The Exceptional Sales Leader Podcast

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/

In the modern business world, with such high expectations and pressure to deliver results, many leaders continue to lead with a command and control approach. Whilst this approach may deliver some short term wins, it does not create a strong and engaged culture for sustainable success. Leading with empathy can be the secret sauce, and in today’s episode, I’m joined by Amer Tadayon, the CEO and Founder of LuciHub, and we talk about why leading with empathy can be so powerful in business, combined with picking and nurturing the right talent. Amer also shares some key lessons from his ‘other’ profession, being a professional musician. If you are looking for the key to unlock the potential of your team, this episode is a must listen. To connect with Amer, and to learn more about LuciHub, please go to: LinkedIn – https://www.linkedin.com/in/amertadayon/ Website – https://lucihub.com/ Instagram – https://www.instagram.com/at.drums/

For many sales professionals, the next logical step in their career development is to move into sales leadership, with a key criteria being exceptional sales performance as a baseline. The challenge though is that many make the leap into leadership with little or no transition plan, blueprint, or support. They are literally thrown to the wolves. It doesn’t have to be like this, nor should it. In this episode, I have the privilege of speaking with Rebecca Gebhardt, President of Rise Up Consulting, and a person who is on a mission to support sales people make the leap from Leaderboard to Leadership, and equip them with the tools, framework and systems to develop exceptional sales leadership. It is a powerful conversation that is filled with genuine insights that can benefit aspiring sales leaders, new sales leaders, as well as established sales leaders. To connect with Rebecca, and to learn more about Rise Up Consulting, including her forthcoming book “Leaderboard to Leadership”, please go to: LinkedIn – https://www.linkedin.com/in/riseup/ Website – https://www.riseupconsultinggroup.com/

In the busy world we live in, when expectations for results are high, it is often easy to prioritise activities that will drive sales and revenue, and in the process, de-prioritise our health and fitness. I’m a firm believer though, if you are not healthy, it makes it really difficult to enjoy any success that you have created. In today’s episode, I’m joined by Coen Fryer, Co Founder of PeakAI Health, and we discuss the critical importance of health optimisation to driving exceptional performance. If you are dedicated to becoming exceptional, then health optimisation is a key pillar to performance. To connect with Coen, & to download his free e-book, go to: Instagram – https://www.instagram.com/coenn.f/ E-book – https://go.peakaihealth.com.au/free-ebook

In B2B sales, the pressure to drive exceptional results continues to exponentially increase, and often as a result of this, genuine strategic planning can take a back seat – the focus becomes the short term result. Exceptional sales leaders understand and embrace the need for strategic planning, and they prioritise this. A key pillar is the alignment between sales and pre-sales. In this episode, I am joined by Mark Winey, Head of Sales & GTM Strategy North America for SwarmDynamics, and we explore the evolving role of sales engineers, as well as emphasising the need for preparation, collaboration, and an emotional connection with customers. He also provides practical tips on avoiding common pitfalls in sales engagements and enhancing customer relationships. If you are committed to driving exceptional results, this is a must listen episode. To connect with Mark, & to learn more about SwarmDynamics, please go to: LinkedIn – https://www.linkedin.com/in/markwiney/ Website – https://swarmdynamics.ai/

Whether in sales, business, or in life, the pace in which people are operating at in 2024 is at an all time high. There are so many expectations placed upon us in the journey to ‘success’, that very rarely do we have time to stop, reflect and recharge. Everywhere we look, there are distractions, with people and organisations vying for our instant attention. Is it any wonder, that burnout, and poor performance is becoming a real issue. In this episode, I welcome back Dr. Eric Recker, Dentist, Speaker, Coach, and Author of the brand new book, That Damn Analogy. We delve into the importance of being present, understanding one’s purpose, and the critical balance between high performance and preventing burnout. Dr. Recker describes his journey from experiencing severe burnout to redefining success and achieving balance in life. If you find yourself in the constant cycle of busyness & urgency, then this is an episode you will want to consume more than once. To connect with Eric, to learn more about him, and to grab a copy of his book, go to: LinkedIn – https://www.linkedin.com/in/eric-recker-583849278/ Website – https://ericrecker.com/ Download his 160 Refuelling Hacks – https://ericrecker.com/refuelinghacks/

