Leadership that sells

Practical Leadership Academy
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Welcome to Leadership That Sells, the podcast for sales managers and leaders who want to inspire, serve, and unlock the greatness in their teams. Leading a sales team is one of the most visible and high-pressure roles out there. Your team’s results are on display for everyone to see. But leadership isn’t just about hitting numbers—it’s about selling people on their own potential and helping them thrive. Join Paul Morton, CEO of Practical Leadership Academy, as he explores how servant leadership and influence can transform the way you lead. With practical insights and real-world stories, you’ll discover how to build trust, drive results, and support your team in one of the most challenging and rewarding leadership roles. If you’re ready to lead with purpose, inspire action, and create a culture of success, this podcast is for you.

  1. 3D AGO

    130. Bruce Temkin - How to build unshakeable trust in your team

    My guest this week is Bruce Temkin – founder of the XM Institute, host of Humanity at Scale, and often referred to as the godfather of customer experience. Bruce has spent decades helping global leaders humanise their organisations. In this episode, we bring that wisdom straight into the world of sales leadership. We break down what it means to be a human-centric leader – someone who doesn’t just drive outcomes, but does it without leaving a trail of emotional destruction behind. If you’re managing a team under pressure, leading remotely, or just trying to build loyalty and performance without burnout, this one’s for you. We cover trust, empathy, digital charisma, and how to lead without being a robot. Get ready for practical ideas, deep insights, and a much-needed reminder that sales leadership isn’t about controlling people – it’s about creating space for them to succeed. How to lead with empathy, trust and purpose in a messy, remote world Start with purpose – Purpose gives direction. Without it, people scatter. Define where you’re going and why. Practise empathy – It’s not about being soft. It’s about understanding the human impact of your actions – especially when giving tough feedback. Build trust through ability, benevolence and integrity – Your team will only follow you if they believe you're competent, care about them, and behave consistently. Adapt your leadership for remote teams – You can’t rely on proximity anymore. Build digital charisma. Be explicit with empathy and trust-building signals. Pause and reflect – Use the power of metacognition. Daily and weekly reflection helps you lead with intention, not reaction. Timeline summary [02:52] – What human-centric leadership really means [06:20] – The three foundations: purpose, empathy, trust [09:13] – Trust explained: the leap of faith your team takes every day [10:59] – The trust triangle: ability, benevolence, integrity [14:09] – Why proximity matters – and what to do when you don’t have it [17:03] – Build digital charisma and make empathy explicit in remote settings [21:19] – “Invite the unspoken” – asking what people aren’t saying [23:32] – Stop watching yourself on video – it’s draining your empathy [30:03] – The leadership superpower: pause and reflect [32:00] – Most people drift. Leaders who reflect, win. Links & resources Newsletter: https://humanityatscale.substack.com/, LinkedIn: https://www.linkedin.com/in/brucetemkin/,  Website: https://temkinsight.com/

