The CEO and the Salesman Podcast

Most leaders believe their biggest threat is competition. Christopher Carter has spent decades inside some of the world's most complex scaling organisations and says the real threat is almost always internal. Complexity, dirty data, and the wrong technology in the wrong hands will slow a business down far faster than any competitor ever could.Chris is an author, keynote speaker, and one of the most experienced voices in enterprise technology and SAP implementation globally. In this conversation we get into the messy reality of what actually happens when businesses try to scale their systems without first getting the fundamentals right.WHAT WE COVER— Why complexity is the real enemy of growth and how it sneaks in through the people, not just the technology— The stair-stepping framework Chris uses when walking into organisations that have hit a wall— Why speed that makes a business successful at 10 to 50 people becomes a liability at 500 to 5,000— What actually happens when you plug AI into dirty, unstructured data— The most dangerous lie leaders tell themselves about growth— Why 97% of companies are failing to get ROI from AI and what they are doing wrong— What CEOs need to do before they even think about upgrading their ERP or adding AI toolsIf your business is growing but the cracks are starting to show, this episode is for you.Full links to Chris's books, upcoming tour dates, and speaking events are below.https://christophermcarter.com/Subscribe for more episodes: https://www.youtube.com/@TheCeoAndTheSalesmanPodcast Follow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattChristopher Carter: https://www.linkedin.com/in/christopher-carter-885159/

When your business grows fast enough to outpace its own systems, success becomes the problem. Mark Batina, CEO of Precise Business Solutions, has spent 30 years walking into companies at $10M, $60M, $100M+ and finding the same silent crisis: the expertise that drives the business lives entirely inside a handful of people's heads, and you cannot scale a person.What we cover—What it actually looks like when a business grows beyond its own systems—Why the "linchpin" people in your business are both your greatest strength and your biggest fragility—The real reasons digital transformation projects fail (it's not what you think)—How systems maturity directly shifts your valuation multiple when you exit—The AI conversation every founder needs to have — and the one most are getting wrong—What it feels like when a founder finally gets their business running without themWhether you're at $5M or $500M — if all roads lead back to you, this episode is for you.Chapters00:00 Introduction00:53 What breaking actually looks like inside a growing business05:01 Why it's a complexity problem, not a revenue problem05:30 The expertise transformation framework — where it came from10:03 The knowledge multiplier effect and what smaller businesses can do now15:54 Why most digital transformation projects fail24:19 The founder as bottleneck — signs and solutions30:00 Valuation multiples and systems maturity — what buyers actually look for36:04 The most expensive mistakes founders keep making44:57 When a tech project sends a company backwards49:17 AI — what to tune in to and what to tune out55:42 What it feels like when it finally clicksSubscribe for more episodes: https://www.youtube.com/@TheCeoAndTheSalesmanPodcast Follow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattMark batina: https://www.linkedin.com/in/markbatina/?originalSubdomain=au

What separates entrepreneurs who build real businesses from those who stay stuck?In this episode of The CEO & The Salesman, Matthew Whyatt sits down with entrepreneur, speaker, and author DJ Carroll to unpack the mindset, systems, and sales principles that actually drive growth.DJ’s journey started when he turned down eight football scholarships to start a lawn care business. That decision led to building a company that reached $3M in revenue before selling, and eventually to coaching entrepreneurs around the world.This conversation goes deep into the real mechanics of building businesses today. Not theory. Real lessons.DJ shares:• Why most entrepreneurs misunderstand growth• The sales mindset that separates hunters from the hunted• The mistake founders make when they say they “just need more leads”• Why follow-up wins more deals than talent• The leadership habits that actually scale companies• How AI is changing the future of sales and small business• Why entrepreneurs must develop urgency to winThis episode is for founders, sales leaders, and anyone trying to build something meaningful in today’s economy.If you're building a business, this one will challenge how you think about sales, growth, and leadership.Watch the episode from the link in the comments.Subscribe for more episodes:https://www.youtube.com/@TheCeoAndTheSalesmanPodcastFollow Matthew on LinkedIn:https://www.linkedin.com/in/matthewwhyattLearn more about DJ Carroll:https://hunterheadgame.comhttps://www.linkedin.com/in/dj-carroll-65589b21/Explore Allie AI platform:https://hirealli.com

n Episode 34 of The CEO and the Salesman, Matthew Whyatt sits down with Ed Kang, Chief Strategy Officer at Startups.com, multi-exit founder, investor, author of The Cortex Circuit, and yes, gas station owner.This conversation goes deeper than tactics.We unpack:-When resilience turns into stubbornness-Why most founders misunderstand strategy vs execution-The dangerous emotional bias behind pitch decks-Why funding should be Plan B-How joy becomes a performance advantage-And what AI is about to disrupt in startup playbooksEd has advised hundreds of founders. He shares what he sees six months before a startup collapses, the blind spots founders ignore, and the mental traps that sabotage growth.If you’re building, raising, selling, or advising startups, this episode will challenge the way you think.Watch the full episode from the link in the comments.Subscribe for more conversations with founders, CEOs, and sales leaders:https://www.youtube.com/@TheCeoAndTheSalesmanPodcastFollow Ed Kang on YouTube and LinkedInLearn more at Startups.com

