The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Podcast
Welcome to The Sales Revolution Podcast! Every revolution starts somewhere and this revolution is all about making it easier for organisations to attract, keep and grow the customers who want to belong to them.
Every episode is a little peek into companies, thought leaders, and experts who are doing great things in revolutionising business in such a way that it inspires you to think differently about your own organisation and most importantly take the steps towards becoming magnetic so your organisation is a customer powerhouse – not just a single function or person.
Listen to our episodes
Trailer: The Sales Revolution
Balancing Empathy And Accountability with Trudy MacDonald
COVID has inflicted an onslaught of change in the way we live and the way we work. It has meant that organisations need to alter their own leadership practices to reflect the changing behaviours of their people.
Trudy MacDonald,Founder and Managing Director of human resource consultancy TalentCode HR, highlights the challenges of balancing empathy and accountability, especially in the context of remote work and flexibility. Trudy emphasises the importance of emotional intelligence in leadership and the need for feedback-rich cultures. She also explores the shifting expectations and motivations of Gen Z employees and offers solutions into attracting and retaining them.
Trudy also discusses the value of personalised development programs, peer learning, and cross-generational collaboration, and she emphasises the importance of clarity, transparency, and accountability frameworks in creating a culture of accountability and support.
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What Is The Sales Revolution?
The Sales Revolution podcast explores a new paradigm shift in sales organisations and the way they think about customers and salespeople. Ingrid Maynard, CEO of The Sales Doctor, introduces the concept of the Mutual Mattering Philosophy, which focuses on mutual enrichment and service to customers. The goal is to create a magnetic organisation that attracts the right people and becomes impossible to replicate.
Nurturing Relationships: The Key To Sales with Bob Nordlinger
Sales has lost its prominence and prestige over the decades, and most of that decline has evolved from marketing overtaking sales as the driving force in business. That’s according to Bob Nordlinger, CEO and Consulting Director of Superior Strategy, and one of Australia’s most experienced and respected CEO coaches.
He says this shift has led to a transactional approach to sales and the decline of customer relationships. Bob emphasises the importance of building trust and understanding customer needs in order to create lasting relationships. He also explores the concept of givers and takers in sales and the impact they have on organisational culture.
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Exactly When Did Sales Become A Dirty Word
Ingrid Maynard is on a mission to reframe sales and bring back the focus on mutual enrichment and service. She explores the challenges faced in the sales industry, including the talent shortage and tough economic conditions. Trust and connectivity are important in building successful relationships. Sales is seen as the proving ground for this revolution, where discipline and models of excellence play a crucial role. The ultimate goal, insists Ingrid, should be to make a difference together through service and mutual mattering.
Unlocking The Customer’s Voice With An Advisory Board with Louise Broekman
If you’re try to tap into the minds of your customers – and who isn’t? – it might be worth considering a developing a customer advisory board. Louise Broekman, the founder of the Advisory Board Centre, discusses with Ingrid Maynard how customer advisory boards are tremendously beneficial for organisations to listen to their customers and involve them in the decision-making process.
Louise highlights the different functions and structures of customer advisory boards, including their role in product development and digital transformation. She emphasises the need for clarity of scope and the importance of selecting the right members for a board.
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Alchemising the Customer Experience with Sarah Pirie-Nally
Have you ever considered adopting an experience strategy with your customers or clients? Entrepreneur Sarah Pirie-Nally embraces the philosophy of creating immersive experiences that go beyond traditional customer interactions.
Sarah was one of the first ‘intrapreneurs’ at Commonwealth Bank, Head of Change and Communications at NAB, Chief Design Officer at ASB Bank. She’s started a slew of companies including Wonder & Wander, helping to transform people and organisations through innovation and design.
Sarah highlights the significance of thought leadership and encourages individuals to embrace discomfort for personal and professional growth. She advises against watering down ideas and urges people to talk about what truly inspires them.
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Bringing Out The Best In Your Team with Jerry Kleeman
A respected and recognised sales team is a loyal team and one which performs highly. So, how do you show your team you value them? According to Jerry Kleeman, there are certain things you can and should do to show how you value your teams, but not nearly enough organisations do so.
