Sales Leader’s Playbook: In Their Words

In this episode of the Sales Leaders Playbook, host Paul Tindall engages with Sunny Amit, CEO of Evron Computers, to explore the intricacies of sales leadership and business growth. They discuss the importance of understanding client needs, the definition of growth beyond just revenue, and the challenges of scaling a business. Sunny shares insights on the significance of trust in client relationships, the evolution of the sales process, and the critical role of hiring the right team. The conversation also touches on the impact of AI on the software industry and offers valuable advice for business owners facing growth challenges.TakeawaysUnderstanding clients is key to creating value.Growth means trust with clients, staff, and partners.Sales is about establishing trust, not just selling.We need to understand client problems deeply.The sales process must match the buyer's journey.Hiring the right team is crucial for scaling.A bad hire in sales can be very costly.We want to be the single point IT department.We need to innovate to help clients survive.Vision for growth includes strategic planning and execution.Connect with Amit: https://www.linkedin.com/in/amit-sahni-00a1a115/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

In this episode of the Sales Leaders Playbook podcast, Justine Tindall interviews Nicola Lloyd, president of Meducom Health. They discuss Nicola's entrepreneurial beginnings, the meaning of growth in business, challenges in lead generation, the importance of human engagement, and the role of technology and AI in the pharmaceutical industry. Nicola shares insights on sales effectiveness, the significance of measuring processes, hiring challenges, and leadership adjustments in a growing company. She concludes with advice for business owners facing growth ceilings, emphasizing the importance of returning to fundamentals and leveraging strengths.TakeawaysNicola's entrepreneurial spirit began at a young age with a card-making business.Growth in business encompasses more than just revenue; it's about people and relationships.Lead generation has become more complex due to digital clutter and competition.Human-to-human engagement is essential for successful partnerships.Innovation in the pharmaceutical industry is often stifled by regulatory challenges.Sales effectiveness requires a relationship-based approach rather than a transactional one.Measuring processes is crucial for predicting outcomes and success.Hiring the right people is more about alignment with values than just experience.Leadership requires balancing operational decisions with team growth.Returning to fundamentals can help overcome growth ceilings. Connect with Nicola - https://www.linkedin.com/in/nicola-v-lloyd/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

What if the hiring system is completely broken and AI is making it worse?In this episode of the Sales Leaders Playbook, host Justine Tindall sits down with Jordan Goure, Founder & CEO of Picsume, to unpack the future of sales, hiring, and AI-driven recruitment.From launching his first business at 19 to scaling multiple companies across hospitality, real estate, and tech, Jordan shares how his journey shaped a powerful insight: traditional hiring methods, especially resumes are outdated, inefficient, and now flooded with what he calls “AI slop.”They dive deep into:Why resumes are no longer reliable predictors of successHow AI automation is breaking hiring systemsThe truth about “AI slop” and fake applicationsWhy human-led sales is more important than everHow Picsume is redefining recruitment with dynamic profiles & structured dataThe biggest opportunity and threat in AI and SaaS todayReal lessons from scaling multiple businesses and building high-performing sales teamsJordan also reveals why automation alone won’t win deals and how combining AI tools with human connection is the real competitive advantage.To connect with Jordan - https://www.linkedin.com/in/jordangoure/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

