We all only get one chance to live our best lives.
The problem is, most people struggle to get the tools, the help, the strategies, and the inspiration.
Our mission with this podcast is to share the insights, ideas, lessons, stuff ups and pathways to help you realise your best life..
Best business, best career, best income, best happiness, best optimisation of your potential.
Find out more at www.leighfarnell.com
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Why 87% of Sales Training Doesn't Work and What to Do about it to get a 353% ROI on Your Investment
Thursday, April 3, 2025 • Duration 13:05
The Harsh Truth: Most Sales Training Doesn’t Stick
Businesses invest thousands (Billions) in sales training, yet months later, salespeople fall back into old habits, and results barely improve. Why? Because traditional sales training alone isn’t enough.
Without ongoing coaching, accountability, and a structured sales system, knowledge fades, motivation wanes, and performance plateaus.
To achieve real, lasting sales success, you need more than a one-time workshop—you need an integrated approach.
That’s where Leigh Farnell and the CZ6 Colour Zone Sales Excellence System come in.
Why You Need Sales Training + Coaching + a High-Performance Sales Ecosystem
A true transformation in sales performance happens when training is reinforced with coaching and embedded into a structured, high-performance sales ecosystem.
Here’s why this combination is the key to sustainable success:
Listen up..
Want me to Coach You to Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
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B2B Package - for B2B Sales Results Transformation
Performance Development Consultants - Your One Stop Shop - the Complete A to Z in Organisational Growth and People Performance
PDC is a consortium of the very best coaches, business advisors, strategy and sales consultants and service providers in the marketplace – all focused with laser precision on your goals and objectives.
At last, a premium brokerage of 47 leading experts available to leaders in business, sport, education, not for profits and government who are as passionate about high-performing, empowered people delivering better results as we are.
7 Reasons Why You Should Consider an Outsourced Sales Manager
Monday, March 31, 2025 • Duration 09:16
In this podcast we talk about the power and value of an OSM - Outsourced (or Virtual) Sales Manager - Sales Coach.
In today’s fast-paced business environment, having the right sales leadership is critical to your company’s success. An outsourced Sales Manager – Sales Coach (OSM) can be the game-changer your business needs, offering high-level expertise without the cost and commitment of a full-time hire.
This guide will walk you through the seven key steps to choosing the right outsourced Sales Manager – Sales Coach and why Leigh Farnell Best Business (LFBB) is the ideal partner for your sales success.
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation-Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
How and Why to Lose Yourself to Find Yourself: The Hidden Power of Service
Thursday, March 20, 2025 • Duration 12:06
This podcast is based on two fantastic quotes.
One from Mahatma Ghandi and the other from Muhummad Ali.
How and Why Lose Yourself in the Service of Others if you want to Lead Your Best Life.
Such a profound idea.
Selfishly Unselfish..
Here 3 Powerful Reasons to do this:
1. You Discover a Deeper Purpose
When you serve others, you connect to something larger than yourself. You move beyond personal gain and tap into meaning, purpose, and contribution. It’s in giving that we often find the deepest sense of fulfillment and identity.
2. You Grow in Compassion and Perspective
Helping others expands your empathy. You begin to see the world through different lenses, cultivating humility and wisdom. Serving others shifts your focus from “What do I want?” to “What do others need?”—and that shift often brings clarity and inner peace.
3. You Become Your Best Self
Service challenges you to rise—to be more generous, patient, resilient, and courageous. Ironically, the more you give, the more you grow. In losing yourself in service, you often end up becoming the person you were truly meant to be.
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
How Discounting Is Killing Your Business—Here’s How to Stop It
Monday, March 17, 2025 • Duration 14:58
In this podcast we go into 5 powerful reasons you must KNOW YOUR NUMBERS to GROW A BACKBONE with your Business Sales.
Discover just how empowering it is to do this simple calculation using the Financial Model Calculator I outline in this podcast.
We also go back and listen to a key part of the Mark Jackson interview where he outlines how his father was the one to challenge him then change his whole business experience by doing the numbers and knowing the numbers.
Here are just some of the key points:
5 Powerful Reasons to Know Your Costs, Charge What You're Worth, and Stop Discounting
1. Profit Protection – Know if You're Winning or Losing If you don’t know your true costs and minimum charge-out rate, you’re flying blind. Every deal could unknowingly be losing you money. Knowing your margins means you can confidently say yes to profit and no to loss-making work.
