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In this episode, you get an extremely rare behind the scenes view on how Atlassian and Canva are rethinking sales, GTM and growth for the AI era. Atlassian have seen results within their sales team such as: 87% improvement in pace of work 68% improvement in quality of work 60% reduction in tickets needing human intervention Over at Canva, the sales team are rethinking how they drive growth via customer loyalty, how they prospect with AI and win new opportunities with the ultimate personalisation. You will hear from Caroline Stevens, Head of Sales Growth and B2B Revenue Performance at Canva, and Jessica Gilroy, Head of APAC GTM and Enterprise Sales at Atlassian, about how two of Australia's most successful SaaS scale-ups are rethinking their sales and GTM motion with AI. We cover everything from how they approach hypergrowth, culture non-negotiables, what they are prioritising for FY27, the skills they are hiring for, and how both companies managed to go from AI dabbling to AI results within the sales team. Both are measuring AI results differently, and you will hear both perspectives and approaches. You will hear the frameworks behind the results: Atlassian's Three Horizons framework and Canva's Bow Tie framework. They also get into the one thing both leaders are now hiring for that was not on anyone's radar a year ago. This conversation is a must-listen for any sales & GTM organisation that is looking to rethink for FY27 and embrace the Human + AI advantage. This episode dives into: The skill both leaders are now hiring for that nobody was hiring for a year agoThe Three Horizons framework Atlassian used to go AI-nativeWhy Canva measures customer loyalty before it ever measures revenue, and what that protects long termWhat Canva and Atlassian are actually prioritising for their sales and GTM teams heading into FY27The real difference between AI dabbling and AI adoption for sales teamsWhere relationship-based selling sits as AI takes over more of the transactional workThe mindset shift both leaders neededReady to rethink Sales for the Human + AI era in FY27? Start with our Human + AI REVenue Accelerator, a live cohort program taking sales teams from AI dabbling to building real pipeline in six weeks. Get started at https://www.revupsystem.com/accelerator/ and use promo code REVUPREBELLION at checkout for a $500 dollar saving per person, available until 13 August 2026 or until spots are full. 00:01:45 – Who owns AI for revenue teams? 00:04:23 – Inside Atlassian's sales & GTM AI journey 00:06:45 – The Three Horizons framework for AI maturity 00:16:11 – Why customer loyalty beats the revenue number 00:28:16 – Behind the scenes on hypergrowth 00:39:58 – Rethinking workflows in the human + AI era 01:01:16 – The real results, in the team's own numbers 01:08:27 – One thing every revenue leader should do this week Connect with our guests: Caroline Stevens, Canva: https://www.linkedin.com/in/caroline-stevens-4bb88359/Jessica Gilroy, Atlassian: https://www.linkedin.com/in/jessicagilroy/Canva: https://www.canva.com/Atlassian: https://www.atlassian.com/ Connect with us: Join the Human + AI REVenue Accelerator, built for FY27 growth: https://www.revupsystem.com/accelerator/ (use code REVUPREBELLION for a $500 saving per person until 13 August 2026) Be an Insider and receive our newsletter: https://tinyurl.com/be-an-insider-now/ Follow Abbie on LinkedIn: https://tinyurl.com/Follow-Abbie-on-LinkedIn/ Follow Sales Redefined on LinkedIn: https://tinyurl.com/Follow-SR-on-LinkedIn/ Keynotes and workshops with Abbie: https://abbie-white.com/

Four years ago, Grace Miller joined Diary of a CEO when it had 100,000 followers. She left the Gold Coast, took a role most of us haven't ever heard of, and started building something Steven Bartlett considered so critical he created the role specifically for it. Today the podcast has nearly 16 million followers, over a billion YouTube views, and multi-million-dollar revenue streams. Grace's title: Head of Failure and Experimentation. In this episode of REV UP Rebellion, Grace sits down with Abbie White in front of a live audience of revenue leaders to unpack how businesses can learn from FlightStory's approach to failure and experimentation. This episode is NOT about starting a podcast! It's about what revenue leaders can take from one of the fastest-growing media businesses on the planet, and how to apply that same experimentation edge to drive real commercial growth. Most revenue leaders experiment to some degree, but FlightStory has built it into its DNA, even looking for these attributes in a hiring culture test. The team has achieved unparalleled growth by out-failing the competition. Grace also shares how FlightStory is currently experimenting with AI, the internal AI competition that fast-tracked their progress, and the growth opportunities Grace has her eye on. What's covered in this episode: 90% of experiments at Diary of a CEO either fail or come back inconclusive — find out why Grace still considers that a winHow Grace and the Diary of a CEO team get the entire organisation consistently experimentingWhy Steven Bartlett calls Head of Failure and Experimentation one of the most critical roles in the businessHow FlightStory is experimenting with AI right now and what their results revealedHow to come back from a failed experiment without loss of moraleWhat separates a good experiment from a wasted oneThe culture standard Grace holds her team to: it's not acceptable to NOT try something newWhat would actually surprise you most about working with Steven Bartlett!(00:00:45) How Failing and Experimenting Can Result in $9M in Pipeline (Plus, How We Got Grace on Our Podcast!) (00:04:33) Process is Overrated: Why Breaking Process Unlocks Growth (00:06:35) What ‘Head of Failure’ Actually Means Day to Day (00:07:41) How Much of Your Team's Time Should Be Spent Experimenting (00:13:27) What Separates a Good Experiment from a Waste of Time (00:18:50) The Culture Mechanics that Make Experimentation Stick Across the Whole Organisation (00:25:05) How FlightStory Is Experimenting with AI Right Now (00:39:42) How to Build a Failure and Experimentation Culture Inside a Risk-Averse Organisation Connect with Grace: https://www.linkedin.com/in/grace-miller-linked-in/ Connect with us: Be an Insider and receive our inside track: ⁠https://tinyurl.com/be-an-insider-now/Check out our REV UP FY27 Program: ⁠https://tinyurl.com/REVUPSystem/Join the REVenue Leaders executive community: https://tinyurl.com/REVenueLeaders/Follow Abbie for the behind-the-scenes journey: ⁠https://tinyurl.com/Follow-Abbie-on-LinkedIn/The Growth Paradox keynote and workshop enquiries: ⁠https://abbie-white.com/

