As sales leaders, it can feel natural to focus on the things you can control, such as product direction, pricing strategies, and marketing campaigns. What often feels less straightforward—but is infinitely more impactful—is empowering your people. Trying to control people, however, crosses ethical lines and can harm morale and innovation. Instead, it's vital to see them as the driving force behind your goals. Your team members bring the energy, creativity, and dedication necessary for any real success, and their individual needs and motivations deserve respect and attention.

In this episode, Kyle sits down with Phil Putnam, former Senior Global Enablement Manager at Adobe, who shares insights from his journey through leadership. Phil discusses the importance of desire and empathy in effective people leadership, emphasising that many sales managers often prioritise the wrong things. Instead of focusing solely on metrics, he believes sales leaders should connect with the unique aspirations and strengths of each team member.
 
 His approach, known as desire-based leadership, underscores that when leaders align their goals with the personal desires of their team, they create a foundation for genuine, sustained performance. To dive deeper into Phil’s perspective, tune into the episode and explore his book Desire-Based Leadership here.

This episode, we welcome two very special guests in the podcast studio - Neil Clough and Nicole Plinston. Just over 10 years ago, they joined forces and founded Prime with the mission to change the perception of sales. So, what better way to celebrate our 10th anniversary and the run up to Christmas than have their very first employee interview them on air!

Kyle, Nicole and Neil recall the ups and downs of Prime’s beginnings and how they found the motivation to keep going through recessions, industry changes and a little thing called the pandemic. As Nicole states, the only constant in  recruitmen is change itself, so being agile and open to change is key! To learn firsthand how Prime navigated these challenges, make sure you tune in!

Only 28% of UK businesses survive 10 years. So, if you’re looking to start a business that lasts, a successful career in sales or just a good laugh and some advice, this episode is not to be missed.

In the first episode of season 5, Kyle sits down (in person!!) with Hishem Azzouz, the founder of Hector, a market-leading training platform for recruitment professionals. Hishem’s journey into sales began with a commission-only job in Magaluf, where he sold bar crawl tickets to holidaymakers in one of Europe’s busiest party destinations.

However, Hishem’s true passion was always in recruitment, so he pivoted, working tirelessly to establish himself in the industry. He began by building a personal brand on LinkedIn, regularly sharing valuable insights. His posts quickly gained traction, earning him a reputation as a knowledgeable and approachable figure in recruitment.

Leveraging his personal brand and industry insights, Hishem launched Hector, a platform now widely regarded as one of the best training resources in recruitment. To hear more about how - through a dedication to learning and development - Hishem found success, make sure to tune in! 

On the season finale of Changing the Perception of Sales, Kyle sits down with sales trainer Andy Bounds.

Andy found a passion for communication as a child when he noticed the issues his blind mum navigating the world. Since then, Andy has worked in over 40 countries and with brands like John Lewis and Barclays to change the way they sell.

If you want to learn how to streamline your sales process, communicate with a purpose and make better sales, don’t skip this episode!

In this episode of the ‘Changing the Perception of Sales’ podcast, Kyle catches up with sales trainer and public speaker, Tony Morris.

Tony shares his journey to professional success, from starting in software sales to being invited to speak in over 30 countries! He also explains the process of finding his ‘why’ and how he helps others to find their true motivations.

For anyone looking to have a successful career - whether in the sales industry or not - this episode is a goldmine of advice and proven techniques that have helped Tony support sales teams across the world.

In this episode of Changing the Perception of Sales, Kyle catches up with founder and CEO of Parallel Partnerships, Keir Shave.

After a successful start to his career, one email turned Keir’s world upside down. This setback created the perfect time to start anew. This became the origin story of Parallel Partnerships.

Keir and Kyle discuss the challenges of starting a new business, his experience selling to everyone from farmers to undertakers, and his advice for the next generation of SDRs.

On this episode of the podcast, Kyle sits down with Adam Jones: CCO of B2W Group and Non-Exec Director of 3THINKRS. Once on either end of a disastrous cold call, Kyle and Adam now come together to discuss how their work is changing the perception of sales.

From starting his sales career selling software to the farmers of Malawi to becoming a sales leader, Adam took an unlikely route into sales but flourished under the pressure. Despite his unusual start in the industry, Adam is a strong advocate for universities teaching sales techniques and theory. Taking from his years of sales experience, Adam also shares how he manages to stay present in the moment and be mindful in the face of pressure in a sales environment. 

Finally, after over 2 years, Kyle and Adam break down their infamous cold call. Learning from this moment, they give tips to new sales professionals so they can achieve the best results without the awkwardness. 

Royden Greaves, Founder of Jarvis, a revolutionary retirement tool, shares his unique journey from the world of sales to becoming a financial advisor on a mission to educate and empower individuals to make better financial decisions.

Royden delves into the importance of finance education, emphasising the steps everyone, including salespeople, can take to build wealth without breaking the bank. He offers practical insights on saving the right way and the crucial role of pension knowledge, ensuring that individuals understand everything about their pension!

Enhance your financial knowledge and take control of your retirement planning!

Joined by Sarah Brazier, Co-Founder at Dimmo.AI, we delve into her viral LinkedIn post highlighting discrimination surrounding maternity policies. Sarah shares her journey, exploring reasons behind such discrimination and potential solutions for fostering inclusivity.

Beyond this crucial issue, Sarah offers insights into her transition from acting to top SDR, providing tips on effective cold-calling. She also discusses the future of the evolving SDR role in the sales industry.

This enlightening discussion on sales, inclusivity, and personal growth discovers how embracing change can lead to remarkable opportunities 

In this episode, we're joined by Robin Burr, a Sales Performance Trainer and Therapist at UGen Training and Consultancy. Robin shares his unique perspective on the often-overlooked psychological aspects of sales.

Drawing from his initial experiences in sales, Robin sheds light on the highs and lows of the profession and how the struggle for consistency can impact one's mental health. He discusses his transition into coaching and training, advocating for a more therapeutic approach to sales.

Tune in as Robin delves into the power of hypnosis in sales, exploring how it can help salespeople overcome mental barriers and enhance their performance. He also shares valuable insights on the importance of tonality and how to leverage it effectively to increase sales success.