Sales Trajectory Podcast

Guest: Naomi Herzog – Director of Growth & Strategy, Marchese Partners ArchitectsIn this episode, Jason Howes is joined by Naomi Herzog, Director of Growth and Strategy at Marchese Partners Architects, to unpack the forces shaping Brisbane’s built environment and the future of architecture, housing, and city growth.Naomi shares her career journey—from questioning the quality of housing available to young families in Brisbane, to building one of Australia’s earliest modular container homes, and now stepping into a senior leadership role helping shape large‑scale, luxury, and community‑focused developments across Queensland.The conversation explores how business development in architecture has evolved, shifting away from transactional wins toward deep strategic relationships, collaboration between practices, and long‑term capability building. Naomi explains why partnering with other architects, consultants, and contractors is no longer optional—and how this approach helps firms grow sustainably without burning out teams or over‑hiring during boom cycles.Together, Jason and Naomi dive into the once‑in‑a‑generation transformation of Brisbane, driven by Olympic preparation, major hospital expansions, and unprecedented infrastructure investment. Naomi offers a candid view on the risks facing the industry, including escalating construction costs, feasibility pressure, and the danger of chasing work that doesn’t align with a firm’s true strengths.A central theme is housing affordability and liveability. Naomi outlines why density must be done better—not bigger—and advocates for smarter, design‑led solutions such as mid‑rise developments, co‑living models, modular construction, and well‑planned inner‑city density that supports essential workers, families, and ageing Australians.The discussion also highlights:What high‑performance architectural cultures look like todayWhy retaining experienced project architects is becoming a critical challengeHow flexible work models and senior mentorship can strengthen teamsLessons architecture can learn from European cities around density, wellbeing, and design qualityThis episode is a thoughtful, practical conversation for leaders in property, construction, architecture, and city‑shaping roles—and for anyone interested in how Brisbane can grow without losing its soul.🏗️ Major Projects Featured in This EpisodeChevron One – Gold Coast A landmark 41‑level luxury residential tower delivered in partnership with leading consultants and contractors. 👉 https://chevronone.com.au/Palmera – Gold Coast A 52‑storey, high‑end residential project setting a new benchmark for luxury apartment living, developed with tier‑one builders. 👉 https://palmeragoldcoast.com/

This episode aligns directly with Chapter 1 of Crystal Ball Recruiting, where Jason Howes challenges leaders to assess their current sales team capability before making costly hiring decisions.As businesses head toward the end of April and into EOFY, Jason shares a timely update on current market conditions and the pressure leaders are facing, balancing sales targets, budgeting, forecasting, and strategic planning in a tougher, slower‑moving market.Drawing on live sales and recruitment activity, Jason explains why access to buyers is more difficult, why decisions are being delayed, and why many organisations are pressing pause until the new financial year.The episode covers:Why hiring another salesperson isn’t always the right move in tough conditionsThe real cost of having people in the wrong roleHow removing poor‑fit or disengaged performers can fund training, systems, and process improvementsThe importance of clarity around who’s on your team, what roles you actually need, and where sales effort should be focusedJason unpacks common challenges he’s seeing across sales teams right now, including reactive selling, lack of planning, unclear ideal client profiles, outdated incentives, and pipelines filled with activity—but not the right opportunities.He also explores where leaders should be investing now: better targeting of dream accounts, stronger coaching and sales management, internal and SDR support roles, automation, and AI‑enabled sales processes.The episode closes with a clear message from Crystal Ball Recruiting: This market won’t get easier. Growth starts by assessing what, and who, you already have, then leveraging it properly. The businesses that win will be the ones that act now, getting the right people in the right roles, equipped with the right tools, and focused on the activities that truly drive growth.

🎙️ Episode Show NotesGuest: Matt McLachlan, CEO – Yellow Couriers Host: Jason HowesIn this episode, Jason Howes sits down with Matt McLachlan, CEO of Yellow Couriers, to unpack what strong leadership, sales systems, and operational discipline look like in today’s high‑pressure business environment.With over 30 years’ experience across sales leadership, wholesale, retail in the pet industry and logistics, Matt shares his journey from national sales roles to acquiring and scaling Yellow Couriers following a management buyout. The conversation explores the shift from product‑based businesses to service‑led models, why culture and brand representation matter at the “coalface,” and how CEOs can avoid building businesses that rely on one key person.Matt also provides practical insights into:Building scalable sales systems and CRM disciplineManaging DIFOT (Delivered In Full On Time) performance in time‑critical logisticsFuel cost transparency and fair fuel levy modelsThe true cost of in‑house deliveries versus specialist couriersSales talent, incentives, and leadership blind spotsWhy systems, data, and process protect business value and exit potentialThis episode is a must‑listen for CEOs, founders, and sales leaders looking to improve efficiency, protect goodwill, and build resilient businesses that deliver results — even in uncertain economic conditions.

