Culture isn’t a vibe – it’s a strategic tool. When leaders intentionally shape systems, behaviours, communication, and relationships, they create environments where people thrive and performance follows. Rachel Service is founder of Happiness Concierge, who explores the powerful connection between workplace culture and performance.

Rachel shares her journey from corporate burnout to building a globally recognised business that helps organisations create purpose-driven, high-performing teams. Drawing on her experience with clients such as Google, AMP, and government agencies, Rachel unpacks the what shapes workplace culture – whether by design or by default.

MORE INFORMATION 

Happiness Concierge
https://happinessconcierge.com/ 

Rachel Service LinkedIn
https://www.linkedin.com/in/rachelservice/ 

Rachel mentions the SBCR model (systems, behaviours, communication and relationships): 
https://happinessconcierge.com/hc-insights/guide-to-your-leadership-model 

THE SALES DOCTOR
The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

Sales leadership is no longer just about revenue – it’s about driving strategic, customer-focused outcomes across the business. That’s according to Paul Connolly, Sales Director at Lincoln Sentry, a division of the Dulux Group. 

With a career spanning the UK, Ireland, New Zealand, and Australia, Paul shares his journey from supermarket management to leading high-performing sales teams in complex, multi-channel environments. 

Paul unpacks the evolution of sales leadership, the importance of data-driven decision-making, and how measuring profitability – rather than just revenue – can transform commercial strategy. Paul also delves into cost-to-serve analysis, CRM effectiveness, and how coaching conversations and accountability frameworks drive performance. 

MORE INFORMATION 

The Next Level Sales Impact Online Program

https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople. 

Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? – a title that says it all. He says top sales professionals stay adaptable, continuously learning and refining their approach. A strong company, Ian insists, fosters better sales outcomes by prioritising people over spreadsheets. 

MORE INFORMATION

For books and guides that Ian mentions in this episode, please visit his website: https://www.salesmentoru.com/ 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

In this milestone 50th episode, Ingrid explores a fundamental shift in the sales process – moving from pushing a sale to creating an environment where customers naturally want to buy.

She breaks down four essential elements that help sales professionals shift from hard-selling to guiding the customer’s decision-making process.

Drawing from real-world experience, Ingrid shares key insights from a competitive enterprise-level proposal, highlighting why the most effective sales strategies are built on trust, impact, and facilitation.

MORE INFORMATION
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

Ep53 Why Sales training alone isn’t enough

Sales training is often seen as the ultimate solution for improving sales performance – but is it really? Ingrid explores why training alone won’t deliver lasting results without the right foundation. From business context to leadership effectiveness, internal processes, and customer experience, she breaks down the key elements that determine whether sales training will have a meaningful impact. She says that sustainable sales growth requires a holistic approach beyond just skills-based training sessions.

MORE INFORMATION 

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

 

See omnystudio.com/listener for privacy information.

Incentives drive action. But what makes an incentive truly irresistible? 

Today, we’re diving into the world of incentive strategy with a powerhouse in the field – Mercedes Ibbett, Managing Director and Owner of EVT Incentive Marketing. 

With 23 years of experience, she’s been shaping the way businesses motivate and reward their top performers. 

This year, EVT celebrates an incredible 40 years of success, proving that the right incentives don’t just boost sales—they transform businesses. 

But Mercedes’ story goes beyond the boardroom. Growing up in a trailblazing family business, she witnessed firsthand what it takes to lead, innovate, and thrive. 

We explore not just the power of incentives but the journey of a woman who’s redefining leadership in Australia’s incentive industry. 

EVT Incentive Marketing
https://www.evtmarketing.com/ 

Mercedes Ibbett LinkedIn
https://www.linkedin.com/in/mercedesibbett/ 

FROM THE SALES DOCTOR 

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

While chasing more revenue seems like the obvious way to boost profits, the real game-changer is optimising the entire business equation. Ingrid offers practical ways to maximise profitability, from quick wins like tapping into customer service insights and strengthening existing accounts to smarter pricing strategies and cost-saving tactics. She says there a way to reduce costs without sacrificing growth by shortening sales cycles, addressing inefficiencies, and tracking business impact. 

MORE INFORMATION
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

If you are looking to foster growth and innovation – and these days, who isn’t? – an important key is to align your organisation’s culture and creativity. So says Julian Canny, social entrepreneur, comedian (yes, that’s right!) and CEO & Co-Founder of Euphorium, a community of innovators.

Julian says storytelling is important for enabling people share experiences and identify important historical moments. Four key narratives drive organisations: what motivates, inspires, evolves, and guides them. Shifting mindsets is crucial for sustainable change, ensuring new ideas align with new ways of thinking and make old problems irrelevant. Intentionality, he says, is required to make these shifts effective.

MORE INFORMATION 

Euphorium 
https://www.euphorium.com.au/ 

Town Team Movement 
https://www.townteammovement.com/ 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

The modern workplace faces a host of challenges, including compressed roles, remote work, and insufficient induction processes, which hinder trust and engagement. It’s important, therefore, for leaders to foster connections, offering structured career pathways, and tailoring development to individual goals. 

Trudy MacDonald – Founder and Managing Director of human resource consultancy TalentCode HR – returns to The Sales Revolution to share her thoughts on how leaders can enhance employee engagement for retention and overall workplace culture. 

She encourages managers to own their team’s growth, using practical tools like development plans and the 70-20-10 learning framework. She advocates for cross-generational collaboration, mentoring, and fostering intrapreneurship to energise teams and leverage diverse strengths. By focusing on connection and individual growth, she says, organisations can improve motivation, retention, and overall success.

MORE INFORMATION 

Episode 2 of The Sales Revolution with Trudy MacDonald, ‘Balancing empathy and accountability’: 
https://omny.fm/shows/the-sales-revolution/trudy-macdonald 

TalentCode HR 
https://www.talentcodehr.com.au/ 

Trudy MacDonald LinkedIn 
https://www.linkedin.com/in/trudy-macdonald-1717846/ 

Trudy MacDonald Instagram
https://www.instagram.com/trudymacdonaldleadership/ 

TalentCode HR YouTube channel 
https://www.youtube.com/@TalentCodePtyLtdSydney 

THE SALES REVOLUTION

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.

Sales leadership is about more than driving results through your team – it’s about serving multiple customer groups. Beyond your direct team and their pipeline performance, your “customers” also include the company, directors, and other internal leaders. Each requires you to deliver measurable value, whether through coaching, proactive issue resolution, or fostering cross-departmental collaboration. 

In-field coaching is vital, as it sharpens your ability to coach effectively. Additionally, engaging with top-tier customers personally can reinforce relationships and create new opportunities. By redefining service to stakeholders and modelling excellence, you can inspire cultural transformation, making 2025 your most impactful year yet as a sales leader. 

MORE INFORMATION 

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/ 

See omnystudio.com/listener for privacy information.