As we wrap up 2025, we’ve gone back through the most impactful conversations from the past season of the REV UP Rebellion podcast to pull together the insights that matter the most for revenue leaders heading into 2025.
This episode is a curated “best of” the season, revisiting standout moments from conversations with Cian McLoughlin, Chris Briest, Ashley Fell, Kamila Hutchison, Matt Jones and our IT Senior Revenue Leaders 2026 War Room, alongside key reflections from Abbie’s solo episodes.
Rather than generic predictions, this wrap-up focuses on the patterns, lessons, and signals that kept showing up across interviews: the themes revenue leaders need to pay attention to if they want to adapt faster, avoid repeating mistakes, and build teams that can win in a more complex 2026 landscape.
If you’re using December to reflect, reset, and prepare for 2026, this episode pulls together the most relevant lessons from the season to help you do exactly that – from win-loss insights and AI reality checks to buyer psychology shifts and the need to embrace experimentation and storytelling.
Here’s what you’ll uncover inside this episode:
The win-loss themes revenue leaders must track to stay competitive in 2026
Why “thought leadership” now needs to be earned
Why risk has become both a personal and organisational buying criterion
How leading teams are applying AI beyond just the hype, and where others are falling behind
The one skill sales & GTM teams must build to avoid getting stuck next year
The leadership and execution moves behind a $27M pipeline built in 90 days
Why storytelling is now an essential leadership skill
How generational change is reshaping buyers and businesses
The debate around redefining “A-players” and the decline of the “lone-wolf” persona
Why experimentation and learning cycles now beat perfect plans
2026 will reward clarity, adaptability, and execution. This episode is designed to help you pressure-test where you stand before the pace picks up again.
(00:00:00) Intro (00:00:37) Why You Really Lost That Deal: Win/Loss Trends (00:07:27) From Dabbling to Mastering AI for Sales (00:15:26) The #1 Skill Businesses Need to Win in 2026 (00:18:30) Staggering Results From 3 Months of ABM (00:24:19) Why Your Business Doesn’t Need a “Big Idea” (00:30:36) Selling to Gen Z vs. Baby Boomers in 2026 (00:39:52) The Myth of the Ideal Seller Personality
Connect with us:
Check out our REV UP 2026 Program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026
Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
What does it actually take to lead revenue teams in the IT and tech industry as we head towards 2026?
In this War Room episode of the REV UP Rebellion, Abbie is joined by three powerhouse senior IT leaders – Pat Devlin, Astrid Groves, and Renee De Laine – for a no-filter discussion straight from the leadership trenches.
Forget the usual clichés and politically correct responses, this conversation cuts straight to the chase to challenge conventional thinking and share the commercial realities few leaders are willing to say out loud.
If you’re leading revenue, alliances/channel, or GTM for IT & tech, want to pressure-test your 2026 roadmap, or gain another perspective on how the industry is evolving, this episode is for you.
If you’re outside the industry but want to peek behind the curtains of the IT industry and cross-pollinate ideas, then this is also for you!
You can expect brutal honesty, and some banter!
What’s covered in this episode:
Why the classic “A-Player” mentality might be holding your team back in 2026
The surprising culture shifts happening inside high-performing sales teams
The new definition of “customer-first” (and the real reason most fall short)
How relationship skills are quietly becoming the top sales asset
AI – is it a shortcut, or a silent growth-killer? Behind the hype
The reality of partnerships, and why most vendor-partner programs miss the mark
What leaders need to do (and stop doing) to leave a legacy in revenue teams
The skill sets and conversations revenue teams can’t afford to ignore
Where to focus your time (and what to release) to stay competitive in 2026
If you’re looking for powerful questions, hard truths, and fresh ideas to transform your revenue approach, this episode gives you a seat at the table in the IT leadership war room.
Find out what the industry’s top minds are seeing, sensing, and shifting to next.
(00:00:00) In This Episode (00:00:51) Introducing Our Guests: 3 Senior IT Leaders (00:02:12) What Our Senior IT Leaders Are Ready to Rebel Against (00:05:13) The Myth of the Ideal Seller Personality (00:08:03) Do We Need to Rethink Seller Peformance Management? (00:16:42) Is AI a Growth-Killer for Leaders? (00:23:42) The Problem With "Customer-First" (00:32:36) What Revenue Leaders Need to Prioritise In 2026 (00:35:27) Can Your Strategy Survive a Longer Sales Cycle? (00:40:34) The Surprising New Skill Top Sellers Need in 2026 (00:50:06) How To Fix the Vendor-Partner Relationship (01:06:28) The Wrong Use Cases for AI in Business (01:24:48) What Leaders Need to Start and Stop in 2026
Connect with our guests:
Pat Devlin: https://tinyurl.com/Pat-LinkedIn
Astrid Groves: https://tinyurl.com/Astrid-LinkedIn
Renee De Laine: https://tinyurl.com/Renee-LinkedIn
Connect with us:
Check out the REV UP 2026 Program: https://tinyurl.com/REV-UP-2026
Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Yes, it’s still 2025, but your 2026 strategy might already be out of date!
