The High Performance Sales Leader – Détails, épisodes et analyse

Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox?

Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1M deal, Stephen learned the hard way that grit, curiosity, and a process-driven mindset aren’t optional, they’re survival.

This episode isn’t about polished one-liners or LinkedIn fluff. It’s about what actually works: why MEDDIC changed his career, how to build resilience before you build pipeline, and the real reason being liked isn't enough. If you’ve ever wondered what separates the good reps from the elite, Stephen lays it all out. No filter, no fluff.

Let’s get into it.

Connect with Stephen Cottrell:
👉LinkedIn: https://www.linkedin.com/in/cottrell/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

I spoke with Craig Harris, former CEO at Plexus and COO at Deputy … he has been a key part of some of the most exciting scale-ups in Australia.

Here’s Craig’s story ….

For 25 years, I’ve helped tech companies build at pace. But one journey that stands out—because of what it gave me, taught me, and broke in me—was Deputy.

In four years, we scaled from $5M to $55M. We didn’t do it with smoke and mirrors. We did it with systems, sweat, and a few very sore lessons. I’ll walk you through the path we took to scale, the frameworks that held under pressure, and how we pivoted when COVID sideswiped the entire business.

Not the “forgot your keys again” kind of chaos—but the high-octane, VUCA-drenched kind where companies grow fast, systems break, and you have to lead anyway.

Let’s get into it.

Connect with Craig Harris:

LinkedIn: https://www.linkedin.com/in/craig-harris-au/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

Russell Evans, former CRO at Dubber, discussed his transition from large corporations to startups, highlighting Dubber's growth from $5 million to $38 million ARR in five years. Key drivers included partnerships with Cisco and Microsoft, the unified communications as a service (UCaaS) market's 18-22% annual growth, and a partner-only go-to-market strategy. Evans emphasised the importance of cultural fit, data-driven decision-making, and maintaining a high-energy, partner-centric approach. Challenges included building a global team and ensuring partners were genuinely aligned with Dubba's vision. Evans also stressed the need for unreasonable expectations and clear communication to manage stakeholder and investor expectations.

Episode Highlights:

• Why Russell Left the Corporate Giants for a Startup Rollercoaster
•  Scaling from $5M to $38M ARR in Five Years
• Partner-Centric Models are Not for the Faint-Hearted
•  Building a Global Team is Harder Than You Think
• The Importance of Repeating Yourself—Endlessly
• Why Hiring for Attitude is the Key to Success
• The Secret Sauce to Partner Success
•  The FOLAD Factor: Fear of Looking Like a Dick
• Building a Culture of Trust and Accountability
• The Unreasonable Person Drives Change
• Unreasonable Expectations are Key to Growth
•  Managing Investor Expectations is a Delicate Balancing Act

Connect with Russell Evans:

LinkedIn:https://www.linkedin.com/in/russell-evans/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In this episode, we sit down with Alex Palmer, SMB Manager - ANZ at Deel, a hyper-growth Pre-IPO SaaS company revolutionizing payroll and workplace mobility worldwide. Originally from the UK, Alex came to Australia with dreams of playing professional cricket. His experience as an athlete shaped his approach to leadership, emphasizing continuous improvement, resilience, and a focus on team growth. Today, he leads with transparency, honesty, and a passion for helping others succeed—both on his team and through his mentoring work with organizations like Rare Birds and Early Work.

Episode Highlights:

• From Cricket to Tech Sales: A Journey of Serendipity
• Why Team Sports Prepare You for Business (More Than You Think)
• The Pivot to Tech Sales: A Lucky Break or a Calculated Move?
• From Sales Rep to Leader: The Mental Shift
• The Art of Building High-Performance Teams
• How to Spot a Bar-Raiser in Your Team
• Eating the Frog: Why Doing the Hardest Thing First Matters
• Why Ownership Beats Talent Every Time
• The Duck and Eagle Theory: Managing Different Types of Performers
• Radical Candour: The Key to Authentic Leadership
• Creating Psychological Safety in High-Pressure Sales Environments
• Fail Fast, Fail Forward: Iteration is Everything
  
  

Connect with Alex Palmer:

LinkedIn: https://www.linkedin.com/in/alex-palmer/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In this episode, we explore the power of a beginner’s mindset with Mark Fazackerley, a high-performance sales leader and martial arts practitioner. Mark shares how adopting a sense of wonder can open up infinite possibilities, whether in business or personal growth. We also delve into his journey through martial arts, how it shaped his leadership style, and his unique perspective as the "Roving Reporter" on LinkedIn.

About Mark Fazackerley:

Mark Fazackerley, a high-performance sales leader who has made a significant impact across some of the most well-known companies in the industry, including Oracle, Talend, Qlik, and MicroStrategy. Mark is not only respected for his leadership and sales acumen but also for the authentic way he shows up in the world—a quality deeply influenced by his lifelong passion for martial arts.

Many of you may recognise Mark from his engaging LinkedIn Video posts as the ‘Roving Reporter,’ where he leads by example in the realm of social selling. In this episode, we’re going to dive deep into his journey, his philosophies on leadership, and how martial arts has shaped the way he connects with and inspires others.

