The Exceptional Sales Leader Podcast

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

In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Christian Jack, a pivotal figure in the landscape of sales coaching and influence. We delve into Christian’s compelling journey from a music teacher to a leading sales force known as the "Sales Dojo." Christian shares vital insights into the importance of developing a meta skill in sales and how his passion for growth led him to significant transformations in business and personal journeys alike. The conversation unfolds around crucial themes like the psychology of sales and the principle of focusing on self-improvement to excel in sales roles. With discussions anchored in improving one’s self-identity, building confidence, and effectively utilising AI in sales, Christian highlights the transformative power of authentic communication. Incorporating anecdotes and experiential wisdom, the episode offers a wealth of actionable insights for sales professionals aiming to enhance their influence, establish authority, and achieve long-lasting success. To connect with Christian, to learn more about what he does, as well as gain access to some free sales resoources, please go to: LinkedIn - https://www.linkedin.com/in/christian-jack-989306295/ Website - https://thesalesdojo.co/ Free sales resources for Exceptional Sales Leader Podcast listeners - https://thesalesdojo.co/exceptional

In this insightful episode of the Exceptional Sales Leader Podcast I'm joined by Greg Cassar, a business coach, investor and highly successful businessman, and we delve deep into lifestyle design and the significance of creating a career that offers both time and financial freedom. Greg shares his journey from the corporate realm to building a thriving business, emphasising the transformative power of self-investment and personal development. This episode explores the critical importance of diversifying income streams and the advantages of staying current with technological advancements, like AI. Greg highlights how investing in one's financial education and understanding emerging tech trends can lead to sustained economic growth. Drawing parallels from his own experiences, Greg reveals valuable insights on leveraging personal and professional growth to unlock financial independence, whilst ensuring a balanced life through strategic time management. To connect with Greg and to learn more about what he does, including gaining access to a free mini class around business growth, lifestyle design, exponential investing and biohacking & lifehacking, please go to: LinkedIn - https://www.linkedin.com/in/gregcassar/ Website - https://collective.com.au/ Free Mini Class - https://collective.com.au/class/

In this episode of The Exceptional Sales Leader Podcast, I welcome back Kylie Denton, the insightful Director and Founder of Performance Advisory Group. We dive deep into the adaptation of the 5 Love Languages in corporate environments, particularly within leadership and sales contexts. Kylie emphasises the importance of understanding these languages—words of affirmation, acts of service, receiving gifts, quality time, and physical touch—to cultivate a more engaging and productive workplace culture. We explore how leaders can utilise love languages to improve team dynamics and individual productivity, as well as enhancing employee satisfaction and performance, particularly in the fast-paced world of sales. Kylie shares her expertise on how leaders can conduct enjoyable and effective activities to identify and apply team members' preferred love languages, bolstering connection and reducing burnout. To connect with Kylie, to learn more about what she does, as well as taking the quiz to identify your primary love language, please go to: LinkedIn - https://www.linkedin.com/in/kyliedenton5/ Website - https://performanceadvisorygroup.com.au/ 5 Love Languages Quiz - https://5lovelanguages.com/quizzes/love-language

In this episode of the Exceptional Sales Leader Podcast, l welcome the multifaceted Patrick Joyce, CEO of Outboundless, who shares his journey from a math teacher to leading an innovative cold-calling agency. The conversation opens up about Patrick's fascinating path into B2B tech sales, collaborating with leading industry experts to launch Outboundless. With its focus on competitive marketplaces, this discussion delves deeply into sales strategies, especially focusing on the controversial yet essential role of cold calling. The episode proceeds to dismantle the notion that cold calling is obsolete, showcasing it as an enduring and vital sales strategy by presenting insights from Patrick's varied experiences and achievements. The compelling narrative details an industry filled with misconceptions, emphasising the importance of integrity, customer-focused communication, and effective network building to sustain a successful career in sales. With potent advice and anecdotes, Patrick reiterates the timeless value that personalised interaction brings to the table, even in the age of AI and mass digital communication. To connect with Patrick and to learn more about what he does, including grabbing a copy of his cold call script, go to: LinkedIn - https://www.linkedin.com/in/pwilliamjoyce/ Cold Call Script - send Patrick a LinkedIn message at https://www.linkedin.com/in/pwilliamjoyce/

