The Sales Revolution

Eps 95 BONUS - The Cost of Stagnation – Moving from Survival to Inspired Action

Thu, 04 Jun 2026 00:00:00 +0000

In this episode of the Sales revolution, Ingrid Maynard, delves into the transformative journey from hustle to contribution in the sales world. Ingrid explores how reconnecting sales teams to their purpose can lead to meaningful customer relationships and enhanced commercial performance. This episode emphasises the importance of moving beyond transactional interactions to create a more enriching environment for both salespeople and their clients. You will discover strategies to empower teams with insights, influence, and professional intimacy, ultimately fostering a purpose-driven approach that benefits both the organisation and its customers.

What You’ll Discover:

Purpose and Performance: Aligning sales teams with a clear purpose enhances both personal fulfillment and commercial success.
Beyond Transactions: Moving from transactional to transformational relationships with customers is crucial for long-term success.
Environment Matters: A supportive environment is essential for nurturing top performers and preventing burnout.
Three Essential Skills: Sales teams need insight, influence, and professional intimacy to build trust and deliver value.
Identity and Execution: Understanding and developing one's identity at work leads to purpose-driven execution.
Coaching and Self-Reflection: Encouraging self-coaching and reflection helps salespeople continuously improve and achieve their goals.
Continuous Learning: Iterative learning and adapting strategies based on outcomes lead to growth and success.

Time Stamps

00:10 - Introduction and Purpose

02:14 - Identifying Disconnection

03:14 - Gardening Analogy

04:36 - Whole Ecosystem

06:00 - Three Essential Skills

08:30 - Identity and Execution

09:05 - Purpose-Driven Execution

10:18 - Outcome-Driven Conversations

12:36 - Team Alignment

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps94 The Commodity Trap

Tue, 02 Jun 2026 00:00:00 +0000

Most companies are losing more than they realise by selling on price alone. When your sales team constantly drops their prices to close deals, it's a sign you're operating in a commodity trap — but there's a way out. Ingrid Maynard uncovers the hidden mistakes behind this costly cycle and reveals a powerful counterstrategy to redefine value in a volatile, complex market. In this episode, you'll discover how the current VUCA (volatile, uncertain, complex, ambiguous) environment is fuelling sales pressure and commoditisation. Ingrid breaks down why judging your market solely on price is a myth, and how decision-makers are overwhelmed by economic upheaval, inflation, and shifting legislation. Instead of racing to discount, she shows you how to arm your team with the right language and mindset to capture true value — even when buyers feel overwhelmed. We explore practical tactics like implementing the 4C process: understanding your customer’s context, uncovering their challenges, exploring the consequences, and guiding them toward the value you deliver. Learn why sharing insights, applying tailored strategies, and creating clear value conversations can shorten sales cycles, increase margins, and elevate your team’s confidence in a tough market. Ingrid emphasises that measuring the right behaviours and closing skill gaps is critical—because what you don’t measure, you can’t improve. If you’re a sales leader navigating unpredictable markets, this episode is your blueprint to turn your team’s approach around. Discover how to shift from competing on price to dominating with value, ensuring long-term growth despite economic chaos. Perfect for anyone ready to escape the commodity trap and lead with confidence in a challenging environment.

You'll Discover:

How the VUCA environment impacts sales and commoditisation.
The myth of judging markets solely on price.
Strategies to capture true value in a complex market.
The 4C process for understanding customer context and challenges.
Tactics to shorten sales cycles and increase margins.
Importance of measuring behaviours and closing skill gaps.
How to shift from competing on price to leading with value.

Time Stamps

00:00 Understanding the Commodity Trap

07:15 Navigating a VUCA Environment

10:31The 4C Process for Value Creation

14:44 Evaluating Sales Team Performance

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps93 The Surprising Psychology of Unconscious Salespeople and How to Wake Them Up

Tue, 26 May 2026 00:00:00 +0000

This episode of "Sales Revolution" with Ingrid Maynard delves into the critical topic of moving sales teams out of survival mode and into a thriving, effective state. Ingrid discusses the pitfalls of traditional sales training, which often fails to address the underlying cultural and systemic issues within organisations. She emphasises the importance of shifting from unconscious, transactional behaviours to a more purposeful and strategic approach. Through a real case study, Ingrid illustrates how a large enterprise successfully transformed its sales culture, leading to significant revenue growth. The episode highlights the need for awareness, process change, and commercial competence to achieve sustainable success in sales. Ingrid also offers practical solutions and invites listeners to take a diagnostic test to identify areas for improvement.

You’ll discover:

How to Transition from Survival to Thriving: Strategies to move sales teams from merely surviving to thriving by implementing structured processes and systems.
The Limitations of Traditional Sales Training: Why conventional sales training often fails and how to address the root causes of ineffective sales practices.
The Importance of Cultural and Systemic Change: Understanding the need for a cultural shift within sales teams to support lasting behavioural change.
Real-Life Case Study Insights: Lessons from a successful transformation of a large enterprise's sales approach, leading to significant revenue growth.
Practical Solutions for Sales Improvement: Tools and strategies to enhance sales effectiveness, including a diagnostic test to identify areas for improvement.
The Role of Commercial Competence: How to develop a deeper understanding of revenue, margin, and cost to serve for better sales outcomes.

Time Stamps

00:33 Why Teams Are Running Like Chickens Without Heads

01:32 Understanding the Human Element in Sales

02:13 Why Standard Sales Training Fails

03:12 The Importance of Awareness and Systemic Change

04:41 The Culture Underneath Sales Behaviour

05:09 Psychology of the Unconscious Order Taker

06:36 Moving from Transactional to Purposeful Selling

09:23 Case Study: Quadrupling Revenue Through Systemic Change

11:15 The Cost of Unconscious Order Taker Behaviour

13:10 Building Customer Consciousness and Commercial Competence

14:39 The Power of Culture and Internal Change

15:08 Conclusion: Stop Guessing, Find Out What's Costing You

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps92 The Cost of Blindness in Sales

Tue, 19 May 2026 00:00:00 +0000

In this episode of the Sales Revolution podcast, Ingrid Maynard delves into the challenges faced by sales teams in today's demanding environment. She explores the concept of "the cost of blindness," emphasising that a lack of reflection, rather than a pipeline issue, may be hindering revenue growth. Ingrid discusses the impact of external factors like the fuel crisis on business costs and highlights the importance of focusing on productivity over mere busyness. She introduces the idea of a "point A audit" to identify where businesses might be leaking value and stresses the need for a systematic approach to sales rather than relying on individual charisma. Ingrid encourages listeners to take a diagnostic tool to uncover truths within their sales teams, aiming for purposeful and intentional action.

You’ll discover:

Reflection Over Pipeline: The issue may not be a lack of leads but a need for reflection and strategic adjustment.
Impact of External Factors: Challenges like the fuel crisis affect business costs, requiring strategic responses.
Productivity vs. Busyness: Focus on impactful productivity rather than just staying busy.
Systematic Approach: Avoid relying solely on charismatic individuals; implement a systematic sales strategy.
Point A Audit: Conduct audits to identify where value is leaking and take intentional actions to address these areas.
Value Over Price: Emphasise total cost of ownership and value rather than just price in sales conversations.
Diagnostic Tool: Use the provided tool to uncover insights within your sales team for better decision-making. Find this tool at ingridmaynard.com

Time Stamps

00:00 The Cost of Blindness in Sales

03:09 Survival Mode and Productivity Crisis

06:03 Squeaky Wheels vs. Proactive Account Management

09:00 Hero Culture and Systemising Sales Processes

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps91 Bonus: What Salepeople Get Wrong

Thu, 14 May 2026 00:00:00 +0000

In this bonus episode Ingrid shares her recent experiences as a customer dealing with real estate agents. She highlights the stark differences between agents who prioritise customer engagement and those who focus on routine tasks. Ingrid recounts her interactions with various agents, emphasising the importance of understanding client goals and providing personalised service. She contrasts agents who failed to follow up or engage meaningfully with a young, proactive agent who immediately responded, met with her, and discussed tailored strategies for selling her property. Ingrid underscores the significance of prioritising high-value activities to achieve successful outcomes in sales.

Time Stamps

00:00The Importance of Customer Engagement in Real Estate

07:43 Prioritising High-Value Activities for Success

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps90 The Seven-Stage Sales Revolution: From Survival to Magnetism

Tue, 12 May 2026 00:00:00 +0000

This podcast episode, hosted by Ingrid Maynard, delves into the transformative journey of organisations through her seven-stage sales revolution framework. Ingrid introduces listeners to a methodology designed to elevate businesses from mere survival to becoming magnetic entities. The episode explores the broken state of traditional B2B sales, exacerbated by the COVID-19 pandemic, and presents a new approach that transcends typical sales tactics. Ingrid emphasises the importance of understanding the true state of an organisation, aligning behaviours with desired outcomes, and fostering a culture of excellence. Through phases like setup, execution, and result, the framework aims to create a cohesive, system-wide transformation that makes organisations hard to replicate and impossible to catch. Ingrid's passion for the process shines through as she guides listeners on how to cultivate a magnetic presence in the marketplace.

You’ll discover:

The broken state of traditional B2B sales playbooks and how COVID accelerated issues
The three phases of the revolve methodology: Setup, Execution, and Results
How to conduct an honest organisational "truth" reflection to identify value leakage
Cultivating commercial congruence across all roles and functions
Embedding new behaviours, systems, and culture in the execution phase
The importance of systemic thinking – connectedness and flow within the organisation
Strategies to becoming genuinely magnetic and hard to replicate
Creating a tangible, consistent brand experience for customers, prospects, and employees
The power of aligning organisational DNA to attract top talent and loyal clients

Time Stamps

01:07 The Broken B2B Sales Playbook

03:05 The Seven Stage Sales Revolution Framework

06:56 Phase One: Setup and Reflection

10:21 Phase Two: Execution and Embedding New Practices

12:12 Phase Three: Elevation and Magnetism

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps89 BONUS: High Performance vs Commercial Transformation

Mon, 11 May 2026 02:43:10 +0000

Unlock the secret that separates good sales teams from truly unstoppable organisations. While high performance is a necessary milestone, it’s just the starting point—real growth requires something more radical: commercial transformation. If your team is stuck thinking high performance alone will drive success, you’re missing a game-changing approach that could revolutionise your entire organisation. In this solo episode, Ingrid challenges the outdated notion that high performance is the ultimate goal. She reveals why high performance is merely a way of being a snapshot of excellence, not a destination. The real breakthrough happens when your sales culture evolves into a magnetic, customer-centric powerhouse that competitors can’t replicate. Imagine a business where every function is aligned like wheels on a supercar, all moving seamlessly in one high-impact direction.

