one that I hope can add value to you in your role or business. To connect with Rai and to learn more about what she does, including downloading a free demand generation kit, please go to: LinkedIn – https://www.linkedin.com/in/raicornell/ Website – https://www.cornellcontentmarketing.com/ Free Demand Generation Kit – https://cornellcontentmarketing.com/demandgenkit

A key element of sales, both at an organisational level, as well as at a personal level, is to search for differentiation from the competition. What is unique about you, your organisation and your offering, that will entice and encourage your customer to want to talk to you, and explore your solution? We all know that people like to do business with those who they know, they like and they trust, but we also have to be memorable. In this episode I have the great pleasure of speaking with Steve Miller, better known as Kelly’s Dad, and a super successful expert in the world of personal branding & influence. It is a powerful conversation filled with quality insights to help further enhance our personal brand, and become uncopyable. To connect with Steve & learn more about what he does, including gaining access to a free 5 day email course on becoming uncopyable, please go to: LinkedIn – https://www.linkedin.com/in/steveamiller/ Website – https://www.beuncopyable.com/ Free 5 Day Email Course – https://www.beuncopyable.com/5-emails

I firmly believe that sales is the ultimate form of service, and when there is a clearly defined problem that a customer has, it would be negligent not to provide the customer with a proposed solution. The challenge for many sales people and business owners is they often just provide the one solution, removing choice and options. In this episode, I’m joined by America’s Services Sales Coach, Joe Crisara, and we delve into his career as a home services contractor, to now working with services contractors around the world on how to unleash sales success in an ethical and transformative way. It is a phenomenal conversation, filled with great ideas and insights that can be applied to any sales situation, business and industry. To connect with Joe, to learn more about him as well as grabbing a free copy of his latest book “What Should We Do?”, please go to: LinkedIn – https://www.linkedin.com/in/joecrisara/ Website – https://www.servicemvp.com/ Book – https://book.servicemvp.com/

Whether you are in sales, sales leadership, or running a business, you will understand the power of creating strong & effective networks. In fact, some may even suggest that in many situations, it is not so much about what you know, as compared to who you know, that can create an advantage. It is true that your net worth is connected to your network, and in this episode, I enjoy a tremendous conversation with Virginia Muzquiz, Founder & CEO of Master Connectors, about the power of your network. Virginia shares a number of gold nuggets around optimising your network whilst maintaining authentic connections. It is a fascinating conversation and one I trust you will enjoy. Be sure to also download the “Business by Referral Blueprint” by clicking the link below. To connect with Virginia and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/virginiamuzquiz/ Website – https://masterconnectors.com/ Business by Referral Blueprint – https://mktg.masterconnectors.com/business-by-referral-blueprint

Whether you are a business owner or hold a leadership or influencing position within an organisation, the key objective for the business is to create value that can have a lasting impact. And this is not necessarily just linked to the profitability of the business – it is also linked to the sellability of the business. In this episode, I’m joined by Justin Goodbread, CEO of Financially Simple, a man with over 30 years experience in founding, growing and exiting businesses, the latest of which he exited in 49 months, selling it for over $10m. He shares personal anecdotes, including how defining personal and business goals can lead to significant breakthroughs in success, as well as strategically removing owner dependencies and aligning company operations with client expectations. Justin highlights the role of disciplined time management in ensuring that business owners remain focused on high-impact duties and explains how building systems and processes can drive business value and sustainability. To connect with Justin and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/justingoodbread/ Website – https://www.justingoodbread.com/ Podcast – https://podcasts.apple.com/au/podcast/the-justin-goodbread-show/id1332958360

When working with sales leaders and their teams, I’m constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There is a generalisation about sales people that they are extroverted and need to have the gift of the gab to be successful. This is not the case. Exceptional sales people are super clear on who they are and they invest their time in ensuring they are consistently authentic. In this episode, I enjoyed a great conversation with Jacob Hicks, Sales Strategy Expert, Success Coach and Speaker, and we spoke about the power of purpose and identity in sales, as well as the concept of reverse hustling. It is a conversation filled with gold nuggets, and one that I hope you enjoy listening to. To connect with Jacob, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/jacob-hicks-b7154a121/ Website – https://jacobhickscoach.com/

When it comes to developing leadership, many focus on how to become an effective leader through understanding the characteristics of good leaders, as well as the behaviours required to create an empowering and engaging environment. This is necessary, but great leaders also focus their attention on followship at the same time. In this episode, I’m joined by Dr.Chris Fuzie, CEO of CMF Leadership Consulting, and an expert in behaviour based leadership. It is a fascinating conversation that delves into leadership & followship, the concept of leaderology, the importance of emotional intelligence, as well as continuous learning. To connect with Chris, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/dr-chris-fuzie-ed-d-m-a-ol-vl2-37587934/ Website – https://www.cmfleadership.com/ National Leaderology Association – https://nlainfo.org/