In this episode I welcome Andy Culligan, co-founder and CEO of Purple Path. Delving into his dynamic career journey, Andy shares insights into his transition from Ireland to Austria, his diverse work experience across various global organisations, and his expertise in sales and marketing alignment. This engaging conversation explores the intricate relationship between sales and marketing, the importance of SDR teams, and the rise of personal branding and AI’s role in enhancing marketing strategies. Andy offers expert advice on how sales and marketing can achieve alignment, emphasising the crucial role of SDR teams as the bridge between the two. The discussion highlights the importance of creating brand awareness as crucial air cover for sales teams. Andy shares personal anecdotes from his career, emphasising the transition from quantity to quality in sales approaches and how AI and technology can expedite marketing processes. The episode is filled with valuable insights on navigating the challenges in today's dynamic market and the imperatives of staying top-of-mind for potential buyers. To connect with Andy and to learn more about what he does, including plugging into his podcast "Growth Path", go to: LinkedIn - https://www.linkedin.com/in/andy-culligan/ Website - https://www.purplepath.io/ Podcast - https://podcasts.apple.com/au/podcast/growth-path/id1763061563

In this episode of The Exceptional Sales Leader podcast, I enjoy a phenomenal conversation with Danny DelVecchio, a seasoned sales leader turned video content specialist. Based in Charleston, South Carolina, Danny shares his transition from a 20-year career in sales with major telecom companies like AT&T to founding "Video on Easy Mode." This episode offers a deep dive into how Danny expertly leverages video content to empower small businesses and entrepreneurs seeking to enhance their presence and revenue on platforms like LinkedIn. Danny explains the benefits and strategies of adopting video content in today's digital landscape, highlighting how video can become a powerful tool for establishing authority and creating connections with a target audience. The conversation expands on the nuances of LinkedIn's ever-changing algorithm and the importance of being adaptable to these shifts. Danny provides insights into overcoming common barriers when creating video content, emphasising the need for authenticity and engagement. He also touches on effective client outreach methods through video, suggesting that businesses should think strategically about audience engagement to maximise their reach and impact. Danny underscores the essence of authenticity, communicating that video's laid-back, conversational style can be an invaluable approach to connecting with an audience, building trust, and driving sales. To connect with Danny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/dannydelvecchio/ Website - https://videooneasymode.com/ YouTube - https://www.youtube.com/@coachdannyd

In this episode of The Exceptional Sales Leader Podcast, I am joined by Sue Heilbronner, a multi-faceted professional with an impressive career history. Now an executive coach and author, Sue discusses illuminating insights from her upcoming book, "Never Ask for the Sale," which challenges conventional sales methodologies and introduces the concept of passionate ambivalence in sales. Listeners are treated to an in-depth conversation that explores the intersections of law, technology, and sales. Sue shares her journey from a federal prosecutor to a tech executive, revealing how every role she’s undertaken involved selling in one form or another. Throughout the episode, key ideas such as leveraging personal authenticity in sales and the significance of truly understanding one’s ideal customer profile (ICP) are discussed, providing a fresh perspective on optimising sales strategies. This episode is a deep dive into how sales professionals can enhance customer engagement by prioritising value, trust, and authentic relationship-building over traditional sales pitches. To connect with Sue, to learn more about what she does, as well as to grab a copy of her new book "Never Ask For The Sale", please go to: LinkedIn - https://www.linkedin.com/in/sueheilbronner/ Website - https://www.heysue.com/ Book - https://www.heysue.com/never-ask-for-the-sale

In this episode of the Exceptional Sales Leader Podcast, I welcome the multifaceted Laura Armstrong. Hailing from Toronto, Canada, Laura brings a wealth of knowledge in business strategy, communication, and personal development. From her origins as a bullied child to becoming a three-time world champion in martial arts, Laura’s journey is as inspiring as it is instructive. Having begun her professional career as a commodity trader, she later transitioned into entrepreneurship, establishing Wealth Mastery Systems, a platform designed to empower individuals to achieve financial success while living their passion. Throughout the engaging conversation, we explore key themes such as the importance of support networks, the dynamics of high-performance achievement, and the allure of work-life balance. Laura shares insights into the psychology of disassociating from outcomes as a strategy for success. Her experiences training elite performers have equipped her with unique strategies to help business professionals and leaders overcome limiting beliefs. Together, we delve into practical ways individuals and teams can align their intentions with their actions to create impactful and sustainable results in their professional journeys. To connect with Laura and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/laurayarmstrong/ Website - https://www.leadershipwithlaura.com/ If you would like a 60 minute wealth strategy session - https://wealthstrategywithlaura.com/