You'll discover:

How to differentiate between performance steps and the full journey of transformation
Why focusing solely on high performance limits your growth potential
The powerful analogy of the salesperson as the hub with tyres representing functional areas, how this visualisation explains the difference between just performing and truly transforming
Practical tactics to shift your organisation from simply performing to becoming a commercial transformation leader, where culture, identity, and value creation are aligned for sustained success
The critical internal mindset shift needed to live into your future brand identity today, creating long-term competitive advantage

Failing to embrace this comprehensive approach risks not just stagnation but losing your edge altogether. The opportunity lies in understanding that superior performance is just one wheel of the machine, true transformation is about aligning all areas in harmony, driving your business like a high-performing supercar. This episode is perfect for sales leaders, CEOs, and entrepreneurs who want to move beyond conventional training and build organisations that embody a culture of value and customer obsession.

If you’re ready to unlock exponential growth, Ingrid’s insights will serve as your blueprint for strategic evolution. Get ready to see your sales engine in a whole new light, because high performance alone isn't enough anymore. It’s time for commercial transformation — are you in?

Time Stamps

0:00 Introduction to Commercial Transformation

03:06 High Performance vs. Commercial Transformation

05:53 The Role of Sales in Organisational Success

Resources & Links:

Ingrid Maynard - Website

Connect with Ingrid Maynard:

Eps88 Rebranding for Authenticity - Aligning Internal Values with Market Perception

Tue, 05 May 2026 00:00:00 +0000

Unlock the secret to transforming your business from chaos to clarity with the powerful concept of commercial congruence. Ingrid Maynard, founder and managing director of ingridmaynard.com, reveals how alignment between your deepest values and market perception can dramatically elevate your influence, credibility, and results. If your brand feels disconnected from how clients experience you, this episode is your wake-up call to re-align for better growth and impact. Ingrid shares her personal journey of a profound rebrand inspired by a pivotal client meeting that exposed a misalignment she hadn’t fully recognised. Discover how deep level value and market perception can drift apart—and how that disconnect hampers even the most seasoned professionals. She emphasises that achieving commercial congruence isn’t just about updating your visuals; it’s about authentic, strategic alignment that resonates internally and externally, making your messaging effortless and your results predictable.

You’ll learn:

The true meaning of commercial congruence and why it’s essential for sustainable growth.
How organisational perception and internal values can drift apart over time—and the risks involved.
Why reflection and honest self-assessment are critical at every leadership level.
Practical frameworks to audit your brand’s alignment, from leadership teams to frontline staff.
The impact of perception on pricing, positioning, and market differentiation—especially in saturated markets.

Remember:

Regularly revisit your internal values and market perceptions to ensure authentic brand alignment. This ongoing reflection will help build trust, credibility, and clarity in your messaging.

Timestamps:

00:00 - Introduction to Ingrid Maynard’s rebrand journey
00:30 - The concept of commercial congruence explained
01:00 - The wake-up call: misalignment with consulting firm
01:24 - How credibility and IP impact external perception
02:23 - The importance of internal reflection for founders and leaders
03:23 - Defining commercial congruence and its significance
04:21 - How organisational evolution influences brand messaging
05:16 - The importance of deliberate communication and perception
06:16 - The value equation: perceived benefits minus perceived costs
06:46 - Differentiating in a noisy market to avoid chaos perception
07:16 - The danger of misalignment between actual and perceived brand
07:46 - Reflection techniques for executive leadership teams
08:13 - Internal brand realignment and leadership workshops
09:10 - The necessity of organisational coherence for reputation

Resources

Ep87 The Hidden Power of Human Connection in Building Resilient, Trust-Based Cultures with Suzie McInerney

Thu, 16 Apr 2026 08:26:51 +0000

Unlock the secret to building a resilient, high-performing team that thrives in a rapidly changing world—all through a marketing-led approach to leadership.
Suzie McInerney, CEO of Six Degrees Executive, reveals how her unconventional background in marketing, hospitality, and entrepreneurship shapes her distinct leadership style—centred on brand, trust, and extraordinary customer experience. When most CEOs rely on traditional operational skills, Suzie shares how embracing a brand-first mindset, cultivating trust, and fostering high emotional intelligence are transforming the future of leadership in a digital age. You’ll discover:

How a marketing mindset creates a unique company culture that attracts and retains top talent.
The importance of internal customer experience—training your team to deliver the "living brand" that sets you apart.
Why leadership in 2026 will demand adaptability, trust, and storytelling—more than technical expertise or AI proficiency.
Practical frameworks for mentoring, developing resilience, and embedding high emotional safety.
How AI will amplify human strengths like influence and insight, not replace them—plus what qualities will matter most in leaders who want to stand out.

Suzie’s insights challenge the conventional wisdom, emphasising that at the core of sustainable success is a people-first approach rooted in authenticity, empathy, and visionary branding. Perfect for CEOs, HR leaders, and future-forward entrepreneurs aiming to thrive amidst disruption—this episode offers a transformative blueprint for leading with impact in volatile times.
Tune in to learn how to turn your people into your greatest competitive advantage by thinking differently, acting boldly, and building trust that lasts.

Ep86 Learning from what goes wrong (and why it matters) – Dave Rogers

Wed, 25 Feb 2026 19:00:00 +0000

Dave Rogers challenges the way organisations respond when things don’t go to plan – and why getting it right matters more than ever. Dave, known as The Business Explorer, is an award-winning business consultant, author and TEDx Speaker.

Drawing on lessons from the hospitality industry, he explains how great businesses spot friction early, own their mistakes, and actively learn from feedback to create better experiences.

Inspired by Black Box Thinking, Dave explores how airlines use near-misses and failures to improve systems, and contrasts this with more defensive cultures in other sectors, including healthcare. The result? Powerful insights into how transparency, learning, and accountability shape outcomes for customers, employees, and entire ecosystems.

DAVE ROGERS
https://linktr.ee/thebusinessexplorer
Dave mentions the book, Be More Pirate by Sam Conniff Allende: https://amzn.asia/d/0cAGdvjc

THE SALES DOCTOR 

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep85 Proactivity builds a stronger business – Hermione Gardiner

Wed, 11 Feb 2026 19:00:00 +0000

Property management businesses are leaving serious money and loyalty on the table by being reactive instead of proactive. Hermione Gardner explains exactly how to fix it. Hermione is the no-fluff business and mindset coach behind Sidekick, a growth partner built specifically for property management entrepreneurs. With 20-plus years in real estate, she’s seen the stress, the overload, and the missed opportunities up close, then turned that experience into practical coaching, training, and a mastermind community for PM business owners.

Hermione breaks down how to grow a rent roll with consultative conversations, consistent lead generation, and systems that stop teams burning out. She outlines why great property managers aren’t automatically great business owners, and what skills need to level up fast: sales confidence, financials, leadership, and scalable processes.

THE SALES DOCTOR

Sidekick
https://sidekick.net.au/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep84 The 10 Sales Qualities That Matter In 2026

Wed, 28 Jan 2026 19:00:00 +0000

The salesperson who wins today doesn’t look like the salesperson who won five years ago… or even three. The market has shifted, buyers have changed, and the old playbook is no longer enough.

Ingrid breaks down the 10 qualities that define great business development people right now — not in theory, not in a textbook, but in the real conditions we’re all selling into. Some will sound obvious. Others might feel uncomfortable. All of them are essential if you want to stay relevant, credible, and effective in this market.

If you want a copy of the full list, email admin@thesalesdoctor.com.au

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep83 Why the best sales teams stop chasing the dollar – Seth Clancy

Wed, 14 Jan 2026 19:00:00 +0000

Great sales isn’t about transactions. It’s about intention, empathy, and long-term partnerships that genuinely add value. Seth Clancy, has built a career at the intersection of entertainment, events, and media across Australia and the UK. Now Commercial Director and executive team member at Oztix, Australia's largest independent ticketing company, Seth leads national partnerships and ticketing strategy for some of the country’s biggest promoters, venues, and events.

Seth shares his unconventional sales philosophy, his journey through major media brands, and how Oztix reframes ticketing as a gateway to a great experience. Ingrid and Seth discuss intentional selling, resilient sales leadership, and why chasing outcomes — not dollars — drives sustainable growth.

MORE INFORMATION

Oztix
https://www.oztix.com.au/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep82 What happens when you stop hiring and start accessing – Colin Mills

Wed, 31 Dec 2025 19:00:00 +0000

What if growing your business didn’t require hiring a full-time executive — but still gave you access to world-class leadership when it matters most? Colin Mills discusses how businesses are rethinking leadership, work, and growth — and why outcome-driven executive support is transforming both companies and careers.

Colin is the founder of The CFO Centre and Liberty Group, global leaders in fractional C-suite services. A former corporate CFO, Colin left the traditional track in 2001 to build what he now calls a movement — around 1,000 CFOs delivering expertise to thousands of clients worldwide.

Colin explores the evolution of fractional work post-COVID, why “fractional” may be the wrong word, and what it really takes to deliver freedom, clarity, and profitable growth for business owners.

Ingrid interviewed Colin’s son – and former professional footballer – JP Mills in episode 71 of The Sales Revolution (hear here: https://omny.fm/shows/the-sales-revolution/achieving-freedom-growth-and-legacy)

MORE INFORMATION

CFO Centre
https://www.cfocentre.com/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep81 Turning sales on its head at professional services firms

Wed, 17 Dec 2025 19:00:00 +0000

Professional services firms are facing a wake-up call. For years, many have tried squeezing a traditional B2B sales process into a consulting or accounting or engineering practice. It just doesn’t work. Professional services don’t sell in straight lines; they sell in circles. Winning work, delivering work, deepening trust, and uncovering the next opportunity all happen at once.

Ingrid breaks down why business development is now essential for consultants and practice leads, why “sales” isn’t a dirty word, and how the BD game in professional services is completely different from B2B. Get this right, and growth becomes inevitable.

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep80 From clunky CRM to clear pipeline: a new way to sell – Ian Selbie

Wed, 03 Dec 2025 19:00:00 +0000

If you’re a sales leader or rep who’s sick of wrestling with clunky CRMs and endless admin, this episode for you. We’re doing something a little different: a live walk-through of a tool that can quite literally give you back a day a week to sell.

It’s called Saleslook – a simple, visual pipeline management app that frees salespeople from their keyboards and gets them back in front of customers. And the person showing us how it works is someone every sales team needs in their corner: Ian Selbie. Ian’s a former top global salesperson at Apple in the Steve Jobs era, international sales effectiveness expert, and co-designer of Saleslook.

Ian explains how this tool plugs into your existing CRM, cuts the admin, and turns your pipeline into a true growth engine.

