The INSPIRE SALES PODCAST

Hosted by Justin Leigh

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Latest episode

Jun 2026

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EN-GB

About the show

Welcome to the INSPIRE SALES PODCAST Be Inspired by the best sales professionals, leaders & coaches in the world of B2B sales. From IT services, medical devices through to coaching and consulting companies these principles will help you accelerate your sales performance and growth. Using models from the best selling book INSPIRE, Influence, Sell and award winning programmes from Focus4growth, you’ll have the inside track on the psychology, skills and systems used by the world’s best sales teams. We’ll hear from the best Sales Leaders from some of the fastest growing businesses in the world.

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41 recent

June 15, 202651 min

The Human Skills Salespeople Can't Afford to Lose

In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Richard Harris, sales trainer, consultant, keynote speaker and author of The Seller's Journey.With more than 30 years of experience across sales, sales leadership and consulting, Richard brings a refreshing blend of practical wisdom, straight-talking advice and humour to a conversation that explores what it really takes to succeed in modern sales.Together, Justin and Richard discuss:• Why discovery remains the most overlooked and underdeveloped skill in sales• The origins of Richard's NEAT sales framework (Need, Economic Impact, Access to Authority, Timeline)• Why many sales teams focus on the wrong problems when trying to improve performance• The growing importance of AI and how sales professionals can make it a genuine partner in their daily workflow• The decline of human-to-human communication skills and its impact on sales effectiveness• Why coaching, reinforcement and repetition are essential for long-term behavioural change• How sales leaders can help their teams build lasting sales skills rather than temporary knowledge• The psychology behind influence, persuasion and human behaviourRichard also shares his journey from corporate sales leadership to building a successful consulting business, along with practical advice for sales professionals at every stage of their careers.One of the most powerful messages from this episode is surprisingly simple:Invest just 15 minutes each week developing your sales craft.Small, consistent improvements create extraordinary long-term results.Whether you're a sales professional, sales leader, business owner or someone looking to improve your ability to influence and communicate, this episode is packed with practical insights you can apply immediately.Connect with Richard Harris:📧 richard@theharrisconsultinggroup.com🔗 LinkedIn:https://www.linkedin.com/in/rharris415/🌐 Website:https://theharrisconsultinggroup.com/📖 Book:The Seller's JourneyConnect with Justin Leigh:https://linktr.ee/JustinLeighIf you enjoyed this episode, please subscribe, share it with your network and leave a review. It helps us continue bringing world-class sales conversations to more listeners.🎯 Want to understand your own sales strengths and development areas?Take the free Sales Acceleration Scorecard:https://salesacceleration.scoreapp.com/

June 7, 202652 min

Is the CRO Role about to become Obsolete? with Justin Shriber

In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Justin Shriber — CEO and co-founder of Terrett — for a bold and thought-provoking conversation about AI, sales leadership, and the future of revenue organisations.Drawing on experience from companies including McKinsey, Siebel, Oracle and LinkedIn, Justin Shriber shares why he believes the traditional CRO role is rapidly evolving — and why many current sales structures simply won’t survive the pace of AI-driven change.Together, Justin and Justin explore:• Why traditional sales leadership models are under pressure• How AI is transforming coaching, enablement and sales execution• The challenge of changing sales behaviours at scale• Why most sales training fails due to the “forgetting curve”• The rise of self-directed “autodidacts” in modern organisations• How AI can dramatically reduce operational complexity in sales teams• The risks of poor AI implementation inside enterprise organisations• Why businesses should focus on adaptability over rigid sales processes• The future of RevOps, enablement and sales management• Why Justin Shriber believes traditional frameworks like MEDDIC are becoming outdatedThe conversation also dives into practical AI deployment, including real-time coaching, call intelligence, contextual prompting, security considerations, and the importance of combining human expertise with AI systems intelligently.This is an energetic, challenging and highly relevant discussion for sales leaders, CROs, founders, revenue teams and anyone trying to understand where AI is taking modern selling.If you’re serious about the future of sales performance, this episode will make you think differently.Connect with Justin Shriber:[Insert LinkedIn][Insert Website]Connect with Justin Leigh:https://linktr.ee/JustinLeighIf you enjoyed this episode, please subscribe, share the episode with your network, and leave a review — it helps us continue bringing world-class sales conversations to more listeners.If you enjoyed this episode, please subscribe, share it with your network, and leave a review — it helps us continue bringing world-class sales conversations to more listeners.If you’re serious about accelerating sales performance and identifying the biggest opportunities in your sales approach, take Justin Leigh’s free Sales Acceleration Scorecard here:⁠https://salesacceleration.scoreapp.com/⁠The scorecard helps sales professionals and leaders uncover strengths, blind spots and key development areas across mindset, skills and sales execution.

