The Exceptional Sales Leader Podcast

Organisations are constantly looking for new and innovative ways to grab the attention of their ideal customer – with many of them still focused on leading with their product or service. Customers are more and more savvy today, and therefore more demanding in relation to the value they are looking for prior to engaging with an organisation or salesperson. In today’s episode, I’m joined by Maxwell Nee, a serial entrepreneur and Chief Revenue Officer of ScoreApp, and we delve into innovative lead generation that is delivering tangible value to the market, as well as driving increased credibility for the service provider.

To connect with Maxwell, to learn more about ScoreApp, including a free trial, as well as a free copy of the book ‘Scorecard Marketing’, go to:

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

Website – https://www.scoreapp.com/

Book – https://scorecardmarketingbook.scoreapp.com/

When the words ‘ethics’ and ‘sales’ are used in the same sentence, many people scoff at the suggestion. Even though sales is one of the oldest professions on the planet, there is still somewhat of a stigma attached to it. Thankfully, more and more people are achieving exceptional outcomes through placing ethics and integrity high on their list of values, and slowly, changing the perception around sales. Justin Janowski is one great example. He is the Founder & CEO of Faith2Influence, and has built a very successful business off the back of ethical selling practices. In this conversation, we delve into the art of influence and focus on some key principles that can enable sales people to take on more of a service & problem solving orientation, making sales interactions less salesy.

To connect with Justin and to learn more about what he does, including downloading a free PDF on the 10 step sales process, go to:

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

Free PDF – http://www.goodsalespdf.com

Website – https://www.faith2influence.com/

When it comes to building & running sustainably successful sales teams, often Sales Leaders run by ‘gut instinct’ and do not apply a huge amount of science to the recruitment or onboarding process. Sometimes they can get lucky, however a bad hire can cost the business dearly, both in time and cost. Exceptional sales leaders work with science to maximise the opportunity of bringing in quality and fit for purpose sales people, and a key element of this science is mastering their emotional intelligence. In this episode, I enjoy a fascinating conversation with Daniel Tolson, Founder of The Tolson Institute, who has launched, lead and built million dollar businesses over the past 28+ years. Daniel unpacks the 5 pillars of emotional intelligence and explains why mastering these pillars are pivotal to sustainable success.

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

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

Website – https://danieltolson.com/

When working with sales leaders and their teams, I often share with them that we are all on a Hero’s Journey, and each of us are at different stages. We all have to deal with challenges, setbacks and obstacles, as well as identify opportunities to take advantage of. Along the way, there are people in our environment who can help guide and support us, as well as challenge us to take our performance to an entirely new level. In this episode, I am joined by Jason Yarusi, a man who started out his career as a Bartender, and through embracing his own Hero’s Journey, has created a very successful real estate business, has built & sold a brewery, is an ultra runner, as well as becoming a highly sought after keynote speaker & mentor. It is a fascinating conversation where Jason shares gold nuggets for all of us to embrace as we continue on our own journey.

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

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

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

Live 100 Podcast – https://podcasts.apple.com/au/podcast/live-100-podcast-with-jason-yarusi/id1699229023

If there is one area that Sales Leaders can improve on in order to drive more exceptional performance, it is in the art of negotiation. Many sales leaders take the position of creating win-win outcomes with their customers, so as to build long term value based relationships, however, this can sometimes lead to the power base shifting to the customer, not necessarily delivering the long term value being sought. In this episode, I’m joined by Derrick Chevalier, a seasoned negotiation expert with decades of experience in the field, and the Executive Vice President at Harrison-Chevalier Inc. Derrick leads a team of negotiation consultants and trainers, and is changing the way organisations and sales leaders think about negotiation. It is a fascinating conversation with loads of valuable insights.

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

LinkedIn – https://www.linkedin.com/in/derrick-chevalier-6323272/

Website – https://h-c.com/

If there is one thing that is certain in 2024 and beyond, it is that AI will continue to play a big role in our daily lives. This is especially true in sales. The expectations that customers have continue to increase, and the amount of information sales leaders and their teams need to consider to provide valuable and customised solutions to their customers, can often feel overwhelming. This is where AI is helping to revolutionise how we sell. In this episode, I enjoyed a phenomenal conversation with Usman Sheikh, Founder & CEO of xiQ Inc. Usman & his team have created a personality driven sales & marketing platform that enables sales leaders and their teams to leverage AI to become more relevant to their customers, and to provide more specific & customised solutions. It is a fascinating conversation on how we can leverage AI to drive even more exceptional results.

To connect with Usman and to learn more about what he does and how xiQ Inc may be able to help you, please go to:

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

Website – https://xiqinc.com/

When looking at the most influential people on the planet, irrespective of their vocation, one thing they have in common is their ability to communicate a powerful message. Many of them appear to do this naturally, however, there is a huge amount of thought and preparation that goes into a powerful and authentic message. When it comes to sales, being able to master the art of authentic communication and build trust in the process, can be the difference that makes all the difference. In this episode, I’m joined by Mike Lane-Evans, Founder of Forefront Coaching, a man who has built a successful acting career and has now helped over 1000 senior leaders, business people and entrepreneurs get crystal clear on their message, and deliver it with clarity and impact.

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

LinkedIn – https://www.linkedin.com/in/mike-lane-evans-18ab678b/

Website – https://www.forefront-coaching.com/

For many sales leaders, they dedicate so much time, effort and attention to the here and now, driving exceptionally high standards, creating a high performance environment & delivering results, that they often neglect to consider their post career potential and pursuits. The months and years can pass very quickly, and it is often easy to not consider what life may look like when the time comes to take a step back and slow down. In today’s episode I’m joined by Wendy Leggett, Owner of Conflux Retirement Coaching, who specialises in working with executives and sales leaders on designing a future that enables them to unlock their post career potential, whether that be retirement, or a change of pace. It is a fascinating conversation and one that I hope you enjoy listening to.

To connect with Wendy, to find out more about what she does, please go to:

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

Website – https://confluxretirementcoaching.com/

When it comes to exceptional performance, especially in sales, we tend to focus on the ‘doing’ components of the selling craft, the calls made, meetings attended, the pitches and demonstrations conducted. This is a legitimate focus, however, through the process, we also tend to not focus as much attention on the ‘being’ components, as in exercise, recovery, and especially, diet. In this episode, I’m joined by Angel Luk, a registered Dietician, who has worked with high performance athletes and leaders, and we delve into the critical connection between exceptional performance and diet. It is a fascinating conversation and one that can provide simple tips on how to better understand diet and how it affects energy, focus and overall productivity.

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

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

Website – https://fixbaddiet.com/biohacking

When it comes to creating sustainably successful sales teams, many organisations focus their attention on product training & sales competency training, believing that this will deliver the results. Whilst these areas are key pillars, often overlooked is the critical role the sales leader plays in the environment. Exceptional sales organisations are fanatical about developing exceptional sales leaders, who develop their people, who help their salespeople become guides and critical problem solvers, and who focus on 4 key areas, skillset, toolkit, mindset and helpset. In this episode, I’m joined by Alan Versteeg, Global Chief Revenue Officer and Co-Founder of Growth Matters International and we delve into how to unlock sales leadership success to deliver exceptional results.

To connect with Alan and to learn more about Growth Matters International, please go to:

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

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