In this week’s episode, we sit down with Lee Johnston, CEO of Fairway Homes Real Estate, to discuss his unique journey in Dubai’s competitive real estate market. Lee shares how he transitioned from a stable UK real estate career to building a niche business focusing on golf communities in Dubai. His story is one of resilience, authenticity, and a long-term vision for success.

Lee’s approach to sales and leadership offers valuable lessons on trust, discipline, and creating a brand that resonates with clients and peers alike.

Topics Covered:

• The challenges of transitioning to Dubai’s real estate market.
• The importance of carving out a niche and sticking to it.
• Building trust through authenticity and ethical sales practices.
• The role of community building and long-term relationships in real estate.
• Balancing personal values with the pressure of short-term business goals.

Show Notes Timestamps:

• 00:00 – Introduction and Lee’s background story.
• 08:25 – Moving to Dubai and the initial struggles in real estate.
• 12:48 – Overcoming doubts and taking the leap into a commission-only role.
• 18:50 – Founding Fairway Homes Real Estate and focusing on golf communities.
• 22:13 – The value of authenticity and building long-term relationships.
• 29:22 – Scaling the business without compromising on values.
• 35:18 – Advice for aspiring salespeople and the importance of patience.

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• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
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• YouTube: The Sales People Podcast

🎧 Tune in now on Spotify, Apple Podcasts, or wherever you get your podcasts!

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In this week’s episode, we chat with Emma, VP at Sila, about her remarkable sales journey. From starting in UK real estate to becoming a leader in Dubai’s competitive startup ecosystem, Emma’s story is one of resilience, adaptability, and seizing opportunities.

Emma dives into her early days cold-calling in Dubai’s real estate scene, building her career from scratch, and eventually transitioning into the tech world. Along the way, she shares valuable insights into sales, leadership, and thriving in the UAE’s fast-paced market.

This episode is a masterclass for anyone looking to break into sales or elevate their career in a highly competitive industry.

• Emma’s transition from UK real estate to Dubai’s fast-paced sales environment.
• How early failures shaped her approach to resilience and persistence.
• Key lessons from leading teams at Magnet and Scylla.
• Understanding when to walk away from the wrong deals.
• Emma’s advice on navigating the UAE sales market.

00:00 – Introduction and Emma’s career beginnings in UK real estate

08:12 – Moving to Dubai: Early struggles and breaking into real estate

16:24 – Lessons learned in resilience and leadership

24:48 – Transitioning to tech startups: Magnet and Scylla

35:10 – Emma’s top advice for thriving in the UAE sales market

42:28 – How to know when to walk away from the wrong deal

LinkedIn: The Sales People Podcast

Instagram: @thesalespeoplepodcast

TikTok: @thesalespeoplepodcast

YouTube: The Sales People Podcast

🎧 Tune in now on Spotify, Apple Podcasts, or wherever you get your podcasts!

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In this week’s episode, we sit down with Gift Solomon, founder of Giffy Real Estate and Dubai Getaway Travels, to uncover her incredible story of resilience and determination. Gift shares how she arrived in the UAE with just $300, navigated tough challenges, and built two thriving businesses. She talks about her early struggles, including working at Freedom Pizza and becoming the UAE’s first female delivery rider, before transitioning into the competitive world of real estate and travel.

This episode is packed with insights on the value of relationships, building trust, and maintaining a mindset focused on service, not sales.

Topics Covered:

• Gift’s humble beginnings: From delivery rider to business owner.
• Building a people-first business philosophy in real estate and travel.
• The importance of resilience and finding opportunities in adversity.
• Hiring with heart: Why hunger and ambition matter more than skills.
• Creating a personal brand and its role in building trust with clients.

Show Notes Timestamps:

00:00 – Introduction and Gift’s background story

08:10 – Adjusting to life in the UAE: Early struggles and wins

15:22 – Transitioning into real estate and launching Dubai Getaway Travels

25:48 – Building a client-first philosophy: “Serve, not sell”

32:12 – Overcoming challenges and the importance of resilience

40:28 – Advice for aspiring salespeople and entrepreneurs

Follow Us and Stay Connected:

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast
• YouTube: The Sales People Podcast

Tune in now on Spotify, Apple Podcasts, or wherever you get your podcasts! 🎧

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In this episode, we sit down with Josh, founder of Playbook, to explore his transition from making over 150 sales calls daily to establishing a successful startup. Josh shares insights into the challenges and rewards of being a solo founder, the importance of a consultative sales approach, and strategies for scaling a business in the Middle East.

