Leadership that sells

136. Felix Riley - How leaders create momentum in uncertain times

Most deals don’t die because your product is wrong. They die because the person on the other side is scared of losing.
This conversation with Felix Riley is a reminder that we are not operating in a rational world. We are operating in a psychological one. Risk aversion, learned helplessness, confirmation bias. These aren’t abstract ideas. They’re the hidden forces shaping every commercial decision. If you don’t surface them, you’re negotiating in the dark.
We get into what’s really going on in the buyer’s head, why doing nothing feels safer than change, and why the best operators stop selling products and start uncovering what people actually want. Not what they say. What they really want.
In this episode If you want to win better deals, do this:
Surface every fear in the room. If it’s not said, it’s still there and it will kill your deal
Reframe risk. Buyers fixate on certain loss versus uncertain gain. Your job is to challenge that framing
Ask “what do you really want?” until you get past the surface answer
Lean into uncomfortable truths instead of hiding behind polite conversations
Be willing to walk away. Trust compounds faster than revenue
Episode highlights [03:08] The three biases quietly wrecking your deals: confirmation bias, learned helplessness, and risk aversion [08:01] The internal finance conversation that kills momentum before it starts [10:11] Why “and what else?” is the most powerful question in discovery [12:10] Kind lies vs painful truths and why one leads to failure [15:58] The real differentiator isn’t product or price. It’s trust [17:20] Why doing nothing feels safer even when it’s clearly wrong [24:58] The shift from “what do you want?” to “what do you really want?” [31:57] The mistake most operators make: not taking enough risk
Links and resources
https://www.felixriley.com/
https://uk.linkedin.com/in/felix-riley-brilliant-thinking
 
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135. Will Steel - How to align identity and leadership for bigger impact

If you’ve ever felt like leadership requires you to “put the suit on” and pretend you’ve got it all handled, this one will hit you right between the eyes. In this episode of Leadership That Sells, I’m joined by Will Steel, RAF veteran, high-performance coach, and author of Free to Lead. Will’s worked with close to 100,000 people, and he has a gift for getting underneath the surface fast.
We unpack the masks leaders wear, why so many founders burn out before they ever get a breakthrough, and how the real bottleneck is almost never “the business”. It’s you. Your energy, your health, your beliefs, your need for approval, your fear of being seen. Will’s core message is simple and confronting: stop performing leadership and start being you. Not the polished persona. The real you. That’s where sustainable performance and real impact comes from.
How to lead from identity, not ego, without burning out
Notice the “act” you put on at work, and where it stops working (often at home first).
Get brutally clear on the vision: once you’re clear, the path becomes clear, then it’s action and accountability.
Stop telling people what to do; make them accountable for outcomes and let them self-generate the “how”.
Replace drifting with structure: schedule your life, follow your schedule, and treat exercise and sleep like non-negotiables.
Strip back limiting beliefs by tracing the story to its origin (often a childhood interpretation posing as “truth”).
Practise real authenticity: acknowledge when you’ve been inauthentic, apologise, and choose a better way forward.
Timeline summary
[01:00] - Leadership without slogans: surfacing the patterns that actually create momentum [02:17] - The “strong leader” mask: confidence as performance, and the cost of wearing it [03:37] - Founders build a monster, then feel trapped inside it [06:06] - Clarity creates action: vision first, then accountability [07:20] - It’s never the business problem: start with sleep, exercise, food, and time [10:39] - Stop telling people what to do: hold them accountable for outcomes instead [13:27] - Real leadership is causing others to be leaders, not acting like you’ve got it all figured out [18:51] - Will’s RAF story: “you’re like a ghost” and the moment he chose to be himself [22:01] - Fitra: your true essence, and why leadership is being your true self in any environment [23:58] - The only real authenticity: being authentic about being inauthentic [28:32] - Limiting beliefs: the three-year-old decision that quietly runs your adult life [33:41] - Reading isn’t enough: the book works when you do the exercises and take action [38:09] - The final message: just start. Risk going too far, and find out how far you can go
Links & resources
willsteel.com
Free to Lead (book + audiobook)
https://www.amazon.co.uk/Free-Lead-Unleash-Hidden-Leadership/dp/1967587051
https://www.audible.co.uk/pd/Free-to-Lead-Audiobook/B0FY7J6T9Q
 