    34 min

  2. FEB 9

    129. Jaime Goff - How to Rewrite Your Leadership Story and Lead Securely

    In this episode of Leadership that Sells, I’m joined by Dr Jaime Goff – a therapist turned executive coach and author of The Secure Leader. Jaime shares how childhood patterns and internal stories quietly shape the way we lead, and more importantly, how to change them. We get into the deep but practical end of leadership: how trust issues, micromanagement, people pleasing, and self-doubt often stem from long-forgotten formative experiences. Jaime explains how these unseen narratives impact your ability to delegate, coach, and lead under pressure – and what to do about it. If you’ve ever found yourself reacting in ways you can’t quite explain – over-controlling, avoiding conflict, chasing approval – this episode is for you. How to rewrite your internal story to lead with more trust, clarity and presence Deconstruct your story: Reflect on early emotional experiences that shaped your beliefs about yourself and others. What patterns are helping? What are holding you back? Build emotional regulation: Learn to recognise your triggers and respond rather than react. Regulation is foundational to secure leadership. Deepen authentic connection: Take small risks to build real trust with your team. Secure leaders connect with others from a place of self-worth. Integrate a new identity: Decide who you want to be as a leader. Build new, reinforcing habits around that identity and keep moving towards it. Start from worth and trust: You can’t truly value others if you don’t value yourself. Leadership that works starts with internal security. Timeline summary [03:07] – How early emotional experiences quietly shape your leadership patterns [05:03] – Why some leaders micromanage: it’s not about control, it’s about survival [07:00] – You can have all the tools, but mindset still blocks execution [08:22] – Awareness is the first step to rewiring your leadership approach [10:08] – The 3-part framework: regulation, connection, integration [13:00] – “Good leadership starts with seeing your own value” [14:47] – Most people rise to the occasion – if you give them the support [15:57] – Sales is a pressure game – here’s how to lead when it counts [16:35] – Don’t confuse worth with performance: reframing the internal narrative Links & resources Website - https://drjaimegoff.com/](https://drjaimegoff.com Instagram - https://www.instagram.com/dr_jaimegoff/ LinkedIn - https://www.linkedin.com/in/drjaimegoff/ YouTube - https://www.youtube.com/@drjaimegoff Goodreads - https://www.goodreads.com/book/show/235737746-the-secure-leader Amazon - https://www.amazon.com/Secure-Leader-Discover-Leadership-Story/dp/B0FBZ39H8Y/ Bookshop - https://bookshop.org/p/books/the-secure-leader-discover-the-hidden-forces-that-shape-your-leadership-story-and-how-to-change-them/f89704d58aefbc84 If this episode hit home, I’d love it if you rated, followed and reviewed Leadership that Sells. And don’t forget to share it with another sales leader who’s ready to grow.

    27 min

  3. FEB 2

    128. William Davies - How to lead without the title trap

    What if the very thing you're doing to reward success is the one thing that guarantees failure? In this episode, I speak with leadership mentor and author William Davis, who’s seen more than four decades of leadership mistakes up close. Together we get straight to the heart of a painful truth: most managers are made, not chosen—and we’re getting it badly wrong. We talk about the classic disaster promotion—when your best individual contributor gets “rewarded” by becoming a leader, with zero prep and no support. William’s message is blunt and clear: if they don’t want to be a leader, they’ll never be a good one. So how do you spot the right ones? How do you shift that mindset from individual success to team success? And how do you build genuine, trusting relationships that hold up when things inevitably go wrong? This one is full of practical gold for any sales leader trying to coach their team without losing their top players or their mind. How to stop promoting your top performers into failure Don’t assume success in the role means readiness to lead. It’s a different job. Ask the question early: Do you actually want to be a leader? If the answer’s no, don’t push it. Great leadership starts with a mindset shift—from my success to my team’s success. Build trust through personal connection—get to know your people outside of the office. Use humour and humility to lower the pressure and make people feel safe. Understand what actually matters to each person—professionally and personally. Timeline summary [02:04] – William on why wanting to lead is non-negotiable [03:30] – “You’ve just lost your top performer—and you’ve gained a mediocre manager” [05:25] – The tech world’s talent trap: promoting based on skill, ignoring people skills [06:58] – Why sales teams don’t function like traditional teams (and why that matters) [08:43] – “Your job is to make them successful—even on their worst day” [10:30] – Golf, woods, and breaking the boss-worker wall with humour [12:24] – Using intentional lightness to build psychological safety [13:31] – “You’re not leaving this job because of me”: creating real retention [14:58] – Two-step retention: secure them now, then plan their next steps Links & resources William Davis’ book: Building Genuine Relationships Download the Parallel Team Playbook: https://www.facebook.com/profile.php?id=61573023334183 https://www.instagram.com/williamcharlesdavis64/ https://whatsapp.com/channel/0029Vb1Tks3DJ6H2ue5B5m3A https://www.linkedin.com/in/williamcharlesdavis/ If you enjoyed this episode, don’t forget to rate, follow and share the podcast. And if it hit a nerve (in a good way), leave us a review—we’d love to hear what’s working for you.