Jerry has a long list of achievements in his career, including director of sales for Fortune 500 companies, and today is CEO of Kleeman International and Chair of The Executive Connection based in Adelaide.
Jerry focuses closely on culture: one of his favourite terms is “carefrontation”, the ability for people to open up and share their vulnerability to others in the group. Jerry also discusses the significance of practicing sales skills and creating a positive and supportive environment for salespeople. He also addresses challenges in sales training and leadership development, and the importance of promoting and developing effective sales managers.
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Exactly When Did Sales Become A Dirty Word?
Over time there’s been a gradual shift in perception – a result largely from the rise of e-commerce – that salespeople have become order-takers. Although it has become a dirty word, sales is essential for organisations to thrive. Ingrid Maynard highlights the loss of delighting customers and the negative effects on profit and customer loyalty. Sales should be seen as a craft and discipline, requiring skill, psychology, and a process.
Together We Thrive with Jodie Hawkes
Jodie Hawkes discusses her decades-long journey to her role as CEO of Bowhill Engineering, an organisation that values a customer-centric approach to its role as a supplier. Jodie explains the four core competencies of Bowhill Engineering: smarter together, win before you start, complexity done excellently, and committed to the community.
She highlights the significance of creating a culture where everyone treats each other as internal customers. Bowhill is committed to engaging with the wider community and supporting causes that matter to the organisation and its people.
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Serving A Real Purpose with Sam Paior
What underlying values do you have that drive your business or organisation? Well, Sam Paior employs only disabled people and family carers, because she believes it’s important to have peers serving her clients. Sam is Founder and CEO of The Growing Space, a disability consultancy providing one-to-one support coordination for disabled people and families navigating NDIS.
Sam explains how they handled the challenging time of COVID and restrictions imposed on those working in the sector. Also, she discusses how she manages and communicates with her team who work remotely in all parts of the country. Openness and a high degree of trust are important elements in the culture of The Growing Space, which is reflected in its low turnover of staff.
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Achieving Team Alignment Around Purpose with Glen Simpson
Glen Simpson has had an unusual pathway to corporate leadership. As a trained agronomist, his career in agriculture and his work in addressing food shortage in developing countries underlies his commitment to aligning activities with the needs of the communities. One of the biggest challenges for executives is achieving alignment around purpose.
Glen discusses the impact of organisations on society and the importance of transparency. The success of an organisation, he says, depends on the mindset and well-being of its employees. He has lessons for others in leadership roles: listen actively and be present in conversations to build strong connections and understanding.
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Who Is Really Your Customer?
Have you stopped to consider who your customers are and what they are saying about you? Do you even want to know? It can be hard confronting the truth in case the truth is not what you want to hear. Ingrid Maynard explores the importance of customers and their impact on an organisation’s reputation. The definition of a customer needs to expand beyond traditional buyers. Ingrid introduces the concept of becoming a magnetic organisation, where positive experiences lead to a multiplying effect on the organisation’s reputation.
3 Key Areas Of Focus For Sales To Shine
The sales landscape has changed significantly observes Ingrid Maynard, host and CEO of The Sales Doctor. She says sales leaders and salespeople need to focus on three key areas to be successful: pipeline, driving the sales process, and activity levels and technique.
Managing the pipeline is crucial, with each person’s pipeline needing to be a multiple of their sales target. Driving the sales process involves being proactive in creating opportunities, embedding belief, and shortening sales cycles. Salespeople, Ingrid insists, need to work on both activity levels and technique to succeed in today’s tough economic conditions.
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Upscale In A Strategic And Profitable Way with Jenny Stilwell
Most businesses grow to a certain size then struggle to push through. In fact, according to research by strategy advisor and business mentor Jenny Stilwell, only 7% of businesses break through $2 million in turnover. Jenny is author of The 7% Club, and she highlights the three key areas of challenge for companies looking to grow beyond $2m: complexity, people management, and transitioning from business owner to CEO.
Jenny discusses the importance of strategic growth and understanding the desired direction for the business. Customer service is an advantage that small businesses have in providing a more personal approach. Jenny suggests that large organisations can improve their customer experience by focusing on the human connection.
