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PODCAST

The Exceptional Sales Leader Podcast

Darren Mitchell

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through

business management

All Episodes

57:14

Whale Hunting with Barbara Weaver Smith

The Exceptional Sales Leader Podcast ·

2024/03/22

In B2B sales, many sales people love to be part of the big complex deals, the ones that often have a great deal of prestige and status attached to them, because, more often than not, they include iconic brands or industry leaders. The challenge though is that many sales teams and organisations are not set up well enough in order to build a compelling proposition to attract the big sale. They lack planning, they lack strategy, and they lack effective execution. In today's episode, I have the

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58:45

The Seller’s Journey With Richard Harris

The Exceptional Sales Leader Podcast ·

2024/03/15

I firmly believe that sales is one of the most fulfilling and satisfying careers available, and yet, when speaking with sales people, I often hear them describe their role as Customer Success Manager, Account Director, Customer Experience Manager, amongst other 'titles'. Why don't people simply say "I'm in Sales"? Whether we like it or not, sales is central to every business and every organisation, and whether you carry a sales target or not, everyone is in sales. In today's episode, I enjoy a

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56:12

The Great 8 Pillars with Chris Peer

The Exceptional Sales Leader Podcast ·

2024/03/15

When it comes to marketing, many organisations adopt the 'hope and pray' strategy, where they throw a heap of information into the marketplace hoping some of it will stick. And when the sales team is unable to convert the leads that come from this strategy, often they blame marketing for providing poor leads, and marketing blame sales for their inability to convert. Organisations that are able to build a more tangible and intentional marketing strategy, and ensure that both sales and marketing are

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57:30

Sell Like a Cockatoo With Gail Kasper

The Exceptional Sales Leader Podcast ·

2024/03/08

Just about every sales person on the planet is looking for a way to differentiate themselves from their competition, and for the most part, they look for product or service differentiation. Not nearly enough salespeople look inwardly and consider what it is about themselves that can become the catalyst for differentiation and hence miss out on the opportunity to become exceptional. Gail Kasper is on a mission to change that and in today's episode, Gail shares what it means to sell like a cockatoo,

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56:01

Creating a Profitable Revenue Engine With Tom Kaiser

The Exceptional Sales Leader Podcast ·

2024/03/01

When it comes to selling in the B2B marketplace, not only can selling become quite complex, it also requires involvement and buy-in from multiple stakeholders in the selling organisation. Whilst the sales team may take the lead on strategy development and sales execution, there is a role to play for multiple people within the organisation, so that the organisation can create a profitable revenue engine, that is also sustainable. In today's episode, I enjoyed a terrific conversation with Tom Kaiser,

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17:46

The Sale Only Starts After The Sale Is Made

The Exceptional Sales Leader Podcast ·

2024/02/27

I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things to say about sales - perceptions such as pushy, sleazy, untrustworthy, inauthentic. Very rarely do I hear positive perceptions, which is disappointing.I often share with teams that I truly believe that sales is the ultimate form of service, and can be not only very lucrative, it can also be a profession of high

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16:50

Mistakes Are Rarely Fatal & Failure Rarely Final

The Exceptional Sales Leader Podcast ·

2024/02/23

It’s amazing when talking with sales people, the number who share with me that they are so conditioned by their Sales Manager &/or business to not make mistakes, they rarely take a chance. Often the feedback when they get something wrong is so negative and discriminatory, it discourages them from even trying. Not a great environment to operate in, wouldn’t you agree? And unfortunately a byproduct of this environment is lack of progress, and lack of results. Which in many people’s eyes is

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54:47

Relentless Sales With Jon Alwinson

The Exceptional Sales Leader Podcast ·

2024/02/16

If you have been in sales for any length of time, you would appreciate that whilst it can be a very fulfilling and lucrative career, it is not easy, and it can present numerous challenges. It is therefore so critical to have a great Sales Manager or mentor in your corner to help guide you, assist you and also challenge you, as well as developing competency and confidence in a number of key areas. In this episode, I have a fascinating conversation with Jon Alwinson, Senior Regional Sales Manager at

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55:18

Scaling Sales Using The 10X Framework With Solomon...

The Exceptional Sales Leader Podcast ·

2024/02/14

Every organisation relies on sales for its success, however, many organisations utilise the 'hope & pray' strategy, where they implement a marketing or sales campaign, throw as much 'mud at the wall' as possible, and hope that some of it will stick. And many organisations have no clear mechanism from which to measure the effectiveness of their strategies, hence they keep throwing mud. Whilst sales can be a game of numbers, there is a better way - a way to target the ideal future customer and to

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56:16

Preparation & Progress Is Key To Success – Jason Criddle

The Exceptional Sales Leader Podcast ·

2024/02/08

What is the key to success? Many people ask that question, and there are a multitude of different answers. From being in the right place at the right time, to having a 'killer' product or service, or having the financial backing of a large company. There are many perspectives on what it takes to be successful, and yet, often people look for the easy road, or the quick road. The reality is there is no such thing - becoming successful takes work, it takes persistence, a strong self belief and it takes

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56:00

From Psych Ward to Shark Tank – Akeem Shannon

The Exceptional Sales Leader Podcast ·

2024/02/07

I am a big fan of the Hero's Journey, and have come to understand that every single one of us are on our own Hero's Journey and will be at different stages. In today's episode, I have the absolute pleasure of speaking with Akeem Shannon, the Founder & CEO of Flipstik, and a man who has been on an incredible journey. From being bullied at 15 for being different, to flunking out of college at 19, being admitted to a mental hospital at 23 and appearing on Shark Tank at 28, Akeem's journey has been one

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19:13

Stop Chasing 2 Rabbits At A Time!!

