Psyche of Sales

Welcome to 'Psyche of Sales,' your hub for exploring the compelling world of sales strategy and psychology. Each episode, seasoned professionals unpack complex sales topics, providing actionable advice for immediate application in your sales career. Subscribe for a unique journey into understanding sales success and mastering this dynamic field.

Psyche of Sales is a business podcast hosted by Unknown Host, with 45 episodes on record and a Required Pod Score of 80.

Unknown Host hosts Psyche of Sales, a business show with 45 episodes published.

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  Episode #45

  SNAPSHOTS: The Art of Nurturing with Johnny & Rachael

  Sep 27, 202624 minS4

  Johnny and Rachael are back for another Psyche of Sales Snapshots to tackle one of the most asked-about topics in sales: nurturing. They explore why generic mass emails and newsletters aren't the answer, and how personalised, value-driven touchpoints can transform your pipeline. From the incredible story of a salesperson who contacted a prospect 71 times over two years before winning the deal, to practical frameworks for nurturing cold prospects and staying relevant over long sales cycles, this episode is packed with actionable insights for financial advisors, real estate agents, fund managers, and anyone who sells. Key Takeaways Nurturing isn't broadcasting. Sending a group-wide email to 4,000 people or a newsletter to 5,000 isn't nurturing. Real nurturing is personal — summarising content, telling someone why you sent it to them, and making it directed. Cadence vs. value. Two useful contacts in a week beat one pointless check-in every three months. It's not about a strict cadence — it's about adding relevance and value every time you reach out. Give before you ask. The best nurturers give information, give connections, and give value without always asking for something in return. A lack of response doesn't mean they're not interested — it might just mean "not right now." The 71-contact story. A top salesperson contacted a prospect 71 times over two-plus years with almost no response. The competitor messed up — and he was the first person they called. Be visible, be useful, and be there when the need arises. Five messages a day = 1,200 a year. If you send five extra messages every single day — text, LinkedIn, email, quick calls — your pipeline will look significantly different. It works regardless of industry: real estate, financial advice, fund management, banking. Pitch the individual, not the institution. When selling to an organisation, don't pitch at the institution — pitch at the individual within it. Their personal values matter more than the company's. Test your value. Ask yourself: "If I were in their shoes, would I get value from this?" Is it topical, fun, or interesting? If you're not progressing anybody ever, you're doing it wrong. You still have to be good at your job. You can't do crap nurturing and expect it to work. If you're a fund manager with a crappy fund, or an agent who's bad at selling houses, nurturing is just noise. Performance is key — nurturing is in addition to, not instead of, doing your job well. Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn About Psyche of Sales: Snapshots This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

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  Psyche of Sales

  SNAPSHOTS: Is Authenticity in Business a Myth? With Johnny & Rachael

  Sep 9, 202624 minS4

  Johnny and Rachael are back for another Psyche of Sales Snapshots to discuss a potentially contentious topic: can you really be your authentic self at work? Sparked by a Diary of a CEO clip featuring Seth Godin, Johnny and Rachael debate whether consistency, not authenticity, is really what matters when it comes to business. They discuss the difference between "being yourself" and "giving the impression" of yourself, using real client stories and explore how trust, rapport, and consistency drive sales outcomes. Key Takeaways Consistency vs. authenticity . You don't need to show up "raw" every day; professionalism means calibrating how you present, not suppressing who you are. The 7-38-55 rule . Only 7% of impact comes from words; 38% from vocal tone; 55% from visual/body language. How you say something often matters more than what you say. Trust removes barriers . Genuine rapport and trust make business easier: people open up, share real drivers, and deals move faster. Recommendations transfer trust . Walking into a relationship with credibility (referrals, reputation) builds warmth faster than starting cold. AI can't replace human connection . AI can help with research, prep, and content at scale, but it can't build the relationship itself; overuse without a trusted human foundation breeds distrust. Practice makes permanent . Skills like rapport-building and communication can be trained and improved over time - authenticity isn't fixed; it's built through repetition (the "30,000 conversations" door-knocking story). Four takeaways on authenticity: Know your authentic self first. Build skills/confidence to show up authentically in different situations. Genuine connection breaks down barriers and makes business easier. You can't fake energy indefinitely — inconsistency eventually shows Consistency is the minimum standard . Be professional, capable, and adapt your communication style, but never manufacture intent — people will sense it, and trust collapses. Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn About Psyche of Sales: Snapshots This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