In Episode 33 of The CEO and the Salesman, Matthew Whyatt sits down with Kevin Hubschmann, CEO of Laugh.Events.Kevin’s journey is anything but typical. He went from sleeping on a couch and working for free at a startup, to building and leading enterprise sales teams, and eventually growing Laugh.Events from a one-person operation into a business operating across more than 30 cities in the US.This episode explores how improv training changes the way sales teams, managers, and leaders listen, collaborate, and perform under pressure. Kevin shares real examples from his own sales career and explains why companies like Google, Salesforce, and Pepsi have used improv as part of professional development.You’ll also hear practical ideas managers can use to reduce stress, improve team dynamics, and create better sales conversations without relying on scripts or manipulation.If you lead a team, sell for a living, or want your organisation to think more clearly and communicate better, this episode is worth your time.Watch the full episode from the link in the comments.Subscribe for more episodes:https://www.youtube.com/@TheCeoAndTheSalesmanPodcastFollow Kevin Hubschmann on LinkedIn: https://www.linkedin.com/in/kevin-hubschmannn/Follow Matthew Whyatt on LinkedIn: http://linkedin.com/in/matthewwhyatt/

This episode is a straight conversation about leadership, growth, and the parts of building a business people usually avoid talking about.Matthew Whyatt sits down with Nikki Barua, author, CEO, and former Big Four consultant, to unpack what actually limits companies as they scale. Not markets. Not tools. Not even teams. The leader.They talk openly about rejection in the early days, including losing 11 RFPs in a row and what it took to keep going. They dig into why sales is misunderstood, especially by technical founders, and why influence often matters more than being right.There’s also a grounded discussion about AI. No hype or fear. Just a clear view on why leaders need to rethink how they learn, decide, and lead if they want to stay relevant.If you run a business, lead a team, or feel like you’ve hit a ceiling you can’t quite explain, this episode will make you pause and reflect.Watch the episode from the link in the comments.Subscribe for more episodes:https://www.youtube.com/@TheCeoAndTheSalesmanPodcastFollow Nikki Barua on LinkedIn:https://www.linkedin.com/in/nikkibaruaSubscribe to Nikki’s Reinvention Roadmap newsletter:https://www.nikkibarua.com/newsletters/reinvention-roadmap/subscribe

Growing a technology business beyond your home market takes more than great software. It takes cultural understanding, real customer contact, and a willingness to get on a plane long before you feel ready.In this episode of The CEO and the Salesman Podcast, Matthew Whyatt speaks with Neil Cresswell, CEO and Co-founder of Portainer, about how he scaled a container management platform from New Zealand to a global user base and built his company in the United States.Neil shares the lessons he learned while raising capital, travelling through the US and Europe, and spending years face to face with customers. He explains why scaling too early is a common trap, why the US still leads global tech adoption, and why founders must get outside their echo chamber if they want real growth.The conversation covers the cultural differences between New Zealand, Australia, and the United States, the reality of selling to enterprise customers, and why nothing replaces in-person trust when breaking into a new market. Neil also explains how Portainer is using AI internally, what it means for the future of software, and why companies must be careful about adopting AI tools without understanding the risks.If you are building a tech business, planning to scale globally, or thinking about raising capital, this episode will give you a clear view of what it takes to compete on the world stage.Watch the episode from the link in the comments.Subscribe for more episodes: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastFollow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattConnect with Portainer: https://www.portainer.ioLearn more about TechTorque: https://techtorque.com.au/

Dr. Bill Clark has spent nearly 30 years inside the supplement world — from research labs to billion-dollar acquisitions — and he’s seen exactly how hype can drown out real science.In this episode, he joins Matthew Whyatt to reveal how his new venture, NutriSelect AI, is bringing transparency and truth to a $68 billion industry. They unpack why most supplements never have to prove efficacy, what true personalization in health could look like, and how AI can finally separate evidence from marketing noise.You’ll hear about:The three pillars of supplement trust: safety, label claim, and efficacy — and why the last one’s still missing✅How NutriSelect’s N-Score rates supplements by real science✅The problem with “personalized nutrition” as it exists today✅What AI can (and can’t) fix in health and wellnessDr. Bill’s personal story — from scientific success to spiritual growth and resilienceIf you’ve ever wondered which supplements actually work — and how to know who to trust — this one’s for you.Connect with Dr. Bill: drbillclark.lifeSubscribe for more episodes: https://www.youtube.com/@UC8KYFAkmpIVFUPnv68NcIHA Follow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattLearn more about TechTorque: https://techtorque.com.au/

Building a company that scales and attracts investors is never luck. It comes from testing ideas early, selling before building, and staying close to the problem you are solving.In this episode of The CEO and the Salesman Podcast, Matthew Whyatt talks with Tony Singh, Managing Partner at Vitruvian Solutions and former founder of Mobito, a health tech company he built and sold to US-based iProcedures in just three years.Tony shares how he validated his idea before writing a line of code, pre-sold the concept to hospital CEOs, and turned customer trust into rapid growth. He also explains his “three P’s” framework — People, Product, and Process — that every founder should master before raising capital.If you are building a business, preparing to raise funds, or want to understand what makes a company truly investable, this episode will give you a practical roadmap from idea to exit.Watch the episode from the link in the comments.Subscribe for more episodes: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastConnect with Tony Singh: [email protected]://www.linkedin.com/in/singhtonFollow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattLearn more about TechTorque: https://techtorque.com.au/