SALESLOOK
https://www.saleslook.com/

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep79 The psychology of price: What customers really buy – Ron Wood

Wed, 19 Nov 2025 19:00:00 +0000

Pricing is one of the most critical levers in any business, yet so often misunderstood or left to gut instinct. Today’s guest knows exactly how to turn pricing into profit. Pricing expert Ron Wood explains why smart pricing strategies start with understanding what customers truly value, not just what they’re willing to pay.

Ron is the founder of Pricing Insight and has spent nearly three decades advising more than 160 Fortune 500 companies, ASX-listed firms, and private-equity-backed businesses. He’s trained over 5,000 executives in 15 countries on how to make better pricing decisions. Ron explores inflation, discounting, customer acquisition costs, and how to arm sales teams with the tools to sell on value …not price!

RON WOOD

Pricing Insight
https://www.pricinginsight.com/

Pricing University
https://pricinguniversity.com.au/

THE SALES DOCTOR 

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep78 Why sales leadership matters most in a tough 2026

Wed, 05 Nov 2025 19:00:00 +0000

Something’s shifting in the air. You can feel it. Conversations with business leaders sound eerily similar: layoffs in construction, slower markets, and salespeople who usually thrive now finding things tougher. When unrelated industries start echoing the same story, it’s a signal that the Australian economy may be tightening.

And when that happens, sales teams feel it first. So how do you prepare? Not by piling on more sales training, but by strengthening your leaders — the people holding it all together under pressure from every direction. Next year will test even the best. The smartest move isn’t more hustle or more noise; it’s investing in the capability of your sales leaders to lead, coach, and manage through what’s coming.

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep77 Beyond CRM: How an AI teammate drives revenue growth – David Marshall

Wed, 22 Oct 2025 19:00:00 +0000

Sales teams don’t need just another piece of software – they need a true virtual teammate. That’s what Kaddi delivers: an AI-first digital twin that helps salespeople cut through information overload, execute complex processes with confidence, and gives leaders real-time visibility into deals.

David Marshall has more than 30 years in B2B sales and sales technology. He founded Blitz Incentives and built Performio into a global leader in incentive compensation management before launching Kaddi.

David returns to The Sales Revolution to explain why the platform rebranded from Sales Grid to Caddy, how it works alongside or outside a CRM, and how early adopters are already boosting revenue per head by more than 50%.

KADDI
https://kaddi.io/

David previously was on episode 36 of The Sales Revolution:
https://omny.fm/shows/the-sales-revolution/ai-and-the-future-of-sales-david-marshall

THE SALES DOCTOR  
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep76 Building a global retail brand from scratch – Richard Morley-Kirk

Wed, 24 Sep 2025 19:00:00 +0000

Richard Morley-Kirk is a seasoned retail executive with over 25 years’ experience growing brands across the UK, Europe, the Middle East, and Central Asia. He’s best known for co-founding Pinky Goat, a specialist eyelash brand that grew from a home-based startup into a global retail presence in over 3,500 stores.

Now based in Dubai, Richard is COO for several consumer brands under the Joelle Mardinian umbrella, with a focus on scaling internationally. He shares insights into building a distinctive brand, understanding retail buyer behaviour, and choosing the right distribution model.

He also explores the role of customer data, how to respond to market shocks, and why a strong USP (unique selling proposition) is non-negotiable when trying to stand out in saturated global markets.

RICHARD MORLEY-KIRK
https://www.pinkygoat.com/
https://www.linkedin.com/in/richard-morley-kirk-195a6219/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep75 How to sell without making it about you

Wed, 17 Sep 2025 19:00:00 +0000

Sales is often associated with ego – loud personalities, overconfidence, and showmanship. Yet ego is the greatest barrier to genuine connection. Exceptional salespeople are not driven by self-promotion but by authenticity and balance. They are right-sized – aware of both strengths and weaknesses and committed to serving others rather than inflating their image. Ego repels trust, while humility and presence build it.

Ingrid explores how operating at a steady “five,” neither overblown nor self-doubting, creates deeper relationships and better results. Shifting focus from self-interest to empathetic listening reshapes sales conversations and elevates true performance.

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep74 Designing AI to fit your team, not the other way around – Valentina Coin

Wed, 10 Sep 2025 19:00:00 +0000

What if your tech transformation wasn’t just about the tech? Valentina Coyne believes digital change should feel human – practical, empowering, and tailor-made for the people it’s meant to serve. Through her work at Viya Technology, Valentina helps service-based businesses design future-ready systems grounded in strategy, not just shiny objects.

True digital transformation, she says, requires more than adopting new technology – it demands alignment between people, processes, and purpose. AI becomes truly valuable not when it replaces people, but when it enhances decision-making, supports teams, and helps deliver purposeful, scalable growth.

THE SALES DOCTOR

Viya Technology
https://www.viatechnology.com.au/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep73 Repeatable systems… and environmental hypocrites – Jim Beach

Wed, 03 Sep 2025 19:00:00 +0000

Imagine starting your first business at 23, with just $400 — and turning it into 600 employees across 89 locations. Then writing a bestselling book with McGraw Hill, launching a nationally syndicated radio show on 100 stations, and proving that entrepreneurship doesn’t have to rely on creativity, passion, or big risks – instead a strong system turns a business into a repeatable, scalable success. That’s Jim Beach.

Jim’s latest book, The Real Environmentalist, claims entrepreneurs are already solving climate change — faster and more effectively than governments or think tanks. From recycling entire ships to regrowing coral reefs 10 times faster than nature, his stories are proof that real change comes from rolling up your sleeves, not just talking about it.

We’ll also hear why Jim hires differently — testing diligence and initiative before an interview even happens — and why that’s key to building unstoppable teams.

JIM BEACH

Jim’s website and books, including ‘The Real Environmentalists’
https://jimbeach.com/

Startup Publishers
https://startuppublishers.com/

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep72 How agentic AI has lifted the game in customer experience

Wed, 27 Aug 2025 19:00:00 +0000

What does a couch have to do with cutting-edge customer experience? Everything – when it’s delivered by agentic AI. Ingrid shares two strikingly different shopping experiences after downsizing her home. One retailer nailed it with seamless, human-like communication using AI. The other? Crickets. Same purchase method, same price range, but with wildly different outcomes. What made the difference wasn’t the product. It was the experience. And in today’s crowded marketplace, that experience is the product. If you’re still sceptical about AI in customer service, Ingrid’s real-world case study might just change your mind.

Book mentioned:
‘The Experience Economy’ by Joseph Pine and James Gilmore: https://amzn.asia/d/8jLt0DN

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep71 Achieving freedom, growth & legacy – JP Mills

Wed, 20 Aug 2025 19:00:00 +0000

The numbers that really matter in business aren’t always found on a spreadsheet – they’re found in the lives we want to lead. That’s the philosophy behind the CFO Centre, where part-time CFOs help SMEs achieve financial clarity and freedom without the full-time price tag.

JP Mills, knows this firsthand. A former professional footballer for Southampton FC, JP now helps lead the CFO Centre in Western Australia, a business started by his visionary father that’s grown into a global network of 850 CFOs across 18 countries.

JP explores what it really means to be “free within a framework,” and how family values can shape a company’s global impact. It’s a reminder that the right numbers – backed by the right people – can change everything.

MORE INFORMATION

CFO Centre
https://www.cfocentre.com/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep70 Becoming a tall poppy in a cut-down culture – Kim Lancer

Wed, 13 Aug 2025 19:00:00 +0000

True leadership begins with knowing, trusting, and being yourself – and that’s the foundation of real, grounded confidence. Kim Lancer, founder of Tall Poppies Leadership, challenges Australia’s tall poppy syndrome and inspire a new kind of leader – bold, self-aware, and unapologetically impactful. With decades of experience coaching executives across three continents and Fortune 100 boardrooms, Kim shares why confidence isn’t about polish or pretending, but about practice, perspective, and purpose.

Kim unpacks the nuances of vulnerability, gender dynamics in leadership, and the myth of “fake it till you make it.” She also reveals how her global programs build high-performing teams and cultures by reshaping how leaders connect, communicate, and grow together.

FOLLOW KIM LANCER
https://tallpoppies.us/
https://www.linkedin.com/company/tall-poppies-leadership/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep69 Building a sales leadership pipeline that lasts

Wed, 06 Aug 2025 19:00:00 +0000

Struggling to find strong, committed sales leaders? You’re not alone. The solution isn’t just recruitment – it’s building a sales leadership pipeline from within. Ingrid reveals a practical, three-part strategy: nurture emerging talent early, promote with purpose and back it with support, and incentivise today’s leaders to cultivate tomorrow’s. She highlights how organisations can future-proof their revenue by investing in leadership development. Especially critical for small to mid-sized businesses, this approach builds loyalty, resilience, and a bench of high-performing sales talent ready to lead.

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep68 Creating a succession mindset every day in your business – Kay Solanki

Wed, 30 Jul 2025 19:00:00 +0000

Building a business that outlasts you starts with embracing a succession mindset every single day – not just when you’re ready to exit. Kay Solanki, founder of Coachtique and Chair of Vistage Australia & New Zealand, shares how leaders can weave legacy thinking into daily operations, developing clarity of role, pragmatic strategies, and resilient culture. After scaling an event company from two to 300 staff internationally, Kay pivoted to coaching executives through the pressures of growth, burnout, and reinvention.

She explains the power of “owner’s evolution” and “leader shaping”, frameworks that equip businesses to navigate generational shifts, leverage AI without losing their soul, and grow leadership pipelines that are ready before you need them. From mapping what good looks like in every seat to empowering emerging leaders to step up before they’re asked, Kay’s insights will challenge you to rethink how you build, delegate, and lead for the long term.

KAY SOLANKI
https://www.coachtique.com/
https://www.linkedin.com/in/kay-solanki/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep67 Creating a vibrant workplace where everyone wants to stay – Colin Ellis

Wed, 23 Jul 2025 19:00:00 +0000

What if you could transform your workplace from stagnant and stressful to vibrant and alive – where people don’t dread Mondays, but actually look forward to showing up? Today’s guest knows exactly how to make that happen. Colin Ellis is a five-time best-selling author and award-winning speaker who’s spent decades teaching leaders how to build cultures that energise teams instead of draining them.

With his trademark humour and straight-talking wisdom, Colin has helped thousands of organisations replace toxic habits with trust, curiosity and connection. Colin discusses why so many companies ignore age in diversity efforts, how soft skills gaps are widening across generations, and what any leader can do to cultivate a culture that truly works – for everyone.

