Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople. 

Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? – a title that says it all. He says top sales professionals stay adaptable, continuously learning and refining their approach. A strong company, Ian insists, fosters better sales outcomes by prioritising people over spreadsheets. 

MORE INFORMATION

For books and guides that Ian mentions in this episode, please visit his website: https://www.salesmentoru.com/ 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/

Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That&rsquo;s according to Ian Selbie. And he would know! He&rsquo;s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople.&nbsp;
Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? &ndash; a title that says it all. He says top sales professionals stay adaptable, continuously learning and refining their approach. A strong company, Ian insists, fosters better sales outcomes by prioritising people over spreadsheets.&nbsp;
MORE INFORMATION
For books and guides that Ian mentions in this episode, please visit his website:&nbsp;<a href="https://www.salesmentoru.com/">https://www.salesmentoru.com/</a>&nbsp;
The Next Level Sales Impact Online Program&nbsp; <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>&nbsp;
The Sales Revolution Book <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>

The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.

Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.

The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The sales process is broken. What&rsquo;s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.
Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid&rsquo;s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.
The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;

The sales process is broken. A revolution is required to engage with customers, employees and the greater business community.

The Sales Revolution

The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.

Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.=

The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The sales process is broken. What&rsquo;s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.
Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid&rsquo;s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.=
The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;

Ep51 The mindset & methods of high-performing salespeople – Ian Selbie

What do bricklaying, noxious weeds, and Radio Rentals have in common with global leadership and goal mastery? Everything – when the story belongs to Keith Abraham. Keith brings his infectious energy and enthusiasm in this episode as he shares his remarkable transformation from school dropout to world-renowned goal achievement expert. 

With 1.7 million people across 43 countries hanging on his every word, Keith explains why most people don’t fail to set goals—they fail to achieve them. His simple, duplicatable “how” formula flips conventional wisdom on its head: start with how you want to feel, then design goals that deliver that emotion. 

Along the way, he unveils his 91% accurate GoalDriver diagnostic and his powerful “rule of threes” for daily progress. Prepare to rethink leadership, rediscover purpose, and maybe even write down your own 100 life goals. 

KEITH’S DETAILS 

Free Goal-Setting Resources: 
A collection of downloadable tools to assist with goal setting and personal development. These include worksheets, videos, and audio recordings on topics like the 6-Step Goal Setting Process, the 100 Lifetime Goals Worksheet, and the Passionate Performance Audio.
https://keithabraham.com/free-resources/

GoalDriver Assessment: 
An assessment tool designed to help you understand your primary motivators and how they influence your goal-setting and achievement strategies.
https://mygoaldriver.com/ 

Online Courses: 
Keith offers a 14-module online learning course that expands on his Passionate Performance Workshop, aiming to help you clarify your goals, build confidence, and create consistency. 
https://courses.keithabraham.com/ 

Blog and Insights: 
https://keithabraham.com/blog/ 

MORE ABOUT INGRID MAYNARD   

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

What do bricklaying, noxious weeds, and Radio Rentals have in common with global leadership and goal mastery? Everything &ndash; when the story belongs to Keith Abraham. Keith brings his infectious energy and enthusiasm in this episode as he shares his remarkable transformation from school dropout to world-renowned goal achievement expert.&nbsp;
With 1.7 million people across 43 countries hanging on his every word, Keith explains why most people don&rsquo;t fail to set goals&mdash;they fail to achieve them. His simple, duplicatable &ldquo;how&rdquo; formula flips conventional wisdom on its head: start with how you want to feel, then design goals that deliver that emotion.&nbsp;
Along the way, he unveils his 91% accurate GoalDriver diagnostic and his powerful &ldquo;rule of threes&rdquo; for daily progress. Prepare to rethink leadership, rediscover purpose, and maybe even write down your own 100 life goals.&nbsp;
KEITH&rsquo;S DETAILS&nbsp;
Free Goal-Setting Resources:&nbsp; A collection of downloadable tools to assist with goal setting and personal development. These include worksheets, videos, and audio recordings on topics like the 6-Step Goal Setting Process, the 100 Lifetime Goals Worksheet, and the Passionate Performance Audio. <a href="https://keithabraham.com/free-resources/">https://keithabraham.com/free-resources/</a>
GoalDriver Assessment:&nbsp; An assessment tool designed to help you understand your primary motivators and how they influence your goal-setting and achievement strategies. <a href="https://mygoaldriver.com/">https://mygoaldriver.com/</a>&nbsp;
Online Courses:&nbsp; Keith offers a 14-module online learning course that expands on his Passionate Performance Workshop, aiming to help you clarify your goals, build confidence, and create consistency. <a href="https://courses.keithabraham.com/">https://courses.keithabraham.com/</a>&nbsp;
Blog and Insights:&nbsp; <a href="https://keithabraham.com/blog/">https://keithabraham.com/blog/</a>&nbsp;
MORE ABOUT INGRID MAYNARD&nbsp; &nbsp;
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>&nbsp;
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

