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The Exceptional Sales Leader Podcast

Business & Economics Podcasts

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Location:

Australia

Description:

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Language:

English

Contact:

+61412335554


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Episodes
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The Chameleon Effect with Stephen Oommen

1/20/2025
I often share with sales leaders the importance of building their emotional intelligence muscle, being more aware of the people they are interacting with and adjusting their communication style and approach to 'match' the other person. The leaders who do this well are able to build deep, authentic and meaningful relationships, which creates credibility, and ultimately, trust. In this episode, I'm thrilled to be joined by Stephen Oommen, an experienced go to market executive, and a man who is the model of excellence in this space. Stephen explores the critical importance of building meaningful, lasting relationships, transcending mere transactional interactions, as well as addressing the challenges of maintaining authenticity while meeting aggressive sales targets, urging leaders to integrate strategic foresight into their leadership style. He is also currently working on his first book "The Chameleon Effect" which promises to provide leaders (& non-leaders) with a playbook to build deep, authentic & transformative relationships. To connect with Stephen and to follow his insights and approach to leadership, please go to: LinkedIn - https://www.linkedin.com/in/stephenoommen/

Duration:01:05:05

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Why Leadership Is Not Enough with Dr.James Chitwood

1/19/2025
In the highly competitive world of b2b sales, many organisations are constantly searching for the unique value differentiator that will elevate them against their competition, and lead to exceptional results. Often executives within these organisations focus primarily on the leadership as that differentiator. Whilst leadership is incredibly important, it is not enough, as this conversation with Dr.James Chitwood explores. Leveraging his military and academic background, Dr.James delves into why traditional leadership may not always guarantee enhanced performance, instead emphasising the importance of cultivating an effective system. It is a fascinating conversation and one that every sales leader can leverage to improve their system. To connect with Dr.James and to learn more about what he does, including grabbing a copy of his book "Leadership Is Not Enough", please go to: LinkedIn - https://www.linkedin.com/in/drjchitwood/ Website - https://www.performanceculture.expert/ Website - https://www.drjameschitwood.com/ Book - https://www.leadershipisnotenough.com/

Duration:00:48:52

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Cracking The Code To Exceptional Selling with Georgia Stormont

1/16/2025
Contrary to what many may believe, the key to exceptional selling is not solely the ability to close the deal, even though closing is a required competency. It is the sales professional and sales leader who are able to develop & execute genuine empathy & credibility, who ultimately unlocks the code to exceptional selling. In this episode I'm joined by Georgia Stormont, sales & leadership coach specialising in the agricultural sector and we explore the keys to cracking the code to exceptional selling. It is a fascinating conversation with insights and perspectives that can significantly assist sales leaders and their teams in their quest to become exceptional in any industry. To connect with Georgia & to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/georgia-stormont-35070a4b/ Website - https://www.curiousgeorgiacoaching.com/

Duration:01:02:37

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Leveraging Geofencing Technology to Drive Exceptional Results with Barbara Wardell & Ernesto Cullari

1/16/2025
Businesses the world over are constantly searching for more innovative ways to capture the attention of their ideal customer, and often this requires a large financial investment, making it more prohibitive for smaller businesses. Geofencing Technology can start to change that and make it more cost effective for smaller businesses to identify and then communicate with their ideal customers. In today's episode, I'm joined by Barbara Wardell & Ernesto Cullari, Co-Founders at Cullari Wardell, an organisation that specialises in geofencing advertising that enables businesses to reach highly targeted customers. It is a fascinating conversation, and one that opened my eyes to the potential we have through appropriately leveraging technology to drive better customer awareness and engagement. To learn more about geofencing technology and specifically what Cullari Wardell do, please go to: Website - https://cullarimedia.com/welcome-to-cullari-media

Duration:00:59:23

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From Head Teacher to Sales Pro with Michael Carr

1/14/2025
In working with sales leaders and their teams, I'm always intrigued as to how people find their way into a selling career. Rarely do people share with me that sales was their chosen profession - the vast majority 'fall into it', and today's guest is no exception. I'm joined by an incredible human, Michael Carr, who has made the transition from Head Teacher in education to sales professional, and over the last 2 years, built a very successful sales career. Throughout the episode, Michael shares key themes like the importance of relationship-building in sales, distinguishing your brand ethically, and maintaining an insatiable appetite for learning & development. He also speaks on the strength of authenticity and integrity in sales, demonstrating how his educational background gives him a distinct advantage in serving customers effectively. Michael truly is an inspiration, and this episode is a comprehensive guide for those already in sales as well as for those looking to transition into the field. To connect with Michael and to learn a little more about Playscheme, please go to: LinkedIn - https://www.linkedin.com/in/michael-carr-5a762366/ Website - https://www.play-scheme.co.uk/