COLLIN ELLIS
https://www.colindellis.com/
https://www.linkedin.com/in/colindellis/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep66 The secret to better sales? Ask better questions

Wed, 16 Jul 2025 19:00:00 +0000

Sales isn’t just about answers – it’s about asking the right questions. The kind that don’t just gather information, but shift thinking, deepen connection, and guide conversations toward real solutions.

Ingrid steps through a list of transformative questions designed to elevate every sales conversation. These aren’t your typical checkbox queries. They’re crafted to build trust, surface real challenges, and position you as a true partner – not just a vendor. From future-pacing scenarios to risk-based discussions, these questions help your team move beyond order-taking and into influence.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep65 Exceptional leaders focus on serving, not shining – Darren Mitchell

Wed, 09 Jul 2025 19:00:00 +0000

What does it take to transform from top sales gun to exceptional sales leader? Darren Mitchell knows firsthand – and he’s on a mission to prove sales leadership isn’t about ego or spreadsheets.

Voted one of Australia’s top 20 sales influencers, Darren shares how he ditched engineering dreams, fell into sales during Australia’s recession, and never looked back. He reveals why the best salespeople often make the worst leaders, why servant leadership trumps bravado, and how preparation – years of it – beats credentials every time.

DARREN MITCHELL
Website: https://darrenmitchell.com.au/
The Exceptional Sales Leader Podcast: https://darrenmitchell.com.au/category/podcast/

THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep64 What leaders get wrong about connection and culture – Julia Palmer

Wed, 02 Jul 2025 19:00:00 +0000

We hear so much about how emotional intelligence is essential for leadership. But, often overlooked is the game-changing power of relationship intelligence (RQ). Drawing from her own sales background and 20 years of experience coaching non-sales professionals, relational strategist Julia Palmer, CEO of Relatus, Julia reveals why RQ is the missing link in leadership, team dynamics and business growth.

Forget superficial networking and transactional exchanges. Julia shares how building authentic, strategic relationships can drive revenue, boost collaboration, and transform workplace culture. From improving psychological safety to retaining top talent, she explains how organisations with high RQ outperform those stuck in outdated, hierarchical models. You’ll learn how to spot low RQ in your business, how to fix it, and why relational intelligence isn’t a “soft skill” – it’s a future skill.

JULIA PALMER

Relatus
https://www.relatus.com.au/

Julia Palmer
https://www.juliapalmer.com/

Julia’s books
https://www.relatus.com.au/books

Julia on LinkedIn
https://www.linkedin.com/in/juliapalmer/

INGRID MAYNARD

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep63 “Dear Customer, you are the most important part of my job”

Wed, 25 Jun 2025 19:00:00 +0000

What if every interaction with a customer felt like a privilege, not a transaction? This episode flips the script on how we view value – shifting from what we want to what they need. Mutual enrichment isn’t just a buzzword in The Sales Revolution – it’s a mindset. A reminder that customers aren’t interruptions; they’re the reason we show up.

From internal teams to end buyers, real success happens when every part of a business knows exactly who their customer is – and how to serve them. Because it’s not just what you deliver that matters – it’s how you deliver it. Let’s get back to creating experiences that serve, connect, and enrich everyone involved.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep62 The hidden cost of being too “productive” – Shelley Flett

Wed, 18 Jun 2025 19:00:00 +0000

What happens when the high-achieving, get-it-done mindset crashes headfirst into the human reality of leadership? Shelley Flett knows – because she’s lived it. From childhood spent milking cows in the cold early mornings to leading some of Australia’s most recognised brands, Shelley’s journey is all about evolving from doing to being.

Now known as the dynamic leader, she helps others shift from transactional habits to transformational impact. Her mantra? Build capability, not dependency. Be more, do less, and create space for insight – not just action.

Shelley explains how “doing nothing” can be your most powerful leadership move, why effectiveness and productivity are not the same thing, and how feedback – when delivered with care – can unlock real growth.

MORE INFORMATION

Shelley Flett
https://www.shelleyflett.com/

Shelley’s books and training tools
https://www.shelleyflett.com/collections/books-training-tools

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep61 Inside the making of a standout sales career – Tamzin Trimboli

Wed, 11 Jun 2025 19:00:00 +0000

From data entry to national sales leader, Tamzin Trimboli’s journey is anything but ordinary. Starting at just 16 in a male-dominated manufacturing business, she’s built her career from the ground up – literally.

Tamzin reveals how a school-based apprenticeship led to mastering CRMs, marketing via fax (yes, really!), and eventually running national sales and logistics at DM Plastics & Steel in South Australia. With hands-on experience across departments, she’s gained a holistic understanding that fuels her success and fast-tracks new recruits.

Her story shows how hard work, hunger, and resilience can turn a sales role into a springboard for leadership. Sales, far from being a fallback, is a career to be proud of.

MORE INFORMATION

DM Plastics & Steel
https://www.dmplastics.com.au/  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep60 Resetting your sales pipeline meetings

Wed, 04 Jun 2025 19:00:00 +0000

Sales pipeline meetings often feel like uncomfortable interrogations – but they don’t have to. When structured well, they become powerful tools for clarity, momentum and team development.

A strong pipeline should drive action, not anxiety. This approach outlines three key stages – above the pipeline, in progress, and ready to close –offering a clear framework for evaluating opportunities and coaching sales teams effectively.

With the right pipeline value based on conversion rates, sales efforts shift from desperation to confidence. Smart questioning, consistent structure, and collaborative input turn pipeline meetings into valuable sessions that support better forecasting, stronger performance, and long-term success.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep59 How to win in business…while the rules are against you – Amanda Rose

Wed, 28 May 2025 19:00:00 +0000

Amanda Rose doesn’t hold back, as she takes aim at the systemic blind spots holding sideling small business owners. Known as the #BossLady, Amanda unpacks how policies, funding models, and lazy legislation often ignore the needs of SMEs, despite them making up 97% of Aussie businesses.

From the flawed “Future Made in Australia” fund to exclusionary industry grants, she exposes how small operators – particularly female and migrant-led businesses – are shut out.

But this isn’t a rant; it’s a rallying cry.

Amanda shares practical ways small business owners can “follow the money,” cut time-wasting habits, and build confidence, connection, and commercial savvy. Amanda is a fierce advocate for grassroots change… and she’s not waiting for government permission to do it.

Amanda Rose
https://www.amandarose.com.au/

Amanda’s Instagram
https://www.instagram.com/theamandarose/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep58 The goal-setting list that changes everything – Keith Abraham

Wed, 21 May 2025 19:00:00 +0000

What do bricklaying, noxious weeds, and Radio Rentals have in common with global leadership and goal mastery? Everything – when the story belongs to Keith Abraham. Keith brings his infectious energy and enthusiasm in this episode as he shares his remarkable transformation from school dropout to world-renowned goal achievement expert.

With 1.7 million people across 43 countries hanging on his every word, Keith explains why most people don’t fail to set goals—they fail to achieve them. His simple, duplicatable “how” formula flips conventional wisdom on its head: start with how you want to feel, then design goals that deliver that emotion.

Along the way, he unveils his 91% accurate GoalDriver diagnostic and his powerful “rule of threes” for daily progress. Prepare to rethink leadership, rediscover purpose, and maybe even write down your own 100 life goals.

KEITH’S DETAILS

Free Goal-Setting Resources:
A collection of downloadable tools to assist with goal setting and personal development. These include worksheets, videos, and audio recordings on topics like the 6-Step Goal Setting Process, the 100 Lifetime Goals Worksheet, and the Passionate Performance Audio.
https://keithabraham.com/free-resources/

GoalDriver Assessment:
An assessment tool designed to help you understand your primary motivators and how they influence your goal-setting and achievement strategies.
https://mygoaldriver.com/

Online Courses:
Keith offers a 14-module online learning course that expands on his Passionate Performance Workshop, aiming to help you clarify your goals, build confidence, and create consistency.
https://courses.keithabraham.com/

Blog and Insights:
https://keithabraham.com/blog/

MORE ABOUT INGRID MAYNARD  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep57 The 3 core drivers of great sales performance

Wed, 14 May 2025 19:00:00 +0000

Too often, the best salesperson is promoted to sales leader – then left to sink or swim. But what does it take to actually lead a high-performing sales team? Sales performance hinges on three core drivers: clarity, confidence, and consistency.

Clarity means knowing the role, understanding what good looks like, and following a defined sales process supported by tools and training. Confidence comes from practice, preparation, and outcome-focused conversations that build trust and credibility. Consistency is achieved through structured routines, clear customer cadences, and purposeful action.

Grit plays a key role – sustaining effort and commitment even when things get tough. Success depends on structured team rhythms: regular meetings, one-on-ones, and in-field coaching that reinforce expectations and support growth.

Sales leadership isn’t about pushing for results – it’s about enabling them through strategy, structure, and support.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep56 Building genuine rapport & asking the right questions – Franky Kennedy

Wed, 07 May 2025 19:00:00 +0000

What does it take to thrive in a male-dominated industry, crush cold calls, and redefine resilience? Franky Kennedy is a seasoned Business Development Manager with over 13 years of experience in the logistics and freight management industry. Known for her relationship-driven approach, she’s a passionate advocate for diversity and inclusion in a traditionally male-dominated field.

With no roadmap and plenty of rejection, Frankie carved her own path through grit, intuition, and a refusal to back down. She unpacks how walking down driveways (literally) became her secret weapon for generating leads, why rapport beats rejection, and how freight management is all about bridging the gap between carrier limitations and customer expectations.

From turning cold leads into loyal clients to coaching the next generation of sales pros, Franky proves that energy, empathy, and experience make the ultimate sales toolkit.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep55 How AI is sharpening sales execution – David Marshall

Wed, 30 Apr 2025 19:00:00 +0000

Sales teams can dramatically improve performance by using AI to support mid-funnel activities like research, preparation, and proposal development. That’s according to David Marshall, founder of SalesGrid, an AI-powered sales productivity platform designed to support sales teams working on large, complex deals. With 25+ years in B2B sales innovation, including the success of Performio, David brings deep expertise in how sales tech can drive results.

David explains how SalesGrid’s AI engine, Savvy, is helping sales teams execute better by focusing on 12 key mid-funnel sales jobs—from researching prospects to tailoring content, managing proposals, and negotiating close. He shares findings from his recent report, The Future of Sales Execution, revealing a disconnect between perceived importance and actual revenue impact in sales activities.

David emphasises the need for organisations to be intentional in their AI adoption, starting small with high-impact jobs, building a business case, and scaling from there. His core message: AI won’t replace salespeople—it will make them more effective, efficient, and ultimately, more successful.

