The Exceptional Sales Leader Podcast

In this engaging episode, Dan Norcross shares his remarkable transition from a successful engineering career to becoming the founder and CEO of Regal Relocations, and his journey to becoming a dynamic property investment strategist. As he delves into his strategies for property investments, listeners will discover how Dan leverages data-driven decision-making and innovative business models to achieve win-win scenarios for investors and property owners alike. This episode provides a deep dive into Dan's journey within the property sector, revealing critical insights into the power of mentoring and coaching, as well as the significant impact of taking decisive actions. Dan explains how he has harnessed his analytical skills to overcome challenges and upend traditional paradigms in property investment. Whether it's the intricacies of the serviced accommodation industry or the strategic management of investor relations, this episode demonstrates how Dan has effectively used strategic foresight to generate substantial growth and secure financial freedom, reflecting a mission-driven approach focused on balance, integrity, and long-term vision. To connect with Dan & to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/dan-norcross-ieng-mimeche-miod-21575636/ Facebook - https://www.facebook.com/dan.norcross.10 Instagram - https://www.instagram.com/dan.norcross/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Matt Raad, an expert in buying and selling online businesses, to explore the future of financial independence. Matt recounts his transformative journey from Zoology student to successful entrepreneur, emphasising the pivotal role of sales and the attraction of leveraging online businesses for financial freedom. Together with his wife, Liz, Matt has built a dynamic career by acquiring and managing digital properties, illustrating the viability of generating passive income through strategic online investments. Throughout the conversation, we delve into the nuances of transitioning from traditional sales and business management to online entrepreneurship. Matt discusses the critical aspects of building a robust digital presence, leveraging AI, and the significance of having a side hustle as a safety net in the volatile job market. We also touch on vital themes such as finding your niche, the importance of maintaining real-life relationships in business, and understanding digital marketplaces. This episode is a treasure trove for aspiring entrepreneurs seeking to diversify their income streams by mastering digital enterprises. To connect with Matt and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/matt-raad/ Website - https://www.ebusinessinstitute.com.au/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with sales expert Adam Cerra, Founder & CEO of DFY High Ticket Closing & Closer Academy, and creator of The Inverse Closing Method. The conversation explores Adam's formidable career, beginning in IT support and evolving into the high-stakes world of sales. Particularly for coaches and educators in personal development, Adam's methodologies are built on creating genuine buying decisions and establishing integrity and authority in sales conversations. The episode delves deep into Adam's inverse closing method, a distinctive strategy that prioritises understanding customer pain points using emotional intelligence, with emphasis on selling decisions rather than products. Adam underscores the importance of authority in sales and challenges traditional methods through philosophical and ethical angles. By focusing on serving clients ethically and understanding their specific needs, Adam reveals effective ways for sales professionals to thrive without the traditional "sleaze" associated with selling. The discussion also covers projections, NLP strategies, and the future of sales in an AI-driven world, presenting a nuanced perspective on how sales professionals can enhance their skills with technology without being replaced by it. To connect with Adam and to learn more about what he does, including grabbing a copy of his book 'Conversation to Client', please go to: LinkedIn - https://www.linkedin.com/in/adamcerra/ Website - https://adamcerra.com/ Book - https://www.conversationtoclient.com/buy-book

In this episode of the Exceptional Sales Leader Podcast, I am thrilled to be joined by Neil Reich, Founder & CEO of Care Connect Advisors, from Tampa, Florida. With a remarkable career in sales and healthcare, Neil brings a wealth of experience and insights into building successful sales teams and delivering exceptional value to customers. In this episode, Neil shares his leadership journey, recounting pivotal moments and lessons learned from mentors that have shaped his approach to business and life. We explore the significance of mentorship, developing a successful sales strategy, the importance of surrounding ourselves with the right people, as well as deep diving into servant leadership. With insightful discussions on value-based care, the power of referrals, and overcoming adversity, Neil offers invaluable guidance for those looking to thrive in a competitive market. Anyone interested in healthcare sales, leadership, or business startups will find this episode immensely valuable. To connect with Neil and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/neil-reich-3382498/ Website - https://careconnectagency.com/