Abbie ran a business pre-mortem on her own company. She sat down expecting nothing she hadn't already thought of. She lives in this world every day. Thirty minutes later she had identified risks to her business she had not seen coming, and opportunities she had been too close to spot. That exercise became the Growth Paradox Framework. Right now, most revenue leaders are deep in one conversation: which AI LLM to use, what is the ROI on AI, and is the team adopting AI. It's not the wrong conversation. Whilst all these questions are relevant, there is a far more critical question which could be make-or-break, one that is most often being missed. In this episode, we dive into that critical question and stress-test your business against the Growth Paradox Framework. The Growth Paradox is a framework Abbie uses with clients and has never shared publicly... until now! If you lead revenue teams, this one is for you. What's covered in this episode: The high-risk AI conversation nobody is havingWhat Abbie found when she ran a pre-mortem on her own business, and why it surprised her The IKEA decision that turned displacement into over €1 billion in revenueThe most expensive mistake most leaders are making right nowThe question that should be answered by every revenue leader before FY27 planning closes (00:00:08) Why the AI Conversation Needs to Go Beyond LLMs and Tools (00:02:13) Where to Start: Running a Business Pre-Mortem (00:04:35) The Growth Paradox Framework (00:05:13) How to Find Emerging AI-Powered Opportunities (00:09:23) Human Connection is an Untapped Growth Lever (00:12:12) AI Risks Leaders Need to Face (00:14:18) What Businesses Risk by Not Adopting AI (00:16:49) Finding Your Non-Negotiables and Redefining Your Growth Strategy Take This Further: The Growth Paradox: Human + AI is Abbie's signature keynote for revenue generating teams in FY27. If this episode landed, reach out via this link: https://www.abbie-white.com/the-growth-paradox Abbie is also running FY27 planning workshops and leadership offsites for teams who want to go deeper. Book a conversation to see if it's a fit: https://www.abbie-white.com/contact-abbie Connect With Us: Be an Insider and receive our inside track: https://tinyurl.com/be-an-insider-now Check out our REV UP FY27 Program: https://tinyurl.com/REVUPSystem Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn Keynote and workshop enquiries: https://abbie-white.com

In the current volatile market and AI age, the most critical role a business needs is arguably the Chief Revenue Officer. Not the CRO running a playbook built for a market that no longer exists, but the one rising as the Growth Architect: building new systems of work, new revenue levers, and a function fit for today’s market. In this episode of REV UP Rebellion, Abbie sits down with Hayden Stafford for a frank and timely conversation. From the rise of the Chief Revenue Officer and why the average CRO tenure is only 18 months, to navigating growth in an AI age where, in two years, there will be 10X more AI agents than sellers! Hayden Stafford is President and Chief Revenue Officer at Seismic, the global leader in revenue enablement, and one of the most experienced revenue leaders in enterprise technology. He has held senior revenue roles at Microsoft, IBM, Salesforce, and Pegasystems before taking the CRO seat at Seismic, a company now operating as an AI-first revenue platform. This is a must-listen for CROs, Heads of Sales, and senior GTM leaders who want a clearer picture of where the role is heading and what it actually takes to build a revenue engine that performs and is futureproofed. What's covered in this episode: Why the obsession with pipeline volume is a red herring, and what to measure insteadThe real mandate of the CRO role, and how to lead through volatilityThe performance gap hiding in plain sight across even the highest-performing revenue teamsWhy most sellers are not getting the lift they expected from AI, and the three practical steps to close that gapSystems of work versus systems of record: why this distinction will define who wins the next three years in revenueIf you are leading a revenue function and want to cut through the noise on what the CRO role actually demands right now, this is the conversation to start with. (00:01:45) Why More Pipeline Is the Wrong Answer (00:04:57) The Rise of the CRO: What Makes a CRO More Than Just a Sales Leader (00:09:26) How to Find Growth Opportunities in Uncertain Markets (00:18:32) Why Annual Plans Might Be A Thing of the Past (00:20:04) Positive and Negative Signals to Watch Out For (00:23:05) The Biggest Performance Gap Hiding in Plain Sight (00:25:25) AI Reality Check: Why Most Sellers Are Getting No Lift (00:37:54) The "System of Work" Your Revenue Team Needs (00:44:09) Seismic: The #1 Global Sales Enablement Platform Connect with Hayden: Hayden Stafford on LinkedIn: https://www.linkedin.com/in/haydenestafford/Connect with Seismic: https://www.seismic.com/Connect with Us: Be an Insider & receive our inside track: https://tinyurl.com/be-an-insider-now/Check out our REV UP FY27 Program: https://tinyurl.com/REVUPSystem/Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn/Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn/

