Leadership that sells

105. How sales people can overcome impostor syndrome - with Markus Neukom

In this deeply personal and powerfully practical episode, I sit down with legacy alchemist Markus Neukom to unpick the roots of imposter syndrome and its impact on sales leaders and high performers. What starts as a conversation about doubt quickly becomes a masterclass in authenticity, identity, and learning how to lead from your core.
We explore how imposter syndrome isn’t the real problem – it’s a symptom of something much deeper: an authenticity struggle. Markus shares his own experience of burnout and depression, and how facing it helped him rediscover his mission and reshape how he helps leaders thrive. If you’ve ever questioned your own worth, wondered why success doesn’t feel like success, or felt like you’re “winging it” at the next level — this episode is for you.
How to overcome imposter syndrome by reclaiming your authentic self
 Imposter syndrome is not the issue – It’s a trick. The real challenge is an authenticity struggle – not knowing who you really are.
You are not what others reflect – Most people define themselves based on external feedback, not internal truth. Flip that.
Deconstruct your past wins – Look at moments of true success and unpack what really made them work. That’s where your core value lives.
Know thyself – Until you do, you’re reacting to the world instead of being rooted in it. Self-awareness is the real superpower.
Don’t wait to live your legacy – You don’t need to “leave” a legacy when you can live one every single day.
Timeline summary
[01:12] – “I don’t teach anything I haven’t experienced”: Markus on walking the talk[04:55] – The moment depression hit and what it revealed about imposter syndrome[07:10] – Why your self-confidence is built on a lie (and how to rebuild it for real)[10:13] – Crabs, fleas and elephants: the brutal psychology of human conditioning[14:46] – Identity that can’t be taken from you: how to build confidence that lasts[19:05] – The question every leader must ask: Is this as good as it gets? [23:44] – A practical tool: how to reconstruct your own success stories to reconnect with your value[26:02] – “Imposter syndrome is a compliment” – what it really means when it shows up[27:26] – “If you can dream it, you can do it”: how to crash through the veil and operate in full freedom
Links & resources
🌐 Learn more about Markus Neukom
If this episode hit home for you, share it with someone who needs to hear it. And if you’re living your legacy — or ready to start — rate, follow and review Leadership that Sells. Let’s make it count.

104. How to lead like a beehive: collaboration, clarity and cycles - with Philip Atkinson

In this episode of Leadership that Sells, I’m joined by Philip Atkinson — team coach, agile expert, and author of Be Wise: 12 Leadership Lessons from a Busy Beehive. Philip brings decades of global commercial leadership experience and distils it into practical, real-world guidance for sales leaders who want to lead smarter, not just harder.
We dig into the surprising (and powerful) leadership lessons we can learn from bees — from how they make decisions, to how they structure teams, to how they know when to let go. If you’ve ever felt like your team is buzzing with activity but going nowhere, this episode is for you. We talk coaching, team dynamics, seasons of performance, and how to create true alignment in chaotic, high-pressure environments.
How to lead like a beehive: collaboration, clarity and cycles
Ask better questions and listen more – Great coaching starts with curiosity, not control.
Shift from competition to collaboration – Sales teams should compete outside, not inside. Internal competition kills culture.
Recognise roles evolve – Like bees, great teams change roles as they grow. Salespeople need progression, not just promotion.
Know the season – Performance has cycles. Growth, rest and renewal all matter. Don’t expect summer results in winter.
Decide like a hive – Gather intel, build consensus, commit. Don’t waste time on the wrong decisions with the wrong people.
Communicate clearly – Bees deliver messages in the dark, in the noise. You have no excuse. Say less, mean more.
Timeline summary
[02:03] – Why Philip brought 12 guest experts into his book (and why leaders shouldn’t go it alone) [03:05] – The “aha” moment that made beekeeping a leadership metaphor [05:25] – The first thing every sales leader should do? Learn to coach by asking better questions [06:13] – Why most sales teams aren’t really teams — and what to do about it [09:30] – What bees teach us about career development and role evolution [14:32] – Understanding energy cycles: why you need to plan for endings, not just beginnings [17:38] – The “murder of the drones” – a dramatic lesson in adapting your skills before you’re obsolete [19:22] – How bees make life-or-death decisions as a team (and how your team can do the same) [24:00] – The biggest benefit of collaboration? Thinking harder before doing more [25:15] – What the hive would say if it could talk: communicate clearly, act consciously
Links & resources🌐 Learn more about Philip Atkinson
If this episode helped you think differently about leadership, decision making or team coaching, please share it with someone who needs to hear it. And don’t forget to follow, rate and review Leadership that Sells – it really helps us keep bringing these insights to your ears.

