The Exceptional Sales Leader Podcast

In this episode, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul’s transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pr...

In this episode I welcome Kirstin Carey, a seasoned sales conversion coach, who provides insightful discussions on sales strategies, mindset, and the transformative power of resilience. Kirstin’s unique approach to sales, informed by her multifaceted career from marketing and business ownership to health and wellness, offers listeners a refreshing perspective on sales processes that prioritise empathy and clarity over traditional sales tactics. Kirstin explores the concept of the “Clarity Method” in creating successful sales interactions, emphasising the need to see, hear, and understand clients deeply. Her method focuses on asking insightful questions to uncover clients’ true motivations and barriers...

In this episode I enjoy a tremendous conversation with Colby Varley, VP Sales at Advanced Transportation Services (ATS), and we explore the intersection of logistics, sales strategy, and operational excellence in the trucking industry. Colby shares rich insights from his professional journey—from growing up in California’s “salad bowl” to leading a highly specialised transportation service. The conversation delves into competitive differentiation in a saturated logistics market, emphasising the nuanced approach required to manage high-value, perishable cargo and how ATS continues to excel by sticking to its niche. As the discussion unfolds, Colby discusses crucial challenges faced by the logi...

In this episode of the Exceptional Sales Leader podcast, I engage in a dynamic conversation with Ted Santos, an expert in disruptive leadership and business transformation. Tuning in from New York, Ted shares his journey from being a sales trainer to leading companies through transformative change. The discussion revolves around the importance of challenging existing norms and creating opportunities for innovation in business environments. Ted delves into the core aspects of disruptive leadership, emphasising the need to question presuppositions and foster a culture of change. He shares personal anecdotes and professional experiences that highlight the significance of mindset shifts...

In this episode of the Exceptional Sales Leader podcast, I welcome Bernie Kassar, a leader in the field of incentive compensation management and founder of Latitude 39 and Hit Quota. The conversation dives into the intricate world of sales incentives and productivity, as Bernie shares invaluable insights into designing compensation plans that not only motivate sales teams but also align with corporate goals. As someone well-versed in sales strategies, Bernie emphasises the power of simple, effective comp plans and touches on the psychology of motivation in sales. He shares examples of how overly complex or capped compensation plans can demotivate...

In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on...

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Walter Crosby, CEO of Helix Sales Development. Walter shares his unique insights on sales leadership, drawing from his extensive experience in the industry. We talk about Walter’s journey, from a blue-collar background to a successful career in sales and sales management. The episode delves into critical themes, including the importance of coaching in sales leadership and how to effectively hire and develop sales teams. We explore the challenges and misconceptions surrounding sales leadership, especially the common practice of promoting top-performing salespeople to managerial roles wi...

Welcome to another episode of the Exceptional Sales Leader Podcast, featuring Justin Chi, an entrepreneur excelling in the realm of cold email strategies. Justin is the co-founder and CEO of Cold Email Hackers, where his pioneering techniques in email outreach are reshaping the way businesses connect with prospects. In this episode, we delve into the nuances of email as a powerful sales tool—discussing tactics, successes, challenges, and the essential mindset needed for effective sales communication. Throughout the conversation, Justin provides valuable insights into the mechanics and best practices of cold emailing. Highlighting common pitfalls such as using primary do...

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...

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...

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...

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 mu...

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...

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...

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 care...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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 an...

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...

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...

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...

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...

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...