The Sales Ninja Show Podcast

In this episode, I sit down with endurance champion and executive coach Neil Thubron to explore mental toughness for sales and how developing a stronger mindset, finding your purpose, and pushing beyond your comfort zone can help you achieve bigger goals, lead stronger teams, and build a more successful sales organization.Neil Thubron knows what it means to keep going when most people would quit. He's completed more than 30 marathons, raced 152 miles across the Sahara Desert, tackled 106 miles through the mountains of Mont Blanc, and won the brutal Yukon Arctic Ultra, where temperatures dropped to -55°C. Beyond endurance sports, Neil brings over 25 years of experience leading multinational sales organizations and now coaches executive teams on leadership, performance, and growth.In our conversation, Neil shares how lessons from extreme endurance challenges translate into everyday business and sales leadership. We discuss the importance of sales motivation, building sales resilience, and understanding your personal purpose. He also explains how purpose-driven selling can transform the way you approach challenges, motivate employees, and lead your team toward better sales performance.IN THIS EPISODE00:01:51 – Meet Neil Thubron: From Endurance Racing to Sales Leadership00:03:34 – Why Endurance and Sales Require Resilience00:05:12 – Pushing Beyond Your Comfort Zone to Discover Your Potential00:07:47 – Surviving the Yukon Arctic Ultra at -55°C00:09:00 – Making Tough Decisions When Everything Gets Difficult00:11:33 – What Extreme Cold Teaches You About Preparation and Discipline00:13:38 – Taking Control of Your Actions, Thoughts, and Emotions00:14:56 – The 7P Formula: Finding Your Purpose and Your Why00:15:53 – How Having a Bigger Purpose Keeps You Moving Forward00:17:31 – Helping Others Discover Their Personal Motivation00:18:15 – The Mental and Physical Challenge of Ultra-Trail du Mont-Blanc00:20:11 – Bringing Endurance Mindset Into Sales and Leadership00:20:46 – Why Pressure-Based Sales Leadership Doesn't Work00:21:15 – Motivating Sales Teams by Connecting Income to Personal Goals00:22:41 – How One Sales Organization Became the Most Successful in IBM Globally00:24:15 – Three Keys to Scaling a Sales Organization: Motivation, Skills, and Process00:25:36 – Building Belief and Confidence When Launching a New Product00:27:19 – Diagnosing Sales Problems and Recovering Lost Market Share00:28:20 – Why Selling Business Outcomes Beats Leading With Features00:30:50 – Motivating Resistant Salespeople and Building Accountability00:31:28 – How One Salesperson Went From 100% to 170% of Target00:32:44 – Bringing Resistant Team Members Into the Conversation00:48:07 – Books and Resources That Shape Your Sales Mindset00:48:39 – Discovering Your Personal Purpose00:49:05 – What It Really Means to Sell More and Give MoreMORE VALUEWant to uncover what's holding your sales back and find opportunities to grow your business?https://neilthubron.comBook your free Sales Ninja audit call and let's talk about how to improve your sales approach, strengthen your team, and close more deals with confidence.https://gosalesninja.comCONNECT WITH NEIL THUBRONLINKEDIN: http://linkedin.com/in/thubron

In this episode of The Sales Ninja Show, I sit down with Google Ads expert Brydon McMillen to uncover how smarter Google Ads optimization helped one company acquire 54% more customers while spending 10% less on advertising.Brydon McMillen has managed over $50 million in Google Ads spend across more than 150 accounts, working with major brands like Cirque du Soleil and Porter Airlines. He is the founder of Plateau PPC, where he helps B2B SaaS and Fintech companies get better advertising results and generate more revenue from the budgets they already have.We dive into what separates profitable campaigns from money-draining ones, why your Google Ads budget depends heavily on your industry, and how smarter customer acquisition starts with understanding which leads actually become paying customers.Brydon also shares a fascinating case study involving PolicyMe, where five key improvements helped increase customer acquisition by 54% while reducing ad spend by 10%.We discuss the importance of CRM integration and feeding Google the right conversion data, why chasing more leads can hurt your results, how to identify wasted advertising spend, and when Google Ads makes more sense than Meta Ads.Whether you're running a local service