Trudy MacDonald, Managing Director of TalentCode HR, joins Matthew Whyatt to explore how leadership needs to change in 2025. From burnout and toxic culture to the breakdown of accountability in hybrid teams, this conversation covers the hard truths tech founders need to hear.You’ll learn:1. Why empathy has gone too far2. How to reset team culture and accountability3. Why young talent is struggling in remote-first roles4. Listen to this before your next team meeting.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastTalentCode HR: https://www.talentcodehr.com.au/Trudy MacDonald LinkedIn: https://www.linkedin.com/in/trudy-macdonaldMatthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more about techtorque at https://techtorque.com.au/

Dean Curtis, CEO of Ingage, shares how he grew a SaaS business to $10M in recurring revenue by helping builders sell more effectively. From teaching math to leading teams at Oracle and Apple, Dean’s journey is full of powerful lessons.Key takeaways:1. Why sales process matters more than features2. What it takes to scale a team through $1M, $4M, and beyond3. How Ingage helps home improvement companies close more dealsDon't miss this story of smart growth, real leadership, and tech that sells.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastIngage: https://ingage.io/Dean Curtis LinkedIn: https://www.linkedin.com/in/deancurtis/Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more about techtorque at https://techtorque.com.au/

Good sales today isn’t just about pitch and close. It’s about how your sales and marketing efforts align, how well your team understands the buyer journey, and whether your training matches how people actually buy now. Matthew Whyatt and Ben Wright share practical, proven ways to adapt your team and strategy without losing what makes great salespeople valuable.Subscribe for more videos: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastStronger Sales teams: https://www.strongersalesteams.com/Follow Matthew on LinkedIn: https://www.linkedin.com/in/matthewwhyattFollow Ben on Linkedin: https://www.linkedin.com/in/coachbenwright/Learn more about TechTorque: https://techtorque.com.au/

Leadership is changing, and Josephine Palermo is at the forefront. In this deep and practical discussion, she joins Matthew Whyatt to share how businesses can thrive by focusing on people-first strategies. She talks about why passion matters more than ever, how shared goals keep teams aligned, and what leaders can do to support sustainable performance.Josephine also shares key lessons from her time at Telstra, her bestselling book “Rising to Feminine Power,” and how her work at 6 Team Conditions helps businesses unlock hidden team potential. If you're trying to scale without losing your soul—or your team—this episode is for you.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcast6teamconditions: https://6teamconditions.com/Josephine Palermo LinkedIn: https://www.linkedin.com/in/josephinepalermoMatthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyattLearn more about techtorque at https://techtorque.com.au/

In this episode of The CEO and the Salesman podcast, Matthew Whyatt sits down with Sjoerd Handgraaf, Chief Marketing Officer at Sharetribe – the no-code platform helping entrepreneurs build their own online marketplaces without needing to write a single line of code or make large upfront investments.Sjoerd shares the fascinating journey of how Sharetribe evolved from a small Finnish startup into a profitable global SaaS business supporting thousands of marketplace founders. He opens up about the platform's unique steward ownership model, the critical role of early customer feedback, and why starting small can often lead to big success.The conversation dives into the intricacies of building successful two-sided marketplaces, the challenges of scaling partnerships, and what it really takes to grow a tech business in today’s market. Sjoerd also discusses how Sharetribe leverages content marketing to reach its audience and how AI is reshaping modern marketing. He stresses the growing importance of authenticity, values, and trust in building lasting customer relationships.If you’re a startup founder, marketer, or someone interested in the future of online marketplaces, this episode is packed with insights you won’t want to miss.Chapters: 00:00 Introduction to Sharetribe and Marketplace Concepts 03:03 The Evolution of Sharetribe and Its Offerings 06:00 The Motivation Behind Sharetribe's Founding 09:12 Understanding the Steward Ownership Model 12:10 Challenges and Strategies in Growing a Tech Business 23:09 Exploring Marketplace Success Stories 24:06 Challenges in Scaling Marketplace Partnerships 26:44 Key Characteristics for Marketplace Entrepreneurs 29:02 The Importance of Starting Small 31:15 The Value of Getting Feedback Early 35:43 Navigating AI and Marketing Challenges 39:20 The Future of Marketing: Authenticity and ValuesSjoerd is also the host of the Two-Sided podcast, where he’s interviewed over 30 founders and investors from the world’s leading marketplaces. His deep expertise offers a rare behind-the-scenes look at what really drives marketplace success.Don’t forget to like, comment, and subscribe if you enjoy the episode. Hit the bell icon so you never miss another conversation with Australia’s top entrepreneurs and business leaders.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastSharetribe: https://www.sharetribe.com/TwoSided Podcast: https://www.sharetribe.com/twosidedSjoerd Handgraaf LinkedIn: https://www.linkedin.com/in/sjoerdhandgraaf/Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more about techtorque at https://techtorque.com.au/