It is quite rare to hear the concept of ‘sales warmth’ in an instant gratification, and highly competitive marketplace. Many companies run campaigns to ‘build awareness’, and create what they hope will be an attractive customer acquisition strategy, only to seek to close as many customers as they can when given the opportunity. There is a better way. Through utilising ai technology, along with a different approach to selling, it is possible to go from cold to bold, and create a steady stream of highly qualified, and ready to purchase customers. This is what Maximus Greenwald has been able to create through his organisation, Warmly, creating sales warmth, creating relevance, and ultimately building a very successful business. It is a terrific conversation filled with actionable insights. Be sure to listen to the entire episode in order to gain access to a very special offer that Maximus very generously made. To connect with Maximus, and to learn more about Warmly, please go to: LinkedIn – https://www.linkedin.com/in/max-greenwald/ Website – https://warmly.ai/ Email – [email protected]

If there is one common theme shared amongst sales organisations that enjoy exceptional results, as well as sustainable success, it is the focused investment into their sales leadership. Many organisations invest heavily in sales training for their sales force, which certainly can & does have an impact. However the organisations which invest heavily into the sales leadership development can experience quantum leaps in terms of engagement and performance, compared to their competitors. In this episode, it is a privilege to be joined by Tony Cross, the Chief Executive Officer at Growth Matters International, as Tony unpacks strategies to drive sustainable results, to make others successful, and to continue his mission of helping millions of people in the profession of sales by enabling a million Sales Managers. To connect with Tony & to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/tonycross-gmi/ Website – https://www.growthmattersintl.com/ Email – [email protected]

Whether you are a sales leader, a sales person, a lawyer or even an economist, sales is at the centre of everything you do. Nothing happens unless a sale is made, whether that be a product, a service or even an idea – but how we go about selling can be very different. Some people take the hard approach and seek to push an idea or a solution onto a customer or prospect, whilst others take a softer approach. Whilst both methods can deliver results, the guest on this episode passionately believes that through taking a softer approach, through being authentic, selling a problem before a solution and ethically persuading through social proof, we can deliver sustainable results. I’m thrilled to be joined on this episode by Dr.Yaniv Zaid, Doctor Persuasion, as he shares his experiences and expertise on authentic and ethical selling and persuasion. It is a tremendous conversation, filled with gold nuggets for every person looking to improve their influence and persuasion, and therefore driving exceptional results. To connect with Yaniv, as well as to grab a copy of his best selling book, “The 21st Century Sales Bible”, please go to: LinkedIn – https://www.linkedin.com/in/yanivzaid/ Website – https://www.persuasion.co.il/en/ Book – https://www.amazon.com/21st-Century-Sales-Bible-Commandments/dp/B0C75B6FMW

Branding is a critical element of the environment we live in today. Whether it be salespeople, sales leaders, sports people, sporting organisations, or companies, the power of a brand can have a huge impact on the ability to drive interest, to drive attention, and ultimately to drive conversion. Being crystal clear on the characteristics that are important to the brand are critical, especially for our personal brand. In this episode, I’m joined by Dave Behar, Founder, CEO and Chief Executive Athlete of ION Network & Behar Brands. Dave shares his decades of experience in helping organisations build game changing brands in multiple industries, including sports, and what principles and strategies we can focus on to build a quality brand. To connect with Dave and to learn more about what he does, please go to: Website – https://ions.com/

When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the ‘doing’. Whilst this is critically important to success, many sales people are not realising the results that they are capable of because they are missing a vital and much overlooked element – the ‘being’. Who do they need to be in order to be a successful sales person and sales leader. In this episode, I’m joined by Jeni Jonte and we discuss the importance of creating a strong self image, setting bold goals, and the power of ‘thinking’. To learn more, please go to https://www.bringonpossible.com/

If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve, they are tenacious, have tremendous self belief, amongst other traits. What they also share is a very supportive and high quality leader. I keep saying that teams become the reflection of the leader, and the more leaders I speak with and the more teams I interact with, this continues to be even further deeply confirmed. In this episode, I have the privilege of speaking with Jerry Acuff, CEO & Founder at Delta Point, a man recognised as one of the top 3 sales experts globally and one of the 50 greatest salespeople of all time. He has even been described as ‘the Dale Carnegie of the 21st Century’. It is a fascinating conversation around unlocking sales success through the power of leadership. Enjoy. To connect with Jerry and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/jerryacuff/ Website – https://www.jerryacuff.com/

