In this episode of Leadership That Sells, I sit down with Joe Davis, former Head of BCG North America, transformation expert, and author of The Generous Leader. Joe shares a refreshing, clear-eyed perspective on what it means to lead well under pressure especially when you're juggling high-performance targets and a stressed-out sales team. We talk about how generosity isn’t soft it’s actually a strategic edge. Joe lays out exactly how a leader can be both supportive and tough on performance, why inclusion needs to go far beyond demographics, and how vulnerability builds real trust. It’s practical, honest and powerful. If you’ve ever struggled with how to push your team without breaking them, this is one for you. How to lead with generosity and still drive accountability Here’s how Joe Davis defines and applies generous leadership: Generous leadership is about giving of yourself freely — without expectation of personal gain — to help others grow, develop and thrive. Inspire and develop your team if you want them to truly “hum” for you — not just chase numbers. Listen to learn, not to reply. Real listening builds trust and shows respect, which in turn drives performance. Inclusion is not tokenism. Pull different voices into decision-making — not because they tick a box, but because they add value. Be human, not heroic. Vulnerability, humility and honesty unlock more from your team than pretending to have all the answers. Accountability and generosity are not opposites. Hold the line on outcomes — but be shoulder-to-shoulder in helping people get there. Timeline summary [02:59] - “Generous leadership is giving of yourself freely… to help others grow and thrive.” [04:43] - Joe’s wake-up call as a 24-year-old manager: “Why didn’t you tell me this two weeks ago?” [07:06] - “The fastest trust builder? Listening. Not hearing — really listening.” [08:51] - Inclusion done right: “When you invite me into that room, I want to give you everything.” [10:45] - “Leadership is a learned performance. You don’t have to be Churchill to lead well.” [13:26] - Vulnerability in action: “I don’t know, either.” How that one sentence unlocked a stuck team. [19:04] - “This isn’t about being nice. It’s about outcomes — and how you get there matters.” [22:04] - Generous inclusion: “It’s not demographics, it’s contribution. Invite, include, then ask.” [25:10] - Joe’s billboard message to the world: “Listen with curiosity. Listen to learn. Have grace.” Links & resources The Generous Leader by Joe DavisLinkedIn: https://www.linkedin.com/in/joedavis1313/ Instagram: https://www.instagram.com/joedavistgl/ Facebook: https://www.facebook.com/joedavistgl Practical Leadership Academy: practical-leadership.academy Get the free Parallel Team Playbook: practical-leadership.academy/playbook If you enjoyed this episode, please rate, follow and share Leadership That Sells. Reviews help more people find the show — and they help your fellow sales leaders lead better.  

What if the thing holding your team back isn’t skills, tools or technique—but their mindset? In this episode, I talk with Umar Hameed—hypnotist, executive coach, and founder of No Limits Selling—about the invisible blocks that keep salespeople stuck in B-player territory… and how to help them break through. Umar shares powerful, practical tools for rewiring beliefs, unlocking confidence on demand, and creating a team of authentic, purpose-driven A-players. We unpack the real reason pipeline reviews feel like the Spanish Inquisition, why traditional team models fail in modern sales environments, and how to tap into the true identity of a salesperson beyond the persona and self-doubt. If you want to help your reps stop playing small, feel genuinely good about selling, and perform at their best consistently—don’t miss this one. How to shift your team’s mindset in two minutes 🔹 Recognise mindset as the missing piece – Tools and training aren’t enough. It’s the internal belief system that determines whether a B-player steps up or stalls. 🔹 Use memory to boost confidence – Recall a moment you felt unstoppable. Relive it with all your senses. Then use a physical anchor (like a fist and saying “Yes”) to lock that feeling in. 🔹 Change limiting beliefs – Identify the belief behind the behaviour (e.g. “I’m too young” or “I don’t deserve success”) and reframe it into something empowering. 🔹 Create identity alignment – Help reps move beyond their persona and inner doubt to connect with who they really are. That’s where high performance lives. 🔹 Lead with love – A mindset of love (for yourself and others) creates calm, presence and connection. Sales isn’t manipulation. It’s service. Timeline summary [04:54] – The real gold: how many B-players could be A-players if their mindset shifted?[06:10] – The three faces we wear in sales: persona, delusion, and the authentic self[08:20] – Why limiting beliefs about money keep reps stuck in low-performance orbits[13:04] – The contagious power of belief and what great leaders really do[18:00] – The 2-minute confidence exercise that changes everything[22:15] – The hidden shame salespeople carry and how society wires it in[26:00] – Umar’s mission: Mindset Boosters and helping people heal on demand[30:13] – Why love is the ultimate sales superpower (and how it helps you listen better) Links & resources 🎧 Mindset Boosters – Umar’s on-demand mindset toolkit 🏫 Free Parallel Team Playbook – For leading modern sales teams If this episode hit home, share it with your team, give us a follow, and drop a review. Let’s lead first and sell more.

