Leading Your Best Life with Leigh Farnell

Hosted by Leigh Farnell

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Jun 2026

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About the show

We all only get one chance to live our best lives. The problem is, most people struggle to get the tools, the help, the strategies, and the inspiration. Our mission with this podcast is to share the insights, ideas, lessons, stuff ups and pathways to help you realise your best life.. Best business, best career, best income, best happiness, best optimisation of your potential. Find out more at www.leighfarnell.com Book a FREE 15 minute Obligation free Exploratory Meeting - https://calendly.com/lfbb/exploratory-meeting-15mins

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60 recent

June 2, 202655 min

[Audio] Charlie Gunningham: The Harsh Reality of Start Ups and Scaling a Business

Podcast / YouTube Description What separates businesses that successfully scale from those that struggle to grow? In this episode, I sit down with entrepreneur, business leader and innovation expert Charlie Gunningham to explore the realities of building, growing and scaling a successful business. We discuss the challenges founders face as their businesses grow, the mindset shifts required to move from start-up to scale-up, and the systems, leadership and strategic decisions that drive sustainable growth. Whether you're launching a new venture, growing an established business, or looking to scale your sales and leadership capability, this conversation is packed with practical insights and real-world experience. In this episode you'll discover: ✅ The biggest mistakes business owners make when trying to scale ✅ The difference between growth and sustainable scaling ✅ How founders must evolve as their business grows ✅ The role of leadership, culture, and systems in scaling success ✅ Why do some businesses plateau while others continue to grow ✅ Key lessons from working with successful entrepreneurs and scale-up companies ✅ Practical advice for founders, leaders, and business owners If you're serious about growing your business and creating long-term success, this is an episode you won't want to miss. 🎙 Hosted by Leigh Farnell 🚀 Helping business owners, leaders and sales professionals unlock higher performance and better results. #BusinessGrowth #StartUps #ScaleUps #Entrepreneurship #Leadership #BusinessSuccess #Innovation #SalesGrowth #BusinessStrategy #LeighFarnell #CharlieGunningham #ScalingBusiness FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC https://leigh-ajoeneff.scoreapp.com Do a 2-minute quiz, then get a powerful 4 part Sales and Business Growth Report customised to your business.. today

May 5, 202623 min

6 Legendary Sales Lines from Zig Ziglar That Still Close Deals

FREE Sales and Business Growth Quiz Diagnostic Want to identify the hidden gaps that may be costing your business sales and growth opportunities? Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business. FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC https://leigh-ajoeneff.scoreapp.com Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth. Podcast Description In this episode, we dive into six of the most powerful selling lines ever taught by legendary sales trainer and motivator Zig Ziglar — and why they still work in today's world of business, leadership, influence, and sales. Discover how simple words can: Build instant trust Lower resistance Increase influence Create emotional connection Help prospects make confident decisions Turn conversations into conversions Whether you're in sales, leadership, business development, coaching, or customer service, these timeless Zig Ziglar principles will help you communicate with more confidence, authenticity, and impact. You'll also learn: Why great salespeople master language How to make customers feel understood The psychology behind persuasive communication How to use questions and stories to influence ethically Why enthusiasm and belief still matter more than ever This episode is packed with practical wisdom, memorable quotes, and real-world application you can use immediately in business and life. Because, as Zig famously said: "People don't buy for logical reasons. They buy for emotional reasons." Tune in and discover how a few great lines can change your sales results — and your relationships — forever. CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

April 28, 202627 min

Price Without Pressure: How to Ballpark and Build Buyer Confidence

FREE Sales and Business Growth Quiz Diagnostic Want to identify the hidden gaps that may be costing your business sales and growth opportunities? Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business. FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC https://leigh-ajoeneff.scoreapp.com Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth. "Somewhere in the Range: The Art of Ballparking Without Killing the Deal" Description Most sales are lost long before the proposal is ever presented… Not because of price—but because price was handled poorly. In this episode, we break down the art and science of ballparking and trial closing—how to test a buyer's comfort with investment without triggering resistance, fear, or shutdown. You'll learn how to: Introduce price ranges naturally and professionally Tie investment to outcomes (not just numbers) Read and respond to buyer reactions in real time Use soft language that opens conversations—not closes them Qualify serious buyers early and avoid wasted proposals This is not about "closing harder"… It's about guiding better decisions. If you've ever had a deal stall, ghost, or collapse at the price stage—this episode will change the way you sell forever. https://forms.gle/bGto8XswG5tw6Ftk9 CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

