Sales Trajectory Podcast

Jason Howes
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Sales Leadership, Growth Strategies & Industry Insights.  The show for leaders, sales managers, and professionals who want to launch innovative products, accelerate growth, and build high-performance sales teams. We dive deep into sales training, cutting-edge sales technology and recruiting sales hunters.  Hosted by Jason Howes, each episode delivers real stories, proven strategies, and expert insights to help you succeed in today’s challenging sales landscape.  Got a new product, or one that's struggling to gain traction, reach out to be a guest. 

  1. 2D AGO

    Cybersecurity Risks Every Mid‑Market Business Must Take Seriously with Luke Irwin

    Special Guest: Luke Irwin, CEO & Principal Consultant, Aegis Cyber Security In this episode, Jason Howes is joined by Luke Irwin, CEO and Principal Consultant at Aegis Cyber Security, to unpack the real cyber risks facing small to mid‑market businesses, and what leaders can do today to reduce exposure. Luke brings a practical, no‑nonsense view of the cybersecurity landscape, drawn from his work with fast‑moving SMEs and mid‑market organisations that don’t have time for red tape, but can’t afford to get it wrong. 🔐 The Current Cyber Threat Landscape Luke explains that while ransomware gets the headlines, business email compromise remains the most common and damaging attack. These breaches often lead to: Invoice fraud and impersonationTheft of sensitive dataReputational damage that far outweighs the technical impactThe key issue? Many attacks succeed not because of sophisticated hacking, but because basic controls aren’t in place. 🏢 Cybersecurity for Mid‑Market Businesses For mid‑market organisations, cybersecurity is no longer an IT problem, it’s a commercial and leadership risk. Luke highlights that these businesses often sit in the danger zone: Large enough to be targetedNot always mature enough in controls or governanceA single incident can disrupt operations, impact supply chains, and erode hard‑won customer trust. 🚨 Incident Response, Recovery & Insurance The discussion covers why incident response planning matters just as much as prevention. Leaders should know: What happens if systems go downHow quickly operations can recoverWhether cyber insurance actually covers the real cost of disruptionCyber insurance is important, but only works when paired with strong controls and documented processes. 🔗 Supply Chain & Reputational Risk Jason and Luke explore a scenario many businesses don’t consider: If a cyber incident stops you supplying a major customer, they may be forced to buy from your competitor, and never come back. Beyond lost revenue, the reputational impact can be career‑limiting for executives and directors responsible for risk oversight. 📊 Data, CRM & Cultural Adoption Cybersecurity isn’t just about technology, it’s about how people use systems. Poor data management, weak CRM discipline, and low user adoption all increase risk. A strong security posture requires cultural change, not just tools. ✅ Luke’s Top 3 Cybersecurity Tips You Can Act on Today Enable Multi‑Factor Authentication (MFA) One of the strongest and simplest protections available.Back up your data, and test those backups A backup that hasn’t been tested is not a backup.Align to a recognised cybersecurity standard Luke recommends SMB‑1001, a practical framework designed specifically for small and mid‑market businesses.Five tiers (Bronze to Diamond)Gold is a minimum baseline for businesses with 5+ staffClear, prescriptive controls that reduce risk without unnecessary complexity🗞 Industry Insight & Media Commentary Luke also shares insights from his recent media appearances, including commentary on: High‑profile cyber attacksRisks to critical infrastructure and educationThe growing need for leaders to engage seriously with cyber riskHis mission is clear: start the conversation early, before an incident forces it. Cybersecurity is no longer optional, technical, or someone else’s problem. It’s about protecting customers, revenue, reputation, and careers — while ensuring the business can continue to operate when things go wrong.

    30 min

  2. MAR 4

    Breaking the Growth Ceiling: Leadership Lessons from a combined 60+ Years of Experience with John Matthews and Jason Howes

