Leadership that sells

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
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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/
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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
Instagram 
YouTube
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LinkedIn
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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
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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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116. How to Lead Without Losing Your Team - Andrew Oxley

In this episode, I’m joined by Andrew Oxley — a seasoned executive coach, author of The Four Faces of Frustration, and founder of The Oxley Group. With a career spanning decades and companies like Coca-Cola, CNN and Progressive Insurance, Andrew has spent over 30 years helping leaders cut through complexity and lead with impact.
We dig into the hidden trap many sales leaders fall into — showing up as the hero or the villain — and why the real shift is to become the guide in your team’s story. Andrew shares how a “morning smile” clipping in a newspaper changed his life, how your limiting beliefs are likely driving your performance issues, and why asking the right questions is more powerful than having the answers. He’s got hard-earned wisdom on leading with accountability, performance and clarity, and it’s all delivered with clarity, humour and precision.
How to lead as a guide, not a hero or villain:
Start by being radically honest about the role you play in your team’s results — change starts with you.
Remember: your team’s performance story includes you as either a villain, hero or guide — choose wisely.
Use questions you don’t know the answers to as a compass — keep asking, keep searching.
Identify the real problem before trying to solve it — most leaders waste time fixing the wrong thing.
Trade in limiting beliefs like “I don’t have time” for empowering questions like “Who can help me grow?”
Connect leadership development to business outcomes, not just “HR initiatives”.
Hold people to high expectations and support them in the growth to get there — that’s how guides lead.
Timeline summary
[03:00] – Leading a top sales team at 27: the ‘player coach’ phase and what it taught him [04:40] – The quote that changed everything: “Even if you win the rat race, you’re still a rat” [05:15] – The power of keeping a question front of mind: “How do I change my life?” [06:58] – “The problem wasn’t the job. The problem was me.” [12:00] – The three roles leaders play in their employees’ stories: villain, hero or guide [15:05] – Why the hero boss actually disempowers your team [16:30] – What it really means to lead as a guide: tough, supportive, accountable [17:25] – “You’ll never solve a problem you’re not trying to solve.” [18:44] – Busting the “I don’t have time” myth and how to reframe it [20:55] – If you want to double your income, go buy someone lunch and ask better questions [23:03] – Why most leadership training fails: it doesn’t move the business needle [25:52] – Start with business results, then work backwards to behaviour and leadership [27:26] – How to use AI (like ChatGPT) to help your reps diagnose their own problems [32:02] – Understanding how frustration shows up in different people and what it’s telling you [34:15] – “Thank you. Please tell me more.” The only right answer to feedback [35:00] – The billboard test: how much honesty are you willing to accept about yourself?
Links & resources
Free leadership training: transformingresults.com
Andrew’s book The Four Faces of Frustration: Available on Amazon

