Leadership that sells

Most leaders think their biggest threat is what they don’t know. The truth is, it’s what they don’t know they don’t know. In this conversation with Kevin McCarthy – bestselling author of Blind Spots, creator of the Blind Spot Assessment, and someone who went from leading a 54-person sales team to spending 33 months in federal prison – we unpack the unseen forces that drive our decisions and how to spot them before they wreck our careers. Kevin shares how his own blind spots landed him in prison for a crime he didn’t knowingly commit, what prison taught him about perception versus reality, and how leaders can build stronger teams by owning their mistakes. We talk confirmation bias, triggers, the “expert fallacy”, and why curiosity is a leader’s best defence. If you want to make smarter decisions, build deeper trust, and lead with real connection, this one’s for you. How to uncover blind spots and make better leadership decisions Give trusted confidants permission to challenge your thinking. Slow down and question your automatic “system 1” reactions. Recognise and manage your own triggers before reacting. Use curiosity to understand others’ perspectives, not just your own. Model vulnerability so your team feels safe doing the same. Timeline [01:33] – How “kernels of truth” hid the largest stock fraud in Washington state [06:56] – The moment Kevin learned the difference between moral and legal reality [10:42] – Why confirmation bias is every leader’s Achilles heel [13:05] – The “expert fallacy” and how seniority can make blind spots worse [17:15] – The prison lesson that transformed Kevin’s leadership approach [23:45] – Practical tips for spotting your own blind spots [27:47] – How to help your team surface and share theirs [33:36] – The one message Kevin would put on 10,000 billboards Links & resources Blind Spot Assessment: https://www.blindspotassessments.com/ Blind Spots by Kevin McCarthy: https://www.amazon.co.uk/BlindSpots-Good-People-Make-Choices/dp/0999103407 If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

If you want to keep great salespeople, you need to do more than set targets and push for results. In this episode, I talk to Andy Reid – global sales leader, startup mentor and author of Success is for the Curious – about the leadership traits that work whether you’re running a global bank division or a two-person startup. Andy shares why the best leaders are comfortable with their vulnerabilities, why you should stop trying to fix weaknesses, and how knowing yourself makes it easier to know (and grow) others. We cover curiosity, courage, and why you’ll get further finding the 1% that makes someone exceptional and doubling down on it. How to lead with vulnerability and play to your team’s strengths Get clear on your own identity as a leader – people follow authenticity. Accept and own your weaknesses so you can hire to fill them. Focus on amplifying strengths rather than fixing weaknesses. Treat each person as an individual – find their “secret sauce” and help them use it. Use curiosity to get others talking; use courage to ask the hard questions. Timeline [02:09] – Why knowing your identity as a leader makes it easier for people to follow you [04:11] – The most effective leaders are comfortable with their vulnerabilities [07:39] – Why focusing on strengths beats fixing weaknesses every time [10:29] – How happiness acts as a “success drug” for leaders and teams [12:51] – The power of finding each individual’s 1% and amplifying it [17:26] – Success as a “flow state” and how to recognise it [18:53] – Curiosity and courage: the two traits every sales hire needs [22:17] – The one message Andy would put on 10,000 billboards Links & resources Andy Reid’s website: @andyreidcoaching Success is for the Curious – available at major booksellers If you enjoyed this episode, please rate, follow, share and review the podcast – it really helps others find us.

What if the root cause of your outbound problem isn’t the people but the system? In this episode, I’m joined by Gerry Hill, VP at ConnectAndSell and creator of Pipeline OS, to cut through the noise around sales development and give you a blueprint for scalable, effective pipeline generation. Gerry’s seen firsthand how most sales orgs are wasting time, money, and talent by focusing on the wrong things tech stacks over structure, "charisma" over rigour, meetings over behaviour. We talk about how to fix that. From restructuring SDR workflows to leveraging gamification and agile frameworks, Gerry walks us through how to turn your outbound chaos into a repeatable engine for revenue. If you’re a sales leader fed up with underperformance and overcomplication, this one's for you. How to build pipeline development systems that actually work Stop romanticising "sales artistry" and focus on the science: disciplined execution, repeatable process, and tight feedback loops. Use MECE (Mutually Exclusive, Collectively Exhaustive) thinking to segment work, avoid cross-threading, and drive clarity. Pre-build the outbound week: define lists, scripts, execution windows, and follow-ups—then let reps iterate and learn. Shift comp plans to reward behaviours, not just outcomes—introduce a points-based gamified system. Borrow from agile: treat outbound campaigns like sprints, with reps acting as scrum masters. Create systems where managers manage again—your process should do the heavy lifting on accountability and clarity. Timeline summary [01:45] – The biggest problem in sales leadership? Homogeneity and lack of shared mission. [03:32] – Why curiosity is the #1 trait Gerry hires for—and how it correlates with top performance. [05:04] – How to measure curiosity in interviews: chaos, not canned questions. [06:47] – Why complaints are a gift: they signal engagement and highlight blockers. [10:13] – Reps don’t need coaches—they need missions, systems and heroes’ journeys. [13:41] – Pipeline is strategy, not grunt work: why most teams are structuring it wrong. [14:32] – The power of the MECE framework in outbound design. [17:16] – Making boring-but-important work fun: points-based comp and behaviour-led incentives. [20:07] – Pipeline development = agile sprint. Here’s how to run it like software engineering. [22:33] – Don’t have a system? Then your tech stack is a liability, not a lever. [26:59] – Real servant leadership is not about being nice. It’s about hard-edged, mission-driven service. Links & resources Enjoyed the episode? Do us a favour rate, follow, review, and share Leadership that Sells. Every click helps another sales leader level up.