What separates the leaders who hold their ground under pressure from those who unravel? Dan Haesler has spent his career inside that question, and the answer is rarely what most organisations are investing in.  Dan Haesler is a performance and leadership coach who works with the biggest elite athletes and sporting teams in Australia (including the Penrith Panthers, the Socceroos, the Wallabies, and members of the Australian Olympic and Commonwealth Games teams). He is also the author of the bestselling Australian business title 'The Act of Leadership' and director of Cut Through Coaching, which works across sport, corporate, and education. He brings the same mental skills frameworks to a revenue leader navigating a brutal quarter as he does to an athlete performing in front of a national audience.  In this episode of REV UP Rebellion, Abbie White sits down with Dan for a conversation that cuts through the noise on sustainable high performance, identity, and what it actually means to lead when the pressure is on and the pace of change feels relentless. This is a must-listen for every sales, GTM, and revenue leader who may be hitting their numbers but wondering how much longer they can sustain this pace, or leading a team that is showing the cracks.  What's covered in this episode:  The four pillars of engagement that COVID dismantled, and why one of them is still driving workplace friction right now"Radically protect your core, innovate at the edges": the framework that keeps high performers grounded when everything is moving fast The identity question most leaders cannot answer, and why that's the real reason performance breaks down under pressureWhy winning the quarter, each quarter, might be burning your team out, and what high-performing teams do differentlyThe mental skills that are trainable, the equanimity that elite coaches build deliberately, and how it translates directly to revenue leadershipWhy the soft skills are actually pretty hard, and what it costs leaders who keep treating them as a nice-to-have(00:01:41) The Conversation Most Leaders Are Avoiding (00:07:15) Why Efficiency Could Be Killing Team Performance (00:17:57) Radically Protect Your Core: The Strategy for Leading Through Uncertainty (00:24:07) Most Leaders Can’t Answer This Question, And It’s Why People Break (00:30:55) Sustainable High Performance vs the Burnout Cycle (00:39:32) The Equanimity Edge: The Trademark of High-Performance Teams (00:49:28) How to Train "Mental Skills" and Resilience to Be a Better Leader (00:55:07) Why "Slow is Smooth and Smooth is Fast" (00:57:42) The Key to Thriving Under Pressure and Disruption (01:01:55) How to Start When the Gap Feels Too Big to Bridge Connect With Dan Dan Haesler on LinkedIn: https://tinyurl.com/DanHaeslerLinkedIn/Cut Through Coaching: https://cutthroughhq.com/Dan’s book, The Act of Leadership: https://www.actofleadership.com/Connect With Us Be an Insider & receive our inside track: https://tinyurl.com/be-an-insider-now/ Check out our REV UP FY27 Program: https://tinyurl.com/REVUPSystem/ Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn/ Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn/

As co-founder of Lendi Group, David Hyman handed over his CEO responsibilities and went into a room with ten people to rebuild a live $110 billion loan book as an AI-native business, in one of Australia’s most highly regulated, complex industries. Development cycles collapsed from under 12 weeks to under 12 days. Business teams went from waiting on technology to prototyping solutions in under an hour. A voice AI agent that David told a hackathon team "would never get there" was handling almost 100% of out-of-hours calls twelve months later. He also wakes up every morning with what he calls a "semi-healthy level of resting anxiety" about not moving fast enough. That tension is exactly what this episode is about. Daniel Folb spent years as a Deloitte partner watching large organisations execute complex transformations. He knows the moment a program stalls, who kills it, and what separates the businesses that actually move from the ones that talk about moving. After watching the Lendi story unfold publicly on LinkedIn, he and David kept bumping into each other on the street. The universe, as Dan puts it, was telling them something. Today is launch day for monō ai, Australia’s new global AI company. This episode is where the story starts. In this episode of REV UP Rebellion, Abbie White sits down with both founders on launch day for a conversation that covers the real mechanics of how Lendi became AI-native, what it actually took to move from human motion to agentic motion, and why the leaders most at risk right now are the ones who still think they have time. This is a must-listen for every leader inside a complex, regulated, or enterprise environment who is still hearing "we’re not ready yet." What’s covered in this episode: "If you think of AI as a tool, you’ve already lost" — and what the leaders who are winning are thinking insteadFrom under 12 weeks to under 12 days to under an hour: the specific operating shifts inside a business most said couldn’t do itWhat "agentic motion" actually means when it’s working inside a real business, not a demoProject Aurora: ten people, a board mandate, five to six months, and a live loan book; the inside accountThe "semi-healthy resting anxiety" every revenue leader should have, and what it’s actually telling youWhy the leaders who move first are building a compounding intelligence advantage that gets harder to close every quarterThe first move to make this week if your business is still in the "not yet" conversationThis is not just another AI hype conversation. This is the inside account of what it actually took, what worked, and what two people built on the other side of it. (00:02:47) Why We Should Stop Thinking About AI as a "Tool" (00:06:16) Becoming AI-Native in a Highly Regulated Industry (00:12:07) Lendi's Cutting-Edge AI Transformation Process (00:18:28) Introducing monō ai: The Next Global AI Company (00:21:02) How monō ai Will Enable