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  Episode #43

  The Standout Strategy with Danica Nadalin & Johnny Lee

  Sep 2, 202628 minS4

  Johnny Lee sits down with Danica ("Dani") Nadalin, retirement specialist at Ascenda Life, to unpack how she stands out in a hyper-competitive industry through visibility, authentic writing, and relentless nurture — plus a candid conversation on imposter syndrome, growth, and balancing work with life. Key takeaways: Visibility beats perfection. Consistent, personal touchpoints (newsletters, texts, LinkedIn) keep you top-of-mind so prospects call you first. Being interesting requires curiosity. Read widely, say yes often, and tailor your personality/content to your audience. Authentic writing builds trust. Non-pitchy, story-driven communication differentiates you in an AI-flooded, templated world. Multiple touchpoints convert. A single outreach rarely works — persistence across 5+ contact points dramatically increases response rates. Imposter syndrome is normal — and beatable. Growth often comes from being told what you're good at, not just what to fix. Coachability > raw talent. An open mindset and willingness to keep learning predicts long-term success more than current performance level. Resilience is about perspective. Reframe "no" as one step closer to "yes"; sales is a marathon, not a sprint. Relentlessness beats luck. Big wins (e.g., the $18M deal) often result from years of consistent, low-drama persistence. Small daily wins build momentum. Simple habits (making the bed, reversing into a parking spot, one-day-at-a-time thinking) reduce overwhelm. About the Host Johnny Lee is the Founder and CEO of EnableSE , a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers. Follow Johnny Lee on LinkedIn Follow Danica Nadalin on LinkedIn Follow EnableIQ on LinkedIn

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  Episode #42

  Coherence Over Chaos: How to be a Healthy High-Performer with Craig Logan & Johnny Lee

  Aug 24, 202644 minS4

  In this episode of Psyche of Sales, Johnny Lee sits down with Craig Logan, founder of The Three Fold Path, for a masterclass on stress, health, and performance. They explore why "healthy" and "high-performing" aren't a trade-off, the science of heart-brain coherence, the difference between worry and care, a three-part model of resilience (prepare, adapt, recover), and practical, low-effort changes anyone can make — from morning sunlight to water intake to rethinking workplace wellbeing programs. Key Takeaways Health, career, and relationships aren't a zero-sum trade-off — health is a "golden thread" running through everything. Heart rhythm patterns shift instantly between coherent (calm) and incoherent (stressed) states — and it's measurable. Resilience has three phases: prepare for what's coming, adapt in the moment, recover afterward — not just "bounce back." Worry drains energy ; care (about the same situation) renews it. On average, Craig's clients see a 45% reduction in stress and a 70% increase in wellbeing. Simple, low-cost habits (morning sunlight, hydration, sleep hygiene) often outperform "big swing" interventions. Consistency beats perfection — in health just as much as in sales. Guest Craig Logan , Founder of The Three Fold Path — thethreefoldpath.com About the Host Johnny Lee is the Founder and CEO of EnableSE , a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers. Follow Johnny Lee on LinkedIn Follow EnableIQ on LinkedIn

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  Episode #40

  SNAPSHOTS: Feeling stuck with Johnny & Rachael

  Jun 24, 202623 minS4

  When you're doing all the right things but still not getting results, what do you do? In this episode, Johnny and Rachael take a reverse angle on performance - exploring what happens when effort isn't translating into outcomes, and how to diagnose the real problem without spiralling into panic or knee-jerk strategy changes. Key Takeaways Stop and check: Are you actually doing the right things? Distinguishing between thinking you're executing well and genuinely doing so, and how to tell the difference Process over outcome. Redirect your attention to controllable inputs - preparation, pipeline, conversations, and follow-up. Get an outside perspective. Coaches, mentors, managers, and peers help you diagnose what’s really going on and get back to the fundamentals when you can't see your own blind spots Increase intensity, don’t pull back. When results dip, freezing or slowing down is the worst response. Lean into activity, tighten routines, and double down on the basics instead of retreating. Avoid knee-jerk reactions. Changing everything at the first sign of trouble destroys momentum. Calmly audit your strategy, fix what’s broken, and keep what’s working long enough to see results. Keep your sales strategy in "beta”. Your sales approach is never finished. Treat it as a work in progress that you review regularly, making small adjustments rather than a set-and-forget or a total rebuild. Notice how pressure changes your process. As targets get closer, pressure can quietly distort your technique - rushing calls, skipping prep, tightening up. Staying anchored in your process matters most under stress. Two types of being stuck: Consciously changing your process before you understand the problem Subconsciously letting pressure change your process without realising it Think in milestones, not just wins. Measure progress at each stage — meetings, quality conversations, proposals — not only closed deals, so you can see movement even before the final outcome. Consistent inputs = consistent outputs. Inconsistent results almost always trace back to inconsistent effort. Stable, repeatable daily behaviours are what create predictable performance. What high performers do differently. High performers diagnose before they react, execute with discipline, seek feedback, separate emotion from evidence, and stay focused on what they can actually control Follow Johnny Lee on LinkedIn Follow Rachael Valtwies on LinkedIn Follow EnableIQ on LinkedIn About Psyche of Sales: Snapshots This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

  ListenShow Notes

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