134. Darren Mitchell - How to become an exceptional sales leader

If your best rep walked out tomorrow, would you lose just a number... or a method? In this episode of Leadership That Sells, I welcome back Darren Mitchell sales leader, coach, and host of the Exceptional Sales Leader Podcast to dig into a painful truth: most sales organisations are built on individual heroics, not systems. And that’s costing you.
We talk about what really happens when top reps get promoted, why sales teams aren’t teams at all, and how to finally stop "renting" revenue from your best players. Darren and I rip into the leadership traps that stall performance from public pipeline beatings to pointless President’s Clubs and lay out a smarter, more scalable approach: codify what works, coach for contribution, and turn your sales force into a learning organisation. Expect strong opinions, sharper insights, and a few very uncomfortable questions for the old guard.
How to protect your sales IP and turn top-performer secrets into team success
Stop building hero culture – If your top rep leaves and takes their method with them, that’s not a people problem, it’s a leadership failure.
Record everything – Use Zoom, Teams, even your phone to capture real sales conversations. That’s your goldmine.
Codify what works – Use AI and human analysis to extract patterns from top performers and build a playbook that evolves.
Reward sharing, not just winning – Add a “coach’s badge” to your President’s Club. You’re only elite if you help others win too.
Separate the levers – Keep deal inspections, coaching, and team learning as distinct meetings with distinct goals.
Don’t confuse presence with performance – The loudest person in the room isn’t always the best coach. Create space for real development.
Timeline summary
[01:12] – Sales teams aren’t teams. They’re golfers on their own course.[04:39] – “Would you lose their method too?” – the hidden IP risk in sales[06:32] – Why top performers often can’t teach what they do[07:50] – The double failure of promoting your best rep to manager[09:16] – Codifying excellence: how to use AI to extract the playbook[13:34] – The case for rewarding contribution, not just revenue[16:24] – Flip the sales meeting: learn together, don’t punish publicly[19:07] – The 3 types of meetings every sales leader must separate[21:03] – Coaching is the highest ROI activity – and the first to get cancelled[25:01] – Do we even need President’s Club anymore?[26:14] – Should we stop paying commission? (Yes, we went there)[30:39] – We’re renting success from individuals instead of building systems[35:00] – The power of giving: build a team that shares, not hoards
Links & resources
https://au.linkedin.com/in/sales-leadership-coach
🎙 Listen to The Exceptional Sales Leader Podcast
 

133. Jim Effner - How to use language to lead and sell

What separates top producers from everyone else? In this episode of Leadership That Sells, I sit down with master sales trainer and performance coach Jim Effner to find out. Jim’s been at the top of the game as a top-producing advisor and now as the coach who helps financial professionals break through their own ceilings.
We go deep on the three essential levers of sales success: mindset, systems and language. Jim explains why most people overlook mindset, how to build unshakeable confidence through competence, and why you’ll never outperform the person you see in the mirror. Expect powerful truths on how to rewire your beliefs, ditch scripts for language mastery, and create the environment that fuels consistent high performance. This one’s packed with quotable, practical gold.
How to master mindset, language and systems to unlock elite sales performance
Start with mindset: Know your ‘why’ and keep it front and centre. Your mind leads, your body follows.
Environment is everything: What you read, who you hang out with, and what you listen to shapes your mindset.
Confidence comes from competence: Reps don’t need scripts, they need to know their language so well it flows under pressure.
Practice, drill, rehearse: The top performers crave feedback and accountability they ask to be tested.
Transformational growth starts in the mirror: Change the belief about who you are and where you’re going, then commit to the journey.
Serve first: Sales isn’t about pushing. It’s about understanding someone’s goals, solving their problems, and letting your own success follow.
Timeline summary
[01:52] – Start with your ‘why’ real mindset work begins here[03:00] – “Our mind leads and our body follows” the foundation of success[04:35] – The three levers: mindset, systems and language[07:14] – Why environment is your most powerful mindset tool[08:28] – Fast recovery = elite sales performance[10:44] – Belief shift: you become who you see in the mirror[13:10] – “Don’t drift” how to avoid settling into mediocrity[15:06] – Language mastery isn’t about scripts it’s about earned confidence[17:36] – “Salespeople wing it” and it’s killing their results[19:09] – How great managers build confidence through testing and accountability[22:00] – Humble confidence and service-first selling[24:05] – Let go of shame: sales is service at its best[27:00] – Know what fills your tank and walk away from what doesn’t
Links & resources
https://www.linkedin.com/in/jimeffner
P2P Group
 