In this compelling episode of The Exceptional Sales Leader Podcast, I am joined by Terry Wilson, CEO of Chat Metrics, to discuss the critical interplay between human interaction and technology in sales conversions. With a background in accounting and the steel industry, Terry's transition into digital marketing highlights the importance of human-centric live chat solutions for online businesses. Listeners will gain insights into Chat Metrics’ journey and unique business model that prioritises 24/7 human interaction over automation and AI bots, ensuring quality customer engagement. Throughout the conversation, Terry elaborates on the transformative power of live chat in enhancing lead generation and the common pitfalls businesses face when adopting chat technologies. Key challenges, like finding skilled personnel to manage live interactions across time zones and the impact of tech trends like AI, are explored in depth. Terry emphasises the principle of “give before you ask,” advocating for genuine, human-first interactions to cultivate trust and improve conversions. This episode is rich with expert advice for anyone looking to optimise their online sales strategies with proven human engagement techniques and is a must-listen for sales and marketing leaders aiming to leverage technology effectively. To connect with Terry and to learn more about Chat Metrics, please go to: LinkedIn - https://www.linkedin.com/in/terry-wilson-tj/ Website - https://www.chatmetrics.com/ Podcast "The Chat" - https://podcasts.apple.com/au/podcast/the-chat-conversations-with-marketing-and-sales-leaders/id1778175226

In this enlightening episode of the Exceptional Sales Leader Podcast, I am joined by experienced & highly successful financial entrepreneur Larry Weidel who shares his journey and insights into building a successful business empire. You will be treated to a rich tapestry of experiences highlighting the challenges and triumphs Larry faced in establishing a financial powerhouse with Primerica, a journey marked by resilience, innovation, and a steadfast commitment to helping others achieve financial freedom. Larry discusses key principles from his book, "Serial Winner," emphasising the significance of making decisive steps forward and maintaining a mindset of always improving, which he refers to as the "Abi Principle." He passionately talks about the need to align one's career with personal excitement and how finding the right path leads not only to personal fulfilment but also to professional success. The conversation steers through the philosophies of problem-solving, the art of decision-making, and the undeniable power of winning—concepts pivotal to building both a successful business and a satisfying life. Through engaging anecdotes and thoughtful reflections, Larry leaves listeners with a powerful message about the cyclical nature of winning and the unlimited potential that lies in continual personal and professional growth. To connect with Larry and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/larryweidel/ Website - https://www.larryweidel.com/ Big Hitters Community - https://www.bighitterscommunity.com/ YouTube - https://www.youtube.com/@BigHittersPod Instagram - https://www.instagram.com/larryweidel/

In this episode of The Exceptional Sales Leader podcast, I welcome Bob Pizzini, an ex-Navy diver, current CEO, and leadership consultant, to share his insights on leveraging military experience in the business world. Bob brings to the table a diverse background, from being a Navy EOD technician to running a multimillion-dollar business. He discusses his journey, focusing on utilising his military-acquired skills to build and operate a unique venture like iFly Virginia Beach, a renowned indoor skydiving facility. We dive into the core principles of leadership learned from his military career, emphasising health and wellness as critical components of leadership success. He highlights the significance of fitness and recovery, which informed his leadership philosophy encapsulated in his book, "Elevate Your Leadership." Bob elaborates on six essential elements: rest, hydration, nutrition, exercise, brain-heart link, and lifelong learning. These components serve as pillars for personal and professional high performance, elements frequently overlooked by many organisations and leaders in pursuit of immediate results. To connect with Bob and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/elevateyourleadership/ Website - https://robertpizzini.com/ Instagram - https://www.instagram.com/bobpizzini/

In this episode I enjoy an engaging conversation with Nuttha Goutier as we explore her transformational journey from a small Thai village to spearheading a successful spa network in Canada. We delve into Nuttha's personal story, offering insights into the communal values and resourcefulness inherent in her upbringing, which have significantly influenced her business ethos. The conversation provides a detailed look at how Nuttha's deep-rooted belief in community, joy, and wellbeing propelled the Sabai Thai Spa to success. Emphasising the core values of self-care and human connection, this episode highlights how a genuine passion combined with strategic franchising can pave the way for business expansion and customer loyalty. It also underscores the potency of leading with heart and purpose. To connect with Nuttha and to learn more about Sabai Thai Spa, go to: LinkedIn - https://www.linkedin.com/in/nutthagoutier/ Website - https://sabaithai.com/ Instagram - http://instagram.com/nutthagoutier/