In this episode of The Exceptional Sales Leader Podcast, I welcome Mickie Kennedy from eReleases, who shares insightful strategies on how small businesses can maximise their public relations efforts. Mickie elaborates on the importance of crafting compelling stories in press releases, stating that a well-written release can turn into dozens of articles that significantly raise a company's profile. His journey from a creative writing background to founding eReleases underscores his dedication to demystifying PR for businesses of all sizes. The conversation dives into the nuances of press releases and emphasises the need for small businesses to tell engaging stories that resonate with journalists and, by extension, their target audiences. Mickie discusses the advantages of connecting with industry journalists through strategic press releases and offers practical tips on utilising AI to enhance PR materials. He highlights the efficacy of combining human interest elements in business narratives to achieve authentic engagement. By the end of the episode, listeners gain a comprehensive understanding of effective PR tactics and the benefits of a thought-out strategy to yield high-value media coverage. To connect with Mickie and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/publicity/ Website - https://www.ereleases.com/

In this episode of The Exceptional Sales Leader Podcast, I am joined by lifetime entrepreneur Joseph Incrocci as he takes on a journey of business leadership and sales excellence. Joseph, an 82-year-old dynamo from Chicago, shares his insights from growing and selling two multi-million-dollar companies. He reveals vital lessons from his storied career, culminating in his latest book, which provides actionable strategies for business growth. Listeners are treated to a candid look at Joseph's fearless approach, underscoring the importance of risk, resilience, and the relentless pursuit of improvement. Joseph's journey is a testament to enduring business principles, and this episode offers a deep dive into his strategies for sustainable growth and customer satisfaction. The conversation includes tips on managing cash flow, emphasising the role of relationships in sales and business success. Joseph introduces the idea that the most significant sales begin after the first sale is made, stressing that a great product isn’t enough if it doesn’t come with exceptional service and follow-through. As both a leader of character and a whip-smart strategist, Joseph underscores the significance of handling problems swiftly and speaks about the concept of net promoter scores as a measure of customer loyalty. Whether you’re a seasoned sales leader or new to the game, Joseph's insights are a must-listen. To connect with Joseph and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/c-joseph-incrocci-60002628/ Website - https://www.incrocciconsulting.com/

In this episode of the Exceptional Sales Leader podcast, I welcome back Richard Webbe, a multi-talented entrepreneur with insights into AI's role in sales and marketing. As technology continues to evolve at a rapid pace, we tackle the critical discussion on ethics in AI, emphasising its role as a tool to enhance efficiency and market intelligence rather than replace human jobs. Richard shares his own journey from a tech-savvy engineer to a strategic leader, underscoring the importance of ethical sales practices and the evolving landscape of AI in business. The conversation dives deep into how AI is revolutionising the sales process by improving speed to market and facilitating more targeted marketing strategies. Richard elaborates on the misconceptions surrounding AI, noting the balance needed between leveraging technology and maintaining human connections. With insights into the potential of AI to transform laborious sales tasks and an emphasis on using AI as an augmentation tool, this episode provides a thought-provoking perspective on technology's place in modern sales strategies. To connect with Richard and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/richardwebbe/

In this engaging episode of the Exceptional Sales Leader podcast, I am joined by Joe Davis, a veteran in leadership with a rich history at the Boston Consulting Group. Broadcasting from Minnesota, Joe shares his vast experience, reflecting on his journey from a young sales rep to a senior partner. The discussion traverses Joe's transition and the evolution of leadership, touching on the concepts highlighted in his book "The Generous Leader." Among these concepts, Joe underscores the importance of being a generous leader, focusing on genuine feedback, mentoring, and fostering inclusive environments. The conversation dives deep into the transformative aspects of leadership, particularly in today’s evolving corporate world. Joe emphasises the significance of authenticity and vulnerability in leadership, advocating for leaders to be transparent and approachable. Using anecdotes from his career, he explains how these characteristics can forge stronger teams and drive performance. The episode is an insightful exploration of effective leadership strategies, showcasing Joe's philosophy that nurturing the potential in others is essential for achieving success. To connect with Joe and to learn more about what he does, including grabbing a copy of his book, "The Generous Leader", please go to: LinkedIn - https://www.linkedin.com/in/joedavis1313/ Website - https://www.joedavis.com/

In this episode of the Exceptional Sales Leader Podcast, I welcome Tony Morando from World Emblem, uncovering the fascinating journey of a sales leader who turned unforeseen opportunities into a thriving career. The podcast dives deep into the dynamics of sales leadership amidst evolving global markets and uncovers how Tony leads his sales team with strategic acumen and a client-centric approach. Emphasising the importance of technology, Tony discusses the role of AI and other digital innovations that are redefining sales strategies and customer engagements at World Emblem. The discussion explores the intricacies of balancing aggressive sales targets with client satisfaction, a challenge Tony tackles by nurturing a culture of accountability, problem-solving, and continuous learning within his team. By investing in technology and strategic partnerships, World Emblem stays ahead in a competitive market, proving that adaptability is key. Other essential topics include maintaining a high-performance sales team in a remote work setting, reflecting on the company's culture of morning huddles to ensure team cohesion and accountability, and discussing the importance of technology in future growth trajectories. To connect with Tony and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/tonymorando/ Website - https://www.worldemblem.com/

