The Exceptional Sales Leader Podcast

Hosted by Darren Mitchell

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Episodes

500

Latest episode

Oct 2026

Language

EN-US

About the show

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Listen to episodes

60 recent

November 9, 202651 min

The Untapped Potential of Account Management with Alex Raymond

In this episode of The Exceptional Sales Leader Podcast, I am joined by Alex Raymond, founder of Amplify, to delve into the intricacies of account management and its critical role in sustaining business profitability. Broadcasting from Boulder, Colorado, Alex shares his extensive knowledge of the industry, providing fascinating insights into why existing customer revenue should be prioritised over new acquisitions. He dispels myths around recurring revenue and emphasises the need for organisations to shift their focus to re-earned revenue, stressing that “ Revenue is re-earned .” As we explore the dynamics of account management, we discuss how account managers are often under-utilised and underrecognised despite being the unsung heroes who drive a company’s profit and growth. Alex, who refers to Account Managers as “ strategic problem solvers ,” highlights the importance of a clear job description that emphasises growth, keep, and no surprises. He explores the necessity for robust account management tactics, echoing the sentiment that “ Value before revenue ” is the mantra that leads to substantial growth – a philosophy exemplified by real success stories such as Joanna Hagelberger’s tenfold growth accomplishment. To connect with Alex, and to learn more about what he does, including downloading a free audio book “The Growth Department”, please go to: LinkedIn – https://www.linkedin.com/in/afraymond/ Website & Audio Book – https://amplifyam.com/ Podcast “Account Management Secrets” – https://amplifyam.com/podcast

November 7, 202652 min

Navigating Sales Leadership in an AI Driven World with Kristie Jones

In this episode of the Exceptional Sales Leader Podcast, I sit down with Kristie Jones, a seasoned sales leader and founder of the Sales Acceleration Group, to delve into the intricacies of sales leadership in the context of AI integration. Kristie shares candid insights into her journey, starting from her entrepreneurial upbringing, to navigating the nuances of sales leadership in startups, and ultimately to the important lessons she imparts in her latest book. Her experience with developing sales accountability cultures and structuring effective sales strategies is illuminating for all current and aspiring sales leaders. Throughout the discussion, Kristie emphasises the importance of transitioning from a founder-led sales environment to a scalable model by setting clear expectations and building a foundation of process, strategy, and accountability. She highlights the vital role of systems thinking and workflow design in today’s AI-enhanced world, warning that leaders must adapt and rethink conventional methods of coaching and organisational structure. The episode also covers the necessity of maintaining the “art of sales” amidst the technological shift towards automation and the need for judgment coaching in preparing sales teams for future challenges. To connect with Kristie & to learn more about what she does, including grabbing a copy of her book “The Sales Leadership Gap – Leafing Humans in an AI Augmented World”, go to: LinkedIn- https://www.linkedin.com/in/kristiekjones/ Website – https://kristiekjones.com/ Book – https://kristiekjones.com/book/the-sales-leadership-gap/

November 5, 202651 min

Episode #950 – Confessions of a Sales Leader

In this captivating episode, something a little different as I’m joined by Dipti Pandit and Mark Refardt as we delve into the dynamic world of sales leadership and uncover the confessions of a seasoned sales leadership professional. We explore the nuances, challenges, and evolution of sales leadership, drawing from personal experiences and reflecting on the shifts in the industry. This episode offers listeners an inside look at what it truly means to lead a sales team with authenticity, insight, and effectiveness. The discussion weaves through various themes, such as the significance of human connection in the tech-driven sales landscape, the role of AI in shaping sales processes, and the quintessential qualities that define a successful sales leader. With attention-grabbing anecdotes and reflective insights, we stress the importance of cultural alignment and character over mere performance metrics. This episode is a treasure trove for anyone looking to understand the deeper aspects of building robust sales teams and fostering a thriving sales environment. Tune in for a nuanced exploration of the art and science of sales leadership, packed with actionable insights and thought-provoking commentary. To connect with Dipti and Mark, please go to: LinkedIn (Dipti) – https://www.linkedin.com/in/diptipandit/ LinkedIn (Mark) – https://www.linkedin.com/in/markrefardt/