115. How to Win Relationships That Drive Sales - with Casey Jacox

In this episode of Leadership that Sells, I’m joined by Casey Jacox, elite performance coach, speaker, author of Win the Relationship, Not the Deal, and former #1 sales producer for a decade straight. Casey and I talk about the real difference between average sales managers and exceptional sales leaders and it’s not about who has the best pipeline spreadsheet.
We dig into the mindset shift needed to lead effectively: from being the smartest person in the room to being the most curious. From controlling the conversation to letting reps find their own way. From winning the deal to winning people. This is practical, grounded, and deeply human advice that sales leaders can act on today. No fluff, no theory just the sharp end of leadership that actually works.
Here’s how to lead with humility, vulnerability and curiosity:
Win people, not just deals: Follow up after losses to show you care, it's about how you make people feel.
Model humility: Talk less, ask more, and stop needing to be the smartest person in the room.
Lead with curiosity: Ask second, third, even fourth-level questions. Let reps find the answers, you don’t need to have them all.
Normalise vulnerability: Say "I don’t know" out loud. Encourage your team to do the same. It builds trust.
Act like your customer is your mum: That shift in mindset changes how you show up, for the better.
Stop being selfish on social: Share your wisdom, it’s a service, not self-promotion.
Timeline summary
[02:22] - What it really means to "win the relationship, not the deal"[03:46] - The simple follow-up that shocked clients and set Casey apart[04:35] - "Talk less. Ask more." Why curiosity is your leadership superpower[07:01] - Imagine your mum is the client and everything changes[08:40] - Why sales should be human not robotic decks and demos[10:24] - Why AI won’t replace great salespeople but it will expose bad ones[15:00] - Tactical ways leaders can actually model humility and vulnerability[20:20] - A coaching script for new managers battling imposter syndrome[22:14] - The boomerang mindset: serve with no expectation of return[24:01] - What fatherhood taught Casey about leading with questions[27:09] - The one question that has shaped Casey's life and career
Links & resources
Casey’s book: Win the Relationship, Not the Deal on Amazon
Casey on LinkedIn: https://www.linkedin.com/in/caseyjacox/
Listen to The Quarterback DadCast: https://www.caseyjacox.com/podcast
If you enjoyed this episode, please follow, rate and review Leadership that Sells. Share it with someone who leads a team and wants to do it better.
Let’s help sales managers lead first and sell more.
 

114. How to Lead with Courage and Compassion: Unlocking Resilient Sales Leadership - with Astrid Korin

In this episode, I’m joined by the warm and wildly wise Astrid Korin, leadership coach, consultant, and the creator of the “Inside Out Leadership” programme. We dig deep into what it really takes for sales leaders to stay resilient, especially when the pressure’s on and the targets feel impossible.
Astrid brings both heart and rigour, combining her experience in global leadership roles and business development with a profound understanding of human behaviour. We unpack why the best salespeople already have the raw materials for deep self-awareness and how that curiosity, when turned inward, can help them lead more effectively, coach with intention, and avoid burnout. If you’ve ever felt like you're “brute forcing” your way through tough quarters, or watching your team drift into exhaustion, this one’s a must-listen.
We also take on the myth of the “group hug” sales team and talk bluntly about why some well-meaning leadership habits can do more harm than good.
How to use self-awareness to build resilience:
Get curious about yourself. Notice when you're triggered, reactive or spiralling. Ask: what am I assuming? What else might be true?
Pause, then choose. Interrupt automatic behaviours. Take a breath and ask: what are my options right now?
Practice being the observer. Notice physical responses, emotional surges, and what they signal. Don’t just react, reflect.
Understand what’s underneath the trigger. Many sales leaders tie their worth to outcomes. Recognise when underperformance starts to chip away at your identity.
Remember: all relationships are co-created. How you land a message matters, but so does how others receive it. Take shared responsibility for communication.
Timeline summary
[03:02] – Astrid on how business development in International Development is sales — and why rejection builds resilience.
[05:13] – Curiosity as a superpower: why assumptions kill leadership and curiosity saves it.
[08:47] – Noticing the clutching: how busy-ness masks vulnerability and fear in sales roles.
[10:35] – Sales leaders must lead from the inside out — or risk pushing their self-protection behaviours onto the team.
[14:25] – The most practical starting point: build your observer muscle and watch how you respond.
[18:03] – “How did that land?”: why good sales leaders ask, clarify and co-create understanding.
[25:59] – Astrid unpacks the achievement trap — where performance becomes self-worth, and why that’s dangerous.
[34:45] – The honest mistake new leaders make: hitting the ground running without understanding the context.
[39:33] – Astrid’s billboard moment: “You are enough.”
Links & resources
Astrid Korin’s website: www.astridkorin.com/
Connect with Astrid on LinkedIn:https://www.linkedin.com/in/astrid-korin-a7612969/
Learn more about the Inside Out Leadership programme (next cohort launches Feb 2026)
If you got value from this episode, please rate, review and follow the show. It really helps spread the word to other sales leaders trying to lead first and sell more. And if you know someone who needs to hear this conversation, send it their way.
 

