Welcome to Leadership That Sells, the podcast for sales managers and leaders who want to inspire, serve, and unlock the greatness in their teams.<br /><br />Leading a sales team is one of the most visible and high-pressure roles out there. Your team’s results are on display for everyone to see. But leadership isn’t just about hitting numbers—it’s about selling people on their own potential and helping them thrive.<br /><br />Join Paul Morton, CEO of Practical Leadership Academy, as he explores how servant leadership and influence can transform the way you lead. With practical insights and real-world stories, you’ll discover how to build trust, drive results, and support your team in one of the most challenging and rewarding leadership roles.<br /><br />If you’re ready to lead with purpose, inspire action, and create a culture of success, this podcast is for you.
Practical Leadership Podcast
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Podcast Overview
Welcome to Leadership That Sells, the podcast for sales managers and leaders who want to inspire, serve, and unlock the greatness in their teams.<br /><br />Leading a sales team is one of the most visible and high-pressure roles out there. Your team’s results are on display for everyone to see. But leadership isn’t just about hitting numbers—it’s about selling people on their own potential and helping them thrive.<br /><br />Join Paul Morton, CEO of Practical Leadership Academy, as he explores how servant leadership and influence can transform the way you lead. With practical insights and real-world stories, you’ll discover how to build trust, drive results, and support your team in one of the most challenging and rewarding leadership roles.<br /><br />If you’re ready to lead with purpose, inspire action, and create a culture of success, this podcast is for you.
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Publishing Since
8/11/2022
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Recent Episodes
August 3, 2026
147. Saul Cohen - How to Build a Business Buyers Trust
One of the biggest mistakes founders make is believing their business will be valued for what it means to them. It won't. Buyers pay for predictable cash flow and reduced risk, not emotional attachment. That's why this conversation with Saul Cohen matters. We unpacked what really drives business value before an acquisition, why so many founders accidentally damage their exit, and the commercial disciplines that genuinely increase enterprise value. If you're building with an eventual exit in mind, this episode is well worth your time. In this episode If you want to build a business that's worth more tomorrow than it is today, start here. Build systems that reduce dependency on you. Turn founder-led selling into a repeatable commercial engine. Treat culture as a business asset, not a soft skill. Understand how buyers think long before you decide to sell. Focus on reducing risk as aggressively as increasing revenue. Episode highlights 01:36 The most expensive leadership blind spot before an exit is usually the founder's own ego. 11:03 Business value is driven by cash generation multiplied by perceived risk. 13:20 Saul introduces the SCORE framework for increasing enterprise value. 15:50 Founder-led sales eventually become a valuation problem. 19:24 Why most founders are unconsciously competent and why that makes scaling harder. 24:49 The emotional mistake that destroys value during an exit. 30:20 Saul explains his people-first approach to acquisitions and private equity. Links and resources Saul Cohen Linkedin : https://www.linkedin.com/in/cohensaul/Website : https://theexperteye.co.uk/ Free business valuation call https://api.leadconnectorhq.com/widget/booking/2vJaGhCvAJxnEB4OntBb Thanks for listening to Leadership That Sells. If you found this episode useful, please follow the podcast, leave a review, and share it with another founder, MD or senior commercial leader who is building a business for long-term value. Your support helps more of the right people discover the show.
July 20, 2026
146. Doug Levy - How to scale margins without scaling chaos
Everyone talks about scaling. Far fewer people actually do it. In this conversation with Doug Levy, we unpack what real operational scale looks like. Not adding people because revenue is growing, but building a business where productivity outpaces payroll. We also get into why founders become the bottleneck, why poor hiring quietly destroys EBITDA long before anyone notices, and why disciplined systems create freedom instead of bureaucracy. In this episode Here's what I'd take away from this conversation. Stop delegating tasks and start delegating problems. Build systems that allow good people to operate without your constant intervention. Scale revenue through operational discipline before adding headcount. Hire with discipline because poor hiring quietly destroys profit long before it shows up in the numbers. Reward the behaviours you actually want repeated across the business. Episode highlights 01:30 The biggest operational lie founders tell themselves. 03:18 Why delegating problems beats delegating tasks. 07:45 What real scaling actually looks like and why hiring more people isn't the answer. 10:48 The leadership challenge of turning generalists into specialists. 15:10 Why poor hiring quietly destroys EBITDA years before leaders notice. 20:20 The hardest leadership lesson is usually found in the mirror. 24:08 The leadership principle every organisation eventually reflects. Links and resources Doug Levy Doug Services Doug's workshops and webinars If you enjoyed this episode, I'd really appreciate it if you followed the show, left a rating and shared it with another founder, MD or senior commercial leader who is trying to build a business that scales without unnecessary complexity. Thanks for listening, and I'll see you in the next episode
June 29, 2026
145. Crispin Thompson - How To Turn Strategy Into Results
Most strategies don't fail because the idea was wrong. They fail because nobody properly translated the idea into execution. In this conversation with Crispin Thompson, we got into the uncomfortable gap between strategy and results. We talked about why leaders keep looking for technology to solve process problems, why shiny new initiatives kill momentum, and why some of the best turnarounds come from discipline rather than transformation. If you're responsible for growth, change, or commercial performance, there's a lot in here worth paying attention to. In this episode The question I kept coming back to was simple: how do you turn a good idea into a result? Define what success actually looks like before you launch anything Bring the people closest to the work into the conversation earlier than feels comfortable Fix broken processes before you automate them Measure progress relentlessly so you can defend investment and maintain focus Resist the temptation to abandon good work for the next shiny initiative Episode highlights 06:58 Why asking "what can we do consistently?" unlocked a turnaround that others thought was impossible 09:09 The uncomfortable truth: the turnaround succeeded through rigour, not technology 10:55 Why AI doesn't fix bad processes. It scales them 15:07 The simplest strategy question most leadership teams never answer properly: what does good look like? 22:19 Every dip in performance gets blamed on change unless you're ahead of the story 26:06 The leadership behaviour that quietly destroys execution: turning "we" into "I" 30:51 Crispin's billboard message: you almost never get what you don't ask for Links and resources The Human Advantage: Emotional Intelligence in the Age of AI by Crispin Thompson Crispin Thompson https://www.linkedin.com/in/crispinthompson/ Crispin's leadership advisory business http://www.leadership-studio.com/ If you found this conversation useful, follow the show, leave a review, and share it with another founder, MD, or senior commercial leader who is trying to turn strategy into results. It helps more people find the podcast, and it helps us keep having conversations that go beyond the usual leadership clichés.
149 total episodes available with 1 transcripts
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Andrea Morton
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Sylvana Rochet
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Carl Sharperson Jr
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Dmytro Tymoshchuk
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Christine Nicholson
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Jack Cohen
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Torben Noerby
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