MORE INFORMATION

David was previously on episode 36 of The Sales Revolution:
https://omny.fm/shows/the-sales-revolution/ai-and-the-future-of-sales-david-marshall

David on LinkedIn
https://www.linkedin.com/in/david-marshall-spm/

SalesGRID
https://www.salesgrid.us/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep54 What makes a business truly magnetic

Wed, 23 Apr 2025 19:00:00 +0000

Chasing revenue and profit isn’t just a job for sales anymore. In today’s leaner, faster-paced world, your whole business needs to pull in the same direction – towards the customer.

And so, what if your entire organisation – not just your sales team – became a magnet for growth?

A magnetic organisation is the kind of workplace where customers, team members, even partners are drawn to your business – not just by what you do, but how you do it. It’s about more than customer-centricity. It’s about creating a culture of customer, where every role, internal or external, delivers measurable value… on purpose and with purpose.

And when you combine value delivery with love? That’s when the magic happens. You become uncopyable. Unmissable. Magnetic.

MORE INFORMATION  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep53 What happens when you design culture on purpose – Rachel Service

Wed, 16 Apr 2025 19:00:00 +0000

Culture isn’t a vibe – it’s a strategic tool. When leaders intentionally shape systems, behaviours, communication, and relationships, they create environments where people thrive and performance follows. Rachel Service is founder of Happiness Concierge, who explores the powerful connection between workplace culture and performance.

Rachel shares her journey from corporate burnout to building a globally recognised business that helps organisations create purpose-driven, high-performing teams. Drawing on her experience with clients such as Google, AMP, and government agencies, Rachel unpacks the what shapes workplace culture – whether by design or by default.

MORE INFORMATION

Happiness Concierge
https://happinessconcierge.com/

Rachel Service LinkedIn
https://www.linkedin.com/in/rachelservice/

Rachel mentions the SBCR model (systems, behaviours, communication and relationships):
https://happinessconcierge.com/hc-insights/guide-to-your-leadership-model

THE SALES DOCTOR
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep52 Beyond revenue: a smarter strategy to selling – Paul Connolly

Wed, 09 Apr 2025 19:00:00 +0000

Sales leadership is no longer just about revenue – it’s about driving strategic, customer-focused outcomes across the business. That’s according to Paul Connolly, Sales Director at Lincoln Sentry, a division of the Dulux Group.

With a career spanning the UK, Ireland, New Zealand, and Australia, Paul shares his journey from supermarket management to leading high-performing sales teams in complex, multi-channel environments.

Paul unpacks the evolution of sales leadership, the importance of data-driven decision-making, and how measuring profitability – rather than just revenue – can transform commercial strategy. Paul also delves into cost-to-serve analysis, CRM effectiveness, and how coaching conversations and accountability frameworks drive performance.

MORE INFORMATION

The Next Level Sales Impact Online Program

https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep51 The mindset & methods of high-performing salespeople – Ian Selbie

Wed, 02 Apr 2025 19:00:00 +0000

Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople.

Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? – a title that says it all. He says top sales professionals stay adaptable, continuously learning and refining their approach. A strong company, Ian insists, fosters better sales outcomes by prioritising people over spreadsheets.

MORE INFORMATION

For books and guides that Ian mentions in this episode, please visit his website: https://www.salesmentoru.com/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep50 The four key ingredients to make customers want to buy

Wed, 26 Mar 2025 19:00:00 +0000

In this milestone 50th episode, Ingrid explores a fundamental shift in the sales process – moving from pushing a sale to creating an environment where customers naturally want to buy.

She breaks down four essential elements that help sales professionals shift from hard-selling to guiding the customer’s decision-making process.

Drawing from real-world experience, Ingrid shares key insights from a competitive enterprise-level proposal, highlighting why the most effective sales strategies are built on trust, impact, and facilitation.

MORE INFORMATION
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep49 Why sales training alone isn’t enough

Wed, 19 Mar 2025 19:00:00 +0000

Ep53 Why Sales training alone isn’t enough

Sales training is often seen as the ultimate solution for improving sales performance – but is it really? Ingrid explores why training alone won’t deliver lasting results without the right foundation. From business context to leadership effectiveness, internal processes, and customer experience, she breaks down the key elements that determine whether sales training will have a meaningful impact. She says that sustainable sales growth requires a holistic approach beyond just skills-based training sessions.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep48 The Power of Incentives to Drive Business Growth – Mercedes Ibbett

Wed, 12 Mar 2025 19:00:00 +0000

Incentives drive action. But what makes an incentive truly irresistible?

Today, we’re diving into the world of incentive strategy with a powerhouse in the field – Mercedes Ibbett, Managing Director and Owner of EVT Incentive Marketing.

With 23 years of experience, she’s been shaping the way businesses motivate and reward their top performers.

This year, EVT celebrates an incredible 40 years of success, proving that the right incentives don’t just boost sales—they transform businesses.

But Mercedes’ story goes beyond the boardroom. Growing up in a trailblazing family business, she witnessed firsthand what it takes to lead, innovate, and thrive.

We explore not just the power of incentives but the journey of a woman who’s redefining leadership in Australia’s incentive industry.

EVT Incentive Marketing
https://www.evtmarketing.com/

Mercedes Ibbett LinkedIn
https://www.linkedin.com/in/mercedesibbett/

FROM THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

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Ep47 Unlocking the hidden value in your business

Wed, 05 Mar 2025 19:00:00 +0000

While chasing more revenue seems like the obvious way to boost profits, the real game-changer is optimising the entire business equation. Ingrid offers practical ways to maximise profitability, from quick wins like tapping into customer service insights and strengthening existing accounts to smarter pricing strategies and cost-saving tactics. She says there a way to reduce costs without sacrificing growth by shortening sales cycles, addressing inefficiencies, and tracking business impact.

MORE INFORMATION
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

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Ep46 When stories and strategy shake hands – Julian Canny

Wed, 26 Feb 2025 19:00:00 +0000

If you are looking to foster growth and innovation – and these days, who isn’t? – an important key is to align your organisation’s culture and creativity. So says Julian Canny, social entrepreneur, comedian (yes, that’s right!) and CEO & Co-Founder of Euphorium, a community of innovators.

Julian says storytelling is important for enabling people share experiences and identify important historical moments. Four key narratives drive organisations: what motivates, inspires, evolves, and guides them. Shifting mindsets is crucial for sustainable change, ensuring new ideas align with new ways of thinking and make old problems irrelevant. Intentionality, he says, is required to make these shifts effective.

MORE INFORMATION

Euphorium
https://www.euphorium.com.au/

Town Team Movement
https://www.townteammovement.com/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

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Ep45 Building stronger teams in a hybrid world – Trudy MacDonald

Wed, 19 Feb 2025 19:00:00 +0000

The modern workplace faces a host of challenges, including compressed roles, remote work, and insufficient induction processes, which hinder trust and engagement. It’s important, therefore, for leaders to foster connections, offering structured career pathways, and tailoring development to individual goals.

Trudy MacDonald – Founder and Managing Director of human resource consultancy TalentCode HR – returns to The Sales Revolution to share her thoughts on how leaders can enhance employee engagement for retention and overall workplace culture.

She encourages managers to own their team’s growth, using practical tools like development plans and the 70-20-10 learning framework. She advocates for cross-generational collaboration, mentoring, and fostering intrapreneurship to energise teams and leverage diverse strengths. By focusing on connection and individual growth, she says, organisations can improve motivation, retention, and overall success.

MORE INFORMATION

Episode 2 of The Sales Revolution with Trudy MacDonald, ‘Balancing empathy and accountability’:
https://omny.fm/shows/the-sales-revolution/trudy-macdonald

TalentCode HR
https://www.talentcodehr.com.au/

Trudy MacDonald LinkedIn
https://www.linkedin.com/in/trudy-macdonald-1717846/

Trudy MacDonald Instagram
https://www.instagram.com/trudymacdonaldleadership/

TalentCode HR YouTube channel
https://www.youtube.com/@TalentCodePtyLtdSydney

THE SALES REVOLUTION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

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Ep44 Sales leaders! Do you know who your “customers” are?

Wed, 12 Feb 2025 19:00:00 +0000

Sales leadership is about more than driving results through your team – it’s about serving multiple customer groups. Beyond your direct team and their pipeline performance, your “customers” also include the company, directors, and other internal leaders. Each requires you to deliver measurable value, whether through coaching, proactive issue resolution, or fostering cross-departmental collaboration.

In-field coaching is vital, as it sharpens your ability to coach effectively. Additionally, engaging with top-tier customers personally can reinforce relationships and create new opportunities. By redefining service to stakeholders and modelling excellence, you can inspire cultural transformation, making 2025 your most impactful year yet as a sales leader.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

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Ep43 Relationships drive recruitment success – Jerry Kleeman

Wed, 05 Feb 2025 19:00:00 +0000

Building long-term relationships with potential hires ensures better cultural fit and faster recruitment for key roles. That’s according to Jerry Kleeman, CEO & Director of Kleeman International, and Chair of Vistage for 20+ years. Jerry has conducted close to 20,000 hours of one-on-one coaching, and has consulted some of Australia’s most successful businesses.

This is Jerry’s second episode on The Sales Revolution; this time he explores proactive leadership strategies. Leaders often overlook developmental opportunities for high-potential individuals due to being consumed by operational tasks, he says, leading to missed opportunities for succession planning and innovation.

Jerry discusses Vistage’s role in fostering peer-supported environments for leaders to tackle challenges and think strategically. Tools like “tiger teams” offer intensive, tailored problem-solving. He underlines the significance of fostering a collaborative ecosystem and adopting a customer-conscious culture, where internal and external stakeholders are equally valued.

MORE INFORMATION

Episode 7 of The Sales Revolution with Jerry Kleeman, ‘Bringing out the best in your team’:
https://omny.fm/shows/the-sales-revolution/bringing-out-the-best-in-your-team-jerry-kleeman

Jerry Kleeman
https://www.jerrykleeman.com/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep42 Ladders, legacy and life lessons – Gerard Higgins

Wed, 29 Jan 2025 19:00:00 +0000

Gerard Higgins is the managing director of Higgins Coatings, Australia’s largest painting contractor, leading the company to success with 27 branches and 1500 painters nationwide. Having worked in every aspect of the business, from mixing paint to overseeing operations, Gerard has built a legacy centred on family values, balancing his professional achievements with a deep commitment to his wife, children, and grandchildren, and his passion for golf, red wine, and the peninsula lifestyle.

Gerard reflects on involving multiple generations in the business and the challenges of family dynamics. He shares insights from his Harvard experience and the importance of peer groups for growth. He stresses the need for open communication and understanding personal challenges affecting work.