In this episode of The CEO and The Salesman Podcast, Matthew Whyatt speaks with Anthony Sapountzis, a technology expert and founder of DevReady AI. They explore how AI tools are reshaping product development, helping teams move faster without sacrificing quality.Anthony shares insights on using AI to boost productivity, streamline planning, and improve coding efficiency. He explains how DevReady AI simplifies documentation and reduces the time it takes to launch a product. They also discuss why leadership, emotional intelligence, and human creativity remain critical in a tech-driven world.Learn practical ways to integrate AI into your workflow, stay competitive, and deliver better software faster.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastDevReady AI: https://www.devready.aiLinkedIn: https://www.linkedin.com/in/anthony-sapountzisMatthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more at https://techtorque.com.au/

Terry Wilson, CEO of Chatmetrics, shares his journey from a small bush town in New South Wales to leading a cutting-edge software company. He reveals how live chat technology helps businesses generate more leads and sales, and why human interaction still matters in a tech-driven world.🔥 Highlights:1️⃣ The power of live chat in business growth.2️⃣ Why AI alone isn’t enough for great customer service.3️⃣ Building and managing a remote workforce successfully.Don’t miss this insightful conversation!Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastChatmetrics: https://www.chatmetrics.com/Terry Wilson LinkedIn: https://www.linkedin.com/in/terrywilson/Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/

In this episode, Matthew Whyatt speaks with Garry Gosling about leadership, sales, and the evolving role of marketing. They dive into how CEOs can better engage employees, why awards matter for credibility, and the importance of trust in sales.✨ Highlights:1️⃣ Employee engagement as a driver for business growth.2️⃣ The role of boards in supporting CEOs.3️⃣ Why trust and referrals are vital in sales strategies.Don’t miss these actionable tips for leadership and entrepreneurship!Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastGarry Gosling LinkedIn: https://www.linkedin.com/in/ggosling/Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more about techtorque at https://techtorque.com.au/

Samuel Spencer from Aristotle Metadata joins Matthew Whyatt to discuss entrepreneurship in 2025, the role of family, and managing business risks. Learn about data management’s impact on social services, AI in business, and the importance of networking at conferences. They also discuss the evolving landscape of social media policies for minors and the impact of business psychology from an MBA.🔥 Highlights:1️⃣ Family influence on business success.2️⃣ Using AI for tender processes.3️⃣ Work-life balance tips for entrepreneurs.4️⃣ Challenges of data silos in organizations.5️⃣ Effective marketing through webinars.Watch now for valuable insights into entrepreneurship and tech in 2025.Links:YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcastAristotle Metadata: https://www.aristotlemetadata.com/Samuel Spencer LinkedIn: https://www.linkedin.com/in/samuelspencer/Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/Learn more about techtorque at https://techtorque.com.au/

In this episode of The CEO and The Salesman Podcast, Matthew Whyatt interviews Maxwell Nee, the Chief Revenue Officer of ScoreApp. Maxwell shares his journey from corporate banking to scaling a coaching business to $250K/month and the creation of ScoreApp, a game-changing lead magnet tool. Discover insights into team dynamics, investing strategies, and the underrated power of podcasting for personal branding. Listen now for actionable advice on entrepreneurship and creating balance in life and work. Links: YouTube: https://www.youtube.com/@TheCeoAndTheSalesmanPodcast ScoreApp: https://www.scoreapp.com/ Maxwell Nee LinkedIn: https://www.linkedin.com/in/maxwellnee/ Matthew Whyatt LinkedIn: https://www.linkedin.com/in/matthewwhyatt/"

🎙️ Welcome to The CEO and The Salesman Podcast! In this episode, host Matthew Whyatt interviews Mareile Osthus, the innovative CEO of Humii, to explore her journey from a non-tech background to leading a cutting-edge tech company revolutionizing the e-commerce customer experience. Mareile shares key insights on overcoming challenges in e-commerce, the importance of understanding the full customer journey, and how Humii uses tools like online mystery shopping to uncover pain points and improve post-purchase satisfaction. Drawing from her experience at The Iconic, she highlights the power of flexibility in startups, the rise of female founders, and the value of data-driven strategies in modern marketing. 💡 Key Takeaways: ➤ Thriving as a non-tech leader in the tech industry. ➤ Identifying and solving customer experience challenges in e-commerce. ➤ Why flexibility and mindset drive startup success. ➤ The power of online mystery shopping for actionable customer insights. ➤ Why the post-purchase experience is critical for retention and loyalty. ➤ Lessons from The Iconic and trends shaping the tech world. 📌 Chapters: 00:00 - Introduction to Humii and Mareile's Journey 02:10 - Identifying Problems in E-commerce 04:37 - Lessons from The Iconic 08:31 - Establishing Authority in Online Experience 10:56 - The Concept of Online Mystery Shopping 14:29 - Understanding Customer Friction 18:35 - Trends in the Tech World 20:35 - Effective Marketing Strategies 21:31 - Data-Driven Marketing Insights 26:18 - The Importance of Post-Purchase Experience 32:45 - Understanding Customer Experience Through Mystery Shopping 34:32 - Learning from Experience: Reflections on Business Strategy 🔗 Links & Resources: 🎧 The CEO and The Salesman Podcast: https://www.youtube.com/@UC8KYFAkmpIVFUPnv68NcIHA 🌐 Learn more about Humii: https://www.humii.co/ 💼 Connect with Mareile Osthus: https://www.linkedin.com/in/mareile-osthus-2abb849b/ 💼 Connect with Matthew Whyatt: https://www.linkedin.com/in/matthewwhyatt/ ✨ Don’t Forget to Subscribe! Hit the 🔔 to stay updated with more inspiring interviews and actionable business insights. Let us know your favorite part of the discussion in the comments below!

