The Sales Leadership Lab

Dipti Pandit
  • 5.0 (1)
  • Marketing

The Sales Leadership Lab is the podcast for CEOs, business owners, and sales leaders of B2B Businesses who want to build stronger teams, improve sales performance, and create predictable revenue. Hosted by Dipti Pandit, CEO of Sales Pundit Consulting, each episode breaks down proven B2B strategies, practical frameworks, and real-world insights you can implement immediately. If you're looking to strengthen your sales engine and lead with clarity and confidence, this podcast is your monthly guide. Contact the Host Dipti Pandit: Linkedin: https://www.linkedin.com/in/diptipandit/ Website: https://salespundit.com.au/

Episodes

  1. 4d ago

    Episode #11 Sales Leaders Influence Gap

    In this episode of the Sales Leadership Lab, host Dipti Pandit interviews Bernadette McClelland, a seasoned sales leader and coach, discussing her extensive career in sales, her transition to the US, and her insights on leadership and revenue generation. The conversation delves into the importance of understanding leadership patterns and how they impact sales performance. In this conversation, Bernadette McClelland shares her insights on the challenges faced in sales leadership, the importance of coaching, and the qualities that make an effective leader. She emphasizes the need for personal growth and the shift from seeking approval to earning respect in leadership roles. Watch out for her latest book released in September - Sales does not equal revenue - link here - https://www.bernadettemcclelland.com/booklist/ Takeaways Leadership shapes sales outcomesOpportunities often disguise as challenges Coaching is essential for leadersInvest in personal growth Chapters 00:00 Introduction to Sales Leadership Lab04:01 Bernadette's Journey into Sales08:01 Relocating to the US: A New Chapter11:52 Identifying Revenue Opportunities in Sales19:57 Understanding Leadership Patterns and Decisions23:01 Navigating Professional Challenges24:39 The Importance of Coaching in Sales Leadership31:27 Becoming the Leader You Aspire to Be36:15 Investing in Personal Growth39:43 Qualities of an Effective Sales LeaderContact - Bernadette McCleland - linkedin.com/in/bernadettemcclelland/ Website - https://www.bernadettemcclelland.com/ Host - Dipti Pandit - linkedin.com/in/diptipandit/ Website - https://salespundit.com.au/

    Episode #11 Sales Leaders Influence Gap

  2. Sep 30

    Episode #10 How to get more leads from your network

    In this episode of the Sales Leadership Lab, Dipti Pandit interviews Stephen Oommen, an enterprise revenue strategist with extensive experience in sales. They discuss the importance of communication, the balance between entrepreneurship and employment, and the psychological aspects of cold calling. In this conversation, Stephen Oommen discusses the essential elements of building a successful sales strategy, focusing on the Five C's of Referrability: Character, Conviction, Clarity, Competence, and Credibility. He emphasizes the importance of personal character in sales, the role of effective leadership, and the shift from a go-to-market approach to leveraging personal networks for sales success. Takeaways Embrace the trust gapBalance between entrepreneurship and employment Five C's of ReferrabilityImportance of Character in Sales Chapters 00:00 Introduction to Sales Leadership02:07 The Impact of Childhood on Career04:03 Navigating Corporate Experiences07:48 The Entrepreneurial Mindset12:06 Courage in Career Transitions16:06 Family and Work-Life Balance19:59 Mastering Cold Calling Techniques23:53 Conviction in Sales24:44 Building Conviction in Sales26:47 The Five C's of Referrability32:32 The Role of Character in Sales35:32 Leadership and Coaching in Sales42:07 Go to Network vs. Go to Market45:41 The Future of Sales in 2026 Contact: Stephen Oommen - linkedin.com/in/stephenoommen/ Link to Tedx - How to build a reputation that gets you job referrals Website - stephenoommen.com/ Dipti Pandit - linkedin.com/in/diptipandit/ Website - salespundit.com.au/

    Episode #10 How to get more leads from your network

  3. Sep 14

    Episode #9 How to manage conflict in Sales

    The episode features a raw conversation with Yossi Ash, who shares insights on conflict resolution, sales leadership, and personal journey. Key takeaways include the importance of trust-building, aligning salespeople with products, and the role of a manager as a role model. Takeaways Trust-building is fundamental in sales, and rejection often stems from a lack of trust in the salesperson or the product/service.Aligning salespeople with products that suit their personality and strengths can significantly impact their sales performance.Managers should strive to be role models for their teams, focusing on how they can help their team succeed and building trust through support and rewards. Chapters 00:00 Introduction to Sales Leadership Lab02:00 Yossi's Business Beyond Conflict03:03 Understanding Conflict and Influence04:52 Driving Team Engagement and Motivation08:01 Sales Challenges and Conflict Resolution10:33 Yossi's Personal Journey and Entrepreneurial Insights22:02 Managing Salespeople and Sales Techniques25:38 Sales Lessons and Managerial Insights35:05 Role of a Manager as a Role Model Contact: Yossie Ash - linkedin.com/in/ashkenaziyossi Website - beyondconflict.net/ Dipti Pandit - linkedin.com/in/diptipandit/ Website - salespundit.com.au