In this episode of the Exceptional Sales Leader Podcast, I engage in a captivating discussion with renowned wildlife artist James Corwin. The conversation delves into James's journey from discovering his passion for art to establishing a successful artistic brand. You will learn how his business acumen paired with artistic talent enabled him to transition from selling small paintings at farmers' markets to building a multimillion-dollar brand—James Corwin Art. The episode is rich with insights into balancing creativity with business strategy as James shares his experiences in expanding an art empire, including opening galleries and leveraging digital platforms for marketing. By emphasising personal connections with collectors and utilising social media for outreach, James demonstrates that business success in the art world is achievable with dedication and innovation. This dialogue provides inspiring lessons on merging passion with entrepreneurship in a creative field. To connect with James and to learn more about his art and what he does, please go to: LinkedIn - https://www.linkedin.com/in/jamescorwin/ Website - https://www.jamescorwin.com/en-au Instagram - https://www.instagram.com/jamescorwin/ Facebook - https://www.facebook.com/jamescorwinfineart

In this episode of the Exceptional Sales Leader Podcast, I am joined by Simon Ooley, the dynamic CEO of Veles. The discussion centers on transforming enterprise sales with AI-powered collaborative tools, as well as leveraging innovative pricing and use case presentations to streamline the sales process. Simon shares his journey from being a BDR to leading international sales operations and establishing Veles, with a focus on addressing the prevalent challenges sales teams face today. Throughout the conversation, Simon highlights the critical role that understanding and presenting use cases play in successful sales engagements. He discusses how Veles's platform integrates with call recording and CPQ tools, enabling sales teams to efficiently generate comprehensive and buyer-focused presentations. As sales methodologies evolve, Simon underscores the need for solutions rooted in first principles thinking to enhance seller effectiveness and accelerate sales cycles, ultimately aiming for organisations to achieve 100% quota attainment. To connect with Simon and to learn more about Veles, please go to: LinkedIn - https://www.linkedin.com/in/simonooley/ Website - https://www.getveles.com/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Salvatore Manzi, a digital nomad and expert in communications around leadership. Currently based in Madrid, Spain, Salvatore shares his journey from Kansas to becoming a seasoned speaker, facilitator, and coach. The episode delves into how technology facilitates a nomadic lifestyle, enabling Salvatore to foster impactful communication between leaders globally. His upcoming book, "Clear and Compelling," is also highlighted, promising valuable insights into crafting communication strategies. Focusing on the intricacies of public speaking and leadership communication, the episode addresses how introverted leaders can master these skills by embodying presence, creating engaging content, and adopting compelling delivery techniques. Salvatore also emphasises the role of authenticity and how introverts can develop their charisma by engaging audiences with genuine narratives and strategic frameworks. Key themes include managing stage presence, eliminating imposter syndrome, and building meaningful connections in communication—all central tenets beautifully captured in Salvatore's book, geared to offer actionable strategies for leaders. To connect with Salvatore and to learn more about what he does, including grabbing a copy of his book, please go to: LinkedIn - https://www.linkedin.com/in/salvatorejmanzi/ Website - https://www.salvatoremanzi.com/ Book "Clear & Compelling Playbook" - https://www.salvatoremanzi.com/ccpb/

In this episode of the Exceptional Sales Leader podcast, I welcome Wilson Zehr, a luminary in the field of direct mail marketing and digital integration. From discussing the intricacies of Wilson's dynamic backdrop to delving deep into the resurgence of direct mail in the digital era, this episode is a goldmine for sales leaders who wish to harness the power of an often-overlooked marketing channel. In the episode, Wilson shares his profound journey from being a software engineer to founding Zairmail in 1999, during the age of the dot-com boom. Highlighting the effectiveness of direct mail, he argues for its potential as both a personalised and tangible communication tool that can circumvent the pitfalls of digital-only marketing approaches. This episode is replete with actionable insights on how direct mail can not only complement digital strategies but often surpass them in targeting precision and audience engagement. Explore more about Zairmail's pioneering work with Speedy, a novel product aiming to revolutionise direct mail efficiency. To connect with Wilson, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/wilsonzehr/ Website - https://www.zairmail.com/