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Unreasonable Hospitality: A Blueprint For Exceptional Service with Mandi Ford
Mandi Ford wanted to have a business that made everyone smile. Mandi’s Director at ES Concierge & Co, Australia leading life and business concierge. She and her team help with finding gifts, booking restaurants, delivering services – any little (and big) thing that needs solving. She espouses ‘unreasonable hospitality’: exceeding expectations and surprising and delighting customers.
When hiring for customer service roles, she’s on the lookout for individuals who have a desire to serve others and treat everyone with respect. It’s important to choose and onboard suppliers carefully, ensuring they align with the company’s values and customer service standards. Creating meaningful experiences for customers, she insists, doesn’t always require a large budget; thoughtfulness and personalisation can make a significant impact.
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The Power Of Soft Skills In A Hard World with Renata Sguario
We spend so much effort and resources on learning the tools to do our job. However, it’s those often-overlooked soft skills, such as self-awareness and communication, that are crucial for success in business. That’s according to Renata Sguario, founder and CEO of Maxme, a company maximising human potential on a global scale. Embracing strengths and working on self-management, she says, can lead to positive interactions and better relationships in the workplace.
Finding a balance between AI and human skills is crucial in the evolving technological landscape. Automation can only handle simple tasks, while complex problem-solving and creativity are difficult to automate. Human skills such as problem-solving, communication, collaboration, and adaptability are crucial in the face of automation. Renata believes that employers play a vital role in supporting school leavers and bridging the gap between education and the workplace.
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Cultivate Loyalty With The Organisation, Not The Salesperson
The relationship with your customers shouldn’t be forged in isolation. Every single touchpoint across the organisation should aim to create a sensational customer experience. Ingrid Maynard discusses how a stronger customer relationship leads to loyalty and revenue continuity, as well as profitable growth and referrals. She emphasises the need to create an organisation that is in its own league and is a magnetic driver. The ultimate game is for your customers to become impervious to your competitors and feel like they are a part of your organisation.
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https://omny.fm/shows/the-sales-revolution/cultural-alignment-in-sales-shaun-carey
The Importance Of Cultural Alignment In Sales with Shaun Carey
We’re led to believe we choose our own career, but in reality careers often choose us, particularly sales careers. Shaun Carey, Chief Sales Officer at Tradeware, shares his career journey and how he has embraced the opportunities that have come his way.
Shaun emphasises the importance of understanding the sales role and having clarity in performance expectations. He also highlights the significance of behaviours and how they contribute to culture and success in sales. He shares his advice for job hoppers, encouraging them to demonstrate their capabilities and alignment with an organisation’s pace.
Shaun offers insights on cultural alignment, the importance of being coachable, retaining the best people, alignment and leadership development, understanding the value chain, and delivering value to customers.
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Nurturing A Customer-Focused Culture with Michelle Fahey
A customer-focused culture starts with strong leadership and a commitment to valuing and empowering employees. That’s the perspective of Michelle Fahey, Executive General Manager of People, Safety & Engagement at Intellihub Group, a digital energy management company.
Having landed into an HR career, Michelle has the uncanny ability to read and engage with people quickly. She’s discovered how empathetic leadership and coaching methodologies can foster a sense of purpose and engagement among employees. Michelle discusses with host Ingrid Maynard that protecting and nurturing a positive culture is essential for attracting and retaining high-performing employees.
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I’m Not A Salesperson
Some of the best salespeople don’t see themselves as salespeople. Ingrid Maynard challenges the negative association with sales and highlights the importance of providing solutions and adding value to customers.
She shares examples of individuals and organisations that excel in sales by focusing on creating positive experiences and deepening relationships.
The underrated soft skills are crucial to sales, including: listening, effective communication, influencing, and creating outcomes. Ingrid also raises the need for developing higher-order communication skills in the age of AI and the importance of equipping future generations with these skills.
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More Than Just A Legal Practice with Jane Libbis
Jane Libbis became a lawyer because she wanted to help people. Jane is the founder of Umbrella Family Law, whose approach to business is different to other practices.
