The High Performance Sales Leader

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The High Performance Sales Leader

Pree Sarkar

47 episodes

5 days ago

Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox? Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1...

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Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox? Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1...

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Episodes (20/47)

The High Performance Sales Leader

Ep 47: How Losing a $1M Deal Led to Achieving 29 President Clubs with Stephen Cottrell

Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox? Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1...

5 days ago

28 minutes

The High Performance Sales Leader

E46: $5M to $55M: Craig Harris’ ScaleUp Journey at Deputy

I spoke with Craig Harris, former CEO at Plexus and COO at Deputy … he has been a key part of some of the most exciting scale-ups in Australia. Here’s Craig’s story …. For 25 years, I’ve helped tech companies build at pace. But one journey that stands out—because of what it gave me, taught me, and broke in me—was Deputy. In four years, we scaled from $5M to $55M. We didn’t do it with smoke and mirrors. We did it with systems, sweat, and a few very sore lessons. I’ll walk you through the path ...

1 month ago

32 minutes

The High Performance Sales Leader

E45: 5 Steps to Customer Intimacy and Lifelong Relationships with Brad Perriott

In today’s episode, we sat down with Brad Perriott, Country Manager and AVP at Sentinel One, to explore the art of building authentic, long-term customer relationships in sales. Brad shares his unconventional journey—from managing a punk rock band to becoming a sales leader—and dives into his customer intimacy framework, a proven method for creating meaningful connections that drive business success. Whether you're in sales, leadership, or simply looking to enhance your professional relations...

1 month ago

40 minutes

The High Performance Sales Leader

E44: First in Region: Hard Won Lessons from Scaling Revenue in APAC with Gerard D’Onofrio

Gerard D’Onofrio is a true scale-up operator with sales in his DNA. His father was a Senior Vice President of Sales in tech, his twin brother is an enterprise rep in the US, and Gerard himself has carved an exceptional career in tech sales—earning accolades like 5x Century Club Winner, President’s Club, and #1 global rep at AdRoll. But what sets Gerard apart is what he’s built, not just what he’s sold. After a powerhouse five-year stint at AdRoll—including launching their APAC HQ in Sydney—Ge...

2 months ago

34 minutes

The High Performance Sales Leader

E43: How to Hire Great SDRs Using MAGIC: The Scorecard for Spotting Raw Talent with Josh English

Have you ever felt like your career path doesn’t quite fit the traditional mold? Maybe you've considered transitioning into a new role but felt limited by hiring criteria that seem too rigid. If so, this episode is for you! Josh English, former Head of Sales Development for Australia at Salesforce and APAC Sales Development Manager at Procore, shares invaluable insights on hiring SDRs from unconventional backgrounds. From comedians to teachers to pilots, Josh has built high-performing t...

4 months ago

23 minutes

The High Performance Sales Leader

E42: Why Sales Leaders Fail – And How to Win Instead with Bart Fanelli

Are you a sales leader struggling to consistently hit your revenue targets? Do you feel like something is missing in your approach, but you can’t quite pinpoint what? If so, you’re in for a treat. In this episode, we sit down with Bart Fanelli, CEO and co-founder of Skillibrium. With a rich history that includes being CRO at OutSystems and VP of Field Success at Splunk for seven years, Bart has seen it all when it comes to sales leadership—both the successes and the failures. Join us as...

5 months ago

43 minutes

The High Performance Sales Leader

E41: From Super Seller to Team Builder: Mastering the Four Sales Leadership Personas with Jason Leonidas

Join us today as Jason Leonidas sits down with us to share his insights on coaching and mentoring sales managers, promoting talent from within, and building high-performing sales teams. Jason, the APAC RVP at New Relic, brings decades of experience in the software industry. In this episode, he dives into his innovative framework for developing sales leaders using the four sales personas: the Super Seller, the Business Manager, the Evangelist or Thought Leader, and the Team Builder. Episode ...

