What does it take to thrive in a male-dominated industry, crush cold calls, and redefine resilience? Franky Kennedy is a seasoned Business Development Manager with over 13 years of experience in the logistics and freight management industry. Known for her relationship-driven approach, she’s a passionate advocate for diversity and inclusion in a traditionally male-dominated field.

With no roadmap and plenty of rejection, Frankie carved her own path through grit, intuition, and a refusal to back down. She unpacks how walking down driveways (literally) became her secret weapon for generating leads, why rapport beats rejection, and how freight management is all about bridging the gap between carrier limitations and customer expectations.

From turning cold leads into loyal clients to coaching the next generation of sales pros, Franky proves that energy, empathy, and experience make the ultimate sales toolkit.

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Sales teams can dramatically improve performance by using AI to support mid-funnel activities like research, preparation, and proposal development. That’s according to David Marshall, founder of SalesGrid, an AI-powered sales productivity platform designed to support sales teams working on large, complex deals. With 25+ years in B2B sales innovation, including the success of Performio, David brings deep expertise in how sales tech can drive results.

David explains how SalesGrid’s AI engine, Savvy, is helping sales teams execute better by focusing on 12 key mid-funnel sales jobs—from researching prospects to tailoring content, managing proposals, and negotiating close. He shares findings from his recent report, The Future of Sales Execution, revealing a disconnect between perceived importance and actual revenue impact in sales activities.

David emphasises the need for organisations to be intentional in their AI adoption, starting small with high-impact jobs, building a business case, and scaling from there. His core message: AI won’t replace salespeople—it will make them more effective, efficient, and ultimately, more successful.

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David was previously on episode 36 of The Sales Revolution:

David on LinkedIn

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Chasing revenue and profit isn’t just a job for sales anymore. In today’s leaner, faster-paced world, your whole business needs to pull in the same direction – towards the customer.

And so, what if your entire organisation – not just your sales team – became a magnet for growth?

A magnetic organisation is the kind of workplace where customers, team members, even partners are drawn to your business – not just by what you do, but how you do it. It’s about more than customer-centricity. It’s about creating a culture of customer, where every role, internal or external, delivers measurable value… on purpose and with purpose.

And when you combine value delivery with love? That’s when the magic happens. You become uncopyable. Unmissable. Magnetic.

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Culture isn’t a vibe – it’s a strategic tool. When leaders intentionally shape systems, behaviours, communication, and relationships, they create environments where people thrive and performance follows. Rachel Service is founder of Happiness Concierge, who explores the powerful connection between workplace culture and performance.

Rachel shares her journey from corporate burnout to building a globally recognised business that helps organisations create purpose-driven, high-performing teams. Drawing on her experience with clients such as Google, AMP, and government agencies, Rachel unpacks the what shapes workplace culture – whether by design or by default.

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Rachel Service LinkedIn

Rachel mentions the SBCR model (systems, behaviours, communication and relationships):
https://happinessconcierge.com/hc-insights/guide-to-your-leadership-model

THE SALES DOCTOR

The Next Level Sales Impact Online Program
The Sales Revolution Book
The Sales Doctor

Sales leadership is no longer just about revenue – it’s about driving strategic, customer-focused outcomes across the business. That’s according to Paul Connolly, Sales Director at Lincoln Sentry, a division of the Dulux Group.

With a career spanning the UK, Ireland, New Zealand, and Australia, Paul shares his journey from supermarket management to leading high-performing sales teams in complex, multi-channel environments.

Paul unpacks the evolution of sales leadership, the importance of data-driven decision-making, and how measuring profitability – rather than just revenue – can transform commercial strategy. Paul also delves into cost-to-serve analysis, CRM effectiveness, and how coaching conversations and accountability frameworks drive performance.

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The Next Level Sales Impact Online Program

The Sales Revolution Book

The Sales Doctor