Storytelling in marketing is a game-changer, and Melissa Baer shares her unique perspective on this transformative approach in this episode of the CEO and the Salesman podcast. From her journey as a Canadian rugby player to her entrepreneurial success in New Zealand, Melissa reveals how storytelling builds trust, engages customers, and drives innovation in the attention economy. Tune in to learn about navigating cultural nuances, understanding value chains, and addressing human needs to create impactful marketing strategies. Don’t miss Melissa’s expert advice on thriving in a rapidly evolving marketplace! About The CEO and the Salesman Podcast Hosted by Matthew Whyatt—sales strategist, marketing expert, and CEO of TechTorque. This podcast is your go-to resource for practical strategies to grow your SaaS or tech business. 📋 What You’ll Learn ✨ Actionable insights to drive more qualified leads and boost sales conversions. ✨ Scalable go-to-market strategies tailored for SaaS. ✨ Real-world solutions to navigate common business challenges. 🎧 Whether you’re a software founder, sales leader, or entrepreneur, our conversations with industry experts will provide the knowledge you need to elevate your sales and marketing game. 💡 Connect With Us 🌐 Explore how we help SaaS businesses grow: www.techtorque.com.au 📱 Subscribe on Apple Podcasts, Spotify, or your favourite platform. https://podcasts.apple.com/us/podcast/the-ceo-and-the-salesman- podcast/id1635865557 https://creators.spotify.com/pod/show/matthew-whyatt 🔗 Follow Matthew on LinkedIn: LinkedIn Profile. 📈 Free Resources Accelerate your growth with tools and guides designed for SaaS success: https://techtorque.com.au/tech-sector-sales-marketing-resources/ 🔊 Join the Conversation Subscribe for weekly episodes, and share your biggest sales or marketing challenge in the comments—we might feature it in a future episode!

In Episode 16 of the CEO and the Salesman Podcast, host Matthew Whyatt sits down with Martin Bing, founder of 1Place Childcare, to explore his transformative journey from auditor to tech entrepreneur. This insightful conversation dives into: 🚀 Building a Tech Startup: The challenges and opportunities Martin faced while founding 1Place Childcare. 💼 Sales Team Strategies: How to recruit, build, and lead a high-performing sales team. 🌟 Company Culture: Why culture is the cornerstone of a thriving business. 📈 Strategic Decision-Making: Navigating key decisions in a competitive tech landscape. 🧠 Marketing and Technology Trends: Staying ahead in an ever-evolving industry. 💡 Entrepreneurial Advice: Martin’s tips on passion, risk-taking, and perseverance for aspiring entrepreneurs. Whether you’re a budding entrepreneur or a seasoned professional, this episode is packed with actionable insights to help you innovate, lead, and grow your business. About The CEO and the Salesman Podcast Hosted by Matthew Whyatt—sales strategist, marketing expert, and CEO of TechTorque. This podcast is your go-to resource for practical strategies to grow your SaaS or tech business. 📋 What You’ll Learn ✨ Actionable insights to drive more qualified leads and boost sales conversions. ✨ Scalable go-to-market strategies tailored for SaaS. ✨ Real-world solutions to navigate common business challenges. 🎧 Whether you’re a software founder, sales leader, or entrepreneur, our conversations with industry experts will provide the knowledge you need to elevate your sales and marketing game. 💡 Connect With Us 🌐 Explore how we help SaaS businesses grow: www.techtorque.com.au 📱 Subscribe on Apple Podcasts, Spotify, or your favourite platform. https://podcasts.apple.com/us/podcast/the-ceo-and-the-salesman- podcast/id1635865557 https://creators.spotify.com/pod/show/matthew-whyatt 🔗 Follow Matthew on LinkedIn: LinkedIn Profile. 📈 Free Resources Accelerate your growth with tools and guides designed for SaaS success: TechTorque Resources 🔊 Join the Conversation Subscribe for weekly episodes, and share your biggest sales or marketing challenge in the comments—we might feature it in a future episode!

In this episode of the CEO and the Salesman podcast, Lambros Photios, CEO of Adaca, shares his expertise on navigating the fast-evolving world of technology. Discover the motivations behind starting a custom software development company and how AI is reshaping the industry. Lambros discusses the challenges of managing growing teams, the importance of decision-making in business management, and the balance between remote and in-office work. Packed with insights into entrepreneurship, leadership, and growth, this episode is a must-watch for anyone in the tech space.

In this episode, Daniel McDouall delves into the power of storytelling in sales, a critical element of business growth success. From his humble beginnings in hospitality to navigating COVID-19 challenges and raising capital, Daniel shares how adaptability, strong leadership, and team-building strategies shaped his journey. Learn how to foster a customer-focused culture, scale effectively, and embrace resilience in a changing market. This video is packed with practical advice for entrepreneurs and leaders aiming to scale their businesses and succeed in today’s dynamic environment.