Ep58 The goal-setting list that changes everything – Keith Abraham

Too often, the best salesperson is promoted to sales leader – then left to sink or swim. But what does it take to actually lead a high-performing sales team?  Sales performance hinges on three core drivers: clarity, confidence, and consistency. 

Clarity means knowing the role, understanding what good looks like, and following a defined sales process supported by tools and training. Confidence comes from practice, preparation, and outcome-focused conversations that build trust and credibility. Consistency is achieved through structured routines, clear customer cadences, and purposeful action. 

Grit plays a key role – sustaining effort and commitment even when things get tough. Success depends on structured team rhythms: regular meetings, one-on-ones, and in-field coaching that reinforce expectations and support growth. 

Sales leadership isn’t about pushing for results – it’s about enabling them through strategy, structure, and support. 

MORE INFORMATION 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

Too often, the best salesperson is promoted to sales leader &ndash; then left to sink or swim. But what does it take to actually lead a high-performing sales team? &nbsp;Sales performance hinges on three core drivers: clarity, confidence, and consistency.&nbsp;
Clarity means knowing the role, understanding what good looks like, and following a defined sales process supported by tools and training. Confidence comes from practice, preparation, and outcome-focused conversations that build trust and credibility. Consistency is achieved through structured routines, clear customer cadences, and purposeful action.&nbsp;
Grit plays a key role &ndash; sustaining effort and commitment even when things get tough. Success depends on structured team rhythms: regular meetings, one-on-ones, and in-field coaching that reinforce expectations and support growth.&nbsp;
Sales leadership isn&rsquo;t about pushing for results &ndash; it&rsquo;s about enabling them through strategy, structure, and support.&nbsp;
MORE INFORMATION&nbsp;
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

Ep57 The 3 core drivers of great sales performance

What does it take to thrive in a male-dominated industry, crush cold calls, and redefine resilience? Franky Kennedy is a seasoned Business Development Manager with over 13 years of experience in the logistics and freight management industry. Known for her relationship-driven approach, she’s a passionate advocate for diversity and inclusion in a traditionally male-dominated field.

 

With no roadmap and plenty of rejection, Frankie carved her own path through grit, intuition, and a refusal to back down. She unpacks how walking down driveways (literally) became her secret weapon for generating leads, why rapport beats rejection, and how freight management is all about bridging the gap between carrier limitations and customer expectations. 

From turning cold leads into loyal clients to coaching the next generation of sales pros, Franky proves that energy, empathy, and experience make the ultimate sales toolkit. 

MORE INFORMATION 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

What does it take to thrive in a male-dominated industry, crush cold calls, and redefine resilience? Franky Kennedy is a seasoned Business Development Manager with over 13 years of experience in the logistics and freight management industry. Known for her relationship-driven approach, she&rsquo;s a passionate advocate for diversity and inclusion in a traditionally male-dominated field.
&nbsp;
With no roadmap and plenty of rejection, Frankie carved her own path through grit, intuition, and a refusal to back down. She unpacks how walking down driveways (literally) became her secret weapon for generating leads, why rapport beats rejection, and how freight management is all about bridging the gap between carrier limitations and customer expectations.&nbsp;
From turning cold leads into loyal clients to coaching the next generation of sales pros, Franky proves that energy, empathy, and experience make the ultimate sales toolkit.&nbsp;
MORE INFORMATION&nbsp;
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

Ep51 The mindset & methods of high-performing salespeople – Ian Selbie

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