132. Robin Keller - How to rebuild your energy to sell with power

Most sales leaders are driving themselves into burnout while still trying to lead others. In this episode of Leadership That Sells, I sit down with performance strategist Robin Keller to unpack why that’s backwards and how reclaiming your energy is the ultimate leadership advantage.
Robin works with high-achieving men to help them transform how they show up physically, mentally and energetically. We go deep into why mastering your body is the fastest path to confidence, presence and, for many of his clients, unexpected promotions. No fluff here. Robin shares his science-based, practical framework for taking control of your sleep, stress, nutrition and appearance and how that one shift ripples across every part of your leadership and life.
How to unlock unstoppable leadership energy by taking care of yourself first
Prioritise your body: presence starts with how you look and feel in your own skin.
Energy, confidence and leadership presence are downstream of sleep, nutrition and recovery.
You don’t need to live in the gym 2 sessions a week and smarter eating is enough.
Master your evening routine: your wind-down matters more than your morning routine.
If you lead others, you must lead yourself first physically and emotionally.
Don’t rely on motivation rely on systems, tracking and support.
Start with small, high-impact shifts that fit your lifestyle. Then build from there.
Timeline summary
[01:48] – “Mastering your body is the fastest path to mastering your performance”[03:00] – The leadership impact of how you physically show up[04:35] – You always sell yourself first and that starts with presence[07:26] – “Put on your own mask first” why self-leadership is non-negotiable[08:07] – Case study: how one client dropped 11kg and became a sales director[11:57] – “Eat wise” why training doesn’t matter if your nutrition is off[17:45] – The 6-part Fit High Performer system: simple, science-based, sustainable[20:00] – Recovery routines: why better sleep outperforms any hack[22:32] – Why lifestyle integration is the key to lasting change[23:42] – The real reason Robin’s clients land promotions without doing more[27:58] – Another client lost 23kg, ran a half-marathon and made the news[29:12] – “I put myself first” how that mindset shift transformed his marriage[31:09] – Men lead at work, but often abdicate at home how to fix that
Links & resources
https://www.linkedin.com/in/robinkellerofficial/
Instagram: @robinkellerofficial
thefithighperformer.com/strategy

