Brad speaks with Kathy, a powerhouse in the sales and business consulting arena, who shares her inspiring journey from corporate life to entrepreneurship. Kathy discusses her early passion for sales, the challenges she faced in a competitive job market, and the pivotal moments that led her to establish her own successful business. Throughout the episode, they explore the evolving perceptions of sales, the importance of building meaningful relationships with clients, and the critical role of value propositions in standing out in a crowded marketplace. KEY TAKEAWAYS Sales is often undervalued as a profession, yet it is essential for business success. The focus should be on helping people buy and solving their problems rather than just selling a product. Establishing deep, meaningful relationships with clients is crucial. Long-term partnerships can lead to sustained business success, as demonstrated by the speaker's experience with clients over many years. A strong value proposition is vital for differentiating a business in a competitive market. It should clearly communicate the unique benefits offered to customers and align with their needs and desires. In times of economic difficulty, businesses can still thrive by focusing on quick wins, understanding customer needs, and being willing to let go of clients who do not align with their value. Building a culture of trust and providing opportunities for impact can significantly enhance employee satisfaction and retention. BEST MOMENTS "I think the sad thing, Brad, is that sales is still, even today, not seen as a profession." "Without sales, you don't have a business." "The biggest way to stand out is to be different." "It's amazing how often you've tried it, but I've often said to clients or prospects, 'This is a great opportunity. I can't actually deliver it for you.'" "You need to have your hard line. You need to be able to say no." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week