    27 min

  4. JAN 26

    127. Chip Higgins - How to Build Sales Momentum That Lasts

    In this episode of Leadership That Sells, I talk with Chip Higgins — small business strategist, seasoned exec and author of The Bizix Way — about how to lead with energy, focus, and staying power. Chip brings a totally fresh perspective by linking business performance to real physics principles like momentum, force, friction and inertia. He shares how mass times velocity is more than just an equation from school science. It's a powerful mental model for sales teams and leaders who want to build real traction and keep it going. We dig into how leaders create energy, how to point it in the right direction, and how to build "mass" inside the business by developing people, sharpening value propositions, and improving the systems that make selling simpler. Here’s how to create unstoppable sales momentum: Momentum = Mass x Velocity. Mass is the density of your value proposition and team. Velocity is speed with direction. Don’t confuse activity with productivity. Sales energy must be focused on aligned targets that drive real value. Increase mass by building weighty leadership, strong culture, and clear differentiation. Velocity comes from direction. Set the vector: what market, what message, what timeframe. Friction kills energy. Remove unnecessary complexity, systems drag and pointless admin. Reinvest in your people. Developing skills and character builds lasting mass. Bond with your customers. Deep connections create resilience and power, like redwood trees sharing root systems. Timeline summary: [02:12] – Sales is the most intense energy field in business [03:38] – Top salespeople should earn more than the boss [07:02] – Momentum = mass x velocity, explained for sales teams [08:34] – It takes exponentially more energy to go faster [10:13] – Avoid fake productivity: be clear on targets [14:15] – What makes a small business "massive" [17:07] – Why your leadership weight matters [20:07] – Mass is the value in your people, your proposition, and your culture [24:00] – Bonding builds mass — with team and customers [27:13] – Crash Bandicoot, tornadoes, and angular momentum [30:20] – How to grow mass: reinvest in people, develop their weight [34:05] – Newton's laws, sales acceleration, and systems friction [39:48] – Billboard message: "We're better together" Links & resources: Chip’s site: https://www.chiphiggins.com/ Book: The Bizix Way (on Amazon, Kindle, Audio, Hardback) Physics on Demand AI agent: https://www.bizix.com/physics-on-demand Enjoyed this episode? If this gave you a new way to think about energy, leadership and sales momentum, do us a favour: rate, review, follow and share the show. It helps more great leaders like you find Leadership That Sells.

    43 min

  5. JAN 19

    126. Jeremy Blain - How to lead in the era of open talent & ongoing change

    In this episode of Leadership That Sells, I sit down with Jeremy Blain — transformation strategist, leadership expert and four-time best-selling author — to dig into the practical realities of leading in a world that won’t stop shifting. Jeremy has coached leaders in over 50 countries, built award-winning training companies, and previously held senior roles at PepsiCo and P&G. We talk about how leadership has to evolve for the digital age, why the human element is more important than ever, and why managers clinging to outdated models are falling behind fast. We get into why today’s leaders need a full operating system upgrade, not just a patch or a plugin. Jeremy unpacks what that means in practical terms, and how the best leaders are dropping the need to have all the answers and instead creating the right culture for talent to thrive — including those who just want to do a great job and go home. This isn’t theory. It’s what real leadership looks like now. Here’s how to upgrade your leadership operating system: Accept that yesterday's leadership models are broken. You’re not here to command and control. You're here to enable. Be a learner again. The best leaders are learning at the same pace as their teams. Shift from vertical hierarchy to horizontal collaboration. Stop thinking 'Talent' with a capital T. Everyone has value. Empower from the ground up. Understand the open talent economy. It’s no longer about roles, it’s about skills. Redefine the role of HR. HR needs to grow some teeth and lead transformation, not just administer it. Timeline summary: [02:24] – Why 20th century leadership needs a digital-age upgrade [04:04] – Leadership is now a shared journey with your people [06:06] – Set direction, create climate, and coach for capability [08:54] – The pace of change in Asia vs. a sluggish UK [10:08] – Flattening hierarchies and rethinking the org chart [11:00] – Stop reserving leadership for the "chosen few" [14:47] – What really stops managers from empowering their teams [16:05] – The open talent era: 50% of the workforce will be independent [18:43] – Why HR is not ready and needs a serious reset [23:04] – Culture is the glue that binds all transformation [25:05] – The first step? Slow down, look at the data, then decide [27:48] – "Get comfortable in knowing what to do when you don't know what to do" Links & resources: Connect with Jeremy on LinkedIn: https://www.linkedin.com/in/jeremyblain/ Jeremy’s podcast: Rethink Leadership Jeremy’s book: The Inner CEO in Action : https://www.amazon.co.uk/Inner-CEO-Unleashing-leaders-levels/dp/1784529338 Enjoyed this episode? If this conversation gave you some practical ideas or a new perspective, share it with a colleague and give us a rating or review. It helps more people find the show — and helps us keep bringing you the good stuff.