7 months ago

33 minutes

The High Performance Sales Leader

E40: The Quiet Strength of Introverted Sales Leaders with Fabian Calle

Have you ever wondered how your personality influences your leadership style? In this episode, Pree Sarkar sits down with Fabian Calle, Managing Director of SAP Concur, to discuss his 15-year journey in leadership. Fabian shares insights on leading as an introvert, shaping culture through personal values, and navigating the demands of both professional and personal life. Episode Highlights: When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull)Leadership Isn’t Glamor...

7 months ago

40 minutes

The High Performance Sales Leader

E39: The Happiest Man Alive, Camino Treks and Cycling Italy: Get Smarter and Stronger through Sabbaticals with David Hope

David Hope, an APAC SVP with a 40-year career in Asia, shared his transformative sabbatical journey. Starting in Nepal, he trekked solo to Everest base camp and spent three nights in a monastery with a Buddhist Guru, learning meditation techniques. He then walked 260 km on the Camino trail in Portugal to Santiago, reinforcing his relationship with his wife. David also explored historical sites like Gallipoli, Ephesus, and Crete, emphasizing the importance of continuous learning and authentic...

8 months ago

38 minutes

The High Performance Sales Leader

E38: How Role-Playing with AI Creates Super Sellers with Sriharsha Guduguntla

In today's episode, we dive deep into the revolutionary world of AI-driven sales training with Sai, the co-founder and CEO of Hyperbound.ai, a virtual sales gym designed to elevate GTM functions, sales, customer success, pre-sales, and much more. Hyperbound.ai is turning heads in the tech world, and sales leaders are raving about its ability to deliver real-world simulations and role-playing training at scale. Sriharsha Guduguntla, a graduate of Y Combinator's Summer Cohort 2023, takes us thr...

8 months ago

30 minutes

The High Performance Sales Leader

E37: Scaling from $5M to $38M: The Unreasonable Path to Startup Success with Russell Evans

Russell Evans, former CRO at Dubber, discussed his transition from large corporations to startups, highlighting Dubber's growth from $5 million to $38 million ARR in five years. Key drivers included partnerships with Cisco and Microsoft, the unified communications as a service (UCaaS) market's 18-22% annual growth, and a partner-only go-to-market strategy. Evans emphasised the importance of cultural fit, data-driven decision-making, and maintaining a high-energy, partner-centric approach. Cha...

9 months ago

31 minutes

The High Performance Sales Leader

E36: Fail Fast, Fail Forward: The Key to Thriving in High-Pressure Sales and Leadership with Alex Palmer

In this episode, we sit down with Alex Palmer, SMB Manager - ANZ at Deel, a hyper-growth Pre-IPO SaaS company revolutionizing payroll and workplace mobility worldwide. Originally from the UK, Alex came to Australia with dreams of playing professional cricket. His experience as an athlete shaped his approach to leadership, emphasizing continuous improvement, resilience, and a focus on team growth. Today, he leads with transparency, honesty, and a passion for helping others succeed—both on his ...

10 months ago

33 minutes

The High Performance Sales Leader

E35: Video, Social Selling and Authentic Leadership Insights From The Front Lines with Mark Fazackerley

In this episode, we explore the power of a beginner’s mindset with Mark Fazackerley, a high-performance sales leader and martial arts practitioner. Mark shares how adopting a sense of wonder can open up infinite possibilities, whether in business or personal growth. We also delve into his journey through martial arts, how it shaped his leadership style, and his unique perspective as the "Roving Reporter" on LinkedIn. About Mark Fazackerley: Mark Fazackerley, a high-performance sales leader wh...