We’re all using ChatGPT, Gemini, Claude… but let’s be honest — most of what’s coming out of these tools is rubbish. Generic, unfunny, over-formal slurry. M-dashes everywhere. Worse still, it’s killing brands and cluttering our inboxes with AI-written drivel that nobody reads. So what if you could build an agent that works like a team member? One that understands your tone, writes like you, and plugs straight into your content engine? That’s exactly what Reed Hansen helps us uncover in this episode. Reed’s a Chief Growth Officer and strategic marketing brain who’s helped everyone from Oracle to fast-growing startups. He breaks down exactly how to build and train an AI agent that’s not only useful — but actually saves you time, scales your voice, and makes you look smarter. We talk about how most people are doing this all wrong, the real value of AI agents, and how to avoid turning your brand into a slurry cannon. This episode is crammed with practical advice you can use right now — especially if you're trying to do more with less and keep your content engine running without sounding like a robot. How to build your own AI marketing agent (the right way) ✅ Define the agent’s role and constraints: Who’s it for? What outcome do you want? Be specific about tone, topics to avoid, and the format of the content. ✅ Train it like a new hire: Don’t just say “write like me” — give it FAQs, onboarding docs, examples, brand voice guidelines, and preferred content structures. ✅ Attach high-trust sources: Feed it with your own high-quality material — case studies, blog posts, sales copy, anything good. Don’t let it guess. ✅ Connect it to your workflow: Use tools like Zapier or Make to push content into Buffer or your CRM. If you're stuck copy-pasting, you're not there yet. ✅ Supplement with your face: AI can't be you. Mix in your voice, your face, your real thoughts. That’s what builds trust and gets remembered. Timeline summary [01:54] – Why most teams fail: it’s not the reps, it’s the ICP or the manager [02:44] – Agentic AI is “the dog’s proverbial” — why it’s the next step beyond ChatGPT [04:53] – Treat it like an employee: how to shape responses with consistent training [07:44] – The M-dash and the curse of legalese: where bad AI writing comes from [08:44] – What people get wrong: not enough instruction, too much freedom [10:24] – Chat is not enough: agents need to push/pull data to be truly valuable [11:08] – Three-step framework: plan, build the engine, and connect it [14:21] – Structuring your prompts: listicles, tables, tone, formats — get specific [15:31] – Plug into your planner: automate workflows to get daily content out [20:13] – The AI echo chamber: why we’re amplifying internet sewage [24:46] – Use AI for hygiene content, but mix in real human posts too [26:02] – “Put your face on the content” — realness beats slurry every time [28:21] – Final advice: your face + your voice = your brand’s secret weapon Links & resources The Practical Leadership Academy – Free Parallel Team Playbook Buffer – Social media scheduling tool Zapier – Automation between apps Make – Visual automation builder If you found this episode valuable, please do me a favour — rate, follow and review the podcast. It really helps us get the word out to more sales leaders who need to hear it. And don’t forget to share it with someone who’s still letting AI write like a UN lawyer with a thesaurus.

In this episode I sit down with Milam Miller — author of The Charisma Craft and founder of Be Confident and Kind — to dismantle the myth that charisma is innate and to show how it can actually be a powerful, learnable leadership skill. We unpack what charisma really is (spoiler: not glittery and extroverted, but human connection), why it matters for sales and leadership, and how to build what Milam calls your “Riz factor” — your likability, trustworthiness and presence that turns connection into commercial advantage. Expect a practical, no‑fluff framework, real talk about what works, and a challenge to show up with intent. If you lead a sales team (or want to), manage reps, or sell yourself as a leader — this conversation is a must-listen. How to craft charisma that helps you lead and sell more Here’s how you can start turning charisma into a reliable tool — not a luck-of-the-draw trait. Think of charisma as a craft, not a birthright. It isn’t about being loud or larger‑than‑life; it’s about human connection that builds likability, competence and trust. Lead with authenticity. Use your own voice, stories and values. Don’t mimic scripts or try to be someone else. Your genuine self resonates. Be bold enough to ask. Confidence matters: call the meeting, make the call, take the risk. But boldness without humanity falls flat. Stay curious about people. Ask questions, listen, learn what drives your colleagues or clients — and respond to that. That curiosity underpins strong, lasting relationships. Combine confidence with kindness. Confidence shows you know your stuff. Kindness shows you’re human. Together they create what Milam calls the “like‑know‑trust” platform. Lead with service, not quota. Shift your mindset: selling isn’t about hitting numbers, it’s about helping people solve problems. When you show up for them, results follow. Timeline of key moments [00:02:04] — “That’s a lie.” Milam debunks the myth that charisma is innate — you can learn it. [00:03:11] — Charisma framed as “the art of human connection” rooted in empathy, warmth and clarity. [00:05:39] — The “L‑K‑T” test: Likable, Knowledgeable, Trustable — the essence of likability in professional relationships. [00:09:32] — The two core engines of charisma: intention (why are you showing up) and attention (who are you listening to). [00:16:14] — The ABCs of charisma: Authentic, Bold, Curious — a simple, actionable framework. [00:18:13] — Distinction between courage and bravery: courage is acting despite fear; bravery is absence of fear. Both matter. [00:23:03] — The big takeaway: “Be confident and kind and develop your charisma craft.” Links & resources The Charisma Craft by Milam Miller — the book that underpins the frameworks we discussed. Be Confident and Kind (Milam’s organisation) — for more tools, training and sales‑enablement resources. If you want to test this on your team: grab the Parallel Team Playbook from Practical Leadership Academy If you’re ready to stop leaning on charm and start building connection as a repeatable skill, this episode gives you a clear path. Try being intentional, curious and human in your next interaction — the results might surprise you. If you enjoyed this episode, please rate, follow, share and review the podcast. It helps more sales leaders discover leadership that sells.  

