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The Exceptional Sales Leader Podcast

Business & Economics Podcasts

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Location:

Australia

Description:

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Language:

English

Contact:

+61412335554


Episodes

Relentless Sales With Jon Alwinson

2/15/2024
If you have been in sales for any length of time, you would appreciate that whilst it can be a very fulfilling and lucrative career, it is not easy, and it can present numerous challenges. It is therefore so critical to have a great Sales Manager or mentor in your corner to help guide you, assist you and also challenge you, as well as developing competency and confidence in a number of key areas. In this episode, I have a fascinating conversation with Jon Alwinson, Senior Regional Sales Manager at Boston Scientific, and author of the recently released book "Relentless Sales - the Skills, Mentality & Faith Needed To Be Great in Sales". We talk about a number of the key principles in the book, and how mastering these can keep us on the path towards becoming exceptional. To connect with Jon and to learn more about him, including grabbing a copy of his book, please go to: LinkedIn - https://www.linkedin.com/in/jon-alwinson-4599ab46/ Website - https://jonalwinson.com/

Duration:00:54:47

Scaling Sales Using The 10X Framework With Solomon Thimothy

2/13/2024
Every organisation relies on sales for its success, however, many organisations utilise the 'hope & pray' strategy, where they implement a marketing or sales campaign, throw as much 'mud at the wall' as possible, and hope that some of it will stick. And many organisations have no clear mechanism from which to measure the effectiveness of their strategies, hence they keep throwing mud. Whilst sales can be a game of numbers, there is a better way - a way to target the ideal future customer and to capture demand in the environment where that customer hangs out. In today's episode, I had the privilege of speaking with Solomon Thimothy, the Co-Founder & CEO of IMS & Clickx, a leading inbound marketing and sales agency, which helps businesses increase their revenue utilising the 10X Framework. It is a fascinating conversation, which I hope you enjoy. To connect with Solomon and to learn more about what he does please go to: LinkedIn - https://www.linkedin.com/in/solomonthimothy/ Website - https://www.thimothy.com/

Duration:00:55:18

Preparation & Progress Is Key To Success – Jason Criddle

2/7/2024
What is the key to success? Many people ask that question, and there are a multitude of different answers. From being in the right place at the right time, to having a 'killer' product or service, or having the financial backing of a large company. There are many perspectives on what it takes to be successful, and yet, often people look for the easy road, or the quick road. The reality is there is no such thing - becoming successful takes work, it takes persistence, a strong self belief and it takes patience. In today's episode, I have the privilege of speaking with Jason Criddle, Managing Director of SmartrHoldings, Founder of SmartrCommerce and SmartrMarketing, a father, investor, weight loss expert, international best selling author, endurance & strongman competitor. Jason has forged a successful career through preparation and progress, and he shares a number of powerful lessons for all of us to help fuel us on our own success journey. To connect with Jason, and to learn more about him, please go to: LinkedIn - https://www.linkedin.com/in/jasoncriddle/ Website - https://jasoncriddle.com/

Duration:00:56:16

From Psych Ward to Shark Tank – Akeem Shannon

2/7/2024
I am a big fan of the Hero's Journey, and have come to understand that every single one of us are on our own Hero's Journey and will be at different stages. In today's episode, I have the absolute pleasure of speaking with Akeem Shannon, the Founder & CEO of Flipstik, and a man who has been on an incredible journey. From being bullied at 15 for being different, to flunking out of college at 19, being admitted to a mental hospital at 23 and appearing on Shark Tank at 28, Akeem's journey has been one of persistence, of confronting his challenges, and the importance of having incredible people in your corner to help & guide you along the way. This is a must listen for anyone looking to take their performance to a new level. I hope you enjoy the conversation. To connect with Akeem and to learn more about him and Flipstik, please go to: LinkedIn - https://www.linkedin.com/in/akeemshannon/ Website - https://www.akeemshannon.com/ Website - https://www.getflipstik.com/ Mobile - +1 314 789 9005

Duration:00:56:00

Stop Chasing 2 Rabbits At A Time!!

2/5/2024
Confucius said “The person who chases 2 rabbits, catches neither”. This is so applicable to sales and sales leadership - are you & your team guilty of chasing too many rabbits at once? Perhaps it is pressure from senior executives to deliver the numbers in the short term that can lead to this behaviour. And we can get caught up in the busyness of chasing that we end up burning energy for not much return. Intuitively we know that focused action and attention on the right customer can deliver results, and yet, we have probably all been guilty of chasing multiple opportunities at once, hoping that we will hit the jackpot. In this episode, I unpack 10 principles to help you be more focused, and lead to better conversions.