Topics Covered:

• The grind of high-volume sales calls and lessons learned
• Overcoming obstacles as a solo founder
• Developing a customer-centric sales strategy
• Adapting to the Middle Eastern market dynamics
• Building a team aligned with the company’s vision

Show Notes Timestamps:

• 00:00 – Introduction and Episode Recap
• 04:15 – Josh’s Journey: From Sales Rep to Founder
• 12:22 – The Realities of Solo Entrepreneurship
• 18:35 – Crafting a Consultative Sales Approach
• 26:45 – Navigating the Middle Eastern Market
• 33:10 – Team Building and Scaling Strategies
• 41:20 – Closing Thoughts and Advice for Aspiring Founders

Follow Us and Stay Connected:

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast
• YouTube: The Sales People Podcast

Tune in to gain valuable insights from Josh’s experience and learn how determination and a strategic approach can lead to entrepreneurial success.

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The Sales People Podcast: Episode 4 - From Startup Flexibility to Corporate Structure with Ayla

On this week’s episode of The Sales People Podcast, Ben and Liam sit down with Ayla, who shares her journey from working in a small U.S. startup to leading a multi-functional sales team in one of Dubai’s largest corporations. Ayla’s path is filled with insights on adapting across cultures, building structured sales strategies, and balancing personal wellness in the demanding world of sales.

Ayla reflects on the differences between the U.S. and Middle Eastern sales landscapes, as well as the lessons learned from working in both startup and corporate environments. She also offers practical advice for junior sales professionals entering their first Q4 and insights on how to create a positive team culture.

Plus, we dive into:

• The unique challenges of working in the Dubai sales market and how to adapt
• How Ayla builds structure within her team to drive better performance
• Encouraging team members to take ownership and lead with initiative
• Strategies for managing stress and maintaining work-life balance in a high-pressure role

Ayla also leaves us with an impactful reminder for sales professionals: “Every day is day zero.”

Episode Breakdown:

00:00 - Introduction and Ayla’s background in the U.S. sales scene

07:00 - Cultural differences in sales between the U.S. and the Middle East

15:00 - The importance of structure and leadership skills in corporate settings

22:30 - Creating a team mindset in Dubai’s high-stakes market

30:00 - Building ownership and initiative within junior team members

42:00 - Key advice: “Every day is day zero”

Follow The Sales People Podcast on Spotify, Apple Podcasts, YouTube, and all major platforms for more stories from sales professionals across the Middle East.

Connect with us:

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast
• YouTube: The Sales People Podcast

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The Sales People Podcast: Episode 3 - Learning How to sell first, Then Becoming a success entrepreneur

In this week's episode of The Sales People Podcast, Ben and Liam explore the art of building a resilient sales function and adapting to the seasonal fluctuations of the Middle Eastern market. They’re joined by Alistair, co-founder of Tiller, who brings valuable insights from his journey from individual contributor to sales leader across companies like Perkbox, Doctify, and now Tiller.

Alistair shares his strategies for navigating the summer slow season, finding the right communication modes for closing deals, and building a data-driven sales culture. His perspective on cultural differences in sales between the UK, UAE, and Germany gives a unique look into adapting sales techniques for different markets.

Plus, we dive into:

• Alistair’s transition from selling loyalty cards to co-founding a company focused on CRM automation and real-time sales guidance.
• The importance of resilience when scaling a sales team and managing rejection as a founder.
• How to leverage data to structure sales training and drive better results.
• His top advice for maintaining balance: “Persistence is key, but happiness in persistence is even more crucial.”

Alistair also answers quick-fire questions on weekend work, the value of networking, and building a thriving pipeline.

Episode Breakdown: 00:00 Introduction and recap of Episode 2

04:16 Alistair’s sales journey and the shift to sales leadership

09:36 The challenge of managing rejection as a founder

17:13 Scaling from startup to a 300+ team

25:29 Cultural nuances in UAE sales and hiring

31:37 Building a data-driven sales function at Tiller

35:19 Weekend balance and switching off

39:12 Structuring a resilient pipeline

Follow The Sales People Podcast on Spotify, iTunes, and all major platforms for more episodes featuring sales professionals across the Middle East.