What does real business growth look like in 2026? In this episode of the Sales Leaders Playbook, host Justine Tindall sits down with financial strategist and Numbercrunch CEO Susan Richards to unpack a powerful shift from chasing revenue to building true enterprise value.With over 25 years of experience in the tech and SaaS space, Susan shares how founders and sales leaders can rethink growth beyond vanity metrics like headcount and top-line revenue. Learn why profitability alone isn’t enough, how AI is reshaping operational efficiency, and what it takes to build a business that delivers long-term value and a successful exit.You’ll discover:• Why enterprise value is the ultimate growth metric• The problem with focusing only on revenue or profit• How AI is changing the meaning of team growth• What makes a business truly scalable and transferable• Insights from working with 100+ startups as a CFO & advisorWhether you’re a founder, sales leader, or scaling a SaaS business, this conversation will change how you think about growth.Connect with Susan Richards - https://www.linkedin.com/in/susan-richards-fcpa-fcma-53b2176/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Most companies think growth comes from hiring more salespeople… but they’re missing the point.In this episode, Jay Bousada (CEO & Founder of ThrillWorks) breaks down why CEOs must stay directly involved in sales and how that mindset helped him build a 26-year, award-winning agency.From landing a massive first deal to turning down major clients like Tim Hortons and BlackBerry, Jay shares real-world lessons on what actually drives long-term growth.You’ll learn:Why CEO-led sales creates stronger, longer-lasting client relationshipsThe real reason most agencies lose clients after 3–5 yearsHow to identify and remove “bottlenecks” killing your conversionsWhy more leads won’t fix a broken sales or marketing systemThe importance of simplifying complex solutions to win dealsHow to hire the right salespeople (and avoid costly mistakes)The balance between working in vs. on your businessHow AI is both a massive opportunity and a real risk for companiesThis conversation is a must-watch for:CEOs and founders scaling service-based businessesAgency owners struggling with client retentionSales leaders looking to improve close rates and relationshipsBusiness owners navigating growth, hiring, and leadership challenges💡 Key takeaway:You don’t need more leads you need better alignment, clearer strategy, and stronger leadership in sales.Connect with Jay Bousada:https://www.linkedin.com/in/jaybousada/I hope you enjoy this episode!Give it a like, share, and subscribe so you don’t miss upcoming conversations.– Justine and the Sales Leader’s Playbook podcast teamVisit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessGrowth #DigitalAgency #SalesStrategy #Entrepreneurship #B2BSales #Leadership #GrowthStrategy #AIinBusiness #SalesEffectiveness #AgencyGrowth #ClientRetention #OwnerLedBusiness #SalesLeadersPlaybook

Most companies think they have a lead problem… but they don’t.In this episode, Alysha Dominico (CEO & Co-Founder of Tangible Words) breaks down why marketing is often blamed for revenue issues and why that’s completely wrong. The real problem? Misaligned sales processes, poor data, and lack of ownership across teams.You’ll learn:Why nobody trusts marketing (and how to change that)The difference between lead generation vs. lead qualificationHow to fix a broken sales process using data and CRM systemsWhy your pipeline isn’t converting (and how to improve close rates)The shift from marketing → sales → revenue optimizationHow tools like HubSpot fail without proper setup and strategyThe hidden reason deals stall, slip, or never closeThis conversation is a must-watch for:CEOs and founders of growing companiesSales leaders struggling with inconsistent resultsMarketing teams tired of being blamed for revenue gapsAnyone using a CRM but not getting real insights💡 Key takeaway: You don’t have a lead problem, you have a process, data, and alignment problem.Connect with Alysha Dominico:LinkedIn: https://www.linkedin.com/in/alyshadominico/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Is cold calling still effective in the age of AI?In this episode of the Sales Leaders Playbook Podcast, host Justine Tindall sits down with Paul Griffin, a sales leader building the next evolution of go-to-market strategy.Paul is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency that has been recognized three times by The Globe and Mail as one of Canada’s fastest-growing companies and recently named a Winter 2026 leader in lead generation by G2.In this conversation, Paul shares how modern sales teams are combining human sales execution with AI-driven systems to build scalable revenue infrastructure.You’ll learn why many companies are making the mistake of replacing salespeople with AI, why cold calling is still one of the most effective outbound channels, and how high-performing organizations are evolving their go-to-market strategy.If you're a sales leader, founder, SDR, or B2B marketer, this episode will give you practical insights you can apply immediately.In This Episode You'll Learn• Why cold calling is outperforming email and LinkedIn outreach• The real impact of AI on sales teams• How top companies combine human sales reps + AI systems• The biggest mistake businesses make when scaling sales• How to ramp new sales reps faster• Why most companies hit revenue growth ceilings• The leadership changes required to scale from startup to 100+ employees• How modern teams build revenue infrastructure instead of just lead generationAbout the GuestPaul Griffin is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency helping companies generate pipeline and scale outbound sales teams.He is known for his expertise in outbound sales strategy, pipeline conversion, and the future of revenue teams, and frequently speaks at events such as Futurepreneur and TechTO.Paul is currently focused on building revenue infrastructure, combining people, systems, and AI technology to help companies grow faster and close more business.To connect with Paul - https://www.linkedin.com/in/griffinpaulm/Subscribe to the Sales Leaders Playbook Podcast for conversations with founders, revenue leaders, and experts sharing real-world strategies for growing sales teams and revenue.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