Duration:00:19:13

Fixing What’s Broken In B2B Sales with Scott Marker

2/2/2024
When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula - attract sales people with incentives of large OTE's, with unlimited earning potential, sales incentive trips, trinkets and awards. Full confession - I have been an integral part of this environment for many years. Whilst these organisations will verbalise their commitment and focus on customer excellence and customer success, the structure of their organisations don't actually support that notion, leading some in the industry to believe the system to be broken. Scott Marker is one of these - I had the great pleasure of speaking with Scott in this episode as we explore why the system is broken, and what we can do to fix it. It is a fascinating conversation, and one that I hope you enjoy. To connect with Scott, go to: LinkedIn - https://www.linkedin.com/in/scottmarker1/ To grab his book "Broken - How to Fix B2B Sales Drive Profitable Growth & Win" - https://www.amazon.com.au/BROKEN-Sales-Drive-Profitable-Growth/dp/1959840738/ref=sr_1_1?crid=3T5JWCR0IQ77C&keywords=scott+marker&qid=1706850871&sprefix=scott+marker%2Caps%2C278&sr=8-1

Duration:01:00:11

Is Your Team The Industry’s Best Kept Secret?

1/28/2024
One of my core beliefs around sales is that it is the ultimate form of service, and that if we are able to provide a valuable and tangible solution to a problem for a customer, then a sale is inevitable. Presupposing of course that the customer actually wants and needs to solve the problem. In working with sales teams over the last 9 years, I have been intrigued by the number of sales people who perhaps do not share the same belief around sales, and rely almost entirely on inbound interest to generate their sales & revenue. In great times, when there is a built up demand for their solution, this can be quite lucrative. However, at some stage the well begins to dry up and sales people need to get proactive. Unfortunately not all of them do. And they run the danger of becoming the industry's best kept secret. We don't want that.

Duration:00:16:59

Building Wealth In Sales With Darcy O’Rourke

1/25/2024
I firmly believe that sales is one of the greatest professions on the planet, not just because of the impact we can have on others, but also based on the rewards that are available in the profession. It is one of the most lucrative careers available which doesn't have a definitive pre-requisite of a degree or specific background, with unlimited earning potential in many organisations. What's interesting though is many sales people, as well as sales leaders, don't have a clearly defined wealth management strategy to take advantage of the high income. In today's episode, I had the privilege of speaking with Darcy O'Rourke, business owner of Barwon Wealth Management, a Financial Adviser and Mortgage Broker, who specialises in helping sales professionals build wealth. It is a fascinating conversation which I hope you enjoy. To connect with Darcy and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/darcy-o-rourke/ Website - https://barwonfinance.com.au/

Duration:00:47:28

The Power of Your Beliefs with Tiffanee Cook

1/22/2024
When it comes to creating success, in any endeavour, many people focus their attention on the technical aspects of the task at hand - refining their technique, improving a skill, or following an outlined process. Whilst this may create a level of competency, there is a critical ingredient that is often overlooked, or moved to the side - the power of belief. When we can tap into belief, either the belief we have in ourselves, or often the belief that someone we trust has in us, it can amplify our effort, and in many cases, deliver exceptional results. And the real power comes from the realisation that we can choose our beliefs. In today's episode, I'm blessed to have Tiffanee Cook back on after 2 years, as we explore the power of beliefs. It is a fascinating conversation which I hope you enjoy. To connect with Tiffanee and to check out her incredible podcast "Roll With The Punches", please go to: LinkedIn - https://www.linkedin.com/in/tiffaneecook/ Website - https://www.tiffaneeandco.com.au/ Podcast - https://podcasts.apple.com/au/podcast/roll-with-the-punches/id1520188386

Duration:00:54:18

Lessons in Sales Leadership from a Border Collie

1/21/2024
Major confession - I love Border Collies and I’m absolutely obsessed with mine - Millie. In observing her and other Border Collies over the last 18 months, I have realised they can teach us Sales Leaders some valuable lessons. In this episode, I discuss 10 key lessons that we, as Sales Leaders, can learn, and apply from Border Collies. Would love your thoughts.