In this episode of the CEO and Salesman podcast, Matthew Whyatt chats with Kirk Drage, CEO of Leap Sheep, about what it takes for startups to go from zero to one and reach product market fit. Kirk shares expert insights into the challenges entrepreneurs face, how to define and achieve product market fit, and the importance of validating demand before scaling up. If you're a startup founder, this episode is packed with strategies on building minimum viable products (MVPs), validating your market, and navigating the tricky path from idea to revenue. Kirk also explains why many startups fail and how to avoid those common mistakes by focusing on customer-driven growth. 🔑 Key Takeaways: ➤ The real definition of product market fit and why it’s essential ➤ What makes an MVP successful ➤ How to validate your market and demand before scaling ➤ Common mistakes startups make when growing too fast ➤ Why storytelling and building a personal brand matters for founders Tune in for actionable insights from Kirk Drage, a seasoned expert in helping startups thrive!

Explore the remarkable journey of Matt Wilcox, CEO of Fifth Domain, as he transitions from military service to becoming a leader in Australian cybersecurity. In this episode of the CEO and Salesman podcast, Matt delves into his experiences with the military and how they shaped his approach to defending against modern cyber threats. Matt provides insights into the challenges of building effective cybersecurity teams, adopting military strategies for cyber operations, and the future of cybersecurity, particularly in light of emerging technologies like artificial intelligence (AI). Whether you're curious about cyber defence strategies, leadership in tech, or how to thrive in Australia’s evolving cyber industry, this episode is packed with valuable knowledge. 🔐 Topics covered: ➡️Military-inspired tactics for cybersecurity ➡️Leadership lessons from the Australian Army ➡️Developing resilient cybersecurity teams ➡️The growing role of AI in cyber defence ➡️The future of cyber operations and national security ➡️Tune in for an exclusive look into the mind of a cybersecurity expert who’s ➡️making waves in Australia’s national defence and cyber education sectors. Watch now to uncover the untold cybersecurity journey of Matt Wilcox!

In this episode of the CEO and the Salesman podcast, Matthew Whyatt chats with Simon Quirk, co-founder of Graceview AI, about why AI is transforming the legal profession. Learn how law firms and legal departments are using AI technology to streamline routine tasks, improve efficiency, and gain a competitive edge. Simon explains why failing to adopt AI could leave lawyers behind in a fast-changing legal landscape. From large language models enhancing document review to automating compliance, Simon discusses how AI is reshaping the legal world and why the next 5 years will be crucial for the legal profession. 🔑 Key Points: ➤ The rise of AI in legal workflows and its impact on the legal profession ➤ How AI is improving legal analysis, due diligence, and decision-making ➤ Why early AI adoption is vital for lawyers to stay competitive ➤ The long-term effects of AI on compliance and legal functions Don’t miss this engaging conversation on the future of law and technology!

In this episode of the CEO of the Salesman podcast, host Matthew Whyatt interviews Cat Long, co-founder of Trace, a company dedicated to helping businesses achieve net zero emissions. Cat shares her background in experimental psychology and consulting, discussing the importance of human-centered design in her work. The conversation explores the challenges of balancing profitability with sustainability, the evolving landscape of sales strategies, and the role of accountants as carbon advisors. Cat reflects on her entrepreneurial journey, offering insights into team dynamics and the significance of having a co-founder.

In this powerful episode of the CEO and Salesman Podcast, Matthew Whyatt interviews Michael Maher, CEO of One Passport and a self-proclaimed disabled CEO. Michael opens up about his journey as an entrepreneur, his life-changing experience of having a stroke, and how he continues to thrive against the odds. Key topics include: ➔ Michael's inspiring story of resilience and perseverance ➔ The critical role of mentorship and continuous learning in his success ➔ A deep dive into the NDIS program and its impact ➔ Practical advice for stroke survivors Michael's journey is a testament to the power of support, kindness, and never giving up. Watch this episode and be inspired by a CEO who's been through it all and come out stronger. Don’t forget to like, share, and subscribe for more insightful conversations! #CEOlife #resilience #entrepreneurship #strokeawareness #leadership

In this engaging interview, Matthew Whyatt chats with Sean Rennick, CEO of Nexussoft, about his career journey and the valuable lessons he's picked up along the way. Rennick reflects on his time at Telstra and the critical role repeatable processes play in business success. He talks about defining who you are as a company, how to deliver value to customers, and the importance of continuously evolving your software to stay ahead of customer needs. Sean also shares insights into the challenges of off-the-shelf vs. customised software solutions, the significance of team upskilling and training, and finding the right balance between working from home and in-person collaboration. If you're a tech leader or entrepreneur, you'll appreciate Sean's practical advice on building and maintaining a successful business. Key topics covered: ➔ The power of repeatable processes and strategy in business ➔ Custom vs. off-the-shelf software solutions ➔ Leadership, upskilling, and team development ➔ Balancing remote work and face-to-face collaboration ➔ How to continuously improve your business to meet customer needs Tune in for valuable insights from a leader in the Australian tech space!

In this episode of the CEO and the Salesman podcast, Matthew Whyatt interviews Jarrod Chesney, CEO of Synerty, a niche business in the power distribution space. They discuss the challenges of growing two businesses, the importance of product-led growth, and an innovative marketing campaign that involved sending iPads to potential clients. Jarrod shares insights on team structure, business evolution, and key lessons learned throughout his entrepreneurial journey.