Duration:00:54:37

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The Art of Conscious Leadership with Diane Taylor

1/13/2025
Working in a corporate environment, many ambitious individual contributors and leaders are constantly looking for their next promotion, with many of them thinking that an additional certification, or even an MBA, will be the difference that makes all the difference. This is not necessarily the case. In today's episode, I'm thrilled to be joined by Diane Taylor, a former corporate Human Resources Executive, and now Founder & Principal Consultant at Glow Leadership. Diane's approach is based on bringing significantly more conscious awareness to the leadership role, working on refining competencies around leadership that are not only sustainable, they are repeatable, as well as ethically influencing key stakeholders. Irrespective of where you are on your leadership journey, this conversation is filled with actionable insights and ideas. To connect with Diane and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/dianetaylor888/ Website - https://glowleadership.com/ Email - diane@glowleadership.com

Duration:00:52:50

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Sales Unplugged with Michael Walford-Grant

1/8/2025
Many people who find themselves in sales, unfortunately don't always receive the quality and depth of training that can be the foundation to a sustainably successful career. They are often thrown into the deep end of the pool and told to swim. Quality training and coaching can never be underestimated and today's guest is the perfect example of this. Michael Walford-Grant has built a successful sales and sales leadership career over the last 30 years, and as you will hear in this conversation, much of his success he puts down to the quality of the training he received in his first B2B sales role. This is a fascinating conversation where Michael highlights crucial shifts in sales dynamics, emphasising the transition from traditional selling to becoming a trusted advisor in the buying process. He outlines essential sales best practices, including the importance of sharp messaging, unearthing unconsidered needs, and the mental resilience required to succeed amidst constant pressure. From discussing the impact of external challenges to sharing personal stories of overcoming adversity, this episode offers a treasure trove of actionable advice for sales professionals aiming to enhance their effectiveness in today's ever-evolving market. To take advantage of a very special offer from Michael on his book "Sales Unplugged:The Invaluable Go-To Guide for Busy B2B Salespeople", be sure to listen to the full episode. To connect with Michael & to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/michael-walford-grant-15a8933/

Duration:00:59:36

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Win The Relationship, Not The Deal – Casey Jacox

1/6/2025
When it comes to selling, especially in the highly competitive B2B space, many organisations say they focus on customer relationships, 'putting the customer at the centre of everything they do', and yet when the pressure is on to hit a target, or close out the quarter, the behaviour is very often focused on themselves & their objectives. In this episode, I'm joined by Casey Jacox, a super successful enterprise sales professional & leader who now is dedicated to working with sales teams and executives to win the relationship and not the deal. His philosophy and approach to sales is refreshing, and grounded in 3 key selling superpowers - humility, vulnerability and curiosity. It is a terrific conversation and one that can have an immediate impact on your sales approach in 2025. To connect with Casey, as well as to find out more about what he does, to grab a copy of his book "Win the Relationship, Not The Deal", and to plug into his podcast, "The Quarterback DadCast", please go to: LinkedIn - https://www.linkedin.com/in/caseyjacox/ Website - https://www.caseyjacox.com/ Book - https://www.caseyjacox.com/book Podcast - https://open.spotify.com/show/31mFv3rtnLrS9q6rCPq0xT?si=044941d96fcb4a73

Duration:00:52:44

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Sustainable Demand Creation Strategies with Rai Cornell

12/19/2024
When it comes to marketing a business or a service, many turn to paid ads as the 'quick fire' way to create demand in order to convert business. Whilst this approach does have its place, it is also important to create more long term, sustainable demand creation strategies that enables a business to create credibility, deliver value, and educate their market through the buying process. In this episode, I'm joined by Rai Cornell, CEO at Cornell Content Marketing, and we delve into the psychology behind marketing and the intricate art of content creation. It is a fascinating conversation and one that I hope can add value to you in your role or business. To connect with Rai and to learn more about what she does, including downloading a free demand generation kit, please go to: LinkedIn - https://www.linkedin.com/in/raicornell/ Website - https://www.cornellcontentmarketing.com/ Free Demand Generation Kit - https://cornellcontentmarketing.com/demandgenkit