May 31, 202651 min

AI, Sales & the Future of Go-To-Market with Hannah Ajikawo

In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Hannah Ajikawo — CEO of Revenue Funnel and one of the most forward-thinking voices in modern B2B sales and AI-powered growth.With nearly two decades of experience spanning SaaS, startups, sales leadership and AI consulting, Hannah shares her journey from traditional software sales into the rapidly evolving world of AI-enabled business growth.Together, Justin and Hannah explore:• Why many organisations still struggle to adopt AI effectively• The biggest mistakes sales teams make when trying to generate growth• Why “more leads” is rarely the real problem• How AI tools like Claude, Gemini, Manus, Cassidy and Relevance AI are changing the way sales professionals work• The importance of research, context and deep customer understanding• Why follow-up discipline remains one of the greatest differentiators in sales success• How businesses can use AI to create value rather than noise• The future of sales enablement, revenue operations and human expertise.Hannah also shares practical advice for sales leaders and professionals looking to embrace AI without losing the human connection that sits at the heart of great selling.This is an insightful, honest and highly practical conversation about the future of sales, business growth and the mindset required to stay relevant in a rapidly changing world.If you're in sales, leadership, business development or revenue growth — this episode is packed with actionable insights you can apply immediately.Connect with Hannah Ajikawo:LinkedIn: https://www.linkedin.com/in/hannah-ajikawo/Website: https://revenuefunnel.co.uk/Connect with Justin Leigh:⁠https://linktr.ee/JustinLeighIf you enjoyed this episode, please subscribe, share it with your network, and leave a review - it really helps us reach more people who want to grow.If you'd like to take the Sales Acceleration Scorecard, it's completely free.Here's the link:https://salesacceleration.scoreapp.com/Wishing you extraordinary sales success.

March 29, 202658 min

From Poker Tables to Boardrooms: Why Sales Is Built, Not Born

What if your biggest sales constraint isn’t your strategy… but your thinking?In this episode, I’m joined by Nick Wealthall - former professional poker player turned sales consultant - bringing a sharp, no-nonsense perspective on performance, decision-making, and growth.We unpack why sales isn’t about “winning business”…it’s about helping people get to the outcome they actually want.And why discipline, belief, and an outside-in view of your customer matter far more than talent.The highlight?Nick flips the script and coaches me live on the podcast.In just a few minutes, he creates clarity, challenges my thinking, and drives real commitment — a brilliant example of what great coaching (and selling) actually looks like.In this episode:Why most salespeople overcomplicate the processThe mindset shift that changes everythingWhy asking for the business should feel easyHow to build genuine belief in your valueA live coaching moment that turns thinking into actionIf you want to sharpen how you think, sell, and lead - this will do it.If you want to connect with Nick, you can find him here:https://www.linkedin.com/in/nickwealthall/Whether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here: https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdfIf this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review. For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:https://www.linkedin.com/in/justin-leigh-coach/