When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in the negotiation itself, competitive juices start to flow, and it becomes a race to see who can get the best deal, often at the expense of the other party. Not a great outcome, especially when negotiating with another company where there will potentially be a longer term relationship. In today’s episode, I’m joined by Glin Bayley, the Value Negotiator, and we explore how negotiations can be a mutually beneficial process, and delve into the VALUE method. It is a great conversation sprinkled with great tips on how to improve negotiation capabilities. To connect with Glin, and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/glinbayley/ Website – https://www.thevaluenegotiator.com/

In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may be happening in the external and internal environments, it is the leader who is able to provide direction, inspiration and certainty to their team who will ultimately develop the trust, engagement and loyalty of their team. And one of the best ways to create certainty is through stability. In today’s episode, I’m thrilled to have Emily Hawkins share her thoughts and insights on the power of reflection, planning and execution of key priorities and metrics, all through the lens of stability. As Emily has discovered in her own leadership, exceptional leadership = STABLE leadership. To connect with Emily and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/emilyhawkins4u/ Instagram – https://www.instagram.com/emilyhawkins4u/ Website – https://www.emilyhawkins4u.com/

When it comes to selling, many salespeople lead with their product or service, and seek to ‘retro fit’ this into a perceived need or in some cases a created need. Whilst this can generate results for the salesperson, it doesn’t always represent tangible value for the client, often leading to buyers remorse. Exceptional sales people always have the courage to ask for the sale, but they do so after they have built genuine rapport with the client and have clearly identified whether there is a problem that needs to be solved. These sales people are genuinely interested in the client and not solely focused on trying to be interesting to the client – a big difference. In this episode, I’m joined by Markus Neukom, Leadership Strategist, and Leadership Executive Coach, and we explore the power of being interested, building genuine connections, being authentic, as well as exploring imposter syndrome. It is a fascinating conversation. To connect with Markus, please go to: LinkedIn – https://www.linkedin.com/in/markusneukom/

A great privilege of hosting a podcast is the opportunity to speak with incredible people with very different backgrounds, but all following their own Hero’s Journey. And what is fascinating is that the vast majority of them are in a role or running a business today that years ago would not have been within their frame of reference. In today’s episode, I enjoyed a phenomenal conversation with Jamie Kritharas, CEO & Founder of Defiant Digital, Australia’s leading creative performance agency. Jamie has been on an incredible journey, from leaving the corporate world after only 3 months, to following his dream of creating music, to collaborating with some heavy hitters in the music industry, to now running a very successful agency. Jamie’s journey in one of persistence, of following a dream, constantly learning, and finding opportunities to serve others. There are lessons right throughout this conversation that can help all of us as we progress on our own Hero’s Journey. To connect with Jamie and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/jamie-kritharas/ Instagram – https://www.instagram.com/jamiekritharas/ Website – https://defiantdigital.com.au/

Many sales people, as well as sales leaders, treat the role of sales as a ‘job’, rather than a profession. As a result, it can be quite difficult to drive exceptional and sustainable results. It is the sales people and leaders who treat their role as a profession who end up winning in the long run – they have discovered the art and science of sales, and they consistently and relentlessly pursue excellence. In this episode, I had the pleasure of speaking with Ken Lundin, President & Founder of RevHeat, and the author of Strategic Selling Unleashed. It is a fascinating conversation which delves into the essential skills a sales leader needs to cultivate, like coaching, motivation, and implementing rigorous processes for consistent performance. I hope you enjoy the episode. Make sure to listen to the full episode to take advantage of a very special and generous offer from Ken. To connect with Ken, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/kglundin/ Website – https://revheat.com/

One of the great privileges of hosting a podcast is the opportunity to speak with highly successful, value driven and ethical business people and leaders. People who are driving value in the businesses and environments they operate in, as well as creating significant shareholder and stakeholder value. And in this episode, I had the absolute pleasure of speaking with Lee Benson, the CEO of Execute To Win, 2 x Best Selling Author, and podcast host of ‘Show Your Value’. Lee grew his first company Able Aerospace from 3 to 500 employees with 15 consecutive years of 20% compounded average annual growth, before his exit of undisclosed 9 figures. Today, he advises high growth companies & entrepreneurs to uncover their most important number to ensure growth & success. It is a phenomenal conversation, littered with gold, and one I know you will love. To connect with Lee, to learn more about what he does, as well as grabbing a copy of his book ‘Your Most Important Number’, go to: LinkedIn – https://www.linkedin.com/in/lee-j-benson/ Website – https://etw.com/ Podcast – https://etw.com/show-your-value/

