The Exceptional Sales Leader Podcast

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/

When it comes to exceptional performance, especially in sales, we tend to focus on the ‘doing’ components of the selling craft, the calls made, meetings attended, the pitches and demonstrations conducted. This is a legitimate focus, however, through the process, we also tend to not focus as much attention on the ‘being’ components, as in exercise, recovery, and especially, diet. In this episode, I’m joined by Angel Luk, a registered Dietician, who has worked with high performance athletes and leaders, and we delve into the critical connection between exceptional performance and diet. It is a fascinating conversation and one that can provide simple tips on how to better understand diet and how it affects energy, focus and overall productivity. To connect with Angel, and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/angelluk/ Website – https://fixbaddiet.com/biohacking

When it comes to creating sustainably successful sales teams, many organisations focus their attention on product training & sales competency training, believing that this will deliver the results. Whilst these areas are key pillars, often overlooked is the critical role the sales leader plays in the environment. Exceptional sales organisations are fanatical about developing exceptional sales leaders, who develop their people, who help their salespeople become guides and critical problem solvers, and who focus on 4 key areas, skillset, toolkit, mindset and helpset. In this episode, I’m joined by Alan Versteeg, Global Chief Revenue Officer and Co-Founder of Growth Matters International and we delve into how to unlock sales leadership success to deliver exceptional results. To connect with Alan and to learn more about Growth Matters International, please go to: LinkedIn – https://www.linkedin.com/in/alanversteeg/ Website – https://www.growthmattersintl.com/

Whether you are part of a large business, or an individual looking to increase your influence and market relevance, branding and strategic positioning is critically important. In today’s episode, I’m joined by Emma Schermer Tamir, an expert in branding strategy, marketing psychology, and strategic positioning. Emma shares her perspectives and experience from working in this space over many years, emphasises the need for thorough competitive research, the importance of understanding the ideal customer profile, and being in tune with company and personal identity and values, ensuring a consistent and cohesive brand presentation across all platforms. She also delves into the psychology of marketing, illustrating how familiarity and likeness can exponentially increase customer trust and engagement. It is a fascinating conversation, and one in which I hope you enjoy. To connect with Emma, and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/emma-schermer-tamir/ Website – https://marketingbyemma.com/ YouTube – https://www.youtube.com/@MarketingbyEmma

A special episode today – the first time I have interviewed 2 guests on the show. Today I’m joined by Gregg Murphy & Mike Latch from Patter Intelligence as we explore the intersection between technology & sales. With backgrounds spanning defence contracting, strategic sales, and advanced tech enablement, Mike & Gregg delve into the importance of ethics in sales, strategic sales methodologies, and the role of AI in modernising the sales process. Gregg highlights how breaking down complex sales interactions into digestible scripts can elevate middle-tier performers significantly, while Mike explains how advanced software can assist sales reps in real-time, ensuring they stay on point and aligned with customer needs. It is a fascinating conversation and one well worth listening to more than once. To connect with Gregg & mike, and to learn more about Patter Intelligence, please go to: LinkedIn – https://www.linkedin.com/in/michaellatch1/ https://www.linkedin.com/in/gregg-murphy-6830ba57/ Website – https://www.salespatter.io/

In large enterprise and corporate sales, there is often a perception that the balance of power sits with the customer, or buying organisation, and that the selling organisation will eventually ‘come around’ to the customer terms & deliver what they want. This does not result in a long term, sustainable & mutually valuable relationship. There is a way to buy better and sell smarter, and in this episode, I’m joined by Jonathan Gardner to discuss just that. Jonathan is the Principal & Founder of J. Gardner Group Executive Advisory, and has enjoyed a very successful career in strategic sourcing, and now works with buyers and sellers to strike better business deals, that facilitates highly valuable sustainable business relationships. To connect with Jonathan and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/j-gardner-profit-improvement-expert/ Website – https://www.jgardnergroup.com/