    Episode #9 How to manage conflict in Sales

  4. Sep 1

    Episode #8 Your Data Never Tells You Why with Jeremy Shankey

    The conversation delves into the relevance of the Ted Lasso quote 'Be curious, not judgmental' and its application in market research and sales. Jeremy Shanky shares insights on using psychology in market research, understanding customer behaviour, and addressing pricing objections. The discussion also covers the challenges with salespeople and market research, as well as insights for sales leaders on market penetration. The conversation delves into the power of product adoption, the evolution of market research, changing customer behaviour, cultural differences in business, the role of strategy and insight, and understanding customer needs. It highlights the impact of human behaviour on purchasing decisions and emphasizes the importance of understanding customer needs beyond just the product they are buying. Takeaways Be curious, not judgmentalUnderstanding the person, the human, and the machine Understanding customer needsThe impact of human behavior on purchasing decisions Chapters 00:00 Addressing Pricing Objections and Customer Value29:56 The Power of Product Adoption33:02 Evolution of Market Research35:29 Changing Customer Behaviour38:53 Cultural Differences in Business44:58 The Role of Strategy and Insight50:27 Understanding Customer Needs Contact: Jeremy Shankey Linkedin - linkedin/in/jeremy Website - distillastrategy.com/ Contact: Dipti Pandit Linkedin - linkedin/in/diptipandit Website - salespundit.com.au

    Episode #8 Your Data Never Tells You Why with Jeremy Shankey

  5. Aug 13

    Episode #7 If You Were Arrested For Selling - With Ian Selbie

    Ian Selbie, a sales expert, shares his journey from being Apple's top salesperson to becoming a successful sales mentor. He discusses his experiences at Apple, the importance of effort in sales, the impact of mentorship, and the joy of helping others succeed in sales. He also shares a story of failure and the lessons learned from it. Ian Selbie shares a personal story of a significant loss in sales, emphasizing the importance of dealing with decision makers and maintaining a diverse pipeline. He also discusses the lessons learned from failure and the impact of a seminar on his decision to start his own business. Additionally, he shares insights on the importance of passion, preparation, and integrity in pursuing one's purpose. Takeaways Sales success is 80% effort and 20% execution.Mentorship plays a crucial role in developing sales skills and mindset. Sales success requires dealing with decision makers and maintaining a diverse pipeline.Failure is an opportunity to learn and share lessons with others.Passion, preparation, and integrity are essential in pursuing one's purpose. Chapters 00:00 Journey to Apple03:02 Apple Experience and Meeting Steve Jobs07:26 Becoming Apple's Top Sales Producer10:36 Lessons from Sales Leadership14:37 Passion, Purpose, and Mentorship18:06 Importance of Effort in Sales20:06 Failure and Lessons Learned21:32 The Lesson of Loss22:56 Motivation to Start a Business25:13 The Four Principles of Success32:23 The Impact of Technology on Sales37:00 Challenges with CRM and Sales Management43:50 The Book and Generosity Contact - Ian Selbie Linkedin - https://www.linkedin.com/in/ian-selbie-09883716/ Website - https://www.salesmentoru.com/ Dipti Pandit Linkedin - https://www.linkedin.com/in/diptipandit/ Website - https://salespundit.com.au/