In today’s episode, I have the privilege of speaking with Wes Schaeffer, The Sales Whisperer. From a career in the military, to then moving into commission sales, then high tech sales, and today, now a highly sought after business coach, sales & sales leadership mentor, and keynote speaker, Wes has rather an unconventional story. A story that is filled with challenges, and experiences that helps him unleash the potential of sales leaders and their teams. We discuss the #1 job of a Sales Leader, unpack the concept of ‘make every sale’ and explore the new ABC’s of selling in 2024 and beyond. It is a fascinating conversation, and one that I know you will find valuable. To connect with Wes, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/thesaleswhisperer/ Email – [email protected] Website – https://wesschaeffer.com/

Irrespective of whether you are part of a large enterprise, a small medium business, or even a solopreneur, the key to sustainable success is building a high performing sales engine. A sales engine that can deliver predictability and can harness the power of sales vital signs to drive growth. Because without sales, the business will stagnate, and eventually die. In this episode, I am joined by Don Lazzari, President of Delivering Value LLC, and Author of ‘Entrepreneurs Sales Secrets Revealed’ and we talk about the importance of building a high performing sales engine and what it looks like. To connect with Don and to learn more about what he does, go to: LinkedIn – https://www.linkedin.com/in/don-lazzari/ Website – https://deliveringvalue.com/

One of the key challenges for sales organisations is to identify something that differentiates their organisation, their solution or their product from their competitors. More often than not, their focus is on something they believe their product or service does that is different, hoping that this will provide some cut through. This does not always work. Organisations that can demonstrate a genuine buyer centricity, where they understand the customer intimately prior to engaging with them, are the organisations creating the differentiation. On today’s episode, I’m joined by Neeraj Singh, Revenue Lead at Humantic AI, and we discuss why buyer centricity is paramount to exceptional sales success and how this can by supercharged by ethically using AI. To connect with Neeraj and to learn more about Humantic AI, please go to: LinkedIn – https://www.linkedin.com/in/neeraj24s/ Website – https://humantic.ai/

When reviewing sales team performance, it is fascinating how the team continues to achieve outcomes within +/- 5%-10% of their quota, year in and year out. It is almost like there is an inbuilt thermostat that brings performance back to a certain level. And when suggesting that sales could be exponentially improved, even doubled, many sales leaders scoff at the suggestion. The truth is that it is possible. In this episode, I am thrilled to have Doug C Brown return for the 3rd time for a conversation on the mindset shifts required to drive exceptional sales results, as well as exploring that doubling sales is possible, through a predictable, maths based system. It is a phenomenal conversation. To connect with Doug, and to learn more about CEO Sales Strategies, and to download ‘The Ultimate Attraction & Sales Conversion Guide, go to: LinkedIn – https://www.linkedin.com/in/dougbrown123/ Website – https://ceosalesstrategies.com/ Guide – https://resources.ceosalesstrategies.com/op/conversion-guide/

Organisations are constantly looking for new and innovative ways to grab the attention of their ideal customer – with many of them still focused on leading with their product or service. Customers are more and more savvy today, and therefore more demanding in relation to the value they are looking for prior to engaging with an organisation or salesperson. In today’s episode, I’m joined by Maxwell Nee, a serial entrepreneur and Chief Revenue Officer of ScoreApp, and we delve into innovative lead generation that is delivering tangible value to the market, as well as driving increased credibility for the service provider. To connect with Maxwell, to learn more about ScoreApp, including a free trial, as well as a free copy of the book ‘Scorecard Marketing’, go to: LinkedIn – https://www.linkedin.com/in/maxwellnee/ Website – https://www.scoreapp.com/ Book – https://scorecardmarketingbook.scoreapp.com/

When the words ‘ethics’ and ‘sales’ are used in the same sentence, many people scoff at the suggestion. Even though sales is one of the oldest professions on the planet, there is still somewhat of a stigma attached to it. Thankfully, more and more people are achieving exceptional outcomes through placing ethics and integrity high on their list of values, and slowly, changing the perception around sales. Justin Janowski is one great example. He is the Founder & CEO of Faith2Influence, and has built a very successful business off the back of ethical selling practices. In this conversation, we delve into the art of influence and focus on some key principles that can enable sales people to take on more of a service & problem solving orientation, making sales interactions less salesy. To connect with Justin and to learn more about what he does, including downloading a free PDF on the 10 step sales process, go to: LinkedIn – https://www.linkedin.com/in/justinjanowski/ Free PDF – http://www.goodsalespdf.com Website – https://www.faith2influence.com/