    30 min

  6. JAN 8

    125. Zsike Peter - How to stay human and avoid 50 shades of AI beige

    Some things in sales leadership are easy to say but hard to do. Like being brave enough to push back on customers. Or helping your team give up short-term comfort to build long-term pipeline. In this episode, I’m joined by Zsike Peter, a powerhouse revenue leader at Cognism, to talk about how to lead through those challenges. Zsike shares how she supports her team to stay consistent under pressure, make the right calls even when it’s tough, and keep leaning into the work that drives pipeline and growth. We talk about building a high-performance culture, the importance of clarity and repetition, and how to create space for both accountability and compassion. If you’ve ever felt the tug between being liked and being effective, this one’s for you. How to help your team do the hard things that matter Repetition builds belief. Keep saying the same message especially when you’re leading change or growth. Don’t avoid the uncomfortable. Whether it’s a tough customer call or a difficult coaching moment, lean in. Build a culture of care and challenge. Your team should feel supported and stretched. Stay in the trenches. You earn trust by staying close to the work not just shouting from the sidelines. Remember: consistency beats charisma. Day in, day out leadership is what wins. Timeline summary [03:02] – Zsike’s take on what separates high-performing teams from the rest [06:44] – “Saying the hard thing is one of the most important skills” [09:58] – Coaching SDRs to push back with customers respectfully [11:36] – Creating a team environment that supports accountability [13:04] – How Zsike builds trust by staying close to the team [15:22] – Leadership isn’t a vibe, it's a series of repeatable, clear behaviours [18:00] – Balancing empathy and high standards in a performance culture Links & resources Learn more about Cognism Follow Zsike Peter on LinkedIn https://www.linkedin.com/in/zsike-peter/ http://thinkbait.co.uk/ If you got value from this episode, don’t forget to rate, follow and review the podcast. It helps more sales leaders lead first and sell more.

    48 min

  7. JAN 5

    124. Amrit Dhaliwal - How to make a million with mindset , models and tools

    What happens when you treat frontline hourly workers like mission-critical professionals? In this episode, I sit down with Amrit Dhaliwal, CEO of Walfinch, to explore what empathetic leadership really looks like in the real world—and how it can become your competitive advantage. Amrit shares the lessons he's learned building businesses from scratch, including a restaurant, a tea room, and multiple home care companies. We talk about the messy middle of leadership: building trust, hiring for mission over money, and solving real human problems like payday loans and car repairs—not with sympathy, but with action. Whether you're running a franchise or managing a sales team, Amrit shows how the best leaders don’t just show up with KPIs, they show up with care. If you want to hire better, sell with more integrity, and build high-performing teams who stick around, this episode is a must-listen. How to lead with empathy and performance Start with empathy, but don’t stop there. Use it to understand what motivates your team—and then align that with your business goals. Solve problems that matter. Helping an employee get out of a payday loan trap might do more for retention than another bonus scheme. Hire for values, not just skills. Look for people who would do the job for free (but pay them well). Reframe your incentives. Reward long-term results, not just quick wins—especially in recruitment and sales. Don’t accept poor margins as an excuse. Amrit shifted Walfinch to focus on private-pay clients to create space for better staff pay and service. Timeline summary [02:22] – What Amrit learned about leadership running both a deli and a care agency [05:06] – The surprising story that changed how he supported his staff [06:26] – "Empathy isn't just feelings, it's problem solving" [08:49] – Why Walfinch moved away from local authority funding—and how that helped [10:08] – How to hire people who would do the job for free (but still pay them well) [13:12] – Building a sales process around long-term trust, not short-term gain [15:09] – Why care sector recruitment isn’t broken—it’s just not high enough volume [16:08] – The value of having ex-care workers do recruitment Links & resources Walfinch – National Home Care Amrit’s book: Time to Thrive: The Home Care Revolution Amrit’s podcast: Walking with Walfinch Instagram  YouTube X (formerly Twitter)  LinkedIn If you got something useful from this episode, please take a second to rate, follow, share or review the podcast. Every little click helps us grow—and helps more leaders lead first and sell more.