April 20, 20265 min

Stop Cold Calling Strangers—Start Closing Warm Opportunities

🎧 Podcast Description What if your next 10 deals were already sitting in your database? Most salespeople spend their time chasing cold prospects—complete strangers with no relationship, no trust, and no context. Meanwhile… your old leads, past clients, and dormant contacts are sitting there—waiting. In this episode, we break down why working your existing database is not just easier… it's smarter, faster, and far more profitable than traditional cold calling. You'll discover: Why familiarity and past connection dramatically increase conversion rates The psychology of timing—why "no" often just meant "not now" How to re-open conversations without feeling awkward or pushy Simple frameworks to reconnect, re-engage, and re-sell How to turn your CRM into a consistent, high-quality pipeline The truth is: Cold calling is hard because you're starting from zero. Reconnecting is powerful because you're starting from history. If you're in sales, business development, or client growth—this episode will change how you see your pipeline forever. Don't hunt for new opportunities… Rediscover the ones you already earned. https://forms.gle/bGto8XswG5tw6Ftk9 CZ6 - PDC Sales and Business Growth Partner - Free Sales and Growth Audit Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

April 13, 202614 min

Stop Selling, Start Guiding: The Account Growth Blueprint

🎧 Podcast Description Most B2B professionals are making one critical mistake… They're trying to sell Step 3 to clients who are still stuck at Step 1. In this powerful episode, we break down why even the best ideas, strategies, and recommendations fail—not because they're wrong, but because they're delivered at the wrong time. You'll discover how to shift from being a reactive service provider to a strategic growth partner by building a clear Account Growth Blueprint that guides your clients step by step. We explore: Why clients resist great advice (and how to remove that resistance) The importance of sequencing in client growth How to stay 1–3 steps ahead without overwhelming your client The "baby steps" principle that drives long-term success How to increase retention, revenue, and referrals without hard selling Whether you're a digital agency, financial planner, accountant, business coach, or any B2B service provider—this episode will change the way you manage, grow, and lead your client relationships. Stop pitching. Start guiding. Stop reacting. Start leading. Build the blueprint—and take your clients with you. https://forms.gle/bGto8XswG5tw6Ftk9 CZ6 - PDC Sales and Business Growth Partner - FREE Sales and Growth Audit Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

April 6, 20265 min

Face-to-Face vs Virtual: The Truth About Winning Deals using the Gemba Prospect Visit

🎧 Podcast Description Should you jump on Zoom… or get in the car and go see the client? It's a question every salesperson faces—and most get wrong. In this episode, Leigh Farnell breaks down the real difference between virtual meetings and what he calls the Gemba prospect visit—being there, in the client's world, where the real work happens. You'll discover: When Zoom is efficient… and when it quietly kills your chances Why being physically present changes the quality of the conversation How Gemba visits uncover insights you'll never get on a screen The hidden cost of "saving time" and how it impacts your close rate A simple framework to decide: Go or Zoom? This isn't about old-school vs modern selling. It's about understanding where trust is built, where problems are revealed, and where decisions are actually made. Because sometimes the fastest way to win a deal… is to slow down, show up, and step into the client's world. www.leighfarnell.com CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