131. Danny Del Vecchio - How to use video to sell

What if I told you that the most powerful sales tool you’re not using is sitting in your Zoom recordings and sales calls? In this episode of Leadership That Sells, I sit down with Danny DelVecchio – sales leader turned content strategist – to unpack how your everyday conversations can become the foundation of a trust-building, pipeline-driving content machine.
We get straight into it: why most salespeople avoid video (and why that’s costing them), how to make content creation stupidly simple, and the unfair advantage you get when prospects say “I feel like I already know you.” Whether you're camera shy, time-poor or just don’t know where to start – Danny breaks down a no-fluff, no-fuss approach to video-led content that actually works. Plus, he shares how video testimonials are the most underrated conversion tool in your kit.
How to turn everyday conversations into trust-building video content
Record your sales calls, workshops or client consults – that’s your raw material.
Clip 20–60 second moments that speak directly to customer problems.
Repurpose those clips into written posts, newsletters, tweets, infographics and more.
Focus on conversational content – it’s easier, more authentic and faster to produce than “talking head” videos.
Use tools like Fathom to extract pain points, objections and desires from transcripts – this becomes your content strategy.
Build trust by showing up as you – not some influencer version of you.
Use video testimonials from real clients answering: Why you? What was it like working with you? What changed as a result?
Timeline summary
[02:20] – The 3 big reasons salespeople avoid video (and why they’re wrong)[05:33] – “I feel like I know you” – the trust shortcut video gives you[07:32] – Why video is the foundation for all content, not just another channel[13:35] – The real reason your content isn’t converting: you’re guessing[16:13] – The 2 types of video content (and which one works faster)[20:00] – Set up a side camera – you’re already saying smart things on calls[22:09] – The AI tool that turns every sales call into a content roadmap[27:12] – Video testimonials: why they boost conversions 30–40%[30:19] – Want a good hook? Spoil the ending and reverse engineer the “how”
Links & resources
coachdannyd.com
contentoneasymode.com
My LinkedIn https://www.linkedin.com/in/dannydelvecchio/ 
My YouTube https://www.youtube.com/@coachdannyd?sub_confirmation=1 
My Instagram https://www.instagram.com/danny.delvecchio/ 
My TikTok https://www.tiktok.com/@coachdannyd?lang=en
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130. Bruce Temkin - How to build unshakeable trust in your team

My guest this week is Bruce Temkin – founder of the XM Institute, host of Humanity at Scale, and often referred to as the godfather of customer experience. Bruce has spent decades helping global leaders humanise their organisations. In this episode, we bring that wisdom straight into the world of sales leadership.
We break down what it means to be a human-centric leader – someone who doesn’t just drive outcomes, but does it without leaving a trail of emotional destruction behind. If you’re managing a team under pressure, leading remotely, or just trying to build loyalty and performance without burnout, this one’s for you.
We cover trust, empathy, digital charisma, and how to lead without being a robot. Get ready for practical ideas, deep insights, and a much-needed reminder that sales leadership isn’t about controlling people – it’s about creating space for them to succeed.
How to lead with empathy, trust and purpose in a messy, remote world
Start with purpose – Purpose gives direction. Without it, people scatter. Define where you’re going and why.
Practise empathy – It’s not about being soft. It’s about understanding the human impact of your actions – especially when giving tough feedback.
Build trust through ability, benevolence and integrity – Your team will only follow you if they believe you're competent, care about them, and behave consistently.
Adapt your leadership for remote teams – You can’t rely on proximity anymore. Build digital charisma. Be explicit with empathy and trust-building signals.
Pause and reflect – Use the power of metacognition. Daily and weekly reflection helps you lead with intention, not reaction.
Timeline summary
[02:52] – What human-centric leadership really means[06:20] – The three foundations: purpose, empathy, trust[09:13] – Trust explained: the leap of faith your team takes every day[10:59] – The trust triangle: ability, benevolence, integrity[14:09] – Why proximity matters – and what to do when you don’t have it[17:03] – Build digital charisma and make empathy explicit in remote settings[21:19] – “Invite the unspoken” – asking what people aren’t saying[23:32] – Stop watching yourself on video – it’s draining your empathy[30:03] – The leadership superpower: pause and reflect[32:00] – Most people drift. Leaders who reflect, win.
Links & resources
Newsletter: https://humanityatscale.substack.com/,LinkedIn: https://www.linkedin.com/in/brucetemkin/, Website: https://temkinsight.com/

