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In this week’s episode, we sit down with Lee Johnston, CEO of Fairway Homes Real Estate, to discuss his unique journey in Dubai’s competitive real estate market. Lee shares how he transitioned from a stable UK real estate career to building a niche business focusing on golf communities in Dubai. His story is one of resilience, authenticity, and a long-term vision for success.
Lee’s approach to sales and leadership offers valuable lessons on trust, discipline, and creating a brand that resonates with clients and peers alike.
Topics Covered:
Show Notes Timestamps:
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In this week’s episode, we chat with Emma, VP at Sila, about her remarkable sales journey. From starting in UK real estate to becoming a leader in Dubai’s competitive startup ecosystem, Emma’s story is one of resilience, adaptability, and seizing opportunities.
Emma dives into her early days cold-calling in Dubai’s real estate scene, building her career from scratch, and eventually transitioning into the tech world. Along the way, she shares valuable insights into sales, leadership, and thriving in the UAE’s fast-paced market.
This episode is a masterclass for anyone looking to break into sales or elevate their career in a highly competitive industry.
00:00 – Introduction and Emma’s career beginnings in UK real estate
08:12 – Moving to Dubai: Early struggles and breaking into real estate
16:24 – Lessons learned in resilience and leadership
24:48 – Transitioning to tech startups: Magnet and Scylla
35:10 – Emma’s top advice for thriving in the UAE sales market
42:28 – How to know when to walk away from the wrong deal
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In this week’s episode, we sit down with Gift Solomon, founder of Giffy Real Estate and Dubai Getaway Travels, to uncover her incredible story of resilience and determination. Gift shares how she arrived in the UAE with just $300, navigated tough challenges, and built two thriving businesses. She talks about her early struggles, including working at Freedom Pizza and becoming the UAE’s first female delivery rider, before transitioning into the competitive world of real estate and travel.
This episode is packed with insights on the value of relationships, building trust, and maintaining a mindset focused on service, not sales.
Topics Covered:
Show Notes Timestamps:
00:00 – Introduction and Gift’s background story
08:10 – Adjusting to life in the UAE: Early struggles and wins
15:22 – Transitioning into real estate and launching Dubai Getaway Travels
25:48 – Building a client-first philosophy: “Serve, not sell”
32:12 – Overcoming challenges and the importance of resilience
40:28 – Advice for aspiring salespeople and entrepreneurs
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In this episode, we sit down with Josh, founder of Playbook, to explore his transition from making over 150 sales calls daily to establishing a successful startup. Josh shares insights into the challenges and rewards of being a solo founder, the importance of a consultative sales approach, and strategies for scaling a business in the Middle East.
Topics Covered:
Show Notes Timestamps:
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Tune in to gain valuable insights from Josh’s experience and learn how determination and a strategic approach can lead to entrepreneurial success.
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The Sales People Podcast: Episode 4 - From Startup Flexibility to Corporate Structure with Ayla
On this week’s episode of The Sales People Podcast, Ben and Liam sit down with Ayla, who shares her journey from working in a small U.S. startup to leading a multi-functional sales team in one of Dubai’s largest corporations. Ayla’s path is filled with insights on adapting across cultures, building structured sales strategies, and balancing personal wellness in the demanding world of sales.
Ayla reflects on the differences between the U.S. and Middle Eastern sales landscapes, as well as the lessons learned from working in both startup and corporate environments. She also offers practical advice for junior sales professionals entering their first Q4 and insights on how to create a positive team culture.
Plus, we dive into:
Ayla also leaves us with an impactful reminder for sales professionals: “Every day is day zero.”
Episode Breakdown:
00:00 - Introduction and Ayla’s background in the U.S. sales scene
07:00 - Cultural differences in sales between the U.S. and the Middle East
15:00 - The importance of structure and leadership skills in corporate settings
22:30 - Creating a team mindset in Dubai’s high-stakes market
30:00 - Building ownership and initiative within junior team members
42:00 - Key advice: “Every day is day zero”
Follow The Sales People Podcast on Spotify, Apple Podcasts, YouTube, and all major platforms for more stories from sales professionals across the Middle East.
