Most sales teams are chasing cold leads while their next best opportunity is already sitting inside their existing network.

In this episode of Because Growth Matters, Daniel is joined by Stephen Oommen, a sales and networking expert who is challenging the traditional approach to prospecting.

Stephen shares why he believes cold calls and cold emails should be the last step in your sales process, not the first, and how focusing on real relationships leads to faster trust and stronger revenue outcomes.

He breaks down how warm referrals have driven over 98 percent of his career revenue and explains why modern sales teams have sacrificed effectiveness for efficiency. Stephen also shares practical frameworks for mapping your network, becoming referable, and building genuine connections that naturally lead to opportunities.

Timestamps

00:00 Introduction to Stephen

01:32 Stephen’s background in sales

04:47 Why warm referrals outperform cold outreach

07:38 Stephen’s career journey and the role of mentors

11:07 Practical networking strategies anyone can start today

13:09 Three simple steps to improve sales results

17:40 Why genuine human connection matters in business

24:17 How referrals shorten sales cycles and build trust faster

25:10 Where sales managers unintentionally block progress

26:09 The real importance of building and maintaining a network

31:16 When and how cold outreach still has a place

34:50 Mentorship lessons that shaped Stephen’s career

38:00 Why investing in sales enablement matters

41:31 Choosing mission over money in sales

44:00 The 1% that leads to big changes

If you enjoyed this episode, make sure to subscribe to Because Growth Matters so you never miss an episode.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel RobusWebsite: https://www.growthmattersintl.com

Connect with Stephen

LinkedIn: https://www.linkedin.com/in/stephenoommen/

In this episode of Because Growth Matters, Daniel is joined by Steve Fiore, a customer success and sales enablement leader with over 30 years of experience across enterprise sales, customer success, and leadership.

Steve shares his journey from frontline sales into senior leadership roles and explains how his career evolved from selling products to enabling long-term customer growth.

They explore how sales and customer success should work together in modern organisations, where accountability sits once a deal is closed, and why so many companies struggle to get customer success right.

Steve also opens up about his personal reinvention journey, the launch of his lifestyle platform Rooted and Refined Living, and why wellbeing and personal productivity are essential for leaders navigating burnout.

Timestamps

00:00 Introduction to Steve Fiore

01:03 How Steve found his way into sales leadership and customer success

03:05 What sales enablement and customer success really mean in practice

05:26 Where companies get customer success wrong and how to do it better

14:22 Reinventing your lifestyle through curiosity and personal productivity

26:16 What job hunting can teach us about sales and confidence

31:32 The one percent habit that makes the biggest difference

If you enjoyed this episode, make sure to subscribe so you never miss a conversation.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel RobusWebsite: https://www.growthmattersintl.com

Connect with Steve

LinkedIn: https://www.linkedin.com/in/stevenmfiore/

Website: https://www.rootedandrefinedliving.com/

Hiring the wrong salesperson can stall growth, drain morale, and cost companies thousands.

In this episode, Daniel sits down with Dr Christopher Croner, a leading psychologist, consultant, and co author of the bestselling book Never Hire a Bad Salesperson Again.

Chris has spent more than twenty years studying the psychology of high performing salespeople and has assessed more than 150,000 candidates worldwide.

He breaks down the science behind the three non teachable traits that predict sales success, why traditional hiring approaches fail, and how companies can dramatically improve their sales results by changing the way they interview.

Chris also shares the biggest hiring mistakes business owners make, particularly when hiring their first salesperson, and how to structure an onboarding process that sets new hires up for long term performance.

If you hire, lead, or work alongside salespeople in any capacity, this episode will transform the way you think about talent selection!

Timestamps

00:00 Introducing Dr Christopher Croner

01:13 The science of identifying top performing salespeople

03:39 The core characteristics shared by the best sales professionals

08:58 The most common hiring mistakes companies make

14:56 The most revealing interview questions for sales candidates

20:11 Access the Sales Drive Assessment

20:53 What to focus on when hiring your first ever salesperson

21:49 The essential traits every sales hire should have

25:52 How to build a successful onboarding process

27:50 What Chris learned from writing his book

34:31 How AI is shaping the future of sales and hiring

37:22 Resources Chris recommends

If this episode helped you rethink your hiring process, make sure you follow the show so you never miss an episode!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Christopher:

LinkedIn: Christopher Croner

Website: https://salesdrive.info/

Sales Drive Assessment: https://salesdrive.info/drive-test/

Email: CCroner@salesdrivetest.com

Never Hire a Bad Salesperson Again

The most impactful sales leaders are the ones who return to the fundamentals. In this episode, Daniel sits down with David Brock, bestselling author of Sales Manager Survival Guide and one of the most respected thinkers in the world of sales leadership.