Episode Highlights:

02:35 The Early Influence of Kung Fu
05:48 Karate as a Life-Changing Decision
07:30 Applying Martial Arts Discipline in Sales
08:46 Embracing the Beginner’s Mindset
12:16 The Importance of Situational Awareness in Sales
13:40 The Birth of the Roving Reporter: A Social Selling Experiment
15:36 Harnessing the Power of Video Content
17:00 Overcoming the Fear of Putting Yourself Out There
24:17 The Power of Authenticity in Leadership

Connect with Mark Fazackerley:

LinkedIn:https://www.linkedin.com/in/markfazackerley/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

What has shaped your journey so far?

In this episode, we sit down with Peter Sharples, Vice President APAC at Builder.ai, a Series D unicorn revolutionizing the tech landscape through AI-driven app development. Peter, formerly with AWS, shares his journey from civil engineering to becoming a leader in the tech industry, highlighting the transformative shift from cloud computing to AI. He also reflects on the key decisions and experiences that have defined his career.

Episode Highlights:

• The Journey Begins: Learning from Mistakes
• The Power of Serendipity: When One Door Closes
• Early Lessons: The Importance of Humility and Resilience
• Embracing Change: Moving Beyond Comfort Zones
• The Game Changer: Lessons from AWS
• The Future is AI: Why I’m Betting on the Next Decade
• Adapting to the New Normal: What the Future Holds

Connect with Peter Sharples:

LinkedIn: https://www.linkedin.com/in/petersharples/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In this episode, David Oakley shares his experiences transitioning from industry-leading giants like IBM and Oracle to working with innovative companies such as ServiceNow and Miro. He delves into the benefits of starting a career in large organizations and how those experiences shaped his approach in more agile, cutting-edge environments. Dave also discusses the importance of self-management, leadership, and creating a sustainable work environment that fosters long-term success.

Episode Highlights:

01:19 The Unplanned Path: From Big Names to High-Growth Startups

03:03 Learning from the Giants: The Benefits of Big Company Experience

04:13 Managing Yourself: The Foundation of Leadership

07:01 Playing the Long Game: Balancing Sprints with Sustainability

10:32 Building Cross-Functional Cohesion: The Power of Teaming

14:58 Leading with Purpose: Connecting the Dots for Your Team

20:39  Adapting Your Leadership Style: From Experience to Facilitation

32:24  Embracing AI: The Future of Sales Leadership

Connect with  David Oakley:

LinkedIn: https://www.linkedin.com/in/oakleydavid/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In the realm of personal and professional development, few stories capture the essence of persistence and determination quite like that of Kwame Aforo-Addo. A sales leader at UKG Software, a third-degree black belt, and a former regional-level 100-meter sprinter, Kwame’s journey is a testament to the power of unwavering commitment to one’s goals. His story is one that inspires not only his peers and colleagues but also those who are navigating the challenges of career transitions and personal growth.

Episode Highlights:

01:56 Meeting Kwame: The Unannounced Visit

05:32  The Power of Consistent Daily Action

07:49  Building Confidence Through Commitment

10:28 Overcoming Challenges During the Career Break

13:37 The Athlete’s Mindset: Training for Success 

15:49 The Role of Mentorship and Networking

Connect with  Kwame Aforo-Addo:

LinkedIn: https://www.linkedin.com/in/kwameaa/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

Tanya Neary, Senior Director of New Business APAC at Culture Amp, an Australian startup turned global SaaS player, has spent over a decade shaping and growing the company. Her journey is a rich tapestry of challenges, successes, and invaluable lessons. In this interview, Tanya shares her insights on growth, culture, and leadership.

Episode Highlights:

01:30 Tanya Neary's Visionary Journey 

03:00 Identifying the Market Gap 

07:13 Encouraging Innovation Through Failure

09:21 Nurturing a Strong Company Culture

11:05 Navigating Challenges with Resilience 

15:39 Global Expansion Strategies

21:23 Embracing Change and Adaptability

Connect with  Tanya Neary:

LinkedIn: https://www.linkedin.com/in/tanya-neary

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In today's episode, we're thrilled to have Emma Cahalane, a seasoned sales leader, sharing her invaluable insights and experiences. Emma's journey from HR to sales leadership has been nothing short of inspiring, and her expertise spans diverse sectors, including tech giants like Google and innovative startups like Sonder and DoorDash. She discusses prevalent gender dynamics in sales and offers strategies for fostering inclusivity and championing diversity, effective sales techniques, and many more. 

Join us as we uncover the secrets to sales success.

Episode Highlights:

00:44 From HR to Sales: The Initial Leap

02:53 Overcoming Early Challenges in Sales

05:04 Gender Dynamics in the New Business Team

07:28 The Drive to Leadership

08:59 Leading Diversity Initiatives at Google

11:42 Addressing Challenges in Scaling Organisations

18:41 The Importance of Sponsorship and Retention

20:51 Creating an Environment for Progression

Connect with  Emma Cahalane:

LinkedIn:https://www.linkedin.com/in/emmacahalane1/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!