Episodios

  • The Untapped Power of Middle Performers with Keith Willis

    The Untapped Power of Middle Performers with Keith Willis
    Jul 3 2025
    In this episode of the Exceptional Sales Leader podcast, I welcomes Keith Willis—a seasoned sales leader and founder of Core Management Training. Fuelled by a diverse background in both military and pharmaceutical sales, Keith shares his insights on transitioning from structured military roles to the dynamic world of sales. The conversation traverses his journey from a fledgling sales representative to a district manager, underlining the significance of mentorship and structured leadership training in shaping successful sales teams. The episode dissects crucial themes such as the pivotal role of middle performers in achieving organisational success, the value of robust leadership training, and the challenges faced by sales leaders in an evolving industry landscape. Keith emphasises the need for sales managers to focus on improving the potential of middle-tier performers, who represent a substantial portion of the salesforce. To connect with Keith and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/keithawillis/ Website - https://coremanagementtraining.com/
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    52 m
  • Using Strategy Sprints to Drive Exceptional Results with Simon Severino

    Using Strategy Sprints to Drive Exceptional Results with Simon Severino
    Jun 29 2025
    In this episode, I am thrilled to be joined by Simon Severino, a man who has worked with some of the biggest and most recognised brands on the planet. Widely recognised for his innovative Strategy Sprints method, Simon shares insights on balancing effective sales strategies while maintaining a fun and sustainable approach to business tasks. This conversation explores Simon's unique perspective on creating systems that energise team performance, encouraging consistency and long-term success in sales and marketing. Delve deeper into the mechanics of the Strategy Sprints methodology, which emphasises reducing complexity and fostering strategic clarity. Simon discusses the immense value of focusing on a few impactful activities and creating an environment that makes success inevitable. He highlights his process of defining weekly priorities, establishing a positive momentum, and embracing real-time data to enhance performance and drive results. His approach is particularly insightful for organisations seeking to improve engagement and efficiency, reflecting trends in organisational simplification. To connect with Simon and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/simonseverino/ Website - https://www.strategysprints.com/
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    58 m
  • The Corporate Athlete – Unlocking Exceptional Performance with Ezio Mormile

    The Corporate Athlete – Unlocking Exceptional Performance with Ezio Mormile
    Jun 25 2025
    It has been 4 years between appearances, and in this episode I am thrilled to welcome back Ezio Mormile, a dear friend, a keynote speaker and mindset coach with a wealth of experience in both corporate and sports environments. Ezio, who studied psychology and has a background in sales, discusses his unique journey from Telstra to working with elite sporting teams globally. The conversation dives into the application of sports psychology principles in developing high-performing corporate teams, highlighting the parallels and transferable skills between the two worlds. Ezio shares insights on his approach to sales and team development, emphasising the importance of mindset in achieving success. He elaborates on the methodologies he employs, such as using strategic insights and talent development frameworks adapted from global sports teams like Benfica. Throughout the discussion, Ezio reflects on how sports teams effectively plan and develop talent compared to corporate organisations, advocating for a long-term, consistent development strategy. The episode unfolds as a treasure trove of advice for business leaders and sales professionals looking to cultivate high-performance teams through strategic planning and people development. To connect with Ezio and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/mormile/ Website - https://www.thecorporateathleteway.com/
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    55 m
  • The Emotional Intelligence Advantage with Amy Jacobson

    The Emotional Intelligence Advantage with Amy Jacobson
    Jun 24 2025
    In this episode of the Exceptional Sales Leader podcast, I welcome Amy Jacobson, an expert in emotional intelligence and a twice-published author. The discussion delves into the pivotal role of emotional intelligence in leadership and corporate settings. From her unique Australian perspective, Amy shares insights into an evolutionary journey from corporate roles to becoming a thought leader in emotional intelligence. She emphasises the importance of understanding the 'how' and 'why' behind actions, messages often encapsulated in her book, "The Emotional Intelligence Advantage." The episode unpacks Amy Jacobson’s five-part methodology for developing emotional intelligence: Own It, Face It, Feel It, Ask It, and Drive It. Amy shares practical strategies and detailed explanations for each step, providing leaders with the tools they need to succeed in 2025 and beyond. Interestingly, key themes such as emotional ownership, adaptability, and empathy are intertwined with actionable insights on navigating change and effective communication. Listen in to gain a competitive edge in leadership through the mastery of emotional intelligence. To connect with Amy and to learn more about what she does, including grabbing as copy of her book "The Emotional Intelligence Advantage", please go to: LinkedIn - https://www.linkedin.com/in/amy-jacobson-emotional-intelligence/ Website - https://amyjacobson.com.au/ Book - https://amyjacobson.com.au/books/
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    53 m
  • A Sales Leaders Journey to Exceptional with Leslie Venetz