"If you don’t measure it, you can’t manage it."
2. Strategic Pricing – Charge What You're Worth Understanding your cost structure helps you price intentionally, not emotionally. This allows you to move from being a price-taker to a value-maker. You stop undercharging and start positioning your offer with confidence and credibility.
"Cheap pricing often signals cheap value."
3. Discounting Destroys Profit (Fast!) A 10% discount might seem small, but it can wipe out 50% or more of your profit margin. Unless you dramatically increase your sales volume (which often doesn't happen), you’re simply working harder for less. Know your break-even point and protect your profits.
"Discounting is a silent profit killer."
4. Smarter Deal Decisions – Say NO When You Must When you know your costs and minimum charge-out rate, you can walk away from bad deals with confidence. Some clients or jobs cost more than they bring in. Your pricing clarity gives you the power to make better decisions and avoid draining your resources.
[Audio] Service Leadership: The Secret to Business Growth with Graham Harvey
Thursday, March 13, 2025 • Duration 01:13:41
Qualtrics XM Institute in a study of over 28,000 people across 26 countries concluded that $3.7 Trillion in Global Sales were lost last year due to bad customer experiences.
Qualtrics estimates that $74 billion was lost in Australia due to poor customer service.
According to Moira Dorsey, Principal XM Catalyst at the Qualtrics XM Institute, "All it takes is one bad experience or wrong move for an organisation to be punished...that's why in 2024 companies need to be more careful than ever not to mistreat customers."
Graham Harvey is a straight talker who has a passion to stop this.
This is what he says about himself in his LinkedIn profile.
'I work with service leaders and their teams, coaching & empowering them to design & develop cultures of service excellence that deliver standout results across their entire business organisation, especially for their customers.
If you want someone to make you feel warm and fuzzy, to insulate you from the harsh realities of modern business, and let you pretend that ‘business-as-usual’ will get you safely to where it is you wish to go, then there are others you should probably call.
However, suppose you want someone with the courage and experience to ask the tough questions, to help you identify and confront reality head-on, to provoke and challenge your current thinking, attitude and behaviours, and to leave you with time-proven, research-based strategies to achieve higher levels of performance that will deliver exceptional results and blow your competition out of the water. In that case, you have come to the right place.'
IN THIS PODCAST, GRAHAM AND I DISCUSS
His background in business and how he found his passion in coaching customer-facing businesses.
How to optimise the human connection in business to grow sales, grow staff and customer engagement and grow customer retention, repeat business and referrals
His values and why he uses values as critical business tools in his coaching
How and why design and deliver standout customer experiences to delight customers - every time
20 Powerful Questions That Shape Your Success (and Failure)
Monday, March 10, 2025 • Duration 08:51
As a parent, teacher, coach, manager, mentor, leader, and human being - you need to know that the words you use and the questions you ask yourself and others makes ALL the difference.
Here are 10 Disempowering Questions and 10 Empowering Questions you should know about and insert or delete from your communication.
10 Disempowering Questions (That Weaken Confidence and Engagement)
Do you understand? – (Yes/No answer, doesn’t check actual comprehension.)
Why don’t you get this? – (Blames the learner instead of guiding them.)
What’s wrong with you? – (Shames the person rather than supporting growth.)
Haven’t I already explained this? – (Dismisses the need for further clarification.)
Why are you struggling so much? – (Focuses on the problem, not the solution.)
Do you even care about this? – (Questions motivation instead of inspiring it.)
Why can’t you be more like [someone else]? – (This creates comparison and discouragement.)
Are you sure you can handle this? – (Implies doubt about their capability.)
What made you mess this up? – (Focuses on failure rather than improvement.)
Is that really the best you can do? – (Undermines effort instead of encouraging progress.)
10 Empowering Questions (That Inspire Growth and Confidence)
What’s one key takeaway from this? – (Encourages reflection and comprehension.)
How would you explain this concept in your own words? – (Checks true understanding.)
What’s working well for you so far? – (Build confidence by focusing on strengths.)
What’s one thing you could do differently next time? – (Encourages learning from experience.)
How do you see yourself applying this in real life? – (Connects learning to action.)
5 Keys to Eliminating One of the Worst Questions in Your Communication Tool Box
Thursday, March 6, 2025 • Duration 09:28
In this Communication for Success - Part One, I discuss one of the dumbest questions you can ask as a Coach, Leader, Manager, Teacher or Parent.