103. How to lead through curveballs with confidence - with Joelle Kaufman

In this episode of Leadership that Sells, I’m joined by Joelle Kaufman – bestselling author, CRO whisperer and neuroscience-driven performance coach – and we’re diving deep into one of the biggest leadership superpowers: dealing with curveballs. Whether it’s a surprise customer objection, a missed number, or a life-altering diagnosis, Joelle lays out a powerful, actionable method to turn chaos into clarity.
We unpack her Curveball Method, a science-backed approach that helps leaders stay grounded, activate their strengths, and respond with intention rather than panic. This one’s a masterclass in leading under pressure. If you’ve ever felt the fire alarm go off in your brain mid-crisis (you know the one), Joelle’s got a way to silence it, take a breath, and lead your team through with resilience and purpose. You’ll walk away with tools you can use today.
How to lead through curveballs with clarity, calm and confidence
Name the curveball – The first step is recognising you’re facing something unexpected. Say it: “This is a curveball.”
Turn off the fire alarm – Stress shuts down your thinking brain. Take a deep breath, a sip of water, or close your eyes to calm your system.
Get curious – Don’t panic, pause. Ask questions, gather facts, understand what’s actually happening before you react.
Play to your strengths – What are you or your team good at? Lean in. If needed, tag someone else in. It’s about the win, not the heroics.
Reframe your mindset – Even if it doesn’t go perfectly, there’s something to learn. That’s how you (and your team) grow.
Create “happiness tripwires” – Small, reliable moments of joy (like a sunflower or a kind text) keep you fuelled for the long game.
Practise curveball responses – Build resilience before it’s needed. Run scenarios with your team, reflect on what went wrong, and embed better reflexes.
Timeline summary
[01:14] - Joelle’s Curveball Method explained: “Life throws them. Leaders learn to hit them.”[06:33] - Step one: recognise the curveball, turn off the fire alarm, and breathe [08:44] - “It’s not about being a hero. It’s about winning the game — as a team”[12:34] - Cancer, curveballs and agency: how Joelle applied her method in life and business[17:05] - The power of happiness tripwires: “Little moments of joy that boost your immunity and your mood”[20:10] - Sales leaders, listen up: resilience starts with your battery[24:01] - The one skill we’re not teaching sales managers (but desperately need to)[25:13] - Why you need “batting practice” in your team meetings — not just pipeline reviews
Links & resources📘 Crushing the Cancer Curveball by Joelle Kaufman🌐 Learn more about the Curveball Method: gtmflow.com/curveball 📍 Joelle on LinkedIn: Joelle Kaufman 📸 Instagram: @growthandresilience
If you found this episode useful, please follow, rate, review and share Leadership that Sells — it helps us keep bringing you no-fluff, high-impact conversations to help you lead first and sell more.

102. How to build scalable success with systems (and still live your dream) - with Ral West

In this episode of Leadership that Sells, I sit down with serial entrepreneur and business mentor Ral West — a woman who’s scaled multiple businesses (including one sold to Alaskan Airlines), built powerhouse teams, and somehow made it all look effortless. If you’ve ever felt like scaling a business means sacrificing your time, energy, or sanity, you need to hear this.
Ral breaks down her 6 Essential Secrets to Business Success and shows why systems are the single most important thing sales leaders and entrepreneurs can implement — no matter how small your business or how “busy” you are. We talk high-performing teams, reducing stress, and why sharpening the axe (yes, literally) is the smartest move you’ll ever make. Oh, and she’s doing it all from Maui. Dream life? Check.
How to build scalable success with systems (and still live your dream)
Start with systems – If it’s not documented, it’s not repeatable. Systems create clarity, efficiency and consistency.
Get aligned on vision and values – Without a clear direction, your team is just pulling in opposite directions. Cue chaos.
Track performance – What gets measured gets managed. Data beats drama.
Leverage everything – People, automation, education. Leverage multiplies effort and frees up time.
Culture drives results – A strong, values-led culture attracts and retains high-performing people.
Delight your customers – Don’t just meet expectations — exceed them. Delighted customers stay longer, spend more and bring friends.
Timeline summary
[02:21] - The foundation of great leadership: vision, values and a win-win culture [05:06] - Why “systems” are the most valuable thing you can build today [06:15] - Ral’s 6 Essential Secrets to Business Success (and why they all connect) [09:02] - “I don’t have time to build systems” – how to fix that mindset with one story [11:19] - Small tools, big wins: how Ral saves hours a day with simple tech [16:45] - Why she’s building a mastermind and how it helps entrepreneurs actually implement [19:44] - The power of collective intelligence and lifelong learning [20:48] - Where to find Ral and start building your dream life
 
Links & resources
Free webinar on creating a smoother-running business: https://www.ralwest.com/get-webinar
Weekly LinkedIn newsletter with strategies and tools: https://www.linkedin.com/in/ralwest
Affiliate program for sharing my course with business owners: https://www.ralwest.com/affiliates
YouTube channel with podcast appearances and interviews: https://www.youtube.com/@RalWest-wv3ou
More details on my online course: https://www.ralwest.com
If this episode helped you think bigger and lead smarter, share it with someone who needs to hear it. And don’t forget to follow, rate and review Leadership that Sells — it helps us help more leaders like you.