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

In this episode of the Sales Trajectory Podcast, Jason Howes is joined by executive leadership coach John Matthews for a deep, practical conversation grounded in more than six decades of combined leadership, coaching, and real‑world experience.Together, they unpack why so many high performers struggle when they step into leadership roles — not because they lack capability, but because leadership requires an entirely different way of thinking. John shares his journey from corporate success to building one of the most influential executive coaching institutions in the Asia‑Pacific, while Jason reflects on scaling national sales teams and navigating growth under pressure.A core focus of the episode is John’s Leadership Gears Model, explaining how leaders move from execution to leverage — and why many get stuck in the wrong gear, creating bottlenecks that stall growth. They also explore leadership presence in tough times, the danger of retreating into isolation, and why trust, visibility, and emotional connection drive performance when certainty disappears.This episode is especially relevant for CEOs, business owners, sales leaders, and senior managers facing tighter budgets, rising expectations, and the challenge of growing without burning out themselves or their teams.Key TakeawaysWhy most leaders are promoted for execution, not leadershipThe five leadership gears — and how to shift out of survival modeHow leadership presence builds trust in uncertain timesWhy growth ceilings demand new thinking, not harder workHow experienced leaders unlock creativity, accountability, and scale00:00 Introduction to Leadership Coaching02:57 John's Journey and Background04:51 Leadership Evolution and Its Importance07:36 The Gears of Leadership09:53 Leadership Presence in Tough Times12:40 Coaching and Development in Leadership15:49 Identifying Leadership Readiness18:29 Creating Leverage Without Losing Control20:04 The Role of Coaching in Leadership22:29 The Importance of Professional Development24:47 Retreats and Personal GrowthLearn more about the upcoming local and international retreats https://www.illuminenation.org/retreats

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

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

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

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

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

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

In this episode of the Sales Trajectory Podcast, Jason Howes sits down with Troy Cleyne, VP of the Australian Deck and Handrail Association and National BDM for Everdeck by Timberlink, to explore the evolution of the composite wood product market in Australia.We unpack the market dynamics, explore why quality assurance matters, and discuss how brand failures can reshape the competitive landscape. Key Highlights:Troy’s Journey: From sports and Puma to timber and composites, and how early training in sales and presentation shaped his career.Composite Decking Growth: From skepticism at home shows to becoming 40% of the decking market, driven by sustainability and innovation.Environmental Impact: Everdeck uses FSC-certified timber and recycled plastics, reducing landfill and supporting climate-conscious building.Market Challenges: 67 brands now compete, but inferior products risk consumer confidence—education and quality matter.Everdeck Innovation: Australian-made, dual-sided boards (six colors, three SKUs) and competitive pricing thanks to local production.Sales Insights: Why relationships and educating customers are critical for launching new products successfully.Future Outlook: Installers leading creative trends, social media driving awareness, and Timberlink’s investment positioning Everdeck as a major player.Why Listen: If you’re a builder, reseller, or installer looking for sustainable, innovative decking solutions—or insights on launching new products—this episode is packed with practical advice and industry perspective.

Season Two of the Sales Trajectory Podcast kicks off with an exciting theme: Where Innovation Meets Sales Execution. Host Jason Howes welcomes Paul Fuller, Chief Revenue Officer at Membrain, to explore how companies can overcome today’s toughest sales challenges through innovation, enablement, and alignment.Paul shares how Membrain is leading the way with new tools like Flow, and advanced CRM solutions designed to empower sales teams and improve execution. Together, Jason and Paul dive into why traditional CRMs fail, how systematic processes protect against turnover, and why aligning sales and marketing is critical for sustainable growth.Key outcomes from this conversation:How Membrain’s innovative enablement tools drive better forecasting and execution.Why aligning sales and marketing accelerates revenue and improves customer experience.Practical steps to build scalable processes that retain knowledge and boost performance.How leaders can empower teams to adapt and thrive in changing markets.If you’re a business leader, sales manager, or rep looking to future-proof your strategy and deliver measurable results, this episode is packed with actionable insights.