Businesses to Go AI-First (00:24:35) Transformation Advice from a Former Deloitte Partner (00:29:27) What Top Businesses Do to Ensure Execution and Results (00:34:29) We're Measuring AI ROI Wrong (00:42:13) Why "It's Better to Work Somewhere That's Embracing AI" (00:47:34) Addressing AI Security Concerns (00:52:55) First Steps to Truly Integrate AI into Businesses Check out monō ai: monoai.co Connect with our guests: David Hyman on LinkedIn: https://www.linkedin.com/in/dhyman/Dan Folb on LinkedIn: https://www.linkedin.com/in/daniel-folb-877aaa69/Connect with us: Check out our REV UP 2026 program to uplift sales & GTM team capability together: ⁠⁠https://tinyurl.com/REV-UP-2026/ Be an Insider & receive our inside track every other Thursday: ⁠⁠https://tinyurl.com/be-an-insider-now/ Follow Abbie for the behind-the-scenes journey: ⁠⁠https://tinyurl.com/Follow-Abbie-on-LinkedIn/ Follow Sales Redefined on LinkedIn for educational bites: ⁠⁠https://tinyurl.com/Follow-SR-on-LinkedIn/

Everyone is busy. Everyone is overwhelmed. And for most revenue leaders right now, the pace of change is not just fast, it’s relentless. But what if the busyness isn’t the problem? What if it's the excuse? Abbie White, host of this podcast, is a growth strategist who has spent years working behind the scenes of fast-growth businesses, from ASX 200 to Fortune 500 companies. She’s deep in kick-off season right now, in the rooms where revenue strategy gets set, where teams are being challenged to do more with less, and where the same themes keep emerging across industries and organisations of every size. In this solo episode, she pauses to share five things she is seeing actually working, not just predictions or theory. This is what’s cutting through for her clients and her own business in this market, right now. And the leaders navigating complexity best all have one thing in common that most wouldn't expect. One client has already built multi-million dollar pipeline from a challenge, designed by Abbie, that is still running! If you’ve said 'I don't have time' recently, this one's for you. Because as Abbie puts it: none of us have the time not to. What's covered in this episode: What Abbie is seeing actually cut through the noise and disruption right nowWhy 'I don't have time' is the wrong answer, and the reframe that is shifting things for clientsThe counterintuitive growth trends that are outperformingThe difference between AI leaders and laggardsThe principle separating leaders who execute from those who stay stuck in the busyness(00:00:17) – Opportunity 1: The Pace of Change (00:02:37) – Opportunity 2: Intimate, In-Person Connection (00:04:01) – Opportunity 3: AI Leaders vs Laggards (00:07:05) – Opportunity 4: Going Bigger Is Easier Than You Think (00:08:12) – Opportunity 5: Why the Best Leaders Embrace Limits Connect with us: Check out our REV UP 2026 program to uplift sales & GTM team capability together: ⁠⁠https://tinyurl.com/REV-UP-2026Be an Insider & receive our inside track every other Thursday: ⁠⁠https://tinyurl.com/be-an-insider-now/Follow Abbie for the behind-the-scenes journey: ⁠⁠https://tinyurl.com/Follow-Abbie-on-LinkedIn/Follow Sales Redefined on LinkedIn for educational bites: ⁠⁠https://tinyurl.com/Follow-SR-on-LinkedIn/

What if the biggest barrier between you and high performance isn't strategy, skills, or resources, but the language you've inherited about what success is supposed to look like?  For most leaders and high performers, success has been defined externally: the targets, the status, the titles, the deal sizes. But Andy Reid, business owner, award-winning auctioneer, podcaster and author of 'Success Curious: How to Define and Achieve High Performance', makes a very compelling case that the entire framework is broken. Not because the concepts are wrong, but because the language used to communicate them has stopped working. Discipline, sacrifice, high performance: these words carry weight that can shut us down rather than opening us up.  In this episode of the REV UP Rebellion, Abbie White sits down with Andy Reid for a conversation that is as honest as it is thought-provoking.  Andy brings together years of lived experience with mental health, ADHD, grief, and personal reinvention to challenge the idea that success is an external game.  His framework is simple, deeply personal, and built for the kind of leader who has ticked every box on the conventional checklist and still feels something is off.  This is a must-listen for leaders, business owners, and anyone who has achieved what they set out to achieve and found themselves wondering: is this it?  What's covered in this episode:  Why success is a flow state, not a finish line, and what that means in practice How the language of discipline and sacrifice can sabotage performance, especially with younger team members Why 'being loyal to the next version of yourself' works where 'sacrifice' fails The real cost of setting goals that ignore your actual life and circumstances What ADHD, depression, and grief can teach you about high performance Why non-negotiables can be dangerous... unless they are anchored to something real The accountability partner mistake most people make The one thing to do first if you want to genuinely change your trajectory(00:00:00) – Introducing Andy Reid, author of 'Success Curious' (00:00:59) – Redefining Success in 2026  (00:04:28) – What Andy Hopes Readers Get From 'Success Curious' (00:07:45) – Removing the Barriers to Success and High-Performance  (00:11:51) – The Biggest Myth About Success Andy Wants to Bust  (00:15:55) – Goal-Setting vs. Being Present: The Real Tension  (00:21:10) – When Goals Become Intimidating and Counter-Productive (And How to Make Goal-Setting Work for You)  (00:26:56) – Non-Negotiables: When They Work and When They Backfire  (00:32:00) – What Writing the Book Revealed: The Problem with Language Around Success  (00:39:16) – ADHD, Depression, and Giving the Middle Finger to Labels  (00:43:17) – Eradicating Excuses and Finding Your Reasons  (00:48:13) – Accountability Partners and Mentors: How to Pick the Right Person  (00:54:34) – The First Step to Real Success: Accept Where You Are  (00:58:20) – Andy’s Book Recommendation: The 7 Habits of Highly Effective People  Connect with Andy:  Andy Reid on LinkedIn: https://www.linkedin.com/in/andyreidcoachingSuccess Curious (book): https://andyreid.com.au/product/success-curiousConnect with us:  Check out our REV UP 2026 program to uplift sales & GTM team capability together: ⁠https://tinyurl.com/REV-UP-2026⁠ Be an Insider & receive our inside track every other Thursday: ⁠https://tinyurl.com/be-an-insider-now⁠ Follow Abbie for the behind-the-scenes journey: ⁠https://tinyurl.com/Follow-Abbie-on-LinkedIn⁠ Follow Sales Redefined on LinkedIn for educational bites: ⁠https://tinyurl.com/Follow-SR-on-LinkedIn⁠