101. How to Turn High-Stakes Presentations into Unforgettable Theatrical Experiences - with Carmen Sederino

In this episode of Leadership that Sells, I’m joined by Carmen Sederino — performance master, speaking strategist and creator of the Illuminated Story Method — who shows us how to take the stage like a pro and lead from the front with presence, clarity and purpose. If you’ve ever sat through a mind-numbing, forgettable presentation (or worse, delivered one), this one’s for you.
Carmen breaks down how sales leaders and execs can elevate even the most “corporate” moments into compelling experiences. Whether you're running a town hall, delivering strategy updates, or motivating your team through change, you’ll learn how to avoid the biggest presentation pitfalls, and instead connect with impact, intention and theatre-worthy precision. No fluff. Just hard-won insight you can use immediately.
How to deliver unforgettable presentations that lead, not just inform
Stop winging it – Rehearsal isn't the enemy of authenticity. If you think you're better off-the-cuff, you probably just haven't practised enough yet.
Ditch the PowerPoint crutch – You’re the star, not your slides. Cut the clutter and make your deck serve your message, not replace it.
Create a show, not a slide deck – From tone and timing to lights, sound and storytelling, make your message an experience, not an information dump.
Practice like a pro – Amateurs practise until they get it right. Pros practise until it can’t go wrong. Aim for 7 run-throughs, minimum.
Lead with empathy – Put yourself in your audience’s shoes. What do they need to hear, feel and believe?
Timeline summary
[04:28] - How introverts can still own the stage by playing with their authentic range [06:15] - “You must be believable to be trusted — and to be believed, you need confidence and presence” [07:16] - The 3 C’s of speaking: clear, confident, and compelling [11:07] - The #1 mistake leaders make: winging it (and why it’s killing your credibility) [13:18] - Avoid this one word in your speeches that instantly kills momentum: but [15:07] - Why Steve Jobs rehearsed like a theatre actor (and why you should too) [22:00] - “You are so much more interesting than your PowerPoint” — how to own the room without hiding behind slides [25:22] - What Carmen would put on 10,000 billboards: What if it was you? [29:00] - Carmen’s book recommendation: Ride of a Lifetime by Robert Iger
Links & resourceshttps://www.linkedin.com/in/carmen-sederino-0788b513/ https://www.instagram.com/illuminatedstory/ https://www.facebook.com/IlluminatedStory
If you got value from this episode, please take a second to rate, follow and share Leadership that Sells. It really helps more people like you lead better and sell more.

100. How to lead by being on their side - with Andrea Morton (Paul's mum)

This is a special episode—it's me chatting with my Mum. I've learned a lot about leadership over the years, but it’s humbling to sit down with the person who taught me first and most. My Mum, Andrea Morton, spent decades as a headteacher, leading schools through everything from petrol bombs and staff conflicts to building community pride from scratch.
Throughout our conversation, I was delighted that one idea kept shining through: great leaders like my Mother are simply on their people's side. It's not complicated. It's genuine care and support, small gestures that build trust, and stepping up to clean the school yourself when needed. Her stories aren't flashy, they're real and practical. Leadership, according to Mum, isn’t about ego. She says it’s about service.
Here are three big lessons she shares here about "being on their side":
Serve first, lead second: Leadership isn’t about authority - it's about helping your team succeed. Mum started with simple things like improving the staffroom, making sure teachers had what they needed. It showed she genuinely cared.
Deal with trouble early: When there's a problem, waiting won't fix it. Mum tackled tough situations fast, protecting her team's morale. She never let issues linger, knowing it would only make things worse.
Build something together: People feel connected when they're part of building something meaningful. Mum involved teachers, kids, and even parents in designing uniforms and shaping the school's identity. It gave everyone pride and belonging.
This is probably the most personal episode I've done. It's my Mum’s wisdom, but it's for anyone who wants to lead with heart, humility, and genuine care.
I hope you enjoy this 100th episode - and if you find value in it, please rate, share, and review. It helps more people find conversations like this one.