Jane explains to host Ingrid Maynard how important it is for her to build a network of like-minded professionals and clients who align with the values and culture of her law firm. There’s a challenge, she admits, of balancing empathy and compassion with the commercial realities of running a law firm.
Jane also discusses the importance of setting boundaries and maintaining respectful communication with clients. Fundamentally, she says Umbrella is more than just a legal practice, “we’re a ray of hope.”
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Balancing AI and Human Connection with Justin Tibbett
Named one of the leading customer experience (CX) leaders in the world, Justin Tibbett’s 30-year career began on the phone in a call centre; today he’s CEO of the Australian Customer Experience Professionals Association. His expertise spans the impact of AI on CX, the importance of empathy and personalised service, and the need for strategic investment in both technology and human skills.
There’s a been a shift, he says, in call centres handling simple, transactional calls to more complex interactions due to technological advancements. AI has enabled customers to self-serve, by reducing basic queries handled by agents. This shift makes empathy and interpersonal skills crucial for handling intricate customer issues. Justin questions whether companies are investing enough in training their personnel for these higher-level skills.
He explains to host Ingrid Maynard that smaller businesses excel in building personal connections with customers, a practice larger companies could learn from despite their scale challenges. A holistic CX approach, understanding the customer’s lifetime value, and balancing technology with human interaction are essential.
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Building Customer-Centric Cultures for Success – Jason Tunbridge
Australian small businesses are grappling with economic uncertainty, talent shortages, and rapid technological advancements, including AI. With a lifetime of experience in the SME marketplace and as Co-founder and Director of the Leadership Think Tank, Jason Tunbridge believes a strong focus on customer needs is essential for business success. Exceptional customer service can turn clients into advocates who promote the business, generating referrals and driving growth even without direct marketing efforts.
Jason insists that a CEO’s active involvement is crucial in creating a robust customer-focused culture, which can lead to long-term business success. The Leadership Think Tank helps CEOs by providing a confidential forum for sharing ideas and strategies across industries, fostering innovative solutions and strategic thinking. CEOs should allocate time for strategic thinking and learning from peers to address business challenges effectively.
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Nurturing Business Relationships with Generosity – Stacey Packer
Stacey Packer, founder of SP Consulting, shares her philosophy of generosity and relationship-building in business. By giving first—whether through introductions or valuable insights—businesses can build stronger, more meaningful connections. Following up on introductions and referrals is crucial; there is value in thanking the referrer and updating them on the outcomes, which strengthens professional relationships and maintains respect.
Entrepreneurs, she says, should be clear about their values and service expectations to attract and maintain aligned relationships. The principles of mutual mattering—such as unconditional positive regard, celebrating wins, and being compassionate—are central to fostering meaningful and supportive professional relationships.
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Transforming Sales from Order-Taker – Stephanie Christopher
Recognising internal colleagues as customers enhances organisational culture and drives strategic results. That’s according to Stephanie Christopher, a seasoned sales leader with more than 25 years’ experience, currently serving as the Managing Director at Vistage Australia and New Zealand. She is known for her deep insights into sales strategies, customer consciousness, and fostering a culture of excellence within organisations.
She explains how a narrow view of customers, limited to external parties, can lead to inefficiencies and frustration. There is a need for sales professionals to adapt to higher customer expectations and sophisticated research, as opposed to the order-taker mentality some salespeople exhibit. Investment in sales training, therefore, is crucial, especially in challenging economic times, to ensure sales teams remain effective.
Despite the challenges we’re all facing in business, Stephanie insists there are significant opportunities for skilled salespeople to excel and for organizations to gain a competitive advantage by cultivating top talent.
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https://omny.fm/shows/the-sales-revolution/the-power-of-authenticity-dana-walton
The Power of Authenticity – Dana Walton
Dana Walton is an accomplished sales professional with a background in owning and managing gyms, and experience with major brands like Motorola. Currently a sales and marketing specialist at REI Super, Dana is known for her authentic approach and emphasis on adding value.
She discusses with host Ingrid Maynard the critical role of clear expectations in achieving success and how unclear goals can lead to extended setbacks. She emphasises the importance of sales discipline, preparation, and authenticity in overcoming negative perceptions associated with sales.