In this episode of the REV UP Rebellion podcast, we’re releasing the footage from our live virtual masterclass series The 2026 Underground Playbook For ANZ B2B Revenue Leaders, where Abbie White peels back the curtain on what’s truly shaping the next year of sales, go-to-market, and business growth.
But this isn’t your ordinary B2B trends report.
Drawing on insights from the world's best (heavyweight organisations like Gartner, Salesforce, LinkedIn, and Hubspot) and the world’s most unlikely (Taylor Swift, Walt Disney, Olympic athletes, presidential campaigns, and more!) Abbie reveals the 10 must-know trends driving ANZ B2B revenue in 2026.
Discover the critical shifts flying under the radar for most businesses and the unexpected influences moving the needle:
Why the “creator economy” will make (or break) your B2B presence
What Deloitte, Taylor Swift, and Diary of a CEO have in common when it comes to competitive advantage
How to navigate a looping “cluster...” of a buyer journey
New secret weapons for customer loyalty and growth
Why revenue team alignment is a deal breaker in 2026
Where AI agents and the future of work are at
Brand-damaging prospecting mistakes (and how to stand out for the right reasons)
Why execution, not ideas, will secure your next revenue leap
The $322 BILLION annual revenue risk
This episode is a must-listen for revenue leaders driving growth via sales, GTM, or enablement that will have you rethinking not just where to win in 2026, but how.
(00:00:00) In This Episode (00:00:39) Introducing the 2026 Underground Playbook Masterclass (00:01:45) Why This Isn't Your Ordinary B2B Trends Report (00:03:11) Trend #1: Building Trust in 2026: What's Working NOW (00:10:16) Trend #2: The Evolution of Talent and Skills Development (00:17:16) Trend #3: How to Navigate a Looping Buyer Journey (00:22:17) Trend #4: The New #1 Growth Strategy (As Reported by Hubspot!) (00:28:21) Trend #5: What Comes Next After Zoom Fatigue (00:31:36) Trend #6: Why Revenue Alignment Is More Important Than Ever (00:36:21) Trend #7: The 2026 Org Chart: Introducing AI Agents (00:43:00) Trend #8: How the Best Sales Teams are Prospecting (00:50:56) Trend #9: Bridging the Strategy-Execution Gap (00:52:53) Trend #10: Burnout Is a $322 BILLION Revenue Risk - Here's How to Prevent It (00:56:00) Closing Thoughts: What Will You Rethink and Unlearn?
Our resources:
Download our 2026 Underground Playbook for Revenue Leaders PDF (FREE): https://tinyurl.com/2026-B2B-Playbook
Check out our REV UP membership: https://tinyurl.com/REV-UP-2026
Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Connect with Abbie:
Learn more about Abbie: https://tinyurl.com/Abbie-White
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
What if your next GTM move delivered a 400% spike in opportunity volume, built $27M in pipeline, and landed a Tier 1 client — all in just a 3-month pilot?
It’s the age-old problem: marketing initiatives that don’t convert to ROI. Kamila Hutchison and her team flipped the script. By taking a laser-focused approach to Account-Based Marketing (ABM) and executing a strategic framework across leadership, sales, and marketing, they cracked the code.
In this episode of the REV UP Rebellion, Abbie White sits down with Kamila Hutchison, Group Go-To-Market Lead at CHG-MERIDIAN, for a behind-the-scenes case study unpacking the blueprint behind a global sales and marketing transformation.
This is a must-listen for every Sales, GTM, and Marketing leader ready to turn strategy into commercial results.
Get ready for unfiltered, practical insights on:
Why traditional marketing metrics are broken, and what to measure instead
The secret behind truly aligning sales and marketing (hint: it’s not what’s on the slide deck)
Platform vs people: Why tech adoption often fails (and how to crack it)
The agile project framework that drove incredible results in just 3 months
How experimentation fuels standout campaigns and why “failure” might be your best friend
Turning internal pushback into buy-in, excitement, and real business impact
How to create excitement around change, not just compliance
The one mindset shift every revenue leader needs in 2026
If you’re navigating a big Go-To-Market transformation in 2026, or want to crack the code on execution in revenue teams, this conversation is your practical playbook for what's working right now.