In this episode, Tom Gleeson, CEO of Kepler Analytics, discusses the importance of face-to-face interactions with the leadership team and the benefits of bringing the entire board together. He emphasizes the significance of having a clear vision and values for the organization and explains how Kepler developed a high-definition destination and strategic priorities. Tom also shares his journey from the Air Force to becoming a CEO and the lessons he learned along the way. He talks about the training and development initiatives at Kepler and the role of mentors. Additionally, Tom discusses the role of a CEO and his focus on sales in the next 12 months. In this conversation, Tom, the CEO of Kepler Analytics, discusses the importance of being selective with deals and avoiding bad customers. He also highlights the company's culture of innovation and customer success. Tom explains how Kepler measures foot traffic using sensor technology and the value it provides to retailers. He shares insights into his role as CEO and the importance of continuous improvement and growth mindset. Tom also touches on the challenges of international expansion, managing runway in a capital-constrained environment, and attracting and retaining talent in the tech industry.

In this conversation, Dan Dawson, CEO of Schoolzine, discusses the challenges and importance of digital transformation within an organisation. He emphasises the need for buy-in from employees and the impact of the psychological contract on their willingness to adapt to change. Dawson also highlights the significance of developing soft skills, such as people management and psychological safety, when leading a digital transformation. He shares his personal journey of transitioning from hard technical skills to these soft skills. Additionally, he discusses the importance of articulating and selling the vision to the team, as well as the role of training and creating a safe environment for learning. Dawson also touches on the cadence of meetings, the value of in-person interactions, and the success of Schoolzine's digital transformation. 00:00 - Introduction and the Challenge of Buy-In 01:00 - The Psychological Contract and Employee Perception 03:20 - Transitioning from Hard Skills to Soft Skills 08:10 - Articulating and Selling the Vision 10:47 - Training and Creating a Safe Learning Environment 21:14 - Balancing Meeting Cadence and In-Person Interactions 29:42 - Success Story: Schoolzine's Digital Transformation

In this episode of the CEO and Salesman Podcast, Brad Shaw, CEO of Livepro.com, shares his journey from being a business coach to owning a successful software company. Brad discusses the challenges and rewards of business coaching in a competitive field, the growth trajectory of Livepro.com, and the importance of having a clear vision and values. Chapters: 00:00 - Introduction and Background → Brad Shaw introduces his career path and how he transitioned from a business coach to a CEO. 03:29 - Transition to Business Leadership → The challenges and learning curves Brad faced while moving into a leadership role. 06:50 - Building Livepro.com → Strategies and insights on growing a successful software company. 14:26 - Balancing Systemisation and Individual Performance → Finding the balance between structured processes and leveraging individual talents. 17:34 - Setting a Clear Vision and Values → The significance of having a strong vision and core values in guiding a company. 21:32 - Coaching the Senior Leadership Team → Techniques and approaches for effective leadership coaching. 25:19 - The CEO's Focus: Long-Term Value and Outcomes → Brad's perspective on prioritising long-term goals and outcomes over short-term efforts. 28:20 - Learning from Mistakes in Market Expansion → Insights into the challenges and lessons learned from expanding into new markets. 31:18 - Building the Right Team for Success → The importance of having the right people in the right roles to drive success. 35:19 - Differences in Salespeople: Australia vs. US → Cultural and operational differences between Australian and US salespeople. 38:17 - The Evolution of Sales and Cold Calling → How sales techniques, particularly cold calling, have evolved over time. 41:37 - Building Relationships and Asking for Referrals → The critical role of building relationships and leveraging referrals for business growth. Join us for an engaging conversation with Brad Shaw as he delves into the essential elements of leadership, vision, and the dynamics of growing a software company. Don't miss out on valuable insights and practical advice for business leaders and entrepreneurs. Subscribe and stay tuned for more episodes of the CEO and Salesman Podcast!

Welcome to "The CEO and the Salesman Podcast," where we engage with Australia's leading CEOs to uncover their business-building journeys. In this episode, host Matthew Whyatt interviews Klaus Bartosch, a seasoned startup founder, health tech innovator, and charity advocate. Klaus shares his valuable experiences and insights on early intervention in healthcare, the importance of effective sales and marketing strategies, and the unique challenges of running a listed company. Klaus delves into his journey within the health tech industry, emphasizing the transformative potential of health tech to improve quality of life. He also discusses the rapid adaptations required during the COVID-19 pandemic, including the necessity of restructuring the cost base to maintain business viability. Additionally, Klaus offers critical advice for founders on validating market opportunities, developing a strong commercialization strategy, and identifying the key metrics that drive growth. Key Takeaways: The life-saving impact of early intervention in healthcare. The importance of qualifying prospects out to enhance sales success. Strategies for choosing the right customers to ensure business growth. Effective pricing strategies based on customer value creation. The challenges and responsibilities of running a listed company. Adaptation and customer support strategies during the COVID-19 pandemic. The transformative potential of health tech in improving healthcare outcomes. Essential advice for founders on market validation and commercialization strategies. Chapters: 00:00 - Introduction and Background 00:42 - The Importance of Early Intervention in Healthcare 08:06 - Qualifying Prospects Out: A Key to Sales Success 15:29 - Choosing the Right Customers for Business Success 27:18 - Converting Freemium Users into Paying Customers 31:23 - The Challenges of Running a Listed Company 34:49 - Adapting to Challenges and Supporting Customers in Health Tech During COVID-19 40:58 - The Potential of Health Tech to Transform the Healthcare Industry 48:32 - Key Considerations for Founders in the Health Tech Space Join us for an insightful conversation packed with practical advice and inspiring stories from Klaus Bartosch, who navigates the health tech industry with passion and determination.