HubSpot ran a pilot deploying AI agents inside their sales teams. One result: approximately 95% of admin removed from a prospecting task. Another pilot with a prospecting agent: around 20% of the sales week back. Every week. That's roughly 12 to 15 hours per seller.  In this episode of the REV UP Rebellion podcast, Abbie sits down with Alli Kleppe, Lead Enablement Partner at HubSpot for APAC, to get into how HubSpot is actually building AI agent capability across their sales teams. What's working, what stalls adoption, and why most AI initiatives inside revenue teams quietly lose momentum before they ever deliver results.  They also get into the one thing revenue leaders are at risk of losing in the race to AI-first. And it is the thing that determines whether your team will do the hard work for you when it counts.  This episode dives into:  Why "hybrid teams" doesn't mean in-office plus virtual anymore (and what it really means to work alongside AI)The unexpected trend that's on the rise (hint: it's not just about new tools and tech)Where revenue teams get stuck when building AI skills (and how to shortcut the frustration)Prompts, agents, and tools: the mindset shift to finally make AI work for youHow high performers are accelerating results without getting bogged down by digital noiseThe balancing act between automation, authenticity, and customer trust The "messy middle" of CRM and data foundations (and why your tech stack could be holding you back)A candid look at adoption, change management, and why behavioural change still makes or breaks ROIHow cross-functional enablement boosts buy-in and results (there's an art to it!) If you're leading a sales or GTM function into 2026 and want to bridge the gap between ambition and execution, this episode will give you the real-world edge you need.  (00:00:00) Sponsor - Seismic City Tours (00:00:43) In this episode (00:01:15) Introducing Alli Kleppe, Lead Enablement Partner for HubSpot (APAC) (00:02:14) Humans + AI Agents: How to make it work (00:05:18) The AI expectation trap leaders fall into (00:08:41) The #1 skill that stands the test of time (00:11:14) Why relationship skills are making a comeback (00:14:37) The AI enablement strategy top businesses need (trusted by HubSpot) (00:21:29) Key AI skills to get ahead in 2026 (00:24:21) Does using AI actually get an ROI? (00:28:04) Where to use AI and where to keep it human (00:30:03) Measuring AI success for B2B (00:35:34) What leaders need to do to make enablement work (00:43:09) Final thoughts: a north star for revenue leaders Book your spot at Seismic City Tours – Sydney:  Abbie is a guest speaker at the Revenue Leaders Working Lunch at the Seismic City Tour in Sydney on 31 March, and you're invited too.   Register here: https://tinyurl.com/SeismicCityToursSydney  Connect with Ali Kleppe:  https://www.linkedin.com/in/allikleppe Connect with us:  Check out our REV UP 2026 program to uplift sales & GTM team capability together: https://tinyurl.com/REV-UP-2026 Be an Insider & receive our inside track every other Thursday: https://tinyurl.com/be-an-insider-now Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn Follow Sales Redefined on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn

What does the data actually say about where ANZ sales leadership and their teams are really at right now?  Nearly 700 sales professionals across Australia and New Zealand fed into the 2026 Mood of the Sales Leader report by Indicator and Trinity and the findings raise opportunities and a few red flags.  Cian McLoughlin, CEO and Founder of Trinity and one of the sharpest minds in B2B win-loss analysis, is back on the REV UP Rebellion podcast for his second appearance.  Cian and Abbie go beneath the data to unpack what is actually shifting in sales, where the execution gaps are widening, and what the best revenue leaders are doing differently.  The data doesn't lie:  62% of Australian companies achieved revenue growth in 2025, yet development budgets dropped 30% in a single yearAI adoption jumped from 56% to 90% of salespeople in twelve months, but only 34% say it has lifted their resultsPricing has become a major reason deals fall through... but there is far more to that story than meets the eyeThere's a rising opportunity that could offset shrinking marketing budgets that almost no one is capturingCheck out the full breakdown of the 2026 Mood of the Sales Leader Report here: https://www.youtube.com/watch?v=34D5cMR8DkU  What's also covered in this episode:  AI adoption has gone near-universal — while most companies still have no guardrails on where to use it and where to stop The one gap stalling AI ROI (hint: it lives inside your team, not your tech stack) Where personalisation and human communication are making a comeback, and the moments where automation is quietly damaging your brand The development budget drop that is eroding sales capability across Australia, and what salespeople need to do about it when their company won't Why pricing rarely wins you a deal, and the mistakes most revenue teams keep makingHow to lead with clarity when the path forward is genuinely unclear and your team is watching to see what you do nextPractical ways to close the execution gap and build a team that performs in complexity This is the inside track on what ANZ sales leaders are actually seeing, not just saying.  