Most sales leaders treat recruitment like an admin task. Big mistake. In this episode, I’m joined by David Revell, a specialist in finding, attracting and hiring top-tier sales talent in the cleaning and hygiene industry, to unpack why hiring is selling and why your job adverts probably stink. David shares how most companies only ever reach the weakest 5–10% of the talent pool, why the best salespeople will never touch your generic HR-written advert, and how a simple shift to a marketing mindset can triple your response from the right candidates. He reveals the formula that took his ad conversion rate from 10% to 65% overnight, attracting top performers who weren’t even looking. Forget tired job descriptions that read like professional ransom notes. This episode shows you exactly how to hook high-calibre salespeople, speak to their emotional triggers, and stand out from 10,000 other postings. How to write sales job adverts that get results Stop talking about your company — make the advert all about what the candidate wants. Understand the difference between a job advert (front of the cereal box) and a job description (the boring back). Hook both the emotional brain (lifestyle, freedom, control) and the logical brain (evidence, proof you can deliver). Focus 90% of your copy on benefits the candidate will gain, 10% on your company. Use benefits that filter for the right cultural fit (e.g. office buzz vs remote freedom). Timeline summary [02:19] – The biggest hiring mistake: treating recruitment as an admin task. [05:26] – Why most adverts only reach the weakest part of the talent pool. [08:13] – The tiny window when top passive candidates start looking. [10:44] – How David’s formula boosted ad success from 10% to 65% overnight. [15:04] – No one cares about your company — make it about them. [17:20] – Writing to emotional and logical drivers to hook the right people. [19:42] – Benefits as a bat signal for cultural fit. [28:01] – Case study: rewriting one ad landed a £25m-per-year sales leader on a pay cut. Links & resources David Revell on LinkedIn: https://www.linkedin.com/in/david-revell-8b0929b6/ Charta Recruitment: https://www.chartarecruitment.com/ If you enjoyed this episode, please rate, follow, share and review Leadership that Sells — it helps more sales leaders find the tools to lead first and sell more.

In this deeply personal and powerfully practical episode, I sit down with legacy alchemist Markus Neukom to unpick the roots of imposter syndrome and its impact on sales leaders and high performers. What starts as a conversation about doubt quickly becomes a masterclass in authenticity, identity, and learning how to lead from your core. We explore how imposter syndrome isn’t the real problem – it’s a symptom of something much deeper: an authenticity struggle. Markus shares his own experience of burnout and depression, and how facing it helped him rediscover his mission and reshape how he helps leaders thrive. If you’ve ever questioned your own worth, wondered why success doesn’t feel like success, or felt like you’re “winging it” at the next level — this episode is for you. How to overcome imposter syndrome by reclaiming your authentic self Imposter syndrome is not the issue – It’s a trick. The real challenge is an authenticity struggle – not knowing who you really are. You are not what others reflect – Most people define themselves based on external feedback, not internal truth. Flip that. Deconstruct your past wins – Look at moments of true success and unpack what really made them work. That’s where your core value lives. Know thyself – Until you do, you’re reacting to the world instead of being rooted in it. Self-awareness is the real superpower. Don’t wait to live your legacy – You don’t need to “leave” a legacy when you can live one every single day. Timeline summary [01:12] – “I don’t teach anything I haven’t experienced”: Markus on walking the talk [04:55] – The moment depression hit and what it revealed about imposter syndrome [07:10] – Why your self-confidence is built on a lie (and how to rebuild it for real) [10:13] – Crabs, fleas and elephants: the brutal psychology of human conditioning [14:46] – Identity that can’t be taken from you: how to build confidence that lasts [19:05] – The question every leader must ask: Is this as good as it gets? [23:44] – A practical tool: how to reconstruct your own success stories to reconnect with your value [26:02] – “Imposter syndrome is a compliment” – what it really means when it shows up [27:26] – “If you can dream it, you can do it”: how to crash through the veil and operate in full freedom Links & resources 🌐 Learn more about Markus Neukom If this episode hit home for you, share it with someone who needs to hear it. And if you’re living your legacy — or ready to start — rate, follow and review Leadership that Sells. Let’s make it count.