November 3, 202649 min

Career Reinvention with John Tarnoff

In this insightful episode of the Exceptional Sales Leader Podcast, I am joined by John Tarnoff, career coach and partner at Mid Career Lab. John shares his diverse journey from the world of entertainment to becoming a career coach, emphasising the importance of resilience and continuous adaptation in today’s ever-changing job landscape. The discussion is particularly poignant for mid-career professionals who are navigating career challenges amidst technological advancements and evolving job market demands. John highlights the necessity of pivoting career mindsets, especially for those in their mid-career stages. He explores the concept of “productising” oneself, urging job seekers to see themselves as products needing to fit the market demands rather than merely employees looking for positions. Throughout the episode, insightful discussions on the role of AI in reshaping career strategies, the pivotal role of networking, and the need for continual learning emerge as critical themes. John offers practical advice on how to leverage one’s experience and adjust strategies to thrive in an AI-influenced job market. To connect with John and to learn more about what he does, go to: LinkedIn – https://www.linkedin.com/in/johntarnoff/ Website – https://www.midcareerlab.com/ Website – https://www.johntarnoff.com/

October 31, 202652 min

Ryan Page, The Backpocket CPA

In this episode of the Exceptional Sales Leader Podcast, I am joined by Ryan Page, founder of Backpocket CPA, about financial strategies that empower small businesses. Ryan shares his transition from working in large corporations to focusing on smaller enterprises and female-led creative agencies, providing invaluable insights on how to optimise business operations and maintain financial health. The discussion revolves around the importance of processes, the challenges of accounting for small businesses, and how these can be leveraged to make significant impacts. Throughout the episode, listeners are treated to an analysis of sales strategies, revenue management, and the critical distinction between profitability and cash flow. Ryan stresses the significance of knowing one’s ideal client and the necessity of targeting strategies to maximise business impact. He discusses the concept of financial intimidation where small business owners feel uneasy about their finances, explaining how Backpocket CPA helps bridge this gap. The conversation offers actionable takeaways for businesses looking to maintain healthy margins and make informed decisions, especially in dynamic and competitive environments. To connect with Ryan and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/ryanapage/ Website – https://backpocketcpas.com/

October 30, 202649 min

From Zero to Seven Figures – The Art of Reinvention with Tanny Diep

In this episode of the Exceptional Sales Leader Podcast, Tanny Diep shares her inspiring journey from a corporate sales background to becoming a leading figure in the beauty industry in Los Angeles. The episode explores her unconventional career path, including stints in fashion design and yoga, before discovering her passion for eyebrow microblading. Tanny candidly shares the challenges and rewards of reinvention and the pivotal moments that guided her toward building a successful beauty brand, Sway Brows. Her story is a testament to perseverance and resilience, shedding light on the power of creativity and service. Essential themes include navigating immigrant expectations, harnessing sales and marketing prowess, and the transformative impact of finding one’s purpose. The conversation highlights Tanny’s dedication to uplifting clients through beauty services, especially those dealing with low self-esteem due to hair loss or medical conditions. Her emphasis on gratitude, continuous self-improvement, and serving others solidify her business’s foundation and personal success. To connect with Tanny and to learn more about what she does, please go to: Website – https://swaybrows.com/ Instagram – https://www.instagram.com/swaybrows/

October 27, 202648 min

AI in Sales, Enhancing, Not Replacing Human Interaction, with Roi Talpaz

In this episode of the Exceptional Sales Leader Podcast, I explore the transformative role of AI in sales with Roi Talpaz, the Co-Founder and CEO of Backdrop. The conversation delves into the implications of artificial intelligence in modern sales processes, especially how technology can navigate the intricacies of customer relations and lead generation. Roi shares his journey from childhood tech-enthusiast to AI innovator, and explains how his experiences in the marketplace inspired the creation of Backdrop to streamline sales communication and efficiency. The conversation is rich in insights about the potential and pitfalls of AI in sales. Roi outlines how Backdrop is revolutionising mid-call assistance for sales reps by using AI to provide live feedback and question prompts, improving the quality of sales interactions. He ardently believes AI should complement, not replace, the human element in sales, drawing attention to the delicate balance between automation and human intuition. This episode is indispensable for sales leaders eager to leverage AI without compromising client relationships and staying competitive in an evolving marketplace. To connect with Roi and to learn more about what he does, please go to: LinkedIn – https://www.linkedin.com/in/roi-talpaz/ Website – https://www.getbackdrop.ai/

