Episodios

  • Creating Compelling Pitches That Win with Elliot Epstein

    Creating Compelling Pitches That Win with Elliot Epstein
    May 13 2025
    In this episode of the Exceptional Sales Leader podcast, I enjoy an enlightening conversation with Elliot Epstein, a seasoned sales leader, about the intricacies of securing big deals in corporate sales. The conversation delves into the challenges and strategies of delivering compelling pitches that win, focusing on the significance of authentic communication and understanding the human element in sales. Elliot shares his journey from a novice 19-year-old in the sales industry to becoming a leading consultant and founder of Salient Communication. The discussion centers around the concept that successful sales are not simply about filling in sheets or relying on frameworks, but about connecting with decision-makers on a personal level. Elliot emphasises the value of involving high-level executives and board members in strategic pitches and highlights the importance of bold offers that jolt potential clients into action. He also speaks to the significance of genuine empathy in understanding client situations, allowing for more meaningful and successful engagements. Elliot delivers insightful advice on maximising sales opportunities through human connection and strategic team involvement. This is a must listen if you are focused on securing the big deals. To connect with Elliot and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/elliotepstein/ Website - http://salientcommunication.com.au
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    1 h
  • Unlocking Exceptional Sales Performance Through Mindset & Leadership with Manny Fiteni

    Unlocking Exceptional Sales Performance Through Mindset & Leadership with Manny Fiteni
    May 11 2025
    In this episode I am joined by Manny Fiteni for a fascinating discussion about leadership, mindset, and personal development. We explore the intersections of corporate experience and personal growth, diving into Manny's rich history in banking and finance, which pivoted into a career centered around enhancing leadership and personal mindset. Manny shares insights from his journey, his current ventures, and his approach to developing high-performance teams. Harnessing over three decades of experience, Manny highlights the critical role of mindset in achieving sales leadership success. He outlines how his financial background and interest in personal development led to the foundation of My Growth Corporation, a platform designed to enhance personal development through innovative resources. Through anecdotes and expert advice, Manny reveals strategies for aligning conscious and subconscious goals, cultivating high-performing environments, and achieving true leadership. It is a must listen episode for any sales leader or aspiring sales leader committed to elevating their impact. To connect with Manny and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/manny-fiteni-b0173637/ Website - https://www.mygrowthcorporation.com/
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    59 m
  • From Passionate Prospecting to Closing Deals with Harriet Mellor

    From Passionate Prospecting to Closing Deals with Harriet Mellor
    May 7 2025
    In this episode I welcome Harriet Mellor, a prominent figure in the field of sales development and training. The conversation dives deep into Harriet’s journey from her diverse interests in becoming a vet or lawyer to thriving in sales and ultimately becoming the CEO of Your Sales Co. Harriet shares her initial resistance to sales and how her perspective shifted through real-world experiences, leading her to a career where she now empowers sales teams worldwide. We explore the intricacies of sales strategies and development, with Harriet elaborating on the importance of consistent outreach, understanding customer needs, and leveraging a multi-channel approach to sales. We also delve into the dynamic between sales and marketing teams, emphasising collaboration for better lead generation, and tackle the challenges posed by modern tools like AI in potentially making salespeople less effective. Harriet stresses the need to maintain humanity and personalised touch in sales engagements to build trust and close deals effectively. This episode is filled with tips, tactics and strategies to not only fine tune your sales prospecting, but also close more deals. To connect with Harriet and to learn more about what she does, including plugging into her podcast "Sell Like You", please go to: LinkedIn - https://www.linkedin.com/in/harriet-mellor/ Website - https://www.yoursalesco.com/ Podcast - https://podcasts.apple.com/au/podcast/sell-like-you/id1628944031
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    1 h y 3 m
  • The Power of Sales Consistency with Tracy Sheen

    The Power of Sales Consistency with Tracy Sheen
    May 4 2025
    In this episode I am joined by Tracy Sheen, a seasoned expert in AI-driven sales strategies, based in Toowoomba, Queensland. From a childhood spent in technology-infused environments to becoming a celebrated author and AI strategist, Tracy delves deeply into her philosophy of relationship-focused sales, underscoring the importance of ethics and authentic connections in both regional and metropolitan markets. Throughout the conversation we discuss the transformative influence of AI in modern business practices as well as discussing practical, ethical uses of AI, encouraging transparency and strategic collaboration between AI platforms and human intuition. A key pillar in 2025 and beyond is sales consistency, and AI is well positioned to enable sales leaders and their teams to achieve this and at the same time deliver tangible customer value. Tracy's insights offer a fresh perspective for sales leaders looking to leverage AI to enhance both productivity and relationship-building capabilities, which makes this episode a must listen. To connect with Tracy and to learn more about what she does, including grabbing a copy of her book, "AI & U", please go to: LinkedIn - https://www.linkedin.com/in/tracysheen/ Website - https://thedigitalguide.com.au/ Book - https://aiandu.com.au/
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    1 h y 3 m
  • The Key To Sustainable Sales Success with Richard Webbe