In this episode of Leadership that Sells, I’m joined by Philip Atkinson — team coach, agile expert, and author of Be Wise: 12 Leadership Lessons from a Busy Beehive. Philip brings decades of global commercial leadership experience and distils it into practical, real-world guidance for sales leaders who want to lead smarter, not just harder. We dig into the surprising (and powerful) leadership lessons we can learn from bees — from how they make decisions, to how they structure teams, to how they know when to let go. If you’ve ever felt like your team is buzzing with activity but going nowhere, this episode is for you. We talk coaching, team dynamics, seasons of performance, and how to create true alignment in chaotic, high-pressure environments. How to lead like a beehive: collaboration, clarity and cycles Ask better questions and listen more – Great coaching starts with curiosity, not control. Shift from competition to collaboration – Sales teams should compete outside, not inside. Internal competition kills culture. Recognise roles evolve – Like bees, great teams change roles as they grow. Salespeople need progression, not just promotion. Know the season – Performance has cycles. Growth, rest and renewal all matter. Don’t expect summer results in winter. Decide like a hive – Gather intel, build consensus, commit. Don’t waste time on the wrong decisions with the wrong people. Communicate clearly – Bees deliver messages in the dark, in the noise. You have no excuse. Say less, mean more. Timeline summary [02:03] – Why Philip brought 12 guest experts into his book (and why leaders shouldn’t go it alone) [03:05] – The “aha” moment that made beekeeping a leadership metaphor [05:25] – The first thing every sales leader should do? Learn to coach by asking better questions [06:13] – Why most sales teams aren’t really teams — and what to do about it [09:30] – What bees teach us about career development and role evolution [14:32] – Understanding energy cycles: why you need to plan for endings, not just beginnings [17:38] – The “murder of the drones” – a dramatic lesson in adapting your skills before you’re obsolete [19:22] – How bees make life-or-death decisions as a team (and how your team can do the same) [24:00] – The biggest benefit of collaboration? Thinking harder before doing more [25:15] – What the hive would say if it could talk: communicate clearly, act consciously Links & resources 🌐 Learn more about Philip Atkinson If this episode helped you think differently about leadership, decision making or team coaching, please share it with someone who needs to hear it. And don’t forget to follow, rate and review Leadership that Sells – it really helps us keep bringing these insights to your ears.

In this episode of Leadership that Sells, I’m joined by Joelle Kaufman – bestselling author, CRO whisperer and neuroscience-driven performance coach – and we’re diving deep into one of the biggest leadership superpowers: dealing with curveballs. Whether it’s a surprise customer objection, a missed number, or a life-altering diagnosis, Joelle lays out a powerful, actionable method to turn chaos into clarity. We unpack her Curveball Method, a science-backed approach that helps leaders stay grounded, activate their strengths, and respond with intention rather than panic. This one’s a masterclass in leading under pressure. If you’ve ever felt the fire alarm go off in your brain mid-crisis (you know the one), Joelle’s got a way to silence it, take a breath, and lead your team through with resilience and purpose. You’ll walk away with tools you can use today. How to lead through curveballs with clarity, calm and confidence Name the curveball – The first step is recognising you’re facing something unexpected. Say it: “This is a curveball.” Turn off the fire alarm – Stress shuts down your thinking brain. Take a deep breath, a sip of water, or close your eyes to calm your system. Get curious – Don’t panic, pause. Ask questions, gather facts, understand what’s actually happening before you react. Play to your strengths – What are you or your team good at? Lean in. If needed, tag someone else in. It’s about the win, not the heroics. Reframe your mindset – Even if it doesn’t go perfectly, there’s something to learn. That’s how you (and your team) grow. Create “happiness tripwires” – Small, reliable moments of joy (like a sunflower or a kind text) keep you fuelled for the long game. Practise curveball responses – Build resilience before it’s needed. Run scenarios with your team, reflect on what went wrong, and embed better reflexes. Timeline summary [01:14] - Joelle’s Curveball Method explained: “Life throws them. Leaders learn to hit them.” [06:33] - Step one: recognise the curveball, turn off the fire alarm, and breathe [08:44] - “It’s not about being a hero. It’s about winning the game — as a team” [12:34] - Cancer, curveballs and agency: how Joelle applied her method in life and business [17:05] - The power of happiness tripwires: “Little moments of joy that boost your immunity and your mood” [20:10] - Sales leaders, listen up: resilience starts with your battery [24:01] - The one skill we’re not teaching sales managers (but desperately need to) [25:13] - Why you need “batting practice” in your team meetings — not just pipeline reviews Links & resources 📘 Crushing the Cancer Curveball by Joelle Kaufman 🌐 Learn more about the Curveball Method: gtmflow.com/curveball 📍 Joelle on LinkedIn: Joelle Kaufman 📸 Instagram: @growthandresilience If you found this episode useful, please follow, rate, review and share Leadership that Sells — it helps us keep bringing you no-fluff, high-impact conversations to help you lead first and sell more.