(00:00:34) Introducing Kamila Hutchison and CHG-MERIDIAN (00:01:24) Why Marketing Attribution Doesn't Work Anymore (00:06:00) Inside CHG-MERIDIAN’s Account-Based Marketing Transformation Journey (00:09:30) Staggering Results From 3 Months of ABM (00:11:20) Practical Sales and Marketing Alignment Tactics (00:14:41) The Mindset Makes A New Strategy Actually Work (00:17:19) Intent Signals: CHG-MERIDIAN’s New Prospecting Strategy (And Why It Works) (00:22:52) The Most Overlooked Factors in ABM Execution (00:25:50) The Framework for Real Adoption & Behavioural Change (00:30:54) Driving A Culture of Experimentation (00:34:10) Overcoming Barriers to Adoption: What You're Missing When You've "Tried Everything" (00:38:02) Kamila's Non-Negotiables for Any Transformation Project (00:42:27) Kamila's Top Advice for Revenue Leaders (00:45:15) Closing Thoughts and Kamila’s Book Recommendations
Connect with Kamila:
-Kamila on LinkedIn: https://tinyurl.com/Kamila-LinkedIn
-CHG-MERIDIAN: https://tinyurl.com/CHG-MERIDIAN-Website
Connect with us:
-Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
-Check out our REV UP membership: https://tinyurl.com/REV-UP-2026
-Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
-Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
This is how Matt Jones built Four Pillars Gin into a world-class brand, beat the big guys, and rewrote the rules on brand, focus, and business growth.
How do you build a cult brand in a crowded category and keep it thriving while the world spins on at AI speed?
In this episode of REV UP Rebellion, Abbie White sits down with Matt Jones, co-founder of Four Pillars Gin and the brand strategist who helped take an Aussie start-up from backbar obscurity to World’s Best Gin Distillery (three times!).
Matt’s career journey spans politics, global brand strategy, and ultimately the creation of a brand so powerful, it turned gin into a cultural movement.
But the real story goes way beyond gin. It’s about disrupting an entire industry by focusing on emotion, precision, and a relentless obsession with brand experience.
You’ll hear:
When and why you shouldn’t always listen to your customers
Why constraints create growth and are needed
Why uncompromising product excellence matters even before revenue
Navigating disruption across a wild growth journey: COVID, demand spikes, competition
Why brand is everything and why storytelling is an underrated art
The brand myths even seasoned execs still believe, and how they’re holding back growth
How to build raving fans in a saturated market (when no one needed “another gin”)
How AI is reshaping the rules of brand, sales, and consideration, across every category
(00:00:28) Introducing Matt Jones and the Four Pillars Gin story (00:01:38) What leaders get wrong about "brand" (00:03:14) Why your brand is a growth engine (00:06:04) The #1 priority of an award-winning business (even before revenue!) (00:09:51) How to keep culture intact when scaling your business (00:13:18) What happens when leaders can't tell their brand story? (00:17:52) Should you actually listen to your customers? (00:23:07) How Matt built a tribe of raving "fanatics" (00:26:06) Balancing innovation, focus, and scale (00:40:49) Leading through relentless disruption and burnout (00:45:00) The future of B2B brand in the age of ChatGPT and AI SEO (00:52:09) Is the "age of brand" over? (00:55:56) Matt's top advice for business leaders
Connect with Matt:
Website: https://tinyurl.com/FourPillarsGin-Website
LinkedIn: https://tinyurl.com/Matt-Jones-LinkedIn
Check out Matt’s book: https://tinyurl.com/Lessons-From-Gin-Book
Connect with us:
Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
Check out our REV UP membership: https://tinyurl.com/REV-UP-2026
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Every business has a strategy, but is anyone REALLY executing on it?
In this solo episode of the REV UP Rebellion, Abbie White takes you behind the scenes of sales, leadership, and business growth to expose the #1 roadblock she’s seeing across industries: execution.
Forget productivity hacks and week-long strategy retreats. The real challenge is going from knowing to doing, when “busyness” is at an all-time high.
If your team is stuck an endless planning loop, overwhelmed by competing priorities, or simply not moving the dial, this episode is for you.
Abbie shares the most practical, road-tested approaches to closing the gap between intention and results, drawing on first-hand insights from high-performing teams and leaders.
Here’s what you’ll learn:
The new workplace “epidemic” that’s killing execution (and how to break out)
Abbie’s favourite execution methodology, proven to work across industries and in her own business!
The optimal number of business goals to have
Three ultra-practical strategies to help yourself and your team execute consistently and sustainably
How to build momentum and turn strategy into revenue
If you’re a business leader, revenue leader, or sales or GTM professional who needs to turn ideas into outcomes, this is your guide to closing the “knowing-doing gap” for good.