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The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep41 Unlocking the future of selling

Wed, 22 Jan 2025 19:00:00 +0000

Ingrid Maynard’s talks about her new book, The Sales Revolution, which offers a fresh perspective on sales and business strategy. It’s not about traditional sales techniques; it’s a transformative approach to address today’s unprecedented challenges. Economic shifts, a decline in sales skills, and superficial strategies have created a gap that businesses must bridge. Her book highlights the need for organisations to embrace a culture of customer, combining customer consciousness with commercial competence. It’s a practical, thought-provoking guide for future-proofing businesses.

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The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep40 Casting a wide net for growth and innovation – Michael May

Wed, 15 Jan 2025 19:00:00 +0000

The Geraldton Fishermen’s Co-operative (GFC) exemplifies the cooperative model, focusing on community, sustainability, and long-term value. Rooted in cooperative principles, GFC strengthens local economies by employing people across Western Australia and fostering deep ties with small towns. Its sustainability initiatives, like achieving MSC certification, highlight its forward-thinking approach to preserving the fishing industry for future generations.

Michael May is the General Manager of Supply Chain Operations at GFC, where he has worked for eight years, though his connection to the co-op spans a lifetime due to his upbringing in a fishing family. He holds an MBA with a specialisation in business leadership and has extensive experience in the industry.

Despite challenges, such as shrinking industry size and reduced community cohesion, Michael says GFC prioritises integrity, community engagement, and aligning personal and organisational purpose. With a legacy spanning 75 years, GFC remains committed to supporting members, fostering trust, and sustaining a vital industry for generations to come.

MORE INFORMATION

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book:
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep39 From humble beginnings to business leadership – Jeanine Batchelor

Wed, 18 Dec 2024 19:00:00 +0000

Jeanine Batchelor has spent her career in the construction industry, starting as one of the youngest client advisors at CBUS Superannuation Fund before working alongside her father in his successful commercial electrical business. Now co-owning a boutique home construction company and a Summertime Pools franchise in the Murray River region, she brings a customer-centric approach and a wealth of industry knowledge to her ventures.

Jeanine reflects on the challenges of balancing emotional investment in business with personal well-being. She offers advice for building sustainable, customer-focused businesses that contribute positively to their communities.

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The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book:
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep38 Four Key Sales Practices Every Business Needs to Embrace

Wed, 11 Dec 2024 13:00:00 +0000

In a changing market, sales practices must evolve, focusing on resilience and returning to tried-and-tested principles. Ingrid Maynard suggests sales professionals adopt four key practices: in-person connections; going above and beyond; doing research to demonstrate genuine interest in prospects; and being practiced in conversation planning and objection handling. Mastering these skills will build strong relationships, boost credibility, and drive sales success, even in challenging times.

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The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep37 The Power of Human Connection in B2B Sales – Richard Forrest

Wed, 04 Dec 2024 19:00:00 +0000

Richard Forrest is the chairman of Forrest Contact, which he founded in 2006 to provide B2B sales outreach and lead generation to Australian businesses. With more than 30 years’ experience managing and coaching sales teams worldwide, Richard’s expertise is the foundation of Forrest Contact’s success and his book, ‘The Ultimate Guide to B2B Sales Prospecting’, which outlines his four-step process for successful B2B lead generation.

Richard looks at the importance of hiring resilient individuals who can handle challenges and invest in ongoing support and training to ensure their success. Richard discusses how his business has evolved, focusing on improving commercial acumen and understanding clients’ needs better. He highlights the value of human connections in sales over AI, despite technological advancements. Sales performance metrics, such as calls per hour and conversion rates, are essential for measuring success. Ultimately, he says, patience and consistency are crucial for long-term results.

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Forrest Contact
https://forrestcontact.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep36 AI and the Future of Sales – David Marshall

Wed, 27 Nov 2024 19:00:00 +0000

David Marshall has more than 25 years’ experience driving innovation in B2B sales and sales technology. Based in Melbourne, he has successfully launched multiple software companies, including Performio, and is now leading SalesGRID, an AI-powered sales productivity tool designed to help sales teams excel in complex deals.

David outlines the evolving role of AI in sales, focusing on how it can improve efficiency and customer engagement. A customer-centric sales process is crucial, he insists. AI can help refine sales strategies by making the process more aligned with how customers buy, reducing friction and improving conversion rates.

As AI will becomes ubiquitous, the key differentiator will be how salespeople and leaders use the technology. The human skill to leverage AI effectively will be critical in building stronger, more meaningful customer relationships.

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Performio
https://www.performio.co/

SalesGRID
https://www.salesgrid.us/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep35 The Surprising Sales Secrets of a Sydney Cab Driver

Wed, 20 Nov 2024 19:00:00 +0000

Who would have guessed? The ultimate sales lesson from the most unlikely source: a taxi driver. Ingrid shares a story from a business trip to Sydney where, despite challenging weather, the cab driver’s professionalism, curiosity, and service made the experience memorable.

He booked future rides, showed genuine interest, and even offered an umbrella, embodying Alex Hormozi’s sales principles of proactive service. Ingrid highlights how these seemingly simple actions build trust and opportunity. It’s a reminder that in down markets, success often lies in nurturing relationships and providing exceptional service to every customer.

MORE INFORMATION

Alex Hormozi
https://www.acquisition.com/  

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep34 How two tradie mates built a mental health movement – Dan Allen & Ed Ross

Wed, 13 Nov 2024 19:00:00 +0000

Dan Allen and Ed Ross are two lifelong friends and skilled carpenters who have transformed their passion into purpose. Following the tragic loss of Dan’s close friend to suicide in 2015, they set out to create two innovative organisations that have since had a profound and measurable impact on mental health awareness and support in the community.

They are the founders of the social enterprise workwear company, TradeMutt, and free counselling service, TIACS. Their colourful eye-catching shirts – you have to check them out! – and community engagement aim to raise awareness about mental health and encourage open conversations. They have seen firsthand the positive changes their initiatives have fostered within communities, including increased awareness, reduced stigma, and more individuals seeking help.

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TIACS
https://www.tiacs.org/

TradeMutt
https://trademutt.com/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep33 Prioritising quality and measuring success – Rob Kruber

Wed, 06 Nov 2024 19:00:00 +0000

Rob Kruber is the CEO of leading manufacturer, Summertime Pools and Halo Spas. His deep passion for business and Australian manufacturing has driven him to build and lead successful companies that prioritise quality and innovation.

With 25+ years in the industry, Rob shares insights into overcoming challenges, such as supply chain disruptions, economic fluctuations, and shifting customer demands, all while maintaining high standards.

A major part of Rob’s business philosophy is placing the customer at the centre of all decisions. He highlights the importance of listening to customer feedback and ensuring every interaction enhances the customer experience.

Rob emphasises the importance of setting clear targets for his business. Having well-defined goals helps align the entire team, ensuring everyone understands what they are working towards. Clear targets provide direction, motivate employees, and make it easier to track progress.

MORE INFORMATION

Summertime Pools
https://summertimepools.com.au/

Halo Spas
https://www.halospas.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep32 From Property Manager to Trusted Advisor – Sarah Cincotta

Wed, 30 Oct 2024 19:00:00 +0000

Sarah Cincotta mentors BDMs ready to elevate their performance, purpose and passion. Founder of RISE, she directly impacts the lives of other BDMs and reframes the current industry beliefs attached to the title. BDMs deserve to be recognised as the dedicated, innovative, effective operators at the heart of their company’s growth, and she knows exactly how to get them there. Focusing on training beyond sales, the foundations of the Property Management profession- connections.

Sarah discusses the evolving role of property managers as trusted advisors who go beyond traditional responsibilities to help landlords and property investors optimise their investments. Success in property management, she says, involves building a diverse network that includes landlords, tenants, real estate agents, local businesses, and service providers.

She also talks about the increasing complexity of property management, advocating for a hybrid role or introducing business development managers to handle the growth of a portfolio.

MORE INFORMATION

RISE with Sarah Cincotta
https://risewithsarahcincotta.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep31 Three pillars of trust: reliability, credibility and intimacy

Wed, 23 Oct 2024 19:00:00 +0000

Trust is a critical component in building strong customer relationships, whether the customer is external, paying for a product or service, or internal within an organisation. Host Ingrid Maynard insists that in professional relationships, trust is shaped by three main factors: reliability, credibility, and intimacy.

Reliability involves being dependable and consistent in both actions and demeanour. Credibility is about demonstrating expertise and a proven track record. Intimacy refers to handling sensitive, privileged information with care and discretion. On the flip side, self-orientation can damage trust, whether it’s through excessive focus on oneself or insecurity.

By staying self-aware, consistently reliable, and customer-focused, professionals can foster trust even in uncertain times, leading to stronger relationships and better outcomes.

MORE INFORMATION  

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep30 Values are the foundation of family business – John Broons

Wed, 16 Oct 2024 19:00:00 +0000

John Broons is a globally recognised family business expert and one of only three Australians to hold the prestigious Fellow of the Family Firm Institute title. With more than 40 years of experience, John has successfully guided family businesses, drawing from his own experience of buying and selling a family business.

He explains how history, values, and personal connection can shape a business and make it resonate not only with family members but also with customers. The emotional connection that comes with family businesses often extends beyond just the family; it can create a strong bond with consumers and employees, as well. When a company has that rich narrative and value-driven culture, it naturally makes people feel like they are a part of something greater than just a transaction.

For non-family businesses, he says, it’s about building that same sense of legacy and emotional ownership through the stories of the founders, the values of the company, and the shared journey with employees and customers. It may not have the intergenerational history, but it can foster a culture where everyone feels they’re contributing to something meaningful and lasting.

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John Broons
https://www.johnbroons.com/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep29 The art of purpose-driven storytelling – Andrew Griffiths

Wed, 09 Oct 2024 19:00:00 +0000

The ability to communicate is one of the wonders of the business world. And storytelling is very much a key that. Andrew Griffiths is a storytelling maestro – he’s written 13 books, including ‘Someone has to be the most expense, why not make it you?’ He’s also a sought-after keynote speaker and mentor to business leaders.

He says that storytelling should be genuine and consistent across all platforms, reflecting your true self. Aligning personal purpose with organisational goals enhances storytelling impact, focusing on serving the audience rather than self-interest. Value perceptions, he says, can change over time, and so businesses need to adapt their value propositions to stay relevant.

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Andrew Griffiths
https://www.andrewgriffiths.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep28 Harnessing AI for Marketing and Growth – Graham Arrowsmith

Wed, 02 Oct 2024 20:00:00 +0000

While many businesses haven’t fully realised the impact of AI, its benefits are already proving valuable. That's according to the colourful Graham Arrowsmith, Managing Director of Finely Fettled, and host of The Next 100 Days Podcast.