Duration:00:17:10

Building Your Personal Board with Emma Maslen

1/18/2024
You may have heard the term, 'Your net worth is determined by your network', along with 'it is not so much what you know, as to who you know'. Both of these sayings carry weight, especially when you consider people who are successful and seemingly the beneficiary of opportunities. It can be easy to look at some people and simply think they are lucky or they know the right people, but in the vast majority of cases, these 'successful' people didn't start out with a powerful and diverse network - they built it. And the great news is - we can build a high quality network as well. In today's episode, I had the great privilege of speaking with Emma Maslen, the CEO and Founder of inspir'em, a sales consultancy based in the UK, about the power of building a high quality network, what Emma calls your Personal Board. It is a great conversation that has relevance for all of us. Emma is also the author of the book "The Personal Board of You Inc". To connect with Emma, and to learn more about inspir'em, as well as grabbing a copy of her book, go to: LinkedIn - https://www.linkedin.com/in/emmamaslen/ Website - https://www.inspirem.coach/ Emma's Website - https://www.emmamaslen.com/

Duration:00:53:46

A Unique Approach To PR & Marketing with Mike Maynard

1/14/2024
Some in the marketing game subscribe to the belief that any publicity is good publicity. In the B2B world of 2024, with expectations and competition at an all time high, I don't think this approach is a recipe for success. Companies need to be more intentional and more strategic with the messaging they put out in the marketplace, especially if they are looking to make 2024 a year of growth and improved profitability. In this episode, I enjoy a terrific conversation with Mike Maynard, Managing Director/CEO of the Napier Group, a PR & marketing agency for B2B technology companies. We talk about the unique approach that Napier takes when working with their clients, to not only build better awareness, generate leads, but ultimately improve marketing ROI, and drive revenue. To connect with Mike and to learn more about Napier, please go to: LinkedIn - https://www.linkedin.com/in/mikemaynard/ Website - https://www.napierb2b.com/

Duration:00:55:06

From Stripper & MMA Champion To Exceptional Sales Leader – Barratt Kennett

1/11/2024
The great thing about sales is that it really doesn't matter what your background is or what your education level is, you can be successful, as long as you follow certain guiding principles and surround yourself with quality, supportive & encouraging people. It is why I think sales is one of the greatest careers on the planet. This episode's guest is no exception. From spending some of his formative years in Bermuda, to completing high school in Virginia, USA, then university in Queensland, Barratt Kennett is a shining example of what is possible. From working as a male stripper to then becoming an MMA Champion, Barratt now runs EFFCOMM Sales & Marketing Solutions Pty Ltd, a successful sales & marketing organisation, as well as being a well sought after speaker, mentor and best selling author. I loved this conversation and I hope you do as well. To connect with Barratt and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/barrattkennett/ Website - https://www.efcomm.com.au/ Instagram - https://www.instagram.com/barratt__james/ Book "Leadership In Sales" - https://www.amazon.com.au/Leadership-Sales-Simple-Steps-Success/dp/0646835777/ref=sr_1_1?crid=29UE4XDLRUV5J&dib=eyJ2IjoiMSJ9.kHf2oEnqLDrNuINcwOdESA.gGcGuSxiIHoaQQK7YYpQnsOS49Pnyh0pAWoOeKQP21Q&dib_tag=se&keywords=barratt+kennett&qid=1705030490&sprefix=barratt+kennet%2Caps%2C280&sr=8-1

Duration:00:49:27

Leveraging AI To Drive Exceptional Sales Performance with Ryan Staley

1/11/2024
Over the last 12 months in particular, the developments in artificial intelligence have been phenomenal. So much so, that many people are seriously concerned about its impact on business. One thing is for sure, AI will continue to develop, and businesses, sales leaders and sales people who can adopt it effectively and ethically, can turbo charge their speed to market, and potentially enhance their ability to drive exceptional results. In this episode, I chat with Ryan Staley, the Founder & CEO of Whale Boss, podcast host of The Scale Up Show, and a man on a mission to help sales leaders 3x their top performers with AI. It is a fascinating conversation well worth listening to as it may just help you drive exceptional performance within your sales team. To connect with Ryan, go to: LinkedIn - https://www.linkedin.com/in/ryan-staley/ Website - https://ryanstaley.io/ Podcast - https://podcasts.apple.com/au/podcast/the-scale-up-show/id1527278610

Duration:00:47:32

Thriving In Uncertainty with Meridith Elliott Powell

1/9/2024
If there is one constant in business, it is change, and with change can come various degrees of uncertainty, both for leaders and members of the team, as well as customers. One of the key challenges, and opportunities for leaders, especially in 2024, is to look at the change that is happening, along with any associated uncertainty, and reframe it, to look more optimistically at the change, thereby providing the opportunity for the team and business to thrive. In this episode, I have the absolute privilege of speaking with Meridith Elliott Powell, business motivational speaker, business strategist, CEO of Motion First, and Chair of the National Speakers Association. Meridith is an expert in thriving in uncertainty, and covers 4 of her 9 key pillars of the THRIVE System in this epsiode. Well worth listening to more than once. To connect with Meridith, to learn more about Motion First and to listen to her podcast, Sales Logic, please go to: LinkedIn - https://www.linkedin.com/in/meridithelliottpowell/ Website - https://www.meridithelliottpowell.com/ Sales Logic Podcast - https://podcasts.apple.com/au/podcast/sales-logic-selling-strategies-that-work/id1499355853