In this episode of Leadership that Sells, I sit down with serial entrepreneur and business mentor Ral West — a woman who’s scaled multiple businesses (including one sold to Alaskan Airlines), built powerhouse teams, and somehow made it all look effortless. If you’ve ever felt like scaling a business means sacrificing your time, energy, or sanity, you need to hear this. Ral breaks down her 6 Essential Secrets to Business Success and shows why systems are the single most important thing sales leaders and entrepreneurs can implement — no matter how small your business or how “busy” you are. We talk high-performing teams, reducing stress, and why sharpening the axe (yes, literally) is the smartest move you’ll ever make. Oh, and she’s doing it all from Maui. Dream life? Check. How to build scalable success with systems (and still live your dream) Start with systems – If it’s not documented, it’s not repeatable. Systems create clarity, efficiency and consistency. Get aligned on vision and values – Without a clear direction, your team is just pulling in opposite directions. Cue chaos. Track performance – What gets measured gets managed. Data beats drama. Leverage everything – People, automation, education. Leverage multiplies effort and frees up time. Culture drives results – A strong, values-led culture attracts and retains high-performing people. Delight your customers – Don’t just meet expectations — exceed them. Delighted customers stay longer, spend more and bring friends. Timeline summary [02:21] - The foundation of great leadership: vision, values and a win-win culture [05:06] - Why “systems” are the most valuable thing you can build today [06:15] - Ral’s 6 Essential Secrets to Business Success (and why they all connect) [09:02] - “I don’t have time to build systems” – how to fix that mindset with one story [11:19] - Small tools, big wins: how Ral saves hours a day with simple tech [16:45] - Why she’s building a mastermind and how it helps entrepreneurs actually implement [19:44] - The power of collective intelligence and lifelong learning [20:48] - Where to find Ral and start building your dream life Links & resources https://www.ralwest.com/get-webinarhttps://www.linkedin.com/in/ralwesthttps://www.ralwest.com/affiliateshttps://www.youtube.com/@RalWest-wv3ouhttps://www.ralwest.com If this episode helped you think bigger and lead smarter, share it with someone who needs to hear it. And don’t forget to follow, rate and review Leadership that Sells — it helps us help more leaders like you.

