Psyche of Sales

About 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.

Publisher

Johnny Lee

Category

business

Language

en

Explicit

No

First episode

6 Jun 2023

Latest episode

21 Oct 2026

Latest episodes

47 episodes in the feed.

1. 

   21 Oct 2026

   SNAPSHOTS: The Sprint to Christmas with Johnny & Rachael

   With about nine selling weeks left before Christmas, Johnny and Rachael break down how to make the sprint to year-end count without piling on more pressure. They cover why "the market is all in your head" is a dismissive myth, how to map your pipeline with real numbers, making Christmas catch-ups productive rather than just social, and why discipline will always beat motivation when the clock is ticking. Key Takeaways The market is real — your response is controllable. Market downturns aren't imaginary. What matters is separating what's real from what you can influence: who you speak to, how often, and the energy you bring. Start with the end in mind. Pick your last working day (e.g., Tuesday Dec 22nd), define what success looks like that evening, and work backwards. Don't forget to plan what Monday Jan 11th looks like when you return. Do the maths on your pipeline. If you want 4 enterprise, 10 medium, and 20 smaller clients, you need roughly 100 genuine conversations — about 12 per week. Break that into measurable activities: conversations started, next steps agreed, meetings booked, and prep time. Don't decide for your clients. People are busy in December, but they'll make time for a genuine, well-prepared ask. Johnny shares how offering to fly to Auckland for a 2-hour whiteboard session turned a "November is really bad for me" into a "yeah, 100%." Make Christmas catch-ups count. Handle business before or at the start of the lunch — not after a few drinks. Know what you want out of it. Book the next step before you leave. Nurture the cold contacts. Handwritten notes, coffee vouchers, keeping the dialogue open. If someone doesn't respond before Christmas, re-engage in January: "I know we kept missing each other — when are you back?" Discipline beats motivation. Nine weeks gives you roughly 45 selling days. Not every day will be great, but if you can turn 25 good days into 35, the compounding impact is significant. Put your calls, reach-outs, and socials in the diary so you just do them anyway. Actions for Listeners Block out 30 minutes to map your goals and work backwards from your last working day before Christmas Write down 3 things you want completed before Christmas and 3 things you want in place for January Do an honest pipeline review — what can close, what can progress, and what needs nurturing into 2027? Get next steps in the diary — including any conversations you've been putting off Check in with yourself — has pressure changed how you're showing up in conversations? For sales leaders: pick one thing your team could do better and practice it with them Follow Johnny Lee (https://www.linkedin.com/in/johnny-lee-b3846018/) on LinkedIn Follow Rachael Valtwies (https://www.linkedin.com/in/rachael-valtwies-96464b1a6/) on LinkedIn Follow EnableIQ (https://au.linkedin.com/company/enablese) on LinkedIn

2. 

   15 Oct 2026

   REPLAY | Burnout & Balance with Johnny & Nick Gorman (Equilibrium at Work)

   This is a replay of one of our most popular episodes. We're bringing it back for those who missed it the first time around — and because the conversation remains as relevant as ever. Overview: Johnny sits down with Nick Gorman — a former institutional sales trader turned career and wellbeing coach — for a candid chat about burnout, mental health, career transitions, and what it takes to build a sustainable life in high-pressure environments. Nick spent 20+ years on trading floors at Merrill Lynch, Macquarie, and Citigroup while privately battling undiagnosed mental illness. Today, he runs Equilibrium at Work, a coaching business helping professionals navigate burnout, work-life balance, and career challenges. Key Takeaways: Know your non-negotiables. Identify the handful of things that truly matter — family, health, close relationships — and protect them ruthlessly. Everything else is negotiable, Burning out is not the same as being burnt out. Burnout is sustained, debilitating, and requires intervention. Learn to recognise the signs early: cognitive impairment, irritability, perpetual exhaustion, lack of empathy, and withdrawal. A proper diagnosis changes everything. Once a psychiatrist gave Nick a framework and treatment path to tackle his diagnosis, the relief was immense. Don't give up if a therapist or medication doesn't work the first time; keep searching for the right fit. External fixes don't solve internal problems. Lasting change comes from daily routines and habits that fill your cup faster than you drain it. Cold water is a circuit breaker. You can't be freezing cold and thinking about something at the same time. Even 30 seconds in a cold shower or pool is enough to interrupt a stress spiral and reset your headspace. The best coaches have lived it. Nick's credibility comes from having been through burnout, bad relationships, and misdiagnosis himself. Clients respond to someone who understands the terrain — not just textbook theory. Honesty is the most powerful coaching tool. The moment of discomfort is where real change happens — solving too early or softening the message robs people of that breakthrough. Solitude is not selfish. Making time to be alone is essential for recharging. Protecting that space — whether it's a walk or an hour in a sauna — is essential for sustained performance. Progressive employers are the future. Companies that genuinely invest in their people's wellbeing — not just on paper but in practice — will win. The ones still stuck in "toughen up" culture are losing talent and productivity. 77% of working professionals will experience some form of burnout. If you're struggling, you're in good company, and the stigma is fading fast. Follow Johnny Lee (https://www.linkedin.com/in/johnny-lee-b3846018/) on LinkedIn Nick Gorman is the Founder of Equilibrium at Work (https://www.equilibriumatwork.com.au), a coaching practice dedicated to helping professionals navigate career challenges, mental wellbeing, and sustainable performance. Follow Nick Gorman (https://www.linkedin.com/in/nick-gorman-42694661/) on LinkedIn

3. 

   28 Sept 2026

   SNAPSHOTS: The Art of Nurturing with Johnny & Rachael

   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 (https://www.linkedin.com/in/johnny-lee-b3846018/) on LinkedIn Follow Rachael Valtwies (https://www.linkedin.com/in/rachael-valtwies-96464b1a6/) on LinkedIn Follow EnableIQ (https://au.linkedin.com/company/enablese) 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.

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Spotify

5.0 / 5

12 ratings

Podcast Authority Score: 29 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

34

Social presence

0

YouTube

0

Engagement

60

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