Book your spot at Seismic City Tour – Sydney:  Abbie is a guest speaker at the Revenue Leaders Working Lunch at the Seismic City Tour in Sydney on 31 March, and you're invited too.   Register here: https://tinyurl.com/SeismicCityToursSydney  (00:00:00) Sponsor - Seismic City Tours  (00:00:38) In this episode   (00:01:05) Introducing Cian McLoughlin and the 2026 Mood of the Sales Leader Report  (00:02:10) The AI Gap Sales Leaders Need to Close  (00:08:41) Where AI and Automation Can Be Brand Damaging  (00:14:01) Stop Falling Into the "I Don't Have Time" Trap  (00:15:48) What Businesses Won't Spend On… But Sellers Need  (00:20:28) What Leadership Needs to Look Like in 2026  (00:26:03) "You Won't Win on Price, But You Will Lose on It"  (00:29:16) Real Cases of AEO Impact on Businesses  (00:30:57) Have We Finally Aligned Sales and Marketing?  (00:38:33) How to Win Deals in a Longer Sales Cycle  (00:43:15) The Future of Work in the AI Era  (00:48:06) Final Thoughts: Critical Leadership Moves for 2026  Connect with Cian:  Cian’s LinkedIn: https://www.linkedin.com/in/cianmcloughlin/  Trinity: https://www.usetrinity.com/  Download the Mood of the Sales Leader 2026 Report: https://tinyurl.com/2026MoodOfTheSalesLeader  Connect with us:  Check out our REV UP 2026 Program, built for vendors and partners to grow together: https://tinyurl.com/REV-UP-2026 Be an Insider & receive our inside track every other Thursday: https://tinyurl.com/be-an-insider-now Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn Follow Sales Redefined on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn

What separates the leaders and teams who consistently perform at the highest level from those who plateau and never quite understand why?  If you are a leader who feels like there is more potential within you or your team but you just can’t unlock it, this episode is your practical playbook. Meet Dr Jo Brown, Human Performance Engineer, global speaker, and founder of Performance State. With over two decades delivering results across 19 sports at the international level, Dr Jo has worked with Olympian Noah Lyles on his rise to becoming the fastest man on the planet, helped the Jamaican bobsleigh team return to the Olympics after 24 years, and prepared NBA players who need to deliver when it counts. She now brings that same thinking directly to revenue leaders and business teams.  Most senior leaders already know what to do. The gap isn't knowledge. It's the hidden blockers, blind spots, and deeply ingrained habits standing between where they are and their true potential.   And until those are identified and addressed, strategy, goals, and good intentions will only take a team so far.  Dr Jo's Four Pillars of Performance and Five A's Framework have been battle-tested at the highest levels of sport. For senior leaders who have tried the usual business growth playbooks and still feel like something is missing, these might be what fills the gap.  This is a must-listen for every revenue leader who wants the edge that turns good into elite, for themselves and the teams they lead.  What "high performance" actually means to the top 1% of performers The 4 Pillars of Performance separating those who reach base camp from those who summit, and how to audit your team against each one How to find your "elephant": the blind spot blocking your true potential that's hiding in plain sightGrowth vs. fixed mindset on your team and what to do when not everyone is ready for changeWhy execution falls apart even when strategy is strong, and the planning and process shifts that fix itThe role of visualisation in business leadership, and why ignoring it is leaving performance on the tableHow self-awareness, daily check-ins, and the power of pause create the consistency that compounds over timeDr Jo's instant nervous system reset: the "happy dog," and why elite athletes swear by it Note: This episode features an audio-only recording of Abbie's conversation with Dr. Jo Brown. (00:00:00) – Introducing Dr Jo Brown: High-Performance Engineer  (00:02:00) – What can business leaders learn from elite athletes?  (00:03:55) – What does "high performance" actually mean (in business and beyond)?  (00:08:40) – The Four Pillars that drive repeat excellence (00:14:35) – Bringing high performance to your entire team (00:17:39) – The power and ripple effect of leaders as role models for high performance (00:19:03) – Growth vs fixed mindset: What if not everyone wants to change? (00:24:50) – Why do we know what to do but still not do it? (00:28:44) – Staying on track with daily check-ins on your "why" (00:32:31) – How to spot your "elephant" and what it means for your growth (00:37:16) – What visualisation really achieves and how to use it in business (00:40:18) – The "happy dog" reset for energy and mood (00:42:51) – The Five A’s Framework (and which steps leaders often skip) (00:48:11) – Non-negotiables for extraordinary performance (00:50:47) – Book recommendations for leaders who are ready to think differently  Connect with us: Be an Insider and get the inside track every other Thursday:  https://tinyurl.com/be-an-insider-nowCheck out our REV UP program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedInFollow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn Connect with Dr Jo: LinkedIn: https://www.linkedin.com/in/dr-jo-brown-279311172/ Get Dr Jo Brown’s book, "See Your Elephant": https://seeyourelephant.com/