(00:00:43) The #1 Problem Across Industries (00:01:22) Why Teams Are Busy Yet Still Not Succeeding (00:02:05) Abbie's Favourite Proven Execution Strategy (00:03:08) The Optimal Number of Business Goals To Set (00:05:13) Two Great Questions To Focus Your Productivity (00:06:57) Closing The Gap Between Idea and Execution (00:07:23) How Abbie Almost DIDN’T Launch This Podcast (And Why You Should Just Start Now!) (00:08:52) Two Words That KILL Execution (00:09:31) Recap and How To Get Started Today
Connect with Abbie:
Website: https://tinyurl.com/Abbie-White
LinkedIn: https://tinyurl.com/Abbie-White-LinkedIn
Connect with us:
Become an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now
Check out our REV UP membership: https://tinyurl.com/The-REV-UP-System
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
You’re navigating AI, hybrid work, buyer shifts and rising targets… but are you solving the right problem?
In this episode of REV UP Rebellion, Abbie is joined by Ashley Fell, a Futurist, Social Researcher, Keynote Speaker, and Director of Advisory at McCrindle, to unpack the silent disruptors that are already reshaping your workforce, customers, and go-to-market strategy.
Here’s the lowdown:
Gen Z is changing how we work, buy, and lead.
Gen Alpha will be entering the workforce by 2026... with radically different expectations.
Each generation defines satisfaction and success on their own terms. As a leader, how do you navigate this?
Your ability to attract, keep, and lead top talent will depend on whether you understand those terms now.
From career goals to communication styles, AI fears to workplace friction, Ashley shares the research that leaders need to know NOW, before culture, talent and revenue start slipping.
We’re sharing the unfiltered data behind disruption, with practical strategies to lead through it.
This episode dives into:
Why Gen Alpha’s digital-native mindset will reshape leadership and GTM strategy
The leadership traits that build trust during uncertainty
What each generation really values at work, and how to attract (and keep) top talent
How AI is impacting team confidence, behaviour and productivity
The misunderstood reality of hybrid work and what high-performing teams do differently
How buyer and marketing behaviours shift across generations
Why your next growth advantage might be empathy, curiosity, and psychological safety
If you’re leading a revenue team, shaping GTM, or building culture in a fast-changing world, this is your 2026 leadership briefing.
(00:00:33) Introducing Ashley Fell (00:01:00) Why Businesses Should Care About Gen Alpha (00:03:16) How Business Leaders Can Navigate Disruption (00:06:42) The Human Way to Harness AI (00:13:20) How Technology Is Shaping Behaviour and Expectations (00:16:38) Busting Myths About Gen Z At Work (00:18:25) How Communication Preferences Vary Across Generations (00:21:56) What Each Generation Really Wants from Their Career (00:26:09) Selling to Gen Z vs Boomers: Customer Behaviour Going Into 2026 (00:27:24) Marketing Strategies That Work Across Generations (00:31:16) Is B2B Keeping Up With New Generations? (00:37:01) The Remote vs Hybrid vs In-Office Debate & The Changing Nature of Work (00:45:27) 3 Strategies to Embrace the Future of Work (00:52:18) The Link Between Sleep, Wellbeing and Leadership Effectiveness (00:53:00) Closing Thoughts and Ashley’s Book Recommendation
Connect with Ashley:
LinkedIn: https://tinyurl.com/Ashley-Fell
Connect with us:
Be an Insider & receive our weekly inside track: https://tinyurl.com/Be-an-Insider
Check out our REV UP membership: https://tinyurl.com/mr3tuzh8
Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn
What if the biggest barrier to growth in 2026 isn’t AI, talent, or tools... but your team’s ability to adapt?
In this solo episode, Abbie White takes you behind the scenes of some of Australia’s leading sales and GTM teams to reveal what’s actually driving performance and what’s just noise.
After sitting inside strategy rooms, keynotes, and sales kick-offs across industries, one theme is rising to the top: adaptability. It’s now the single biggest differentiator between teams who are thriving and those stuck in survival mode.
In this episode, Abbie shares:
The top challenges sales leaders are voicing behind closed doors
The one thing which is quietly stalling performance across teams
Three actionable ways to help your team (and yourself) adapt and thrive
What high-performing teams are doing differently from underperformers
This isn’t about trend-spotting. It’s about calling out the real levers to growth and helping you tune out the rest.