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The Sales People Podcast: Episode 3 - Learning How to sell first, Then Becoming a success entrepreneur
In this week's episode of The Sales People Podcast, Ben and Liam explore the art of building a resilient sales function and adapting to the seasonal fluctuations of the Middle Eastern market. They’re joined by Alistair, co-founder of Tiller, who brings valuable insights from his journey from individual contributor to sales leader across companies like Perkbox, Doctify, and now Tiller.
Alistair shares his strategies for navigating the summer slow season, finding the right communication modes for closing deals, and building a data-driven sales culture. His perspective on cultural differences in sales between the UK, UAE, and Germany gives a unique look into adapting sales techniques for different markets.
Plus, we dive into:
Alistair also answers quick-fire questions on weekend work, the value of networking, and building a thriving pipeline.
Episode Breakdown: 00:00 Introduction and recap of Episode 2
04:16 Alistair’s sales journey and the shift to sales leadership
09:36 The challenge of managing rejection as a founder
17:13 Scaling from startup to a 300+ team
25:29 Cultural nuances in UAE sales and hiring
31:37 Building a data-driven sales function at Tiller
35:19 Weekend balance and switching off
39:12 Structuring a resilient pipeline
Follow The Sales People Podcast on Spotify, iTunes, and all major platforms for more episodes featuring sales professionals across the Middle East.
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In this week's episode, Ben and Liam dive into one of the most crucial aspects of building a career in the Middle East: community and networking. They are joined by Wes from Remote Pass, a high-energy guest who’s built an impressive reputation in the region.
Wes shares his unique journey, from starting a business at 13 years old to becoming a key player in the Middle Eastern sales landscape. His story is a testament to the power of building relationships and adapting to diverse environments.
Key points in this episode include:
Wes also shares his personal experiences about transitioning from South Africa to the UAE, the role of personal branding on LinkedIn, and how he uses networking to build lasting business relationships.
Finally, Wes leaves us with insightful advice on how to overcome the fear of posting on LinkedIn and why consistency is key to success in building a personal brand.
Tune in next week as we continue to highlight the incredible stories of sales professionals in the Middle East. Got an amazing story? Let us know in the comments, and you could be featured in an upcoming episode!
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The Sales People Podcast: Episode 1 - Resilience in Sales with Katrina
On this week’s episode of The Sales People Podcast, we dive deep into one of the most crucial traits for any successful salesperson: resilience.
Liam and Ben sit down with Katrina, who shares her journey of moving to Dubai and battling through the tough early days of her sales career. From almost giving up to ultimately thriving in a new market, Katrina’s story is packed with valuable lessons for anyone in the world of sales.
We get real about the constant rejection in sales, the importance of believing in your product, and how having a strong support system can make all the difference. Katrina also opens up about her career growth, how she’s earned multiple promotions, and why she believes resilience is the key to long-term success in sales.
Plus, we explore:
Stick around as we also get into a quick-fire round of sales-related questions and share some practical insights you won’t want to miss!
Episode Breakdown:
00:00 Introduction and Liam/Ben’s thoughts on resilience
07:00 Katrina’s journey to Dubai and her early struggles
14:15 The role of resilience in sales and how to build it
21:45 How Katrina found success after a tough start
30:30 Quick-fire sales round: cold calling, long sales cycles, and more
40:00 Final takeaways and advice from Katrina
Follow The Sales People Podcast on Spotify, iTunes, and all major platforms for more episodes celebrating salespeople across the Middle East.
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https://www.youtube.com/@TheSalesPeoplePodcast
#TheSalesPeoplePodcast #SalesResilience #DubaiSales #MiddleEastSales
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