All Episodes
Episodes
Ep 24 Feelings Are the Foundation: Psychological Safety and Business Results
Is psychological safety just a soft, fluffy concept? I used to think so. In this episode, I compare two workplaces I experienced as a salaried employee. In the first, I felt I belonged. I spent 200 nights a year in...
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Ep 23 Psychological Bid Engineering: Winning the Head and the Gut
Most engineering firms lose bids they were technically better placed to win — and blame the price. I saw the real reason firsthand inside an international engineering and automation business, and it showed up from two...
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Ep 22 What Your Business Metrics Are Really Telling You
Staff turnover. Work health and safety claims. Sick days. Sales conversion rates. Every business tracks numbers like these, but most leaders stop at the number itself instead of asking where it came from. In this...
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Ep 21 Following Up vs Following Through
Have you ever lost a deal not because your price was wrong, but because you went quiet at exactly the moment your buyer needed you to lean in? In this episode I unpack the real difference between following up and...
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Ep 20 The Last Differentiator: What AI and Scandal Just Did to Accounting's Business Model
Big Four scandal headlines and AI disruption usually get covered as two separate stories. They're not. And in this episode I connect them, landing on the one thing left in this industry that neither force has touched....
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Ep 19 Buyer Indecision
Got a deal on your board that's been "close" for months and just won't move? In this episode I unpack buyer indecision — not as a sales process problem, but as a psychology problem wearing a process costume. I walk...
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Ep 18 Your Favourite Leadership Guru Has Never Met Your Team
How many leadership books do you own that you've actually finished? I own about forty, and if I'm honest, I couldn't tell you the ending of half of them. In this episode I run seven of the biggest names in leadership...
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Ep 17 Three Lenses to Influence Anyone, Anywhere
Ever had a pitch, a team, or a negotiation fall flat and you couldn't quite figure out why? In this episode of The Commercial Leader, I unpack three practical lenses for reading and adapting to anyone you're trying to...
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Ep 16 Respect, Not Rank: How Koen Cardon Built a 2,500-Person Business Across Asia
My guest this week is Koen Cardon — Belgian engineer, Officer of the Order of Leopold II, and the man who spent 30 years building Katoen Natie's business across Southeast Asia, from a standing start to an operation...
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Ep 15 How Many KPIs Is Too Many? (And What Actually Gets Buy-In)
Most sales teams I meet are tracking eight, ten, sometimes twelve KPIs — and wondering why nobody's excelling at any of them. In this episode of The Commercial Leader, I unpack why fewer KPIs almost always beat more,...
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Ep 14 Every Sales Framework Has the Same Blind Spot
Every sales framework you've come across — SPIN selling, the Challenger sale, consultative selling, straight-line selling — shares one blind spot: they assume there's a single right way to sell to every buyer. In this...
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Ep 13 People Aren't Difficult — They're in Difficulty | with Kate Russell
In this episode, I sit down with Kate Russell — conflict resolution specialist, speaker, coach, and author of Leaders Who Lead — for one of the most honest conversations we've had on this show about what leadership...
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