The Hidden Yes: A Smarter Way to Think About Sales

In this episode, I’m joined by Matt Sucha, sales leader, entrepreneur, and author of the new book The Hidden Yes.Matt shares the story behind his journey in sales, the lessons he’s learned along the way, and the thinking that led him to write a book focused on one of the most powerful — and often overlooked — ideas in selling: that behind many objections and hesitations, there is often a “hidden yes” waiting to be discovered.We explore what great salespeople do differently when it comes to understanding customers, building trust, and navigating the real conversations that lead to better outcomes for both sides.One of the most interesting things about Matt’s book is how he’s chosen to publish it.Instead of putting it behind a paywall, Matt has made the book available for free download, inviting readers to read it first and only pay for it if they genuinely find value in it.It’s a refreshing approach — and very much aligned with the spirit of the book itself.In this conversation we discuss:• Matt’s journey into sales and leadership• The concept behind The Hidden Yes• Why understanding the real customer conversation matters• Lessons from years of sales experience• Practical insights for anyone working in sales todayIf you work in sales, lead a sales team, or simply want to improve how you influence and communicate, there are plenty of practical insights in this conversation.You can download Matt’s book The Hidden Yes here:https://thehiddenyes.com/salesLearn more about Matt:https://www.linkedin.com/in/matt-suchaWhether 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_pdfIf 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/

How Ethical Leadership Drives 90% Sales Acceptance – Without Burnout | Dr Rana Al-FalakiIn 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:NeedsAttitudeIntegrityLimitless thinkingIntuitionTangibility We also dive into:Why persuasion is a flawed model for modern salesHow integrity directly impacts revenueWhy so many high performers still feel unfulfilledThe connection between energy, wellbeing and commercial performanceHow to grow teams and profits without burning people outThis 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 salesWhy use cases are the new secret weapon for sales enablementHow to shift from feature-dumping to value-first conversationsThe real reason your sales and product teams don’t align (and how to fix it)How Simon validated Veles by interviewing 100+ SaaS companiesWhat 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.comWhether 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_pdfIf 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 cycleThe shift from giving answers to guiding growthThe 3 traps leaders fall into (and how to escape them)How the COACH model helps structure better 1:1s, performance reviews, and team conversationsPractical strategies to increase trust, autonomy, and accountability—without micromanagingWhat high-performance leadership will demand in 2025 and beyondWhether 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.

What happens when a group of entrepreneurs and business consultants dissect a powerful sales book?You get practical insights, honest reflections, and real-world relevance.This episode explores the key concepts from Inspire, Influence, Sell by Justin Leigh—giving you the essence of the INSPIRE Sales Mastery System in just one listen.In this special episode of the Inspire Sales Podcast, we feature a dynamic conversation between two experienced entrepreneurs and business consultants as they discuss Justin Leigh’s best-selling book Inspire, Influence, Sell: Master the Psychology, Skills and Systems of the World’s Best Sales Teams.Their discussion explores:Why psychology is the foundation of successful sellingThe essential skills that drive connection, influence, and resultsHow a structured system can transform sales performance across industriesThe key components of the INSPIRE Sales Mastery SystemHow these principles apply in both traditional and virtual selling environmentsWhether 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_pdfIf 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/

On this episode of the Inspire Sales Podcast, Justin sits down with Michael Walford-Grant. Michael is a veteran sales consultant, trainer, and author of Sales Unplugged. With a career spanning decades in the Fintech and financial sectors, Michael shares his journey, key insights from his book, and actionable strategies to elevate your sales performance. Key takeaways include: How to stand out by addressing unconsidered needs and creating urgency. Insights into the shift towards consensus buying and its impact on sales strategies. Negotiation tips that simplify the process while maximising results. The importance of tight, consistent messaging in all sales interactions. Why passion and motivation are just as critical as technical sales skills. Whether you’re an experienced sales professional or just starting out, this episode is packed with valuable lessons to enhance your communication, influence, and success. You can connect with Michael here: https://www.linkedin.com/in/michael-walford-grant-15a8933/ 📈 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!

In this episode of the Inspire Sales Podcast, Justin Leigh chats with Christian Jack, founder of the Sales Dojo, about his unique transition from teaching to sales consultancy. Christian shares his approach to navigating sales challenges, the importance of mindset and self-awareness, and practical tips for handling objections and building confidence. Key highlights include: The critical role of reframing and personal growth in sales success. Tactical strategies for engaging prospects and creating value. How confidence and nonverbal communication impact your sales outcomes. Christian’s philosophy on serving others to achieve success. Discover how Christian empowers sales professionals to elevate their game and why his community, the Sales Dojo, is a must-visit resource for aspiring sales leaders. You can connect with Christian here: https://www.linkedin.com/in/christian-jack-989306295/ https://www.facebook.com/christian.jack.58152/ Christian's website is here: https://thesalesdojo.co/ 🎧📈 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!