She highlights the significance of being a servant leader – one who is open, caring, and supportive – and stresses that effective leadership involves setting clear expectations and celebrating both successes and failures. Her advice is to remain authentic – staying true to oneself is crucial for building trust and achieving success in sales.
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The Pressure Sales Leaders are Facing Today
Sales leaders are squeezed from both ends – by their teams who are struggling to achieve sales outcomes, and by senior leadership demanding results. Ingrid Maynard believes that with customers delaying buying decisions or becoming more selective, it’s tougher than ever to close deals.
Ingrid shares three key strategies to help sales leaders manage this pressure: transparency of activity, clear communication of progress, and sharing leading indicators. By educating senior leaders on market conditions, progress, and the efforts of sales teams, sales leaders can build trust, reduce misunderstandings, and foster support. Ingrid advises sales leaders to stay calm, be prepared, and maintain open communication with senior leadership to ensure recognition of their hard work in these demanding times.
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The Sales Doctor
Mutual Mattering E-Book by Ingrid Maynard
Harnessing AI for Marketing and Growth – Graham Arrowsmith
While many businesses haven’t fully realised the impact of AI, its benefits are already proving valuable. That’s according to the colourful Graham Arrowsmith, Managing Director of Finely Fettled, and host of The Next 100 Days Podcast.
An advocate for AI and technology in business strategy, Graham discusses the power of tools like MetclabsAI, which aid in refining digital strategies, building efficient websites, and enhancing sales approaches. He emphasises the comparison between AI and historical technological advances, like the steam engine, indicating that while businesses may not fully grasp AI’s potential yet, its positive impact is undeniable.
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Finely Fettled
https://finelyfettled.co.uk/
The Next 100 Days Podcast
https://thenext100days.org/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
The art of purpose-driven storytelling – Andrew Griffiths
The ability to communicate is one of the wonders of the business world. And storytelling is very much a key that. Andrew Griffiths is a storytelling maestro – he’s written 13 books, including ‘Someone has to be the most expense, why not make it you?’ He’s also a sought-after keynote speaker and mentor to business leaders.
He says that storytelling should be genuine and consistent across all platforms, reflecting your true self. Aligning personal purpose with organisational goals enhances storytelling impact, focusing on serving the audience rather than self-interest. Value perceptions, he says, can change over time, and so businesses need to adapt their value propositions to stay relevant.
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Andrew Griffiths
https://www.andrewgriffiths.com.au/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Values are the foundation of family business – John Broons
John Broons is a globally recognised family business expert and one of only three Australians to hold the prestigious Fellow of the Family Firm Institute title. With more than 40 years of experience, John has successfully guided family businesses, drawing from his own experience of buying and selling a family business.
He explains how history, values, and personal connection can shape a business and make it resonate not only with family members but also with customers. The emotional connection that comes with family businesses often extends beyond just the family; it can create a strong bond with consumers and employees, as well. When a company has that rich narrative and value-driven culture, it naturally makes people feel like they are a part of something greater than just a transaction.
For non-family businesses, he says, it’s about building that same sense of legacy and emotional ownership through the stories of the founders, the values of the company, and the shared journey with employees and customers. It may not have the intergenerational history, but it can foster a culture where everyone feels they’re contributing to something meaningful and lasting.
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John Broons
https://www.johnbroons.com/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep31 Three pillars of trust: reliability, credibility and intimacy
Trust is a critical component in building strong customer relationships, whether the customer is external, paying for a product or service, or internal within an organisation. Host Ingrid Maynard insists that in professional relationships, trust is shaped by three main factors: reliability, credibility, and intimacy.
Reliability involves being dependable and consistent in both actions and demeanour. Credibility is about demonstrating expertise and a proven track record. Intimacy refers to handling sensitive, privileged information with care and discretion. On the flip side, self-orientation can damage trust, whether it’s through excessive focus on oneself or insecurity.
By staying self-aware, consistently reliable, and customer-focused, professionals can foster trust even in uncertain times, leading to stronger relationships and better outcomes.