99. How to lead through big transitions without losing your people - with Sylvana Rochet

In this episode, I sit down with Sylvana Rochet – the leadership advisor trusted by execs from Tesla, Slack and Apple – to talk about how to lead through the chaos of high-stakes transitions without leaving your people behind. Whether it’s an IPO, a layoff, or a burnout-fuelled exit, Sylvana helps leaders get clear, stay human, and lead with intention.
We dig into the real blind spot most execs miss: the emotional fallout of change. You can’t just tick off the legal and financial to-do list and expect the team to bounce back by Thursday. We unpack how slowing down, asking better questions, and connecting to your true intentions can transform the way you show up and lead. Whether you're scaling fast or just figuring out what’s next, this one’s gold.
How to lead through big transitions without losing your people
Plan for the people – Most leaders focus on logistics and forget the emotional reality of transition. Your people need space to process. Give it to them.
Slow down to speed up – Honour the human side of change now and you’ll move faster later with a team that’s energised and bought in.
Use the three C’s – Clarity, curiosity and courage. Get clear on your intention, get curious about what you don’t know, and find the guts to do what’s right, even when it’s hard.
Set your intention – Every conversation, every decision, every day. Don't drift. Be intentional with how you show up and what you want to create.
Practise X-ray listening – Go deeper than the first answer. Ask better questions. Listen for what’s said and unsaid. That’s where the truth is.
Timeline summary
[02:55] – The leadership blind spot in transitions: ignoring the human element [06:33] – “Slow down now so you can go faster later” – why pacing matters [07:37] – The Three C’s: clarity, curiosity and courage – your go-to framework [12:01] – “Your real intention? To prove you’re as good as your sibling.” [14:13] – The billboard test: What is your intention? [19:03] – How to practise X-ray listening and actually hear what matters [23:39] – Listening as an act of relationship, not just a transaction [25:00] – Transition coaching: clarity, courage and what's next [27:16] – Build an identity that no one can take from you [27:41] – Book rec: The Courage to Be Disliked and why it’ll blow your mind
Links & resources
📘 Book recommendation: The Courage to Be Disliked by Ichiro Kishimi and Fumitake Koga 🔗 Connect with Sylvana Rochet on LinkedIn 
If this episode sparked something for you, share it with a fellow leader going through change. And don’t forget to rate, follow and review Leadership that Sells – let’s help more managers lead first and sell more.

98. How to take over a team and turn it into a high-performing system - with Carl Sharperson Jr.

What’s the smartest way to take over a team without falling into the usual traps? In this episode, I’m joined by Carl Sharperson Jr. — a former Marine Corps pilot, corporate VP and leadership coach who’s worked with brands like Chick-fil-A, BMW and Lockheed Martin. Carl shares the exact process he uses to walk into a new team and turn it into a high-performing system (not just a team).
We get into how authenticity and resilience aren’t just personal values — they’re strategic leadership tools. Carl breaks down his "join-up" approach for building trust, getting buy-in and turning adversity into fuel. No theory here. Just straight-up, battle-tested tactics from someone who’s lived it in the military, the boardroom and life-or-death moments. If you’re a leader stepping into a new role — or rebuilding a struggling team — this one’s essential.
How to take over a team and turn it into a high-performing system
Build trust with a “join-up” conversation — start with your own storyAsk what the org can do better, from their perspectiveSet expectations and invite the truth, even if it’s uncomfortableAsk: “How can I help you?” Solve one problem, earn long-term loyaltyCo-create the vision, strategy and plan — don’t dictateFocus on the system: people, processes, relationships and metricsTeach resilience: if you quit once, it gets easier to quit again
Timeline summary
[04:52] - The P&G plant that outperformed by building trust and diversity [11:07] - Carl’s join-up method: the conversation every new leader should have [13:20] - “Help them with one problem, and you’ve got a friend for life” [16:13] - Turning trust into results with clear, co-created goals [20:01] - Why high performance means building systems, not just teams [24:46] - Resilience in action: what football, cancer and leadership have in common [31:33] - Why you should go with their solution, even if yours is better [36:08] - The real leadership challenge execs confess too late: balance [40:08] - Carl’s message to the world: “Love covers a multitude of sins”
Links & resources
👉 www.carlsharpersonjr.com 📘 Sharp Leadership: Overcome Adversity to Lead with Authenticity — available on Amazon
If this episode helped shift your perspective, do me a favour: rate, follow, share or leave a review. Let’s help more leaders lead first and sell more.

97. How to spot hidden talent and build teams that scale fast - with Dmytro Tymoshchuk

In this episode of Leadership That Sells, I sit down with Dmytro Tymoshchuk, serial entrepreneur, co-founder of DST Group and CEO of ToolsOn, a platform that’s set to transform how digital businesses manage operations. But what starts as a chat about building software quickly reveals a deeper superpower: Dmytro is a master at finding hidden talent and unlocking people’s potential.
We talk about his journey from engineer to entrepreneur, the challenges of managing complex businesses with duct-tape tools like Excel, and the real reason so many startups fail. Dmytro explains how he built not one but two successful companies by spotting greatness in people others overlook—whether it’s a prompt engineer hiding in a basement or a future CTO working their way up from the ground floor.
We get into practical ways to identify raw talent, the questions that matter in an interview, and how to turn people’s passion into performance. If you're tired of hiring the obvious candidates and want to start finding the difference-makers, this one’s for you.
How to spot hidden talent and build teams that scale fast
- Look for people already creating things, even if it's not in your field.
- Prioritise hands-on experience over academic abstraction.
- Pay attention to how they speak—clear, precise language often signals deep thinking.
- Give them a real challenge with purpose and autonomy, then see how they run with it.
- Offer remote flexibility as a serious advantage to attract motivated self-starters.
- Nurture internal talent—developing leaders from within often beats hiring externally.
Timeline summary
[02:01] – “I'm a geek who doesn't code” – how Dmytro helps engineers make better decisions [04:22] – The pain of patchwork tools: why ToolsOn is built for digital-first operations [10:10] – “We're not building a Swiss army knife” – how a framework beats a feature list [14:45] – 100 customer interviews in 2 months: solving problems people actually care about [22:34] – Behind the build: the 13-year journey of trust and team chemistry [29:03] – Finding a prompt engineer in a music producer’s basement [36:34] – The roadmap mindset: how to turn talent into scalable execution [43:40] – Why you should train people to be great at what they’re already good at [46:57] – “Be responsible and live by your conscience” – wisdom from Dmytro’s grandmother
Links & resources
Connect with Dmytro on LinkedIn
If this episode made you think differently about talent, teams or your own leadership potential, do me a favour: follow the show, share it with someone who needs to hear it, and leave us a quick rating or review. Let’s build better leaders, one episode at a time.