March 14, 202645 min

The Hidden Yes: A Smarter Way to Think About Sales

In this episode, I’m joined by Matt Sucha, sales leader, entrepreneur, and author of the new book The Hidden Yes.Matt shares the story behind his journey in sales, the lessons he’s learned along the way, and the thinking that led him to write a book focused on one of the most powerful — and often overlooked — ideas in selling: that behind many objections and hesitations, there is often a “hidden yes” waiting to be discovered.We explore what great salespeople do differently when it comes to understanding customers, building trust, and navigating the real conversations that lead to better outcomes for both sides.One of the most interesting things about Matt’s book is how he’s chosen to publish it.Instead of putting it behind a paywall, Matt has made the book available for free download, inviting readers to read it first and only pay for it if they genuinely find value in it.It’s a refreshing approach — and very much aligned with the spirit of the book itself.In this conversation we discuss:• Matt’s journey into sales and leadership• The concept behind The Hidden Yes• Why understanding the real customer conversation matters• Lessons from years of sales experience• Practical insights for anyone working in sales todayIf you work in sales, lead a sales team, or simply want to improve how you influence and communicate, there are plenty of practical insights in this conversation.You can download Matt’s book The Hidden Yes here:https://thehiddenyes.com/salesLearn more about Matt:https://www.linkedin.com/in/matt-suchaWhether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here: https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdfIf this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review. For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:https://www.linkedin.com/in/justin-leigh-coach/

February 12, 202651 min

Stop Selling. Start Leading. How Ethical Leadership Drives 90% Sales Acceptance – Without Burnout | Dr Rana Al-Falaki

How Ethical Leadership Drives 90% Sales Acceptance – Without Burnout | Dr Rana Al-FalakiIn this episode of the Inspire Sales Podcast, I sit down with Dr Rana Al-Falaki – multi-award-winning leadership expert, specialist dentist, and founder of NAIL-IT Leadership .Rana achieved treatment acceptance rates above 90 per cent in clinical dentistry, in an industry where 50–60 per cent is considered typical . But here’s the twist…- She didn’t do it with scripts.- She didn’t do it with pressure.- She didn’t do it with persuasion tactics.She did it through leadership.We explore why sales is not about convincing people to say yes - it’s about creating emotional safety, clarity and trust so they can choose with confidence.Rana unpacks her NAIL-IT Leadership framework, built around six pillars:NeedsAttitudeIntegrityLimitless thinkingIntuitionTangibility We also dive into:Why persuasion is a flawed model for modern salesHow integrity directly impacts revenueWhy so many high performers still feel unfulfilledThe connection between energy, wellbeing and commercial performanceHow to grow teams and profits without burning people outThis conversation challenges the old-school idea that sales success comes from pressure and tactics.Instead, we explore a leadership-led model of influence - where growth is sustainable, ethical and deeply human.If you lead a sales team…If you’re tired of short-term wins followed by burnout…If you believe performance and wellbeing don’t have to be opposites…This episode is for you.You can connect & follow Rana here:https://www.linkedin.com/in/dr-rana/https://www.instagram.com/drranaalfalaki/📈 This is the Inspire Sales Podcast. And I’m your host….. Justin Leigh. 🔗🔗 If you'd like to connect with Justin check out the link: ⁠⁠⁠⁠⁠⁠https://linktr.ee/JustinLeigh⁠⁠⁠⁠⁠⁠👇🏼 To learn more about Justin's work check out the website here: https://justin-leigh.com & www.focus4growth.co.uk 📕📑 If you'd like to buy a copy of INSPIRE, INFLUENCE, SELL - you can get your copy here: https://bit.ly/GO-INSPIRE📧 If you'd like to sign up to our weekly inspiring email, click here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/Inspire-Weekly🚀 Wishing you every future success with your Sales & Leadership growth.🏆 Go INSPIRE!

August 11, 202554 min

Why Most SaaS Sales Teams Fail at Pricing - and How to Fix It with Use Cases That Close Deals

What’s killing your SaaS deals?It’s not the product.It’s not the pitch.It’s your pricing… and the fact that your team is selling features instead of use cases that actually solve real problems.In this episode, Justin is joined by Simon Ooley — founder of Veles — who went from BDR to building $10M+ ARR business units across continents, and now helps SaaS sales teams ditch the spreadsheet chaos and close smarter.Together, they break down:The fatal pricing blind spots crippling SaaS salesWhy use cases are the new secret weapon for sales enablementHow to shift from feature-dumping to value-first conversationsThe real reason your sales and product teams don’t align (and how to fix it)How Simon validated Veles by interviewing 100+ SaaS companiesWhat separates high-performing reps from the rest (hint: it’s not talent)You’ll also hear how Simon stays motivated through chaos, the power of consultative selling, and a sneak peek at Justin’s custom GPT sales coach — now being road-tested by Simon’s team.Stick around to the end for Simon’s raw and real advice for sales leaders on mindset, balance, and how to keep showing up — even when the numbers don’t.To connect with Simon Ooley:Visit www.linkedin.com/in/simonooley/To learn more about Veles:Go to www.getveles.comWhether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here: https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdfIf this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review. For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:https://www.linkedin.com/in/justin-leigh-coach/