In this episode of Leadership that Sells, I’m joined by Carmen Sederino — performance master, speaking strategist and creator of the Illuminated Story Method — who shows us how to take the stage like a pro and lead from the front with presence, clarity and purpose. If you’ve ever sat through a mind-numbing, forgettable presentation (or worse, delivered one), this one’s for you. Carmen breaks down how sales leaders and execs can elevate even the most “corporate” moments into compelling experiences. Whether you're running a town hall, delivering strategy updates, or motivating your team through change, you’ll learn how to avoid the biggest presentation pitfalls, and instead connect with impact, intention and theatre-worthy precision. No fluff. Just hard-won insight you can use immediately. How to deliver unforgettable presentations that lead, not just inform Stop winging it – Rehearsal isn't the enemy of authenticity. If you think you're better off-the-cuff, you probably just haven't practised enough yet. Ditch the PowerPoint crutch – You’re the star, not your slides. Cut the clutter and make your deck serve your message, not replace it. Create a show, not a slide deck – From tone and timing to lights, sound and storytelling, make your message an experience, not an information dump. Practice like a pro – Amateurs practise until they get it right. Pros practise until it can’t go wrong. Aim for 7 run-throughs, minimum. Lead with empathy – Put yourself in your audience’s shoes. What do they need to hear, feel and believe? Timeline summary [04:28] - How introverts can still own the stage by playing with their authentic range [06:15] - “You must be believable to be trusted — and to be believed, you need confidence and presence” [07:16] - The 3 C’s of speaking: clear, confident, and compelling [11:07] - The #1 mistake leaders make: winging it (and why it’s killing your credibility) [13:18] - Avoid this one word in your speeches that instantly kills momentum: but [15:07] - Why Steve Jobs rehearsed like a theatre actor (and why you should too) [22:00] - “You are so much more interesting than your PowerPoint” — how to own the room without hiding behind slides [25:22] - What Carmen would put on 10,000 billboards: What if it was you? [29:00] - Carmen’s book recommendation: Ride of a Lifetime by Robert Iger Links & resources https://www.linkedin.com/in/carmen-sederino-0788b513/ https://www.instagram.com/illuminatedstory/ https://www.facebook.com/IlluminatedStory If you got value from this episode, please take a second to rate, follow and share Leadership that Sells. It really helps more people like you lead better and sell more.

This is a special episode—it's me chatting with my Mum. I've learned a lot about leadership over the years, but it’s humbling to sit down with the person who taught me first and most. My Mum, Andrea Morton, spent decades as a headteacher, leading schools through everything from petrol bombs and staff conflicts to building community pride from scratch. Throughout our conversation, I was delighted that one idea kept shining through: great leaders like my Mother are simply on their people's side. It's not complicated. It's genuine care and support, small gestures that build trust, and stepping up to clean the school yourself when needed. Her stories aren't flashy, they're real and practical. Leadership, according to Mum, isn’t about ego. She says it’s about service. Here are three big lessons she shares here about "being on their side": Serve first, lead second: Leadership isn’t about authority - it's about helping your team succeed. Mum started with simple things like improving the staffroom, making sure teachers had what they needed. It showed she genuinely cared. Deal with trouble early: When there's a problem, waiting won't fix it. Mum tackled tough situations fast, protecting her team's morale. She never let issues linger, knowing it would only make things worse. Build something together: People feel connected when they're part of building something meaningful. Mum involved teachers, kids, and even parents in designing uniforms and shaping the school's identity. It gave everyone pride and belonging. This is probably the most personal episode I've done. It's my Mum’s wisdom, but it's for anyone who wants to lead with heart, humility, and genuine care. I hope you enjoy this 100th episode - and if you find value in it, please rate, share, and review. It helps more people find conversations like this one.

In this episode, I sit down with Sylvana Rochet – the leadership advisor trusted by execs from Tesla, Slack and Apple – to talk about how to lead through the chaos of high-stakes transitions without leaving your people behind. Whether it’s an IPO, a layoff, or a burnout-fuelled exit, Sylvana helps leaders get clear, stay human, and lead with intention. We dig into the real blind spot most execs miss: the emotional fallout of change. You can’t just tick off the legal and financial to-do list and expect the team to bounce back by Thursday. We unpack how slowing down, asking better questions, and connecting to your true intentions can transform the way you show up and lead. Whether you're scaling fast or just figuring out what’s next, this one’s gold. How to lead through big transitions without losing your people Plan for the people – Most leaders focus on logistics and forget the emotional reality of transition. Your people need space to process. Give it to them. Slow down to speed up – Honour the human side of change now and you’ll move faster later with a team that’s energised and bought in. Use the three C’s – Clarity, curiosity and courage. Get clear on your intention, get curious about what you don’t know, and find the guts to do what’s right, even when it’s hard. Set your intention – Every conversation, every decision, every day. Don't drift. Be intentional with how you show up and what you want to create. Practise X-ray listening – Go deeper than the first answer. Ask better questions. Listen for what’s said and unsaid. That’s where the truth is. Timeline summary [02:55] – The leadership blind spot in transitions: ignoring the human element [06:33] – “Slow down now so you can go faster later” – why pacing matters [07:37] – The Three C’s: clarity, curiosity and courage – your go-to framework [12:01] – “Your real intention? To prove you’re as good as your sibling.” [14:13] – The billboard test: What is your intention? [19:03] – How to practise X-ray listening and actually hear what matters [23:39] – Listening as an act of relationship, not just a transaction [25:00] – Transition coaching: clarity, courage and what's next [27:16] – Build an identity that no one can take from you [27:41] – Book rec: The Courage to Be Disliked and why it’ll blow your mind Links & resources 📘 Book recommendation: The Courage to Be Disliked by Ichiro Kishimi and Fumitake Koga 🔗 Connect with Sylvana Rochet on LinkedIn If this episode sparked something for you, share it with a fellow leader going through change. And don’t forget to rate, follow and review Leadership that Sells – let’s help more managers lead first and sell more.