If there was ever a definition of an unstoppable sales leader, it is Dipti Pandit. From a successful corporate career in India, moving over to Australia & effectively starting again, Dipti made her way from selling burgers to gracing corporate boardrooms, never once losing the fire in the belly to drive & deliver sales excellence. It was such a thrill to have her back on the podcast for episode #700 as we explore sales enablement, fractional sales leadership, grit, perception management, and all things exceptional sales leadership. She is making a huge impact on sales leaders and their teams through her business, Sales Pundit Consulting. Dipti even turned the tables on me and asked me some questions around my podcasting journey. I loved the conversation, and I trust you enjoy listening in. To connect with Dipti and to learn more about Sales Pundit Consulting, please go to: LinkedIn – https://www.linkedin.com/in/diptipandit/ Website – https://salespundit.com.au/ Previous Podcast Episode – https://darrenmitchell.com.au/2024/06/18/from-burgers-to-boardrooms-dipti-pandits-inspiring-journey/

For years I have held a belief that exceptional sales results is directly related to an exceptional sales culture. It may be a cliché, but an exceptional sales culture will eat a great sales strategy for breakfast every day of the week. Some may disagree, however, I’m yet to observe a sustainably successful sales team or business that does not have a powerfully strong sales culture as its foundation. In this episode, I have the privilege of speaking with Richard Cogswell, Vice President of Business Development APAC at Nium, and published author of the recently released book, The Cultural Sales Leader – Sustaining People, Attaining Results. We chat about the importance of structured planning, servant leadership & culture as well as executive presence in sales. It is a fantastic conversation, and one that I hope can help you on your own journey to becoming an exceptional sales leader. To connect with Richard, and to learn more about him, including where to grab a copy of his book, go to: LinkedIn – https://www.linkedin.com/in/richardcogswell/ Website – https://www.richardcogswell.com/

Many sales organisations believe they are buyer centric and place the customer at the centre of everything they do, and yet, often their behaviour and strategies tell a different story. Especially in B2B selling, creating a safe environment for the buyer is crucial to building and retaining their trust and leading them to making a purchase. The sales leader has a critical role to play here, especially when it comes to training, coaching and mentoring. In this episode, I’m joined by Hamish Knox, a highly successful sales leader & trainer, and owner of Sales4 Training & Consulting Inc, a leading Sandler franchisee in Canada. It is a terrific conversation, filled with ideas on exceptional selling. To connect with Hamish and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/hamishknox/ Website – https://go.sandler.com/hamish/ Full Funnel Freedom Podcast – https://www.fullfunnelfreedom.com/

In working with sales leaders and their teams, it is intriguing to observe the language that is used and the behaviours demonstrated, that often leads to results that the salesperson and/or sales leader does not want. And when trying to get sales people back on track, the leader or the ‘coach’ often looks directly at the behaviour and seeks to make behavioural changes, that will lead to a different result. This can very often only have short term results, because the root cause of the challenge hasn’t been dealt with. Highly successful people, exceptional performance, maintain an abundance mindset, and it is something that they have developed and continue to work on. In today’s episode, I’m joined by Charm Moore, a sales leader, registered nurse, leader in biotech and a specialist in digital wealth, and we explore the abundance mindset and how it can hep fast track performance and result. To connect with Charm, and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/charminmoore/ Instagram – https://www.instagram.com/iamcharmin/ Website – https://www.thevibrationofcharm.com/

When it comes to sales, the words integrity and honesty are probably not 2 words many people would lead with to describe the profession. Over many years, sales has endured a poor image in many industries based on the tactics and behaviours of salespeople – wanting to ‘convince’ you to purchase a product or service, irrespective of whether you need it or not. However, sales can be the ultimate form of service and when selling with integrity and honesty, sales people and sales leaders can enjoy exceptional levels of success. In today’s episode, I enjoy a sensational conversation with Ryan Tuckwood, Australia’s #1 Sales Coach, and Founder & CEO of SWISH Sales Coaching. From beginning his career as a Mechanical Engineer, to now running a highly successful sales coaching business, Ryan shares loads of gold for any sales person or sales leader seeking to drive to become exceptional in their field. To connect with Ryan and to learn more about SWISH Sales Coaching, please go to: LinkedIn – https://www.linkedin.com/in/ryan-tuckwood/ Website – https://www.swishsalescoaching.com/