June 13, 202522 min

Why Every Great Leader Needs to Coach (Not Just Manage)

This isn’t my interview.It’s a business podcast episode recorded in the US—where two podcast hosts sat down to discuss my book Coaching Leaders.They didn’t just skim it.They studied the full 40,000-word manuscript.And what followed was a sharp, practical, and honest discussion about how the ideas in the book apply to real-world leadership.If you manage a team, lead a business, or want to break free from the pressure of always being the “fixer”... this conversation is worth your time.Here’s what they cover:Why most managers accidentally create dependency—and how coaching leaders break that cycleThe shift from giving answers to guiding growthThe 3 traps leaders fall into (and how to escape them)How the COACH model helps structure better 1:1s, performance reviews, and team conversationsPractical strategies to increase trust, autonomy, and accountability—without micromanagingWhat high-performance leadership will demand in 2025 and beyondWhether you’re trying to reclaim your time, raise the bar, or unlock your team’s potential—this episode explores what it really means to lead through coaching.And the best part?I didn’t script any of it.They just got it.Enjoy.

May 13, 202514 min

Inspire, Influence, Sell: A Sales Mastery System

What happens when a group of entrepreneurs and business consultants dissect a powerful sales book?You get practical insights, honest reflections, and real-world relevance.This episode explores the key concepts from Inspire, Influence, Sell by Justin Leigh—giving you the essence of the INSPIRE Sales Mastery System in just one listen.In this special episode of the Inspire Sales Podcast, we feature a dynamic conversation between two experienced entrepreneurs and business consultants as they discuss Justin Leigh’s best-selling book Inspire, Influence, Sell: Master the Psychology, Skills and Systems of the World’s Best Sales Teams.Their discussion explores:Why psychology is the foundation of successful sellingThe essential skills that drive connection, influence, and resultsHow a structured system can transform sales performance across industriesThe key components of the INSPIRE Sales Mastery SystemHow these principles apply in both traditional and virtual selling environmentsWhether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here: https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdfIf this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review. For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:https://www.linkedin.com/in/justin-leigh-coach/

January 3, 202550 min

Sales Unplugged with Michael Walford-Grant

On this episode of the Inspire Sales Podcast, Justin sits down with Michael Walford-Grant. Michael is a veteran sales consultant, trainer, and author of Sales Unplugged. With a career spanning decades in the Fintech and financial sectors, Michael shares his journey, key insights from his book, and actionable strategies to elevate your sales performance. Key takeaways include: How to stand out by addressing unconsidered needs and creating urgency. Insights into the shift towards consensus buying and its impact on sales strategies. Negotiation tips that simplify the process while maximising results. The importance of tight, consistent messaging in all sales interactions. Why passion and motivation are just as critical as technical sales skills. Whether you’re an experienced sales professional or just starting out, this episode is packed with valuable lessons to enhance your communication, influence, and success. You can connect with Michael here: https://www.linkedin.com/in/michael-walford-grant-15a8933/ 📈 This is the Inspire Sales Podcast. And I’m your host….. Justin Leigh. 🔗🔗 If you'd like to connect with Justin check out the link: ⁠⁠⁠⁠⁠https://linktr.ee/JustinLeigh⁠⁠⁠⁠⁠ 👇🏼 To learn more about Justin's work check out the website here: https://justin-leigh.com & www.focus4growth.co.uk 📕📑 If you'd like to buy a copy of INSPIRE, INFLUENCE, SELL - you can get your copy here: https://bit.ly/GO-INSPIRE 📧 If you'd like to sign up to our weekly inspiring email, click here: ⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/Inspire-Weekly 🚀 Wishing you every future success with your Sales & Leadership growth. 🏆 Go INSPIRE!