In this episode of The Inspire Sales Podcast I’m joined by Kelly Shaw, a best-selling author and renowned speaker with over 40 years of sales expertise. We dive into the principles behind Kelly’s success, including the power of lifelong learning to stay ahead of the competition, understanding your industry at a deeper level, and finding what truly motivates you in your work.Kelly shares insights from his books and discusses how he’s helping sales professionals at every level refine their strategies. We explore how to create world-class customer experiences, build enthusiasm that resonates with clients, and apply practical techniques that inspire customers to choose you as their supplier. If you’re ready to elevate your sales game and deliver exceptional value, this episode is packed with actionable wisdom you won’t want to miss!Thank you Kelly for joining me.If you'd like to connect with Kelly you can find him here:https://www.linkedin.com/in/kellyshawcalif/Kelly's website is here:https://kingdomsalesacademy.com/🎧📈 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!

📈🎧 Welcome Eisha Armstrong to the INSPIRe Sales Podcast. In this episode we talk about how to productize services in your business to accelerate growth and scale your business. 🚀🎯 Eisha Armstrong is the Executive Chairman and Co-Founder of Vecteris, where she works with B2B services companies to productize their offerings. She has more than 25 years of product management and product leadership experience in the data and information services industries. Eisha earned her MBA at the Harvard Business School and is also a certified yoga teacher. 💡🥇We talk about how to implement a step by step approach to productize services in your business and accelerate growth and scale. 🎯💰 This is such a valuable conversation to listen in on, it's a brilliant investment of 60 minutes of your day. 🙏🏼⭐ Thank you Eisha for joining me. 💌 I'd love to hear your feedback on this conversation. 🔗 You can connect with Eisha here: https://www.linkedin.com/in/eishatierneyarmstrong/ 🔗 The Vecteris website is here: ⁠https://www.vecteris.com⁠ You can get your free digital copy of the Productize book here: https://www.vecteris.com/complimentaryproductizebook 📞📲 I'd love to hear your feedback on this episode and your own views on productizing services to increase efficiency and scale your business, feel free to get in touch. 💡⚡Be Inspired by the best sales professionals, sales leaders and coaches in the world of B2B sales. From IT services, medical devices through to coaching and consulting companies these principles will help you accelerate your sales performance and growth. 📚Using models from the best selling book INSPIRE, Influence, Sell and award winning programmes from Focus4growth, you’ll have the inside track on the psychology, skills and systems used by the world’s best sales teams. 🥇🎖 We’ll hear from the best Sales Leaders from some of the fastest growing businesses in the world, they don’t achieve record breaking growth by chance. They have a proven sales and leadership approach and a laser focus on growth, you can hear exactly how they do it, one conversation at a time. 🎧📈 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!

📈🎧 The lastest episode of the INSPIRe Sales Podcast featuring Usman Sheikh is an episode that looks at the future of sales! 🚀🎯 Usman Sheikh is the visionary founder and CEO of xiQ, an award-winning B2B sales and marketing platform. As a futurist and design thinker, Usman aims to humanize B2B sales and marketing by leveraging generative AI and behavioral science. He’s a graduate of the University of Michigan. Before xiQ, Usman held various global roles at SAP, including Vice President of Corporate Development, Product Management, Sales Enablement, and Digital Commerce. 💡🥇We talk about how the powerful combination of generative AI and behavioural science is a game changer for sales teams. 🎯💰 This is such a valuable conversation to listen in on, it's a brilliant investment of 60 minutes of your day. 🙏🏼⭐ Thank you Usman for joining me. 💌 I'd love to hear your feedback on this conversation. 🔗 You can connect with Usman here: https://www.linkedin.com/in/usmanmsheikh/ 🔗 The xiQ website is here: https://xiqinc.com/ 📞📲 I'd love to hear your feedback on this episode and your own views on using AI & behavioural science for sales growth and development, feel free to get in touch. 💡⚡Be Inspired by the best sales professionals, sales leaders and coaches in the world of B2B sales. From IT services, medical devices through to coaching and consulting companies these principles will help you accelerate your sales performance and growth. 📚Using models from the best selling book INSPIRE, Influence, Sell and award winning programmes from Focus4growth, you’ll have the inside track on the psychology, skills and systems used by the world’s best sales teams. 🥇🎖 We’ll hear from the best Sales Leaders from some of the fastest growing businesses in the world, they don’t achieve record breaking growth by chance. They have a proven sales and leadership approach and a laser focus on growth, you can hear exactly how they do it, one conversation at a time. 🎧📈 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!