Episode OverviewIn this episode, recorded back in early 2025, Jason Howes sits down with Jason O’Hagan, CEO of Weathertex, to explore leadership strategies during challenging market conditions. We talk about the importance of mental health initiatives, and how Weathertex continues to innovate and thrive. From safety and sustainability to sales excellence and team culture, this conversation is packed with insights for business leaders and sales professionals navigating today’s building industry.What You’ll LearnMental Health Advocacy: How Weathertex partnered with TIACS to start meaningful conversations in the building industry.CEO Perspective: Jason O’Hagan’s top priorities—safety, productivity, and navigating one of the toughest market cycles in decades.Market Insights: Comparing today’s downturn to past challenges like GST and GFC, and why Jason sees signs of recovery.Sustainability Leadership: Why Weathertex’s 97% timber product is a true green solution with third-party certifications.Sales Strategy: Inside Weathertex’s national sales structure, export growth, and focus on high payoff activities.Recruitment & Culture: How strong brand reputation attracts top talent and why culture matters more than ever.Compensation & Incentives: Weathertex’s innovative team-based incentive model and why achievable targets drive motivation.Sales Excellence: The role of CRM transparency and measurable growth in building a high-performing team.Key TakeawaysSafety First: “Safety is paramount—keeping everyone safe in our factory and across the business.” – Jason O’HaganResilience Matters: Market cycles are tough, but strategic leadership and optimism pave the way for recovery.Culture Wins: A strong brand and positive culture attract quality people, even in competitive markets.Activity Drives Results: Focus on high payoff activities and measurable KPIs to stay ahead in challenging times.Why Listen?If you’re a business leader, sales manager, or industry professional looking for practical strategies to lead through uncertainty, this episode delivers actionable insights and inspiration. Jason O’Hagan shares decades of experience and a forward-thinking approach that will help you navigate today’s challenges and prepare for tomorrow’s opportunities.Connect with UsJason Howes: # | https://arrowexec.com.auWeathertex: https://www.weathertex.com.auTIACS Mental Health Initiative: https://www.tiacs.orgCall to ActionEnjoyed this episode?✅ Subscribe to the Sales Trajectory Podcast for more conversations where innovation meets execution in sales. ✅ Share this episode with your network and help spread the message of resilience and mental health in the building industry.

Learn how to craft a standout resume, optimise LinkedIn, and position yourself for the role you truly want.More than six months after this conversation which was back in late 2023 Pam and Jason worked together at Arrow Executive for over 12 months. Pam is not only an expert in her field but also a great friend, and we to collaborate again on special projects in the future.In this episode, Jason reconnects with Pam Foster, an expert in career storytelling and transition. Pam shares her journey from a decade-long corporate career to founding Career Styler, where she helps professionals craft compelling resumes, optimise LinkedIn profiles, and navigate career changes, especially for those at a crossroads in their 40s and beyond.Pam discusses:The art of resume writing: Why two pages, a strong elevator pitch, and quantified results matter.LinkedIn strategies: Building authentic connections with recruiters through personalised outreach.Career transitions: Inspiring stories, including a health and safety professional who became a vet nurse.Redundancy support: How companies can go beyond payouts to truly empower employees during change.Personal branding tips: Using taglines and keywords to stand out in competitive markets.Key takeaway: Your career story is your brand. Make it authentic, outcome-driven, and memorable.Chapter / Key Topic Timeline01:01 – Introduction Jason welcomes Pam Foster and shares how they first connected.01:46 – Pam’s Expertise Resume writing, LinkedIn profile optimisation, interview coaching, and career transitions.02:26 – Career Styler Journey Pam’s shift from corporate to entrepreneurship and her mission to help professionals.03:07 – LinkedIn & Branding Why LinkedIn matters and how Pam helps clients create authentic stories.03:42 – Supporting Companies During Change Helping organisations manage redundancies with empathy and career support.05:21 – Inspiring Career Transition Story From health and safety to vet nursing, finding alignment with passion.07:05 – Resume Essentials Two-page rule, elevator pitch, and quantified results.08:33 – Photo or No Photo? Regional differences and exceptions for board roles.09:01 – Impactful Work Experience Crafting bullet points that showcase results, not tasks.10:39 – Confidentiality & References Handling sensitive data and whether to include referees.12:19 – Personal Branding Tagline Hooking recruiters with a memorable statement.13:18 – Leveraging LinkedIn for Job Search Building relationships with recruiters through personalised outreach.14:09 – Pam’s Process Three-step approach: career journey tool, deep-dive branding session, and marketing tools.15:19 – Closing Thoughts Jason recommends Pam’s services and reflects on her impact.