129. Jaime Goff - How to Rewrite Your Leadership Story and Lead Securely

In this episode of Leadership that Sells, I’m joined by Dr Jaime Goff – a therapist turned executive coach and author of The Secure Leader. Jaime shares how childhood patterns and internal stories quietly shape the way we lead, and more importantly, how to change them.
We get into the deep but practical end of leadership: how trust issues, micromanagement, people pleasing, and self-doubt often stem from long-forgotten formative experiences. Jaime explains how these unseen narratives impact your ability to delegate, coach, and lead under pressure – and what to do about it.
If you’ve ever found yourself reacting in ways you can’t quite explain – over-controlling, avoiding conflict, chasing approval – this episode is for you.
How to rewrite your internal story to lead with more trust, clarity and presence
Deconstruct your story: Reflect on early emotional experiences that shaped your beliefs about yourself and others. What patterns are helping? What are holding you back?
Build emotional regulation: Learn to recognise your triggers and respond rather than react. Regulation is foundational to secure leadership.
Deepen authentic connection: Take small risks to build real trust with your team. Secure leaders connect with others from a place of self-worth.
Integrate a new identity: Decide who you want to be as a leader. Build new, reinforcing habits around that identity and keep moving towards it.
Start from worth and trust: You can’t truly value others if you don’t value yourself. Leadership that works starts with internal security.
Timeline summary
[03:07] – How early emotional experiences quietly shape your leadership patterns[05:03] – Why some leaders micromanage: it’s not about control, it’s about survival[07:00] – You can have all the tools, but mindset still blocks execution[08:22] – Awareness is the first step to rewiring your leadership approach[10:08] – The 3-part framework: regulation, connection, integration[13:00] – “Good leadership starts with seeing your own value”[14:47] – Most people rise to the occasion – if you give them the support[15:57] – Sales is a pressure game – here’s how to lead when it counts[16:35] – Don’t confuse worth with performance: reframing the internal narrative
Links & resources
Website - https://drjaimegoff.com/](https://drjaimegoff.com Instagram - https://www.instagram.com/dr_jaimegoff/ LinkedIn - https://www.linkedin.com/in/drjaimegoff/ YouTube - https://www.youtube.com/@drjaimegoffGoodreads - https://www.goodreads.com/book/show/235737746-the-secure-leaderAmazon - https://www.amazon.com/Secure-Leader-Discover-Leadership-Story/dp/B0FBZ39H8Y/Bookshop - https://bookshop.org/p/books/the-secure-leader-discover-the-hidden-forces-that-shape-your-leadership-story-and-how-to-change-them/f89704d58aefbc84
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128. William Davies - How to lead without the title trap

What if the very thing you're doing to reward success is the one thing that guarantees failure? In this episode, I speak with leadership mentor and author William Davis, who’s seen more than four decades of leadership mistakes up close. Together we get straight to the heart of a painful truth: most managers are made, not chosen—and we’re getting it badly wrong.
We talk about the classic disaster promotion—when your best individual contributor gets “rewarded” by becoming a leader, with zero prep and no support. William’s message is blunt and clear: if they don’t want to be a leader, they’ll never be a good one. So how do you spot the right ones? How do you shift that mindset from individual success to team success? And how do you build genuine, trusting relationships that hold up when things inevitably go wrong?
This one is full of practical gold for any sales leader trying to coach their team without losing their top players or their mind.
How to stop promoting your top performers into failure
Don’t assume success in the role means readiness to lead. It’s a different job.
Ask the question early: Do you actually want to be a leader? If the answer’s no, don’t push it.
Great leadership starts with a mindset shift—from my success to my team’s success.
Build trust through personal connection—get to know your people outside of the office.
Use humour and humility to lower the pressure and make people feel safe.
Understand what actually matters to each person—professionally and personally.
Timeline summary
[02:04] – William on why wanting to lead is non-negotiable[03:30] – “You’ve just lost your top performer—and you’ve gained a mediocre manager”[05:25] – The tech world’s talent trap: promoting based on skill, ignoring people skills[06:58] – Why sales teams don’t function like traditional teams (and why that matters)[08:43] – “Your job is to make them successful—even on their worst day”[10:30] – Golf, woods, and breaking the boss-worker wall with humour[12:24] – Using intentional lightness to build psychological safety[13:31] – “You’re not leaving this job because of me”: creating real retention[14:58] – Two-step retention: secure them now, then plan their next steps
Links & resources
William Davis’ book: Building Genuine Relationships
Download the Parallel Team Playbook: https://thepracticalleadership.academy
Social Media Links: https://www.facebook.com/profile.php?id=61573023334183 https://www.instagram.com/williamcharlesdavis64/ https://whatsapp.com/channel/0029Vb1Tks3DJ6H2ue5B5m3A https://www.linkedin.com/in/williamcharlesdavis/
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127. Chip Higgins - How to Build Sales Momentum That Lasts