When it comes to building & running sustainably successful sales teams, often Sales Leaders run by ‘gut instinct’ and do not apply a huge amount of science to the recruitment or onboarding process. Sometimes they can get lucky, however a bad hire can cost the business dearly, both in time and cost. Exceptional sales leaders work with science to maximise the opportunity of bringing in quality and fit for purpose sales people, and a key element of this science is mastering their emotional intelligence. In this episode, I enjoy a fascinating conversation with Daniel Tolson, Founder of The Tolson Institute, who has launched, lead and built million dollar businesses over the past 28+ years. Daniel unpacks the 5 pillars of emotional intelligence and explains why mastering these pillars are pivotal to sustainable success. To connect with Daniel and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/danieltolson/ Website – https://danieltolson.com/

When working with sales leaders and their teams, I often share with them that we are all on a Hero’s Journey, and each of us are at different stages. We all have to deal with challenges, setbacks and obstacles, as well as identify opportunities to take advantage of. Along the way, there are people in our environment who can help guide and support us, as well as challenge us to take our performance to an entirely new level. In this episode, I am joined by Jason Yarusi, a man who started out his career as a Bartender, and through embracing his own Hero’s Journey, has created a very successful real estate business, has built & sold a brewery, is an ultra runner, as well as becoming a highly sought after keynote speaker & mentor. It is a fascinating conversation where Jason shares gold nuggets for all of us to embrace as we continue on our own journey. To connect with Jason and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/jasonyarusi/ Website – https://www.jasonyarusi.com/ Live 100 Podcast – https://podcasts.apple.com/au/podcast/live-100-podcast-with-jason-yarusi/id1699229023

If there is one area that Sales Leaders can improve on in order to drive more exceptional performance, it is in the art of negotiation. Many sales leaders take the position of creating win-win outcomes with their customers, so as to build long term value based relationships, however, this can sometimes lead to the power base shifting to the customer, not necessarily delivering the long term value being sought. In this episode, I’m joined by Derrick Chevalier, a seasoned negotiation expert with decades of experience in the field, and the Executive Vice President at Harrison-Chevalier Inc. Derrick leads a team of negotiation consultants and trainers, and is changing the way organisations and sales leaders think about negotiation. It is a fascinating conversation with loads of valuable insights. To connect with Derrick and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/derrick-chevalier-6323272/ Website – https://h-c.com/

If there is one thing that is certain in 2024 and beyond, it is that AI will continue to play a big role in our daily lives. This is especially true in sales. The expectations that customers have continue to increase, and the amount of information sales leaders and their teams need to consider to provide valuable and customised solutions to their customers, can often feel overwhelming. This is where AI is helping to revolutionise how we sell. In this episode, I enjoyed a phenomenal conversation with Usman Sheikh, Founder & CEO of xiQ Inc. Usman & his team have created a personality driven sales & marketing platform that enables sales leaders and their teams to leverage AI to become more relevant to their customers, and to provide more specific & customised solutions. It is a fascinating conversation on how we can leverage AI to drive even more exceptional results. To connect with Usman and to learn more about what he does and how xiQ Inc may be able to help you, please go to: LinkedIn – https://www.linkedin.com/in/usmanmsheikh/ Website – https://xiqinc.com/

When looking at the most influential people on the planet, irrespective of their vocation, one thing they have in common is their ability to communicate a powerful message. Many of them appear to do this naturally, however, there is a huge amount of thought and preparation that goes into a powerful and authentic message. When it comes to sales, being able to master the art of authentic communication and build trust in the process, can be the difference that makes all the difference. In this episode, I’m joined by Mike Lane-Evans, Founder of Forefront Coaching, a man who has built a successful acting career and has now helped over 1000 senior leaders, business people and entrepreneurs get crystal clear on their message, and deliver it with clarity and impact. To connect with Mike and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/mike-lane-evans-18ab678b/ Website – https://www.forefront-coaching.com/

For many sales leaders, they dedicate so much time, effort and attention to the here and now, driving exceptionally high standards, creating a high performance environment & delivering results, that they often neglect to consider their post career potential and pursuits. The months and years can pass very quickly, and it is often easy to not consider what life may look like when the time comes to take a step back and slow down. In today’s episode I’m joined by Wendy Leggett, Owner of Conflux Retirement Coaching, who specialises in working with executives and sales leaders on designing a future that enables them to unlock their post career potential, whether that be retirement, or a change of pace. It is a fascinating conversation and one that I hope you enjoy listening to. To connect with Wendy, to find out more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/wendyleggett/ Website – https://confluxretirementcoaching.com/