What’s the smartest way to take over a team without falling into the usual traps? In this episode, I’m joined by Carl Sharperson Jr. — a former Marine Corps pilot, corporate VP and leadership coach who’s worked with brands like Chick-fil-A, BMW and Lockheed Martin. Carl shares the exact process he uses to walk into a new team and turn it into a high-performing system (not just a team). We get into how authenticity and resilience aren’t just personal values — they’re strategic leadership tools. Carl breaks down his "join-up" approach for building trust, getting buy-in and turning adversity into fuel. No theory here. Just straight-up, battle-tested tactics from someone who’s lived it in the military, the boardroom and life-or-death moments. If you’re a leader stepping into a new role — or rebuilding a struggling team — this one’s essential. How to take over a team and turn it into a high-performing system Build trust with a “join-up” conversation — start with your own story Ask what the org can do better, from their perspective Set expectations and invite the truth, even if it’s uncomfortable Ask: “How can I help you?” Solve one problem, earn long-term loyalty Co-create the vision, strategy and plan — don’t dictate Focus on the system: people, processes, relationships and metrics Teach resilience: if you quit once, it gets easier to quit again Timeline summary [04:52] - The P&G plant that outperformed by building trust and diversity [11:07] - Carl’s join-up method: the conversation every new leader should have [13:20] - “Help them with one problem, and you’ve got a friend for life” [16:13] - Turning trust into results with clear, co-created goals [20:01] - Why high performance means building systems, not just teams [24:46] - Resilience in action: what football, cancer and leadership have in common [31:33] - Why you should go with their solution, even if yours is better [36:08] - The real leadership challenge execs confess too late: balance [40:08] - Carl’s message to the world: “Love covers a multitude of sins” Links & resources 👉 www.carlsharpersonjr.com 📘 Sharp Leadership: Overcome Adversity to Lead with Authenticity — available on Amazon If this episode helped shift your perspective, do me a favour: rate, follow, share or leave a review. Let’s help more leaders lead first and sell more.

In this episode of Leadership That Sells, I sit down with Dmytro Tymoshchuk, serial entrepreneur, co-founder of DST Group and CEO of ToolsOn, a platform that’s set to transform how digital businesses manage operations. But what starts as a chat about building software quickly reveals a deeper superpower: Dmytro is a master at finding hidden talent and unlocking people’s potential. We talk about his journey from engineer to entrepreneur, the challenges of managing complex businesses with duct-tape tools like Excel, and the real reason so many startups fail. Dmytro explains how he built not one but two successful companies by spotting greatness in people others overlook—whether it’s a prompt engineer hiding in a basement or a future CTO working their way up from the ground floor. We get into practical ways to identify raw talent, the questions that matter in an interview, and how to turn people’s passion into performance. If you're tired of hiring the obvious candidates and want to start finding the difference-makers, this one’s for you. How to spot hidden talent and build teams that scale fast - Look for people already creating things, even if it's not in your field. - Prioritise hands-on experience over academic abstraction. - Pay attention to how they speak—clear, precise language often signals deep thinking. - Give them a real challenge with purpose and autonomy, then see how they run with it. - Offer remote flexibility as a serious advantage to attract motivated self-starters. - Nurture internal talent—developing leaders from within often beats hiring externally. Timeline summary [02:01] – “I'm a geek who doesn't code” – how Dmytro helps engineers make better decisions [04:22] – The pain of patchwork tools: why ToolsOn is built for digital-first operations [10:10] – “We're not building a Swiss army knife” – how a framework beats a feature list [14:45] – 100 customer interviews in 2 months: solving problems people actually care about [22:34] – Behind the build: the 13-year journey of trust and team chemistry [29:03] – Finding a prompt engineer in a music producer’s basement [36:34] – The roadmap mindset: how to turn talent into scalable execution [43:40] – Why you should train people to be great at what they’re already good at [46:57] – “Be responsible and live by your conscience” – wisdom from Dmytro’s grandmother Links & resources LinkedIn If this episode made you think differently about talent, teams or your own leadership potential, do me a favour: follow the show, share it with someone who needs to hear it, and leave us a quick rating or review. Let’s build better leaders, one episode at a time.