When facilitating workshops with sales teams, I often ask how many of them love to be sold to. How many do think stick their hands up? Literally none. When I ask how many of them love to buy, just about every hand goes up. What’s fascinating is that often sales people are the ones who do not like to be sold to, and yet, they are trained to be the sales person who is constantly looking for clues to sniff out an opportunity, and to close a live prospect at every chance. In other words, often act like a douchebag, at least in the eyes of their prospect. There is a better way-selling authentically. In today’s episode, I’m joined by Coach Dan Gordon, Executive Business Coach & Speaker, as he shares insights and ideas from many years in sales & marketing, on how to sell like a badass & not like a douche. He also provides his cell number for you to take advantage of some free resources. To connect with Dan and to learn more about what he does, go to: LinkedIn – https://www.linkedin.com/in/coachdangordon/ Website – https://dangordonenterprise.com/

For years, bigger organisations have been leveraging technology to gather customer intelligence, to better identify and understand their ideal customer profile, and then create compelling solutions that speak directly to those customers. Interestingly, this is not as common in the mid enterprise, small enterprise and start up space. In fact, many of these organisations don’t actually utilise a defined sales methodology. This is changing. In today’s episode, I had the pleasure of speaking with Kieran Krohn, Head of Growth at ScaleStation, a Revenue Operations & Growth Marketing Agency. It was a fascinating conversation where Kieran shared key insights on the importance of revenue operations and sales enablement, and why these are the key to driving exceptional results. Whether you are an experienced sales leader in a large corporate, involved in small to medium enterprise, or even in the start up space, there are nuggets of gold from Kieran to apply immediately. To connect with Kieran, to plug into his Podcast, Growth Unlocked, and to learn more about ScaleStation, please go to: LinkedIn – https://www.linkedin.com/in/kierankrohn/ Podcast – https://open.spotify.com/show/1XPOkwLfHrFSWZshidKhMY?si=e10c01c099bc4bcb Website – https://scalestation.io/

The brilliant thing about sales is that people can become successful in the sales game, irrespective of their background & knowledge – there are skills and competencies that can be learned, developed and magnified along the journey. In today’s episode, I have the privilege of speaking with Dipti Pandit, a sales leader with an inspiring journey. Leaving a successful sales leadership career in India, Dipti made the monumental decision to move to Australia, leaving her husband and young son behind for 7 months, in search of better opportunities. Her inspiring story is literally one of burgers to boardrooms, as she shares her insights and perspectives on how she forged a successful sales and sales leadership career in Australia, and how she is now paying it forward through helping aspiring sales leaders make an impact. I hope you enjoy listening to the conversation as much as I enjoyed having it. To connect with Dipti, as well as to learn more about what she does, including information on her Masterclass for Aspiring Sales Leaders, please go to: LinkedIn – https://www.linkedin.com/in/diptipandit/ Website – https://salespundit.com.au/

With 2 working weeks left until the end of the Financial Year (or end of Quarter if your company has a different Financial Year), many companies are scrounging to get the deals closed as quickly as possible – to hit the number by the end of the month. Often, as a result of this, the focus is ‘all hands to the pump’, meaning that other activities and investments take a back seat, or are discarded altogether. If the activity or investment is not directly related to closing deals by June 30th, it is not a priority. And unfortunately this is often the directive from Senior Management which sets the tone for the entire team, resulting in short term, immediate attention. We must resist this and continue to invest in the sales team.