(00:00:00) Introduction and Common Trends Abbie Is Seeing with Businesses Today (00:01:24) The #1 Skill Businesses Need to Win in 2026 (00:02:32) Why This Skill Equals Business Growth (00:03:27) 3 Practical Ways to Embed Adaptability in Your Sales & GTM Teams (00:03:56) Adaptability Strategy #1 (00:05:27) Adaptability Strategy #2 (00:07:33) Adaptability Strategy #3 (00:09:24) How to Get Started
Connect with Abbie:
Website: https://tinyurl.com/Abbie-White
LinkedIn: https://tinyurl.com/Abbie-White-LinkedIn
Sales Redefined:
Be an Insider: https://tinyurl.com/Be-an-Insider
Ready to REV UP: https://tinyurl.com/mr3tuzh8
Follow us on LinkedIn: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie: https://tinyurl.com/Follow-Abbie-on-LinkedIn
Sellers, are you still stuck writing AI prompts? Then you’re already behind.
In this episode of REV UP Rebellion, Abbie White sits down with Chris ‘GPT’ Briest, founder of Mile High AI, to cut to the chase on how AI can actually drive growth for B2B sales businesses.
Chris demo’s his AI built for sellers, by sellers, to show how you can be saving hours and next level your outreach in minutes. You’ll hear how top-performing teams are moving from dabbling to mastering AI, reclaiming 80% of their admin time, and increasing qualified opportunities by 32%.
Discover Chris’ hard-earned insights and frameworks that empower sellers, SDRs, AEs, and sales leaders to embrace GPT-powered selling and AI augmentation.
Chris shared:
Why most sales teams are stuck at the “dabbling” stage with AI and how to break through
How to map your sales methodology to AI-powered tools for real business outcomes
The difference between automation and augmentation and why human skills matter more than ever
How to reduce non-revenue generating time by up to 80% and increase sales accepted opportunities by 32%
Practical examples and tools you can use to personalise outreach, research accounts, and accelerate onboarding
How to address security concerns and build AI literacy across your team
(00:00:00) Intro (00:01:16) What's Missing From the AI Conversation (00:03:01) From Dabbling to Mastering AI for Sales (00:07:36) AI for Sales: Use Cases & Results (00:00:00) Where AI Fits Into Personalised Outreach (00:00:00) Annual Report Analyser: LIVE DEMO (00:27:45) AI Security Concerns (00:32:47) AI Hallucination Concerns (00:35:26) LIVE DEMO'S Continued (00:50:03) Automation vs Augmentation: Will AI Replace Sellers (00:59:57) How Leaders Can Get Started With AI for Sales
Connect with Chris:
Website: https://tinyurl.com/myaugieai
LinkedIn: https://tinyurl.com/Chris-LinkedIn
Sales Redefined:
Be an Insider: https://tinyurl.com/Be-an-Insider
Ready to REV UP: https://tinyurl.com/mr3tuzh8
Follow us on LinkedIn: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie: https://tinyurl.com/Follow-Abbie-on-LinkedIn
You didn’t lose that deal because of price.
You lost it for reasons your buyers won’t share with you... unless you ask them.
In a climate where acquisition costs are up and win rates are under pressure, relying on assumptions doesn’t cut it.
In this episode of the REV UP Rebellion podcast, Cian McLoughlin, founder of Trinity, global win/loss expert and author of Rebirth of the Salesman, shares what buyers really think after the deal is done.
As an external advisor, Cian and his team have conducted thousands of post-decision interviews with senior buyers across some of the world’s largest B2B sales deals. They tell HIM what they won’t tell YOU: the real reasons behind their decision to buy, or walk away.
And from those conversations, clear themes emerge, patterns that separate the businesses who win consistently from those who are left guessing.
What we cover:
The most common themes behind why businesses lose
What separates the ones who win consistently
How one business used a loss review to unlock $100 million in revenue
Why your competitors are winning deals you thought were in the bag
How AI is changing the way we understand wins and losses
What today’s best sales leaders are doing to reduce cost of sale and lift conversion
If you're a business leader, sales and GTM strategist, or revenue owner, make this your top listen this week.
