The Exceptional Sales Leader Podcast

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...

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 c...

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...

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 thei...

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 Leaders...

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 te...

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 exp...

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 s...

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...

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...

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 wi...

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 comp...

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...

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...

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 conversati...

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 rele...

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...

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 th...

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...

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 genuin...

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...

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...

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, changin...

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...

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 perfo...