In the modern world of business, especially post COVID, more and more organisations are embracing hybrid working, and leaders must demonstrate flexibility in how they lead teams, whether they have team members all in the one state or in different countries. The utilisation of technology and productivity tools are critical to continue to deliver exceptional performance in these environments. In today’s episode, I’m joined by Deniero Bartolini, The Remote CEO. Deniero has an extensive sales, leadership and entrepreneurial background and oversees a very successful business as The Remote CEO. He shares loads of insights around leadership, ethical sales and driving productivity, which I hope can add value to your environment. To connect with Deniero and learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/the-business-coach/ Website – https://www.denierob.com/

When it comes to selling, many people and often organisations seek to complicate it – through complex selling methodologies and processes, strategic frameworks, and all manner of systems. Whilst systems, methods and frameworks can certainly assist, super successful sales people have the ability to keep things simple. In today’s episode, I’m joined by Will Barron, a self confessed mediocre salesperson in his early years, who embarked on a journey to become a super successful sales person and influencer in the sales training industry. His approach of making selling simple is as pragmatic as it is effective. Some super gold nuggets to hang on to in this episode. To connect with Will, and to download a free copy of his 2 books, ‘Selling Made Simple’ & ‘SalesCode’, please go to: LinkedIn – https://www.linkedin.com/in/willbarron/ Website – https://salesman.com/

Building awareness for businesses continues to be challenging, especially in highly competitive markets. Grabbing the attention of your ideal customer is constantly top of mind, and this process can sometimes be complex, and often, expensive. It doesn’t have to be though. In today’s episode, I’m joined by Senthil Subramanian, Founder at SEO with Senthil, and a man who is building a very successful business through leveraging the power of SEO. He specialises in building a consistent and low cost lead generation system that is sustainable. To connect with Senthil, as well as to download his 5 Step SEO checklist, please go to: LinkedIn – https://www.linkedin.com/in/senthilkumar-subramanian-ba02a783/ Website – https://www.seowithsenthil.com/

I continue to be staggered at the number of sales people who lead the sales conversation with their product or service, and then wonder why they are not converting the conversation into a sale. Sales at its core is problem solving, and when we can clearly understand or uncover a problem that a customer has, they will be significantly more receptive to considering a solution to the problem. To do this well takes a high level of curiosity and today’s guest has that in spades. Theresa French is the Founder & CEO of SellMark 360, and specialises in helping sales people, business owners and entrepreneurs become exceptional at selling without being ‘salesy’. We explore her Serve-n-Solve Sales Method™️ as well as her CARE Conversational Framework™️, which is helping organisations transform their sales approach. To connect with Theresa and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/tjsellingcoach/ To download a copy of the CARE Conversational Framework, please go to https://sellingsuccesssuite.com/care

Most people understand the concept that we are the product of our upbringing, the people we surround ourselves with, and ultimately the story we tell ourselves. These stories can be uplifting and edifying, and they can also limit our potential. As a result, each of us have created a version of reality that in some form, seeks to serve us, but through this, we often find ourselves in a comfort zone, or stuck at a particular level of performance. We can break through and create a new reality. In today’s episode, I’m joined by Shiraz Baboo, a Reality Interventionist, a man who has experienced significant challenges in his life, and who has redefined reality to create an exceptional level of performance for himself, as well as for others. If you find yourself or your team plateauing in performance, this is an episode to definitely listen to more than once. To connect to Shiraz, and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/shirazbaboo/ Website – https://energeticmagic.com/