Sales Leader’s Playbook: In Their Words
Business & Finance
About
Welcome to the Sales Leader’s Playbook podcast, where we explore the minds of Ontario’s most driven owner-led businesses. From industrial suppliers to software companies, agencies to manufacturers, we uncover how leaders are building, selling, and growing in a market that never stops changing. Each episode shares real-world strategies, leadership insights, and lessons learned by entrepreneurs still in the trenches.
Episodes
- E22 The Journey from Engineer to CEO | Sunny Amit
This episode features Sunny Amit, CEO of Evron Computers, who speaks with host Paul Tindall about sales leadership and business growth, including understanding client needs, scaling a business, and the impact of AI. They also discuss the s…
- E21 The Art of Lead Generation in Pharma | Nicola Lloyd
Nicola Lloyd, president of Meducom Health, is interviewed about her entrepreneurial journey, business growth, lead generation challenges, and the role of technology and AI in the pharmaceutical industry. She also shares insights on sales e…
- E20 The Future of Sales & Hiring: Why AI Alone Won’t Work | Jordan Goure
In this episode, Jordan Goure, Founder & CEO of Picsume, joins host Justine Tindall to discuss the future of sales, hiring, and AI-driven recruitment. They explore why traditional hiring methods, such as resumes, are becoming outdated due…
- E19 Why Enterprise Value Matters More Than Revenue in 2026 | Susan Richards
In this episode, Susan Richards, CEO of Numbercrunch, discusses with host Justine Tindall why enterprise value is crucial for business growth in 2026, surpassing the focus on revenue. She explains how AI is reshaping operational efficiency…
- E18 From Startup to Scale: The CEO’s Role in Sales Success | Jay Bousada
This episode features Jay Bousada, CEO & Founder of ThrillWorks, who discusses the importance of a CEO's involvement in sales for business growth. He shares insights on building client relationships, avoiding client loss, improving convers…
- E17 From Marketing to Revenue Optimization: Fixing the Broken Growth System | Alysha Dominico
Alysha Dominico, CEO & Co-Founder of Tangible Words, explains that many companies misdiagnose revenue problems as lead problems. She identifies misaligned sales processes, poor data, and lack of team ownership as the actual issues, offerin…
- E16 How Modern Sales Teams Generate Leads in 2026 | Paul Griffin
Paul Griffin, CEO of The Sales Factory, discusses how modern sales teams are using AI and human sales execution for lead generation. He explains why cold calling is still effective and how companies can evolve their go-to-market strategy.
- E15 How to Dominate Niche Markets in Insurance | James Grant
James Grant, of Signature Risk Partners, joins host Justine Tindall and Paul Tindall of Sandler Training. They discuss how to build a specialized insurance business by focusing on niche markets like golf courses, wineries, craft breweries,…
- E14 How to Scale a Bootstrapped SaaS to 40% Growth in the AI Era with Joel Varty.
Joel Varty, CTO of AgilityCMS, joins Justine Tindall to discuss the strategies for scaling a bootstrapped SaaS company for consistent growth in the enterprise market, focusing on the impact of AI on sales, marketing, and leadership. He sha…
- E13 AI + Human Sales Strategy: How to Scale DTC & E-commerce Profitably with Arun Kirupa
Arun Kirupa shares his insights on scaling DTC and e-commerce brands profitably. He discusses real-world sales strategies, AI-powered growth systems, and the importance of combining AI with human connection in sales, hiring, and lead gener…
- E12 From Layoff to CEO: How One Mistake Built a Global Telecom Empire with Eduardo Harari
In this episode, Eduardo Harari, CEO of World Wireless Solutions, shares his story of building a global telecom empire after a layoff from Bell Canada. He discusses sales strategies, client relationships, and business growth, including ins…
- E11 Building Repeatable Revenue Systems in the Age of AI | Brandon Kay and Justine Tindall
This episode features Brandon Kay discussing building repeatable revenue systems and effective sales strategies. He shares insights on personalized outreach, sales training frameworks, and navigating growth challenges in sales.
- E10 Scaling Advanced Manufacturing with Trust & Innovation | David Yeaman and Justine Tindall
David Yeaman, co-owner of MPC | Molded Precision Components, discusses the growth of his advanced manufacturing company and strategies for sales, customer relationships, and team leadership. He shares insights on scaling a business sustain…
- E09 How Top Sales Leaders Build Trust, Urgency & Scalable Growth | David Nirko and Paul Tindall
This episode of Sales Leader’s Playbook: In Their Words discusses how top sales leaders build trust, urgency, and scalable growth.
- E08 How to Build a $7B Financial Services Firm from Zero | With Michael Konopaski and Justine Tindall
This episode features Michael Konopaski, Managing Director of Designed Wealth, discussing how he built a $7 billion financial services firm. He shares insights on unconventional sales and business development strategies that led to this su…
- E07 The Importance of A Players in Sales | With Chris Wilson and Justine Tindall
This episode of Sales Leader's Playbook features Chris Wilson and Justine Tindall discussing the importance of A players in sales. The conversation focuses on sales strategies and business growth for owner-led businesses.
- E6 The Art of Client Relationships in Sales | With Tara Mowat and Justine Tindall
Tara Mowat, President and CEO of Logistics Alliance, discusses the art of client relationships in sales. She brings unique insights from her background in engineering, systems, and data to building scalable solutions.
- E05 How Gamification Enhances Sales Team Performance | With Zac Sutherland and Paul Tindall
Zac Sutherland, President of Sutherland Insurance, discusses sales strategies for growth in a competitive market. He emphasizes building relationships, lead generation, AI use, CRM implementation, and mentorship in sales.
- E04 Growth is defined by forward momentum, not just revenue | With Ryan Austin and Justine Tindall
Ryan Austin, CEO of Cognota, defines growth as forward momentum, not solely revenue. He shares insights from his experience as a serial entrepreneur and his work in learning and development technology.
- E03 Learning from failed strategies | With Dan Radu and Justine Tindall
Dan Radu, founder of a B2B marketing agency, shares his entrepreneurial journey and insights on sales, growth, lead generation, and the impact of AI on marketing. He emphasizes effective sales management and continuous training.
- E02 The Art of Business Growth | With Devon MacDonald and Paul Tindall
Devon MacDonald, President at Cairns Oneil, discusses business growth and leadership. He shares insights from his extensive experience in the media, technology, and creative industries.
- E01 Growth Gives Opportunity To People | With Jim Estill and Justine Tindall
Jim Estill, CEO of Danby Appliances, shares his entrepreneurial journey, discussing the importance of growth, proactive sales strategies, AI in business, continuous learning, and effective hiring practices. He also highlights leadership ch…