Duration:00:58:16

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Becoming Uncopyable with Steve Miller

12/14/2024
A key element of sales, both at an organisational level, as well as at a personal level, is to search for differentiation from the competition. What is unique about you, your organisation and your offering, that will entice and encourage your customer to want to talk to you, and explore your solution? We all know that people like to do business with those who they know, they like and they trust, but we also have to be memorable. In this episode I have the great pleasure of speaking with Steve Miller, better known as Kelly's Dad, and a super successful expert in the world of personal branding & influence. It is a powerful conversation filled with quality insights to help further enhance our personal brand, and become uncopyable. To connect with Steve & learn more about what he does, including gaining access to a free 5 day email course on becoming uncopyable, please go to: LinkedIn - https://www.linkedin.com/in/steveamiller/ Website - https://www.beuncopyable.com/ Free 5 Day Email Course - https://www.beuncopyable.com/5-emails

Duration:00:58:34

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Unleashing Sales Success with Joe Crisara

12/10/2024
I firmly believe that sales is the ultimate form of service, and when there is a clearly defined problem that a customer has, it would be negligent not to provide the customer with a proposed solution. The challenge for many sales people and business owners is they often just provide the one solution, removing choice and options. In this episode, I'm joined by America's Services Sales Coach, Joe Crisara, and we delve into his career as a home services contractor, to now working with services contractors around the world on how to unleash sales success in an ethical and transformative way. It is a phenomenal conversation, filled with great ideas and insights that can be applied to any sales situation, business and industry. To connect with Joe, to learn more about him as well as grabbing a free copy of his latest book "What Should We Do?", please go to: LinkedIn - https://www.linkedin.com/in/joecrisara/ Website - https://www.servicemvp.com/ Book - https://book.servicemvp.com/

Duration:00:53:30

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The Power of Your Network with Virginia Muzquiz

12/10/2024
Whether you are in sales, sales leadership, or running a business, you will understand the power of creating strong & effective networks. In fact, some may even suggest that in many situations, it is not so much about what you know, as compared to who you know, that can create an advantage. It is true that your net worth is connected to your network, and in this episode, I enjoy a tremendous conversation with Virginia Muzquiz, Founder & CEO of Master Connectors, about the power of your network. Virginia shares a number of gold nuggets around optimising your network whilst maintaining authentic connections. It is a fascinating conversation and one I trust you will enjoy. Be sure to also download the "Business by Referral Blueprint" by clicking the link below. To connect with Virginia and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/virginiamuzquiz/ Website - https://masterconnectors.com/ Business by Referral Blueprint - https://mktg.masterconnectors.com/business-by-referral-blueprint

Duration:01:04:20

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Building Valuable Businesses That Impact with Justin Goodbread

12/10/2024
Whether you are a business owner or hold a leadership or influencing position within an organisation, the key objective for the business is to create value that can have a lasting impact. And this is not necessarily just linked to the profitability of the business - it is also linked to the sellability of the business. In this episode, I'm joined by Justin Goodbread, CEO of Financially Simple, a man with over 30 years experience in founding, growing and exiting businesses, the latest of which he exited in 49 months, selling it for over $10m. He shares personal anecdotes, including how defining personal and business goals can lead to significant breakthroughs in success, as well as strategically removing owner dependencies and aligning company operations with client expectations. Justin highlights the role of disciplined time management in ensuring that business owners remain focused on high-impact duties and explains how building systems and processes can drive business value and sustainability. To connect with Justin and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/justingoodbread/ Website - https://www.justingoodbread.com/ Podcast - https://podcasts.apple.com/au/podcast/the-justin-goodbread-show/id1332958360

Duration:00:49:52

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Unlocking The Power of Purpose & Identify in Sales with Jacob Hicks

12/5/2024
When working with sales leaders and their teams, I'm constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There is a generalisation about sales people that they are extroverted and need to have the gift of the gab to be successful. This is not the case. Exceptional sales people are super clear on who they are and they invest their time in ensuring they are consistently authentic. In this episode, I enjoyed a great conversation with Jacob Hicks, Sales Strategy Expert, Success Coach and Speaker, and we spoke about the power of purpose and identity in sales, as well as the concept of reverse hustling. It is a conversation filled with gold nuggets, and one that I hope you enjoy listening to. To connect with Jacob, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/jacob-hicks-b7154a121/ Website - https://jacobhickscoach.com/