An advocate for AI and technology in business strategy, Graham discusses the power of tools like MetclabsAI, which aid in refining digital strategies, building efficient websites, and enhancing sales approaches. He emphasises the comparison between AI and historical technological advances, like the steam engine, indicating that while businesses may not fully grasp AI’s potential yet, its positive impact is undeniable.

MORE INFORMATION

Finely Fettled
https://finelyfettled.co.uk/

The Next 100 Days Podcast
https://thenext100days.org/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep27 The pressure sales leaders are facing today

Wed, 25 Sep 2024 20:00:00 +0000

Sales leaders are squeezed from both ends – by their teams who are struggling to achieve sales outcomes, and by senior leadership demanding results. Ingrid Maynard believes that with customers delaying buying decisions or becoming more selective, it’s tougher than ever to close deals.

Ingrid shares three key strategies to help sales leaders manage this pressure: transparency of activity, clear communication of progress, and sharing leading indicators. By educating senior leaders on market conditions, progress, and the efforts of sales teams, sales leaders can build trust, reduce misunderstandings, and foster support. Ingrid advises sales leaders to stay calm, be prepared, and maintain open communication with senior leadership to ensure recognition of their hard work in these demanding times.

MORE INFORMATION

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep26 The Power of Authenticity – Dana Walton

Wed, 18 Sep 2024 20:00:00 +0000

Dana Walton is an accomplished sales professional with a background in owning and managing gyms, and experience with major brands like Motorola. Currently a sales and marketing specialist at REI Super, Dana is known for her authentic approach and emphasis on adding value.

She discusses with host Ingrid Maynard the critical role of clear expectations in achieving success and how unclear goals can lead to extended setbacks. She emphasises the importance of sales discipline, preparation, and authenticity in overcoming negative perceptions associated with sales.

She highlights the significance of being a servant leader – one who is open, caring, and supportive – and stresses that effective leadership involves setting clear expectations and celebrating both successes and failures. Her advice is to remain authentic – staying true to oneself is crucial for building trust and achieving success in sales.

MORE INFORMATION

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep25 Transforming Sales from Order-Taker – Stephanie Christopher

Wed, 11 Sep 2024 20:00:00 +0000

Recognising internal colleagues as customers enhances organisational culture and drives strategic results. That’s according to Stephanie Christopher, a seasoned sales leader with more than 25 years’ experience, currently serving as the Managing Director at Vistage Australia and New Zealand. She is known for her deep insights into sales strategies, customer consciousness, and fostering a culture of excellence within organisations.

She explains how a narrow view of customers, limited to external parties, can lead to inefficiencies and frustration. There is a need for sales professionals to adapt to higher customer expectations and sophisticated research, as opposed to the order-taker mentality some salespeople exhibit. Investment in sales training, therefore, is crucial, especially in challenging economic times, to ensure sales teams remain effective.

Despite the challenges we’re all facing in business, Stephanie insists there are significant opportunities for skilled salespeople to excel and for organizations to gain a competitive advantage by cultivating top talent.

MORE INFORMATION

Vistage
https://www.vistage.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep24 Nurturing Business Relationships with Generosity – Stacey Packer

Wed, 04 Sep 2024 20:00:00 +0000

Stacey Packer, founder of SP Consulting, shares her philosophy of generosity and relationship-building in business. By giving first—whether through introductions or valuable insights—businesses can build stronger, more meaningful connections. Following up on introductions and referrals is crucial; there is value in thanking the referrer and updating them on the outcomes, which strengthens professional relationships and maintains respect.

Entrepreneurs, she says, should be clear about their values and service expectations to attract and maintain aligned relationships. The principles of mutual mattering—such as unconditional positive regard, celebrating wins, and being compassionate—are central to fostering meaningful and supportive professional relationships.

MORE INFORMATION  

Stacey Packer Consulting
https://staceypacker.com/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep23 Our customers really do matter

Wed, 28 Aug 2024 20:00:00 +0000

Making customers feel genuinely valued is crucial. Effective sales techniques alone are not enough – the human element of showing customers they matter is essential for long-term success.

Ingrid Maynard recounts an encounter at a brickyard, comparing two vastly different customer service experiences. The first involved a knowledgeable salesperson who, despite employing effective sales techniques, failed in making Ingrid and her husband genuinely valued. The second brickyard, however, went above and beyond, offering a personalised service that left a lasting positive impression.

The overall experience customers have, including how they are treated and whether their needs are met, can make or break a sale. Positive experiences lead to customer satisfaction and repeat business.

MORE INFORMATION

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep22 Building Customer-Centric Cultures for Success – Jason Tunbridge

Wed, 21 Aug 2024 20:00:00 +0000

Australian small businesses are grappling with economic uncertainty, talent shortages, and rapid technological advancements, including AI. With a lifetime of experience in the SME marketplace and as Co-founder and Director of the Leadership Think Tank, Jason Tunbridge believes a strong focus on customer needs is essential for business success. Exceptional customer service can turn clients into advocates who promote the business, generating referrals and driving growth even without direct marketing efforts.

Jason insists that a CEO’s active involvement is crucial in creating a robust customer-focused culture, which can lead to long-term business success. The Leadership Think Tank helps CEOs by providing a confidential forum for sharing ideas and strategies across industries, fostering innovative solutions and strategic thinking. CEOs should allocate time for strategic thinking and learning from peers to address business challenges effectively.

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The Leadership Think Tank
https://www.leadershipthinktank.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep21 Balancing AI and Human Connection – Justin Tippett

Wed, 14 Aug 2024 20:00:00 +0000

Named one of the leading customer experience (CX) leaders in the world, Justin Tippett’s 30-year career began on the phone in a call centre; today he’s CEO of the Australian Customer Experience Professionals Association. His expertise spans the impact of AI on CX, the importance of empathy and personalised service, and the need for strategic investment in both technology and human skills.

There’s a been a shift, he says, in call centres handling simple, transactional calls to more complex interactions due to technological advancements. AI has enabled customers to self-serve, by reducing basic queries handled by agents. This shift makes empathy and interpersonal skills crucial for handling intricate customer issues. Justin questions whether companies are investing enough in training their personnel for these higher-level skills.

He explains to host Ingrid Maynard that smaller businesses excel in building personal connections with customers, a practice larger companies could learn from despite their scale challenges. A holistic CX approach, understanding the customer’s lifetime value, and balancing technology with human interaction are essential.

MORE INFORMATION  

Australian Customer Experience Professionals Association
https://acxpa.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep20 More than just a legal practice – Jane Libbis

Wed, 07 Aug 2024 20:00:00 +0000

Jane Libbis became a lawyer because she wanted to help people. Jane is the founder of Umbrella Family Law, whose approach to business is different to other practices.

Jane explains to host Ingrid Maynard how important it is for her to build a network of like-minded professionals and clients who align with the values and culture of her law firm. There’s a challenge, she admits, of balancing empathy and compassion with the commercial realities of running a law firm.

Jane also discusses the importance of setting boundaries and maintaining respectful communication with clients. Fundamentally, she says Umbrella is more than just a legal practice, “we’re a ray of hope.”

MORE INFORMATION

Umbrella Family Law
https://umbrellafamilylaw.com.au/

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep19 ”I’m not a salesperson”

Wed, 31 Jul 2024 20:00:00 +0000

Some of the best salespeople don't see themselves as salespeople. Ingrid Maynard challenges the negative association with sales and highlights the importance of providing solutions and adding value to customers.

She shares examples of individuals and organisations that excel in sales by focusing on creating positive experiences and deepening relationships.

The underrated soft skills are crucial to sales, including: listening, effective communication, influencing, and creating outcomes. Ingrid also raises the need for developing higher-order communication skills in the age of AI and the importance of equipping future generations with these skills.

MORE INFORMATION

The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep18 Nurturing a customer-focused culture – Michelle Fahey

Wed, 24 Jul 2024 20:00:00 +0000

A customer-focused culture starts with strong leadership and a commitment to valuing and empowering employees. That’s the perspective of Michelle Fahey, Executive General Manager of People, Safety & Engagement at Intellihub Group, a digital energy management company.

Having landed into an HR career, Michelle has the uncanny ability to read and engage with people quickly. She’s discovered how empathetic leadership and coaching methodologies can foster a sense of purpose and engagement among employees. Michelle discusses with host Ingrid Maynard that protecting and nurturing a positive culture is essential for attracting and retaining high-performing employees.

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Michelle Fahey LinkedIn
https://www.linkedin.com/in/michelle-fahey-8631539/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep17 The importance of cultural alignment in sales – Shaun Carey

Wed, 17 Jul 2024 20:00:00 +0000

We’re led to believe we choose our own career, but in reality careers often choose us, particularly sales careers. Shaun Carey, Chief Sales Officer at Tradeware, shares his career journey and how he has embraced the opportunities that have come his way.

Shaun emphasises the importance of understanding the sales role and having clarity in performance expectations. He also highlights the significance of behaviours and how they contribute to culture and success in sales. He shares his advice for job hoppers, encouraging them to demonstrate their capabilities and alignment with an organisation's pace.

Shaun offers insights on cultural alignment, the importance of being coachable, retaining the best people, alignment and leadership development, understanding the value chain, and delivering value to customers.

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Tradeware
https://www.tradeware.com.au/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep16 Cultivate loyalty with the organisation, not the salesperson

Wed, 10 Jul 2024 20:00:00 +0000

The relationship with your customers shouldn’t be forged in isolation. Every single touchpoint across the organisation should aim to create a sensational customer experience. Ingrid Maynard discusses how a stronger customer relationship leads to loyalty and revenue continuity, as well as profitable growth and referrals. She emphasises the need to create an organisation that is in its own league and is a magnetic driver. The ultimate game is for your customers to become impervious to your competitors and feel like they are a part of your organisation.

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The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep15 The power of soft skills in a hard world – Renata Sguario

Wed, 03 Jul 2024 20:00:00 +0000

We spend so much effort and resources on learning the tools to do our job. However, it’s those often-overlooked soft skills, such as self-awareness and communication, that are crucial for success in business. That’s according to Renata Sguario, founder and CEO of Maxme, a company maximising human potential on a global scale. Embracing strengths and working on self-management, she says, can lead to positive interactions and better relationships in the workplace.

Finding a balance between AI and human skills is crucial in the evolving technological landscape. Automation can only handle simple tasks, while complex problem-solving and creativity are difficult to automate. Human skills such as problem-solving, communication, collaboration, and adaptability are crucial in the face of automation. Renata believes that employers play a vital role in supporting school leavers and bridging the gap between education and the workplace.