April 2, 202621 min

Talk Less, Sell More: The Listening Advantage in Sales

🎧 Podcast Description Most salespeople think selling is about what you say. The best salespeople know it's about what you hear. In this episode, we break down one of the most powerful—and most ignored—skills in sales: listening. You'll discover how talking too much is quietly killing your deals… and how shifting your focus to deep, intentional listening can dramatically improve your results. Inside this episode: Why the person asking the questions controls the sale How to uncover real problems (not surface-level noise) The difference between hearing… and actually listening How listening builds trust faster than any pitch ever could A simple framework to guide better conversations and close more deals This isn't about saying less for the sake of it. It's about saying the right things at the right time—because you truly understand the client. Because when you listen properly… 👉 You diagnose better 👉 You position better 👉 And you close more deals Talk less. Listen more. Sell smarter. CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

March 31, 202611 min

Your Best Salesperson is Now AI (Here's How to Build It)

🎧 Podcast Description What if every single lead that came into your business was handled perfectly… every time? No missed follow-ups. No slow responses. No inconsistency based on mood, skill, or experience. In this episode, we break down how combining the CZ6 Sales System with AI allows you to capture your best sales thinking—and turn it into a powerful, automated sales engine. You'll discover how to: Embed your best sales scripts, questions, and processes into AI Instantly respond to and qualify inbound leads Automate bookings, follow-ups, and sales admin Maintain momentum with prospects using email, SMS, and voice Create a consistent, high-performing sales experience 24/7 This isn't about replacing your sales team—it's about amplifying performance and eliminating inconsistency. We also share a real example from a client we worked with today, where we built an AI-powered system that ensures no lead is ever wasted again. If you want to stop relying on chance and start building a predictable, scalable sales machine, this episode is for you. 👉 The future of sales isn't human or AI… it's human plus AI—executing your best practice every single time. CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

March 30, 20264 min

What Clients Really Say: Inside the CZ6 Colour Zone Sales and Business Growth System

*]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" data-turn-id= "request-WEB:a36b49b4-edb6-4048-bdfb-38a4660728e3-4" data-testid= "conversation-turn-10" data-scroll-anchor="true" data-turn= "assistant"> 🎧 Podcast Description Anyone can promise results. Very few can prove them. In this episode, we take you inside the client review booklet for the Leigh Farnell Colour Zone Sales System (CZ6)—sharing real feedback, real experiences, and real outcomes from businesses that have implemented the system. You'll hear what actually happens when teams: Stop winging it and start following a structured sales process Take control of their sales conversations Embed discipline, accountability, and daily execution Move from inconsistent results to predictable performance This is not theory. This is not hype. This is what clients say after the system is installed and implemented. Some were sceptical. Some were stuck. Some were already performing—but wanted more. All of them had one thing in common: 👉 They committed to the process. And that's the real message behind every testimonial… It's not the system alone that gets results— it's the implementation. If you're serious about sales growth, this episode gives you something most don't: Proof. CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9

March 16, 202620 min

No Toothless Tigers: How to Make Sales Training Actually Work

Podcast Description Every year organisations spend millions on training programs that feel inspiring in the moment — but deliver little lasting change. People attend the workshop. They take notes. They say it was great. And then… nothing happens. No new behaviours. No new habits. No improvement in results. In this episode, sales growth coach Leigh Farnell explains why most training programs fail and what organisations must do to turn training into real performance improvement. You'll discover: • Why training without accountability becomes a "toothless tiger" • The critical difference between training events and performance systems • Why deliberate practice and implementation are the real drivers of improvement • How leaders can ensure training actually moves the dial on sales results • Why participation in development programs should be linked to bonuses, promotions, and leadership opportunities If you want your investment in training to produce real behavioural change, stronger sales capability, and measurable business growth, this episode explains the system that makes it happen. Because in high-performing organisations, learning is not just something people attend. It's something they apply, practise, and master. CZ6 - PDC Sales and Business Growth Partner Application Each year, we only work with a select number of businesses to ensure we deliver maximum impact — and to make sure your time is valued too. This application helps us determine if we're the right Growth Partner for your business, and if your business is the right fit for our proven CZ6 Sales & Business Growth Systems. Take 5 minutes to complete this form. Your honest answers will: Clarify expectations for our first conversation Help us tailor strategies and insights specific to your business Ensure we maximise the value of our time together https://forms.gle/bGto8XswG5tw6Ftk9