In this episode of the Sandler Sales Leaders Playbook, host Justine Tindall sits down with James Grant, President & CEO of Signature Risk Partners, alongside Paul Tindall of Sandler Training.With over 20 years in financial services and insurance, James shares how he built a highly specialized insurance business by focusing on niche markets like golf courses, wineries, craft breweries, and RV parks. From cold-calling out of the phone book to leading one of Canada’s top niche MGAs, this conversation dives deep into:• The power of domain expertise in sales• Why specialization beats generic products• Building broker partnerships instead of competing with them• Leveraging industry associations for lead generation• Sales leadership in uncertain economic times• The impact of AI on underwriting and sales• Hiring beyond industry experience• Scaling culture in a remote-first worldJames also explains how aligning with associations like the National Golf Course Owners Association of Canada helped position his company as a trusted expert rather than just another insurance provider.To connect James - https://www.linkedin.com/in/james-grant-5087b77/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

How do you scale a bootstrapped SaaS company to consistent 20–40% growth in the enterprise market without venture capital?In this episode, Justine Tindall sits down with Joel Varty, CTO of AgilityCMS, to unpack what it really takes to grow, sell, and lead in today’s AI-driven digital landscape.Joel shares how Agility evolved from an agency model into a powerful SaaS platform, landing major clients like Cineplex and building customer relationships that last over a decade.If you're a founder, sales leader, or SaaS executive navigating growth in 2026, this conversation is packed with real, tactical insights.What you’ll learn in this episode:• How to grow a profitable, bootstrapped SaaS company• Why reducing churn is more important than chasing vanity growth metrics• How inbound SEO is evolving in the age of AI tools like ChatGPT and Google• The shift from traffic volume to high-intent conversions• Why trust is the ultimate sales advantage in enterprise B2B• How to hire “clutch” salespeople (and avoid costly hiring mistakes)• The difference between top sales performers and great sales leaders• Why servant leadership drives long-term performance• Enterprise sales strategies for complex buying committees• How smaller companies can compete against large SaaS competitorsJoel also dives into:– AI’s impact on SEO and inbound lead generation– Why your homepage now has to convert immediately– Building outbound strategies without “spray and pray” tactics– The importance of instinct and timing in enterprise sales– Why leaders must stop “hiding in product” and own revenueThis is a must-watch if you're building in SaaS, leading a sales team, or trying to break through a growth ceiling.Connect with Joel Varty - https://www.linkedin.com/in/joelvarty/Subscribe for more conversations on sales leadership, SaaS growth, AI in marketing, and enterprise strategy.#SaaS #EnterpriseSales #B2BSales #BootstrappedStartup #AIinMarketing #SalesLeadership #InboundMarketing #OutboundSales #CustomerSuccess #TechLeadershipI hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

How do you scale a marketing agency and DTC brands without chasing vanity metrics? In this episode of the Sales Leaders Playbook, founder Arun Kirupa shares real-world sales strategies, AI-powered growth systems, and lessons from building a performance marketing agency that helps e-commerce brands grow profitably.From door-to-door selling Encyclopedia Britannica to running ProMarketer, Arun breaks down what modern sales growth actually looks like — and why execution matters more than hype. He explains how combining AI tools with human connection is shaping the future of sales, hiring, and lead generation.You’ll learn how Arun uses platforms like LinkedIn for consistent lead flow, how AI-driven sales analysis tools and platforms like HubSpot and Gong improve performance, and why building the right team is the foundation of scalable growth.This episode is packed with insights for agency owners, founders, sales leaders, and e-commerce entrepreneurs looking to grow sustainably with AI, automation, and strong sales systems.If you want to scale smarter not just bigger - this conversation is for you.Topics Covered:AI in sales & hybrid sales teamsLead generation strategies that work todayBuilding high-performance sales teamsScaling DTC & e-commerce brands profitablySales coaching, hiring & growth mindsetto connect with Arun - https://www.linkedin.com/in/arunkirupa/#SalesLeadership #AIinSales #EcommerceGrowth #LeadGeneration #DigitalMarketing #SalesStrategy #EntrepreneurshipI hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