This episode was recorded a few years back on the Sales Trajectory Podcast, Jason Howes speaks with Kersten Gentle, CEO of the Frame & Truss Manufacturers Association (FTMA), about the future of the timber industry and the challenges—and opportunities—facing fabricators today. Kersten shares insights on:FTMA’s strategic plan and initiatives to strengthen the industryThe Carbon Warrior movement and why timber is key to addressing climate changeTackling the skills shortage: new job titles, recruitment strategies, and training programsHow to attract talent with better job ads, inclusive language, and flexible work optionsMental health and wellness for business owners during tough timesIf you’re in timber manufacturing, construction, or recruitment, this episode is packed with actionable ideas to help you build stronger teams and promote timber as the ultimate renewable resource.👉 Listen now and join the movement to future-proof the timber industry!

In this episode of the Sales Trajectory Podcast, originally recorded in February 2023 Jason Howes sits down with Gary Walker, Managing Director of Belmont Timber, to discuss the realities of running a timber business through one of the most challenging periods in the building industry.Gary shares insights from his 44-year career and the legacy of a family business founded in 1952. Key topics include:How Belmont Timber managed supply chain disruptions during unprecedented demandThe impact of skyrocketing timber and EWP prices on builders and suppliersWhy loyalty to local producers paid off during the perfect stormThe growing skills shortage in the timber and building industryWhy investing in training and attracting new talent is critical for the futureIf you’re in timber, building materials, or construction, this episode offers practical advice on supply chain resilience, pricing strategies, and workforce development.👉 Listen now to learn how to prepare for the next industry shift!

This episode was recorded in mid 2024 and we wanted to share it on the Sales Trajectory Podcast. Jason Howes chats with Gavin Williamson, National Sales Operations Manager at Placemakers, New Zealand’s leading building merchant and part of Fletcher Building.Gavin shares his journey from running a building company during the Christchurch rebuild to leading a national sales team of 240 people across 70 branches. Discover how Placemakers is navigating market challenges and transforming sales operations through culture, technology, and leadership.Key topics include:Building a high-performance sales culture in a competitive marketLessons from managing supply chain disruptions post-COVIDHow CRM and sales enablement tools are reshaping the customer experienceStrategies for balancing price vs. value proposition in a cooling marketPredictions for the New Zealand building industry leading into ChristmasIf you’re in construction, building materials, or sales leadership, this episode offers practical insights on sales strategy, tech adoption, and team development.👉 Tune in now to learn how to win through disruption and lead with confidence!

Episode Title: Building a Stronger Hire Industry: Insights from Troy MoulderJoin Jason Howes on the Sales Trajectory Podcast as he interviews Troy Moulder, National Sales & Marketing Manager at Winch Hire Australia and Queensland President of the Hire and Rental Industry Association (HRIA).In this episode, Troy shares his 25-year journey in the hire and rental industry, from starting as an account manager to driving national expansion and shaping industry standards. Discover:How Winch Hire grew from a single branch to a multi-state operationThe role of HRIA in supporting members and improving safety legislationWhy sales talent is scarce and how businesses can attract and develop future leadersThe impact of safety regulations and innovation on equipment hireWhat to expect at the upcoming HRIA Convention in BrisbaneIf you’re in construction, equipment hire, or sales leadership, this episode is packed with actionable insights on business growth, culture, and talent development.👉 Listen now and learn how to future-proof your hire business!

In this episode of The Art and Science of Complex Sales, Paul Fuller, CRO of Membrain, interviews Jason Howes, Managing Director of Arrow Executive Sales and Membrain Partner, about his incredible journey from a 19-year-old timber trainee to leading national accounts and coaching sales teams across Australia.Jason shares:Funny and gritty sales stories—including selling timber to hippies in the hills, knocking on doors in snake-infested backstreets, and being stalked by water dragons (Paul’s reaction to any type of dragon is priceless!)How perseverance and curiosity turned a “brick phone” era rep into a national account manager for major chains like BunningsWhy sales is about solving problems, not pitchingThe biggest mindset challenges for salespeople and how to overcome themWhy investing in sales process, tech, and training is critical for the futureIf you love real-world sales stories and actionable insights on complex B2B selling, this episode is packed with wisdom and laughs.👉 Listen now and learn how to stay in the moment, listen hard, and win big!