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Maxme
https://www.maxme.com.au/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep14 Unreasonable hospitality: a blueprint for exceptional service – Mandi Ford

Wed, 26 Jun 2024 20:00:00 +0000

Mandi Ford wanted to have a business that made everyone smile. Mandi’s Director at ES Concierge & Co, Australia leading life and business concierge. She and her team help with finding gifts, booking restaurants, delivering services – any little (and big) thing that needs solving. She espouses ‘unreasonable hospitality’: exceeding expectations and surprising and delighting customers.

When hiring for customer service roles, she’s on the lookout for individuals who have a desire to serve others and treat everyone with respect. It’s important to choose and onboard suppliers carefully, ensuring they align with the company's values and customer service standards. Creating meaningful experiences for customers, she insists, doesn't always require a large budget; thoughtfulness and personalisation can make a significant impact.

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ES Concierge
https://esconcierge.co/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep13 Upscale in a strategic and profitable way – Jenny Stilwell

Wed, 19 Jun 2024 20:00:00 +0000

Most businesses grow to a certain size then struggle to push through. In fact, according to research by strategy advisor and business mentor Jenny Stilwell, only 7% of businesses break through $2 million in turnover. Jenny is author of The 7% Club, and she highlights the three key areas of challenge for companies looking to grow beyond $2m: complexity, people management, and transitioning from business owner to CEO.

Jenny discusses the importance of strategic growth and understanding the desired direction for the business. Customer service is an advantage that small businesses have in providing a more personal approach. Jenny suggests that large organisations can improve their customer experience by focusing on the human connection.

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Jenny Stilwell
https://jennystilwell.com.au/

Jenny’s LinkedIn
https://www.linkedin.com/in/jennystilwell/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep12 Three key areas of focus for sales to shine

Wed, 12 Jun 2024 20:00:00 +0000

The sales landscape has changed significantly observes Ingrid Maynard, host and CEO of The Sales Doctor. She says sales leaders and salespeople need to focus on three key areas to be successful: pipeline, driving the sales process, and activity levels and technique.

Managing the pipeline is crucial, with each person's pipeline needing to be a multiple of their sales target. Driving the sales process involves being proactive in creating opportunities, embedding belief, and shortening sales cycles. Salespeople, Ingrid insists, need to work on both activity levels and technique to succeed in today's tough economic conditions.

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The Sales Doctor
https://thesalesdr.com.au/  

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep11 Achieving team alignment around purpose – Glen Simpson

Wed, 05 Jun 2024 20:00:00 +0000

Glen Simpson has had an unusual pathway to corporate leadership. As a trained agronomist, his career in agriculture and his work in addressing food shortage in developing countries underlies his commitment to aligning activities with the needs of the communities. One of the biggest challenges for executives is achieving alignment around purpose.

Glen discusses the impact of organisations on society and the importance of transparency. The success of an organisation, he says, depends on the mindset and well-being of its employees. He has lessons for others in leadership roles: listen actively and be present in conversations to build strong connections and understanding.

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The Executive Connection
https://tec.com.au/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep10 Serving a real purpose – Sam Paior

Wed, 29 May 2024 20:00:00 +0000

What underlying values do you have that drive your business or organisation? Well, Sam Paior employs only disabled people and family carers, because she believes it’s important to have peers serving her clients. Sam is Founder and CEO of The Growing Space, a disability consultancy providing one-to-one support coordination for disabled people and families navigating NDIS.

Sam explains how they handled the challenging time of COVID and restrictions imposed on those working in the sector. Also, she discusses how she manages and communicates with her team who work remotely in all parts of the country. Openness and a high degree of trust are important elements in the culture of The Growing Space, which is reflected in its low turnover of staff.

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The Growing Space
https://www.thegrowingspace.com.au/

The Growing Space Facebook community:
https://www.facebook.com/TheGrowingSpaceAustralia/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep9 Together we thrive – Jodie Hawkes

Wed, 22 May 2024 20:00:00 +0000

Jodie Hawkes discusses her decades-long journey to her role as CEO of Bowhill Engineering, an organisation that values a customer-centric approach to its role as a supplier. Jodie explains the four core competencies of Bowhill Engineering: smarter together, win before you start, complexity done excellently, and committed to the community.

She highlights the significance of creating a culture where everyone treats each other as internal customers. Bowhill is committed to engaging with the wider community and supporting causes that matter to the organisation and its people.

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Bowhill Engineering
https://boweng.com.au/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep8 Who is really your customer?

Wed, 15 May 2024 20:00:00 +0000

Have you stopped to consider who your customers are and what they are saying about you? Do you even want to know? It can be hard confronting the truth in case the truth is not what you want to hear. Ingrid Maynard explores the importance of customers and their impact on an organisation's reputation. The definition of a customer needs to expand beyond traditional buyers. Ingrid introduces the concept of becoming a magnetic organisation, where positive experiences lead to a multiplying effect on the organisation's reputation.

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep7 Bringing out the best in your team – Jerry Kleeman

Wed, 08 May 2024 20:00:00 +0000

A respected and recognised sales team is a loyal team and one which performs highly. So, how do you show your team you value them? According to Jerry Kleeman, there are certain things you can and should do to show how you value your teams, but not nearly enough organisations do so.

Jerry has a long list of achievements in his career, including director of sales for Fortune 500 companies, and today is CEO of Kleeman International and Chair of The Executive Connection based in Adelaide.

Jerry focuses closely on culture: one of his favourite terms is “carefrontation”, the ability for people to open up and share their vulnerability to others in the group. Jerry also discusses the significance of practicing sales skills and creating a positive and supportive environment for salespeople. He also addresses challenges in sales training and leadership development, and the importance of promoting and developing effective sales managers.

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Jerry Kleeman
https://www.jerrykleeman.com/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep6 Alchemising the Customer Experience – Sarah Pirie-Nally

Wed, 01 May 2024 20:00:00 +0000

Have you ever considered adopting an experience strategy with your customers or clients? Entrepreneur Sarah Pirie-Nally embraces the philosophy of creating immersive experiences that go beyond traditional customer interactions.

Sarah was one of the first ‘intrapreneurs’ at Commonwealth Bank, Head of Change and Communications at NAB, Chief Design Officer at ASB Bank. She’s started a slew of companies including Wonder & Wander, helping to transform people and organisations through innovation and design.

Sarah highlights the significance of thought leadership and encourages individuals to embrace discomfort for personal and professional growth. She advises against watering down ideas and urges people to talk about what truly inspires them.

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Wonder & Wander
https://www.wonderandwander.com/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep5 Unlocking the customer’s voice with an advisory board – Louise Broekman

Wed, 24 Apr 2024 20:00:00 +0000

If you’re try to tap into the minds of your customers – and who isn’t? – it might be worth considering a developing a customer advisory board. Louise Broekman, the founder of the Advisory Board Centre, discusses with Ingrid Maynard how customer advisory boards are tremendously beneficial for organisations to listen to their customers and involve them in the decision-making process.

Louise highlights the different functions and structures of customer advisory boards, including their role in product development and digital transformation. She emphasises the need for clarity of scope and the importance of selecting the right members for a board.

MORE INFORMATION

Advisory Board Centre:
https://www.advisoryboardcentre.com/

State of the Market Report:
https://www.advisoryboardcentre.com/our-research/state-of-the-market/

ABF101: Advisory Board Best Practice Framework:
https://www.advisoryboardcentre.com/our-research/abf101-best-practice-framework/

Advisor Concierge Service:
https://www.advisoryboardcentre.com/for-businesses/advisor-concierge-service/

The Sales Doctor:
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep4 Exactly when did sales become a dirty word?

Wed, 17 Apr 2024 20:00:00 +0000

Over time there’s been a gradual shift in perception – a result largely from the rise of e-commerce – that salespeople have become order-takers. Although it has become a dirty word, sales is essential for organisations to thrive. Ingrid Maynard highlights the loss of delighting customers and the negative effects on profit and customer loyalty. Sales should be seen as a craft and discipline, requiring skill, psychology, and a process.

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

See omnystudio.com/listener for privacy information.

Ep3 Nurturing relationships: the key to sales – Bob Nordlinger

Wed, 10 Apr 2024 20:00:00 +0000

Sales has lost its prominence and prestige over the decades, and most of that decline has evolved from marketing overtaking sales as the driving force in business. That’s according to Bob Nordlinger, CEO and Consulting Director of Superior Strategy, and one of Australia’s most experienced and respected CEO coaches.

He says this shift has led to a transactional approach to sales and the decline of customer relationships. Bob emphasises the importance of building trust and understanding customer needs in order to create lasting relationships. He also explores the concept of givers and takers in sales and the impact they have on organisational culture.

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Bob Nordlinger
https://www.linkedin.com/in/bob-nordlinger-bb94a3/

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

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Ep2 Balancing empathy & accountability – Trudy MacDonald

Wed, 03 Apr 2024 19:00:00 +0000

COVID has inflicted an onslaught of change in the way we live and the way we work. It has meant that organisations need to alter their own leadership practices to reflect the changing behaviours of their people.

Trudy MacDonald,Founder and Managing Director of human resource consultancy TalentCode HR, highlights the challenges of balancing empathy and accountability, especially in the context of remote work and flexibility. Trudy emphasises the importance of emotional intelligence in leadership and the need for feedback-rich cultures. She also explores the shifting expectations and motivations of Gen Z employees and offers solutions into attracting and retaining them.

Trudy also discusses the value of personalised development programs, peer learning, and cross-generational collaboration, and she emphasises the importance of clarity, transparency, and accountability frameworks in creating a culture of accountability and support.

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TalentCode HR
https://www.talentcodehr.com.au/

Trudy MacDonald
https://www.linkedin.com/in/trudy-macdonald-1717846/

TalentCode HR YouTube channel
https://www.youtube.com/@TalentCodePtyLtdSydney

The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

See omnystudio.com/listener for privacy information.

Ep1 What is the sales revolution?

Mon, 01 Apr 2024 21:45:32 +0000

The Sales Revolution podcast explores a new paradigm shift in sales organisations and the way they think about customers and salespeople. Ingrid Maynard, CEO of The Sales Doctor, introduces the concept of the Mutual Mattering Philosophy, which focuses on mutual enrichment and service to customers. The goal is to create a magnetic organisation that attracts the right people and becomes impossible to replicate.

The Sales Doctor
https://thesalesdr.com.au/

Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/

See omnystudio.com/listener for privacy information.

Trailer: The Sales Revolution

Wed, 20 Mar 2024 00:29:47 +0000

The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.

Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.

The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

Mutual Mattering is an e-book which details Ingrid’s Enrichment Philosophy:
https://thesalesdr.com.au/mutual-mattering-e-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.