    A Sales Leaders Journey to Exceptional with Leslie Venetz
    Jun 20 2025
    In this engaging episode I sit down with Leslie Venetz, a highly regarded sales leader and strategist, to delve into the nuances of effective sales leadership. Leslie, known for her expertise in top-of-funnel sales strategy, outlines her journey from a reluctant sales professional to a leading voice in the industry. This episode highlights her upcoming book, "Profit Generating Pipeline," which offers a proven formula for driving revenue and establishing trust. The conversation is rich with insights on overcoming the hurdles of toxic work environments, adapting leadership styles, and the critical importance of empathy and active listening in sales. Leslie candidly discusses her philosophies on creating a sustainable career in sales, the challenges faced by women in the industry, and the necessity of personalising engagement to thrive in today's competitive market. Listen in as she shares her beliefs on the evolving nature of sales leadership and the impact of authentic, trust-building relationships on sales performance. To connect with Leslie, to learn more about what she does, as well as to grab a copy of her soon to be released (August 5th) book, please go to: LinkedInhttps://www.linkedin.com/in/leslievenetz/ Website - https://salesledgtm.com/ Book - "Profit-Generating Pipeline" - https://salesledgtm.com/book/
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    1 h
  • Lead First, Sell More – The Secret Sauce of Sales Leadership with Paul Morton

    Lead First, Sell More – The Secret Sauce of Sales Leadership with Paul Morton
    Jun 15 2025
    In this episode, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul's transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pressing challenges faced by sales leaders, underscoring the critical shift needed to move from conventional competition to true coaching, fostering individual growth within sales teams. This episode is packed with key insights such as using AI as a collaborative tool within sales, the future of sales leadership, and the transformative potential of adopting an apprenticeship model in the post-AI era. Lead first, sell more. It really is the secret sauce of sales leadership. To connect with Paul, to learn more about what he does, including plugging into his podcast "Leadership That Sells", go to: LinkedIn - https://www.linkedin.com/in/paulwmorton/ Website - https://practical-leadership.academy/ Leadership That Sells Podcast - https://podcasts.apple.com/au/podcast/leadership-that-sells/id1642528911
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    59 m
  • Transforming Sales Through Clarity with Kirstin Carey

    Transforming Sales Through Clarity with Kirstin Carey
    Jun 11 2025
    In this episode I welcome Kirstin Carey, a seasoned sales conversion coach, who provides insightful discussions on sales strategies, mindset, and the transformative power of resilience. Kirstin's unique approach to sales, informed by her multifaceted career from marketing and business ownership to health and wellness, offers listeners a refreshing perspective on sales processes that prioritise empathy and clarity over traditional sales tactics. Kirstin explores the concept of the "Clarity Method" in creating successful sales interactions, emphasising the need to see, hear, and understand clients deeply. Her method focuses on asking insightful questions to uncover clients’ true motivations and barriers. Kirstin also shares her personal journey that included overcoming autoimmune diseases, which led her to recognise the importance of resilience in both personal health and professional development. This is a must listen episode if you are searching for an edge in your professional selling approach. To connect with Kirstin & to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/kirstincarey/ Website - https://evolveminded.com/
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    53 m
  • Driving Sales Success in Highly Saturated Markets with Colby Varley

    Driving Sales Success in Highly Saturated Markets with Colby Varley
    Jun 8 2025
    In this episode I enjoy a tremendous conversation with Colby Varley, VP Sales at Advanced Transportation Services (ATS), and we explore the intersection of logistics, sales strategy, and operational excellence in the trucking industry. Colby shares rich insights from his professional journey—from growing up in California's "salad bowl" to leading a highly specialised transportation service. The conversation delves into competitive differentiation in a saturated logistics market, emphasising the nuanced approach required to manage high-value, perishable cargo and how ATS continues to excel by sticking to its niche. As the discussion unfolds, Colby discusses crucial challenges faced by the logistics industry, such as maintaining premium services amidst cost pressures and leveraging personal relationships for strategic business growth. Emphasising a focus on reliability and integrity, Colby offers advice on how sales leaders can improve market positioning through consistent service delivery and building lasting client partnerships. The episode is rich with strategic insights for those interested in logistics, sales leadership, and operational management. To connect with Colby and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/colby-varley-5ba57a69/ Website - https://advancedtransportationservices.com/
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    53 m