In this episode of Leadership That Sells, I talk with Chip Higgins — small business strategist, seasoned exec and author of The Bizix Way — about how to lead with energy, focus, and staying power. Chip brings a totally fresh perspective by linking business performance to real physics principles like momentum, force, friction and inertia.
He shares how mass times velocity is more than just an equation from school science. It's a powerful mental model for sales teams and leaders who want to build real traction and keep it going. We dig into how leaders create energy, how to point it in the right direction, and how to build "mass" inside the business by developing people, sharpening value propositions, and improving the systems that make selling simpler.
Here’s how to create unstoppable sales momentum:
Momentum = Mass x Velocity. Mass is the density of your value proposition and team. Velocity is speed with direction.
Don’t confuse activity with productivity. Sales energy must be focused on aligned targets that drive real value.
Increase mass by building weighty leadership, strong culture, and clear differentiation.
Velocity comes from direction. Set the vector: what market, what message, what timeframe.
Friction kills energy. Remove unnecessary complexity, systems drag and pointless admin.
Reinvest in your people. Developing skills and character builds lasting mass.
Bond with your customers. Deep connections create resilience and power, like redwood trees sharing root systems.
Timeline summary:
[02:12] – Sales is the most intense energy field in business[03:38] – Top salespeople should earn more than the boss[07:02] – Momentum = mass x velocity, explained for sales teams[08:34] – It takes exponentially more energy to go faster[10:13] – Avoid fake productivity: be clear on targets[14:15] – What makes a small business "massive"[17:07] – Why your leadership weight matters[20:07] – Mass is the value in your people, your proposition, and your culture[24:00] – Bonding builds mass — with team and customers[27:13] – Crash Bandicoot, tornadoes, and angular momentum[30:20] – How to grow mass: reinvest in people, develop their weight[34:05] – Newton's laws, sales acceleration, and systems friction[39:48] – Billboard message: "We're better together"
Links & resources:
Chip’s site: https://www.bizix.com/
Personal site: https://www.chiphiggins.com/
Book: The Bizix Way (on Amazon, Kindle, Audio, Hardback)
Physics on Demand AI agent: https://www.bizix.com/physics-on-demand
Enjoyed this episode?If this gave you a new way to think about energy, leadership and sales momentum, do us a favour: rate, review, follow and share the show. It helps more great leaders like you find Leadership That Sells.

