The Exceptional Sales Leader Podcast – Details, episodes & analysis

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/

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/

In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Walter Crosby, CEO of Helix Sales Development. Walter shares his unique insights on sales leadership, drawing from his extensive experience in the industry. We talk about Walter's journey, from a blue-collar background to a successful career in sales and sales management. The episode delves into critical themes, including the importance of coaching in sales leadership and how to effectively hire and develop sales teams. We explore the challenges and misconceptions surrounding sales leadership, especially the common practice of promoting top-performing salespeople to managerial roles without proper training. We emphasise the significance of understanding the difference between selling and managing and the need for a targeted recruitment process. The discussion also touches on the necessity of cultivating the right company culture, where accountability and proper sales management processes are paramount. Walter advocates for a comprehensive approach to sales leadership, focusing on coaching, clear sales processes, and fostering a supportive environment for sales teams to thrive. To connect with Walter, to learn more about what he does, as well as plug into his Podcast, "Sales & Cigars", please go to: LinkedIn - https://www.linkedin.com/in/walterlcrosby/ Website - https://helixsalesdevelopment.com/ Podcast - https://podcasts.apple.com/au/podcast/sales-and-cigars/id1567106056

In the busy world we live in, when expectations for results are high, it is often easy to prioritise activities that will drive sales and revenue, and in the process, de-prioritise our health and fitness. I'm a firm believer though, if you are not healthy, it makes it really difficult to enjoy any success that you have created. In today's episode, I'm joined by Coen Fryer, Co Founder of PeakAI Health, and we discuss the critical importance of health optimisation to driving exceptional performance. If you are dedicated to becoming exceptional, then health optimisation is a key pillar to performance. To connect with Coen, & to download his free e-book, go to: Instagram - https://www.instagram.com/coenn.f/ E-book - https://go.peakaihealth.com.au/free-ebook

In B2B sales, the pressure to drive exceptional results continues to exponentially increase, and often as a result of this, genuine strategic planning can take a back seat - the focus becomes the short term result. Exceptional sales leaders understand and embrace the need for strategic planning, and they prioritise this. A key pillar is the alignment between sales and pre-sales. In this episode, I am joined by Mark Winey, Head of Sales & GTM Strategy North America for SwarmDynamics, and we explore the evolving role of sales engineers, as well as emphasising the need for preparation, collaboration, and an emotional connection with customers. He also provides practical tips on avoiding common pitfalls in sales engagements and enhancing customer relationships. If you are committed to driving exceptional results, this is a must listen episode. To connect with Mark, & to learn more about SwarmDynamics, please go to: LinkedIn - https://www.linkedin.com/in/markwiney/ Website - https://swarmdynamics.ai/

Whether in sales, business, or in life, the pace in which people are operating at in 2024 is at an all time high. There are so many expectations placed upon us in the journey to 'success', that very rarely do we have time to stop, reflect and recharge. Everywhere we look, there are distractions, with people and organisations vying for our instant attention. Is it any wonder, that burnout, and poor performance is becoming a real issue. In this episode, I welcome back Dr. Eric Recker, Dentist, Speaker, Coach, and Author of the brand new book, That Damn Analogy. We delve into the importance of being present, understanding one’s purpose, and the critical balance between high performance and preventing burnout. Dr. Recker describes his journey from experiencing severe burnout to redefining success and achieving balance in life. If you find yourself in the constant cycle of busyness & urgency, then this is an episode you will want to consume more than once. To connect with Eric, to learn more about him, and to grab a copy of his book, go to: LinkedIn - https://www.linkedin.com/in/eric-recker-583849278/ Website - https://ericrecker.com/ Download his 160 Refuelling Hacks - https://ericrecker.com/refuelinghacks/

When facilitating workshops with sales teams, I often ask how many of them love to be sold to. How many do think stick their hands up? Literally none. When I ask how many of them love to buy, just about every hand goes up. What's fascinating is that often sales people are the ones who do not like to be sold to, and yet, they are trained to be the sales person who is constantly looking for clues to sniff out an opportunity, and to close a live prospect at every chance. In other words, often act like a douchebag, at least in the eyes of their prospect. There is a better way-selling authentically. In today's episode, I'm joined by Coach Dan Gordon, Executive Business Coach & Speaker, as he shares insights and ideas from many years in sales & marketing, on how to sell like a badass & not like a douche. He also provides his cell number for you to take advantage of some free resources. To connect with Dan and to learn more about what he does, go to: LinkedIn - https://www.linkedin.com/in/coachdangordon/ Website - https://dangordonenterprise.com/

For years, bigger organisations have been leveraging technology to gather customer intelligence, to better identify and understand their ideal customer profile, and then create compelling solutions that speak directly to those customers. Interestingly, this is not as common in the mid enterprise, small enterprise and start up space. In fact, many of these organisations don't actually utilise a defined sales methodology. This is changing. In today's episode, I had the pleasure of speaking with Kieran Krohn, Head of Growth at ScaleStation, a Revenue Operations & Growth Marketing Agency. It was a fascinating conversation where Kieran shared key insights on the importance of revenue operations and sales enablement, and why these are the key to driving exceptional results. Whether you are an experienced sales leader in a large corporate, involved in small to medium enterprise, or even in the start up space, there are nuggets of gold from Kieran to apply immediately. To connect with Kieran, to plug into his Podcast, Growth Unlocked, and to learn more about ScaleStation, please go to: LinkedIn - https://www.linkedin.com/in/kierankrohn/ Podcast - https://open.spotify.com/show/1XPOkwLfHrFSWZshidKhMY?si=e10c01c099bc4bcb Website - https://scalestation.io/

The brilliant thing about sales is that people can become successful in the sales game, irrespective of their background & knowledge - there are skills and competencies that can be learned, developed and magnified along the journey. In today's episode, I have the privilege of speaking with Dipti Pandit, a sales leader with an inspiring journey. Leaving a successful sales leadership career in India, Dipti made the monumental decision to move to Australia, leaving her husband and young son behind for 7 months, in search of better opportunities. Her inspiring story is literally one of burgers to boardrooms, as she shares her insights and perspectives on how she forged a successful sales and sales leadership career in Australia, and how she is now paying it forward through helping aspiring sales leaders make an impact. I hope you enjoy listening to the conversation as much as I enjoyed having it. To connect with Dipti, as well as to learn more about what she does, including information on her Masterclass for Aspiring Sales Leaders, please go to: LinkedIn - https://www.linkedin.com/in/diptipandit/ Website - https://salespundit.com.au/

With 2 working weeks left until the end of the Financial Year (or end of Quarter if your company has a different Financial Year), many companies are scrounging to get the deals closed as quickly as possible - to hit the number by the end of the month. Often, as a result of this, the focus is ‘all hands to the pump’, meaning that other activities and investments take a back seat, or are discarded altogether. If the activity or investment is not directly related to closing deals by June 30th, it is not a priority. And unfortunately this is often the directive from Senior Management which sets the tone for the entire team, resulting in short term, immediate attention. We must resist this and continue to invest in the sales team.