The Sales Revolution

Professional services firms are facing a wake-up call. For years, many have tried squeezing a traditional B2B sales process into a consulting or accounting or engineering practice. It just doesn’t work. Professional services don’t sell in straight lines; they sell in circles. Winning work, delivering work, deepening trust, and uncovering the next opportunity all happen at once. 

Ingrid breaks down why business deve...

If you’re a sales leader or rep who’s sick of wrestling with clunky CRMs and endless admin, this episode for you. We’re doing something a little different: a live walk-through of a tool that can quite literally give you back a day a week to sell. 

It’s called Saleslook – a simple, visual pipeline management app that frees salespeople from their keyboards and gets them back in front of customers. A...

Pricing is one of the most critical levers in any business, yet so often misunderstood or left to gut instinct. Today’s guest knows exactly how to turn pricing into profit. Pricing expert Ron Wood explains why smart pricing strategies start with understanding what customers truly value, not just what they’re willing to pay.

Ron is the founder of Pricing Insight and has spent nearly three decades advising more than 160 F...

Something’s shifting in the air. You can feel it. Conversations with business leaders sound eerily similar: layoffs in construction, slower markets, and salespeople who usually thrive now finding things tougher. When unrelated industries start echoing the same story, it’s a signal that the Australian economy may be tightening. 

And when that happens, sales teams feel it first. So how do you prepare? Not by piling o...

Sales teams don’t need just another piece of software – they need a true virtual teammate. That’s what Kaddi delivers: an AI-first digital twin that helps salespeople cut through information overload, execute complex processes with confidence, and gives leaders real-time visibility into deals. 

David Marshall has more than 30 years in B2B sales and sales technology. He founded Blitz Incentives and built Perfo...

Richard Morley-Kirk is a seasoned retail executive with over 25 years’ experience growing brands across the UK, Europe, the Middle East, and Central Asia. He’s best known for co-founding Pinky Goat, a specialist eyelash brand that grew from a home-based startup into a global retail presence in over 3,500 stores. 

Now based in Dubai, Richard is COO for several consumer brands under the Joelle Mardinian umbrella, wit...

Sales is often associated with ego – loud personalities, overconfidence, and showmanship. Yet ego is the greatest barrier to genuine connection. Exceptional salespeople are not driven by self-promotion but by authenticity and balance. They are right-sized – aware of both strengths and weaknesses and committed to serving others rather than inflating their image. Ego repels trust, while humility and presence build it.&nbs...

What if your tech transformation wasn’t just about the tech? Valentina Coyne believes digital change should feel human – practical, empowering, and tailor-made for the people it’s meant to serve. Through her work at Viya Technology, Valentina helps service-based businesses design future-ready systems grounded in strategy, not just shiny objects. 

True digital transformation, she says, requires more than adopt...

Imagine starting your first business at 23, with just $400 — and turning it into 600 employees across 89 locations. Then writing a bestselling book with McGraw Hill, launching a nationally syndicated radio show on 100 stations, and proving that entrepreneurship doesn’t have to rely on creativity, passion, or big risks – instead a strong system turns a business into a repeatable, scalable success. That’s Jim ...

What does a couch have to do with cutting-edge customer experience? Everything – when it’s delivered by agentic AI. Ingrid shares two strikingly different shopping experiences after downsizing her home. One retailer nailed it with seamless, human-like communication using AI. The other? Crickets. Same purchase method, same price range, but with wildly different outcomes. What made the difference wasn’t the product....

The numbers that really matter in business aren’t always found on a spreadsheet – they’re found in the lives we want to lead. That’s the philosophy behind the CFO Centre, where part-time CFOs help SMEs achieve financial clarity and freedom without the full-time price tag. 

JP Mills, knows this firsthand. A former professional footballer for Southampton FC, JP now helps lead the CFO Centre in Western Aus...

True leadership begins with knowing, trusting, and being yourself – and that’s the foundation of real, grounded confidence. Kim Lancer, founder of Tall Poppies Leadership, challenges Australia’s tall poppy syndrome and inspire a new kind of leader – bold, self-aware, and unapologetically impactful. With decades of experience coaching executives across three continents and Fortune 100 boardrooms, Kim shares w...

Struggling to find strong, committed sales leaders? You’re not alone. The solution isn’t just recruitment – it’s building a sales leadership pipeline from within. Ingrid reveals a practical, three-part strategy: nurture emerging talent early, promote with purpose and back it with support, and incentivise today’s leaders to cultivate tomorrow’s. She highlights how organisations can future-proof th...

Building a business that outlasts you starts with embracing a succession mindset every single day – not just when you’re ready to exit. Kay Solanki, founder of Coachtique and Chair of Vistage Australia & New Zealand, shares how leaders can weave legacy thinking into daily operations, developing clarity of role, pragmatic strategies, and resilient culture. After scaling an event company from two to 300 staff internat...

What if you could transform your workplace from stagnant and stressful to vibrant and alive – where people don’t dread Mondays, but actually look forward to showing up? Today’s guest knows exactly how to make that happen. Colin Ellis is a five-time best-selling author and award-winning speaker who’s spent decades teaching leaders how to build cultures that energise teams instead of draining them.

With his tr...

Sales isn’t just about answers – it’s about asking the right questions. The kind that don’t just gather information, but shift thinking, deepen connection, and guide conversations toward real solutions. 

Ingrid steps through a list of transformative questions designed to elevate every sales conversation. These aren’t your typical checkbox queries. They’re crafted to build trust, surface real...

What does it take to transform from top sales gun to exceptional sales leader? Darren Mitchell knows firsthand – and he’s on a mission to prove sales leadership isn’t about ego or spreadsheets. 

Voted one of Australia’s top 20 sales influencers, Darren shares how he ditched engineering dreams, fell into sales during Australia’s recession, and never looked back. He reveals why the best salespeople ...

We hear so much about how emotional intelligence is essential for leadership. But, often overlooked is the game-changing power of relationship intelligence (RQ). Drawing from her own sales background and 20 years of experience coaching non-sales professionals, relational strategist Julia Palmer, CEO of Relatus, Julia reveals why RQ is the missing link in leadership, team dynamics and business growth. 

Forget superficial networ...

What if every interaction with a customer felt like a privilege, not a transaction? This episode flips the script on how we view value – shifting from what we want to what they need. Mutual enrichment isn’t just a buzzword in The Sales Revolution – it’s a mindset. A reminder that customers aren’t interruptions; they’re the reason we show up. 

From internal teams to end buyers, real success h...