What if the most critical data in your next client meeting isn't what's being said, but what their feet are revealing? Have you been missing critical cues? Yann Schipfer has lived multiple lifetimes most of us can't fathom. At 17, he joined the French paratroopers. From there, he moved into elite law enforcement with the riot police and the French Foreign Legion (one of the world's most elite military units), before working undercover as a detective in operations so intense they became the subject of a feature film. He's trained presidential guards in Africa, worked with the U.S. Department of Defence in high-stakes environments where trust and communication meant everything, and relocated to Australia without speaking a word of English. After rebuilding his life and working in high-security correctional facilities, he transitioned into psychotherapy, where he now specialises in body language and non-verbal communication for sales professionals and commercial settings. So what does this have to do with revenue leadership? Everything. In this episode of the REV UP Rebellion, Abbie sits down with Yann to unpack lessons in discipline, composure, and reading people that most leaders never learn, from micro-expressions and hidden cues to why feet reveal more than faces. This is a must-listen for revenue teams navigating high-pressure situations, complex stakeholder conversations, or anyone who wants to decode what's really happening in the room. In this episode: The hidden "data" you're missing in every client meeting (hint: it's not just about what’s said out loud) The surprising power of micro-expressions, pacifiers, and what feet reveal about engagement How to spot high-pressure cues in virtual meetings when you can't see the full picture Lessons in discipline and operational excellence straight from riot control to boardrooms If you're ready to rethink how you handle pressure, see the cues you've been missing, and perform at the highest level, this conversation is for you. (00:00:00) – Introducing Yann Schipfer: From Paratrooper to Psychotherapist (00:01:58) – The Science (and Power) of Micro-Expressions (00:07:24) – How to Cope with Negative Cues through “Pacifiers” (00:08:53) – How to Start Reading the “Real” Data in Meetings (00:10:44) – Why Body Language Trumps Words in Business (and Life) (00:12:35) – Where to Begin: Building Your Own Observation Skills (00:18:37) – Are Virtual Meetings Giving You Enough Nonverbal Data? (00:19:55) – What Your Client’s Feet Are Telling You About Engagement (00:26:30) – Operational Excellence: Discipline, Focus & Learning (00:29:06) – How to Connect With Yann & Learn More About Body Language Connect with us: Be an Insider and get the inside track every other Thursday:  https://tinyurl.com/be-an-insider-nowCheck out our REV UP program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedInFollow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn Connect with Yann: Website: https://neuralnexusclinic.com Instagram: https://instagram.com/neuralnexusclinic

What if the reason negotiations fail has nothing to do with tactics and everything to do with how we fundamentally misunderstand what negotiation actually is? Most leaders think negotiation is reserved for deals, contracts, and salespeople. The reality is far more strategic. Every conversation where you need alignment, buy-in, or agreement is a negotiation. And it’s not all about "winning" against your counterpart! The executives who master this skill create real value in every stakeholder interaction, from board rooms to supplier relationships to talent retention. Those who don't? They leave millions on the table. In this Rebellious Ideas throwback episode from the full REV UP Rebellion conversation, Abbie White revisits her discussion with Glin Bayley, author of "The Negotiation Playbook," who has trained executives at Unilever, Lendlease, Woolworths, and Arnott's. Glin dismantles the myths around negotiation and rebuilds it as the strategic superpower every revenue leader needs in their arsenal. This is essential listening for CROs, Heads of Sales, GTM leaders, and any executive responsible for leading a sales team who might have historically negotiated on price or you’re creating commercial agreements that drive business outcomes. Get ready for unfiltered insights on:  How negotiation is fundamentally misunderstood (and how that misconception costs you leverage, value, and outcomes)The critical negotiation skills that most leaders still overlook Glin's "Value" Framework for negotiation that transforms deals, relationships, and commercial outcomesLanguage patterns that unconsciously erode your position (and what to say instead to maintain strategic advantage)The negotiation mistakes that sabotage outcomes before the conversation even beginsPractical tactics to build negotiation capability across your revenue organisation starting todayIf you're leading revenue teams, driving GTM strategy, or responsible for commercial outcomes in 2026, this conversation will fundamentally shift how you think about creating value in every stakeholder interaction. (00:00:00) - Introducing Glin Bayley and the REV UP System (00:01:17) - Busting Myths About What Negotiation Actually Is (And Isn’t!) (00:02:02) - The Value Framework: Creating Win-Win Outcomes Beyond Price (00:06:36) - Language Patterns That Cost You Deals (And What to Do Instead) (00:09:57) - Collaborative vs Competitive Negotiation (00:13:33) - How Negotiation Skills Can Uplift Your Overall Performance (00:15:18) - First Steps: Building Negotiation Capability Starting Today  Ready to Build Strategic Negotiation Capability Across Your Revenue Team? Glin Bayley is one of 10 world-class experts delivering the REV UP System in 2026 - the professional development pathway designed specifically for B2B revenue teams in complex industries. From negotiation and influence to AI strategy and GTM execution, get all the critical skills your team needs to win in 2026. Live interactive masterclasses. AI-personalised learning. Immediate application. Learn from Glin and 9 other global experts including Julie Masters (Influence), Chris Briest (AI for Sales), and Cian McLoughlin (Win/Loss Analysis) in our 12-month program trusted by leading ANZ organisations. See the full program and line-up or join the REV UP 2026 waitlist: ⁠https://tinyurl.com/REV-UP-2026 Connect with Glin Bayley: Website: ⁠https://simplyglin.com/homeLinkedIn: ⁠https://www.linkedin.com/in/glinbayleyBuy "The Negotiation Playbook": ⁠https://simplyglin.com/playbook⁠ Connect with us:  Be an Insider and get the weekly inside track: ⁠https://tinyurl.com/be-an-insider-now⁠Follow us on LinkedIn for educational bites: ⁠https://tinyurl.com/Follow-SR-on-LinkedIn⁠Follow Abbie for behind-the-scenes insights: ⁠https://tinyurl.com/Follow-Abbie-on-LinkedIn⁠

