The Exceptional Sales Leader Podcast

Branding is a critical element of the environment we live in today. Whether it be salespeople, sales leaders, sports people, sporting organisations, or companies, the power of a brand can have a huge impact on the ability to drive interest, to drive attention, and ultimately to drive conversion. Being crystal clear on the characteristics that are important to the brand are critical, especially for our personal brand. In this episode, I’m joined by Dave Behar, Founder, CEO and Chief Executive Athlete of ION Network & Behar Brands. Dave shares his decades of experience in helping organisations build game changing brands in multiple industries, including sports, and what principles and strategies we can focus on to build a quality brand.

To connect with Dave and to learn more about what he does, please go to:

Website – https://ions.com/

When it comes to selling, many salespeople (and sales leaders!) focus much of their attention on the sales techniques, the sales process, and the sales competencies. In other words, the ‘doing’. Whilst this is critically important to success, many sales people are not realising the results that they are capable of because they are missing a vital and much overlooked element – the ‘being’. Who do they need to be in order to be a successful sales person and sales leader. In this episode, I’m joined by Jeni Jonte and we discuss the importance of creating a strong self image, setting bold goals, and the power of ‘thinking’.

To learn more, please go to https://www.bringonpossible.com/

If we analyse highly successful sales people, irrespective of the industry they operate in, they have a few things in common. They will possess a will to win, to serve, they are tenacious, have tremendous self belief, amongst other traits. What they also share is a very supportive and high quality leader. I keep saying that teams become the reflection of the leader, and the more leaders I speak with and the more teams I interact with, this continues to be even further deeply confirmed. In this episode, I have the privilege of speaking with Jerry Acuff, CEO & Founder at Delta Point, a man recognised as one of the top 3 sales experts globally and one of the 50 greatest salespeople of all time. He has even been described as ‘the Dale Carnegie of the 21st Century’. It is a fascinating conversation around unlocking sales success through the power of leadership. Enjoy.

To connect with Jerry and to learn more about what he does, please go to:

LinkedIn – https://www.linkedin.com/in/jerryacuff/

Website – https://www.jerryacuff.com/

When it comes to business to business negotiations, many organisations talk a good game around seeking to drive mutual value, of trying to drive win-win outcomes, and yet when in the negotiation itself, competitive juices start to flow, and it becomes a race to see who can get the best deal, often at the expense of the other party. Not a great outcome, especially when negotiating with another company where there will potentially be a longer term relationship. In today’s episode, I’m joined by Glin Bayley, the Value Negotiator, and we explore how negotiations can be a mutually beneficial process, and delve into the VALUE method. It is a great conversation sprinkled with great tips on how to improve negotiation capabilities.

To connect with Glin, and to learn more about what she does, please go to:

LinkedIn – https://www.linkedin.com/in/glinbayley/

Website – https://www.thevaluenegotiator.com/

In working with leaders for nearly 10 years, there is one key common element that many people are searching for from their leaders, and that is certainty. Despite what may be happening in the external and internal environments, it is the leader who is able to provide direction, inspiration and certainty to their team who will ultimately develop the trust, engagement and loyalty of their team. And one of the best ways to create certainty is through stability. In today’s episode, I’m thrilled to have Emily Hawkins share her thoughts and insights on the power of reflection, planning and execution of key priorities and metrics, all through the lens of stability. As Emily has discovered in her own leadership, exceptional leadership = STABLE leadership.

To connect with Emily and to learn more about what she does, please go to:

LinkedIn – https://www.linkedin.com/in/emilyhawkins4u/

Instagram – https://www.instagram.com/emilyhawkins4u/

Website – https://www.emilyhawkins4u.com/

When it comes to selling, many salespeople lead with their product or service, and seek to ‘retro fit’ this into a perceived need or in some cases a created need. Whilst this can generate results for the salesperson, it doesn’t always represent tangible value for the client, often leading to buyers remorse. Exceptional sales people always have the courage to ask for the sale, but they do so after they have built genuine rapport with the client and have clearly identified whether there is a problem that needs to be solved. These sales people are genuinely interested in the client and not solely focused on trying to be interesting to the client – a big difference. In this episode, I’m joined by Markus Neukom, Leadership Strategist, and Leadership Executive Coach, and we explore the power of being interested, building genuine connections, being authentic, as well as exploring imposter syndrome. It is a fascinating conversation.

