The timelines to industry leadership... What role has Culture played in your journey? Listening to yourself and your intuition NOT your competitors. The problems with cash flow - what you can't do without versus what you can do with it. Making your own luck, Good and Bad - Challenge creates Opportunity. Exponential Growth - Looking for the opportunities between what your customers don't know and your suppliers can fix themselves... Organisation Life Cycle - the limitation of Sales Budgets and the importance of Structure. What do you enjoy about sales... •Customer Relationships/Teams/Problem So ..read more

In 1992, I was 22, had just left university and thought I knew everything. It was the recession we had to have and jobs were hard to come by. I eventually landed a role in sales, it took me about 2 days to realise that I knew nothing. Luckily for me, my manager sent me to a sales training course where I first met Malcolm Stradwick. By his own admission, Malcolm was to follow his family's footsteps into teaching until a chance opportunity during university holidays led to him selling second hand white goods and in turn triggering a lifelong obsession into the art and science of sales. He was en ..read more

•Building rapport 25 times a day, 6-7 days a week, for more than 25 years. •Listening for content, inflexion and body language to ensure a diagnosis that saves someone's life. •The power of intuition and the importance of keeping your mind open. •Trust vs Terminology - avoiding the technical traps that you may fall into by using language that is easy for people to understand. •Reading people - insights into human behaviour/reactions. •Nature vs Nurture - personal and professional development through making the most of what cards you are dealt in life. •Improving commercial acumen by learning f ..read more

This one is a little different but provides insights into the machinations of the construction industry from someone who has seen it all. Julian Doyle was one of the founding directors of Icon Construction,. In this episode he shares his journey from being on the tools in Martin Place to the Towers of Dubai and everything in between. Julian's skills as a builder enabled him to deliver projects across three continents but his ability as a leader ensured the development of his team and some rock-solid relationships that he came to rely on as he navigated his company through the Opal Tower challe ..read more

•How does one find themselves in Sales? •Learning the ropes to become effective in the Business Development Function. •Keeping your head - taking the wins & copping the losses in sales. •What salespeople can learn from Tom Brady's philosophy on winning. •Stakeholder Management - Planning & executing the complex sale. •Listening to your clients, what they are saying & what they aren't. •In the trenches - the importance of Resilience, Relationships, Reflecting •Learning from your losses - you gotta feel the pain ..read more

Brent Cubis has been managing and developing finance teams in large organisations throughout his career to ensure returns by improving operational efficiencies. Whether initiating change to ensure cost savings or raising significant amounts of funds to keep large companies afloat through GFC and Covid 19 the role of a Global CFO requires lots of selling, both internally and externally. His insights gained from being born into a family of sales people helped shape his career and value the importance of revenue and margin are fascinating as is his perspective on how to respond to tenders and the ..read more

No, not John Oulton, this one is absolute gold, he has worked hard at it, bloody hard all of his life and is now enjoying the benefits (and challenges) of a lifelong career with all the ups and downs that go with it. John was born into sales and spent his formative years honing his craft listening, being curious and learning from EVERYONE around him. It served him well, he continued to double down on his professional development continually pushing himself and taking the opportunities that his efforts created. We talk about the importance of: •Planning sales meetings and preparing for conversa ..read more

•Sleep - productivity's number one tip. •Grounding oneself through Mediation or Prayer. •The power and importance of documenting your thoughts through Journaling. •Get your blood to flow & heart pumping. •Strengthening your courage muscle. •Working on your creativity. •Read or listening to something uplifting. •Invest in your key relationships. •Daily intention, my word for the day. •The benefits of a cold shower. •Sharpening my saw - the value of planning ..read more

Join Karen Matthews as she shares her journey from people pleaser to CEO of Ella Bache and 2004 Telstra Business Woman of the Year. In this episode we cover: •Selling yourself - backing the early years and the mindset secrets that have helped •Building exponential sales growth - the power of clear strategy and good execution •Sales stories from the front line - the experience of being sold to as a CEO, the good, the bad and the ugly •The importance of business relationships, internal & external. •Knowing your brand and aligning your people with it. •Authenticity, the synergistic impact whe ..read more

•Recruitment - avoiding the high cost of failure. •Inducting - learning from the sink or swim mentality. •Training - being strategic and specific to ensure development. •Coaching - in the field, where it really happens. •Relationships - making it work for all ..read more