Most sales teams aren’t teams at all. They’re collections of high-performing individuals running in parallel—lone wolves, each doing their own thing, occasionally gathering for a dreaded team meeting. In this episode, I’m joined by David Kesby, author of Extra Dependent Teams, and together we unpack what’s really going on in your sales team dynamic—and why trying to lead them like a rugby squad is making things worse. David’s background in the military and years of organisational coaching have given him a black belt in decoding team dysfunction. We talk about what’s broken in traditional sales leadership, how to spot when your team isn’t really a team, and what to do instead. From ditching unproductive team meetings to building a culture of shared learning and mutual identity, this is a masterclass in rethinking sales leadership for the real world. How to turn your sales team into a learning culture that performs: Stop pretending your team is interdependent. Most sales teams are extra dependent—similar roles, similar work, no reliance on each other to get results. Ditch the “prove yourself” culture. Separate data interrogation (pipeline reviews) from performance development (1:1 coaching). Stop team meetings from being a prison. Use them for collaborative problem-solving, not status updates. Shift A-player incentives: competition should be aimed at the market, not each other. Build team identity with shared stories, common practices and a collective sense of ownership. Timeline summary [04:10] – The moment David knows a team isn’t functioning: finger-pointing and blame [06:15] – Sales performance issues? It’s either product-market fit or leadership. Here’s how to tell [10:56] – “My team isn’t a team” – what that really means and why language matters [12:22] – Why top performers won’t share their playbook (and how you created that problem) [19:02] – Why your team meetings are killing collaboration—and how to flip the script [23:30] – How to run team sessions that actually improve performance [26:01] – “Interrogate the data, not the person” – a new approach to coaching [30:05] – How to build team identity with the ‘skills, bills, thrills and spills’ model [35:11] – The first thing you must do if you realise your team isn’t really a team Links & resources David Kesby’s book Extra Dependent Teams: Realising the Power of Similarity – Buy direct from Routledge (use code 25AFLY3 for discount) Team Dependency Diagnostic – available on David’s website davidkesby.com Free Parallel Team Playbook – from the Practical Leadership Academy practicalleadership.academy If you enjoyed this episode, rate and review the show, follow us, and share it with your fellow sales leaders. Let’s help more managers lead first—and sell more.

In this episode of Leadership that Sells, I’m joined by Aurelien Mottier, President of MemoryBlue and a man on the frontlines of AI-powered sales. He’s scaled one of the largest outsourced sales orgs on the planet, and he’s not just thinking about how to use AI in sales—he’s doing it. At scale. Every day. We get into the nitty gritty of how AI is changing the way sales teams operate—from call scoring to pipeline coaching to personalised messaging—and how not to let it turn your reps into lazy robots. If you’ve ever wondered how to keep your sales machine human while automating the grunt work, this episode’s for you. Aurelien breaks down the tools, the tactics and the mindset required to lead sales teams through AI disruption, while keeping people at the centre of the process. There’s no fluff here. Just insight, experience and some hard truths about what separates good from great in this new era. Start with AI that boosts productivity, not complexity. Tools like ChatGPT can save reps 10–20% of their time by helping with research, drafting emails and understanding buyer language. Teach the tools—don’t assume your reps know how to use AI well. Without clear policy and training, you risk spam, laziness and brand damage. Pair humans and AI where it counts. Use machines for research, data and admin. Double down on soft skills like empathy, listening and building trust. Leverage AI to coach and develop talent. Use call transcripts and scoring to personalise feedback, track progress and create career paths. Invest in platforms that surface real insights—tools like Cluster and Gong can flag pipeline issues, coach managers, and help CROs focus on what actually closes deals. Avoid the ‘build’ trap. Partner with tech providers who are ahead of the curve, and stay agile enough to pivot when the next free tool drops. Lead with purpose, not panic. In times of change, be the calm in the chaos. Create safety for your team, but keep moving forward. Timeline summary: [02:22] – Why the hype around AI mirrors the early internet days[05:29] – Why personalisation without relevance is just noise[08:00] – AI isn’t about volume. It’s about relevance, research and respect[13:01] – Pipeline ≠ revenue. Why you need AI tools that go beyond top-of-funnel[17:03] – The “oil and engine” analogy: Data is the fuel, AI is the engine[22:17] – Soft skills are your moat. Invest in what AI can’t replicate[30:06] – What to look for when hiring in an AI world: coachability, curiosity, courage[35:17] – AI for coaching: how to finally do meaningful call reviews at scale[41:08] – Leading in crisis: how to create clarity and calm in an uncertain world[46:13] – Aurelien’s billboard message to the world: “Be human” Links & resources: MemoryBlue T0M0R0.ai – AI & machine learning consultancy Cluster – Pipeline analytics & forecasting Gong.io – Conversation intelligence Mentica – AI-powered sales training Franz – Sales automation for agencies Good to Great by Jim Collins – book reference If this episode gave you something to think about, share it with a fellow sales leader. And if you’re loving the podcast, don’t forget to rate, review and follow Leadership that Sells wherever you get your pods.

What if your high performance is actually hiding a crisis? In this episode of Leadership That Sells, I’m joined by transformational coach and multilingual speaker Daniel Castro – a former finance exec turned burnout-buster. Together we explore why high-achievers often find themselves stuck, despite hitting all the targets, and how to begin the journey back to purpose. We break down Daniel’s CASVI Method – a powerful framework that reconnects success-driven professionals with meaning, energy and clarity. If you’ve ever felt like you’re “doing well but not feeling well,” this one’s for you. We talk identity, self-leadership, burnout, energy management, and why true leadership often starts with simply stopping. This is about transforming the way you lead – by transforming the way you live. How to shift from burnout to purpose Pause – Start by stopping. High achievers rarely pause to question their trajectory. Clarity begins with stillness. Clarity – Understand your beliefs, motivations, values and what brought you here. Redefine success on your terms. Awareness – Stop drifting. Start noticing. From posture to thoughts, cultivate conscious awareness. Sense of purpose – Discover your unique strengths and apply them in service to something bigger than yourself. Vitality – Guard your energy. What you eat, consume, think and feel – it all affects your performance. Integration – Knowledge without application is useless. Take action. Make it real. Make it daily. Timeline summary [02:50] – Why burnout hides behind achievement [05:54] – “Living slowly is an act of rebellion” [07:10] – Redefining success: purpose over promotion [10:12] – “The value isn’t in what I know – it’s in the questions I ask” [13:54] – Unpacking the C in CASVI: Clarity [17:35] – Awareness is the antidote to autopilot [20:07] – Purpose through service: why giving is getting [24:17] – Serve with no strings attached – the key to resilience in sales [28:19] – Energy is fuel: protect your vitality [35:03] – Integration: where transformation actually happens Links & resources Daniel’s website: dannycasvipo.com Follow Daniel on Instagram: @dannycasvi If this episode sparked something for you, please rate, follow and share Leadership That Sells. It helps other managers lead better and live better – starting today.