113. How to Build a High-Performance Sales Culture - with David Russell

Hiring salespeople is hard. Hiring the right ones is harder. David Russell – pioneering leadership coach, systems builder, author of five books and host of over 300 podcasts – joins me to unpack his proven, repeatable process for building high-performing sales teams without burning time, money or goodwill.
We get into why the hiring process is so often broken, the importance of treating candidates with the same respect you’d give your best client, and how to run interviews that reveal truth rather than rehearsed answers. David shares his “three core workouts” method, how to qualify candidates out before you fall in love with them, and why the real job starts after the offer letter is signed. If you want to stop gambling on hires and start building your dream sales team, this one’s a playbook.
How to hire the best salespeople without wasting everyone’s time
Start with you: know your strengths, weaknesses and expectations before you hire.
Respect candidates’ time – your #1 hiring goal is to qualify out quickly.
Follow the three core workouts:
Screen – fast, online, no fake backgrounds, ask hard questions early.
Skills – test hard/technical abilities and how they apply them.
Mindset – assess behaviour, motivation, maturity, and cultural fit.
Use a strategic plan instead of a job description – set clear goals, behaviours, and mutual expectations.
Onboard deliberately – train, test, and mentor until mastery.
Timeline
[03:30] – Why every sales team problem starts with the leader[03:56] – The TTT model: teach, test, train (mentor until mastery)[09:08] – The golfer vs football team analogy for sales teams[10:42] – Why you should work on your strengths more than your weaknesses[12:11] – The MAP agenda for weekly one-to-ones that keep momentum[16:45] – What sales leaders can learn from pro sports[18:23] – Why job descriptions sabotage your hiring process[20:19] – The three phases: attract, assess, add[22:21] – Screening out fast to save everyone’s time[25:16] – Respecting candidates and thinking beyond salary[28:34] – The three core workouts for a reliable hire[30:47] – The strategic plan for mutual expectations[32:14] – The “contractor for a day” test to see the real person
Links & resources
David Russell’s website: http://www.manage2win.com
Hire the Best program: https://www.linkedin.com/company/hire-thebest/
If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

112. How to Lead with Maverick Confidence - with Judith Germain

If you’ve ever tried to “manage” a maverick, you’ll know it’s a losing game. Judith Germain – leadership strategist, author of The Maverick Paradox, and founder of the Maverick Paradox consultancy – joins me to unpack what it really takes to lead willfully independent, pathologically curious people. The kind of people who can transform a sales culture… or wreck it.
We dig into why most sales teams aren’t actually teams at all, the dangers of rigid systems, and why curiosity only works when it leads to execution. Judith shares her DRIVEN framework for decisive leadership, the difference between execution and mere implementation, and how to give high-performers the autonomy they crave without losing sight of the target. If you want to stop fighting Mavericks and start leading them, this one’s for you.
How to lead Mavericks without killing their independence
Replace rigid rules with guideline-based structures that fit the purpose.
Be someone worth following – respect, trust, and genuine care matter.
Discover each person’s compelling reason and align your leadership to it.
Focus on execution (achieving the outcome) over implementation (ticking the boxes).
Use the DRIVEN framework: Determination, Reputation, Influence, Versatility, Execution, Narration.
Timeline
[02:12] – What a Maverick really is (and why the cattle story matters)[04:30] – How pathological curiosity changes the sales game[07:12] – The difference between curiosity and rabbit-hole procrastination[10:21] – Jazz, adaptability, and leading in context[13:48] – Why you can’t “manage” a Maverick – and what to do instead[14:09] – Judith’s DRIVEN framework for decisive leadership[17:33] – Execution vs implementation: why ticking boxes isn’t enough[20:15] – How to create autonomy without losing accountability[23:01] – The four elements of influence and why they matter in sales[25:04] – How amplifying your influence helps you sell more
Links & resources
Judith Germain’s website: https://maverickparadox.co.uk
Influence Scorecard: https://amplifyyourinfluence.scoreapp.com
The Maverick Paradox by Judith Germain – https://www.amazon.co.uk/gp/product/B0727WP2SC/ref=as_li_tl?ie=UTF8&camp=1634&creative=6738&creativeASIN=B0727WP2SC&linkCode=as2&tag=maverickparad-21&linkId=cfd757574de06f194bafdb253e33e052
If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

