Shows
EngageXFollowing your passion with Venetia MajorJoin Andrew and Venetia on her journey to becoming a jeweller and starting her own business. Continuing on Andrew's previous Podcast on Women in Business creating different outcomes for clients, this story describes how Venetia discovered her passion for Jewellery making and followed that dream to where she is today in what used to be a male-dominated industry.
Venetia has created a new style of jewellery business that is deliberately not posh and rediscovers the personal meaning of making a jewel for the most personal of occasions. 2023-12-0734 min
EngageXMatt Rosenthal talks about building his cybersecurity company on values.Matt Rosenthal is a Defence professional beginning with his military officer career where he served for over 12 years in a full-time capacity supporting many complex Defence operations in Australian and in the Middle East.
As a Project Manager, Matt is delivering a Cyber Security capability for the Australian Government.
As an extroverted leader who brings a growth mindset founded on an unparalleled drive to develop the Zilor Group brand, Matt strives to provide the best place to work for our team whilst delivering value to our clients.
2023-08-0723 min
EngageXTechnology Governance for the Board. The 'must have' capability.Russell Yardley (FAICD) is an experienced director, entrepreneur and innovator appreciated for business strategy, strategic & business planning and an extensive knowledge of government.
Russell has authored a white paper on Technology Governance for Boards covering:
Data Governance
Privacy and Identity Management
AI and Automation
Cybersecurity and Threat Protection
Project Management and accountability
Ethics and Reputation in our Governance Framework
Transparency and Accountability
The paper also includes Australian law and how it impacts technology governance.
In this episode Sven talks to Russell about the white paper and why it was created. From focussing on...2023-07-2442 min
EngageXOn rebranding and people first.Mark Cameron is the CEO of Alyve, a specialist digital transformation consultancy. He has written over five hundred digital strategy-focused articles in columns for BRW, CMO.com.au and Marketing Magazine.
In this Episode Andrew and Sven interview Mark on his recent rebranding of Alyve (previously W3Digital) with a focus on People. We wanted to know why this is important and how it impacted the organisation.
For us, it is a story of staying relevant to your clients and making the move towards more meaningful results for your clients as well as the people...2023-07-1730 min
EngageXEpisode 9: Beyond the PD with Rasa BlansjaarWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, who is an experienced sales leader, author, consultant, and co-founder of EngageX, an Engagement Excellence company. In this episode, Andrew is joined by Rasa Blansjaar, a technical recruitment executive with over 20 years of experience in the industry.
In 2021, Rasa founded Solstice Recruitment, a company that combines her two passions - recruitment and technology sales. With a focus on helping companies achieve their growth targets, Solstice Recruitment is dedicated to hiring the best talent in the market and building high-performing sales teams. Rasa's extensive experience in...2023-07-1137 min
EngageXEpisode 10: Making tricky situations normal with Leanne BurnettWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, who is an experienced sales leader, author, consultant, and founder of CEO-Led Sales. In this episode, Andrew is joined by Leanne Bernett, a seasoned people and culture senior leader. Together, they delve into the prevalent challenges of capital and financing faced by start-ups today.
Leanne has spent majority of her career at the big four consulting firms, where she held senior leadership positions and helped companies solve their most tricky people challenges. Following Leanne’s successful tenure in consulting, she transitioned into leading People and Cu...2023-06-2741 min
EngageXCEO Led Sales AudiobookToday's sales approach is tactical. Both from a sales person perspective and from the company perspective. This approach is driving outcomes that are not exceptional for the client. Sales people are self centric and organisations are making decisions in an environment of being fiscal cycle driven not client outcome driven.
This book offers a fresh and alternative approach to an organisation's long term success.
2023-05-115h 52
EngageXEpisode 8: Rodney's Nursery with Emma TollWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, who is an experienced sales leader, author, consultant, and founder of CEO-Led Sales. Andrew is joined by Emma Toll, a successful businesswoman and horticulture expert.
Emma's journey began in London, where she gained experience in hotel management, personal assistance, and by running a high end chalet in the French Alps. After enjoying her time in Europe, she retreated to Australia, where she fell in love with horticulture and her family’s business - Rodney’s Nursery.
From there Emma studied horticulture and found a way...2023-04-1944 min
EngageXEpisode 7: Win your next proposal with David BirdWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, who is an experienced sales leader, author, consultant, and founder of CEO-Led Sales. Andrew is joined by David Bird, an industry leader and the Managing Director of the International Wise Counsel. Hear from David as he shares his perspective on how to confidently achieve success through each decision in your career.