In this episode, I’m joined by Andrew Oxley — a seasoned executive coach, author of The Four Faces of Frustration, and founder of The Oxley Group. With a career spanning decades and companies like Coca-Cola, CNN and Progressive Insurance, Andrew has spent over 30 years helping leaders cut through complexity and lead with impact. We dig into the hidden trap many sales leaders fall into — showing up as the hero or the villain — and why the real shift is to become the guide in your team’s story. Andrew shares how a “morning smile” clipping in a newspaper changed his life, how your limiting beliefs are likely driving your performance issues, and why asking the right questions is more powerful than having the answers. He’s got hard-earned wisdom on leading with accountability, performance and clarity, and it’s all delivered with clarity, humour and precision. How to lead as a guide, not a hero or villain: Start by being radically honest about the role you play in your team’s results — change starts with you. Remember: your team’s performance story includes you as either a villain, hero or guide — choose wisely. Use questions you don’t know the answers to as a compass — keep asking, keep searching. Identify the real problem before trying to solve it — most leaders waste time fixing the wrong thing. Trade in limiting beliefs like “I don’t have time” for empowering questions like “Who can help me grow?” Connect leadership development to business outcomes, not just “HR initiatives”. Hold people to high expectations and support them in the growth to get there — that’s how guides lead. Timeline summary [03:00] – Leading a top sales team at 27: the ‘player coach’ phase and what it taught him [04:40] – The quote that changed everything: “Even if you win the rat race, you’re still a rat” [05:15] – The power of keeping a question front of mind: “How do I change my life?” [06:58] – “The problem wasn’t the job. The problem was me.” [12:00] – The three roles leaders play in their employees’ stories: villain, hero or guide [15:05] – Why the hero boss actually disempowers your team [16:30] – What it really means to lead as a guide: tough, supportive, accountable [17:25] – “You’ll never solve a problem you’re not trying to solve.” [18:44] – Busting the “I don’t have time” myth and how to reframe it [20:55] – If you want to double your income, go buy someone lunch and ask better questions [23:03] – Why most leadership training fails: it doesn’t move the business needle [25:52] – Start with business results, then work backwards to behaviour and leadership [27:26] – How to use AI (like ChatGPT) to help your reps diagnose their own problems [32:02] – Understanding how frustration shows up in different people and what it’s telling you [34:15] – “Thank you. Please tell me more.” The only right answer to feedback [35:00] – The billboard test: how much honesty are you willing to accept about yourself? Links & resources Free leadership training: transformingresults.com Andrew’s book The Four Faces of Frustration: Available on Amazon

In this episode of Leadership that Sells, I’m joined by Casey Jacox, elite performance coach, speaker, author of Win the Relationship, Not the Deal, and former #1 sales producer for a decade straight. Casey and I talk about the real difference between average sales managers and exceptional sales leaders and it’s not about who has the best pipeline spreadsheet. We dig into the mindset shift needed to lead effectively: from being the smartest person in the room to being the most curious. From controlling the conversation to letting reps find their own way. From winning the deal to winning people. This is practical, grounded, and deeply human advice that sales leaders can act on today. No fluff, no theory just the sharp end of leadership that actually works. Here’s how to lead with humility, vulnerability and curiosity: Win people, not just deals: Follow up after losses to show you care, it's about how you make people feel. Model humility: Talk less, ask more, and stop needing to be the smartest person in the room. Lead with curiosity: Ask second, third, even fourth-level questions. Let reps find the answers, you don’t need to have them all. Normalise vulnerability: Say "I don’t know" out loud. Encourage your team to do the same. It builds trust. Act like your customer is your mum: That shift in mindset changes how you show up, for the better. Stop being selfish on social: Share your wisdom, it’s a service, not self-promotion. Timeline summary [02:22] - What it really means to "win the relationship, not the deal"[03:46] - The simple follow-up that shocked clients and set Casey apart[04:35] - "Talk less. Ask more." Why curiosity is your leadership superpower[07:01] - Imagine your mum is the client and everything changes[08:40] - Why sales should be human not robotic decks and demos[10:24] - Why AI won’t replace great salespeople but it will expose bad ones[15:00] - Tactical ways leaders can actually model humility and vulnerability[20:20] - A coaching script for new managers battling imposter syndrome[22:14] - The boomerang mindset: serve with no expectation of return[24:01] - What fatherhood taught Casey about leading with questions[27:09] - The one question that has shaped Casey's life and career Links & resources Casey’s book: Win the Relationship, Not the Deal on Amazon Casey on LinkedIn: https://www.linkedin.com/in/caseyjacox/ Listen to The Quarterback DadCast: https://www.caseyjacox.com/podcast If you enjoyed this episode, please follow, rate and review Leadership that Sells. Share it with someone who leads a team and wants to do it better. Let’s help sales managers lead first and sell more.  