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The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep32 From Property Manager to Trusted Advisor – Sarah Cincotta
Sarah Cincotta mentors BDMs ready to elevate their performance, purpose and passion. Founder of RISE, she directly impacts the lives of other BDMs and reframes the current industry beliefs attached to the title. BDMs deserve to be recognised as the dedicated, innovative, effective operators at the heart of their company’s growth, and she knows exactly how to get them there. Focusing on training beyond sales, the foundations of the Property Management profession- connections.
Sarah discusses the evolving role of property managers as trusted advisors who go beyond traditional responsibilities to help landlords and property investors optimise their investments. Success in property management, she says, involves building a diverse network that includes landlords, tenants, real estate agents, local businesses, and service providers.
She also talks about the increasing complexity of property management, advocating for a hybrid role or introducing business development managers to handle the growth of a portfolio.
Tune in here for more: https://lnkd.in/ggG6mRXE
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RISE with Sarah Cincotta
https://risewithsarahcincotta.com.au/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep33 Prioritising quality and measuring success – Rob Kruber
Rob Kruber is the CEO of leading manufacturer, Summertime Pools and Halo Spas. His deep passion for business and Australian manufacturing has driven him to build and lead successful companies that prioritise quality and innovation.
With 25+ years in the industry, Rob shares insights into overcoming challenges, such as supply chain disruptions, economic fluctuations, and shifting customer demands, all while maintaining high standards.
A major part of Rob’s business philosophy is placing the customer at the centre of all decisions. He highlights the importance of listening to customer feedback and ensuring every interaction enhances the customer experience.
Rob emphasises the importance of setting clear targets for his business. Having well-defined goals helps align the entire team, ensuring everyone understands what they are working towards. Clear targets provide direction, motivate employees, and make it easier to track progress.
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Summertime Pools
https://summertimepools.com.au/
Halo Spas
https://www.halospas.com.au/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep34 How two tradie mates built a mental health movement – Dan Allen & Ed Ross
Dan Allen and Ed Ross are two lifelong friends and skilled carpenters who have transformed their passion into purpose. Following the tragic loss of Dan’s close friend to suicide in 2015, they set out to create two innovative organisations that have since had a profound and measurable impact on mental health awareness and support in the community.
They are the founders of the social enterprise workwear company, TradeMutt, and free counselling service, TIACS. Their colourful eye-catching shirts – you have to check them out! – and community engagement aim to raise awareness about mental health and encourage open conversations. They have seen firsthand the positive changes their initiatives have fostered within communities, including increased awareness, reduced stigma, and more individuals seeking help.
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TIACS
https://www.tiacs.org/
TradeMutt
https://trademutt.com/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep35 The Surprising Sales Secrets of a Sydney Cab Driver
Who would have guessed? The ultimate sales lesson from the most unlikely source: a taxi driver. Ingrid shares a story from a business trip to Sydney where, despite challenging weather, the cab driver’s professionalism, curiosity, and service made the experience memorable.
He booked future rides, showed genuine interest, and even offered an umbrella, embodying Alex Hormozi’s sales principles of proactive service. Ingrid highlights how these seemingly simple actions build trust and opportunity. It’s a reminder that in down markets, success often lies in nurturing relationships and providing exceptional service to every customer.
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Alex Hormozi
The Sales Doctor
Mutual Mattering E-Book by Ingrid Maynard
Ep36 AI and the Future of Sales – David Marshall
David Marshall has more than 25 years’ experience driving innovation in B2B sales and sales technology. Based in Melbourne, he has successfully launched multiple software companies, including Performio, and is now leading SalesGRID, an AI-powered sales productivity tool designed to help sales teams excel in complex deals.
David outlines the evolving role of AI in sales, focusing on how it can improve efficiency and customer engagement. A customer-centric sales process is crucial, he insists. AI can help refine sales strategies by making the process more aligned with how customers buy, reducing friction and improving conversion rates.
As AI will becomes ubiquitous, the key differentiator will be how salespeople and leaders use the technology. The human skill to leverage AI effectively will be critical in building stronger, more meaningful customer relationships.
