Psyche of Sales
by Johnny Lee
Welcome to 'Psyche of Sales,' your hub for exploring the compelling world of sales strategy and psychology. Each episode, seasoned professionals unpack complex sales topics, providing actionable advice for immediate application in your sales career. Subscribe for a unique journey into understanding sales success and mastering this dynamic field.
Episodes
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SNAPSHOTS: The Sprint to Christmas with Johnny & Rachael
With about nine selling weeks left before Christmas, Johnny and Rachael break down how to make the sprint to year-end count without piling on more pressure. They cover why "the market is all in your head" is a dismissive myth, how to map your pipeline with real numbers, making Christmas catch-ups...
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REPLAY | Burnout & Balance with Johnny & Nick Gorman (Equilibrium at Work)
This is a replay of one of our most popular episodes. We're bringing it back for those who missed it the first time around — and because the conversation remains as relevant as ever. Overview: Johnny sits down with Nick Gorman — a former institutional sales trader turned career and wellbeing…
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SNAPSHOTS: The Art of Nurturing with Johnny & Rachael
Johnny and Rachael are back for another Psyche of Sales Snapshots to tackle one of the most asked-about topics in sales: nurturing. They explore why generic mass emails and newsletters aren't the answer, and how personalised, value-driven touchpoints can transform your pipeline. From the…
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SNAPSHOTS: Is Authenticity in Business a Myth? With Johnny & Rachael
Johnny and Rachael are back for another Psyche of Sales Snapshots to discuss a potentially contentious topic: can you really be your authentic self at work? Sparked by a Diary of a CEO clip featuring Seth Godin, Johnny and Rachael debate whether consistency, not authenticity, is really what…
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The Standout Strategy with Danica Nadalin & Johnny Lee
Johnny Lee sits down with Danica ("Dani") Nadalin, retirement specialist at Ascenda Life, to unpack how she stands out in a hyper-competitive industry through visibility, authentic writing, and relentless nurture — plus a candid conversation on imposter syndrome, growth, and balancing work with...
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Coherence Over Chaos: How to be a Healthy High-Performer with Craig Logan & Johnny Lee
In this episode of Psyche of Sales, Johnny Lee sits down with Craig Logan, founder of The Three Fold Path, for a masterclass on stress, health, and performance. They explore why "healthy" and "high-performing" aren't a trade-off, the science of heart-brain coherence, the difference between worry...
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SNAPSHOTS: Delivery Matters with Johnny and Rachael
Most salespeople and presenters spend the vast majority of their time crafting the perfect words — yet research shows words account for just 7% of the impression you make. In this episode, Johnny and Rachel unpack what actually moves an audience: the vocal tools, physical presence, and delivery...
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SNAPSHOTS: Feeling stuck with Johnny & Rachael
When you're doing all the right things but still not getting results, what do you do? In this episode, Johnny and Rachael take a reverse angle on performance - exploring what happens when effort isn't translating into outcomes, and how to diagnose the real problem without spiralling into panic or...
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SNAPSHOTS: Connection and Influence with Johnny & Rachael
Influence isn’t about convincing people to do what you want. It’s about understanding what matters to them and helping them move towards a meaningful outcome. In this episode, Johnny Lee and Rachael Valtwies explore influence, communication, and human connection in the sales process. They discuss...
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SNAPSHOTS: Execution vs Awareness with Johnny and Rachael
Most salespeople already know what they should be doing — but knowing and consistently executing are two very different things. In this episode, Johnny Lee and Rachael Valtwies unpack why performance gaps exist even among highly capable people, and why discipline, preparation, consistency, and...
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SNAPSHOTS: Capability Gaps with Johnny and Rachael
Most sales teams know they have a capability gap. It's getting visibility into that gap and the actions required to close it that's the tricky part. In this episode, Johnny and Rachel unpack what that gap looks like, how to spot it, and what it actually takes to move the needle on capabilities....
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SNAPSHOTS: Navigating Uncertainty with Johnny & Rachael
Markets shift. Momentum slows. And what used to work no longer cuts through. In this episode, Johnny Lee and Rachael Valtwies focus on how sales professionals can stay effective when conditions tighten. They unpack what’s changed, where most people lose focus, and how shifting back to consistent,...
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SNAPSHOTS: Excellence Over Perfection
Excellence isn't about doing everything at 100% — it's about doing the right things consistently well. In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies explore the difference between striving for perfection and building sustainable performance. They unpack why "good...
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The Long Game: Building Real Estate Success Through Patience and Process with Johnny Lee & Sam Lloyd
In this episode of Psyche of Sales, Johnny sits down with Sam Lloyd, a partner at McGrath Real Estate Lower North Shore Group and recent John McGrath Award winner. Sam shares his 12-year journey in real estate, from starting as an assistant to becoming one of the top agents in his market,...
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Intentionality, Detail & Creating Experience with Johnny Lee & David Nash
In this episode of Psyche of Sales, Johnny sits down with David Nash, founder of The Wine Room by David Nash, to explore the parallels between sales excellence and exceptional hospitality: first impressions, the role of storytelling, team culture, and why the smallest details have the biggest...