In this episode, I’m joined by the warm and wildly wise Astrid Korin, leadership coach, consultant, and the creator of the “Inside Out Leadership” programme. We dig deep into what it really takes for sales leaders to stay resilient, especially when the pressure’s on and the targets feel impossible. Astrid brings both heart and rigour, combining her experience in global leadership roles and business development with a profound understanding of human behaviour. We unpack why the best salespeople already have the raw materials for deep self-awareness and how that curiosity, when turned inward, can help them lead more effectively, coach with intention, and avoid burnout. If you’ve ever felt like you're “brute forcing” your way through tough quarters, or watching your team drift into exhaustion, this one’s a must-listen. We also take on the myth of the “group hug” sales team and talk bluntly about why some well-meaning leadership habits can do more harm than good. How to use self-awareness to build resilience: Get curious about yourself. Notice when you're triggered, reactive or spiralling. Ask: what am I assuming? What else might be true? Pause, then choose. Interrupt automatic behaviours. Take a breath and ask: what are my options right now? Practice being the observer. Notice physical responses, emotional surges, and what they signal. Don’t just react, reflect. Understand what’s underneath the trigger. Many sales leaders tie their worth to outcomes. Recognise when underperformance starts to chip away at your identity. Remember: all relationships are co-created. How you land a message matters, but so does how others receive it. Take shared responsibility for communication. Timeline summary [03:02] – Astrid on how business development in International Development is sales — and why rejection builds resilience. [05:13] – Curiosity as a superpower: why assumptions kill leadership and curiosity saves it. [08:47] – Noticing the clutching: how busy-ness masks vulnerability and fear in sales roles. [10:35] – Sales leaders must lead from the inside out — or risk pushing their self-protection behaviours onto the team. [14:25] – The most practical starting point: build your observer muscle and watch how you respond. [18:03] – “How did that land?”: why good sales leaders ask, clarify and co-create understanding. [25:59] – Astrid unpacks the achievement trap — where performance becomes self-worth, and why that’s dangerous. [34:45] – The honest mistake new leaders make: hitting the ground running without understanding the context. [39:33] – Astrid’s billboard moment: “You are enough.” Links & resources Astrid Korin’s website: www.astridkorin.com/ Connect with Astrid on LinkedIn:https://www.linkedin.com/in/astrid-korin-a7612969/ Learn more about the Inside Out Leadership programme (next cohort launches Feb 2026) If you got value from this episode, please rate, review and follow the show. It really helps spread the word to other sales leaders trying to lead first and sell more. And if you know someone who needs to hear this conversation, send it their way.  

Hiring salespeople is hard. Hiring the right ones is harder. David Russell – pioneering leadership coach, systems builder, author of five books and host of over 300 podcasts – joins me to unpack his proven, repeatable process for building high-performing sales teams without burning time, money or goodwill. We get into why the hiring process is so often broken, the importance of treating candidates with the same respect you’d give your best client, and how to run interviews that reveal truth rather than rehearsed answers. David shares his “three core workouts” method, how to qualify candidates out before you fall in love with them, and why the real job starts after the offer letter is signed. If you want to stop gambling on hires and start building your dream sales team, this one’s a playbook. How to hire the best salespeople without wasting everyone’s time Start with you: know your strengths, weaknesses and expectations before you hire. Respect candidates’ time – your #1 hiring goal is to qualify out quickly. Follow the three core workouts: Screen – fast, online, no fake backgrounds, ask hard questions early. Skills – test hard/technical abilities and how they apply them. Mindset – assess behaviour, motivation, maturity, and cultural fit. Use a strategic plan instead of a job description – set clear goals, behaviours, and mutual expectations. Onboard deliberately – train, test, and mentor until mastery. Timeline [03:30] – Why every sales team problem starts with the leader[03:56] – The TTT model: teach, test, train (mentor until mastery)[09:08] – The golfer vs football team analogy for sales teams[10:42] – Why you should work on your strengths more than your weaknesses[12:11] – The MAP agenda for weekly one-to-ones that keep momentum[16:45] – What sales leaders can learn from pro sports[18:23] – Why job descriptions sabotage your hiring process[20:19] – The three phases: attract, assess, add[22:21] – Screening out fast to save everyone’s time[25:16] – Respecting candidates and thinking beyond salary[28:34] – The three core workouts for a reliable hire[30:47] – The strategic plan for mutual expectations[32:14] – The “contractor for a day” test to see the real person Links & resources David Russell’s website: http://www.manage2win.com Hire the Best program: https://www.linkedin.com/company/hire-thebest/ If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

If you’ve ever tried to “manage” a maverick, you’ll know it’s a losing game. Judith Germain – leadership strategist, author of The Maverick Paradox, and founder of the Maverick Paradox consultancy – joins me to unpack what it really takes to lead willfully independent, pathologically curious people. The kind of people who can transform a sales culture… or wreck it. We dig into why most sales teams aren’t actually teams at all, the dangers of rigid systems, and why curiosity only works when it leads to execution. Judith shares her DRIVEN framework for decisive leadership, the difference between execution and mere implementation, and how to give high-performers the autonomy they crave without losing sight of the target. If you want to stop fighting Mavericks and start leading them, this one’s for you. How to lead Mavericks without killing their independence Replace rigid rules with guideline-based structures that fit the purpose. Be someone worth following – respect, trust, and genuine care matter. Discover each person’s compelling reason and align your leadership to it. Focus on execution (achieving the outcome) over implementation (ticking the boxes). Use the DRIVEN framework: Determination, Reputation, Influence, Versatility, Execution, Narration. Timeline [02:12] – What a Maverick really is (and why the cattle story matters)[04:30] – How pathological curiosity changes the sales game[07:12] – The difference between curiosity and rabbit-hole procrastination[10:21] – Jazz, adaptability, and leading in context[13:48] – Why you can’t “manage” a Maverick – and what to do instead[14:09] – Judith’s DRIVEN framework for decisive leadership[17:33] – Execution vs implementation: why ticking boxes isn’t enough[20:15] – How to create autonomy without losing accountability[23:01] – The four elements of influence and why they matter in sales[25:04] – How amplifying your influence helps you sell more Links & resources Judith Germain’s website: https://maverickparadox.co.uk Influence Scorecard: https://amplifyyourinfluence.scoreapp.com The Maverick Paradox by Judith Germain – https://www.amazon.co.uk/gp/product/B0727WP2SC/ref=as_li_tl?ie=UTF8&camp=1634&creative=6738&creativeASIN=B0727WP2SC&linkCode=as2&tag=maverickparad-21&linkId=cfd757574de06f194bafdb253e33e052 If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