David is equipped with nearly 40 years of experience coaching organisations and guiding them through making important decisions and business deals. With a previous background as a barrister position in the High Court of Victoria a...2023-04-0639 min
EngageXEpisode 6: Automation – Enabling greater employee satisfaction and productivity with Andrew FootWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, an experienced sales leader, author, consultant, and the founder of CEO-Led Sales. In this episode, Andrew Phillips is joined by Andrew Foot, Regional Vice President of Automation Anywhere. With a strong IT background spanning over 20 years, Andrew Foot has seen the industry grow and adapt throughout his career - an evolution that led him to pursue the automation industry. Together, they discuss the growing influence of the automation industry on businesses and the benefits of a hybrid workforce, as well as Andrew’s passion for good wine....2023-03-2230 min
EngageXEpisode 5: The Evolution of Sourcing Strategies with Simon WhiteWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, an experienced sales leader, author, consultant and the founder of CEO-Led Sales. Andrew is joined by Simon White, the lead partner for Kyndryl in the federal government. Join Simon and Andrew as they discuss the evolution of sourcing strategies in the federal government from the mid-2000s to the present day, and into the future.
Simon's experience as an ICT Transformation Expert in the Public Sector and at Kyndral has allowed him to help design, build, manage, and modernise mission-critical technology systems that everyone depends...2023-02-0834 min
EngageXEpisode 4: How Board Members can Deliver Value in Today’s Chaotic World with Russell YardleyWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, an experienced sales leader, author, consultant and the founder of CEO-Led Sales. Andrew is joined by Russell Yardley, Russell is currently the chairman of Algonquin investments and a board member of both the Australian Research Data Commons, and The Alannah and Madeline Foundation. Russell was invited onto CEO-Led sales to discuss his take as to whether the addition and resilience of board members are influential to a company’s success.
Russell Yardley began his career at IBM in 1978 focusing on technology, management, and marketing. He th...2023-01-2436 min
EngageXEpisode 3: The Walking Mentor with Ash MaynardWelcome back to the CEO-Led Sales Podcast with our host, Andrew Phillips, an experienced sales leader, author, consultant and the founder of CEO-Led Sales. Andrew is joined by Ash Maynard and they discuss how to balance a successful, professional career with a life beyond the office. Ash is the founder and CEO of The Walking Mentor, dedicating himself to providing guidance to industry professionals searching for work-life-self balance.
Ash’s professional experience includes directing global and national projects as well as consulting industry professionals through corporate decision making. In addition, he has a background as a military of...2022-12-1523 min
EngageXEpisode 2: Strategic Planning with Sven BrookWelcome back to the CEO-Led Sales Podcast. Our host, Andrew Phillips, who is an experienced sales leader, author, consultant and founder of CEO-Led Sales is interviewing Business Technology Strategist & Consultant Sven Brook, where they speak on Strategic Planning, moving out of the corporate world and migrating towards smaller pockets of the industry.
Interviewing Sven provides the listeners of CEO-Led Sales with a valuable insight into his observations and the impact of strategy at three different levels of a person's career. Now working for a smaller group of tight-knit consultants, he explains how he is flourishing in his...2022-11-1837 min
EngageXEpisode 1: What has been happening?Welcome back to the CEO-Led Sales Podcast. Our host, Andrew Phillips, who is an experienced sales leader, author, consultant and founder of CEO-Led Sales is being interviewed in this week’s episode, detailing his recent journey as an Interim CEO for Clearbox Systems. As we celebrate the beginning of a new season, we reflect on how Andrew Phillips has practised his message throughout his book in his new position as a CEO. Despite his prior knowledge of aerospace, Andrew Phillips has now immersed himself fully into the aerospace industry where he was able to enact strategic plans and sales co...2022-09-1630 min
EngageXEpisode 15. All Things Sales CoachingIn this episode, Andrew discusses how and when sales coaching should be incorporated into The Right Model, and its importance for overall client and sales success. Whether this be focussing on improving the bottom performing segment of the company, or discussing the performance of salespeople with clients themselves, sales coaching achieves peak performance and higher self confidence and morale in the team. In particular, it has been found that coaching conducted externally from the leadership structure best enhances corporate performance. Does your sales strategy assist your clients in solving their strategic imperatives?
If you would like to...2022-07-2739 min
EngageXEpisode 14. CEO Led Sales Plan Pt.2Join us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew delves further into his CEO-Led Sales plan with an awaited part 2.
About CEO Led Sales:
CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the...2022-03-0432 min
EngageXEpisode 13. Implementing the Sales PlanJoin us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, we look at a real-world implementation of the CEO Sales Plan. Andrew explains how this process has been approached with a current client, and what this looks like for that team. The discussion covers changes to the length of the sales pipeline, methods to achieve focus and clarity, in both organisational strategies and for each individual client and opportunity, and how...2022-02-1829 min
EngageXEpisode 12. Industry 4.0Join us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford, and special guest and expert on Industry 4.0, Sven.
