Episodes

  • Transforming Sales Through Clarity with Kirstin Carey

    Transforming Sales Through Clarity with Kirstin Carey
    Jun 11 2025
    In this episode I welcome Kirstin Carey, a seasoned sales conversion coach, who provides insightful discussions on sales strategies, mindset, and the transformative power of resilience. Kirstin's unique approach to sales, informed by her multifaceted career from marketing and business ownership to health and wellness, offers listeners a refreshing perspective on sales processes that prioritise empathy and clarity over traditional sales tactics. Kirstin explores the concept of the "Clarity Method" in creating successful sales interactions, emphasising the need to see, hear, and understand clients deeply. Her method focuses on asking insightful questions to uncover clients’ true motivations and barriers. Kirstin also shares her personal journey that included overcoming autoimmune diseases, which led her to recognise the importance of resilience in both personal health and professional development. This is a must listen episode if you are searching for an edge in your professional selling approach. To connect with Kirstin & to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/kirstincarey/ Website - https://evolveminded.com/
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    53 mins
  • Driving Sales Success in Highly Saturated Markets with Colby Varley

    Driving Sales Success in Highly Saturated Markets with Colby Varley
    Jun 8 2025
    In this episode I enjoy a tremendous conversation with Colby Varley, VP Sales at Advanced Transportation Services (ATS), and we explore the intersection of logistics, sales strategy, and operational excellence in the trucking industry. Colby shares rich insights from his professional journey—from growing up in California's "salad bowl" to leading a highly specialised transportation service. The conversation delves into competitive differentiation in a saturated logistics market, emphasising the nuanced approach required to manage high-value, perishable cargo and how ATS continues to excel by sticking to its niche. As the discussion unfolds, Colby discusses crucial challenges faced by the logistics industry, such as maintaining premium services amidst cost pressures and leveraging personal relationships for strategic business growth. Emphasising a focus on reliability and integrity, Colby offers advice on how sales leaders can improve market positioning through consistent service delivery and building lasting client partnerships. The episode is rich with strategic insights for those interested in logistics, sales leadership, and operational management. To connect with Colby and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/colby-varley-5ba57a69/ Website - https://advancedtransportationservices.com/
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    53 mins
  • Mastering Disruptive Leadership with Ted Santos

    Mastering Disruptive Leadership with Ted Santos
    Jun 5 2025
    In this episode of the Exceptional Sales Leader podcast, I engage in a dynamic conversation with Ted Santos, an expert in disruptive leadership and business transformation. Tuning in from New York, Ted shares his journey from being a sales trainer to leading companies through transformative change. The discussion revolves around the importance of challenging existing norms and creating opportunities for innovation in business environments. Ted delves into the core aspects of disruptive leadership, emphasising the need to question presuppositions and foster a culture of change. He shares personal anecdotes and professional experiences that highlight the significance of mindset shifts and continuous learning in achieving business success. With insights into human behaviour and the dynamics of organisational transformation, Ted provides listeners with valuable strategies for leading their teams through change and disruption. This episode is a must-listen for anyone looking to enhance their leadership skills and embrace the power of innovation in the corporate world. To connect with Ted, and to learn more about what he does, including grabbing a copy of his book "Here's Why You Can't Find Love", please go to: LinkedIn - https://www.linkedin.com/in/ted-santos-ab0107/ Website - https://turnaroundip.com/ Book - https://turnaroundip.com/book/
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    1 hr and 1 min
  • Mastering Sales Incentives – Driving Motivation & Productivity with Bernie Kassar

    Mastering Sales Incentives – Driving Motivation & Productivity with Bernie Kassar
    Jun 4 2025
    In this episode of the Exceptional Sales Leader podcast, I welcome Bernie Kassar, a leader in the field of incentive compensation management and founder of Latitude 39 and Hit Quota. The conversation dives into the intricate world of sales incentives and productivity, as Bernie shares invaluable insights into designing compensation plans that not only motivate sales teams but also align with corporate goals. As someone well-versed in sales strategies, Bernie emphasises the power of simple, effective comp plans and touches on the psychology of motivation in sales. He shares examples of how overly complex or capped compensation plans can demotivate sales teams, highlighting the critical role of clear incentive structures in fostering a productive sales environment. Additionally, the discussion explores the changing landscape of work post-Covid, with Bernie introducing Hit Quota—a tool designed to enhance productivity and focus, acknowledging the challenges and opportunities presented by remote work dynamics. This episode is a must-listen for anyone invested in sales leadership, looking to enhance their team's motivation and productivity through optimised compensation strategies and modern productivity tools. To connect with Bernie, and to learn more about what he does with Latitude 39 and Hit Quota, please go to: LinkedIn - https://www.linkedin.com/in/berniekassar/ Latitude 39 - https://latitude39.com/ Hit Quota - https://hitquota.com/
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    50 mins
  • Transforming Adversity into Leadership with Bernadette McClelland