96. How to successfully sell your business without losing your mind - with Christine Nicholson

When it comes to exiting a business, most founders are stuck. They’re too embedded in the day-to-day, too essential to operations, and too burnt out to even think straight about what comes next. In this episode, I sat down with award-winning exit strategist Christine Nicholson to unpack exactly how to shift that.
Christine has helped hundreds of business owners go from overworked to overjoyed — guiding them to exits worth millions. We talked through why most businesses fail to sell, the three types of exits every founder must make, and the tactical mindset shifts required to hand over control without fear.
If you’re even thinking about selling — this is required listening. No fluff, just practical, punchy advice from someone who’s done it all.
How to successfully sell your business
If you want to make your business sellable and achieve the exit you deserve, Christine says you need to:
Reduce owner reliance: Your business can’t be dependent on you — get yourself out of the day-to-day operations.
Know your numbers: Poor financial reporting kills deals. Prep your data room early and do it right.
Prepare for due diligence: It’s hell if you’re not ready. Easy to do upfront, brutal if you leave it too late.
Build a push-up team (not a hang-off team): Hire stalagmites — people who lift you up, not stalactites who drag you down.
Follow the 5 steps to a successful exit:
Know where you are now (value + saleability)
Decide what you want
Get the team involved
Let go with confidence (build controls into the business)
Exit by design — not by accident
Timeline summary
[03:00] - “Oh, I wonder what that’s like?” — how Christine’s career was defined by curiosity, not a plan [08:57] - The three exits every business owner must make: daily ops, control, and ownership [10:15] - The three most common reasons businesses fail to sell [13:20] - Why due diligence is “Dante’s 10 levels of hell” if you’re not prepared [14:44] - “Hire people who push you out the door” — Christine’s stalagmites vs stalactites model [17:00] - The five-step roadmap to a successful business exit [22:17] - Start here: if you got hit by a bus tomorrow, what would your team need to survive? [27:02] - “Your team are already making up a story about your exit — tell them the one you want them to believe” [31:06] - The real difference between coaches and mentors [33:08] - What the military taught Christine about leadership: clarity, certainty, consistency
Links & resources
Christine’s website: christinenicholson.co.uk
Her book: Sell It and sequel How To Sell Your Business
Connect with Christine on LinkedIn 

95. How to create pull energy to accelerate your team's growth - with Jack Cohen

In this episode of Leadership That Sells, I’m joined by the ever-curious and charismatic Jack Cohen — mentor capitalist, strategic consultant, pilot, black belt, and author of Freedom Frameworks. Jack's story is one of relentless skill acquisition, diverse experience, and a deep commitment to serving others. We dig into what it really takes to grow a team, a career and a company — and it all comes down to tools, frameworks and a very particular mindset.
We talk about how the most interesting people do the most interesting business, why leadership is about creating pull energy not pushing tasks, and how to lead your life (and your people) with intention. If you’ve ever found yourself managing without a clear north star or repeating the same year of experience over and over — this one’s for you.
We get into how to use frameworks to manage yourself before managing others, the reason context is king, and how to turn success into wisdom by sharing it. Jack shares why he wrote Freedom Frameworks, what Batman taught him about business, and how you can use “pull energy” to get your people to move faster and more effectively — and most importantly, in the right direction.
How to create pull energy to accelerate your team's growth
Define a compelling vision of the future — not just goals, but a vivid story of success.
Begin with the end in mind to activate intrinsic motivation.
Create “pull energy” by connecting people emotionally to outcomes they care about.
Build context around your content — people act faster when they understand why.
Apply simple frameworks to manage yourself, then use those to support your team.
Reframe challenges as opportunities — your language shapes their reality.
Timeline summary
[03:07] – Jack’s Thunderball moment: how James Bond inspired a life of skills, speed and service [05:35] – The three ingredients of career success: skills, experiences, relationships [07:10] – Why success without sharing is selfish: the wisdom loop from Jack’s 10-year-old son [10:12] – Batman as the ultimate mentor capitalist: no powers, just tools and leverage [12:37] – How Freedom Frameworks was born from mentoring young professionals [14:58] – “Context gives meaning to content” — and why pull energy beats push every time [16:02] – Picture your future: how storytelling unlocks momentum in life and leadership [16:42] – Source activities vs outcomes: how clarity drives effective strategy
Links & resources
Freedom Frameworks book by Jack Cohen
Learn more at Dark Knight Ventures

