Sales teams can dramatically improve performance by using AI to support mid-funnel activities like research, preparation, and proposal development. That’s according to David Marshall, founder of SalesGrid, an AI-powered sales productivity platform designed to support sales teams working on large, complex deals. With 25+ years in B2B sales innovation, including the success of Performio, David brings deep expertise in how sales tech can drive results.

David explains how SalesGrid’s AI engine, Savvy, is helping sales teams execute better by focusing on 12 key mid-funnel sales jobs—from researching prospects to tailoring content, managing proposals, and negotiating close. He shares findings from his recent report, The Future of Sales Execution, revealing a disconnect between perceived importance and actual revenue impact in sales activities.

David emphasises the need for organisations to be intentional in their AI adoption, starting small with high-impact jobs, building a business case, and scaling from there. His core message: AI won’t replace salespeople—it will make them more effective, efficient, and ultimately, more successful.

MORE INFORMATION

David was previously on episode 36 of The Sales Revolution:
https://omny.fm/shows/the-sales-revolution/ai-and-the-future-of-sales-david-marshall

David on LinkedIn
https://www.linkedin.com/in/david-marshall-spm/

SalesGRID
https://www.salesgrid.us/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Chasing revenue and profit isn’t just a job for sales anymore. In today’s leaner, faster-paced world, your whole business needs to pull in the same direction – towards the customer.

And so, what if your entire organisation – not just your sales team – became a magnet for growth?

A magnetic organisation is the kind of workplace where customers, team members, even partners are drawn to your business – not just by what you do, but how you do it. It’s about more than customer-centricity. It’s about creating a culture of customer, where every role, internal or external, delivers measurable value… on purpose and with purpose.

And when you combine value delivery with love? That’s when the magic happens. You become uncopyable. Unmissable. Magnetic.

MORE INFORMATION  

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Culture isn’t a vibe – it’s a strategic tool. When leaders intentionally shape systems, behaviours, communication, and relationships, they create environments where people thrive and performance follows. Rachel Service is founder of Happiness Concierge, who explores the powerful connection between workplace culture and performance.

Rachel shares her journey from corporate burnout to building a globally recognised business that helps organisations create purpose-driven, high-performing teams. Drawing on her experience with clients such as Google, AMP, and government agencies, Rachel unpacks the what shapes workplace culture – whether by design or by default.

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Happiness Concierge
https://happinessconcierge.com/

Rachel Service LinkedIn
https://www.linkedin.com/in/rachelservice/

Rachel mentions the SBCR model (systems, behaviours, communication and relationships):
https://happinessconcierge.com/hc-insights/guide-to-your-leadership-model

THE SALES DOCTOR
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Sales leadership is no longer just about revenue – it’s about driving strategic, customer-focused outcomes across the business. That’s according to Paul Connolly, Sales Director at Lincoln Sentry, a division of the Dulux Group.

With a career spanning the UK, Ireland, New Zealand, and Australia, Paul shares his journey from supermarket management to leading high-performing sales teams in complex, multi-channel environments.

Paul unpacks the evolution of sales leadership, the importance of data-driven decision-making, and how measuring profitability – rather than just revenue – can transform commercial strategy. Paul also delves into cost-to-serve analysis, CRM effectiveness, and how coaching conversations and accountability frameworks drive performance.

MORE INFORMATION

The Next Level Sales Impact Online Program

https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Great salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople.

Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? – a title that says it all. He says top sales professionals stay adaptable, continuously learning and refining their approach. A strong company, Ian insists, fosters better sales outcomes by prioritising people over spreadsheets.

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For books and guides that Ian mentions in this episode, please visit his website: https://www.salesmentoru.com/

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

In this milestone 50th episode, Ingrid explores a fundamental shift in the sales process – moving from pushing a sale to creating an environment where customers naturally want to buy.

She breaks down four essential elements that help sales professionals shift from hard-selling to guiding the customer’s decision-making process.

Drawing from real-world experience, Ingrid shares key insights from a competitive enterprise-level proposal, highlighting why the most effective sales strategies are built on trust, impact, and facilitation.

MORE INFORMATION
The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Ep53 Why Sales training alone isn’t enough

Sales training is often seen as the ultimate solution for improving sales performance – but is it really? Ingrid explores why training alone won’t deliver lasting results without the right foundation. From business context to leadership effectiveness, internal processes, and customer experience, she breaks down the key elements that determine whether sales training will have a meaningful impact. She says that sustainable sales growth requires a holistic approach beyond just skills-based training sessions.

MORE INFORMATION

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.

Incentives drive action. But what makes an incentive truly irresistible?

Today, we’re diving into the world of incentive strategy with a powerhouse in the field – Mercedes Ibbett, Managing Director and Owner of EVT Incentive Marketing.

With 23 years of experience, she’s been shaping the way businesses motivate and reward their top performers.

This year, EVT celebrates an incredible 40 years of success, proving that the right incentives don’t just boost sales—they transform businesses.

But Mercedes’ story goes beyond the boardroom. Growing up in a trailblazing family business, she witnessed firsthand what it takes to lead, innovate, and thrive.

We explore not just the power of incentives but the journey of a woman who’s redefining leadership in Australia’s incentive industry.

EVT Incentive Marketing
https://www.evtmarketing.com/

Mercedes Ibbett LinkedIn
https://www.linkedin.com/in/mercedesibbett/

FROM THE SALES DOCTOR

The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor
https://thesalesdr.com.au/

See omnystudio.com/listener for privacy information.