Duration:00:42:31

Becoming Exceptional Through The Power of Language with Paul Ross

1/8/2024
Words have power. Despite what we may have been told when growing up, that 'sticks and stones may break my bones, but words will never hurt me'; the fact is, words have impact. And in sales, as in life, it is incredibly important to understand that our language will have a huge impact on our ability to solve problems, and to influence others. Our ability to leverage the power of language in an ethical way will provide the opportunity to differentiate against competitors, and ultimately, become exceptional. In today's episode, I have the privilege of speaking with Paul Ross, Speaker, Elite Sales Trainer, Master Practitioner of NLP and Author of the book "Subtle Words That Sell". It is a fascinating conversation on how we can become exceptional through the power of language. To connect with Paul and to learn more about him, please go to: LinkedIn - https://www.linkedin.com/in/speakerpaulross/ Website - https://www.speakerpaulross.com/

Duration:00:57:33

2024 Can Be Your Most Exceptional Year

1/7/2024
Happy New Year. With a new year comes new hopes, new ambitions and new levels of energy. The slate is clean and we can create whatever we want. Use 2023 as a platform for exponential growth in 2024 and decide to make this year your most exceptional year yet. For that to happen, we know we must think differently, behave differently and lead differently. If we expect a different result in 2024 without making some changes from what we did in 2023, then we know the outcome - same same. The first 90 days are critical and present us with the opportunity to really shape the year. In this episode, I cover 9 areas to focus on in order to create a fast start to 2024.

Duration:00:18:43

Elevating Exceptional Results with Andy Audate

1/7/2024
It is very rare that success in sales comes by accident - there may be the very odd occasion where a sales person catches lightning in a bottle and achieves their sales target, but this tends to be a one off. People who build a long term successful sales career are intentional with their approach and they certainly understand that they cannot be successful alone. They understand the value of mentorship. In today's episode, I enjoyed a fabulous conversation with Andy Audate, Founder of Progreda.com, a sales & marketing platform that streamlines the sales process for entrepreneurs, and CEO of AudateMedia, a global marketing agency for small-medium business. Andy talks about the power and immense value of mentorship as well as the critical importance of the use of technology in 2024 in order to elevate exceptional results. I hope you enjoy the conversation. To connect with Andy, and to learn more about Progreda.com, go to: LinkedIn - https://www.linkedin.com/in/andyaudate/ Website - https://www.andyaudate.com/ Website - https://progreda.com/

Duration:00:53:40

Wrapping Up 2023 With Intentional Reflection & Recovery

12/21/2023
As we approach the final days of 2023, it is the perfect time to dedicate intentional & quality time to reflection and recovery. When we study elite performers, whether they be individuals or teams, we will discover that they dedicate specific time to reflection & recovery. Analysing their performance across 2023 - looking at what they did well so they can identify positive habits & build higher levels of performance around those habits. They also identify gaps & areas that are not yet elite, but through practice and application, will give themselves an opportunity to get to the elite level. Recovery is also a critical priority - giving their body & mind time to rest, recover, recuperate & getting ready to re-load. Thank you for being part of The Exceptional Sales Leader Podcast in 2023 - Merry Christmas to you and may 2024 be your most exceptional year yet.

Duration:00:13:02

Power Habits with Dr. Noah St.John

12/20/2023
When it comes to success, especially in sales, many coaches and trainers will point to technique or methodology as the elixir to create the ultimate outcome. Whilst methodology and technique are definitely key to exceptional performance, it is the habits of highly successful people that is often the missing link that separates the good performers from exceptional. And these habits are often unconscious, which is one of the key reasons why simply following a methodology will not guarantee the same result. In today's episode, I have the absolute privilege of speaking with Dr. Noah St.John, Executive Coach, Speaker, Father of Afformations, The Mental Health Coach to the Stars, and 24 times #1 best selling author. It is a fascinating conversation on power habits which is worth listening to over and over again. To learn more about Dr.Noah, and to grab a copy of a couple of his books we refer to in the episode, go to: Website - https://breakthroughwithnoah.com/more-revenue-now-secure Book - 'Power Habits' - https://powerhabitsbook.com/special-offer-secure Book - "Head Trash" - https://sendmeabooknoah.com/step-117675909

Duration:00:58:33