To connect with Markus, please go to:

LinkedIn – https://www.linkedin.com/in/markusneukom/

A great privilege of hosting a podcast is the opportunity to speak with incredible people with very different backgrounds, but all following their own Hero’s Journey. And what is fascinating is that the vast majority of them are in a role or running a business today that years ago would not have been within their frame of reference. In today’s episode, I enjoyed a phenomenal conversation with Jamie Kritharas, CEO & Founder of Defiant Digital, Australia’s leading creative performance agency. Jamie has been on an incredible journey, from leaving the corporate world after only 3 months, to following his dream of creating music, to collaborating with some heavy hitters in the music industry, to now running a very successful agency. Jamie’s journey in one of persistence, of following a dream, constantly learning, and finding opportunities to serve others. There are lessons right throughout this conversation that can help all of us as we progress on our own Hero’s Journey.

To connect with Jamie and to learn more about what he does, please go to:

LinkedIn – https://www.linkedin.com/in/jamie-kritharas/

Instagram – https://www.instagram.com/jamiekritharas/

Website – https://defiantdigital.com.au/

Many sales people, as well as sales leaders, treat the role of sales as a ‘job’, rather than a profession. As a result, it can be quite difficult to drive exceptional and sustainable results. It is the sales people and leaders who treat their role as a profession who end up winning in the long run – they have discovered the art and science of sales, and they consistently and relentlessly pursue excellence. In this episode, I had the pleasure of speaking with Ken Lundin, President & Founder of RevHeat, and the author of Strategic Selling Unleashed. It is a fascinating conversation which delves into the essential skills a sales leader needs to cultivate, like coaching, motivation, and implementing rigorous processes for consistent performance. I hope you enjoy the episode. Make sure to listen to the full episode to take advantage of a very special and generous offer from Ken.

To connect with Ken, and to learn more about what he does, please go to:

LinkedIn – https://www.linkedin.com/in/kglundin/

Website – https://revheat.com/

One of the great privileges of hosting a podcast is the opportunity to speak with highly successful, value driven and ethical business people and leaders. People who are driving value in the businesses and environments they operate in, as well as creating significant shareholder and stakeholder value. And in this episode, I had the absolute pleasure of speaking with Lee Benson, the CEO of Execute To Win, 2 x Best Selling Author, and podcast host of ‘Show Your Value’. Lee grew his first company Able Aerospace from 3 to 500 employees with 15 consecutive years of 20% compounded average annual growth, before his exit of undisclosed 9 figures. Today, he advises high growth companies & entrepreneurs to uncover their most important number to ensure growth & success. It is a phenomenal conversation, littered with gold, and one I know you will love.

To connect with Lee, to learn more about what he does, as well as grabbing a copy of his book ‘Your Most Important Number’, go to:

LinkedIn – https://www.linkedin.com/in/lee-j-benson/

Website – https://etw.com/

Podcast – https://etw.com/show-your-value/

In today’s episode, I have the privilege of speaking with Wes Schaeffer, The Sales Whisperer. From a career in the military, to then moving into commission sales, then high tech sales, and today, now a highly sought after business coach, sales & sales leadership mentor, and keynote speaker, Wes has rather an unconventional story. A story that is filled with challenges, and experiences that helps him unleash the potential of sales leaders and their teams. We discuss the #1 job of a Sales Leader, unpack the concept of ‘make every sale’ and explore the new ABC’s of selling in 2024 and beyond. It is a fascinating conversation, and one that I know you will find valuable.

To connect with Wes, and to learn more about what he does, please go to:

LinkedIn – https://www.linkedin.com/in/thesaleswhisperer/

Email – [email protected]

Website – https://wesschaeffer.com/