    Transforming Adversity into Leadership with Bernadette McClelland
    Jun 1 2025
    In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on how leadership principles can transform lives both inside and outside of prison. She highlights the importance of empathy, resourcefulness, and self-forgiveness, drawing parallels between leading a sales team and supporting individuals in high-security environments. Furthermore, Bernadette delves into the future of sales leadership in the age of AI, advocating for the necessity of codifying one's expertise to remain relevant and influential in shifting business landscapes. Through insightful anecdotes and actionable advice, this episode serves as a rich resource for anyone interested in sales leadership evolution and personal growth. To connect with Bernadette, and to learn more about the Sales Leadership Academy, please go to: LinkedIn - https://www.linkedin.com/in/bernadettemcclelland/ Website - https://www.bernadettemcclelland.com/ Sales Leadership Academy - https://salesleadershipacademy.com/
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    56 mins
  • From Top Seller to Effective Sales Leader with Walter Crosby

    From Top Seller to Effective Sales Leader with Walter Crosby
    May 29 2025
    In this engaging episode of the Exceptional Sales Leader Podcast, I sit down with Walter Crosby, CEO of Helix Sales Development. Walter shares his unique insights on sales leadership, drawing from his extensive experience in the industry. We talk about Walter's journey, from a blue-collar background to a successful career in sales and sales management. The episode delves into critical themes, including the importance of coaching in sales leadership and how to effectively hire and develop sales teams. We explore the challenges and misconceptions surrounding sales leadership, especially the common practice of promoting top-performing salespeople to managerial roles without proper training. We emphasise the significance of understanding the difference between selling and managing and the need for a targeted recruitment process. The discussion also touches on the necessity of cultivating the right company culture, where accountability and proper sales management processes are paramount. Walter advocates for a comprehensive approach to sales leadership, focusing on coaching, clear sales processes, and fostering a supportive environment for sales teams to thrive. To connect with Walter, to learn more about what he does, as well as plug into his Podcast, "Sales & Cigars", please go to: LinkedIn - https://www.linkedin.com/in/walterlcrosby/ Website - https://helixsalesdevelopment.com/ Podcast - https://podcasts.apple.com/au/podcast/sales-and-cigars/id1567106056
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    55 mins
  • Unlocking Cold Email Success with Justin Chi

    Unlocking Cold Email Success with Justin Chi
    May 21 2025
    Welcome to another episode of the Exceptional Sales Leader Podcast, featuring Justin Chi, an entrepreneur excelling in the realm of cold email strategies. Justin is the co-founder and CEO of Cold Email Hackers, where his pioneering techniques in email outreach are reshaping the way businesses connect with prospects. In this episode, we delve into the nuances of email as a powerful sales tool—discussing tactics, successes, challenges, and the essential mindset needed for effective sales communication. Throughout the conversation, Justin provides valuable insights into the mechanics and best practices of cold emailing. Highlighting common pitfalls such as using primary domains for sending emails and emphasising the importance of secondary domains, he addresses the critical factors that determine email deliverability. Focusing on personalised, succinct messaging, Justin explains how the right email strategy can complement traditional sales methods like cold calling, offering a robust framework for engaging prospects. With an eye on evolving technologies like AI for list targeting and spam filter compliances, this episode serves as a comprehensive guide for anyone looking to enhance their sales outreach through email. To connect with Justin and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/coldemailhacks/ Website - https://coldemailhackers.com
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    49 mins
  • Embracing Self Leadership To Drive Sales Success with Amy Franko

    Embracing Self Leadership To Drive Sales Success with Amy Franko
    May 16 2025
    In this episode of the Exceptional Sales Leader Podcast, I welcome sales strategist Amy Franko to discuss the evolving landscape of sales leadership. We explore the impact of technology and remote communication post-COVID, especially in broadening market horizons and talent acquisition, as well as diving deep into the pivotal role of self-leadership in achieving sales success. Amy shares insights from her journey, pivoting from tech giants IBM and Lenovo to establishing her own firm focused on sales growth strategies. Key themes include the importance of intentional self-leadership, resourcefulness in sales, and leveraging self-awareness to enhance leadership presence, ultimately contributing to strategic sales growth. To connect with Amy and to learn more about what she does, including grabbing a copy of her book "The Modern Seller", please go to: LinkedIn - https://www.linkedin.com/in/amyfranko/ Website - https://amyfranko.com/
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    54 mins
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