The Exceptional Sales Leader Podcast

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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