    In this episode of the Sales Trajectory Podcast, Jason Howes is joined by executive leadership coach John Matthews for a deep, practical conversation grounded in more than six decades of combined leadership, coaching, and real‑world experience. Together, they unpack why so many high performers struggle when they step into leadership roles — not because they lack capability, but because leadership requires an entirely different way of thinking. John shares his journey from corporate success to building one of the most influential executive coaching institutions in the Asia‑Pacific, while Jason reflects on scaling national sales teams and navigating growth under pressure. A core focus of the episode is John’s Leadership Gears Model, explaining how leaders move from execution to leverage — and why many get stuck in the wrong gear, creating bottlenecks that stall growth. They also explore leadership presence in tough times, the danger of retreating into isolation, and why trust, visibility, and emotional connection drive performance when certainty disappears. This episode is especially relevant for CEOs, business owners, sales leaders, and senior managers facing tighter budgets, rising expectations, and the challenge of growing without burning out themselves or their teams. Key Takeaways Why most leaders are promoted for execution, not leadershipThe five leadership gears — and how to shift out of survival modeHow leadership presence builds trust in uncertain timesWhy growth ceilings demand new thinking, not harder workHow experienced leaders unlock creativity, accountability, and scale 00:00 Introduction to Leadership Coaching 02:57 John's Journey and Background 04:51 Leadership Evolution and Its Importance 07:36 The Gears of Leadership 09:53 Leadership Presence in Tough Times 12:40 Coaching and Development in Leadership 15:49 Identifying Leadership Readiness 18:29 Creating Leverage Without Losing Control 20:04 The Role of Coaching in Leadership 22:29 The Importance of Professional Development 24:47 Retreats and Personal Growth Learn more about the upcoming local and international retreats https://www.illuminenation.org/retreats

    27 min

  3. FEB 14

    Building a LinkedIn Strategy That Actually Drives Sales with Kylie Chown, LinkedIn Strategist

    In this episode of the Sales Trajectory Podcast – where innovation meets sales execution, Jason Howes sits down with LinkedIn Strategist Kylie Chown to unpack what actually works on LinkedIn today — and what doesn’t. With social selling becoming a critical part of modern sales and recruitment, Kylie shares practical insights on how salespeople, business owners, and leaders can position themselves more credibly online, build trust before conversations begin, and use LinkedIn as a long‑term commercial asset rather than a cold‑outreach tool. Together, Jason and Kylie explore why most LinkedIn profiles are years out of date, why engagement matters more than likes, how AI is changing the content landscape, and how sales and marketing can finally align on LinkedIn without friction. This is a practical, no‑fluff conversation for anyone who wants LinkedIn to work with their sales process — not against it. Key Topics Covered: Why your LinkedIn profile is often your first sales meetingThe biggest mistakes salespeople make with LinkedIn outreachWhy content and profile credibility matter more than messagingHow to start posting on LinkedIn (even if you’ve never posted before)The reality of engagement: people are watching even if they don’t likeUsing LinkedIn to warm up sales conversations naturallyPersonal profiles vs company pages — and how to balance bothThe rise of AI‑generated content and how to stand outThree simple actions you can take today to improve your LinkedIn presenceGuest Bio: Kylie Chown is a Brisbane‑based LinkedIn Strategist who works with individuals, teams, and organisations across Australia. She helps professionals align their online presence with their real‑world expertise so they can create commercial opportunities, build authority, and strengthen trust before conversations begin.

    35 min

  4. FEB 1

    National Apprentice and Trainee Week Australia with Jason Banks from MIGAS

    In this conversation, Jason Banks, National Strategy and Development Manager for MIGAS Apprentices and Trainees, discusses the significance of National Apprenticeship Week and his career journey. He emphasizes the importance of recognizing and supporting apprentices, addressing the skill shortage in Australia, and the need for mentorship in the industry. The conversation highlights various initiatives for National Apprenticeship Week and the critical role of community involvement in fostering the next generation of skilled tradespeople.  takeaways National Apprenticeship Week is crucial for recognising apprentices.Jason Banks has a diverse career in retail and training.Apprenticeships provide valuable skills and career opportunities.There is a significant skill shortage in Australia.Support and mentorship are vital for apprentice retention.Investing in apprentices from the start is essential for businesses.The dropout rate for apprentices can be high without proper support.Mental health support is critical for apprentices.The industry needs to attract more female apprentices.Community involvement is key to supporting apprentices.Check this one out it's a cracker.

    29 min
  5. Paul Fuller, CRO from Membrain.com catches up with Jason Howes on the launch of Crystal Ball Recruiting

    JAN 24

    Paul Fuller, CRO from Membrain.com catches up with Jason Howes on the launch of Crystal Ball Recruiting

    In this episode of The Art and Science of Complex Sales, Paul Fuller, CRO sits down with Jason Howes of Arrow Executive Sales to talk about his debut book, Crystal Ball Recruiting, and why sales hiring needs a major reset. Jason shares why rushed recruitment leads to costly failures, how leaders can assess current team capability before hiring again, and what it takes to attract, recruit, and retain top sales talent with more predictability. They also explore why role clarity, removing bias, and strong onboarding are critical to long-term sales performance and retention. In this episode, you’ll learn: 🔹Why sales recruitment fails when it is rushed and reactive 🔹How to assess your current team before hiring again 🔹What a clear sales role definition should include 🔹How bias impacts hiring decisions and how to reduce it 🔹Why onboarding is a key driver of retention and performance 🔔 Subscribe for more conversations on complex B2B sales, leadership, and building high-performing sales teams.

