Why do so many sales teams underperform… even when the people are capable?
In my latest Global Sales Leader Podcast, I sat down with Steven Rosen, MBA Rosen to unpack something I see in almost every organisation:
👉 Sales managers losing focus under pressure.
Not because they don’t care.
Not because they lack ability.
But because the system pulls them into:
firefighting deals
constant responsiveness
short-term thinking
…and away from what actually drives performance.
We got into:
Why coaching breaks down (even when everyone agrees it matters)
The difference between coaching and rescuing
Why prospecting still gets ignored
And the Power of Three — a simple way to bring focus back into leadership
The reality?
Sales performance doesn’t drop overnight.
It erodes over time… through small behavioural shifts.
This is a proper, honest conversation on sales leadership, pressure, and what actually works in the real world.
🎧 Listen here:
iTunes: https://bit.ly/48eYiE0
YouTube: https://lnkd.in/dSX8whG6
Curious—what’s the biggest thing that pulls leaders away from doing the work that actually matters?
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19/02/2026
I’m genuinely excited to release the latest episode of my Global Sales Leader Podcast, now in its 5th year.
This one is special.
I had the privilege of sitting down with Bob Burg, co-author of The Go-Giver — a book (and series) I’ve read multiple times over the years.
His philosophy of focusing not on oneself but on the value you provide to others isn't just a catchy idea… It’s a principle that makes complete sense when you truly understand how people buy, build trust, and create sustainable success.
In our conversation, we explore:
* Why people buy based on value, not pressure
* The difference between reciprocity and true receptivity
* How giving more can actually lead to selling more
* Why relationships still outperform automation
If you’re in sales, leadership, or entrepreneurship, I know you’ll take away some powerful ideas from this one.
Give it a listen — and let me know your biggest insight
Ulster University Alumni and Supporters Apple Podcasts Accenture
iTunes https://apple.co/3OpQJ6f
YouTube https://bit.ly/46XLVLE
Bob Burg's Million-Dollar Sales Philosophy Revealed Episide 90 What makes people actually buy?In this episode of the Global Sales Leader Podcast, Jason Cooper sits down with Bob Burg, co-author of the international bests...
05/02/2026
Is the real difference between startup sales and enterprise sales skill — or the identity you bring into the role?
When you start to look closely at mindset, the contrast between working in a high-potential startup and an established business becomes very clear.
In a startup — whether it’s one, two, or three years in — you have to roll your sleeves up. You’re close to decisions, close to leaders, and close to risk. That takes grit, resilience, and determination. But the upside can be significant.
accelerated learning, real ownership, and genuine impact if things go well.
Established organisations offer something different. Structure. Process. Brand credibility.
Leadership development pathways. Support systems. But you still have to hit the ground running, deliver against targets, and operate within defined expectations. Comfort doesn’t remove pressure — it just changes its shape.
Neither environment is better.
They simply require different mindsets and psychologies.
What I consistently see — in both startups and established firms — is that leadership and communication skills often lag behind technical ability. Soft skills, decision clarity, and influence under pressure still need development, regardless of company size.
In startups, communication is fluid and transparent. You often have direct access to founders and senior leaders, and you’re expected to help shape the process, not just follow it.
In established businesses, communication is more structured, layered, and procedural — and navigating that well is a skill in itself.
There are pros and cons to both.
But impact is everything.
And context is everything.
Based on my experience working in, advising, training, and coaching across both environments, success isn’t about choosing the “right” company — it’s about understanding what mindset is required where you are.
I’d be genuinely interested to hear your perspective.
What have you found working in startups versus established organisations?
Really enjoyed being a guest on the Rise Podcast with Jeremy Dyer — a proper conversation that cut through the noise.
We got into the real psychology of sales. Not tactics. Not scripts. But what actually drives human behaviour?
Why emotion sits behind most buying decisions (even when people swear it’s “logical”).
Why decision fatigue quietly wrecks performance.
Why behaviour change is hard — even for experienced, high-performing professionals.
We also unpacked focus, mindset, the quality of questions we ask (and don’t ask), and how understanding the brain helps sales professionals build deeper trust, communicate more clearly, and make better decisions under pressure.
And yes — we talked AI, not as a threat, but as a tool. Used well, it amplifies human skill. Poorly used, it replaces thinking. There’s a difference.
Big thanks to Jeremy Dyer for the thoughtful questions and the space to go deep. Links below if you’re curious — worth a listen if sales, leadership, or performance is part of your world.
Listen here on iTunes https://bit.ly/3NMuUNO
Youtube https://bit.ly/4sOj2LA
Such a blast joining Ambassador Terry Earthwind Nichols on his show!
We had a fantastic discussion on why the 'uphill climb' in trail running is the perfect metaphor for the sales world.
Both require deep resilience and the will to persevere when the path becomes technical.
Thanks for the great conversation, Terry!"
01/12/2025
A few months back, I was trawling through podcast shows and audiobooks looking for something fresh on mindset. I stumbled across an audiobook on The Unsold Mindset — and it stopped me in my tracks.
I enjoyed it so much I reached out to the two authors directly Garrett Brown and Colin Coggins. One message, one conversation… and here we are: they’re the latest guests on The Global Sales Leader Podcast.
This episode is packed with sharp insights on mindset, behavioural shifts, and how we approach “the sell” from a more intelligent, human perspective. It’s about success from the inside out — the thinking behind the doing.
I’m genuinely excited to share this one. It’s forward-thinking, practical, and full of those moments that make you pause and rethink how you show up in sales and in life.
I’m sure you’ll get as much from it as I did.
🎧 Listen here:
Ulster University Alumni and Supporters
Itunes https://bit.ly/3MfcLHK
YouTube: https://bit.ly/48eCk4w
Irish Small Business Community Irishbizpeople Skillnet Ireland Irish Independent Global News Apple Podcasts
Why Do the Best Sellers Care Differently Ep87 In this episode of The Global Sales Leader Podcast, Jason Cooper sits down with Colin Coggins and Garrett Brown, authors of the acclaimed book The Unsold Min...
08/10/2025
It’s an honour and a pleasure to release my latest Global Sales Leader Podcast episode with Art Sobczak.
I’ve always admired Art’s no-nonsense, non-salesy approach to helping clients engage as much as they want – and get the most value possible. Having read several of his books, I knew I had to invite him on the show.
This conversation is packed with golden nuggets for anyone who wants to make a positive impact on their clients without overcomplicating the sales process. It’s straight-talking, practical, and genuinely inspiring.
I love these kinds of conversations – the ones that leave you thinking differently and equip you with ideas you can put into action right away.
I certainly learned a lot from this one, and I think you will too.
🎧 Listen to the latest episode here:
Itunes:- https://bit.ly/412DLyN
YouTube: - https://bit.ly/4mCW06l
Ulster University Alumni and Supporters Skillnet Ireland Irishbizpeople Irish Small Business Community Business Networking Group - Ireland KM SALES WhatsWhat Business Group
27/07/2025
A good day out in the Dublin Mountains.
My longest run this year after recovering from injury — and it didn’t come easy. Tough terrain, a few wrong turns, and plenty of grit needed to push through… but what a rewarding one.
Massive thanks to and for the encouragement and the laughs along the way. Those chats made all the difference when the legs started questioning my life choices.
Still buzzing from the views, the effort, and the reminder that the comeback always teaches you more than the easy wins.
27/07/2025
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