What if getting laid off became the best thing that ever happened to your career?In this powerful episode of the Sales Leaders Playbook, CEO Eduardo Harari shares how a mistaken layoff from Bell Canada turned into the first sale that launched his global telecom and consulting company. Today, he leads World Wireless Solutions and manages thousands of employees and clients worldwide.With over 20+ years in international telecom, consulting, and multimedia strategy, Eduardo reveals what real growth means in modern business, why relationships matter more than transactions, and how sales today is less about pitching and more about consulting.In this conversation, discover:• How one unexpected moment built a multi-million-dollar business• Why treating clients like family leads to 99% retention• The real future of sales, AI, and cybersecurity• Why personality and trust matter more than degrees in sales• How CEOs can scale while staying connected to customers• Biggest opportunities in small and medium business marketsEduardo also shares honest insights on lead generation in 2026, the risks of AI misuse, crypto skepticism, and how entrepreneurs can break through growth plateaus.If you’re a founder, sales professional, consultant, or entrepreneur aiming to scale your business and build long-term client trust — this episode is packed with practical wisdom you can apply immediately.Subscribe for more real conversations on sales, leadership, growth, and business strategy.To connect Eduardo - https://www.linkedin.com/in/edharari/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Brandon Kay started his sales journey at 13, flipping LeBron basketball shoes out of his school locker for profit. Today, he's building disciplined revenue systems as VP of Sales at Gallea AI while running Epicurean Social, a digital marketing agency he bootstrapped past seven figures. In this episode, Brandon shares the go-to-market playbooks that helped him book 70 qualified demos in two months and add over $250,000 in ARR with just two sales reps.Brandon cuts through the noise about AI-powered sales automation and gets real about what actually works in 2025. He explains why he ditches mass email campaigns in favor of hyper-personalized outreach, video prospecting, and picking up the phone. Brandon reveals his three-step framework for training sales reps, the mistakes that nearly derailed his agency's growth, and why product-led growth trumps closing tactics when scaling from seven to eight figures. For business owners hitting growth ceilings, his advice is direct: you are the bottleneck, and delegating everything that someone else could do just as well will free up 50% of your time for high-leverage activities.Key Topics:Why hyper-personalized outreach and cold calling outperform mass AI email campaignsThe three-step sales training framework: master the ICP, identify reachable channels, lead with pain pointsHow to balance aggressive revenue targets with realistic quota setting to prevent team burnoutWhy hiring salespeople with industry expertise beats hiring top performers without buyer knowledgeThe critical mistakes of over-hiring during sales surges while neglecting customer retentionHow to navigate complex enterprise deals by multi-threading to decision-makers with different motivatorsWhy sales leaders must align with product and fulfillment teams to scale beyond seven figuresThe future of sales: using AI for data enrichment while investing in human relationship-buildingProduct-led growth strategies: solving more problems to inherently increase conversion rates and reduce deal velocityConnect with Brandon Kay:LinkedIn: https://www.linkedin.com/in/brandon-kay-1789471a7Gallea AI: https://galleaai.comEpicurean Social: https://epicurean.socialI hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Welcome to Sales Leaders Unscripted, the podcast where we explore real-world sales strategies, leadership lessons, and growth insights from top sales and business leaders. In this episode, host Justine Tindall sits down with David Yeaman, MPC | Molded Precision Components, a mechanical engineer and co-owner of a Canadian advanced manufacturing company.David shares his journey from starting MPC in 2006 as a small prototype shop to scaling it into a globally recognized, vertically integrated, Industry 5.0–driven manufacturer serving automotive, medical, and consumer markets. He provides actionable insights into sales leadership, building trust-based customer relationships, hiring top talent, navigating economic uncertainty, and scaling a business sustainably.Key discussion points include:The story of David’s first sales and early challenges building MPC.Why sustainable growth is about profit, culture, and people—not just revenue.How co-innovation and deep customer relationships drive repeat business and customer loyalty.Sales strategies that work in modern manufacturing vs. traditional approaches.Leveraging social media and digital presence to attract top talent and customers.Lessons learned from failed projects and managing the “messy middle” of growth.Leadership strategies for scaling teams while maintaining speed, agility, and innovation.How MPC navigates global trade disruptions, pandemics, and shifting market demands.Why you should listen:Whether you’re a sales leader, business owner, or entrepreneur in manufacturing or B2B industries, David’s insights show how innovation, integrity, and strategic thinking can transform both your sales strategy and organizational growth.Connect with David Yeaman: linkedin.com/in/ceodavidyeamanSubscribe to Sales Leaders Unscripted for more expert insights on sales leadership, scaling businesses, and growing profitable customer relationships.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Discover how Michael Konopaski built Designed Wealth from $0 to $7 billion in assets under administration in just 3 years—competing directly against Canada's biggest banks with virtually no marketing budget.In this episode of Sales Leaders Unscripted, host Justine Tindall sits down with Michael Konopaski, Managing Director of Designed Wealth, to uncover the unconventional sales and business development strategies that helped him succeed where 97% of financial advisors fail.What You'll Learn:Sales & Marketing Strategies:Why direct mail outperforms digital in financial services (and how to use it effectively)The LinkedIn algorithm secrets that drove 5,000+ hours of organic reachHow to compete against billion-dollar brands with minimal budgetThe critical difference between selling features and solving pain pointsBusiness Development:Managing a 98% failure rate while scaling to 175+ advisorsThe 2-3 year sales cycle strategy for high-stakes B2B dealsWhy you should never call prospects (and who you should focus on instead)How to identify and attract advisors ready to make the moveLeadership & Growth:Transitioning from startup survival mode to sustainable scalingThe hardest part of hiring business development reps (and why salary expectations are crushing startups)Building a self-managing team as you scaleWhy your market should emerge rather than be targetedReal Talk on Challenges:Dealing with last-minute deal collapses after 100+ hours of workCompeting against $5-15M signing bonuses from private equity firmsThe truth about hiring salespeople who "look great on paper"Managing 50 head office staff + 175 independent business modelsKey Takeaways:🎯 Stop targeting local markets—think 100x bigger from day one📧 Old school tactics (direct mail) work when everyone else abandons them🤝 Authenticity and transparency beat polished corporate messaging in B2B sales⏰ Accept the long game: B2B sales cycles can span 1-4 years💰 Performance-based compensation attracts truly motivated salespeople🎨 Your market will emerge when you solve real problems—don't force itAbout Michael Konopaski:Michael Konopaski is Managing Director of Designed Wealth, bringing 30+ years of experience building and leading investment dealers across Canada and the US. As a former portfolio manager and CPA, he founded the IIAC Small and Independent Dealer Committee and serves on the CRO Ontario District Council. He holds a Master's in Finance, PhD in Management, and CFP and CIM designations.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