    30 min

  6. JAN 12

    Elite Sales Performance Meets Equipment Rental Innovation with Michael Larsen

    What happens when the science of performance meets the art of human connection? In this episode of the Sales Trajectory Podcast, Jason Howes talks with Michael Larsen – co-host of the Rental Journal podcast and a second-generation leader in the equipment rental industry, Larsen Hire – about building high-performance sales cultures that thrive in today’s competitive market. Michael shares insights from interviewing hundreds of global operators and explains why the fastest-growing companies don’t just supply great products – they invest in elite salespeople. Together, Jason and Michael explore: Consultative Selling vs. Pitching: Why leading with curiosity and asking the right questions beats cleverness every time.Defining Your Ideal Customer: How clarity accelerates growth and removes guesswork from your sales strategy.Proactive vs. Reactive Sales: Why anticipation and structured systems outperform firefighting and inbox-driven activity.Recruiting and Retaining Top Talent: Why hunger, coachability, and resilience matter more than tenure or pedigree.Sales & Marketing Alignment: How collaboration creates credibility and drives pipeline velocity.Culture and ROI: Why strong onboarding, coaching, and leadership are non-negotiable for sustainable success.Plus – Crystal Ball Recruiting: Jason introduces his new book Crystal Ball Recruiting, designed to help business leaders hire with confidence and move beyond outdated recruitment methods. With failure rates climbing to 75%, the book focuses on three pillars: Attract, Recruit, Retain. Learn how to identify elite sales professionals based on traits like curiosity, resilience, and coach ability, remove bias from hiring, and build systems that ensure ROI on your sales team. If you want to win dream accounts and future-proof your sales strategy, this is a must-listen.

    38 min

  7. 12/05/2025

    The Knotwood Story - Where Innovation Meets Sales Execution with Brendan O'Shea

    Jason Howes sits down with Brendan O’Shea, National Sales Manager at Knotwood Australia & New Zealand. Brendan shares his journey from WA to the Gold Coast, the growth opportunities within Knotwood, and the company’s unique culture that empowers its people. Discover how Knotwood solves real-world challenges with aluminium systems that combine aesthetics, durability, and sustainability. From product innovation and rigorous testing to marketing strategies that inspire, this episode explores why Knotwood is leading the way in architectural solutions and what it takes to align sales and marketing for success. I've had the privilege of recruiting Brendan into Knotwood, supporting the team with training and development, and now continuing to help the business attract and hire top performers. Seeing Brendan progress into a national leadership role is a perfect example of what happens when you combine the right culture with the right people.

    34 min

  8. 11/25/2025

    Big news! My debut book Crystal Ball Recruiting is almost here!

    Jason Howes goes solo on this short episode to update listeners on the past and future of sales recruitment.   Why I left the corporate world in 2018: To solve two persistent challenges—ineffective sales training and over-reliance on industry experience in recruitment.The current sales talent crisis:Average salesperson tenure is 18 months and falling.50% of hires fail.Many companies settle for average performers instead of the top 20%.My mission:  Helping leaders, HR managers, and business owners recruit smarter using science, data, and mindset shifts.About the Book Crystal Ball Recruiting is more than a guide—it’s a call to action for leaders to stop guessing and start recruiting with clarity and confidence.Built from thousands of candidate interactions and hundreds of interviews.Focused on alignment, ROI, and building stronger teams.We hope you enjoy!

    8 min
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About

Sales Leadership, Growth Strategies & Industry Insights.  The show for leaders, sales managers, and professionals who want to launch innovative products, accelerate growth, and build high-performance sales teams. We dive deep into sales training, cutting-edge sales technology and recruiting sales hunters.  Hosted by Jason Howes, each episode delivers real stories, proven strategies, and expert insights to help you succeed in today’s challenging sales landscape.  Got a new product, or one that's struggling to gain traction, reach out to be a guest. 

Information

  • Creator
    Jason Howes
  • Years Active
    2025 - 2026
  • Episodes
    17
  • Rating
    Explicit
  • Copyright
    © 2026 Sales Trajectory Podcast
  • Show Website
    Sales Trajectory Podcast