111. How to Sell More by Saying Less - with Andy Bounds

Most sales leaders dread pipeline meetings – and their teams dread them even more. That’s because too often, they turn into boring history lessons nobody cares about. In this episode, I talk with Andy Bounds – award-winning sales trainer, bestselling author, and global keynote speaker – about how to make them short, sharp, and productive.
Andy shares his “Who Do” method to instantly focus sales conversations on what matters, the power of “Afters” in selling and leadership, and why great leaders under-communicate to empower their people. We dig into hiring, coaching, closing, and the art of making communication stick. If you want more sales, faster – without killing the will to live in your next meeting – this is the episode to steal ideas from.
How to run pipeline meetings your team will actually value
Replace “update” meetings with “Who Do” meetings: Who is the client, and what do you want them to do next?
Focus conversations on next actions and blockers, not history.
Sell “Afters” – why the client is better off after working with you – not just your product or service.
Under-communicate with capable teams to encourage ownership and problem-solving.
Use coaching prompts like “What three things have you thought of?” to build initiative.
Timeline
[01:33] – The “Who Do” method for instantly sharpening sales conversations[03:40] – Why pipeline meetings fail and how to fix them[07:18] – Selling “Afters” instead of product features[10:53] – Start engaging, end with action: Andy’s 4-word rule for communication[14:45] – Systems over goals for consistent sales behaviours[19:03] – Under-communicating to empower capable people[24:47] – The mindset and traits to hire for in sales leaders[28:18] – The one interview question that reveals everything[31:12] – Andy’s billboard message to every leader and salesperson
Links & resources
Andy Bounds’ website and Tuesday Tips: https://andybounds.com
The Jelly Effect by Andy Bounds – https://andybounds.com/resources/
If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

110. How to Lead Through Burnout: Empowering Your Team to Thrive Under Pressure - with Hazel Anderson-Turner

Most leaders think burnout is just “feeling tired” – but that’s like thinking frostbite is just “cold fingers”. In this conversation with Hazel Anderson Turner – business psychologist, mindset coach, and author of Coaching Through Burnout – we break down what burnout actually is, why leaders often miss it in themselves, and how to spot it early before it wipes out your team’s energy, performance, and trust.
Hazel draws on over 15 years of coaching leaders, including front-line NHS managers during the pandemic, to explain how chronic stress changes the way we think, act, and relate to others. We cover the subtle early-warning signs, why our coping mechanisms often accelerate burnout, and the conversations that build trust and resilience long before a crisis hits. If you want practical, human-centred ways to keep yourself and your team in the game – without sacrificing your sanity – this is the episode.
How to spot burnout early and protect your team’s resilience
Learn the three key burnout symptoms: exhaustion, cynicism, and reduced effectiveness.
Pay attention to disrupted sleep patterns, withdrawal from hobbies, and tech overuse.
Notice when you start pushing away activities and people that relieve stress.
Shift from directive management to coaching-style conversations.
Build trust early by asking “what’s most important to you?” and listening to the answer.
Timeline
[01:45] – The three signs of burnout every leader should know[04:00] – How trying to “just work harder” makes burnout worse[07:15] – Why leaders often don’t recognise burnout in themselves[12:12] – The early-warning signals that mean it’s time to act[20:55] – The team-level conversations that prevent burnout[27:25] – Building trust before you need it: Hazel’s go-to question[33:18] – Why the best managers listen more than they talk[36:13] – Hazel’s billboard message to the world
Links & resources
Coaching Through Burnout by Hazel Anderson Turner – https://hazelandersonturner.co.uk/coaching-through-burnout/
Hazel’s podcast Coaching Unpacked – https://hazelandersonturner.co.uk/coaching-unpact/
If you enjoyed this episode, please rate, follow, share and review the podcast – it helps other leaders find us and lead first, sell more.