In this riveting episode of the Exceptional Sales Leader Podcast, I reconnect with Tanya Pluckrose after four years between podcast episodes. A conversation filled with insights, Tanya shares her transformative journey from a successful career at Qantas to becoming a mindset coach in the United States and now back in Brisbane. She elaborates on the importance of nature, frequency, and vibrational energy as tools for resetting and aligning one's inner frequency for business success. We explore these profound topics as she highlights her living experiences in Las Vegas and how tuning with nature has influenced her mindset. This episode delves into Tanya's expertise in mindset coaching, emphasising the power of self-image and paradigm shifts as pivotal elements for success in sales. Drawing from her work with the renowned Bob Proctor, Tanya reveals how internal programming and paradigms dictate our results. The discussion bridges practical, actionable steps that leaders and entrepreneurs can take to transform their subconscious mind and improve their business outcomes. Key insights include leveraging creative visualisation and maintaining a positive self-dialogue to align with one’s goals and manifest income and success. To connect with Tanya and to learn more about what she does, go to: LinkedIn - https://www.linkedin.com/in/tanyapluckrose/ Website - https://www.tanyapluckrose.com YouTube - https://www.youtube.com/@tanyapluckrose

In this engaging episode of the Exceptional Sales Leader Podcast, I am joined by Jim Carlough, a celebrated author and leadership expert from Dallas, Texas. The conversation highlights the global scope of Jim's influence, evident in his engagements from Nigeria to Switzerland. The focus is Jim's bestseller, "The Six Pillars of Effective Leadership," which he developed as a guide to empower new managers with proven leadership strategies. Jim shares how his own journey into sales leadership started without the traditional sales stint, an environment that taught him valuable lessons about adaptability and integrity. Amid an in-depth discussion on leadership, Jim emphasises integrity as the cornerstone of effective leadership, recounting lessons from his early start in public office and pivotal experiences that shaped his career. Further, he illustrates how leaders are made, not born, by sharing compelling narratives about integrity, compassion, empathy, and focus—all crucial leadership pillars in his book. Jim recounts noteworthy experiences, such as leading a sizeable team under challenging conditions, and provides practical insights on building credibility, executing with empathy, and consistently delivering results. Jim’s storytelling offers relatable and valuable lessons for aspiring and seasoned leaders alike, making for a comprehensively informative episode. To connect with Jim and to learn more about what he does, including grabbing a copy of his book "The Six Pillars of Effective Leadership - a Roadmap to Success", go to: LinkedIn - https://www.linkedin.com/in/jimcarlough/ Website - https://www.jimcarlough.com/

In this episode of the Exceptional Sales Leader Podcast, I chat with Mark Gordon, a seasoned sales leader and CEO of Integrated Go-to-Market Solutions. Hailing from Charleston, South Carolina, Mark shares his journey from being a struggling student to a thriving entrepreneur in sales and mortgage businesses. His unique approach to leadership and company culture, emphasising radical candour and transparency, plays a vital role in the success of his ventures. Mark discusses the importance of having a well-structured go-to-market strategy, especially in commodity-based industries, where product differentiation is challenging. Listeners will learn about key sales and marketing strategies that Mark uses to establish competitive advantages. He discusses how to create a unique messaging approach to attract top talent and sustain a high-performance culture. Mark also emphasises the importance of transparency, accountability, and continuous improvement in building a self-sustaining organisation. This episode provides invaluable insights for VPs of sales, entrepreneurs, and business leaders looking to refine their market approach and drive sustainable growth. To connect with Mark and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/markdouglasgordon/ Website - https://igtms.com/ Instagram - https://www.instagram.com/markdgordon?igsh=MTV2OTdnbGM0OTM0ZA==