October 26, 202654 min

Aly Samaha – The Follow Up King

In this episode of the Exceptional Sales Leader Podcast, I delve into the experience and strategies of Aly Samaha, a seasoned sales consultant known as the “Follow Up King.” Broadcasting directly from Cairo, Aly shares his journey from economics and rhetoric to founding a consultancy renowned for turning stone-cold sales opportunities into flourishing deals. This conversation offers the audience a crisp insight into the significance of strategic follow-ups in sales to boost conversion and retention and emphasises the nurturing of human connections over pure AI-driven techniques. Throughout the discussion, Aly unwraps the intricacies of closing high-ticket sales while maintaining genuine customer interactions amidst an ever-evolving AI landscape. He stresses that while technology such as AI can efficiently streamline research and manage leads, the ultimate differentiator lies in maintaining a personal touch that builds trust and authenticity between seller and buyer. The episode is rich with insights on leveraging operational experience in sales, optimising CRM systems, and marrying process excellence over outcome obsession. Aly inspires sales professionals to forge substantial relationships with prospects and clients, focusing on clarity and mutual growth. To connect with Aly and to learn more about what he does, including gaining free access to his ‘Follow-Up Vault’, please go to: LinkedIn – https://www.linkedin.com/in/samsonsamaha/ Website – https://alysamaha.com/ Follow-Up Vault – https://alysamaha.com/darren

October 24, 202655 min

Denise Donoghue – The Mortgage Nerd

In this engaging episode of the Exceptional Sales Leader Podcast, I welcome Denise Donoghue, famously known as “The Mortgage Nerd.” The conversation unravels Denise’s impressive journey from a challenging childhood to becoming a top 1% mortgage producer in the U.S. We dive deep into how her early experiences with financial instability shaped her career, inspiring her to approach mortgage advisory with a unique financial strategy perspective, aiming to alleviate financial stress for families. The episode is rich in discussion about sales strategies, leadership, and maintaining top performance, intertwined with personal development and growth techniques. Denise shares her daily habits and mindset that have helped her sustain her position in the competitive field of mortgage advising. Her philosophy, centered around providing genuine, personalised service, is designed to move beyond traditional sales approaches. By highlighting the importance of trust, vulnerability, and authenticity, she provides a blueprint not only to succeed in business but also to cultivate meaningful client relationships. Touching on themes of resilience, personal growth, and transparency, this conversation serves as a masterclass in leveraging personal history to fuel professional success. To connect with Denise and to learn more about what she does, go to: LinkedIn – https://www.linkedin.com/in/denise-donoghue-mortgage-nerd-2a9b5a19/ Website – https://yourmortgagenerd.com/ Instagram – https://www.instagram.com/themortgagenerd/

October 22, 202650 min

Unlocking Sales Secrets with Lisa Conway

In this episode of the Exceptional Sales Leader Podcast, I am joined by Lisa Conway as she shares her transformative journey from a hairdresser to a globally recognised salon business coach. Lisa, now residing in Bali, reflects on her early beginnings in the small town of Gisborne and her experiences in Melbourne that paved the way for her flourishing career in the beauty industry. With an unwavering commitment to excellence and a knack for making people feel valued, Lisa discusses the pivotal moments that defined her professional path. Throughout the conversation, we delve into the intricacies of the salon industry, discussing the often-overlooked importance of sales skills and client relationships in creating a successful business. Using relatable anecdotes and expert advice, Lisa articulates the need for soft skills alongside technical proficiency; a philosophy she impresses upon the salon owners she coaches globally. Whether it’s through her structured programs or her candid insights, Lisa emphasises the vitality of understanding customer needs and delivering exceptional value, proving that the power of connection and authenticity transcends all industries. To connect with Lisa and to learn more about what she does, please go to: Instagram – https://www.instagram.com/lisa.conway_/ Website – https://thezingproject.com.au/welcom-to-zing-2025