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SNAPSHOTS - Coaching Insights with Rachael Valtwies
Results don’t always show up straight away, and that’s what makes consistency hard. In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies share lessons from recent coaching sessions on how to stay focused and confident when progress feels slow. They unpack why sales…
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SNAPSHOTS- Unpacking the Hustle with Rachael Valtwies
In this week's Snapshots episode, Johnny Lee and Rachael Valtwies tackle one of the most loaded words in sales — hustle. Is it something people are born with, or can it be built? In this episode, they unpack what separates those who move from those who wait, explore how structure fuels…
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Episdoe 30: SNAPSHOTS - The Sprint Playbook with Rachael Valtwies
It’s the final run home for 2025. Johnny Lee and Rachael Valtwies map out a practical 10–12 week “fight camp” to finish the year strong and set up January for momentum. From setting your finish line to tightening daily rhythms, they cover how to stay intense (not frantic), create urgency without...
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Episode 29: SNAPSHOTS - Handling Objections with Rachael Valtwies
Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn Objections aren’t rejection — they’re usually a sign of engagement. In this episode, Johnny Lee and Rachael Valtwies reframe objections as opportunities to understand motivation, build value, and move…
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Episode 28: SNAPSHOTS - Role play & Effective Practice with Rachael Valtwies
For many salespeople, the words role play can spark discomfort. But when done well, it’s one of the most effective ways to build confidence, sharpen skills, and prepare for the moments that really matter. In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down…
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Episode 27: SNAPSHOTS - Messaging with Rachael Valtwies
In this episode of Psche of Sales Snapshots, Johnny Lee and Rachael Valtwies break down the art and science of messaging — what it is, why it matters, and how to make it stick. From job interviews and high-stakes pitches to press conferences and performance reviews, your message shapes how people...
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Episode 26: SNAPSHOTS - Building Rapport with Rachael Valtwies
In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies explore a sales skill that’s often misunderstood, undervalued, and yet completely foundational: rapport building. Drawing on years of experience in live pitches, client conversations, and coaching sessions, they unpack...
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Episode 25: SNAPSHOTS - Pitching Essentials with Rachael Valtwies
In the first of their new short-form series Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the anatomy of a great pitch. Drawing on real client experiences, they cover what separates a winning pitch from a forgettable one, from planning and preparation to mindset and…
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Episode 24: LinkedIn Live - Objection Handling with Kyle Ross
In this live-recorded episode of Psyche of Sales, Johnny is joined by Kyle Ross for a frank and practical conversation on objection handling: what it really means, why it’s often misunderstood, and how to do it well. This session unpacks why objections aren’t a bad thing, what they often signal...
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Episode 23: Burnout, Balance, and the Real Work of Coaching with Nick Gorman
In this raw and resonant episode of Psyche of Sales, Johnny sits down with Nick Gorman, founder of Equilibrium at Work, to explore what happens when high performance collides with mental health. Nick’s story is a blueprint for how to build something meaningful after burnout. A former…
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Episode 22: The AI Edge - Sales, Storytelling & Staying Ahead with Tim Nagle
In this episode of Psyche of Sales, Johnny Lee is joined by filmmaker, technologist, and digital strategist Tim Nagle. Together, they explore the intersection of sales, storytelling, and the rapid evolution of AI in business. From their early days of deep conversations over wine to harnessing AI...
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Episode 21: Building a High Performing Team with Scott Gibson, CEO of Pragma
In this episode of Psyche of Sales, Johnny sits down with Scott Gibson, CEO of Pragma, to discuss his experience transforming a business that, historically, had struggled to hit its targets into a high-performing team. Scott shares candid insights into the challenges, strategies, and mindset…
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Episode 20: Making Learning & Development Meaningful with Prash Iyer
In this thought-provoking episode, Johnny and Prash challenge the idea of “box ticking” in sales team learning and development. They dive into how sales professionals and leaders alike can (and should) stop going through the motions and, instead, make intentional choices that lead to real…
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Episode 19: Mastering your craft with Johnny Lee and Prash Iyer
In a world where conditions are constantly changing, mastering your craft and pursuing excellence can feel like an Olympic feat. In this episode, Prash and Johnny draw inspiration from the dedication and discipline of Olympic athletes to explore what it takes to truly excel. They discuss the…
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Episode 18: Going to Market with Kyle Ross and Bryan Difford
Kyle Ross and Bryan Difford return to share unique insights about the launch of EnableIQ in the UK. Johnny and the SAI Intelligence Co-founders delve into the journey of taking EnableIQ to the UK market, discussing what worked well, the critical steps for expansion, and exciting areas for further...
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Episode 17: Having a Tangible Impact with Emily Gill and Bartek Ogonowski
We live in a fast-paced world. Too often we move from task to task without being intentional about moving towards what we truly want. Johnny sits down with Levra Founders and CEOs Emily Gill and Bartek Ogonowski. They share their journey to Levra, what MBAs meant for them, and their desire to…
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Episode 16: The High-Performance Mindset with Cameron Van der Burgh & Bryan Difford
It's not every day you get to chat with an Olympian about performance. Cameron Van der Burgh and Bryan Difford join Johnny to chat about all things performance—in the pool and out—and discuss the mindset required to maximise every opportunity. They discuss: Holding yourself to a high-performing...