For over 25 years Chris has designed, developed, and executed award winning integrated campaigns including The Audi Art of Progression, The MINI Invasion, and the RBC Million Dollar Shootout. Chris has garnered extensive expertise in consumer-packaged goods, beverage alcohol and retail marketing; building programs that deliver branded consumer experiences in-field, on-line and in- store for Influence Marketing’s enviable list of blue-chip clients including L’Oréal, Moosehead, Metro, Red Bull, Goodlife Fitness and Canadian Tire. Influence has a long history of embracing individuals with unique abilities, energy and a passion. As Managing Director Chris is responsible to leverage those unique abilities to ensure the most effective resourcing strategies. As a Managing Director, his responsibilities also include the day-to-day management of business operations of the Influence Group of Companies, while remaining connected to the work through his engagement in client business strategy and business development efforts.Chris resides in Oakville with his wife Stephanie, daughters Katie and Emma and son Palmer.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Tara Mowat is the President and CEO of Logistics Alliance, a Canadian 4PL that helps major retailers, distributors, and their suppliers move freight smarter and more efficiently across the country. With a background in engineering, systems, and data, Tara brings a unique blend of technical expertise and commercial insight to building scalable solutions that drive efficiency and customer value. Before joining Logistics Alliance, she worked in technology and management consulting with IBM, Accenture, and as an independent contractor across North America. She’s passionate about using data to make complex problems clearer — and about leading a culture grounded in collaboration, trust, and results.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

