Sales teams don’t fail because of a lack of data, they fail because they overlook behaviours, systems, and the fundamentals that drive performance.

In this episode of Because Growth Matters, Daniel sits down with George Brontén, CEO of Membrain and author of Stop Killing Deals, to explore how complex B2B sales can be simplified and transformed.

George shares why traditional CRM systems frustrate sales teams, how shifting focus from data to behaviours changes results, and the role of AI in augmenting (not replacing) human thinking.

You’ll hear George’s take on why many CRM implementations fail, how coaching frontline managers is the biggest lever for performance, and why sales leaders need to embrace systems thinking to truly engage all stakeholders.

Timestamps

00:00 Introduction to George Brontén, CEO of Membrain

01:46 AI, automation, and the future of sales technology

02:49 Being a partner-first company

05:12 The real driver of sales performance

06:19 Evolution and perception of CRM systems

08:10 Lessons from building and scaling Membrain

11:23 How you sell matters

17:52 The number one problem in complex sales

20:10 Insights from Stop Killing Deals

23:05 How AI can enhance thinking (but not replace it)

25:38 Why CRM systems got a bad reputation

31:26 The importance of coaching in sales leadership

33:48 Having the right KPIs in place

37:09 Evaluating AI tools and avoiding the hype

42:01 Advice to a mid-level sales manager that wants to give their career a boost

44:01 Core values and culture at Membrain

If you enjoyed this episode, please subscribe to Because Growth Matters, share it with your network, and leave us a rating or review. It helps more sales professionals discover these conversations!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with George

Website: https://www.membrain.com

Book: Stop Killing Deals

LinkedIn: George Bronten

If your business is obsessed with numbers but neglecting the people behind them, you need to make a change.

In this episode of Because Growth Matters, Daniel is joined by global CX leader and keynote speaker, Claire Boscq, to explore what truly makes organisations thrive.

With over 30 years of experience in customer experience, emotional intelligence, and employee engagement, Claire discusses the importance of building cultures rooted in trust, care, and authenticity.

They talk about reinventing your career, leading with intuition, and how companies can move from transactional service to transformational experience, create emotional connections at scale, and use AI as a force for deeper human connection.

Timestamps:

00:00 Introduction to Claire

02:02 Overcoming childhood challenges

02:58 Reinvention and career shifts

04:29 Finding balance and personal energy

05:33 Pandemic struggles and building resilience

07:25 The importance of customer experience

10:44 Defining customer experience vs customer service

18:38 Building trust and engagement in sales teams

20:22 The struggles of middle management

22:06 Balancing management and leadership

22:55 Creating a supportive and people-first workplace

28:04 The role of technology in enhancing CX

30:34 The future of customer experience and AI

32:16 Resources and recommendations

Please don’t forget to subscribe and rate the show 5 stars if you enjoyed!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Claire:

Website: https://claireboscq.com/

LinkedIn: Claire Boscq

Upcoming events: https://claireboscq.com/event/

If you’re not using AI in your sales process, you’ll start to fall behind.

Daniel sits down with sales consultant and podcast host Fergal O’Carroll to explore how sales managers can build frameworks that drive predictable results, create accountability across teams, and use AI to accelerate growth.

Fergal shares the lessons he wished he’d known when stepping into sales management, the importance of account planning frameworks, and why objectives must always be tied to time and money.

You’ll learn how to boost sales velocity, manage underperformance, and coach sellers without falling into the ‘hero manager’ trap.

Timestamps

Timestamps00:00 Introduction to Fergal01:22 Sales in Ireland03:41 How Fergal got into sales management05:43 Sales Management Frameworks That Work08:41 Key strategies for managing sales teams13:22 Driving revenue from existing clients15:50 Setting objectives and strategies18:41 Reviewing account plans22:58 Fixing revenue stalls and improving sales velocity24:20 Deal sizes and lack of ambition24:12 Continuous discovery and higher win rates28:46 Planning and sales cycle length25:35 The role and expectations of sales managers36:33 Using AI in sales processes41:59 Fergal’s career highlights

If you enjoyed this episode, make sure to subscribe to Because Growth Matters on your favourite podcast app, leave us a review, and share the episode with your network. It helps more sales leaders discover these conversations.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Fergal:

• LinkedIn: Fergal O’Carroll
• Website: SYS Velocity
• Podcast: Supercharge Your Sales Velocity Podcast

In today’s episode, rising star Marianthe Panas, a South African actress making her mark on the London stage, reveals what it really takes to break into London’s competitive musical theatre scene.

From her sold-out cabaret Here I Am to her breakout role in Starlight Express, Marianthe shares the truth about life as a performer and the discipline, resilience, and daily grind it takes to make it.

She opens up about leaving Durban during the pandemic to study musical theatre in London, navigating the challenges of auditions and rejection, and how faith and support systems keep her grounded.