business, building a SaaS company, or growing a coaching business, this conversation will help you think differently about your paid advertising strategy and make smarter decisions about where your marketing dollars go.IN THIS EPISODE00:01:55 – Meet Brydon McMillen: $50 Million in Google Ads Experience00:03:14 – From Chemical Engineering to Digital Marketing00:07:39 – Why Trust and Transparency Matter When Hiring an Ads Agency00:12:54 – Why Every Google Ads Campaign Should Start With an Audit00:14:05 – PolicyMe Case Study: 54% More Customers With 10% Less Spend00:15:56 – Google Ads Targeting and the Hidden Problem With Search Partners00:17:10 – Why Lead Quality Matters More Than Lead Volume00:18:01 – How CRM Integration Helps Google Find Better Customers00:19:45 – Google Ads vs. Meta Ads: Which Is Right for Your Business?00:24:45 – What Google Ads Actually Are and How They Work00:27:08 – How Much Should a Business Spend on Google Ads?00:30:00 – Can Solopreneurs Compete With Businesses That Have Bigger Budgets?CONNECT WITH BRYDON MCMILLENWant to find out where your Google Ads money is going and whether your campaigns are bringing in the right customers?https://www.plateauppc.com/auditConnect with Brydon McMillen at Plateau PPC to explore how an audit of your existing Google Ads account can uncover wasted spend and opportunities for better results.https://www.plateauppc.com/CONNECT WITH BRYDON MCMILLENLINKEDIN: http://linkedin.com/in/brydon-mcmillen

Are you struggling to get your business noticed? Do you feel like your competitors get all the attention while you work hard behind the scenes? Have you wondered how to get featured in the media without spending thousands of dollars?I believe every entrepreneur deserves a chance to be seen and heard. With the right publicity strategy, you can start building trust and reaching people who need what you offer.I know how frustrating it can be when you have a great product or service, yet people barely know you exist. That's why I invited publicity expert and bestselling author Jill Lublin to share how guerrilla publicity and earned media can help you get noticed without a huge budget.In this episode, Jill shares practical media pitching tips, explains how to create a message journalists care about, and shows how everyday events and holidays can open doors to free publicity. We also talk about paid media, the value of mentors, and why giving first helps build lasting relationships.If you're ready to improve your business visibility and turn attention into lead generation, this conversation will give you a place to start. Jill even shares a simple resource you can use to find your first media opportunity.More Value:Get Jill’s Free Publicity Action Guide at JillLublin.com/guide Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Jill Lublin’s Socials:Facebook → facebook.com/jilllublinInstagram → instagram.com/jilllublinLinkedIn → linkedin.com/in/jilllublinTwitter → twitter.com/jilllublinFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Are you struggling to stand out when hundreds of people offer the same service? Do you feel like your message sounds like everyone else's? Have you wondered why some clients connect with certain business owners before they ever get on a sales call?I believe personal storytelling can help people understand who you are and why you do what you do. When your message reflects your values and personality, you give potential clients a chance to see the person behind the business.In this episode of the Sales Ninja Show, I sit down with Jill Ivey, a professional storyteller and content strategist, to explore authentic branding and brand storytelling. We talk about my own Sales Ninja brand and whether building a business around my personal name makes sense for the future.Jill shares how storytelling in marketing helps service providers stand out. We dig into personal brand strategy, the risks of using AI-generated content that doesn't sound like you, and why your actions need to match the values you share with your audience.You'll learn practical ways to approach building client trust through your message, your website, and even your sales conversations. If you're working on attracting ideal clients, this conversation will help you think more clearly about the stories you share and the relationships you want to build.More Value:Visit Jill’s Story Audit to strengthen the stories behind your business at jilletante.samcart.com/products/story-auditGet Jill’s Story Audit for $50 off with code NINJA. Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Jill Ivey’s Socials:Threads → threads.com/@jillianiveyInstagram → instagram.com/jilletanteLinkedIn → linkedin.com/in/jillianiveyFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Ashley Gross, founder and CEO of The Alliance, is an AI consultant and former marketer with over 10 years of experience. After discovering she would not receive maternity leave, she used AI to reduce her 80-hour workweek to 15 hours. She has since trained more than 2,500 professionals and worked with enterprise teams at Microsoft, Visa, HP, Unilever, and Snowflake.Ashley explains how auditing repetitive tasks, documenting workflows, and automating reporting helped her improve productivity. In one role, she used AI to turn Salesforce data into leadership presentations, action plans, and coordinated sales strategies. Her work led to an internal AI task force and contributed to exceeding a pipeline target by $25 million. She now applies similar methods to automate CRM updates, management reporting, and sales proposals while keeping human relationships central to selling.The conversation examines why AI adoption fails in sales organizations and how leaders can implement practical automation without overwhelming their teams. Specific examples show how connected meeting notes, CRM systems, and proposal templates can reduce administrative work, improve sales consistency, and give representatives more time with prospects.In this episode01:08 Introduction to the Sales Ninja Show02:29 Ashley Gross and her AI expertise03:35 Why AI adoption fails in sales teams03:54 Reducing an 80-hour workweek to 15 hours07:46 Career flexibility and preparing for change10:33 Auditing tasks and identifying automation opportunities12:57 Choosing AI tools and avoiding tool overload14:28 Automating Salesforce reporting and leadership preparation18:03 Building an AI task force and exceeding pipeline targets by $25 million19:53 AI adoption, employee concerns, and workforce training25:25 Automating CRM updates and sales team reporting31:50 Standardizing sales qualification and automating proposalsMore Value:Follow Ashley’s AI insights at TheAshleyGross.com/newsletter Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Ashley Gross' Socials:LinkedIn → linkedin.com/in/theashleygrossFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Leila Colgan is a healthcare entrepreneur, sales leader, and author of Level Up Your Sales who has generated over $65 million in B2B sales across startups and Fortune 500 companies. Known as the “Territory Flipper,” she specializes in transforming underperforming sales territories, including accounts ranked in the bottom 5%, through strategic planning and long-term customer relationships.Her Sell From the Heart 5S Method follows five stages: Shift, Strategize, Sell, Seal, and Serve. The framework combines sales mindset, prospect research, personalized conversations, needs assessment, closing, and ongoing customer service. Colgan also developed Heart Sell AI, a coaching platform that uses publicly available prospect information to generate personalized talking points, anticipate objections, practice sales conversations, and prepare follow-up messages.The conversation examines how sales professionals can adapt to different buyer personalities, identify fear and frustration behind objections, and build trust without aggressive tactics. It also covers AI-assisted sales preparation, improving customer retention, and maintaining relationships through a 24-to-48-hour follow-up commitment.In this episode00:00 Introduction to the Sales Ninja Show01:54 Leila Colgan's $65 million B2B sales career03:34 Moving beyond rigid sales scripts06:34 Sales culture and customer communication styles10:23 Understanding fear, hurt, and frustration in sales13:41 Building relationships with difficult prospects15:26 Turning around bottom-performing sales territories19:29 Heart Sell AI and automated prospect research24:23 Personalized sales preparation and objection handling28:37 AI sales roleplay, coaching, and follow-up32:01 The five stages of the Sell From the Heart method34:07 Faith, service, and relationship-driven sellingMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFREE Top 10 Sales Success Characteristics → https://salessuccessguide.levelupwithleila.com/sales-success-characteristics-free-guideFREE Objection Decoder → https://levelupwithleila.com/homeAI Sales Software - Heartsellai.com Follow Leila Colgan’s Socials:Facebook → facebook.com/leilacolganInstagram → instagram.com/leilacolganLinkedIn → linkedin.com/in/leilacolganTwitter → twitter.com/LeilaColganFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