Most sales leaders dread pipeline meetings – and their teams dread them even more. That’s because too often, they turn into boring history lessons nobody cares about. In this episode, I talk with Andy Bounds – award-winning sales trainer, bestselling author, and global keynote speaker – about how to make them short, sharp, and productive. Andy shares his “Who Do” method to instantly focus sales conversations on what matters, the power of “Afters” in selling and leadership, and why great leaders under-communicate to empower their people. We dig into hiring, coaching, closing, and the art of making communication stick. If you want more sales, faster – without killing the will to live in your next meeting – this is the episode to steal ideas from. How to run pipeline meetings your team will actually value Replace “update” meetings with “Who Do” meetings: Who is the client, and what do you want them to do next? Focus conversations on next actions and blockers, not history. Sell “Afters” – why the client is better off after working with you – not just your product or service. Under-communicate with capable teams to encourage ownership and problem-solving. Use coaching prompts like “What three things have you thought of?” to build initiative. Timeline [01:33] – The “Who Do” method for instantly sharpening sales conversations[03:40] – Why pipeline meetings fail and how to fix them[07:18] – Selling “Afters” instead of product features[10:53] – Start engaging, end with action: Andy’s 4-word rule for communication[14:45] – Systems over goals for consistent sales behaviours[19:03] – Under-communicating to empower capable people[24:47] – The mindset and traits to hire for in sales leaders[28:18] – The one interview question that reveals everything[31:12] – Andy’s billboard message to every leader and salesperson Links & resources Andy Bounds’ website and Tuesday Tips: https://andybounds.com The Jelly Effect by Andy Bounds – https://andybounds.com/resources/ If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

Most leaders think burnout is just “feeling tired” – but that’s like thinking frostbite is just “cold fingers”. In this conversation with Hazel Anderson Turner – business psychologist, mindset coach, and author of Coaching Through Burnout – we break down what burnout actually is, why leaders often miss it in themselves, and how to spot it early before it wipes out your team’s energy, performance, and trust. Hazel draws on over 15 years of coaching leaders, including front-line NHS managers during the pandemic, to explain how chronic stress changes the way we think, act, and relate to others. We cover the subtle early-warning signs, why our coping mechanisms often accelerate burnout, and the conversations that build trust and resilience long before a crisis hits. If you want practical, human-centred ways to keep yourself and your team in the game – without sacrificing your sanity – this is the episode. How to spot burnout early and protect your team’s resilience Learn the three key burnout symptoms: exhaustion, cynicism, and reduced effectiveness. Pay attention to disrupted sleep patterns, withdrawal from hobbies, and tech overuse. Notice when you start pushing away activities and people that relieve stress. Shift from directive management to coaching-style conversations. Build trust early by asking “what’s most important to you?” and listening to the answer. Timeline [01:45] – The three signs of burnout every leader should know[04:00] – How trying to “just work harder” makes burnout worse[07:15] – Why leaders often don’t recognise burnout in themselves[12:12] – The early-warning signals that mean it’s time to act[20:55] – The team-level conversations that prevent burnout[27:25] – Building trust before you need it: Hazel’s go-to question[33:18] – Why the best managers listen more than they talk[36:13] – Hazel’s billboard message to the world Links & resources Coaching Through Burnout by Hazel Anderson Turner – https://hazelandersonturner.co.uk/coaching-through-burnout/ Hazel’s podcast Coaching Unpacked – https://hazelandersonturner.co.uk/coaching-unpact/ If you enjoyed this episode, please rate, follow, share and review the podcast – it helps other leaders find us and lead first, sell more.

Most leaders think their biggest threat is what they don’t know. The truth is, it’s what they don’t know they don’t know. In this conversation with Kevin McCarthy – bestselling author of Blind Spots, creator of the Blind Spot Assessment, and someone who went from leading a 54-person sales team to spending 33 months in federal prison – we unpack the unseen forces that drive our decisions and how to spot them before they wreck our careers. Kevin shares how his own blind spots landed him in prison for a crime he didn’t knowingly commit, what prison taught him about perception versus reality, and how leaders can build stronger teams by owning their mistakes. We talk confirmation bias, triggers, the “expert fallacy”, and why curiosity is a leader’s best defence. If you want to make smarter decisions, build deeper trust, and lead with real connection, this one’s for you. How to uncover blind spots and make better leadership decisions Give trusted confidants permission to challenge your thinking. Slow down and question your automatic “system 1” reactions. Recognise and manage your own triggers before reacting. Use curiosity to understand others’ perspectives, not just your own. Model vulnerability so your team feels safe doing the same. Timeline [01:33] – How “kernels of truth” hid the largest stock fraud in Washington state[06:56] – The moment Kevin learned the difference between moral and legal reality[10:42] – Why confirmation bias is every leader’s Achilles heel[13:05] – The “expert fallacy” and how seniority can make blind spots worse[17:15] – The prison lesson that transformed Kevin’s leadership approach[23:45] – Practical tips for spotting your own blind spots[27:47] – How to help your team surface and share theirs[33:36] – The one message Kevin would put on 10,000 billboards Links & resources Blind Spot Assessment: https://www.blindspotassessments.com/ Blind Spots by Kevin McCarthy: https://www.amazon.co.uk/BlindSpots-Good-People-Make-Choices/dp/0999103407 If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