Timestamps

00:00 – Introduction to Marianthe Panas

01:33 – The challenges of pursuing a career in acting

03:17 – Life in London vs growing up in South Africa

08:26 – Marianthe’s sold-out show

12:05 – How Marianthe knew that performing was for her

16:00 – Support systems and mentorship through tough times

17:43 – Honing her skills to land her first role

20:05 – Daily routines as a performer

23:33 – Juggling auditions, part-time work, and income streams

26:23 – Handling rejection and finding joy outside of performing

30:20 – Rituals for resilience

31:22 – Preparing for auditions

34:20 – What helps Marianthe to bounce back

36:51 – Marianthe’s most memorable performance and dream roles

38:21 – The 1% that makes her stand out

If you enjoyed this conversation, make sure to subscribe to Because Growth Matters and rate the show 5 stars!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Marianthe:

Instagram: @marianthe_panas

More leaders need to start believing in the skills and capabilities of others!

In this episode of Because Growth Matters, Daniel sits down with accomplished sales and business leader Tracy Embree to unpack the lessons she’s learned from a career spanning engineering, manufacturing, technology, and high-growth business environments.

Tracy shares how early mentors and a willingness to embrace risk shaped her career trajectory, moving from chemical engineering into executive leadership and sales.

She opens up about navigating challenges as a woman in male-dominated industries, the critical importance of self-belief, and why running toward the “hard stuff” can create breakthrough opportunities.

They also discuss the future of leadership in the age of AI, how to balance long-term strategy with short-term demands, and the power of collaboration in executive teams.

Timestamps

00:00 Introduction to Tracy Embree

02:59 Tracy’s early career

06:15 From engineering to leadership and sales

07:47 Misconceptions and realities of sales

10:57 Navigating challenges as a female leader

13:05 Advice for graduates and young professionals

14:37 AI, leadership, and the future of work

16:36 Balancing long-term vision with short-term demands

18:09 Common leadership mistakes and how to avoid them

22:48 Personal reflections and future plans

30:10 Mentorship and ruthless prioritisation

32:21 Recommendations for books and resources

35:11 Leaders to look at for inspiration

38:38 The 1% shift

40:20 Connect with Tracy

If you enjoyed this episode, make sure to subscribe to Because Growth Matters so you never miss new conversations with today’s top business leaders.

If you found value, please rate and review the show on your favourite podcast platform and share this episode with colleagues who want to lead with impact!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Tracy

LinkedIn: Tracy Embree

Sales leadership isn’t just about teaching people how to close deals.

Daniel Robus sits down with Bernadette McClelland, founder of the Sales Leadership Academy and internationally recognised keynote speaker, to explore what truly drives sales performance.

Bernadette shares how self-leadership, role clarity and deliberate disruption can transform teams from average to high-performing.

She challenges outdated sales training methods, highlights why psychological safety is the secret weapon for sales success, and reveals why conviction and certainty are the real products every salesperson sells.

Timestamps

00:00 Intro to Bernadette

01:40 Bernadette’s journey to the US and earning the “Einstein Visa”

03:11 The thrill of public speaking and speaking from the heart

04:27 Life in Denver, Colorado

05:29 How Bernadette got into sales

07:26 Why true sales leadership is about energy

09:49 The hidden challenges holding sales leaders back

18:52 Building high-performing sales teams without a scarcity mindset

25:38 The importance of psychological safety and the CARES framework

28:53 Role models to learn from

30:56 How to connect with Bernadette and work with the Sales Leadership Academy

31:53 Advice for someone stepping into sales enablement

32:54 What is the 1% that leads to exponential growth

If you enjoyed this episode, don’t forget to subscribe to Because Growth Matters, share it with your network, and leave a rating and review on your favourite podcast platform.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with BernadetteLinkedIn: Bernadette McClelland

Speaker Website: https://www.bernadettemcclelland.com/

Sales Leadership Academy: https://salesleadershipacademy.com/

If you’ve ever stared at a PowerPoint slide deck while wondering why your audience looks bored to tears, this episode is going to shift everything.

Daniel sits down with the unforgettable Richard Mulholland, former rock ’n’ roll roadie turned presentation expert, founder of Missing Link, and author of Relentless Relevance.

Rich shares what he’s learned about how sales leaders can present, pitch and persuade like true professionals, whether online, in a boardroom or on a stage in front of thousands.

They discuss what it really means to earn the applause before you step on stage, why professionalism needs to be redefined, how to overcome the fear of rejection in sales, and what the best salespeople all have in common.

Whether you’re a business leader, salesperson or aspiring speaker, this conversation is packed with practical tools, fresh perspectives and moments that will make you rethink how you present yourself and your ideas to the world.

Timestamps:

00:00 Welcome and introduction to Richard Mulholland

01:42 From roadie to presentation expert, how Rich’s journey began

05:16 Why most presentations fail and how to fix them

15:06 How to sell effectively on Zoom and Teams

21:26 Challenging outdated ideas of professionalism

27:28 The advantage of age in your career

31:21 Overcoming fear of rejection in sales

33:56 Climbing Cringe Mountain

35:39 Wildest sales pitch

36:55 Balancing work and life as a modern leader

39:47 Redefining masculinity and gender roles

44:09 Dream dinner guests and the art of rhetoric

48:20 Richard’s new book

49:28 Professional speaking training

50:54 Contact Richard

If you enjoyed this episode, please tag us on LinkedIn and let us know what your biggest takeaway was.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Richard:

LinkedIn: Richard Mulholland

Missing Link website: https://msnglnk.com/

Richard’s books: https://www.richmulholland.com/books/

Is your sales team truly set up for long-term success, or are you stuck in a cycle of short-term wins and high turnover?