94. How to adapt your leadership to any business context - with Torben Noerby

In this episode of Leadership That Sells, I sit down with Torben Nurby, former Danish military recon captain, leadership expert, and author of The Contextual Leader. We dive into the crucial difference between situational and contextual leadership—why understanding the broader business environment is the key to leading effectively. Torben shares his insights on how to diagnose before acting, shape organizational culture for success, and align leadership approaches to different business challenges. If you want to stop leading with a one-size-fits-all playbook and start making a real impact, this episode is for you.
How to lead effectively in different contexts:
Understand that context sustains performance—it’s not just about reacting to daily situations.
Before making changes, assess the external complexity and align internal structures accordingly.
Set the right guardrails—structure teams, decision-making, and processes to enable the desired behaviors.
Adapt leadership styles to match the organization’s stage—a turnaround requires different leadership than a high-growth startup.
Identify and leverage subcultures to drive performance instead of seeing them as obstacles.
Diagnose first—prescription without diagnosis is malpractice in leadership too.
Timeline summary:
[01:15] - Torben’s journey from military recon to leadership consultancy and authorship. [06:45] - What is contextual leadership, and why does it matter more than situational leadership? [12:20] - A real-world example: How one leader turned around a struggling furniture company by reshaping its context. [19:30] - The role of subcultures in performance—how to harness them instead of fighting them.[25:10] - Why great leaders don’t come in with pre-set solutions but instead analyze first. [31:00] - Universal leadership traits: Authenticity, relationships, and adaptability.
Links & resources:
The Contextual Leader by Torben Nurby
Enjoyed this episode? If you found value in this conversation, please rate, follow, and share the podcast with fellow leaders. Your support helps us continue bringing expert insights to help you lead first and sell more!

93. How to Build a Durable Business Engine for Lasting Success - with Garrett Delph

In this episode, I sit down with Garrett Delph, CEO of Clarity OPS, who’s spent 25 years streamlining global businesses, turning chaos into clarity, and building systems that empower people to thrive. Garrett shares his philosophy on simplifying the "operational engine room" of business and how sturdy systems and aligned teams drive growth.
We dive into the synergy between leadership and systems, exploring why even the best leaders need robust frameworks to ensure clarity and alignment. Garrett shares actionable insights on spotting operational inefficiencies, crafting clear job descriptions, and understanding the critical role humans play in tech-driven workflows. We even riff on the perfect analogy for business operations—spoiler: it involves baking cakes and aligning bolts on classic cars!
Whether you're scaling a company, troubleshooting operational gaps, or pondering the future of tech in business, this episode is packed with practical advice and big ideas. Garrett’s vision for “Convergent Leadership 360” ties it all together, creating a roadmap for leaders looking to harness the power of systems and people.
Timeline Summary
[00:01] - Garrett’s journey and philosophy: simplifying chaos and building durable business systems.
[02:20] - The “operational engine room” and its impact on breaking through the 9 out of 10 business failure stat.
[06:00] - Why a lack of clarity and communication often derails businesses—and how to fix it.
[10:20] - The DNA of job descriptions: aligning roles with outcomes for seamless teamwork.
[14:00] - Diagnosing business problems through organizational alignment and decision-making clarity.
[20:00] - Humans vs. technology: balancing tech stacks with the irreplaceable power of people.
[27:05] - Convergent Leadership 360: the marriage of leadership and systems for holistic business success.
Links & Resources
Connect with Garrett Delph on LinkedIn: Garrett Delph
Learn more about Clarity OPS: clarityops.co
Follow Garrett’s articles on Medium: Garrett’s Medium
If you enjoyed this episode, please rate, follow, and share the podcast! Your support helps us bring more insightful conversations to leaders and entrepreneurs like you

92. How to Build a Thriving Workplace Culture - with Kristy Pretzinger

In this episode, we explore the intersection of leadership, kindness, and culture-building with Kristy Pretzinger, CEO of WG Content and author of Your Cultural Balance Sheet. Kristy shares her journey from freelance writer to building a successful content company anchored in kindness. She reveals how values like empowerment, curiosity, and joy can shape a thriving workplace and why businesses should prioritize culture as much as profit.
We dive into actionable strategies to foster psychological safety, reduce workplace stress, and encourage innovation. Kristy shares how meditation and mindful breaks have transformed her team's productivity and well-being. Whether you're leading a small team or a global organization, this conversation offers profound insights into creating environments where people—and ideas—flourish.
Episode Highlights[1:04] - Kristy’s journey: from freelance writer to CEO with kindness as a cornerstone.[3:31] - Empowerment, curiosity, kindness, and fun: living company values beyond the laminated card.[7:08] - Fear, love, and leadership: the emotional foundation of a thriving workplace.[15:34] - Vulnerability and authenticity: how to lead effectively without "over-sharing."[22:39] - What is a cultural balance sheet, and why every leader needs one.[26:23] - The power of mindful practices: using meditation and device breaks to improve creativity and focus.[29:00] - The direct link between leadership self-awareness and team performance.
Links & Resources
Learn more about WG Content: wgcontent.com
Connect with Kristy Pretzinger on LinkedIn: Kristy Pretinger
 
Closing RemarksIf you enjoyed this episode, please rate, follow, and share the podcast! Your support helps us bring more insightful conversations like this to your ears.
 