5 Reasons Why Asking 'Do You Understand?' Can Be a Really, Really Dumb Question
#1 - It Puts People on the Spot – It can make the other person feel uncomfortable or defensive, especially if they don't understand but don't want to admit it. #2 - It’s Too Binary – The question only allows for a yes or no answer, without giving insight into what they actually understand or don't. #3 - It Assumes Clarity Is the Listener's Responsibility – It subtly shifts the blame onto the listener rather than the speaker for any lack of clarity. #4 - It Doesn't Check for Real Understanding – Someone can say "yes" just to move the conversation along, even if they haven't fully grasped the point. #5 - It Misses the Chance to Engage – A better approach is to ask, "What are your thoughts on that?" or "How would you explain that back to me?" which encourages dialogue and checks understanding without judgment.
Use the Discount Code - LFBB10 for 10% off a casual contrast
I cannot recommend Reclab enough as part of your Leading Your Best Life Program.
ABOUT OUR CHANNEL
When you want simple, easy but powerful micro steps - small steps you do each day to transform your Life, Your Career Advancement or your Business Growth and results..
We have 40 years experience working with over 400 different companies from 47 different industries.
2300 Heroes: 10 Inspiring Tales from the Rottnest Channel Swim this Year for You.
Thursday, February 27, 2025 • Duration 20:06
Heroes come in all shapes and sizes and ages and genders..
On the last weekend in February each year over 2000 heroes take to the water in Perth, Western Australia to swim the 19.7 kilometers from Cottesloe Beach to Rottnest Island.
Highly regarded worldwide and one of Western Australia’s iconic events, the South32 Rottnest Channel Swim is a 19.7km open water swim from Cottesloe Beach (Mudurup) to Rottnest Island (Wadjemup).
The Rottnest Channel Swim is not only a challenge in fitness, mental toughness and ability – but a challenge in managing your mind as well.
In this podcast I share just some of the stories of people I know in my Podsquad North Cottesloe swimming group who did incredible things to discover just how much resilience, how much stamina, how much courage and how much tenacity they really had.
It was a magical day with incredible stories coming out of it.
It made me think of David Bowie's wonderful song - Heroes.
"I, I wish you could swim Like the dolphins, like dolphins can swim Though nothing, nothing will keep us together We can beat them, for ever and ever Oh we can be Heroes, just for one day" Listen and be inspired. Take action yourself to set a goal - to act - belong and commit to living your best life. #swimming #swimforempowerment
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The Complete A to Z in Organisational Growth and People Performance
PDC is a consortium of the very best coaches, business advisor, strategy and sales consultants and service providers in the marketplace – all focused with laser precision on your goals and objectives.
At last, a premium brokerage of 47 leading experts available to leaders in business, sport, education, not for profits and government who are are as passionate about high performing, empowered people delivering better results as we are.
No pushiness, just performance. Leigh Farnell shows you how to supercharge your B2B sales results using his proven CZ6 Colour Zone Sales Excellence System.
5. Build a Sustainable, Scalable Business A business built on random pricing and gut-feel discounts is not scalable. But when you have structured, strategic pricing based on real numbers, you build repeatable, profitable growth. This is the foundation for long-term sustainability and business success.
"Real businesses run on numbers, not guesswork."
Take Action:
Review and calculate your minimum charge-out rate.
Know your fixed and variable costs.
Stop discounting—start selling value.
Train your team to price confidently.
Build a business that grows with profit, not panic.
Need help with this? Call Leigh Farnell today to implement the CZ6 Sales and Business Growth System — your turnkey path to scalable, profitable business success.
ASK THE EXPERTS
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
The secret to blowing your competition out of the water
How and why culture is the foundation stone to outstanding customer experiences
The key milestones and decisions he has made throughout his life and career that have shaped his thinking and his coaching in today's market
What to ask your customer to transform your business results
The Power of the 7 clients a day Program
How he loves the power and impact of his Design - Deliver - Delight Program
.. and much more
Contact Graham - graham@grahamharvey.com 0403 262 988
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy SessionSchedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
Our Award winning coaching, learning and empowerment programmes are not just about online learning - we help you implement and embed smarter systems and solutions into your life, career and business.
Most projects start with a speaking engagement at your Leadership or Sales Retreat or conference.