126. Jeremy Blain - How to lead in the era of open talent & ongoing change

In this episode of Leadership That Sells, I sit down with Jeremy Blain — transformation strategist, leadership expert and four-time best-selling author — to dig into the practical realities of leading in a world that won’t stop shifting. Jeremy has coached leaders in over 50 countries, built award-winning training companies, and previously held senior roles at PepsiCo and P&G. We talk about how leadership has to evolve for the digital age, why the human element is more important than ever, and why managers clinging to outdated models are falling behind fast.
We get into why today’s leaders need a full operating system upgrade, not just a patch or a plugin. Jeremy unpacks what that means in practical terms, and how the best leaders are dropping the need to have all the answers and instead creating the right culture for talent to thrive — including those who just want to do a great job and go home. This isn’t theory. It’s what real leadership looks like now.
Here’s how to upgrade your leadership operating system:
Accept that yesterday's leadership models are broken. You’re not here to command and control. You're here to enable.
Be a learner again. The best leaders are learning at the same pace as their teams.
Shift from vertical hierarchy to horizontal collaboration.
Stop thinking 'Talent' with a capital T. Everyone has value. Empower from the ground up.
Understand the open talent economy. It’s no longer about roles, it’s about skills.
Redefine the role of HR. HR needs to grow some teeth and lead transformation, not just administer it.
Timeline summary:
[02:24] – Why 20th century leadership needs a digital-age upgrade[04:04] – Leadership is now a shared journey with your people[06:06] – Set direction, create climate, and coach for capability[08:54] – The pace of change in Asia vs. a sluggish UK[10:08] – Flattening hierarchies and rethinking the org chart[11:00] – Stop reserving leadership for the "chosen few"[14:47] – What really stops managers from empowering their teams[16:05] – The open talent era: 50% of the workforce will be independent[18:43] – Why HR is not ready and needs a serious reset[23:04] – Culture is the glue that binds all transformation[25:05] – The first step? Slow down, look at the data, then decide[27:48] – "Get comfortable in knowing what to do when you don't know what to do"
Links & resources:
Connect with Jeremy on LinkedIn: https://www.linkedin.com/in/jeremyblain/
Jeremy’s podcast: Rethink Leadership
Jeremy’s book: The Inner CEO in Action : https://www.amazon.co.uk/Inner-CEO-Unleashing-leaders-levels/dp/1784529338
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125. Zsike Peter - How to stay human and avoid 50 shades of AI beige

Some things in sales leadership are easy to say but hard to do. Like being brave enough to push back on customers. Or helping your team give up short-term comfort to build long-term pipeline. In this episode, I’m joined by Zsike Peter, a powerhouse revenue leader at Cognism, to talk about how to lead through those challenges.
Zsike shares how she supports her team to stay consistent under pressure, make the right calls even when it’s tough, and keep leaning into the work that drives pipeline and growth. We talk about building a high-performance culture, the importance of clarity and repetition, and how to create space for both accountability and compassion. If you’ve ever felt the tug between being liked and being effective, this one’s for you.
How to help your team do the hard things that matter
Repetition builds belief. Keep saying the same message especially when you’re leading change or growth.
Don’t avoid the uncomfortable. Whether it’s a tough customer call or a difficult coaching moment, lean in.
Build a culture of care and challenge. Your team should feel supported and stretched.
Stay in the trenches. You earn trust by staying close to the work not just shouting from the sidelines.
Remember: consistency beats charisma. Day in, day out leadership is what wins.
Timeline summary
[03:02] – Zsike’s take on what separates high-performing teams from the rest[06:44] – “Saying the hard thing is one of the most important skills”[09:58] – Coaching SDRs to push back with customers respectfully[11:36] – Creating a team environment that supports accountability[13:04] – How Zsike builds trust by staying close to the team[15:22] – Leadership isn’t a vibe, it's a series of repeatable, clear behaviours[18:00] – Balancing empathy and high standards in a performance culture
Links & resources
Learn more about Cognism
Follow Zsike Peter on LinkedIn https://www.linkedin.com/in/zsike-peter/ http://thinkbait.co.uk/
If you got value from this episode, don’t forget to rate, follow and review the podcast. It helps more sales leaders lead first and sell more.