11 months ago

24 minutes

The High Performance Sales Leader

E34: Beyond the Hype: How AI is Transforming Business—and Why Human Touch is Key with Peter Sharples

What has shaped your journey so far? In this episode, we sit down with Peter Sharples, Vice President APAC at Builder.ai, a Series D unicorn revolutionizing the tech landscape through AI-driven app development. Peter, formerly with AWS, shares his journey from civil engineering to becoming a leader in the tech industry, highlighting the transformative shift from cloud computing to AI. He also reflects on the key decisions and experiences that have defined his career. Episode Highlights: The J...

11 months ago

42 minutes

The High Performance Sales Leader

E33: Leading with Purpose: How to Navigate Uncertainty, Change and Growth with David Oakley

In this episode, David Oakley shares his experiences transitioning from industry-leading giants like IBM and Oracle to working with innovative companies such as ServiceNow and Miro. He delves into the benefits of starting a career in large organizations and how those experiences shaped his approach in more agile, cutting-edge environments. Dave also discusses the importance of self-management, leadership, and creating a sustainable work environment that fosters long-term success. Episode Hi...

11 months ago

37 minutes

The High Performance Sales Leader

E32: From Expectation to Achievement: How I Landed My Dream Sales Leadership Role with Kwame Aforo-Addo

In the realm of personal and professional development, few stories capture the essence of persistence and determination quite like that of Kwame Aforo-Addo. A sales leader at UKG Software, a third-degree black belt, and a former regional-level 100-meter sprinter, Kwame’s journey is a testament to the power of unwavering commitment to one’s goals. His story is one that inspires not only his peers and colleagues but also those who are navigating the challenges of career transitions and personal...

11 months ago

26 minutes

The High Performance Sales Leader

E31: From AE to APAC Sales Director: Fail, Learn and Grow with Tanya Neary

Tanya Neary, Senior Director of New Business APAC at Culture Amp, an Australian startup turned global SaaS player, has spent over a decade shaping and growing the company. Her journey is a rich tapestry of challenges, successes, and invaluable lessons. In this interview, Tanya shares her insights on growth, culture, and leadership. Episode Highlights: 01:30 Tanya Neary's Visionary Journey 03:00 Identifying the Market Gap 07:13 Encouraging Innovation Through Failure 09:21 Nurturi...

1 year ago

29 minutes

The High Performance Sales Leader

E30: Breaking Barriers: From HR to Sales Leadership with Emma Cahalane | Sales Leader ex Google/ DoorDash

In today's episode, we're thrilled to have Emma Cahalane, a seasoned sales leader, sharing her invaluable insights and experiences. Emma's journey from HR to sales leadership has been nothing short of inspiring, and her expertise spans diverse sectors, including tech giants like Google and innovative startups like Sonder and DoorDash. She discusses prevalent gender dynamics in sales and offers strategies for fostering inclusivity and championing diversity, effective sales techniques, and many...

1 year ago

26 minutes

The High Performance Sales Leader

E29: Mastering Sales Forecasting: From Anxiety to Accuracy with John Moran, CEO Prevu , ex AVP Salesforce

Sales forecasting is a crucial aspect of any organisation, especially those dealing with complex sales cycles and enterprise solutions. With the right forecasting practices, sales leaders can bring accuracy, consistency, and, most importantly, peace of mind to their teams. In today's episode, we delve into the insights shared by John Moran, CEO of Preview, an AI application poised to revolutionise the world of forecasting. John's extensive experience in sales at companies like Siebel, Oracle,...

1 year ago

33 minutes

The High Performance Sales Leader

E28: From Startup to Scaleup: How to Make Revenue Flow Fast with Brett Stephenson | CRO EarlyTrade, ex- PayApps

From Startup to Scaleup: How to Make Revenue Flow Fast In the high-octane world of startups and scale-ups, revenue growth is the ultimate goal, but achieving it is far from straightforward. As the CRO at Payapps, Brett Stephenson has navigated these waters successfully, leading his team to a successful acquisition by Autodesk. Today, we delve into Brett's experiences, exploring the challenges faced by scale-up organizations and the solutions that can pave the way for rapid revenue flo...

1 year ago

23 minutes