In today’s incredibly competitive and instant gratification society, the definition of success is often tied directly to external factors, especially in sales. Many organisations run sales campaigns that promote internal competition, with the top sales person winning cash, a fully paid trip or some other ‘tangible’ external reward. Whilst this may create some short term motivation, rarely does it result in long term sustainable success. As sales leaders, sales people, or business owners, we must get specific around what the definition of success is for us, and not have it tied to external forces. In today’s episode, I had the privilege of speaking with Kelly Resendez, EVP of Talent Development & Growth at GoodLeap, and Founder of GoBundance Women. She has enjoyed an incredibly successful sales career and is now dedicated to helping others redefine success and unleash their potential. To connect with Kelly and to learn more about GoBundance Women, please go to: LinkedIn – https://www.linkedin.com/in/kellyresendez/ Website – https://gobundancewomen.com/ To access a free 3 part training series on How to Get Out of Your Own Way (From stuck to Unstuck), go to: https://downloadthepod.com

In sales, the temptation to launch into the product and service pitch early in the sales process can sometimes be overwhelming, especially when there is direct or implied pressure being applied to hit a number. This can lead to the seller being focused more on what is in it for them, rather than being focused on what is in it for the buyer. The end result is often no sale, at least some form of objection, and a loss of reputation and credibility. Sellers need to be better at sales discovery, at working out whether there is an opportunity in the first place, and slowing down the sales process in order to speed up. In this episode, I enjoyed a terrific conversation with Tom Stearns, a sales leader, coach & trainer, as well as co-founder of Graphic Sales Stories, about mastering the art of sales discovery and storytelling. I hope you enjoy the conversation. To connect with Tom, and to learn more about Graphic Sales Stories, go to: LinkedIn – https://www.linkedin.com/in/tomstearns/ Website – https://www.stearns.io/ Website – https://www.graphicsalesstories.com/

In the highly competitive and increasingly overcrowded marketplace that we operate in, it is becoming more and more difficult to stand out from the competition. Capturing inbound leads through campaigns is still a legitimate marketing strategy, as is targeted outbound campaigns to build awareness in the marketplace. However, often these leads are not as qualified and the time it takes to analyse them and explore them, can result in longer sales cycles. By better utilising technology, sales teams can be more targeted, be more relevant and more specific, especially when it comes to identifying inbound leads. In today’s episode, I enjoyed a fascinating conversation with Loredana Qvist, CEO & Co-Founder at Salestools, and CEO at ExactVisitor, the only company in the B2B market helping organisations identify the exact person visiting their website. Loredana has a deep rooted passion for merging cutting edge technology with strategic business initiatives, and through her solutions, creating significant sales acceleration tools. Loredana is also offering listeners to this podcast $5,000 credit in ExactVisitor, to stress test the technology. To take advantage of this offer, simply send Loredana a LinkedIn message or email to [email protected] and mention the podcast. To connect with Loredana, please go to: LinkedIn – https://www.linkedin.com/in/loredanaqvist/ Website – https://exactvisitor.com/ Website – https://salestools.io/

In today’s business world, there is a great deal of emphasis on Customer Success, on being customer centric, as a lever to drive sustained revenue growth and market capture. Whilst organisations may ‘focus’ on that through their advertising and marketing, the reality is their sales teams often still lead with products and services. In this episode, I have the privilege of speaking with Tamara McMillen, a CRO, operating partner and growth adviser to Fortune 50 organisations as well as privately funded businesses (start-up, scale up & stable enterprises). We discuss the importance of customer success and the evolution of the customer journey as businesses grow. Whether you are new to sales and sales leadership or whether you have been in the game for a while, this is a conversation you want to listen to more than once. Tamara shares a number of insights and perspectives from her vast experience, which can only help you fast track your organisation’s growth path. To connect with Tamara and to learn more about what she does, please go to: LinkedIn – https://www.linkedin.com/in/tamaramcmillen/

One of the most important skills any salesperson and sales leader must learn is the ability to effectively negotiate. Often when sales people are under pressure to hit a number and to close a deal, the balance of power can sit with the buyer, especially when the person in the buying organisation is an experienced negotiator. This can result in the sales person giving too much away in order to close the deal, thereby diluting margin and quite often, credibility in the eyes of the customer. In today’s episode, I have the privilege of speaking with Mike Inman, an experienced sales leader, procurement specialist, and now, highly sought after negotiations trainer. He is the partner at NegotiationTraining.com by Tableforce, and shares tonnes of value for any sales person and sales leader seeking to increase their capabilities in sales negotiations. To connect with Mike and to learn more about what he does, go to: LinkedIn – https://www.linkedin.com/in/negotiatormike/ Website – https://negotiationtraining.com/