How Ethical Leadership Drives 90% Sales Acceptance – Without Burnout | Dr Rana Al-Falaki

In this episode of the Inspire Sales Podcast, I sit down with Dr Rana Al-Falaki – multi-award-winning leadership expert, specialist dentist, and founder of NAIL-IT Leadership .

Rana achieved treatment acceptance rates above 90 per cent in clinical dentistry, in an industry where 50–60 per cent is considered typical . But here’s the twist…

- She didn’t do it with scripts.
- She didn’t do it with pressure.
- She didn’t do it with persuasion tactics.

She did it through leadership.

We explore why sales is not about convincing people to say yes - it’s about creating emotional safety, clarity and trust so they can choose with confidence.

Rana unpacks her NAIL-IT Leadership framework, built around six pillars:

• Needs

• Attitude

• Integrity

• Limitless thinking

• Intuition

• Tangibility

We also dive into:

• Why persuasion is a flawed model for modern sales

• How integrity directly impacts revenue

• Why so many high performers still feel unfulfilled

• The connection between energy, wellbeing and commercial performance

• How to grow teams and profits without burning people out

This conversation challenges the old-school idea that sales success comes from pressure and tactics.

Instead, we explore a leadership-led model of influence - where growth is sustainable, ethical and deeply human.

If you lead a sales team…
If you’re tired of short-term wins followed by burnout…
If you believe performance and wellbeing don’t have to be opposites…

This episode is for you.

You can connect & follow Rana here:

https://www.linkedin.com/in/dr-rana/https://www.instagram.com/drranaalfalaki/

📈 This is the Inspire Sales Podcast. And I’m your host….. Justin Leigh.

🔗🔗 If you'd like to connect with Justin check out the link: ⁠⁠⁠⁠⁠⁠https://linktr.ee/JustinLeigh⁠⁠⁠⁠⁠⁠

👇🏼 To learn more about Justin's work check out the website here: https://justin-leigh.com & www.focus4growth.co.uk

📕📑 If you'd like to buy a copy of INSPIRE, INFLUENCE, SELL - you can get your copy here: https://bit.ly/GO-INSPIRE

📧 If you'd like to sign up to our weekly inspiring email, click here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/Inspire-Weekly

🚀 Wishing you every future success with your Sales & Leadership growth.

🏆 Go INSPIRE!

What’s killing your SaaS deals?
It’s not the product.
It’s not the pitch.
It’s your pricing… and the fact that your team is selling features instead of use cases that actually solve real problems.

In this episode, Justin is joined by Simon Ooley — founder of Veles — who went from BDR to building $10M+ ARR business units across continents, and now helps SaaS sales teams ditch the spreadsheet chaos and close smarter.

Together, they break down:

• The fatal pricing blind spots crippling SaaS sales

• Why use cases are the new secret weapon for sales enablement

• How to shift from feature-dumping to value-first conversations

• The real reason your sales and product teams don’t align (and how to fix it)

• How Simon validated Veles by interviewing 100+ SaaS companies

• What separates high-performing reps from the rest (hint: it’s not talent)

You’ll also hear how Simon stays motivated through chaos, the power of consultative selling, and a sneak peek at Justin’s custom GPT sales coach — now being road-tested by Simon’s team.

Stick around to the end for Simon’s raw and real advice for sales leaders on mindset, balance, and how to keep showing up — even when the numbers don’t.

To connect with Simon Ooley:
Visit www.linkedin.com/in/simonooley/

To learn more about Veles:
Go to www.getveles.com

Whether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.

Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here:

https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdf

If this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review.

For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:

https://www.linkedin.com/in/justin-leigh-coach/

This isn’t my interview.

It’s a business podcast episode recorded in the US—where two podcast hosts sat down to discuss my book Coaching Leaders.

They didn’t just skim it.
They studied the full 40,000-word manuscript.
And what followed was a sharp, practical, and honest discussion about how the ideas in the book apply to real-world leadership.

If you manage a team, lead a business, or want to break free from the pressure of always being the “fixer”... this conversation is worth your time.

Here’s what they cover:

• Why most managers accidentally create dependency—and how coaching leaders break that cycle

• The shift from giving answers to guiding growth

• The 3 traps leaders fall into (and how to escape them)

• How the COACH model helps structure better 1:1s, performance reviews, and team conversations

• Practical strategies to increase trust, autonomy, and accountability—without micromanaging

• What high-performance leadership will demand in 2025 and beyond

Whether you’re trying to reclaim your time, raise the bar, or unlock your team’s potential—this episode explores what it really means to lead through coaching.

And the best part?
I didn’t script any of it.
They just got it.

Enjoy.