Connect with us:

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast
• YouTube: The Sales People Podcast

For more sales stories and insights, subscribe to our YouTube channel and follow us for episode highlights and more content.

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In this week's episode, Ben and Liam dive into one of the most crucial aspects of building a career in the Middle East: community and networking. They are joined by Wes from Remote Pass, a high-energy guest who’s built an impressive reputation in the region.

Wes shares his unique journey, from starting a business at 13 years old to becoming a key player in the Middle Eastern sales landscape. His story is a testament to the power of building relationships and adapting to diverse environments.

Key points in this episode include:

• The importance of community in overcoming challenges when moving to a new country.
• How Wes built a strong personal brand and network on LinkedIn, and the impact it has had on his career.
• Why building relationships is essential in sales, especially in the Middle East where "no" often just means "not yet."
• Practical tips for maximizing networking events and building long-lasting relationships.
• The role of authenticity in personal branding and how it helps foster trust and credibility.

Wes also shares his personal experiences about transitioning from South Africa to the UAE, the role of personal branding on LinkedIn, and how he uses networking to build lasting business relationships.

Finally, Wes leaves us with insightful advice on how to overcome the fear of posting on LinkedIn and why consistency is key to success in building a personal brand.

• 00:00 Introduction and recap of Episode 1
• 01:29 How Wes’ energy and personality shape his success
• 06:28 Wes’ sales journey: from 13-year-old entrepreneur to Middle East sales leader
• 19:35 The importance of adaptability in the Middle Eastern sales market
• 23:23 Why "no" often just means "not right now" in the region
• 25:34 The difference between networking and community building
• 28:38 Practical tips for attending networking events effectively
• 30:56 The power of personal branding on LinkedIn
• 36:06 How to get started posting on LinkedIn and staying consistent
• 41:21 How Wes accelerated his career in the UAE through connections and knowledge sharing

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast

Tune in next week as we continue to highlight the incredible stories of sales professionals in the Middle East. Got an amazing story? Let us know in the comments, and you could be featured in an upcoming episode!

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The Sales People Podcast: Episode 1 - Resilience in Sales with Katrina

On this week’s episode of The Sales People Podcast, we dive deep into one of the most crucial traits for any successful salesperson: resilience.

Liam and Ben sit down with Katrina, who shares her journey of moving to Dubai and battling through the tough early days of her sales career. From almost giving up to ultimately thriving in a new market, Katrina’s story is packed with valuable lessons for anyone in the world of sales.

We get real about the constant rejection in sales, the importance of believing in your product, and how having a strong support system can make all the difference. Katrina also opens up about her career growth, how she’s earned multiple promotions, and why she believes resilience is the key to long-term success in sales.

Plus, we explore:

• Why rejection isn’t the end, it’s just “not right now”
• The power of self-belief and how Katrina’s family shaped her resilience
• What it’s really like to sell in Dubai’s ultra-competitive market
• Tips on balancing work-life and how to stay motivated through tough sales cycles

Stick around as we also get into a quick-fire round of sales-related questions and share some practical insights you won’t want to miss!

Episode Breakdown:

00:00 Introduction and Liam/Ben’s thoughts on resilience

07:00 Katrina’s journey to Dubai and her early struggles

14:15 The role of resilience in sales and how to build it

21:45 How Katrina found success after a tough start

30:30 Quick-fire sales round: cold calling, long sales cycles, and more

40:00 Final takeaways and advice from Katrina

Follow The Sales People Podcast on Spotify, iTunes, and all major platforms for more episodes celebrating salespeople across the Middle East.

Connect with us:

• LinkedIn: The Sales People Podcast
• Instagram: @thesalespeoplepodcast
• TikTok: @thesalespeoplepodcast

For more sales stories and insights, subscribe to The Sales People Podcast on YouTube:

https://www.youtube.com/@TheSalesPeoplePodcast

#TheSalesPeoplePodcast #SalesResilience #DubaiSales #MiddleEastSales

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