John Jonas, founder of OnlineJobs.ph, has spent more than 20 years helping entrepreneurs hire remote talent from the Philippines. After struggling with an overwhelming workload, he hired his first Filipino employee in 2006 and discovered how delegation could transform his business. Today, he manages a team of 60 Filipino professionals, works just 17 hours per week, and operates a hiring platform attracting 50,000 to 80,000 new worker profiles monthly.Jonas built OnlineJobs.ph to eliminate traditional staffing agency markups and give employers direct access to Filipino professionals. His hiring approach combines AI-powered recruitment tools, including Scout AI and Smart Shortlist, with candidate screening, paid test tasks, and structured onboarding. Rather than selecting candidates based solely on technical ability, he prioritizes communication, working compatibility, and long-term trust.The conversation examines how entrepreneurs can hire qualified virtual assistants, appointment setters, and remote specialists without spending weeks reviewing applications. Practical takeaways include using AI to narrow candidate searches, evaluating applicants through paid assignments, setting fair compensation, and building reliable teams that reduce founder workload.In this episode00:00 Introduction to the Sales Ninja Show02:22 John Jonas and the 17-hour workweek03:25 Leaving traditional employment for entrepreneurship04:50 Discovering Filipino remote talent07:27 Early influences on entrepreneurship10:21 Why Jonas hires from the Philippines12:32 Staffing agency costs and salary markups14:50 Building OnlineJobs.ph without middlemen16:58 How the hiring platform works20:43 Building trust through employee training22:17 Screening candidates and using AI recruitment tools29:23 Fair compensation and evaluating working compatibilityMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopGet the free outsourcing guide at OutsourcingLever.com/freebook Follow John Jonas’ Socials:Facebook → facebook.com/johnjonasofficialLinkedIn → linkedin.com/in/john-jonas-41128bFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Adrian Treacy is an Irish entrepreneur, author, and mindset coach with over 20 years of experience in sales, SaaS, revenue management, and business operations. While working with Sixt Rent a Car in Ireland, he helped increase incremental sales from approximately €1.5 million to nearly €3 million in one year. His experience revealed how employee mindset, customer relationships, and consistent sales processes influence business performance.A key driver of that growth was the Sales Wheel, a repeatable system built around customer rapport, needs assessment, and offering relevant products to every customer. Adrian also explains his Inner Blueprint concept and five-step Results Engine, which examine how beliefs, habits, and past experiences shape behavior and outcomes. Drawing on lessons from Bob Proctor, Maxwell Maltz, and Carol Dweck, he discusses how repetition, self-awareness, and a growth mindset can help people change established patterns.The conversation covers practical ways to improve sales consistency, build customer trust, identify limiting beliefs, and develop better business habits. Entrepreneurs and sales professionals gain a clearer understanding of how structured sales training, intentional thinking, and improved priorities can support sustainable performance.In this episode01:54 Introduction to Adrian Treacy and his background03:38 Early entrepreneurship and family business influences11:23 Growing incremental sales from €1.5M to nearly €3M13:18 The Sales Wheel and consistent product offerings14:37 Building customer rapport and identifying needs19:44 Why mindset matters more than motivation22:45 Bob Proctor and the Thinking Into Results program25:34 Psycho-Cybernetics and changing self-image30:56 The Inner Blueprint and behavioral patterns36:23 Growth mindset and the influence of environment47:13 The five-step Results Engine and changing outcomes47:50 Time management, priorities, and entrepreneurial mindsetMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopAdrian offers a free mindset guide through AdrianTreacy.com .Follow Adrian Treacy’s Socials:Facebook → facebook.com/adrian.treacy.56LinkedIn → linkedin.com/in/in/adrian-treacyFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Dinah Redhouse, chief growth officer of WhatSnap.ai and founder of Digital Protégé, helps businesses recover sales opportunities lost through slow follow-up and ineffective messaging. After leaving corporate life, she helped build an AI-powered communication platform that connects iMessage with GoHighLevel CRM. Her team expanded into international markets while developing tools for real estate professionals, coaches, and other service businesses.Redhouse explains WhatSnap's direct-to-conversation (DTC) approach, which allows prospects to initiate text conversations directly from landing pages. By combining iMessage, AI-powered responses, automated workflows, and voice messages, businesses can reduce friction between initial interest and a sales conversation. She illustrates how a traditional funnel might turn 100 landing-page visitors into just one booked call, highlighting where potential customers drop off.The discussion covers faster lead response, personalized follow-up, CRM automation, and building sales processes around trust. Redhouse and Jay Lee also examine faith-driven leadership, client qualification, and the long-term value of ethical selling, including Jay's experience closing $1 million in 90 days while prioritizing client fit and retention.In this episode00:00 Introduction to the Sales Ninja Show03:20 Dinah Redhouse's entrepreneurial journey07:18 Purpose, mindset, and burnout16:26 Faith and values in business19:39 Ethical selling and client retention27:42 Missed leads and sales opportunities29:14 iMessage automation with GoHighLevel33:30 Direct-to-conversation marketing36:03 Trust, buyer behavior, and funnel friction55:48 SnapMe and lead attribution01:05:34 AI workflows and automated appointment booking01:07:19 Android messaging and RCS compatibilityMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Dinah Redhouse’s Socials:Facebook → facebook.com/dinah.redhouseInstagram → instagram.com/dinahsadeLinkedIn → linkedin.com/in/dinah-redhouseFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home

Dave Won is a sales coach, certified money coach, former Air Force captain, TEDx speaker, President’s Club winner, and Salesperson of the Year. His approach grew from a costly sales lesson: despite believing a $1 million service was right for a client, fear of losing the deal led him to offer a $100,000 solution instead. The client eventually left for a competitor after the lower-priced option failed to solve the problem.Won traces behaviors such as premature discounting, keeping dead deals alive, accepting weak objections, and underpricing services back to limiting money beliefs. His process starts by identifying and naming the belief driving the behavior, then examining the story behind it before changing the sales tactic itself. He also explains how tying personal worth to money can affect pricing, negotiations, and confidence when selling a $10,000-per-month service or working with Fortune 500 prospects.The conversation breaks down how sellers and founders can separate financial pressure from client needs, diagnose the beliefs influencing sales decisions, and recognize the money beliefs buyers bring into a conversation. It offers a practical way to approach pricing, objections, negotiations, and high-value sales with clearer judgment.In this episode02:24 Dave Won’s sales and money coaching background12:47 Air Force lessons on failure and resilience18:34 Dave’s path into sales21:47 The $1 million sales opportunity that changed his approach27:59 Identifying limiting money beliefs31:25 Discounting, dead deals, and weak objections36:15 How money beliefs affect founders and pricing40:12 Selling to wealthier and Fortune 500 clients45:15 Naming the belief behind sales behavior47:00 Faith, money, and emotional decision-making01:01:17 Buyer money beliefs and purchasing decisions01:11:49 Selling more to create greater impactMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Dave Wons’s Socials:LinkedIn: http://linkedin.com/in/davewonFollow Jay Lee’s Socials:Facebook: https://www.facebook.com/jayleesalesninjaSales Ninja Facebook Community: https://www.facebook.com/groups/salesninjacommunityInstagram: https://www.instagram.com/gosalesninjaproLinkedIn: https://www.linkedin.com/in/jayleecanadaYouTube: https://www.youtube.com/@jayleesalesninjaSales Ninja Website: https://www.gosalesninja.com/home