    Episode #7 If You Were Arrested For Selling - With Ian Selbie

  6. Jul 22

    Episode #6 What Rural Sales Teaches Every B2B Sales Leader, with St John Craner

    The conversation with St. John Craner covers his journey from marketing to sales, the importance of psychology in sales, the unique challenges of rural selling, and the shift from 'always be closing' to 'buyer's assistant'. The conversation delves into the importance of self-worth in sales, the value of consistency, the role of sports in sales training, the significance of books and learning, and the healthy skepticism of AI in sales. Takeaways Psychology is a crucial aspect of sales, and understanding human behavior is essential for success.Rural selling presents unique challenges and requires a different approach compared to selling in urban areas. Self-worth is crucial in sales and is built through self-discipline and keeping promises to oneself.Consistency and commitment are key to success in sales, and sports analogies can be applied to sales training.Books and learning are valuable resources for personal and professional growth, and AI should be used as a support tool, not a replacement for human interaction. Chapters 00:00 Transition from Marketing to Sales02:47 The Role of Psychology in Sales06:05 Challenges of Rural Selling10:34 The Shift from 'Always Be Closing' to 'Buyer's Assistant'18:50 Personal Growth and Self-Validation22:41 Building Self-Worth in Sales24:25 The Importance of Consistency30:03 Lessons from Sports in Sales Training34:14 The Value of Books and Learning38:50 Healthy Skepticism of AI in Sales Contact St John Craner - Linkedin - https://www.linkedin.com/in/stjohncraner/ Website - http://www.agrarian.co.nz/ Dipti Pandit Linkedin - https://www.linkedin.com/in/diptipandit/ Website - https://salespundit.com.au/

    Episode #6 What Rural Sales Teaches Every B2B Sales Leader, with St John Craner

  7. Jul 8

    Episode #5 From Tony Robbins' Sales VP to Growth Expert, with Gene McNaughton.

    In this episode of The Sales Leadership Lab, Dipti Pandit sits down with sales and business growth expert Gene McNaughton for a wide-ranging conversation on what it takes to build exceptional salespeople, accountable teams, and record-breaking organisations. Gene shares the lessons that shaped his journey. From discovering personal development as a young salesperson to helping grow Gateway Computers into an $11 billion global business, leading sales for the Tony Robbins companies, and advising 164 businesses on growth and performance. Together, they explore why strong sales leadership requires more than motivation or targets. Gene explains how leaders can create clarity, make performance visible, coach underperformers, and build systems that help teams improve consistently. He also discusses the balance between relationship-based and Challenger selling, why the customer’s sales experience can matter more than price, and how AI can help sales professionals research accounts, prepare for conversations, handle objections, and develop their skills faster. Filled with practical advice, career lessons, and honest insights from decades in sales and leadership, this episode is for anyone who wants to lead with greater confidence, create a results-driven culture, and stay ahead as the world of B2B selling continues to evolve. Contact: Guest - Gene McNaughton https://www.linkedin.com/in/genemcnaughton/ https://www.thesalesedge.co/ Host - Dipti Pandit https://www.linkedin.com/in/diptipandit/ https://salespundit.com.au/

    Episode #5 From Tony Robbins' Sales VP to Growth Expert, with Gene McNaughton.

  8. Jun 17

    Episode #4 Know Why Sales Team Win

    In this episode of the Sales Leadership Lab, Dipti Pandit is joined by sales strategist and podcaster Jeff Bajorek for a candid, insight-rich conversation on what truly drives modern sales success. With over two decades of experience, Jeff shares how great sales is not about persuasion or pressure, but about understanding the overlap between what a company does best and why its best customers buy. Together, they unpack how many sales teams accidentally find success and struggle to repeat it because they haven’t clearly defined or intentionally replicated that “win zone.” The conversation goes deeper into the real challenges sales professionals face today, from handling price objections without defensiveness to creating psychologically safe environments where both customers and teams feel heard. Jeff also reflects on his unexpected journey into sales and why leadership is less about authority and more about service. Packed with practical wisdom, mindset shifts, and real-world stories, this episode will help salespeople and leaders rethink how they build trust, create value, and drive consistent performance. Contact: Guest - Jeff Bajorek https://www.linkedin.com/in/jeffbajorek/ Link to complete the Self Assessment every person in sales should check: http://jeffbajorek.com/lab Host - Dipti Pandit https://www.linkedin.com/in/diptipandit/ https://salespundit.com.au/

    Episode #4 Know Why Sales Team Win

  9. Apr 28

    Episode #3 From Grit to Legacy

    In this episode, Dipti Pandit and Vineeta Srivastava come together as two seasoned leaders to share powerful, real-world insights on what truly drives success in sales and leadership. Drawing from global experience, they explore how great leadership is built on shifting from individual achievement to collective success, supported by clear frameworks, strategic thinking, and cross-functional influence. At its core, their dialogue reveals that lasting success in sales comes from integrity, curiosity, and building genuine relationships that create real value. Takeaways: → Why sales is less about closing deals and more about creating real value → The shift from individual success to leading collective outcomes → Women in Sales leadership and breaking barriers with courage and openness → What actually builds trust, influence, and long-term legacy → Why “working hard” isn’t enough (and what to do instead) → How curiosity, integrity, and consistency separate great leaders from the rest Contact: Guest - Vineeta Srivastava https://www.linkedin.com/in/vineetasrivastava01/ Host - Dipti Pandit https://www.linkedin.com/in/diptipandit/ https://salespundit.com.au/ #salespundit #womeninleadership #diptipandit #vineetasrivastava #telstra #strategy #b2b #b2bsales #salescoach #salestraining #thesalesleadershiplab #salesleadership

