In this debut episode, Paul Perrett sits down with his long-time “partner in crime,” Leigh Jasper - Co-founder of Firmable and Aconex. Leigh shares his journey from being a self-described “naive” entrepreneur to leading one of Australia’s first successful B2B SaaS companies.

Key themes explored in this episode:

The Reality of Early-Stage Sales

Leigh reflects on the “toughest six months” of his professional career, learning to sell out of necessity, cold calling, and building a sales organisation from the ground up.

The Foundation of Sales Intelligence

Why high-quality external data is the essential first step in any sales process, and why “if you get that wrong, pretty much the whole rest of your process is wrong.”

The Role of AI in Sales

A discussion on how AI and LLMs aren’t replacements for salespeople, but rather “co-pilots” or “sidekicks” that handle the grunt work and research, allowing humans to focus on connection, strategy, and closing.

The Power of Signals

How identifying meaningful events such as job changes or social activity creates “smarter data” that helps sales teams engage the right person at exactly the right time.

Sales as a Profession

Why the best sales leaders approach the craft with discipline, cadence, and continuous learning, just like any other established profession.