The Exceptional Sales Leader Podcast ·

2024/02/06

Confucius said “The person who chases 2 rabbits, catches neither”. This is so applicable to sales and sales leadership - are you & your team guilty of chasing too many rabbits at once? Perhaps it is pressure from senior executives to deliver the numbers in the short term that can lead to this behaviour. And we can get caught up in the busyness of chasing that we end up burning energy for not much return. Intuitively we know that focused action and attention on the right customer can deliver

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1:00:11

Fixing What’s Broken In B2B Sales with Scott Marker

The Exceptional Sales Leader Podcast ·

2024/02/02

When we look across the vast majority of organisations in the B2B space that run sales teams, they all tend to follow the same formula - attract sales people with incentives of large OTE's, with unlimited earning potential, sales incentive trips, trinkets and awards. Full confession - I have been an integral part of this environment for many years. Whilst these organisations will verbalise their commitment and focus on customer excellence and customer success, the structure of their organisations

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16:59

Is Your Team The Industry’s Best Kept Secret?

The Exceptional Sales Leader Podcast ·

2024/01/29

One of my core beliefs around sales is that it is the ultimate form of service, and that if we are able to provide a valuable and tangible solution to a problem for a customer, then a sale is inevitable. Presupposing of course that the customer actually wants and needs to solve the problem. In working with sales teams over the last 9 years, I have been intrigued by the number of sales people who perhaps do not share the same belief around sales, and rely almost entirely on inbound interest to

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47:28

Building Wealth In Sales With Darcy O’Rourke

The Exceptional Sales Leader Podcast ·

2024/01/25

I firmly believe that sales is one of the greatest professions on the planet, not just because of the impact we can have on others, but also based on the rewards that are available in the profession. It is one of the most lucrative careers available which doesn't have a definitive pre-requisite of a degree or specific background, with unlimited earning potential in many organisations. What's interesting though is many sales people, as well as sales leaders, don't have a clearly defined wealth

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54:18

The Power of Your Beliefs with Tiffanee Cook

The Exceptional Sales Leader Podcast ·

2024/01/23

When it comes to creating success, in any endeavour, many people focus their attention on the technical aspects of the task at hand - refining their technique, improving a skill, or following an outlined process. Whilst this may create a level of competency, there is a critical ingredient that is often overlooked, or moved to the side - the power of belief. When we can tap into belief, either the belief we have in ourselves, or often the belief that someone we trust has in us, it can amplify our

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17:10

Lessons in Sales Leadership from a Border Collie

The Exceptional Sales Leader Podcast ·

2024/01/22

Major confession - I love Border Collies and I’m absolutely obsessed with mine - Millie. In observing her and other Border Collies over the last 18 months, I have realised they can teach us Sales Leaders some valuable lessons. In this episode, I discuss 10 key lessons that we, as Sales Leaders, can learn, and apply from Border Collies. Would love your thoughts.

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53:46

Building Your Personal Board with Emma Maslen

The Exceptional Sales Leader Podcast ·

2024/01/19

You may have heard the term, 'Your net worth is determined by your network', along with 'it is not so much what you know, as to who you know'. Both of these sayings carry weight, especially when you consider people who are successful and seemingly the beneficiary of opportunities. It can be easy to look at some people and simply think they are lucky or they know the right people, but in the vast majority of cases, these 'successful' people didn't start out with a powerful and diverse network - they

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55:06

A Unique Approach To PR & Marketing with Mike Maynard

The Exceptional Sales Leader Podcast ·

2024/01/15

Some in the marketing game subscribe to the belief that any publicity is good publicity. In the B2B world of 2024, with expectations and competition at an all time high, I don't think this approach is a recipe for success. Companies need to be more intentional and more strategic with the messaging they put out in the marketplace, especially if they are looking to make 2024 a year of growth and improved profitability. In this episode, I enjoy a terrific conversation with Mike Maynard, Managing

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49:27

From Stripper & MMA Champion To Exceptional Sales...

The Exceptional Sales Leader Podcast ·

2024/01/12

The great thing about sales is that it really doesn't matter what your background is or what your education level is, you can be successful, as long as you follow certain guiding principles and surround yourself with quality, supportive & encouraging people. It is why I think sales is one of the greatest careers on the planet. This episode's guest is no exception. From spending some of his formative years in Bermuda, to completing high school in Virginia, USA, then university in Queensland, Barratt

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