Sales and revenue roles come with pressure. So how do you perform at your best without burning out or paying the “success tax”?  What if your biggest asset isn’t what’s on your resume, but what’s happening in your brain and body?  With burnout and quiet quitting at an all-time high, this is a must-listen for all revenue leaders building high-performance teams.  We revisit two of our most loved podcast conversations with Jay Pottenger, GM of EQ Minds and a postgraduate in mental health and neuroscience, and Dr. Kristy Goodwin, Australia’s leading neuro-performance scientist.  We’ve pulled the best moments from both conversations to explore what really drives performance, focus and recovery, both at work and beyond.  If you're looking to step up your performance without the personal cost in 2026, and reset for the year ahead by breaking the cycle of constant busyness, this one’s for you.  You’ll hear how top performers reset, manage their energy, and work with their biology rather than against it.  What we cover:  What’s really driving burnout and mental fatigue, and what leaders can do  The performance foundations most teams skip  Reset rituals that replenish energy, focus, and brainpower Tiny daily habits that set the tone, and why they matter more than you think  What being ‘on’ constantly does to your brain… and your sales impact How to reclaim your focus from digital distractions  Guardrails teams are setting up to protect performance given Australia’s ‘Right to Disconnect’ Why you can’t talk about performance without talking about wellbeing (00:00:00) In This Episode and Why This Conversation Matters (00:01:29) Why Talent and Skill Alone Won't Guarantee High Performance (00:03:55) Is Saying No Your Secret Weapon? (00:04:32) How to Stop Feeling Behind by Being Intentional with Your Time (00:05:13) The Prioritisation Tactic Every B2B Leader Needs in 2016 (00:07:35) The EQ Minds Company Ritual to Prevent Burnout (00:08:52) How to Make Good Habits Stick for Life, Not Just a Week (00:10:35) The #1 Non-Negotiable for Sustainable Success (00:11:43) Why Our Brains Are Struggling in an "Always-On" Digital Era (00:12:06) How Tracking Health Metrics Can Transform Performance (00:13:50) The Hidden Costs of Cognitive Overload (00:16:37) How to Manage Team Stress in the Workplace - Guidelines for Leaders (00:17:45) The Power of Digital Guardrails for You and Your Team (00:18:48) The Business Case for Wellbeing and High Performance (00:21:19) Wrapping Up and How to Connect with Our Guest Experts REV UP 2026 is coming! Meet the experts helping B2B sales and GTM leaders succeed in a very different 2026.  Our 2026 cohort is starting soon! Check out our program: https://tinyurl.com/REV-UP-2026   Connect with us:  Be an Insider and get the weekly inside track: https://tinyurl.com/be-an-insider-now Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn  Follow Abbie for behind-the-scenes insights: https://tinyurl.com/Follow-Abbie-on-LinkedIn  Connect with our featured experts: Dr. Kristy Goodwin: Website: https://www.drkristygoodwin.com/ LinkedIn: https://www.linkedin.com/in/dr-kristy-goodwin/ Jay Pottenger: Website: https://www.eqminds.com⁠ LinkedIn: https://www.linkedin.com/in/jaypottenger/⁠

As attention gets harder to earn and AI multiplies the noise, the teams that win in 2026 won’t be the loudest. They’ll be the ones who out-contribute their competition.  This episode brings together two of the most listened-to voices in our podcast history. Influence expert Julie Masters and creative powerhouse Maz Farrelly have spent their careers helping the world’s biggest names capture attention and convert it into action.  Julie unpacks how sales and GTM teams can become trusted authorities using the Out-Contribute Mindset. Maz’s content has earned a staggering 8 billion views, and she unpacks how her content is built on the same skills your team needs to stand out in a prospect outreach, lead gen campaign, a client presentation, a website or in a crowded LinkedIn feed.  It’s not just for leaders. It’s for every sales & GTM team member who needs to influence, engage and cut through.  This episode will show you how to move from noise to impact in 2026.  What’s covered in this episode:  Why interrupting and out-shouting don’t work anymore  How Maz helps corporates find their X Factor and why it matters  Julie’s playbook for building team-wide influence  Why storytelling is now a core commercial skill  How to train your team to show up with clarity and purpose  The “boring audit” that will instantly sharpen your message  Why asking better questions beats posting more content  How to build momentum without chasing vanity metrics  (00:00:00) In This Episode (00:01:40) Contribution is the New Influence (00:02:31) Why Sending More Emails, Using More Ads, and Being Louder Stopped Working (00:05:45) Building Trust and Authority Through Out-Contributing (00:08:59) The Harsh Truth All Sales Teams Need to Hear (00:10:40) How to Get Rid of "White Noise" In Your Assets (00:13:38) How to Stand Out - Even in Highly Regulated Corporate Industries (00:15:41) The Importance of One Clear Message and Killer Storytelling Connect with us:  Check out our REV UP 2026 Program – waitlist almost 50% full: https://tinyurl.com/REV-UP-2026   Be an Insider & receive our weekly inside track: https://tinyurl.com/be-an-insider-now Follow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedIn  Follow Abbie for the behind-the-scenes journey: https://tinyurl.com/Follow-Abbie-on-LinkedIn  Connect with our featured experts: Julie Masters: https://tinyurl.com/JulieMasters-LinkedIn   Maz Farrelly: https://tinyurl.com/MazFarrelly-LinkedIn