When it comes to exiting a business, most founders are stuck. They’re too embedded in the day-to-day, too essential to operations, and too burnt out to even think straight about what comes next. In this episode, I sat down with award-winning exit strategist Christine Nicholson to unpack exactly how to shift that. Christine has helped hundreds of business owners go from overworked to overjoyed — guiding them to exits worth millions. We talked through why most businesses fail to sell, the three types of exits every founder must make, and the tactical mindset shifts required to hand over control without fear. If you’re even thinking about selling — this is required listening. No fluff, just practical, punchy advice from someone who’s done it all. How to successfully sell your business If you want to make your business sellable and achieve the exit you deserve, Christine says you need to: Timeline summary [03:00] - “Oh, I wonder what that’s like?” — how Christine’s career was defined by curiosity, not a plan [08:57] - The three exits every business owner must make: daily ops, control, and ownership [10:15] - The three most common reasons businesses fail to sell [13:20] - Why due diligence is “Dante’s 10 levels of hell” if you’re not prepared [14:44] - “Hire people who push you out the door” — Christine’s stalagmites vs stalactites model [17:00] - The five-step roadmap to a successful business exit [22:17] - Start here: if you got hit by a bus tomorrow, what would your team need to survive? [27:02] - “Your team are already making up a story about your exit — tell them the one you want them to believe” [31:06] - The real difference between coaches and mentors [33:08] - What the military taught Christine about leadership: clarity, certainty, consistency Links & resources christinenicholson.co.ukLinkedIn

In this episode of Leadership That Sells, I’m joined by the ever-curious and charismatic Jack Cohen — mentor capitalist, strategic consultant, pilot, black belt, and author of Freedom Frameworks. Jack's story is one of relentless skill acquisition, diverse experience, and a deep commitment to serving others. We dig into what it really takes to grow a team, a career and a company — and it all comes down to tools, frameworks and a very particular mindset. We talk about how the most interesting people do the most interesting business, why leadership is about creating pull energy not pushing tasks, and how to lead your life (and your people) with intention. If you’ve ever found yourself managing without a clear north star or repeating the same year of experience over and over — this one’s for you. We get into how to use frameworks to manage yourself before managing others, the reason context is king, and how to turn success into wisdom by sharing it. Jack shares why he wrote Freedom Frameworks, what Batman taught him about business, and how you can use “pull energy” to get your people to move faster and more effectively — and most importantly, in the right direction. How to create pull energy to accelerate your team's growth Timeline summary [03:07] – Jack’s Thunderball moment: how James Bond inspired a life of skills, speed and service [05:35] – The three ingredients of career success: skills, experiences, relationships [07:10] – Why success without sharing is selfish: the wisdom loop from Jack’s 10-year-old son [10:12] – Batman as the ultimate mentor capitalist: no powers, just tools and leverage [12:37] – How Freedom Frameworks was born from mentoring young professionals [14:58] – “Context gives meaning to content” — and why pull energy beats push every time [16:02] – Picture your future: how storytelling unlocks momentum in life and leadership [16:42] – Source activities vs outcomes: how clarity drives effective strategy Links & resources Freedom Frameworks book Dark Knight Ventures

In this episode of Leadership That Sells, I sit down with Torben Nurby, former Danish military recon captain, leadership expert, and author of The Contextual Leader. We dive into the crucial difference between situational and contextual leadership—why understanding the broader business environment is the key to leading effectively. Torben shares his insights on how to diagnose before acting, shape organizational culture for success, and align leadership approaches to different business challenges. If you want to stop leading with a one-size-fits-all playbook and start making a real impact, this episode is for you. How to lead effectively in different contexts: Timeline summary: [01:15] - Torben’s journey from military recon to leadership consultancy and authorship. [06:45] - What is contextual leadership, and why does it matter more than situational leadership? [12:20] - A real-world example: How one leader turned around a struggling furniture company by reshaping its context. [19:30] - The role of subcultures in performance—how to harness them instead of fighting them. [25:10] - Why great leaders don’t come in with pre-set solutions but instead analyze first. [31:00] - Universal leadership traits: Authenticity, relationships, and adaptability. Links & resources: Enjoyed this episode? If you found value in this conversation, please rate, follow, and share the podcast with fellow leaders. Your support helps us continue bringing expert insights to help you lead first and sell more!

