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
June 2, 2023 • 69 mins
I'm so thrilled to be able to have Doug C Brown, Sales Revenue & Profit Growth Expert from CEO Sales Strategies, back on the podcast for a second conversation. Today's conversation is a continuation of exploring the inner sales voice that we as sales people and sales leaders must be attuned to, as well as building awareness of the labels we apply to ourselves and others, which can either enhance, or diminish our chances of being su...
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June 2, 2023 • 15 mins
Are you curious as to what it is that separates the exceptional performers, whether they be in business, sport, or entertainment, from their competitors?
Many point to talent as being a key reason. Talent is a contributor but it is not the defining factor.
Others point to connections - who they know - as a factor. Being connected certainly helps, but again, it is not the defining factor.
Some even point to luck. Yes, luck ...
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June 1, 2023 • 18 mins
Working in sales for over 20 years, I was staggered at the number of sales managers and teams that would frown upon failure - to the point where sales people would do whatever they could to avoid making mistakes.
And in working as a coach & mentor to sales leaders and their teams for the last 8 years, unfortunately nothing much has changed. The pressure to hit the number is all consuming and within the sales environment, the exp...
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May 29, 2023 • 59 mins
I often talk about sales being the ultimate form of service, and irrespective of whether we have a sales role or not, we are all in sales. Unfortunately though, many sales people have a poor reputation because of how they approach sales, which can be off putting for many people. We can learn to love sales and even become a master of sales, if we master some fundamentals. In today's episode, I have the privilege of speaking with Gai...
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May 29, 2023 • 20 mins
If there is one thing that has come out of the last 3 years, it is that the world feels a lot smaller.
The sheer volume of news and information being front of mind globally has been almost unlike any other time in history. And with this has come a much sharper focus on leadership.
To say that there is a huge void in quality leadership around the world right now would be a massive understatement. For young people with ambition...
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May 5, 2023 • 60 mins
I share with groups all the time that irrespective of the position or the organisation, every single person is in sales, whether we like it or not. Whether we are selling a product, a service or an idea, we must exert influence in order for a change to be created and an experience to be had. In today's episode, I have the privilege of speaking with Elia Donati, Personal Chef, and a man on a mission. From working in his father's bus...
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May 4, 2023 • 27 mins
As sales leaders, we all want to increase our level of influence - people in the team, our peers, key partners, customers and certainly senior executives. Interestingly, many believe the way to do that is through telling, through providing information, and in many cases, through trying to convince and impress people. This may work for some, but often this influence is short lived. The secret to influence is realising that it is not...
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May 3, 2023 • 14 mins
Over 100 years ago, James Allen wrote the incredible book ‘As A Man Thinketh’ and in it he described the principle that we become who we think about. It was perhaps one of the first personal development books that delved into the power of mindset, attitude and emotional intelligence.
The principle is still true today as it was over 100 years ago, and as sales leaders we must be constantly vigilant over the thinking patterns we c...
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April 26, 2023 • 65 mins
In working with sales leaders and their teams, I am constantly fascinated by what separates the average performers from the exceptional performers, especially when it appears, on the surface at least, that they have equal levels of talent, capability and opportunity. I have come to understand more and more, the power of the conversations we have in the 6 inches between our ears. Our inner voice is super powerful, and it can either ...
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April 26, 2023 • 14 mins
In many organisations, high performing sales people are often gifted with sales leadership responsibility based on their level of performance and level of potential - they sit in the ‘top right’ quadrant.
It is often the next logical step in their sales journey. The challenge though is many high performing sales people are not prepared for the opportunity when it presents itself, and as such, feel thrusted into a leadership role...
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April 24, 2023 • 57 mins
One of the key challenges for sales leaders and their organisations is being able to identify their key market differentiation, what makes them unique, and then identifying how to exploit that differentiation to disrupt the market. Not many succeed. In today's episode, I have the pleasure of speaking with Evan Montero, the Co-Founder and CEO of DIY Blinds, a fully Australian-owned and made eServices start up that has achieved a $10...
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April 24, 2023 • 20 mins
If there is one key differentiator that separates Exceptional Sales Leaders from their peers, it is their ability to build high quality connections. They genuinely care about their people and everyone they come in contact with, and through this process, become almost like a lightning rod to attract talent and build a high quality and an elite performance culture. They especially become Masters of 5 key principles which I discuss on...
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April 13, 2023 • 19 mins
Sales teams are made up of different people, with difference characteristics, different attributes, different experiences and different strengths. We hear a-lot about sales leaders conducting SWOT analyses and then focusing their attention on identified weaknesses, and building strategies and plans to turn those weaknesses into strengths. How about we instead hone in on the strengths and encourage people to play to these? That's th...
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April 11, 2023 • 18 mins
In working with sales leaders and their teams, I come across lots of different people, with many different behaviour and communication styles. What intrigues me though is the number of leaders and aspiring leaders who compare themselves to others, and often in an unhealthy way. They look at senior leaders or leaders who have more experience or who appear to have more 'success', and either wish they could be like them, or in some ca...
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April 6, 2023 • 60 mins
As a sales leader, there is a huge responsibility that sits on your shoulders, including driving an engaged culture, driving high performance, coaching, mentoring, as well as being able to articulate a strong message to your senior stakeholders. The expectation that senior leaders have is that you must know your numbers, and if you don't, you seriously run the risk of diminishing your credibility, which can impact your profile, rep...
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April 3, 2023 • 13 mins
When working with leaders, I often encourage them to become feedback machines. There are countless opportunities on a daily basis for feedback, and exceptional leaders are constantly maximising them. Creating an environment where feedback is not only expected, it is demanded, is one of the keys to high performance.
What’s fascinating though is that many leaders, for some reason, have a level of trepidation about 360 degree feedb...
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March 31, 2023 • 18 mins
If there is one characteristic that separates exceptional leaders from their peers, it is their ability to flex their leadership style depending on the current situation and the people in it.
Being able to adjust communication style based on either the personal style or behaviour style of the person in your team is vital to build credibility and ultimately trust, and the vast majority of leaders can do this almost intuitively.
...
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March 20, 2023 • 16 mins
What is interesting as I observe leaders, especially in sales, is that many of them are driven by certainty, have a need to follow a proven formula and possess a relentless focus on achieving the numbers.
Many of them unfortunately do not acknowledge that this approach is, in many cases, actually preventing them from becoming exceptional. They are following what they consider to be a tried and true pathway, and yet, they are not...
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March 17, 2023 • 14 mins
Following on from yesterday's episode, I have just enjoyed a great conversation with Ryan Warriner on his Podcast, The Professionally Speaking Podcast, about communication, effectively influencing and the importance of being authentic. Being someone who you are not is tiring and exhausting, and often puts pressure on to remember how to behave in certain situations. In today's episode, I share some thoughts on how to be authentic an...
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March 16, 2023 • 22 mins
As a sales leader, it is critical that we build and maintain a multi dimensional team if we are to have the possibility of achieving sustainable success. Unfortunately far too many sales leaders build one dimensional teams - teams filled with people who are almost carbon copies of each other, which over time, only stifles potential, growth and ultimately, results. A challenge for many leaders is to become more of a chameleon, a per...
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