    Episode #3 From Grit to Legacy

  10. Mar 26

    Episode #2 Bridging the Gap Between Strategy and Execution

    In this episode we have Amanda Cage Founder of Focussed Solutions. The conversation delves into the importance of sales strategy execution and cross-functional collaboration. It explores the evolution of Focused Solutions, the design of go-to-market strategy, the transition from sales performer to sales leader, and the incorporation of sales conversations across teams. It also discusses incentive structures, empowering non-sales teams for sales conversations, and challenges in strategy execution and solutions. Takeaways Sales strategy executionCross-functional collaboration Chapters 00:00 Introduction to Sales Leadership Lab07:24 Importance of Cross-Functional Collaboration14:13 Incorporating Sales Conversations Across Teams22:26 Empowering Non-Sales Teams for Sales Conversations28:26 Challenges in Strategy Execution and Solutions Contact: Guest - Amanda Cage https://www.linkedin.com/in/amandalcage/ https://www.focusedsolutions.co/ Host - Dipti Pandit https://www.linkedin.com/in/diptipandit/ https://salespundit.com.au/ #salespundit #diptipandit #focusedsolutions #strategy #b2b #b2bsales #salescoach #salestraining #thesalesleadershiplab #salesleadership

    Episode #2 Bridging the Gap Between Strategy and Execution

  11. Jan 27

    Episode #1 The Exceptional Sales Leader

    The debut episode of the Sales Leadership Lab podcast features host Dipti Pandit and guest Darren Mitchell discussing the challenges and changes in sales leadership today. Darren shares his journey in sales leadership, highlights the importance of training and upskilling, and emphasizes the need for sales leaders to think of themselves as doctors, diagnosing problems before proposing solutions. The conversation covers the importance of a customer-centric approach in sales, the qualities of high-performing sales leaders, strategies for building a positive organizational culture, advice for new sales leaders, the concept of letting go of the need for control, and the role of leadership and service in sales. The discussion emphasizes the customer's needs, the characteristics of exceptional sales leaders, and the impact of organizational culture on sales performance. Takeaways Sales leadership today is harder, faster, and more unforgiving than everSales leaders need to be set up for success and given the training, mentoring, and frameworks to excelOrganizations often prioritize product-focused training over sales and leadership trainingSales leaders should think of themselves as doctors, diagnosing problems before proposing solutionsThe misdiagnosis of customer needs is a common problem in sales Customer-centric approachQualities of high-performing sales leadersBuilding a positive organizational culture Chapters 00:00 Diagnosing Sales Health26:39 Customer-Centric Approach in Sales31:53 Qualities of High-Performing Sales Leaders38:06 Building a Positive Organizational Culture45:20 Strategies for New Sales Leaders51:26 Letting Go of the Need for Control Contacts: Guest - Darren Mitchell Linkedin - https://www.linkedin.com/in/sales-leadership-coach/ Website - https://exceptionalsalesleader.com/ Host - Dipti Pandit Linkedin - https://www.linkedin.com/in/diptipandit/ Website - https://salespundit.com.au/ #salespundit #diptipandit #darrenmitchell #b2b #b2bsales #salescoach #salestraining #exceptionalsalesleader #thesalesleadershiplab #salesleadership

    Episode #1 The Exceptional Sales Leader
  • 11 Episodes

About

The Sales Leadership Lab is the podcast for CEOs, business owners, and sales leaders of B2B Businesses who want to build stronger teams, improve sales performance, and create predictable revenue. Hosted by Dipti Pandit, CEO of Sales Pundit Consulting, each episode breaks down proven B2B strategies, practical frameworks, and real-world insights you can implement immediately. If you're looking to strengthen your sales engine and lead with clarity and confidence, this podcast is your monthly guide. Contact the Host Dipti Pandit: Linkedin: https://www.linkedin.com/in/diptipandit/ Website: https://salespundit.com.au/

Information

  • Creator
    Dipti Pandit
  • Years Active
    2026
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © 2026 Dipti Pandit

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