124. Amrit Dhaliwal - How to make a million with mindset , models and tools

What happens when you treat frontline hourly workers like mission-critical professionals? In this episode, I sit down with Amrit Dhaliwal, CEO of Walfinch, to explore what empathetic leadership really looks like in the real world—and how it can become your competitive advantage.
Amrit shares the lessons he's learned building businesses from scratch, including a restaurant, a tea room, and multiple home care companies. We talk about the messy middle of leadership: building trust, hiring for mission over money, and solving real human problems like payday loans and car repairs—not with sympathy, but with action. Whether you're running a franchise or managing a sales team, Amrit shows how the best leaders don’t just show up with KPIs, they show up with care.
If you want to hire better, sell with more integrity, and build high-performing teams who stick around, this episode is a must-listen.
How to lead with empathy and performance
Start with empathy, but don’t stop there. Use it to understand what motivates your team—and then align that with your business goals.
Solve problems that matter. Helping an employee get out of a payday loan trap might do more for retention than another bonus scheme.
Hire for values, not just skills. Look for people who would do the job for free (but pay them well).
Reframe your incentives. Reward long-term results, not just quick wins—especially in recruitment and sales.
Don’t accept poor margins as an excuse. Amrit shifted Walfinch to focus on private-pay clients to create space for better staff pay and service.
Timeline summary
[02:22] – What Amrit learned about leadership running both a deli and a care agency[05:06] – The surprising story that changed how he supported his staff[06:26] – "Empathy isn't just feelings, it's problem solving"[08:49] – Why Walfinch moved away from local authority funding—and how that helped[10:08] – How to hire people who would do the job for free (but still pay them well)[13:12] – Building a sales process around long-term trust, not short-term gain[15:09] – Why care sector recruitment isn’t broken—it’s just not high enough volume[16:08] – The value of having ex-care workers do recruitment
Links & resources
Walfinch – National Home Care
Amrit’s book: Time to Thrive: The Home Care Revolution
Amrit’s podcast: Walking with Walfinch
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123. Joe Davis - Leading with Generosity

In this episode of Leadership That Sells, I sit down with Joe Davis, former Head of BCG North America, transformation expert, and author of The Generous Leader. Joe shares a refreshing, clear-eyed perspective on what it means to lead well under pressure especially when you're juggling high-performance targets and a stressed-out sales team.
We talk about how generosity isn’t soft it’s actually a strategic edge. Joe lays out exactly how a leader can be both supportive and tough on performance, why inclusion needs to go far beyond demographics, and how vulnerability builds real trust. It’s practical, honest and powerful. If you’ve ever struggled with how to push your team without breaking them, this is one for you.
How to lead with generosity and still drive accountability
Here’s how Joe Davis defines and applies generous leadership:
Generous leadership is about giving of yourself freely — without expectation of personal gain — to help others grow, develop and thrive.
Inspire and develop your team if you want them to truly “hum” for you — not just chase numbers.
Listen to learn, not to reply. Real listening builds trust and shows respect, which in turn drives performance.
Inclusion is not tokenism. Pull different voices into decision-making — not because they tick a box, but because they add value.
Be human, not heroic. Vulnerability, humility and honesty unlock more from your team than pretending to have all the answers.
Accountability and generosity are not opposites. Hold the line on outcomes — but be shoulder-to-shoulder in helping people get there.
Timeline summary
[02:59] - “Generous leadership is giving of yourself freely… to help others grow and thrive.”
[04:43] - Joe’s wake-up call as a 24-year-old manager: “Why didn’t you tell me this two weeks ago?”
[07:06] - “The fastest trust builder? Listening. Not hearing — really listening.”
[08:51] - Inclusion done right: “When you invite me into that room, I want to give you everything.”
[10:45] - “Leadership is a learned performance. You don’t have to be Churchill to lead well.”
[13:26] - Vulnerability in action: “I don’t know, either.” How that one sentence unlocked a stuck team.
[19:04] - “This isn’t about being nice. It’s about outcomes — and how you get there matters.”
[22:04] - Generous inclusion: “It’s not demographics, it’s contribution. Invite, include, then ask.”
[25:10] - Joe’s billboard message to the world: “Listen with curiosity. Listen to learn. Have grace.”
Links & resources
The Generous Leader by Joe DavisLinkedIn: https://www.linkedin.com/in/joedavis1313/ Instagram: https://www.instagram.com/joedavistgl/ Facebook: https://www.facebook.com/joedavistgl
Practical Leadership Academy: practical-leadership.academy
Get the free Parallel Team Playbook: practical-leadership.academy/playbook
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122. Umar Hameed - How to be sell with more confidence in 5, 4, 3, 2…

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

121. Reed Hansen - How to Use Agentic AI to Build a Scalable Content Engine

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

120. Milam Miller - How to Enhance Your “Rizz” Factor

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

119. David Kesby - How to fix the false team problem in sales

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

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

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