In this conversation, we meet Zac Sutherland, President of Sutherland Insurance—a 5th-generation family-run brokerage based in Guelph, Ontario. He started his journey with the family business after 4 years at Wilfrid Laruier where he obtained my BBA. Since joining, they have been able to triple the size of the business and look forward to meeting and servicing more clients as they continue to grow. Sales has always been at the heart of Sutherland Insurance, but for Zac, it’s never just been about closing deals. It’s about building trust, listening well, and creating long-term relationships that stand the test of time. In this episode, Zac shares the sales strategies that have helped our team grow in a competitive market—rooted in values, sharpened by experience, and proven by results.He emphasizes the importance of building relationships over mere transactions in sales, discusses the metrics that define growth, and outlines his strategies for lead generation, including the use of AI. Zac reflects on the challenges faced with CRM implementation and the importance of training and mentorship in sales effectiveness. He also shares insights on hiring the right talent and offers advice for business owners on maintaining strategic focus amidst distractions.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Paul and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Ryan Austin is a serial entrepreneur who has spent over 12 years driving improvements in learning and development. In his current role as CEO at Cognota, the first LearnOps platform for corporate L&D teams, Ryan is focused on developing innovative technology that enables corporate learning teams to increase their productivity by powering learning operations across enterprises. Cognota’s patent-pending technology is the recipient of several Brandon Hall awards, including recognition for Best Advance in Emerging Learning Technology and Best Advance in Learning Management Measurement/Business Impact Tools. Prior to Cognota, Ryan served as Senior Vice President for World Trade Group, an organization that offers live events and training courses. In addition to his role as CEO at Cognota, Ryan is a mentor at Elevate, a non-profit organization focused on social innovation. He also co-founded GoFish Cam, a hardware technology company for the fishing industry which he exited in 2019, co-founded Stack & Sprout, a vertical garden for condominium patios, and is an active angel investor in B2B SaaS and Consumer Products. Ryan studied Sociology at York University and Business/Corporate Communications at Western University. He has participated in numerous entrepreneurial accelerator programs including Surge Ventures, StartEd EdTech Accelerator, Telluride Venture Accelerator, Capital Factory and The Next Founders Program. Ryan is the host of the LearnOps Leadership Series and a contributor to various publications for organizations including the Association for Talent Development, Training Journal, Forbes Business Council, and The Future of Talent/L&D.I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

In this episode of the Sales Leaders podcast, Justine Tindall interviews Dan Radu. He is the founder of Macro B2B marketing agency for over 12 years working with global marketing tech companies. Dan has a global team that accelerates and scales marketing programs. Dan shares his entrepreneurial journey, starting from his first sale in university to building a successful marketing agency. He discusses the importance of sales as the lifeblood of a business, defining growth beyond just revenue, and the challenges of lead generation in a competitive market. Dan emphasizes the need for effective sales management, continuous training, and the significance of hiring the right salespeople. He also explores the impact of AI on marketing and the necessity of resilience in entrepreneurship.Connect with Dan on LinkedIn: https://www.linkedin.com/in/danradu2000/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Devon is President at Cairns Oneil, Canada’s leading independent media agency. Devon has extensive experience in the media, technology, and creative industries and uses his background to help his clients and teams achieve their ambition. In 2022 Devon was named the Media Leader of the Year by Strategy Magazine for his work in transforming the agency. In 2025 Cairns Oneil was named as a finalist for Media Agency of the Year by Campaign Global.Devon has run companies and teams within some of the leading services organizations across Canada. Prior to joining Cairns Oneil Devon was the CEO at Mindshare Canada. Devon previously also founded the creative agency 360i in Canada and held leadership roles in the technology world at companies like IBM. Devon is regularly called on for his opinions within the marketing industry and is frequently asked to judge award shows or asked for comment from media and trade publications on current topics and trends.Devon is an active member of the community and is the proud recipient of the Queens Golden Jubilee medal. Currently, Devon is a patron and subscriber of the West End Phoenix, a print only local newspaper, and is on the Capital Committee for The Mount Dennis Quilt, Canada's first integrated community services and housing development.Connect with Devon on LinkedIn: https://www.linkedin.com/in/devonmacdonald/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast team Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Welcome to the first episode of the Sales Leader's Playbook: In Their Words podcast! In this podcast episode, Jim Estill, CEO of Danby Appliances, shares his entrepreneurial journey from selling computers out of his car trunk to leading a billion-dollar company. He discusses the importance of growth, proactive sales strategies, and the role of AI in modern business. Jim emphasizes the need for continuous learning, effective hiring practices, and the significance of listening to customers. He also highlights the challenges of leadership, the necessity of delegation, and offers valuable advice for business owners facing growth ceilings.Connect with Jim on LinkedIn: https://www.linkedin.com/in/jimestill/I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Justine and the Sales Leader’s Playbook podcast teamConnect with Justine Tindall on LinkedIn: https://www.linkedin.com/in/justine-tindall-3b89b679/ Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call #salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadershipWelcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.