    40 min

  8. 12/18/2025

    123. Joe Davis - Leading with Generosity

    In this episode of Leadership That Sells, I sit down with Joe Davis, former Head of BCG North America, transformation expert, and author of The Generous Leader. Joe shares a refreshing, clear-eyed perspective on what it means to lead well under pressure especially when you're juggling high-performance targets and a stressed-out sales team. We talk about how generosity isn’t soft it’s actually a strategic edge. Joe lays out exactly how a leader can be both supportive and tough on performance, why inclusion needs to go far beyond demographics, and how vulnerability builds real trust. It’s practical, honest and powerful. If you’ve ever struggled with how to push your team without breaking them, this is one for you. How to lead with generosity and still drive accountability Here’s how Joe Davis defines and applies generous leadership: Generous leadership is about giving of yourself freely — without expectation of personal gain — to help others grow, develop and thrive. Inspire and develop your team if you want them to truly “hum” for you — not just chase numbers. Listen to learn, not to reply. Real listening builds trust and shows respect, which in turn drives performance. Inclusion is not tokenism. Pull different voices into decision-making — not because they tick a box, but because they add value. Be human, not heroic. Vulnerability, humility and honesty unlock more from your team than pretending to have all the answers. Accountability and generosity are not opposites. Hold the line on outcomes — but be shoulder-to-shoulder in helping people get there. Timeline summary [02:59] - “Generous leadership is giving of yourself freely… to help others grow and thrive.” [04:43] - Joe’s wake-up call as a 24-year-old manager: “Why didn’t you tell me this two weeks ago?” [07:06] - “The fastest trust builder? Listening. Not hearing — really listening.” [08:51] - Inclusion done right: “When you invite me into that room, I want to give you everything.” [10:45] - “Leadership is a learned performance. You don’t have to be Churchill to lead well.” [13:26] - Vulnerability in action: “I don’t know, either.” How that one sentence unlocked a stuck team. [19:04] - “This isn’t about being nice. It’s about outcomes — and how you get there matters.” [22:04] - Generous inclusion: “It’s not demographics, it’s contribution. Invite, include, then ask.” [25:10] - Joe’s billboard message to the world: “Listen with curiosity. Listen to learn. Have grace.” Links & resources The Generous Leader by Joe Davis LinkedIn: https://www.linkedin.com/in/joedavis1313/ Instagram: https://www.instagram.com/joedavistgl/ Facebook: https://www.facebook.com/joedavistgl Practical Leadership Academy: practical-leadership.academy Get the free Parallel Team Playbook: practical-leadership.academy/playbook If you enjoyed this episode, please rate, follow and share Leadership That Sells. Reviews help more people find the show — and they help your fellow sales leaders lead better.

    26 min
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About

Welcome to Leadership That Sells, the podcast for sales managers and leaders who want to inspire, serve, and unlock the greatness in their teams. Leading a sales team is one of the most visible and high-pressure roles out there. Your team’s results are on display for everyone to see. But leadership isn’t just about hitting numbers—it’s about selling people on their own potential and helping them thrive. Join Paul Morton, CEO of Practical Leadership Academy, as he explores how servant leadership and influence can transform the way you lead. With practical insights and real-world stories, you’ll discover how to build trust, drive results, and support your team in one of the most challenging and rewarding leadership roles. If you’re ready to lead with purpose, inspire action, and create a culture of success, this podcast is for you.

Information

  • Creator
    Practical Leadership Academy
  • Years Active
    2022 - 2026
  • Episodes
    130
  • Rating
    Clean
  • Copyright
    © Copyright 2023 All rights reserved.
  • Show Website
    Leadership that sells