If you want to keep great salespeople, you need to do more than set targets and push for results. In this episode, I talk to Andy Reid – global sales leader, startup mentor and author of Success is for the Curious – about the leadership traits that work whether you’re running a global bank division or a two-person startup. Andy shares why the best leaders are comfortable with their vulnerabilities, why you should stop trying to fix weaknesses, and how knowing yourself makes it easier to know (and grow) others. We cover curiosity, courage, and why you’ll get further finding the 1% that makes someone exceptional and doubling down on it. How to lead with vulnerability and play to your team’s strengths Get clear on your own identity as a leader – people follow authenticity. Accept and own your weaknesses so you can hire to fill them. Focus on amplifying strengths rather than fixing weaknesses. Treat each person as an individual – find their “secret sauce” and help them use it. Use curiosity to get others talking; use courage to ask the hard questions. Timeline [02:09] – Why knowing your identity as a leader makes it easier for people to follow you[04:11] – The most effective leaders are comfortable with their vulnerabilities[07:39] – Why focusing on strengths beats fixing weaknesses every time[10:29] – How happiness acts as a “success drug” for leaders and teams[12:51] – The power of finding each individual’s 1% and amplifying it[17:26] – Success as a “flow state” and how to recognise it[18:53] – Curiosity and courage: the two traits every sales hire needs[22:17] – The one message Andy would put on 10,000 billboards Links & resources Andy Reid’s website: andyreid.com.au Instagram: @andyreidcoaching Success is for the Curious – available at major booksellers If you enjoyed this episode, please rate, follow, share and review the podcast – it really helps others find us.

What if the root cause of your outbound problem isn’t the people but the system? In this episode, I’m joined by Gerry Hill, VP at ConnectAndSell and creator of Pipeline OS, to cut through the noise around sales development and give you a blueprint for scalable, effective pipeline generation. Gerry’s seen firsthand how most sales orgs are wasting time, money, and talent by focusing on the wrong things tech stacks over structure, "charisma" over rigour, meetings over behaviour. We talk about how to fix that. From restructuring SDR workflows to leveraging gamification and agile frameworks, Gerry walks us through how to turn your outbound chaos into a repeatable engine for revenue. If you’re a sales leader fed up with underperformance and overcomplication, this one's for you. How to build pipeline development systems that actually work Stop romanticising "sales artistry" and focus on the science: disciplined execution, repeatable process, and tight feedback loops. Use MECE (Mutually Exclusive, Collectively Exhaustive) thinking to segment work, avoid cross-threading, and drive clarity. Pre-build the outbound week: define lists, scripts, execution windows, and follow-ups—then let reps iterate and learn. Shift comp plans to reward behaviours, not just outcomes—introduce a points-based gamified system. Borrow from agile: treat outbound campaigns like sprints, with reps acting as scrum masters. Create systems where managers manage again—your process should do the heavy lifting on accountability and clarity. Timeline summary [01:45] – The biggest problem in sales leadership? Homogeneity and lack of shared mission. [03:32] – Why curiosity is the #1 trait Gerry hires for—and how it correlates with top performance. [05:04] – How to measure curiosity in interviews: chaos, not canned questions. [06:47] – Why complaints are a gift: they signal engagement and highlight blockers. [10:13] – Reps don’t need coaches—they need missions, systems and heroes’ journeys. [13:41] – Pipeline is strategy, not grunt work: why most teams are structuring it wrong. [14:32] – The power of the MECE framework in outbound design. [17:16] – Making boring-but-important work fun: points-based comp and behaviour-led incentives. [20:07] – Pipeline development = agile sprint. Here’s how to run it like software engineering. [22:33] – Don’t have a system? Then your tech stack is a liability, not a lever. [26:59] – Real servant leadership is not about being nice. It’s about hard-edged, mission-driven service. Links & resources Gerry Hill on LinkedIn: https://www.linkedin.com/in/beaccurate/ ConnectAndSell: https://connectandsell.com/ Pipeline OS: https://connectandsell.com/pipeline-hero/ Enjoyed the episode? Do us a favour rate, follow, review, and share Leadership that Sells. Every click helps another sales leader level up.  