In this episode of the Exceptional Sales Leader podcast, I welcome Ed Hayer, CEO of Prospector, a vital player in the realm of sales technology. The conversation unfolds to spotlight the intersection of smart technology and sales strategy and we delve into the transformation of traditional prospecting approaches, underlining the importance of leveraging insights for a dynamic and relevant sales strategy. We explore Prospector's innovative platform that empowers sales teams by identifying business insights that influence positive sales outcomes. This approach aligns with the overarching need in industries today for precision-targeting and accurate understanding of customer needs, beyond the generic spray-and-pray technique. Edd stresses the critical nature of timing and messaging in connecting with prospects, crafted through understanding an organisation's unique challenges and industry dynamics. Throughout the episode, the dialogue also touches on the role of AI, highlighting its potential and pitfalls in modern sales processes and how it complements human sales tactics. To connect with Edd and to learn more about Prospector, go to: LinkedIn - https://www.linkedin.com/in/edd-hayer-97b871106/ Website - https://prospector.com.au/

In this captivating episode of the Exceptional Sales Leader Podcast, I welcome Andrew Hulbert, a prominent business leader and founder of Pareto FM. The episode kicks off with the fascinating revelation that Andrew is among the top 0.1% of blood donors worldwide, highlighting his commitment to giving back. This theme of service underpins a compelling discussion on entrepreneurship, personal branding, and the impact of nurturing a community network to achieve sustainable business success. Andrew shares his unique journey from a humble upbringing on a council estate to founding a nine-figure business in the competitive facilities management sector. This episode delves into how Andrew's dedication to values such as diversity, equity, and inclusion has not only set his company apart but also formed a solid foundation for his personal brand. He emphasises the importance of building authentic relationships, the power of inspiring company culture, and how a differentiated approach led Pareto FM to consistently win pitches against significantly larger competitors. To connect with Andrew and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/andrewhulbert/

In this gripping episode of the Exceptional Sales Leader Podcast, I welcome back Stephen Oommen after an eight-month hiatus to explore powerful concepts in sales leadership and personal development. Recorded against the backdrop of Stephen's journey from Microsoft to entrepreneurship, the episode delves deep into the principles of the "Mamba Mentality" as inspired by Kobe Bryant. It articulates the significance of relentless self-improvement, financial stewardship, and the importance of building meaningful human connections within the sales landscape. Focusing on sales as a form of dedicated problem-solving, this episode explores the impacts of mindset and strategy on achieving sales success. Attuned to the latest technological evolution with AI, Stephen discusses its implications on the sales industry while championing the irreplaceable value of genuine human interaction and continuous learning. This episode is a treasure trove of insights for anyone committed to excelling in sales leadership by absorbing the mastery reflected in sports legends like Kobe Bryant and applying similar dedication to their career. To connect with Stephen and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/stephenoommen/

In this episode of the Exceptional Sales Leader Podcast, I sit down with Cameron Bishop, the Managing Director of Raincatcher and engage in an insightful discussion, traversing Cameron's unique career path from an unexpected promotion in a small publishing company to leading a multi-million dollar enterprise. Listeners will dive deep into Cameron's ethos around leadership, how to foster respect in sales teams, and the invaluable lessons learned from mistakes in mergers and acquisitions, all of which took his career to new, formidable heights. We explore the nuances of people management, especially the importance of understanding and empowering employees to cultivate a thriving and cohesive corporate culture. We also examine the significance of succession planning and transparent communication in maintaining business sustainability. Cameron's engaging storytelling underscores the necessity of humility, empathy, and innovative practices in driving sales success and organisational growth, making this episode a must-listen for current and aspiring sales leaders. To connect with Cameron and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/cameron-bishop-19b6804/ Website - https://raincatcher.com/

In this episode of The Exceptional Sales Leader Podcast, I chat with Mandy Keene, a formidable leadership coach specialising in personality assessments. Broadcasting from outside Boise, Idaho, Mandy shares insights from her journey, starting with her time at Tony Robbins' organisation, where her affinity for coaching and personality assessments began. Her expertise has led her to coach industry stalwarts like Russell Brunson, helping leaders harness their strengths for optimal performance. This episode delves deep into the world of personality assessments, with Mandy explaining how tools like the DISC profile can significantly enhance one's understanding of personal and team dynamics. She emphasises the importance of self-awareness in leadership, illustrating how understanding one's strengths and weaknesses fosters more cohesive and high-performing teams. The conversation also explores the distinction between authentic passion and trauma-driven pursuits, offering rich insights for budding entrepreneurs and seasoned professionals alike. To connect with Mandy and to learn more about what she does, please go to: Facebook - https://www.facebook.com/mandyjokeene Instagram - https://www.instagram.com/mandyjkeene/ Website - https://understand.me/