David brings decades of experience working with global teams and breaks down exactly why great sales management is the biggest driver of performance in any organisation.

He shares how a lack of training and support for frontline managers has weakened leadership across the industry, why so many sales teams are overwhelmed, and how going back to core principles can radically transform results.

David explains the real job of a sales leader and the simple habits that build strong, consistent, high performing teams.

Timestamps

00:00 Intro to David Brock

01:15 Why strong sales leadership is the backbone of every organisation

05:29 Mentors, influences, and the ideas that shaped David’s leadership philosophy

07:17 Three attributes that define today’s most effective sales leaders

10:02 The common mistakes sales managers make and how to avoid them

11:23 Why leaders feel overwhelmed and how to refocus on what matters

19:23 How the role of sales managers has shifted in today’s environment

28:07 Why coaching is the most powerful tool a leader has

38:37 Key takeaways to implement immediately

If this episode helped you rethink your approach to leadership, share it with someone who would benefit from it!

Make sure to subscribe, rate the show, and message us with your thoughts. Your feedback helps the podcast grow and reach more leaders around the world.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel RobusWebsite: https://www.growthmattersintl.com

Connect with David

• LinkedIn: David Brock
• Partners In Excellence Blog: https://partnersinexcellenceblog.com
• Email: dabrock@excellenc.com
• Sales Manager Survival Guide (book): http://salesmanagersurvivalguide.com/

When leadership is done well, it elevates entire organisations, communities and countries.

In this conversation, Daniel sits down with Erick Sangoro, Managing Director at Cummins C&G and President of the Rotary Club in Nairobi.

Erick shares an honest look at modern leadership in Africa, balancing corporate responsibility with community impact, and how to build teams that thrive in unpredictable markets.

You will hear insights into African business dynamics, culture driven leadership, the art of developing high performing teams, and why the future of leadership belongs to those who genuinely understand people.

Erick also opens up about mentorship, personal growth, and navigating the fast changing landscape of technology, AI and geopolitics across East Africa.

Timestamps

00:00 Introducing Erick Sangoro

01:05 Clearing up the biggest misconceptions about Nairobi

02:17 Erick’s journey and the leadership values that shaped him

04:13 How he balances a demanding business role with community service

05:49 Key leadership challenges and the insights they taught him

08:12 What it really takes to navigate multinational dynamics across Africa

09:39 How rapid technological shifts are influencing his role

11:27 Why cultural sensitivity is essential for doing business across regions

14:43 Erick’s perspective on the future of leadership and technology

24:23 Powerful advice for young professionals and aspiring leaders

26:12 The biggest myths about sales and what people get wrong

27:40 The essential tools and tech Erick relies on

28:43 Mentorship, innovation and how he develops future leaders

30:46 Where to connect with Erick

If you enjoyed this episode, make sure to follow the show, leave a five star rating, and share it with someone who would get value from Erick’s insights.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Erick

LinkedIn: Erick Sangoro

If you have ever felt frustrated, unseen or misunderstood at work, managing up is your way forward.

In this episode, Daniel sits down with bestselling author, speaker and organisational culture expert Mary Abbajay to break down a topic every professional faces but few ever learn how to navigate: managing up.

Mary shares the insights behind her book Managing Up and explains why developing strong relationships with your managers is essential for long term career success.

She talks openly about her own career path, the rise of workplace complexity, and the reality that most bosses were never trained to manage people well.

Together, they explore the most common types of difficult bosses including the micromanager, the impulsive leader and the introverted ghost boss. Mary offers practical and actionable strategies for managing each one. From learning how to communicate clearly, to adapting to different working styles, to knowing when a boss is actually toxic, she offers a roadmap for anyone who wants to feel more empowered in their role.

