The Exceptional Sales Leader Podcast

The Exceptional Sales Leader Podcast

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

Episodes

October 14, 2021 18 min

For many in sales, there is a desire to transition into sales leadership and for many, it is about the prestige, the title and the perceived influence that comes with leadership. Unfortunately many are thrust into leadership roles based on their current levels of high performance, and do not know how to make a successful transition. One of the best pieces of advice I ever received was from my first General Manager, who said on day ...

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I enjoyed some awesome conversations with clients this week, in particular in relation to standards of excellence. A key element of becoming an exceptional sales leader is to identify what it is that you would like to be known for, and create a set of leadership values and standards of behaviour that enable you to pursue that objective. One client in particular has seen the power of that play out this week, and it has elevated his ...

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October 13, 2021 20 min

As sales leaders, we are the barometers of our team and our team is a mirror in that they are simply a reflection of us. It is therefore vital that we are projecting an optimistic approach, that we take on and project a growth mindset, and that we exude self confidence. Understand, this is not the fake it till you make it approach, it is a groundedness that enables us to be confident and project that.

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If there is one thing that frustrates me more than anything else – it is sales leaders and teams making excuses for where they are at:

  • Sales target is too high
  • Leads not ‘hot’ enough
  • Customers constantly ask for discounts or ‘freebies’
  • Internal resourcing is inadequate or not engaged
  • Senior leaders don’t understand…
  • The list goes on and on. In sales and in business, we can either make excuses, or we can make progress. We can’t do both.

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    October 8, 2021 19 min

    In working with leaders, I find that many of them can’t help but get involved in tasks and projects, sometimes doing things for their team, rather than allowing their team to get it done themselves. This happened to a client this week, and I asked the question – are you helping or are you hindering. Many times when we get in and do it for them, we are hindering and in the process, we are creating a co-dependency environment. This i...

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    October 7, 2021 19 min

    Becoming a world class communicator takes many elements, including being able to articulate a message in an influential way. As sales leaders, there are 2 key areas that we can focus our attention on at a deeper level to really enhance our communication capabilities. And whilst this is not rocket science, getting better at these 2 can certainly help us become world class communicators.

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    October 6, 2021 17 min

    When working with sales leaders, I will often ask them the question – ‘what will be your legacy?’ The responses vary, from blank stares to laughter and everything in between. Certainly as a new Sales Leader, it is probably not something at the top of the agenda right now, however, it is one of the most important aspects of leadership. Thankfully I had a terrific mentor early in my sales leadership career who challenged me to become...

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    Many people appear to be oblivious to their own thinking and of the conversations they have. And many try to hide their thinking from others, for fear of being labelled or criticised. We must understand that we will spend more time with ourself than with anyone else, ever. So the most important conversation we’ll ever have is the conversation we have with ourself. Stands to reason then that we make it a positive conversation.

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    October 3, 2021 13 min

    As we begin the final quarter of 2021, it is an ideal time to take stock, to reflect on the year so far, identify the wins and the lessons, and re-focus on the actions & behaviours required to make 2021 our best year yet. No matter where you are, there is a new starting point. Use the final quarter to set up a powerful platform for an exceptional 2022. You may not be happy with your progress. You may not be happy with your achi...

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    October 1, 2021 17 min

    Your team is, and always will be a reflection of you. The behaviours you see play out in your team and highly likely to be the behaviours you have developed. Do you like what you see? As sales leaders, we must become crystal clear on what excellence looks like and begin to model this excellence every single day.

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    In today's podcast I had the privilege of chatting with John Dean (JD), Founder & Director of Sales Director Central, an organisation which is dedicated to creating a better future by changing the way the world views sales. As JD shares in this episode, he was a self confessed 'crap Sales Manager' earlier in his sales leadership career, but the lessons he learned, and the investment he made into his own development ...
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    September 29, 2021 15 min
    There are many things in leadership that can be unpredictable, including customers, partners, senior executives and even your team members. But one this that is predictable and inevitable is conflict. Many sales leaders and their teams try and shy away from conflict or try to avoid it. Exceptional sales leaders understand that conflict can be healthy, and must be dealt with effectively and professionally.
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    September 27, 2021 15 min
    For lovers of AFL Football, we have just witnessed an epic Grand Final, and for long suffering Melbourne supporters, 57 painful years without the ultimate success has come to an end. The Melbourne Football Club and its supporters have gone through harrowing times, spending many years as the laughing stock of the competition and on a few occasions promising much, but not being able to deliver. Until 2021. On the biggest stage, Melbo...
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    September 24, 2021 8 min
    If you have listened to the Podcast, you will know that I am a very passionate Melbourne member & supporter, and tomorrow, the boys get the opportunity to play for the ultimate prize, the AFL Premiership. One of the club's greatest people is Neale Daniher, who was coach of the club when Melbourne last played in a Grand Final in the year 2000. He has written a letter to supporters and players called the 'Back Of The Bus&...
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    September 24, 2021 20 min
    As a sales leader, one of the more frustrating elements is developing confidence in sales forecasting. Many times I would take as gospel the word of the Account Executive on a deal, only for it to fall over and be handed to our competition. Nothing really has changed today. Working with sales leaders, the same challenge exists. Too many sales leaders are relying on relationship & almost a nudge nudge, wink wink, she'll be r...
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    September 22, 2021 18 min
    If there is one thing that really irks me about some people, it is that they constantly choose to play the blame game. No matter what happens, it is never their fault & always someone else's. We just have to look at many Politicians to see how prevalent it is in today's society. Playing the blame game is so lame and it delivers poor results. Exceptional leaders never play the blame game, ever. They take 100% responsibil...
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    September 21, 2021 20 min
    Beliefs are super powerful - they fuel people, organisations and countries, and often cause challenges and conflict. It begs the question. Are your beliefs true? How can we challenge our beliefs, how can we become more curious, certainly as leaders, so that we can become more creative and open to different possibilities. This is what I explore on today's episode.
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    When we see professional sports people performing on the biggest stage, we often revel in their ability to execute, despite the pressure of the occasion. Whether it be a professional athlete winning a gold medal at the Olympics, or an AFL player kicking a clutch goal to win the game after the siren, it is easy to get caught up in the excitement of the moment. It is also easy to overlook the volume of work that goes into being able ...
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    September 17, 2021 17 min
    If you watch most people today go about their business, many of them are going through life almost unconsciously, going through the motions, doing the same thing each day. It does beg the question - what must be going through their mind? The key question for today's podcast is 'Are you aware of your thinking?' It is an interesting question and if we are 100% truthful, most of us would not be fully aware of our thinking....
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    September 16, 2021 35 min
    In today's episode, I had the privilege of having a conversation with Lee Hackett about all things sales and sales leadership. Starting out as a professional footballer in the UK, Lee moved immediately into sales following his football career, leveraging key lessons to become a very successful salesperson in a relatively short period of time, growing 3 separate businesses to over $10m in sales, to now consulting to global execu...
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