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Episode 15: Putting in the work for long-term growth with Kyle Ross and Bryan Difford (SAI Intelligence)
With new technologies on the market every day, interest rates rising, and budgets being cut, salespeople are in a fight to survive. In this episode, Johnny chats with Kyle Ross and Bryan Difford, Directors and Co-founders of SAI Intelligence, an enterprise technology provider that champions...
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Episode 14: AI, Sales and the Art of Relationships with Brett StClair
AI is making its way into every product, industry and experience, and sales is no different. In this episode of Psyche of Sales, Johnny Lee and Brett StClair, Co-founder and CEO of Teraflow, sit down and discuss the future of sales through the lens of an AI-savvy world. They discuss: Whether...
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Episode 13: Simon Hair Part 2 "Marketing, Personal Branding & Social Selling"
There are over 900 million people on LinkedIn and in the words of Simon Hair of Precision Sourcing Recruitment, if you’re not one of them, you may as well be riding a horse up Pitt Street. Digital marketing and personal branding can have a significant impact on your performance and take your...
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Episode 12: Jed Wood "Sales Leadership"
In numerous research studies, between 70-80% of salespeople have said that the number one influence on their career was their sales leader. And yet, rarely do sales professionals promoted into leadership roles receive formal, specific training to help them develop their teams and thrive as…
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Episode 11: Simon Hair "Building high performing teams and a high performance culture"
Creating high-performing teams is undeniably one of the most impactful things a sales leader can do as it directly amplifies their effectiveness as a leader and promotes a culture of betterment amongst individual team members. In this episode of Psyche of Sales, Johnny Lee and Simon Hair, CEO of...
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Episode 10: Jed Wood "Prospecting”
Prospecting is arguably one of the most valuable activities a salesperson can do to increase their performance, and yet, so many salespeople consistently fail to prioritise it. In this episode of Psyche of Sales, Johnny Lee, joined by Jed Wood, look at the role prospecting plays in the results of...
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Episode 9: Liam Forde "How to be in the zone”
Liam shares with us how to develop a winning cultural and how to be in “the zone” personally, as a team and as a whole organisation.
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Episode 8: Jed Wood "The Impact of AI to the Sales Industry, What to Know and What to Avoid”
Sales leader and Co Founder of Enable SE, Jed Wood joins Johnny Lee to explore the truth, myths and how to harness technology to build skills and in the sales profession.
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Episode 7: Alistar Barr: "Try and Break Things, Innovate and be Yourself”
Entrepreneur and Founder of graduate relationship building platform Striver, Alisdair Barr is not afraid of having a go and getting ideas off the ground, even if it means breaking things along the way. In this episode, Johnny and Ali discuss how to influence and communicate, even when you may not...
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Episode 6: Clifford Bennet "How to Simplify Even the Most Complicated Topics”
Clifford Bennett is an internationally respected macro-economic and global financial markets economist, with over 30 years experience with leading investment banks globally and more recently running his own consulting firm.Clifford and Johnny explore how to challenge the status quo and how by...
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Episode 5: Josh Kennedy "A Deep Look Into the Making of a Champion and a Champion Culture”
Josh Kennedy is an AFL great and a former captain of the Sydney Swans. In this episode of Psyche of Sales. Josh explores how the Sydney Swans developed their famous Bloods culture and how that relates to high performance over a long period of time, and how it’s the role of everyone within an...
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Episode 4: Stella Choe "Breaking Down the Fundamentals of a Winning Pitch and Leading Great Teams”
Stella Choe is a senior leader across Asia Pacific for Citi Group. Stella is a leader of over 700 people in a team spanning across 17 countries.In this Episode of Psyche of Sales, Stella and Johnny explore how to get the most out of a team when it comes to communication, pitching and selling, how...
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Episode 3: Chas Licciardello "The Art and Science of Comedy and How it Relates to Sales”
Chas Licciardio is an Australian comedian, political satirist and a member of the famous group, The Chaser and Planet America. In this episode of Psyche of Sales, Chas explores his early days in sales and how it’s helped shape him and how he deals with people today. He talks about the science of...
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Episode 2: Mike Wilson "world class leadership and owning the room”
Mike has been awarded an Order of Australia medal in recognition for his outstanding efforts in Type 1 diabetes research. What is less well-known is he is also one of Australia’s most successful fundraisers.In this Episode of Psyche of Sales, Mike shares insights on organisational culture…
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Episode 1: Jed Wood "Doing more with less"
In this episode Johnny Lee has invited Jed Wood - Co Founder and Director, Sales Analytics & Enablement at EnableSE to discuss doing more with less.
About this show
Welcome to 'Psyche of Sales,' your hub for exploring the compelling world of sales strategy and psychology. Each episode, seasoned professionals unpack complex sales topics, providing actionable advice for immediate application in your sales career. Subscribe for a unique journey into understanding sales success and mastering this dynamic field.
Hosted by
Johnny Lee
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