    The Key To Sustainable Sales Success with Richard Webbe
    Apr 28 2025
    In this episode I enjoy a fascinating conversation with Richard Webbe, a dynamic figure in the world of sales and entrepreneurship, and a friend of many years. Richard delves into his transition from an engineer to a sales leader, influenced by family narratives and a strong belief in understanding customer value. This episode is a deep dive into the foundational principles of sales, the evolving landscape with AI, and the significance of personal and organisational value alignment. Richard emphasises the importance of being a good listener, building personal value, and aligning with client needs. With a humorous touch, Richard recounts his varied experiences, from creatively solving complex sales situations to exploring the impact of technology and AI on future sales landscapes. His anecdotes are not only engaging but serve as timely lessons on the balance of innovation and human connection in sales processes. This is a must listen episode if you are looking for the key to sustainable sales success. To connect with Richard and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/richardwebbe/
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    1 h y 1 m
  • Creating Sales Success by Staying True to Yourself with Andy Reid

    Creating Sales Success by Staying True to Yourself with Andy Reid
    Apr 24 2025
    Today I'm thrilled to be joined by Australia’s #1 auctioneer and success coach, Andy Reid. The discussion takes us on a journey from Andy's beginnings in England, navigating careers from mechanical engineering to hospitality, then leaping into the high-pressure world of real estate. Boasting impressive sales figures and a keen acumen for auctioneering, Andy discusses his approach to coaching and mentoring within sales, all while underpinning the core tenets of success and high performance. We also discuss the practical aspects of sales, exploring the often misunderstood role of relationships in this field. The episode highlights pivotal moments in Andy’s career, such as overcoming an initial seven-month slump in real estate after a meteoric success in the first month. As Andy explains, understanding one’s goals, staying true to oneself, and fostering genuine connections are critical to thriving in a competitive market. Replete with humour and wisdom, he dispels myths about sales, examines the overlapping spheres of success and happiness, and invites us to reassess traditional perspectives on personal and professional development. It is a brilliant episode, and one well worth listening to multiple times. To connect with Andy, to learn more about what he does, including grabbing a copy of his book "Success Curious - How to Define & Achieve High Performance", and to plug into his podcast, please go to: LinkedIn - https://www.linkedin.com/in/andyreidcoaching/ Website - https://andyreid.com.au/ Book - https://andyreid.com.au/product/success-curious/ Podcast "Success Curious" - https://podcasts.apple.com/au/podcast/success-curious-with-andy-reid/id1717343750
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    1 h y 9 m
  • Turning Your Voice Into a SuperPower with Jimmy Cannon

    Turning Your Voice Into a SuperPower with Jimmy Cannon
    Apr 22 2025
    In this episode I'm delighted to speak with Jimmy Cannon, a distinguished voice coach from the UK. Throughout the conversation, we delve into the nuances of effective communication, explore the importance of voice control in establishing credibility and influence and Jimmy shares his journey from being a professional musician to becoming a sought-after voice mentor, explaining how voice training can significantly impact a person's professional presence. The discussion uncovers various techniques to help individuals overcome public speaking anxiety and perfect their vocal delivery, as well as exploring actionable techniques such as breath control, understanding resonance, and utilising body language for maximum impact. The conversation is enriched with Jimmy's personal anecdotes and expert advice, focusing on how sales leaders and professionals can significantly improve their communication abilities, and turn their voice into a SuperPower. To connect with Jimmy, and to learn more about what he does, including plugging into his podcast, please go to: LinkedIn - https://www.linkedin.com/in/jimmycannon/ Website - https://www.jimmycannon.com/ Podcast " Master Your Voice Today" - https://podcasts.apple.com/au/podcast/master-your-voice-today/id1481498789
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    1 h
  • Unlocking The Motivated Speaker with Ruth Milligan

    Unlocking The Motivated Speaker with Ruth Milligan
    Apr 17 2025
    In this episode, I delve into the world of communication with Ruth Milligan, a seasoned executive speech coach and trainer. This conversation unpacks the nuances of effective verbal communication, highlighting the importance of crafting messages that resonate with audiences. Ruth shares the story of how a rainy evening led her to discover TED Talks and eventually host the first TEDx Columbus event, propelling her career into a new and exciting direction. Ruth discusses the transformative power of public speaking and the often-overlooked aspects that elevate an ordinary speech to an exceptional one. From tackling "shaded habits" that detract from message delivery to underscoring the need for audience-centered storytelling, Ruth emphasises the essentials of structured thinking in communication. We also explore how leaders can improve their team dynamics and make impactful pitches, particularly when dealing with high-stakes contracts or when addressing thousands at conferences. This episode is a must listen if you are committed to improving your speaking skills. To connect with Ruth, to learn more about what she does, as well as grabbing a copy of her soon to be released book "The Motivated Speaker", please go to: LinkedIn - https://www.linkedin.com/in/ruthmilligan/ Website - https://www.articulationinc.com/
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    1 h y 8 m
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