Ep84 The 10 Sales Qualities That Matter In 2026

The salesperson who wins today doesn’t look like the salesperson who won five years ago… or even three. The market has shifted, buyers have changed, and the old playbook is no longer enough.  Ingrid breaks down the 10 qualities that define great business development people right now — not in theor…

Ep83 Why the best sales teams stop chasing the dollar – Seth Clancy

Great sales isn’t about transactions. It’s about intention, empathy, and long-term partnerships that genuinely add value. Seth Clancy, has built a career at the intersection of entertainment, events, and media across Australia and the UK. Now Commercial Director and executive team member at Oztix, …

Ep82 What happens when you stop hiring and start accessing – Colin Mills

What if growing your business didn’t require hiring a full-time executive — but still gave you access to world-class leadership when it matters most? Colin Mills discusses how businesses are rethinking leadership, work, and growth — and why outcome-driven executive support is transforming both comp…

Ep81 Turning sales on its head at professional services firms

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, deliveri…

Ep80 From clunky CRM to clear pipeline: a new way to sell – Ian Selbie

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 …

Ep79 The psychology of price: What customers really buy – Ron Wood

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 wh…

Ep78 Why sales leadership matters most in a tough 2026

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 Australi…

Ep77 Beyond CRM: How an AI teammate drives revenue growth – David Marshall

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.  Da…

Ep76 Building a global retail brand from scratch – Richard Morley-Kirk

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…

Ep75 How to sell without making it about you

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 an…