Industry 4.0 – the fourth industrial revolution is already here. Created by the advances in technology changing the way we operate, businesses need to stay ahead by actively keeping up with changes to data processing, automation, and machine learning. Digital transformation is critically important for companies to stay ahead of competitors. Once, the new technology would not mean a...2022-02-0331 min
EngageXEpisode 11. How the election can affect Federal Government spendingJoin us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew discusses both State and Federal Governments: how they are managing technology in a post-Covid19 era, data and trust, and the upcoming Federal Election.
The next 6 months are critically important as the decisions made by the Federal Government can impact business opportunities – including the type of tenders released as budgets allocations are changed. Andrew stresses the need to be in...2021-12-1932 min
EngageXEpisode 10. State of the MarketJoin us in this episode with Andrew Philips, our podcasts owner, and the author of the book “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew discusses the criteria you need to hire a stand-out sales team and client success managers. The current state of the economy and talent market is broken down, including Andrew’s view on the requirement for attracting talent when talent is scarce.
The industry is slowly changing, and it’s clear a short-term mindset and lack of strat...2021-12-0127 min
EngageXEpisode 9. The Power PlanJoin us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
This is the final episode exploring the CEO Led Sales book, and Andrew introduces us to the Power Plan. Implementing the Power Plan is uncomfortable, enlightening – and essential.
The Power Plan is scored on the 4 C’s - Credibility, Capability, Commitment and Control. Credibility explores knowledge and trustworthiness. Capability looks at the actual, genuine ability to deliver on a dea...2021-11-0433 min
EngageXEpisode 8. The Pursuit PlanJoin us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces us to the Pursuit Plan. Put this and the upcoming episode on the Power Plan together, and you can get started immediately.
The Pursuit Plan is an analytical investigation of the strengths and weaknesses of each individual deal, the client, and the approach. All of this is detailed, spelled out, and has owne...2021-10-2133 min
EngageXEpisode 7. The Remuneration PlanJoin us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces us to the controversial “remuneration plan”. Andrew explains why he views the traditional split of ‘base’ and ‘at risk’ pay, plus individual incentives for a sales team are outdated, being that is creates peaks and troughs and shifts focus to the pay check and away from the needs of the company, clients and shareholders. The remuneration...2021-10-0334 min
EngageXEpisode 6. The Team PlanJoin us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces us to The Team Plan. Taking us through who in an organisation should be involved in each sales deal, and how their roles should change to make this work. This team should capture everyone in an organisation, from the Client Expert (salesperson) to HR and Legal, through to the receptionist or store person. This chan...2021-09-1743 min
EngageXEpisode 5. The Attainment PlanJoin us in this episode with Andrew Phillips, our podcasts owner and the author of the now available book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces the “Attainment Plan”. A deep, robust and detailed plan on how the client success manager intends to win each client. Andrew lays out the process of strategic sales planning, from deep learning and knowledge of each client, to understand the market opportunities, and finally touching on the sales team. While this plan might seem intimidat...2021-08-2735 min
EngageXEpisode 4. The CEO Sales PlanJoin us in this episode with Andrew Philips, our podcasts owner and the author of the recently released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces the “CEO Sales Plan”, explaining what is and how it works, providing some examples of what is included in this plan, and emphasising its importance as the defining, driving document to revolutionise sales in an organisation. Andrew is clear that this document is owned and driven by the CEO, and could be considered the rudder t...2021-07-3032 min
EngageXEpisode 3. The New Model to Transform Your BusinessJoin us in this episode with Andrew Philips, our podcasts owner and the author his new book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces the CEO Sales “Right Model”, giving us an overview of what the model is, how it works, and the benefit it brings to an organisation. We talk through each aspect of the model, starting with the CEO Sales Plan.
You can view the model here: https://www.andrewphillips.net.au/services
This is a gre...2021-07-1630 min
EngageXEpisode 2. Sales Models are Broken, Let's Fix ItJoin us for the second episode with Andrew Philips, our podcasts owner and the author of the soon to be released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew explains why and how the sales function is broken on a systemic level. Andrew explains how instead we can implement a process that ensures certainty, improves the experience of the sales team, and over time, generates more sales wins.
This is an enlightening episode and is great for any CEO or S...2021-07-0246 min
EngageXEpisode 1. Why Did I Write a Book About Sales?Join us on this inaugural episode with Andrew Philips, our podcasts owner and the author of the soon to be released book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, we learn about the person behind the book. We cover Andrew’s history, including time as a mechanic, in the police force, and as a diver. We gain an insight into the diverse career that has inspired the CEO Led Sales ethos and methodology.
This is a fantastic episode in introducing Andrew...2021-06-0445 min