In this engaging episode of The Exceptional Sales Leader Podcast, I welcome Andres Lares, Managing Director at Shapiro Negotiations Institute. We dive into the fascinating world of negotiation and the powers of influence, as Andres shares insights gained from his vast experience in the field. Known for coaching high-profile sports professionals and corporate leaders alike, Andres brings a unique perspective on negotiation strategies that can be applied across industries. Throughout the discussion, Andres explores the importance of relationship-based negotiation and offers a seasoned take on the often-debated topic of win-win outcomes. He emphasises the critical role of emotional intelligence and reframes negotiation as an opportunity for collaboration rather than compromise. Andres also highlights the significance of preparation and understanding the interests of both parties to achieve optimal results. This episode is packed with actionable advice on enhancing negotiation skills, improving influence, and becoming more effective in sales or leadership roles. To connect with Andres and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/andreslares/ Website - https://www.shapironegotiations.com/

In this episode of the Exceptional Sales Leader Podcast, I sit down with Ryan Hohman, the mastermind behind Sales Recruiting University. We dive into Ryan's journey from a young commission-based sales trainee to establishing a groundbreaking recruitment firm. Throughout the episode, Ryan opens up about his experiences across various sales roles, his foray into entrepreneurship, and the evolution of Sales Recruiting University. This enlightening discussion shines a light on the distinctive strategies that underpin successful recruitment and retention of commission-based sales professionals. The conversation also explores the nuances of building a commission-based sales team, the importance of effective onboarding processes, and the game-changing role of technology in recruiting. Ryan discusses the comprehensive methodology employed by Sales Recruiting University, emphasising AI's vital role in transforming onboarding systems. Delving into the sales process, he explains how businesses can better position themselves in the marketplace by leveraging these processes to improve sales team retention and productivity. With a keen eye on industry trends, Ryan offers a forward-looking perspective on the evolution of the sales recruitment landscape. To connect with Ryan and to learn more about Sales Recruitment University, including downloading a 20 Step Workbook to Build, Scale & Lead a High Performing Commission Based Sales Team, go to: LinkedIn - https://www.linkedin.com/in/ryan-hohman-5423b890/ Website - https://getsru.com/ 20 Step Workbook - https://s20salesteam.com/

In this episode, I enjoy a phenomenal conversation with Mark Howley, an accomplished business leader renowned for his insights into sales, entrepreneurship, and personal evolution. We delve deep into Mark's journey through the bustling world of business, the philosophies that have guided him, and his unwavering commitment to playing the long game. Mark candidly shares his life's narrative, from starting at an entry-level sales position to navigating through significant career milestones, to owning and selling a successful business. Throughout the conversation, Mark emphasises the importance of long-term planning, resilience, and continuously honing one's craft. Insights into his career are juxtaposed with his personal revelation of maintaining sobriety for over four decades, and how that discipline translated to his professional life. Listeners also gain a glimpse of his passion project, "The Mark Howley Show," a podcast that allows him to share his extensive experience while engaging with guests who display creativity and grit in their respective crafts. This episode is a treasure trove of wisdom for anyone interested in sales, leadership, and personal growth. To connect with Mark and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/mark-howley-consulting/ Website - https://www.themarkhowleyshow.com/

In this episode of The Exceptional Sales Leader podcast, I engage in a thought-provoking conversation with Donny Hackett, founder and CEO of VeriDeal. Donny shares the journey leading to the creation of VeriDeal, a groundbreaking platform designed to differentiate genuine sales achievers from the embellished resumes prevalent in tech sales. Through his narrative, he highlights the struggles and realisations that catalysed his transition from a sales executive position at AWS to a tech entrepreneur, aiming to transform industry standards. As Donny delves deeper into the nuances of the VeriDeal platform, he discusses its potential to alleviate hiring challenges by providing verified proof of performance for sales professionals. This episode covers crucial themes such as the importance of authentic relationship-building in sales, the impact of market dynamics on job security, and the innovative approach of leveraging client feedback for career advancement. Donny's vision is to empower individuals and enhance recruitment processes through a verifiable, results-driven framework, making significant strides toward reshaping the competitive landscape of tech sales. To connect with Donny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/donnyhackett/ Website - http://www.VeriDeal.io