In this episode, I sit down with Garrett Delph, CEO of Clarity OPS, who’s spent 25 years streamlining global businesses, turning chaos into clarity, and building systems that empower people to thrive. Garrett shares his philosophy on simplifying the "operational engine room" of business and how sturdy systems and aligned teams drive growth. We dive into the synergy between leadership and systems, exploring why even the best leaders need robust frameworks to ensure clarity and alignment. Garrett shares actionable insights on spotting operational inefficiencies, crafting clear job descriptions, and understanding the critical role humans play in tech-driven workflows. We even riff on the perfect analogy for business operations—spoiler: it involves baking cakes and aligning bolts on classic cars! Whether you're scaling a company, troubleshooting operational gaps, or pondering the future of tech in business, this episode is packed with practical advice and big ideas. Garrett’s vision for “Convergent Leadership 360” ties it all together, creating a roadmap for leaders looking to harness the power of systems and people. Timeline Summary Links & Resources Garrett Delphclarityops.co If you enjoyed this episode, please rate, follow, and share the podcast! Your support helps us bring more insightful conversations to leaders and entrepreneurs like you

In this episode, we explore the intersection of leadership, kindness, and culture-building with Kristy Pretzinger, CEO of WG Content and author of Your Cultural Balance Sheet. Kristy shares her journey from freelance writer to building a successful content company anchored in kindness. She reveals how values like empowerment, curiosity, and joy can shape a thriving workplace and why businesses should prioritize culture as much as profit. We dive into actionable strategies to foster psychological safety, reduce workplace stress, and encourage innovation. Kristy shares how meditation and mindful breaks have transformed her team's productivity and well-being. Whether you're leading a small team or a global organization, this conversation offers profound insights into creating environments where people—and ideas—flourish. Episode Highlights [1:04] - Kristy’s journey: from freelance writer to CEO with kindness as a cornerstone. [3:31] - Empowerment, curiosity, kindness, and fun: living company values beyond the laminated card. [7:08] - Fear, love, and leadership: the emotional foundation of a thriving workplace. [15:34] - Vulnerability and authenticity: how to lead effectively without "over-sharing." [22:39] - What is a cultural balance sheet, and why every leader needs one. [26:23] - The power of mindful practices: using meditation and device breaks to improve creativity and focus. [29:00] - The direct link between leadership self-awareness and team performance. Links & Resources wgcontent.comKristy Pretinger Closing Remarks If you enjoyed this episode, please rate, follow, and share the podcast! Your support helps us bring more insightful conversations like this to your ears.

Finding the perfect next step in your sales leadership career isn’t about applying for endless job postings—it’s about targeting the right opportunities with precision. In this episode of Leadership That Sells, I sit down with Richard Washington, founder of Tick Talent and author of The Dream 20 ICP Playbook, to discuss a strategic approach to job searching that mirrors the best sales processes. Richard shares why most job seekers get it wrong and how to flip the script by identifying and engaging with companies before they even post a job. We talk about the importance of niching down, positioning yourself as the solution to a company’s biggest problems, and using an account-based approach to networking that puts you in a league of your own. If you’re a sales leader looking to take control of your next career move—this episode is a must-listen. How to land your ideal sales leadership role: Episode highlights: [04:10] - The biggest mistake sales leaders make when job searching [09:25] - How to craft a compelling LinkedIn headline that attracts the right opportunities [15:40] - Why job hunting is just like B2B sales (and how to leverage that insight) [21:55] - The Dream 20 strategy: How to build a pipeline of ideal roles [28:30] - The mindset shift that turns job seekers into high-value candidates Links & Resources: LinkedIn If this episode helped you, share it with a fellow sales leader, follow the show, and leave us a review!

Most family businesses don’t survive beyond three generations. Less than 3% make it to the fourth. Why? Because growing a business and sustaining a family at the same time is an incredibly complex challenge. In this episode of Leadership That Sells, I sit down with Charlie Likewise, business veteran and author of The Power of Legacy, to uncover the secrets to long-term family business success. Charlie breaks down the three biggest decision-making areas that determine whether a family business thrives or fails: purpose, direction, and legacy. We explore how generational engagement plays a crucial role in succession planning, why governance is often misunderstood, and the steps every family business leader should take to ensure continuity across generations. If you’re leading a family business and want to secure its future, this episode is packed with actionable insights. How to build a lasting family business legacy: Episode highlights: [03:10] - The shocking statistic: why 97% of family businesses fail before the fourth generation [08:25] - How to align your family and business around a shared purpose [14:40] - Why governance is misunderstood (and how to make it work for your business) [20:55] - The role of generational engagement in building leadership and succession plans [29:30] - How to balance business sustainability with family expectations Links & Resources: expertsinhow.com If this episode helped you, share it with a fellow business leader, follow the show, and leave us a review!