91. How to find and land your ideal sales leadership role - with Richard Washington

Finding the perfect next step in your sales leadership career isn’t about applying for endless job postings—it’s about targeting the right opportunities with precision. In this episode of Leadership That Sells, I sit down with Richard Washington, founder of Tick Talent and author of The Dream 20 ICP Playbook, to discuss a strategic approach to job searching that mirrors the best sales processes.
Richard shares why most job seekers get it wrong and how to flip the script by identifying and engaging with companies before they even post a job. We talk about the importance of niching down, positioning yourself as the solution to a company’s biggest problems, and using an account-based approach to networking that puts you in a league of your own.
If you’re a sales leader looking to take control of your next career move—this episode is a must-listen.
How to land your ideal sales leadership role:
Stop applying, start targeting. Identify 20 companies that align with your ideal challenge profile (ICP) and focus on them.
Position yourself as the solution. Don’t pitch yourself—highlight how you solve high-impact problems for your target companies.
Approach job hunting like a sales process. Use an account-based marketing (ABM) mindset to build relationships before a job even exists.
Lead with value. Share insights, lessons, and advice that demonstrate your expertise rather than just asking for opportunities.
Be strategic and patient. Building the right connections takes time—start your networking efforts long before you need a new role.
Episode highlights:
[04:10] - The biggest mistake sales leaders make when job searching [09:25] - How to craft a compelling LinkedIn headline that attracts the right opportunities [15:40] - Why job hunting is just like B2B sales (and how to leverage that insight) [21:55] - The Dream 20 strategy: How to build a pipeline of ideal roles [28:30] - The mindset shift that turns job seekers into high-value candidates
Links & Resources:
The Dream 20 ICP Playbook by Richard Washington
Connect with Richard Washington on LinkedIn
If this episode helped you, share it with a fellow sales leader, follow the show, and leave us a review!
 

90. How to Build a Lasting Legacy - with Charlie Leichtweis

Most family businesses don’t survive beyond three generations. Less than 3% make it to the fourth. Why? Because growing a business and sustaining a family at the same time is an incredibly complex challenge. In this episode of Leadership That Sells, I sit down with Charlie Likewise, business veteran and author of The Power of Legacy, to uncover the secrets to long-term family business success.
Charlie breaks down the three biggest decision-making areas that determine whether a family business thrives or fails: purpose, direction, and legacy. We explore how generational engagement plays a crucial role in succession planning, why governance is often misunderstood, and the steps every family business leader should take to ensure continuity across generations.
If you’re leading a family business and want to secure its future, this episode is packed with actionable insights.
How to build a lasting family business legacy:
Define your purpose. Align the family and business around a clear mission to guide decision-making.
Engage the next generation early. Start succession planning long before leadership transitions are needed.
Build strong governance. Establish clear structures for decision-making without stifling family relationships.
Prepare for tough conversations. Conflict is inevitable—having open discussions prevents crisis-driven decisions.
Think long-term. Avoid short-term gains that could compromise the business’s future sustainability.
Episode highlights:
[03:10] - The shocking statistic: why 97% of family businesses fail before the fourth generation [08:25] - How to align your family and business around a shared purpose [14:40] - Why governance is misunderstood (and how to make it work for your business) [20:55] - The role of generational engagement in building leadership and succession plans [29:30] - How to balance business sustainability with family expectations
Links & Resources:
The Power of Legacy by Charlie Likewise
Connect with Charlie Likewise at expertsinhow.com
If this episode helped you, share it with a fellow business leader, follow the show, and leave us a review!

89. How to Turn Childhood Dreams into Global Business Success - with Serge Baidin

In this inspiring episode, I sit down with Serge Baidin, a serial entrepreneur and CEO of Bride and Groom Video, to explore how childhood dreams and a relentless drive for success can shape a thriving career. Serge takes us through his journey, from a challenging upbringing in Ukraine to building successful businesses that bring cherished memories to life for thousands of people around the world. Along the way, he shares key insights into leadership, the importance of stepping out of your comfort zone, and why risks are the oxygen of entrepreneurship.
Whether you're a budding entrepreneur or someone seeking inspiration to chase your dreams, Serge’s story is a testament to the power of determination, adaptability, and vision. Tune in to hear his hard-earned lessons on managing teams, building a growth mindset, and creating impact through innovation.
Episode Timeline:[2:22] – Serge introduces himself and shares how his childhood dreams shaped his entrepreneurial spirit.[6:08] – His first job as a construction assistant and the leadership lessons he learned at just 16.[10:45] – From wheelbarrows to websites: Serge’s pivot to becoming a freelance web developer.[15:30] – Why working for a fixed salary scares him and how performance-driven work fuels his motivation.[19:50] – Serge’s take on the transformative power of feedback and the importance of acting decisively.[21:07] – The vision behind Bride and Groom Video and his plans to help preserve memories for future generations.[23:04] – Serge’s one key message for the world: “Today is your best day.”
Links & Resources:
Connect with Serge Baidin on LinkedIn
Learn more about Bride and Groom Video: brideandgroomvideo.com
Explore Serge’s website development company Markup Us: markuppus.com
Closing Note:If you enjoyed this episode, don’t forget to rate, review, and share the podcast. Your support helps us reach more listeners like you. Follow us for more inspiring stories and insights from incredible entrepreneurs around the globe!
 