(00:00:00) Opening: The Customer Blind Spot in B2B Sales (00:00:20) Introduction and Welcome (00:00:54) The Missing Conversation: Bringing Customers Inside the Tent (00:02:13) Getting Two Bites at the Cherry: Customer Collaboration Tactics (00:03:19) Formal vs Informal Customer Feedback Approaches (00:05:11) The Rebirth of the Salesperson: Adapting to Modern Sales (00:05:54) Professional Development: Taking Responsibility for Your Relevance (00:08:33) Learning Differently: Micro-Learning and Creative Enablement (00:11:47) The Future of Sales: AI, Human Skills, and Customer Success (00:14:59) The Birth of Win-Loss Analysis: Kean's Journey from SAP (00:25:26) Common Reasons for Lost Deals (00:28:31) Why We Win: Risk Management and Thought Leadership (00:32:01) Differentiation Beyond USPs: Making It Customer-Specific (00:36:07) Sharing Risk in Complex Deals (00:39:31) Getting Started with Win-Loss Reviews (00:42:40) The ROI of Win-Loss: Leaving Value on the Table (00:45:37) AI's Role in Modern Win-Loss Analysis (00:48:35) Final Thoughts and Book Recommendations
Book Recommendations:
Careless People by Sarah Wynn-Williams: An critical behind-the-scenes expose of Facebook’s rise in influence on the global stage, from their former director of public policy
What’s Your Message? by Cam Barber: A must-read on mastering communication and presentation skills.
Connect with Cian:
Website: https://tinyurl.com/trinity-sydney
LinkedIn: https://tinyurl.com/Cian-LinkedIn
Sales Redefined:
Be an Insider: https://tinyurl.com/Be-an-Insider
Order your Shots here: https://tinyurl.com/Order-your-Shots
Ready to REV UP: https://tinyurl.com/mr3tuzh8
Follow us in LinkedIn: https://tinyurl.com/Follow-SR-on-LinkedIn
Follow Abbie: https://tinyurl.com/Follow-Abbie-on-LinkedIn
In this episode, we’re joined by Vanessa Bennett, CEO and Co-Founder of Next Evolution Performance. Vanessa is a Performance Mastery Coach and knows what it takes to optimise performance without burning out. From neuroscience-backed productivity to actionable insights on high-performance cultures, Vanessa shares strategies that leaders and teams can execute.
Vanessa uses her neuroscience expertise to help leaders optimise energy, productivity, and profitability. She has helped organisations add two hours of effective time per person per day which turn has unlocked exponential growth.
In this episode we unpack:
Practical strategies to optimise your day and reclaim hours by aligning tasks with energy peaks.
How to lead with clarity to prevent cognitive drain within your teams.
The impact of psychological safety and accountability in creating high-performance cultures.
Neuroscience-backed tips to boost mental fitness and productivity, ensuring sustainable performance.
Simple ways to combat overwhelm and structure your team for better workflows and reduced stress.
Vanessa's final thoughts on creating small but impactful behavioural changes to lead a team towards sustainable success. Plus, her favourite actionable strategies to start making a difference today.
If you’re looking to build a high-performance team in 2025, then check out REV UP—actionable revenue enablement for your sales and go-to-market teams. No fluff, just results. Upskill your talent with insights from world-class experts, live masterclasses, and proven strategies to accelerate growth.
🚀 Learn more here.
Check out Vanessa:
► LinkedIn: https://www.linkedin.com/company/10846730
► Website: https://nextevolutionperformance.com/
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
If you enjoyed this episode, I recommend you check out the full conversation with Tim Duggan, here: https://salesredefined.com.au/podcast/#/Season4-ep5
Tim Duggan is a bestselling author and thought leader, where he shares his groundbreaking insights on how the traditional work model is broken and offers practical solutions to achieve true work-life balance.
We dive deep into the science behind working less to accomplish more, the growing impact of AI and technology on the future of work, and how to realign your career to reflect what really matters.
In full episode, we delve into:
Why the current work model is no longer effective
How to break free from the burnout cycle.
The benefits of working fewer hours
How it can increase productivity and satisfaction.
Strategies to integrate AI into your workflow without overwhelming yourself.
How to align your career with your personal values to find lasting success and happiness.
Whether you're a business leader or sales professional, this episode is packed with actionable takeaways that can help you transform the way you approach your work and life.
Check out Tim:
► LinkedIn: https://www.linkedin.com/in/timduggan1/
► Website: https://timduggan.com.au/
► Get his book “Work Backwards”: https://timduggan.com.au/book/work-backwards/
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
If you enjoyed this episode, I recommend you check out the full conversation with Linda Thackray, here: https://salesredefined.com.au/podcast/#/Season4-ep4
Discover how this powerful technique can be applied in corporate and sales environments to improve communication, build stronger client relationships, and better internal team connection.
In full episode, we unpack:
How to interpret personality traits through face and body reading.
How facial cues can help you improve communication and rapport in sales.
Practical applications of psychosomatic therapy in corporate and leadership settings.
How understanding facial zones reveals decision-making styles, emotional tendencies, and action-oriented behaviours.
The impact of cosmetic procedures on personality presentation and confidence.
Real-life examples of how face reading helped teams overcome conflicts and work more efficiently.
A reading of Abbie’s face!
Whether you’re a leader, salesperson, or someone curious about personal development, this episode will introduce you to the practical applications of face and body reading, and how it can transform your approach to work and life.