Most sales leaders treat recruitment like an admin task. Big mistake. In this episode, I’m joined by David Revell, a specialist in finding, attracting and hiring top-tier sales talent in the cleaning and hygiene industry, to unpack why hiring is selling and why your job adverts probably stink. David shares how most companies only ever reach the weakest 5–10% of the talent pool, why the best salespeople will never touch your generic HR-written advert, and how a simple shift to a marketing mindset can triple your response from the right candidates. He reveals the formula that took his ad conversion rate from 10% to 65% overnight, attracting top performers who weren’t even looking. Forget tired job descriptions that read like professional ransom notes. This episode shows you exactly how to hook high-calibre salespeople, speak to their emotional triggers, and stand out from 10,000 other postings. How to write sales job adverts that get results Stop talking about your company — make the advert all about what the candidate wants. Understand the difference between a job advert (front of the cereal box) and a job description (the boring back). Hook both the emotional brain (lifestyle, freedom, control) and the logical brain (evidence, proof you can deliver). Focus 90% of your copy on benefits the candidate will gain, 10% on your company. Use benefits that filter for the right cultural fit (e.g. office buzz vs remote freedom). Timeline summary [02:19] – The biggest hiring mistake: treating recruitment as an admin task.[05:26] – Why most adverts only reach the weakest part of the talent pool.[08:13] – The tiny window when top passive candidates start looking.[10:44] – How David’s formula boosted ad success from 10% to 65% overnight.[15:04] – No one cares about your company — make it about them.[17:20] – Writing to emotional and logical drivers to hook the right people.[19:42] – Benefits as a bat signal for cultural fit.[28:01] – Case study: rewriting one ad landed a £25m-per-year sales leader on a pay cut. Links & resources David Revell on LinkedIn: https://www.linkedin.com/in/david-revell-8b0929b6/ Charta Recruitment: https://www.chartarecruitment.com/ If you enjoyed this episode, please rate, follow, share and review Leadership that Sells — it helps more sales leaders find the tools to lead first and sell more.

In this deeply personal and powerfully practical episode, I sit down with legacy alchemist Markus Neukom to unpick the roots of imposter syndrome and its impact on sales leaders and high performers. What starts as a conversation about doubt quickly becomes a masterclass in authenticity, identity, and learning how to lead from your core. We explore how imposter syndrome isn’t the real problem – it’s a symptom of something much deeper: an authenticity struggle. Markus shares his own experience of burnout and depression, and how facing it helped him rediscover his mission and reshape how he helps leaders thrive. If you’ve ever questioned your own worth, wondered why success doesn’t feel like success, or felt like you’re “winging it” at the next level — this episode is for you. How to overcome imposter syndrome by reclaiming your authentic self  Imposter syndrome is not the issue – It’s a trick. The real challenge is an authenticity struggle – not knowing who you really are. You are not what others reflect – Most people define themselves based on external feedback, not internal truth. Flip that. Deconstruct your past wins – Look at moments of true success and unpack what really made them work. That’s where your core value lives. Know thyself – Until you do, you’re reacting to the world instead of being rooted in it. Self-awareness is the real superpower. Don’t wait to live your legacy – You don’t need to “leave” a legacy when you can live one every single day. Timeline summary [01:12] – “I don’t teach anything I haven’t experienced”: Markus on walking the talk[04:55] – The moment depression hit and what it revealed about imposter syndrome[07:10] – Why your self-confidence is built on a lie (and how to rebuild it for real)[10:13] – Crabs, fleas and elephants: the brutal psychology of human conditioning[14:46] – Identity that can’t be taken from you: how to build confidence that lasts[19:05] – The question every leader must ask: Is this as good as it gets? [23:44] – A practical tool: how to reconstruct your own success stories to reconnect with your value[26:02] – “Imposter syndrome is a compliment” – what it really means when it shows up[27:26] – “If you can dream it, you can do it”: how to crash through the veil and operate in full freedom Links & resources 🌐 Learn more about Markus Neukom If this episode hit home for you, share it with someone who needs to hear it. And if you’re living your legacy — or ready to start — rate, follow and review Leadership that Sells. Let’s make it count.

In this episode of Leadership that Sells, I’m joined by Philip Atkinson — team coach, agile expert, and author of Be Wise: 12 Leadership Lessons from a Busy Beehive. Philip brings decades of global commercial leadership experience and distils it into practical, real-world guidance for sales leaders who want to lead smarter, not just harder. We dig into the surprising (and powerful) leadership lessons we can learn from bees — from how they make decisions, to how they structure teams, to how they know when to let go. If you’ve ever felt like your team is buzzing with activity but going nowhere, this episode is for you. We talk coaching, team dynamics, seasons of performance, and how to create true alignment in chaotic, high-pressure environments. How to lead like a beehive: collaboration, clarity and cycles Ask better questions and listen more – Great coaching starts with curiosity, not control. Shift from competition to collaboration – Sales teams should compete outside, not inside. Internal competition kills culture. Recognise roles evolve – Like bees, great teams change roles as they grow. Salespeople need progression, not just promotion. Know the season – Performance has cycles. Growth, rest and renewal all matter. Don’t expect summer results in winter. Decide like a hive – Gather intel, build consensus, commit. Don’t waste time on the wrong decisions with the wrong people. Communicate clearly – Bees deliver messages in the dark, in the noise. You have no excuse. Say less, mean more. Timeline summary [02:03] – Why Philip brought 12 guest experts into his book (and why leaders shouldn’t go it alone) [03:05] – The “aha” moment that made beekeeping a leadership metaphor [05:25] – The first thing every sales leader should do? Learn to coach by asking better questions [06:13] – Why most sales teams aren’t really teams — and what to do about it [09:30] – What bees teach us about career development and role evolution [14:32] – Understanding energy cycles: why you need to plan for endings, not just beginnings [17:38] – The “murder of the drones” – a dramatic lesson in adapting your skills before you’re obsolete [19:22] – How bees make life-or-death decisions as a team (and how your team can do the same) [24:00] – The biggest benefit of collaboration? Thinking harder before doing more [25:15] – What the hive would say if it could talk: communicate clearly, act consciously Links & resources🌐 Learn more about Philip Atkinson If this episode helped you think differently about leadership, decision making or team coaching, please share it with someone who needs to hear it. And don’t forget to follow, rate and review Leadership that Sells – it really helps us keep bringing these insights to your ears.