In this episode, Daniel sits down with Darren Mitchell, host of The Exceptional Sales Leader podcast, to unpack the challenges behind developing high-performing sales teams.

With over 20 years in sales and leadership, Darren shares why traditional sales promotions fail, how companies unknowingly sabotage their sales leaders, and what it actually takes to create a culture of ethical, sustainable sales growth.

They explore the psychology of leadership, how to coach with intention, and why listening is a sales leader’s most powerful skill.

Timestamps

00:00- Introduction to Darren

00:59- Darren’s journey from engineer to sales leader

06:19- Fast-tracking sales careers through mentorship

07:21- Why great sellers often struggle as leaders

15:32- Building a strong sales team through trust and accountability

19:24- How organisations can actually support sales leaders

26:47- Selling ethically and playing the long game

34:20- The most underrated leadership skill

37:08- Darren’s top 3 resources for sales leaders

43:54- The 1% difference that changed Darren’s career

46:41- Get in touch with Darren

Don't forget to subscribe, rate the show, and share it with someone in your sales network who needs to hear this conversation.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Darren:

Website: https://exceptionalsalesleader.com/

LinkedIn: Darren Mitchell

Podcast: The Exceptional Sales Leader Podcast

It’s time to stop chasing metrics and actually lead a sales team that performs.

Daniel sits down with sales coach, speaker, and author Mike Weinberg to talk about what effective sales management really looks like.

Mike shares a clear framework for accountability, why coaching is non-negotiable, and how managers can shift out of reactive mode and into leading high-performing teams.

They discuss the issues caused by poor leadership from the top, the challenges of post-COVID sales, and how to fix broken sales cultures.

This episode is packed with practical advice for any sales leaders.

Timestamps

00:00 Introduction to Mike Weinberg

02:57 Why baseball is the perfect sales analogy

04:57 Are you managing sales or just updating a CRM?

08:04 When Mike realised that sales is much more than just closing a deal

13:19 A 3-part framework for sales accountability

23:04 Why great sellers often fail as managers

26:22 The difference between managing and doing

29:36 Post-COVID sales and mastering the fundamentals

35:05 Where AI helps (and hurts) in sales management

39:13 The biggest change Mike has noticed in readers of his books

44:29 Who sales leaders should be listening to

46:37 How to prevent burnout as a sales manager

50:01 Balancing empathy and results focus

52:09 The 1% shift for growth

If you found this episode valuable, subscribe to Because Growth Matters on your favourite podcast platform.

Don’t forget to rate, share, and leave us a review to help more sales leaders build high-performing, sustainable teams.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Daniel:

Daniel Robus on LinkedIn

Growth Matters Intl on LinkedIn

Growth Matters International Website

Connect with Mike:

Mike Weinberg on LinkedIn

Mike Weinberg’s Website

New Sales. Simplified.

Sales Management. Simplified.

What if you could grow a business to a million in revenue without sending a single cold email?

In a world obsessed with high-volume outreach, Christi is doing things differently and it’s working!

In this episode, Daniel sits down with Christi Loucks, founder of Howdy Sales, to unpack the strategy that’s helped her build a high-performing sales consultancy focused on warm leads, real relationships, and relevance over volume.

They discuss the difference between lead generation and true pipeline building, why most founders don’t understand modern prospecting, and how AI is changing the sales game.

Christi also shares the personal lessons behind her transition from HR to sales leader to founder, including her biggest sales mistake, the tech tools she swears by, and what she’s learned from being told to “F off” in a cold email…

Timestamps

00:00 Introduction to Christi

00:49 Life in Denver

02:51 Christi’s journey to founding Howdy Sales

06:20 What Howdy Sales does

07:18 Challenges in modern prospecting

09:03 What is misunderstood about being a hunter

11:20 Why founders and CEOs struggle to understand modern prospecting

13:58 What makes a hunting rep unstoppable in today’s environment

15:24 Email vs. Phone in Sales

17:04 Building a Successful Sales Pipeline

19:23 Advice for New Sales Managers

22:18 Christi’s goal to hit $1M in revenue without cold outreach

24:23 The role of automation in modern sales

26:44 Balancing technology and human connection

30:59 Christi’s favourite tools and podcast rec

33:42 Lessons from Christi’s sales mistake and what it taught her

35:44 Christi’s 1% shift that changed her career

36:31 Get in touch with Christi

Enjoyed this episode? Follow or subscribe so you don’t miss upcoming conversations with world-class sales thinkers, founders, and leaders!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form ⁠HERE⁠.

Connect with Christi:

Howdy Sales Website

Christi on LinkedIn

Connect with Daniel:

Daniel Robus on LinkedIn

Growth Matters Intl on LinkedIn

Growth Matters International Website