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 14, 2021 • 15 min
I'm a massive fan of Neale Daniher, first when he was the coach of the Melbourne Football Club, but even more so as he has continued to fight Motor Neurone Disease (MND) over the last 7 years. He is such an inspirational man and a man who leads by example and demonstrates significant qualities of leadership that we can all utilise in our own lives and careers. In today's episode, I reflect on 4 of Neale's powerful leade...
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June 11, 2021 • 13 min
Let's be honest, for many people, sales is not easy. It can be exceptionally rewarding & fulfilling, but for some, it can be an absolute nightmare. Yes, sales takes skill, capability, tenacity, persistence, resilience, amongst other traits, but there is one thing that can make a massive difference to a sales person's ability to shine and excel - encouragement.
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June 9, 2021 • 17 min
There is a saying 'It can be lonely at the top' and this can especially be true for leadership. Very often senior executives and CEO's don't have someone who they can confide in, bounce ideas off, seek guidance and advice. Hence it is vital, especially today, to find someone who you can trust, to be your confidante.
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June 8, 2021 • 17 min
In today's society, I don't think anything shines brighter than a person's integrity. And yet, there are countless examples of people choosing not to demonstrate integrity - they make it all about themselves. As leaders, we must set the standard, establish the benchmark of excellence and then reliably deliver according to those benchmarks. This is what drives integrity.
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June 7, 2021 • 16 min
When it comes to exceptional performance, whether it be a team or an individual, there is one quality that stands out more than anything else. It's not effort, it's not talent, it's not capability. It is a relentless focus on maintaining a benchmark of excellence.
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June 4, 2021 • 17 min
With the end of the Financial Year fast approaching (certainly in Australia), many organisations, Senior Executives, Sales Leaders and salespeople hit the panic button, especially if they are behind on their sales target. And this plays beautifully into the hands of the potential customer, who can employ numerous tactics to source a better deal. We must not get sucked in to the end of Financial Year rush.
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June 3, 2021 • 16 min
Following on from yesterday's podcast with the aim of the game being giving. Often we end up winning when we continue to give. And often we can find ourselves & our company experiencing feedback and situations that may not feel like a win. But they can teach us a huge lesson & can be stepping stones to improvement.
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June 2, 2021 • 17 min
This may sound counter intuitive, especially if you are operating in a competitive environment. Many people and companies believe that the aim of the game is winning - it's not. The aim of the game is giving, and many sales people and sales leaders get this confused. They believe they have to convince, persuade and 'sell' in order to get results. If we flip this on its head, and focus on giving, everything changes.
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June 1, 2021 • 17 min
Great leaders understand the importance of collaboration and involvement. Some leaders though create an environment where members of the team feel reluctant to contribute, they are reluctant to have a voice. This can be challenging. As leaders we need to find ways to actively encourage people to have a voice, to share their voice, and feel as though they are making a meaningful contribution to the team. In this episode, I share a s...
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May 31, 2021 • 13 min
All exceptional performers have one thing in common - they are meticulous in their preparation. Professional golfers prepare physically & mentally so that when they find themselves having to sink a 4 foot putt for victory, they have confidence to perform in the moment. This should be no different to sales leaders and their teams, and yet, many of them 'wing it' and hope for the best. Not a great strategy.
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May 28, 2021 • 17 min
As humans, we live our lives inside a comfort zone, and for many people, this comfort zone never expands - think of the person who performs the same role in the same company for 40 years, or the sales person who moves companies every 2-3 years and performs exactly the same role. We are built to evolve and certainly as leaders, it is our responsibility and obligation to develop and show the way - in other words, we must get comforta...
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May 27, 2021 • 19 min
When it comes to professional selling, many sales people and sales leaders focus so much of their attention on their products and services, and how these can be differentiated from their competitors in order to close more deals. In doing this, they are often missing a massive differentiator - in fact, the biggest differentiator, and what I call The Prize. That is what is explored in today's episode.
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May 26, 2021 • 16 min
Despite many sales people and sales leaders complicating it, the art of sales is actually founded in some common and basic principles. Sales is really about problem solving, and is the ultimate form of service. And the ones who are sustainably successful at sales, are the ones who continue to take the shots. That is the topic of today's episode.
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May 26, 2021 • 16 min
A clear expectation that people have of leaders is that they must make decisions. There is nothing more frustrating than a leader who is indecisive and suffering from procrastination - this can lead to diminishing trust, lack of respect, poor engagement, and ultimately, attrition. As leaders, we must do one thing really, really well - make decisions!!!
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May 25, 2021 • 18 min
As a Sales Leader, it is important to recognise that your team has a stack of ideas just waiting to be tapped into. Being able to tap into these ideas in an effective way is a key skill, that not all Sales Leaders possess. However, all is not lost - we can develop this skill, and in this episode I provide some guidelines on being able to effectively do that through the power of brainstorming.
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May 25, 2021 • 16 min
One of the greatest attributes of Exceptional Sales Leaders is their humility. They are humble in victory, and they are humble and gracious in defeat. They respect the game and they always respect their opposition. They never take their competition for granted and will always ensure that their focus is on constant and never ending improvement.
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May 20, 2021 • 16 min
If there is one certainty in sales it is this - your sales and revenue target only increases over time, it never goes backwards. It is always about growth. Which means that we need to be continuing to improve, get better and focus on the next level. That is, make progress.
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May 19, 2021 • 16 min
More and more, EQ is becoming so much more important than IQ. Companies are now investing significant resources into helping build EQ within their teams, especially leadership groups as well as in their talent acquisition. As leaders, building our EQ muscle is a must if we are to remain relevant, and continue to facilitate growth and deliver those sustainable results.
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May 17, 2021 • 14 min
I love this quote from William James - 'Act as if what you do makes a difference. It does". It is a critical principle to embrace and implement as we seek to make progress in our business and career - especially critical to our leadership.
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May 14, 2021 • 16 min
The cornerstone of leadership is trust - without trust, there can be no leadership. To create an environment where we can be trusted by our team, we must build credibility, reliability & intimacy. And the quickest way to do this is through establishing standards of excellence of behaviour and being ruthless in their execution and management.
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