Timestamps

00:00 Introducing Mary and her work

01:45 Mary’s career story

04:26 What managing up really means

11:56 Understanding different kinds of bosses

15:46 Practical strategies for managing up

20:42 How working styles shape workplace dynamics

21:19 Exploring the ghost boss

22:59 Communicating effectively with your boss

24:16 Building better relationships with managers

26:33 Adapting to leadership styles that differ from yours

32:12 The modern workplace and shifting expectations

If you enjoyed this episode, make sure to subscribe to the show, share it with a colleague or friend, and leave a rating or review. It really helps the podcast reach more listeners.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

• LinkedIn: Daniel Robus
• Website: https://www.growthmattersintl.com

Connect with Mary:

• LinkedIn: Mary Abbajay
• Website: https://www.careerstonegroup.com
• Book: Managing Up

The people who win in the next decade will be the ones who act fast, stay curious, and refuse to let failure slow them down. In today’s episode, Daniel is joined by seasoned entrepreneur, product builder, keynote speaker, and author Nic Haralambous.

Nic has spent two decades building and selling companies, launching products, advising start-ups, and speaking on global stages.

His approach to leadership is rooted in high agency, curiosity, relentless action, and a refusal to let failure get in the way of his success.

Nic shares his philosophy on why acting fast matters more than ever now, especially in a world where AI has removed the barriers between you and the information you need.

He opens up about navigating career pivots, building side hustles, and learning from catastrophic business failures that ultimately shaped his success.

This episode is packed with insights on agency, leadership, team culture, innovation, and building a career or business in a world that changes faster than ever.

Timestamps:

00:00 Intro to Nic Haralambous

00:51 The hidden challenges of moving continents

03:16 Understanding high agency and why action matters

07:16 How Nic reframed failure and what it taught him

10:16 Why being a generalist isn’t always a bad thing

15:46 How Nic helped people start profitable side hustles

20:16 What leaders need to do to develop and retain real talent

24:57 How middle management can slow innovation

26:24 The Peter Principle and why promotions often go wrong

27:19 How AI is reshaping teams, roles, and the future of work

28:07 Nic’s framework for evaluating and building ideas

32:18 Applying the dichotomy of control in your work and life

34:07 Rethinking sales and understanding what customers truly need

36:04 Advice Nic would give his 16 year old self today

38:49 How to use AI as your most powerful learning tool

If you enjoyed this episode, make sure to follow the show, share it with someone who would benefit, and leave us a rating or review so more people can discover these conversations.

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Nic:

LinkedIn https://www.linkedin.com/in/nic-haralambous/

Website https://nicharalambous.com/

True leadership is not about titles or ego, it is about humility, curiosity, consistency, and building people up while driving performance at the highest level.

In this episode, you’ll hear how Rishan Barat, General Manager at Microsoft US Mid-Market, blends humanity and excellence in one of the most competitive environments in the world.

Originally from South Africa and now leading across the US market, Rishan shares the lessons that shaped him as a leader, from navigating cultural shifts and making family sacrifices, to learning through failure and staying grounded in values and faith.

He and Daniel unpack what it means to coach with trust, show up with consistency, and build teams who think for themselves and thrive long-term.

You’ll hear powerful insights on performance management, hiring, feedback, personal development, and the mindset needed to excel as a leader in sales and corporate environments.

Timestamps:

00:00 Introduction to Rishan Barat

02:07 From South Africa to the US

03:53 Adapting to New Cultures and Appreciating the American Spirit

07:30 Advice for Anyone Moving Abroad for Work

09:05 Lessons in Leadership and Learning from Failure

10:43 Managing Ego and Staying Grounded in Humility

12:58 How Faith Shapes Rishan’s Leadership Philosophy

14:50 The Difference Between Coaching and Managing

17:41 Building Trust and Leading with Empathy

22:09 Navigating Difficult Conversations with Clarity

23:11 How to Give and Receive Feedback Effectively

24:56 What Makes a Great Sales Leader

27:53 Balancing Individual Success with Team Growth

30:31 How Rishan Hires and Builds High-Performing Teams

34:14 Understanding Different Sales Profiles and Motivations

38:32 The Role of Technology and AI in Leadership Success

41:21 Rishan’s Go-To Books, Podcasts, and Tools for Growth

If you enjoyed this episode don’t forget to subscribe and rate the show 5 stars on your listening platform!

Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International? Fill out the application form HERE.

Connect with Daniel:

LinkedIn: Daniel Robus

Website: https://www.growthmattersintl.com

Connect with Rishan:

LinkedIn: Rishan Barat