88. How to Lead with Intention and Build a Vibrant Life with Nicole Greer

In this episode, I’m joined by the extraordinary Nicole Greer, a certified coach, entrepreneur, and race car driver, whose mission is to help individuals energize their lives and build vibrant cultures. Together, we unpack her transformative SHINE framework—a method designed to illuminate the path to personal and professional success by integrating self-awareness, habits, integrity, and energy.
Nicole shares powerful insights on fostering resilience, cultivating grit, and taking actionable steps toward your goals, no matter how big or small. Along the way, we explore why tiny habits make a monumental impact, the art of self-leadership, and how the "six energies" can help you get lit—both figuratively and literally. This conversation is packed with actionable wisdom to help you lead with intention, create meaningful change, and thrive in both life and business.
Episode Highlights:
[00:00:03] - Why feeling stuck could be a sign to build a vibrant culture.[00:02:19] - Nicole’s journey from the restaurant industry to a passion for business and coaching.[00:05:04] - The importance of habits in cultivating resilience and grit.[00:10:04] - “What is it like to experience you?”: The powerful self-assessment question that transforms leadership.[00:14:10] - Integrity in leadership: Balancing accountability with compassion.[00:19:02] - Next right steps: How to break big goals into manageable actions.[00:26:03] - The six energies: Intellectual, emotional, spiritual, physical, social, and financial.[00:34:05] - Nicole’s advice for the world: "Get Lit"—lead with intention and transform the ordinary.
Links & Resources:
Connect with Nicole Greer on LinkedIn: Nicole Greer
Visit Nicole’s website: VibrantCulture.com
If you enjoyed this episode, please don’t forget to rate, review, and share the podcast. Your feedback helps us keep bringing you inspiring stories and actionable insights. Thank you for listening!
 

87. How to Lead Transformational Change - with Lior Arussy

Change is inevitable, but why is it so hard to make it stick? In this episode, I sit down with Lior Arussy, one of the world’s leading experts on customer experience and business transformation, to uncover why most change initiatives fail and what you can do to make sure yours succeeds.
Lior doesn’t just talk about change from a boardroom perspective—he goes deep into the human side of transformation. From understanding why employees resist change to unlocking personal and organizational potential, Lior shares a powerful, bottom-up approach that challenges everything you thought you knew about leadership, identity, and strategy execution.
If you’ve ever struggled with change—whether in business or in life—this conversation is packed with insights that will shift your mindset and help you drive real, lasting transformation.
Episode Highlights
[2:02] – Why most change initiatives fail (hint: it’s not what you think)[3:47] – How employees tie their identity to their job tools—and why that holds them back[5:56] – The power of purpose: Why connecting work to meaning is the real game-changer[7:26] – 9 out of 10 organizations fail at change—Lior explains why[10:06] – Who’s writing your life story? How to take control of your own narrative[14:25] – How cynicism kills transformation (and what to do about it)[17:40] – The importance of fueling resilience with positive feedback[22:21] – The one message Lior would put on 10,000 billboards
Enjoyed the episode?
If you loved this conversation, share it with a friend, leave a review, and subscribe so you never miss an episode. Your support helps us bring more amazing guests like Lior to the show!

How to rebrand your podcast - why I changed the name

🎙️ Welcome to Leadership That Sells!
If you’ve been listening for a while, you’ll notice something’s changed—this podcast has a new name and a sharper focus. We’re now Leadership That Sells, a show dedicated to helping sales managers lead with confidence, drive performance, and unlock their team’s full potential.
Why the shift? After working with sales managers, revenue leaders, and business development pros, it’s clear that great selling doesn’t automatically mean great leadership—yet most new sales managers get little to no leadership training. In a world where AI is changing the sales game, leading people is the real differentiator. Sales leadership is one of the most overlooked yet powerful levers for business growth.
In this episode, I break down:✅ Why the podcast is evolving and what you can expect going forward✅ The critical skills sales managers need to lead and inspire performance✅ Upcoming episodes covering feedback, coaching, accountability, and more✅ How you can develop your leadership skills—whether through self-paced learning, live cohorts, or exclusive masterclasses
👉 Want to lead with confidence and drive better results? Check out The Leadership That Sells Playbook at https://practical-leadership.academy with self-paced courses, live cohorts, and exclusive masterclasses, there’s an option that fits.
🎧 Hit play and let’s dive in.