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Performio
https://www.performio.co/
SalesGRID
https://www.salesgrid.us/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep37 The Power of Human Connection in B2B Sales – Richard Forrest
Richard Forrest is the chairman of Forrest Contact, which he founded in 2006 to provide B2B sales outreach and lead generation to Australian businesses. With more than 30 years’ experience managing and coaching sales teams worldwide, Richard’s expertise is the foundation of Forrest Contact’s success and his book, ‘The Ultimate Guide to B2B Sales Prospecting’, which outlines his four-step process for successful B2B lead generation.
Richard looks at the importance of hiring resilient individuals who can handle challenges and invest in ongoing support and training to ensure their success. Richard discusses how his business has evolved, focusing on improving commercial acumen and understanding clients’ needs better. He highlights the value of human connections in sales over AI, despite technological advancements. Sales performance metrics, such as calls per hour and conversion rates, are essential for measuring success. Ultimately, he says, patience and consistency are crucial for long-term results.
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Forrest Contact
https://forrestcontact.com.au/
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
https://omny.fm/shows/the-sales-revolution/four-key-sales-practices-every-business-needs-to-embrace
Ep38 Four Key Sales Practices Every Business Needs to Embrace
In a changing market, sales practices must evolve, focusing on resilience and returning to tried-and-tested principles. Ingrid Maynard suggests sales professionals adopt four key practices: in-person connections; going above and beyond; doing research to demonstrate genuine interest in prospects; and being practiced in conversation planning and objection handling. Mastering these skills will build strong relationships, boost credibility, and drive sales success, even in challenging times.
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The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
Ep39 From humble beginnings to business leadership – Jeanine Batchelor
Jeanine Batchelor has spent her career in the construction industry, starting as one of the youngest client advisors at CBUS Superannuation Fund before working alongside her father in his successful commercial electrical business. Now co-owning a boutique home construction company and a Summertime Pools franchise in the Murray River region, she brings a customer-centric approach and a wealth of industry knowledge to her ventures.
Jeanine reflects on the challenges of balancing emotional investment in business with personal well-being. She offers advice for building sustainable, customer-focused businesses that contribute positively to their communities.
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The Sales Doctor
https://thesalesdr.com.au/
The Sales Revolution Book:
https://thesalesdr.com.au/the-sales-revolution-book/
https://omny.fm/shows/the-sales-revolution/casting-a-wide-net-for-growth-and-innovation-michael-may
Ep40 Casting a wide net for growth and innovation – Michael May
The Geraldton Fishermen’s Co-operative (GFC) exemplifies the cooperative model, focusing on community, sustainability, and long-term value. Rooted in cooperative principles, GFC strengthens local economies by employing people across Western Australia and fostering deep ties with small towns. Its sustainability initiatives, like achieving MSC certification, highlight its forward-thinking approach to preserving the fishing industry for future generations.
Michael May is the General Manager of Supply Chain Operations at GFC, where he has worked for eight years, though his connection to the co-op spans a lifetime due to his upbringing in a fishing family. He holds an MBA with a specialisation in business leadership and has extensive experience in the industry.
Despite challenges, such as shrinking industry size and reduced community cohesion, Michael says GFC prioritises integrity, community engagement, and aligning personal and organisational purpose. With a legacy spanning 75 years, GFC remains committed to supporting members, fostering trust, and sustaining a vital industry for generations to come.
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The Sales Doctor
https://thesalesdr.com.au/
The Sales Revolution Book:
https://thesalesdr.com.au/the-sales-revolution-book/
https://omny.fm/shows/the-sales-revolution/the-future-of-selling
Ep41 Unlocking the future of selling
Ingrid Maynard’s talks about her new book, The Sales Revolution, which offers a fresh perspective on sales and business strategy. It’s not about traditional sales techniques; it’s a transformative approach to address today’s unprecedented challenges. Economic shifts, a decline in sales skills, and superficial strategies have created a gap that businesses must bridge. Her book highlights the need for organisations to embrace a culture of customer, combining customer consciousness with commercial competence. It’s a practical, thought-provoking guide for future-proofing businesses.
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The Sales Doctor
https://thesalesdr.com.au/
The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/