The Sales Revolution

Sales pipeline meetings often feel like uncomfortable interrogations – but they don’t have to. When structured well, they become powerful tools for clarity, momentum and team development.

A strong pipeline should drive action, not anxiety. This approach outlines three key stages – above the pipeline, in progress, and ready to close –offering a clear framework for evaluating opportunities and coaching sales t...

Amanda Rose doesn’t hold back, as she takes aim at the systemic blind spots holding sideling small business owners. Known as the #BossLady, Amanda unpacks how policies, funding models, and lazy legislation often ignore the needs of SMEs, despite them making up 97% of Aussie businesses. 

From the flawed “Future Made in Australia” fund to exclusionary industry grants, she exposes how small operators – par...

What do bricklaying, noxious weeds, and Radio Rentals have in common with global leadership and goal mastery? Everything – when the story belongs to Keith Abraham. Keith brings his infectious energy and enthusiasm in this episode as he shares his remarkable transformation from school dropout to world-renowned goal achievement expert. 

With 1.7 million people across 43 countries hanging on his every word, Keith explains w...

Too often, the best salesperson is promoted to sales leader – then left to sink or swim. But what does it take to actually lead a high-performing sales team?  Sales performance hinges on three core drivers: clarity, confidence, and consistency. 

Clarity means knowing the role, understanding what good looks like, and following a defined sales process supported by tools and training. Confidence comes from practice, pr...

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...

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...

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 b...

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 ...

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-channe...

Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that he...

In this milestone 50th episode, Ingrid explores a fundamental shift in the sales process – moving from pushing a sale to creating an environment where customers naturally want to buy.

She breaks down four essential elements that help sales professionals shift from hard-selling to guiding the customer’s decision-making process.

Drawing from real-world experience, Ingrid shares key insights from a competitive enterprise-l...

Ep53 Why Sales training alone isn’t enough

Sales training is often seen as the ultimate solution for improving sales performance – but is it really? Ingrid explores why training alone won’t deliver lasting results without the right foundation. From business context to leadership effectiveness, internal processes, and customer experience, she breaks down the key elements that determine whether sales training will h...

Incentives drive action. But what makes an incentive truly irresistible? 

Today, we’re diving into the world of incentive strategy with a powerhouse in the field – Mercedes Ibbett, Managing Director and Owner of EVT Incentive Marketing. 

With 23 years of experience, she’s been shaping the way businesses motivate and reward their top performers. 

This year, EVT celebrates an incredible 40 years of su...

While chasing more revenue seems like the obvious way to boost profits, the real game-changer is optimising the entire business equation. Ingrid offers practical ways to maximise profitability, from quick wins like tapping into customer service insights and strengthening existing accounts to smarter pricing strategies and cost-saving tactics. She says there a way to reduce costs without sacrificing growth by shortening sales cycles...

If you are looking to foster growth and innovation – and these days, who isn’t? – an important key is to align your organisation’s culture and creativity. So says Julian Canny, social entrepreneur, comedian (yes, that’s right!) and CEO & Co-Founder of Euphorium, a community of innovators.

Julian says storytelling is important for enabling people share experiences and identify important historical m...

The modern workplace faces a host of challenges, including compressed roles, remote work, and insufficient induction processes, which hinder trust and engagement. It’s important, therefore, for leaders to foster connections, offering structured career pathways, and tailoring development to individual goals. 

Trudy MacDonald – Founder and Managing Director of human resource consultancy TalentCode HR – returns ...

Sales leadership is about more than driving results through your team – it’s about serving multiple customer groups. Beyond your direct team and their pipeline performance, your “customers” also include the company, directors, and other internal leaders. Each requires you to deliver measurable value, whether through coaching, proactive issue resolution, or fostering cross-departmental collaboration. 

In...

Building long-term relationships with potential hires ensures better cultural fit and faster recruitment for key roles. That’s according to Jerry Kleeman, CEO & Director of Kleeman International, and Chair of Vistage for 20+ years. Jerry has conducted close to 20,000 hours of one-on-one coaching, and has consulted some of Australia’s most successful businesses.

This is Jerry’s second episode on The Sales Revol...

Gerard Higgins is the managing director of Higgins Coatings, Australia’s largest painting contractor, leading the company to success with 27 branches and 1500 painters nationwide. Having worked in every aspect of the business, from mixing paint to overseeing operations, Gerard has built a legacy centred on family values, balancing his professional achievements with a deep commitment to his wife, children, and grandchildren, a...