Check out Linda:
► LinkedIn: https://www.linkedin.com/in/lindathackeray
► Website: https://www.thefaceandbodyinterpreter.com/
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
If you enjoyed this episode, I recommend you check out the full conversation with Regan Barker, here: https://salesredefined.com.au/podcast/#/Season4-ep3
Regan Barker, Head of Revenue Operations at Grant Thornton. Regan’s all about making sales strategies practical and effective for organisations, combining data-driven insights with a no-nonsense approach to achieve real growth.
At the core of her work is building high-performing teams, fostering a culture of alignment, engagement, and innovation. Regan’s approach focuses on setting ambitious yet clear goals and blending them with fresh ideas to drive success.
Beyond the boardroom, Regan mentors aspiring leaders, helping them build confidence and excel in their careers. She’s also a self-proclaimed ‘mediocre adventurer,’ finding joy in the outdoors whenever she can.
In full episode, we delve into:
Check out Regan:
► LinkedIn: https://www.linkedin.com/in/reganbarker/
► Website:
Connect
with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more? ►Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
If you enjoyed this episode, I recommend you check out the full conversation Dr. Kristy, which you can find here: https://salesredefined.com.au/podcast/#/Season4-ep2
Dr Kristy Goodwin, a Neuro-Performance Scientist who simplifies the science of powering up our performance in the digital world. Dr. Kristy empowers people to live what she calls ‘high-res’ versions of their lives. Kristy, the author of Dear Digital, We Need to Talk and Raising Your Child in a Digital World, is known as a ‘pracademic’ for her ability to translate cutting-edge research into practical strategies that boost productivity and enhance wellbeing in our ‘always-on’ digital landscape.
Dr Kristy has worked with both large and small organisations, helping employees, leaders, and teams achieve peak performance in their professional and personal lives. By working with what she calls the Human Operating System (hOS)—our brains and bodies.
In the full episode we unpack:
Tune in to learn how to optimise your performance and achieve your best self in today’s digitally demanding world.
Check out Dr. Kristy:
► LinkedIn: https://www.linkedin.com/in/dr-kristy-goodwin/
► Website: http://www.drkristygoodwin.com/
Follow Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► Subscribe to SMarketing Lowdown
► YouTube: https://www.youtube.com/@Abbie_White
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
If you enjoyed this episode, I recommend you check out the full conversation with Lucy and Danielle, which you can find here: https://salesredefined.com.au/podcast/#/Season4-ep1
Lucy Lee, Director of PurplePatch: A seasoned sales professional with a proven track record in sales enablement, coaching, and training. Danielle Dacunha-Howarth, owner and Managing Director of PurplePatch: A sales expert with extensive experience in building high-performing sales teams and implementing effective sales strategies.
Sharing their insights on what's working in prospecting, the biggest mistakes to avoid, and how to leverage AI and technology to optimise your sales efforts. Whether you're a seasoned sales professional or just starting out, this episode offers valuable advice to help you achieve your sales goals.
In the full episode we unpack:
Join us as we explore the latest trends, best practices, and common pitfalls in today's competitive sales landscape.
Check out:
► Lucy on LinkedIn: https://www.linkedin.com/in/lucy-lee-/
► Danielle on LinkedIn: https://www.linkedin.com/in/danielledh/
► Website: https://visitpurplepatch.com/
Follow Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► Subscribe to SMarketing Lowdown
► YouTube: https://www.youtube.com/@Abbie_White
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
In this episode of Redefining Sales, featuring a replay of our webinar The Sales Crossroads: Evolution or Extinction, we revisit an inspiring session with Phil Cleary, Sales Leader Excellence Coach at Salesforce.
Phil works closely with leaders to help them master essential sales tactics, from remote and social selling to utilising data and new tools effectively. Known for his deep understanding of sales disruption and adaptive behaviour, Phil empowers teams to navigate evolving landscapes with strategies that foster resilience and competitive edge. He brings insights from models like the "JOLT" method and frameworks such as the "Trust Equation," making him a trusted advisor for organisations striving for sustainable success in today’s fast-paced sales environment.
We explore:
Ready to level up your sales strategy? Dive into this episode and explore our podcast library for more expert insights and practical advice to enhance your sales skills.
Check out Phil:
► LinkedIn: https://www.linkedin.com/in/clearyphil/
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
► Join REV UP waitlist: https://salesredefined.com.au/rev-up/
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
In this episode of Redefining Sales, we’re excited to share a replay of the first session of our popular The Sales Crossroads: Evolution or Extinction webinar series!