109. How to Lead Without Letting Blind Spots Win - with Kevin McCarthy

Most leaders think their biggest threat is what they don’t know. The truth is, it’s what they don’t know they don’t know. In this conversation with Kevin McCarthy – bestselling author of Blind Spots, creator of the Blind Spot Assessment, and someone who went from leading a 54-person sales team to spending 33 months in federal prison – we unpack the unseen forces that drive our decisions and how to spot them before they wreck our careers.
Kevin shares how his own blind spots landed him in prison for a crime he didn’t knowingly commit, what prison taught him about perception versus reality, and how leaders can build stronger teams by owning their mistakes. We talk confirmation bias, triggers, the “expert fallacy”, and why curiosity is a leader’s best defence. If you want to make smarter decisions, build deeper trust, and lead with real connection, this one’s for you.
How to uncover blind spots and make better leadership decisions
Give trusted confidants permission to challenge your thinking.
Slow down and question your automatic “system 1” reactions.
Recognise and manage your own triggers before reacting.
Use curiosity to understand others’ perspectives, not just your own.
Model vulnerability so your team feels safe doing the same.
Timeline
[01:33] – How “kernels of truth” hid the largest stock fraud in Washington state[06:56] – The moment Kevin learned the difference between moral and legal reality[10:42] – Why confirmation bias is every leader’s Achilles heel[13:05] – The “expert fallacy” and how seniority can make blind spots worse[17:15] – The prison lesson that transformed Kevin’s leadership approach[23:45] – Practical tips for spotting your own blind spots[27:47] – How to help your team surface and share theirs[33:36] – The one message Kevin would put on 10,000 billboards
Links & resources
Blind Spot Assessment: https://www.blindspotassessments.com/
Blind Spots by Kevin McCarthy: https://www.amazon.co.uk/BlindSpots-Good-People-Make-Choices/dp/0999103407
If you enjoyed this episode, please rate, follow, share and review the podcast – it helps more leaders find us and lead first, sell more.

108. How to Lead Sales Through Scale and Change - with Andy Reid

If you want to keep great salespeople, you need to do more than set targets and push for results. In this episode, I talk to Andy Reid – global sales leader, startup mentor and author of Success is for the Curious – about the leadership traits that work whether you’re running a global bank division or a two-person startup.
Andy shares why the best leaders are comfortable with their vulnerabilities, why you should stop trying to fix weaknesses, and how knowing yourself makes it easier to know (and grow) others. We cover curiosity, courage, and why you’ll get further finding the 1% that makes someone exceptional and doubling down on it.
How to lead with vulnerability and play to your team’s strengths
Get clear on your own identity as a leader – people follow authenticity.
Accept and own your weaknesses so you can hire to fill them.
Focus on amplifying strengths rather than fixing weaknesses.
Treat each person as an individual – find their “secret sauce” and help them use it.
Use curiosity to get others talking; use courage to ask the hard questions.
Timeline
[02:09] – Why knowing your identity as a leader makes it easier for people to follow you[04:11] – The most effective leaders are comfortable with their vulnerabilities[07:39] – Why focusing on strengths beats fixing weaknesses every time[10:29] – How happiness acts as a “success drug” for leaders and teams[12:51] – The power of finding each individual’s 1% and amplifying it[17:26] – Success as a “flow state” and how to recognise it[18:53] – Curiosity and courage: the two traits every sales hire needs[22:17] – The one message Andy would put on 10,000 billboards
Links & resources
Andy Reid’s website: andyreid.com.au
Instagram: @andyreidcoaching
Success is for the Curious – available at major booksellers
If you enjoyed this episode, please rate, follow, share and review the podcast – it really helps others find us.