Welcome to Episode 2 of "The CEO and the Salesman Podcast," where we engage with Australia's leading CEOs to uncover their business-building journeys. In this episode, host Matthew Whyatt interviews Steve Grace, a podcaster, media company owner, recruiter, and venture partner. Steve shares his valuable insights on raising capital, pitching to investors, his extensive experience in recruitment, and his venture into the media industry. Steve emphasises the importance of taking risks, trying new things, and not fearing mistakes. He delves into the world of venture studios and incubators, highlighting the pros and cons and offering advice on what to look for when choosing one. Steve also discusses the power of community, the characteristics of effective CEOs, and his upcoming launch of a private club aimed at fostering the next generation of Australian companies. Key Takeaways: ✅ Tips for raising capital and crafting compelling investor pitches. ✅ Insights into the challenges and strategies of recruitment. ✅ The journey of starting a media company and the power of video content. ✅ Differences between incubators and venture studios, and how to choose the right one. ✅ The importance of community and private clubs in business networking. ✅ Characteristics of successful CEOs and the transition from startup to established business leadership. Chapters: 00:00 - Introduction and Background 01:16 - What is a Venture Partner? 02:40 - Tips for Raising Capital 04:41 - The Role of Recruitment in Sales 06:06 - Unforgettable Recruitment Stories 11:02 - Starting a Media Company 13:06 - Exciting Media Projects 16:07 - Lessons Learned from the Trenches 18:26 - The Importance of Trying and Not Fearing Mistakes 21:00 - Opinions on Venture Studios 24:51 - Characteristics of Good Venture Studios and Incubators 26:21 - The Power of Private Clubs 29:52 - Target Audience for Steve’s New Club 31:52 - Characteristics of Effective CEOs 34:17 - Transitioning from Startup to Established Business 38:03 - Personal Reflections on Business Growth 39:53 - The Role of Established CEOs 41:18 - Conclusion and Upcoming Projects Join us for an insightful conversation packed with practical advice and inspiring stories from Steve Grace, who navigates multiple industries with passion and determination. Follow Us: Subscribe to our podcast for more interviews with industry leaders.

Season 2 Episode 1 Welcome to "The CEO and the Salesman Podcast," where we engage with business leaders from around the world to delve into their experiences and insights on scaling and succeeding in business. In this episode, host Matthew Whyatt sits down with Frank Cuiuli from 8Squad to discuss the vital role of structure and discipline in business growth

Episode 10 is packed with sales tips. Matt and Daniel share their experience after meeting IRL for a sales workshop. They discuss the importance of answering the question: "People buy from us when?" as they revise underestimated sales tips that tend to be forgotten. They finish covering the importance of discipline in sales as a practice and staying true to the problem your business solves.

Episode 9 is all about selling. Matt and Daniel cover the pros and cons of using sales scripts. In this podcast, they take time to share their businesses' experiences assigning responsibility verse commanding outcomes, and they put their two cents on exchanging value in sales to improve customer experience. They finish covering the fundamentals of how to build momentum.

In episode 8, Matt and Daniel tackle two growth strategies: to compete or to be unique. They give some ideas on creating a user experience as well as having an execution plan ready in case a recession hits. They discuss safety and security vs price, and they end the podcast with a chat on how to promote change to create value.

In this podcast: Daniel and Matthew discuss the real impact of surprise public holidays and the overall impact of a more flexible work week. Is the 4-day week going to work for you as it did for Matthew's marketing manager, who did his 40hrs in 4 days rather than 5? The guys discuss that goal is productivity, not time or effort. Daniel and Matthew finish the podcast by talking about sales messages that are feature vs Benefit focused.

This week we focus on the value of vision and mission. For early-stage businesses, founders are often custodians of the 'why'; to grow your business beyond the founder, sell vision and mission instead of products and services. We also discuss the impact of implementing ABM for the sales and marketing team and how to add value and grow.

Daniel and Matthew continue the chat on reporting, focusing on cash flow and sales forecast. There is an interesting conversation on the difference between targeting business results and not sales, the multiple hats of the CEO in a SMB and keeping it real.

We go into detail about the importance of knowing how your business makes money and building your team around customers. We also touch on the importance of saying no, owning bad sales and reporting vs forecasting. We had an interesting chat on the roles of the CEO and the GM; who helps with execution?

In episode 3 we discuss vision and mission, is it necessary? can we succeed without them?  What makes a CRM project successful, according to HBR 90% of executives say their CRM project failed to meet their expectations. To wrap up, we focus on balancing box-checking with outcomes.

In this episode we explore what it means to have a 50% chance of recession, we question the strategy of growing a business by hiring more sales reps and finally we wrap up with a discussion on the relevance of vision, mission and values for the success of a business.

CEO and the Salesman Episode 1  The CEO and Salesman Podcast explores today's business issues for small and medium-sized companies looking to grow. Join Matthew Whyatt and Daniel Perry as they share lessons learned and provide practical tips for business leaders seeking to modernise marketing and sales strategies.