We look back on our conversation with Alana Brittain, APAC Sales Leader at LinkedIn, who brings over 15 years of sales expertise and a reputation for building high-performing teams. Alana shares her inspiring journey from her early start in sales at her family’s delicatessen to leading a team of talented sales professionals at one of the world’s most influential tech companies. Her story embodies purpose, passion, and an unwavering commitment to fostering a thriving sales culture.
Throughout this conversation, Alana unpacks the strategies that make her teams excel, from prioritising grit and curiosity to balancing operational excellence with creative problem-solving. Outside of work, she’s kept busy by her three young children, cheering for the Swans, and indulging in her love for books and live music.
Tune in as we explore:
Discover the transformative power of generative AI and why Millennials and Gen Z are the decision-makers to watch.
Learn Alana’s tips for cutting through digital noise and making each customer interaction count.
Why connecting beyond the primary decision-maker can dramatically increase your chances of closing deals.
Understand how LinkedIn prioritises high-potential accounts and uses AI to unlock productivity and customer insights.
Find out how different generations prefer to connect and why offering diverse communication channels is essential in today’s sales environment.
The importance of upskilling and staying agile as technology and customer needs evolve rapidly.
Learn why the focus has moved to meaningful connections and how quality over quantity is the new sales mantra.
Whether you’re a seasoned sales leader or just starting your journey, this episode offers practical insights and strategies to elevate your sales game and build long-lasting client relationships.
Tune in for an inspiring conversation with Alana Brittain that could redefine how you approach sales in today’s digital world!
Check out Alana:
► LinkedIn: https://www.linkedin.com/in/alanabrittain/
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
In this Redefining Sales podcast episode, we have Darren Fleming, a world-renowned behavioural scientist, peak performance specialist, and the brilliant author behind the empowering book, "MINDSET MASTERY." Darren shares his expertise and insights, drawing from his extensive experience working with major Australian and international companies. With an unwavering passion for helping people break free from self-imposed limitations, Darren empowers individuals to overcome obstacles, achieve remarkable results, and do so with greater ease and efficiency.
Discover why global giants like CISCO, Caterpillar, Komatsu, and many others have turned to Darren Fleming to transform their performance. Brace yourself for an eye-opening discussion that will revolutionise your mindset and equip you with the tools to achieve more than ever before. Get ready to embark on a journey of mindset mastery and unlock your full potential.
What you’ll get from this conversation:
Join us as we delve into these captivating topics, gaining insights and strategies to elevate our performance, cultivate inner peace, and embark on a transformative journey of personal and professional growth. Get ready for an episode that will empower you to unlock your true potential!
Check out Darren:
► Website: https://www.darrenfleming.com.au/
► LinkedIn: https://www.linkedin.com/in/darrenfleming/
► Twitter: https://twitter.com/DarrenFleming
► Buy Darren’s book “Mindset Mastery - Do less. Achieve more.” : https://mindsetmastery.safechkout.net/ordermm
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP: https://www.linkedin.com/newsletters/the-smarketing-lowdown-6885775832556605440/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast
In this episode of the Redefining Sales podcast, we’re thrilled to welcome Glin Bayley, known as The Value Negotiator. Glin isn’t just a negotiation expert—she’s also a non-executive board director, self-leadership coach, author, and speaker on a mission to help the world craft more valuable agreements.
With a career that includes training executives at companies like Unilever, Arnott’s, Lactalis, Lendlease, and Woolworths, Glin brings a wealth of experience and a unique approach to negotiation. Her philosophy? It's not just about what you do, but who you become in the process that truly unlocks success. This mindset drives her passion for helping others create value in their personal and professional lives.
In this episode, we explore:
Why everyone should learn negotiation skills
The Value Method for effective negotiation
How men and women approach negotiation differently
The impact of AI on negotiation and how you can use AI today
Tips on where to start when developing your negotiation skills
Understanding value beyond just price in a negotiation
Join us for an insightful conversation with Glin Bayley, and discover practical strategies to enhance your negotiation skills and create value in every agreement.
Check out Glin:
► LinkedIn: https://www.linkedin.com/in/glinbayley/
► Website: https://www.thevaluenegotiator.com/
► The Negotiation Playbook: https://www.thevaluenegotiator.com/playbook
Connect with Abbie on:
► LinkedIn: https://www.linkedin.com/in/abbiecwhite/
► Website: https://www.abbiewhite.com.au/
► Subscribe to Sales REV UP
Follow Sales Redefined on:
► LinkedIn: https://www.linkedin.com/company/salesredefined/
► YouTube: https://www.youtube.com/channel/UCJ1X8auygoK3Gl77LC7a_zQ
Enjoyed this episode and want more?
Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-Podcast