Duration:00:55:58

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Simultaneous Leadership & Followship with Dr.Chris Fuzie

12/4/2024
When it comes to developing leadership, many focus on how to become an effective leader through understanding the characteristics of good leaders, as well as the behaviours required to create an empowering and engaging environment. This is necessary, but great leaders also focus their attention on followship at the same time. In this episode, I'm joined by Dr.Chris Fuzie, CEO of CMF Leadership Consulting, and an expert in behaviour based leadership. It is a fascinating conversation that delves into leadership & followship, the concept of leaderology, the importance of emotional intelligence, as well as continuous learning. To connect with Chris, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/dr-chris-fuzie-ed-d-m-a-ol-vl2-37587934/ Website - https://www.cmfleadership.com/ National Leaderology Association - https://nlainfo.org/

Duration:00:57:10

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From Cold to Bold – Mastering Sales Warmth with Maximus Greenwald

12/4/2024
It is quite rare to hear the concept of 'sales warmth' in an instant gratification, and highly competitive marketplace. Many companies run campaigns to 'build awareness', and create what they hope will be an attractive customer acquisition strategy, only to seek to close as many customers as they can when given the opportunity. There is a better way. Through utilising ai technology, along with a different approach to selling, it is possible to go from cold to bold, and create a steady stream of highly qualified, and ready to purchase customers. This is what Maximus Greenwald has been able to create through his organisation, Warmly, creating sales warmth, creating relevance, and ultimately building a very successful business. It is a terrific conversation filled with actionable insights. Be sure to listen to the entire episode in order to gain access to a very special offer that Maximus very generously made. To connect with Maximus, and to learn more about Warmly, please go to: LinkedIn - https://www.linkedin.com/in/max-greenwald/ Website - https://warmly.ai/ Email - max@warmly.ai

Duration:00:58:53

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Strategies For Sustainable Growth with Tony Cross

12/2/2024
If there is one common theme shared amongst sales organisations that enjoy exceptional results, as well as sustainable success, it is the focused investment into their sales leadership. Many organisations invest heavily in sales training for their sales force, which certainly can & does have an impact. However the organisations which invest heavily into the sales leadership development can experience quantum leaps in terms of engagement and performance, compared to their competitors. In this episode, it is a privilege to be joined by Tony Cross, the Chief Executive Officer at Growth Matters International, as Tony unpacks strategies to drive sustainable results, to make others successful, and to continue his mission of helping millions of people in the profession of sales by enabling a million Sales Managers. To connect with Tony & to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/tonycross-gmi/ Website - https://www.growthmattersintl.com/ Email - tonyc@growthmattersintl.com

Duration:00:58:39

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Authentic Selling with Dr Persuasion, Dr. Yaniv Zaid

11/27/2024
Whether you are a sales leader, a sales person, a lawyer or even an economist, sales is at the centre of everything you do. Nothing happens unless a sale is made, whether that be a product, a service or even an idea - but how we go about selling can be very different. Some people take the hard approach and seek to push an idea or a solution onto a customer or prospect, whilst others take a softer approach. Whilst both methods can deliver results, the guest on this episode passionately believes that through taking a softer approach, through being authentic, selling a problem before a solution and ethically persuading through social proof, we can deliver sustainable results. I'm thrilled to be joined on this episode by Dr.Yaniv Zaid, Doctor Persuasion, as he shares his experiences and expertise on authentic and ethical selling and persuasion. It is a tremendous conversation, filled with gold nuggets for every person looking to improve their influence and persuasion, and therefore driving exceptional results. To connect with Yaniv, as well as to grab a copy of his best selling book, "The 21st Century Sales Bible", please go to: LinkedIn - https://www.linkedin.com/in/yanivzaid/ Website - https://www.persuasion.co.il/en/ Book - https://www.amazon.com/21st-Century-Sales-Bible-Commandments/dp/B0C75B6FMW

Duration:01:05:07

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Personal Branding with Chief Executive Athlete, Dave Behar

11/22/2024
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/

Duration:00:59:42

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Thinking Into Results with Jeni Jonte

11/13/2024
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/

Duration:00:54:07