With about nine selling weeks left before Christmas, Johnny and Rachael break down how to make the sprint to year-end count without piling on more pressure.

They cover why "the market is all in your head" is a dismissive myth, how to map your pipeline with real numbers, making Christmas catch-ups productive rather than just social, and why discipline will always beat motivation when the clock is ticking.

Key Takeaways

The market is real — your response is controllable. Market downturns aren't imaginary. What matters is separating what's real from what you can influence: who you speak to, how often, and the energy you bring.

Start with the end in mind. Pick your last working day (e.g., Tuesday Dec 22nd), define what success looks like that evening, and work backwards. Don't forget to plan what Monday Jan 11th looks like when you return.

Do the maths on your pipeline. If you want 4 enterprise, 10 medium, and 20 smaller clients, you need roughly 100 genuine conversations — about 12 per week. Break that into measurable activities: conversations started, next steps agreed, meetings booked, and prep time.

Don't decide for your clients. People are busy in December, but they'll make time for a genuine, well-prepared ask. Johnny shares how offering to fly to Auckland for a 2-hour whiteboard session turned a "November is really bad for me" into a "yeah, 100%."

Make Christmas catch-ups count. Handle business before or at the start of the lunch — not after a few drinks. Know what you want out of it. Book the next step before you leave.

Nurture the cold contacts. Handwritten notes, coffee vouchers, keeping the dialogue open. If someone doesn't respond before Christmas, re-engage in January: "I know we kept missing each other — when are you back?"

Discipline beats motivation. Nine weeks gives you roughly 45 selling days. Not every day will be great, but if you can turn 25 good days into 35, the compounding impact is significant. Put your calls, reach-outs, and socials in the diary so you just do them anyway.

Actions for Listeners

1. Block out 30 minutes to map your goals and work backwards from your last working day before Christmas
2. Write down 3 things you want completed before Christmas and 3 things you want in place for January
3. Do an honest pipeline review — what can close, what can progress, and what needs nurturing into 2027?
4. Get next steps in the diary — including any conversations you've been putting off
5. Check in with yourself — has pressure changed how you're showing up in conversations?
6. For sales leaders: pick one thing your team could do better and practice it with them

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

This is a replay of one of our most popular episodes. We're bringing it back for those who missed it the first time around — and because the conversation remains as relevant as ever.

Overview: Johnny sits down with Nick Gorman — a former institutional sales trader turned career and wellbeing coach — for a candid chat about burnout, mental health, career transitions, and what it takes to build a sustainable life in high-pressure environments. Nick spent 20+ years on trading floors at Merrill Lynch, Macquarie, and Citigroup while privately battling undiagnosed mental illness. Today, he runs Equilibrium at Work, a coaching business helping professionals navigate burnout, work-life balance, and career challenges.

Key Takeaways:

• Know your non-negotiables. Identify the handful of things that truly matter — family, health, close relationships — and protect them ruthlessly. Everything else is negotiable,
• Burning out is not the same as being burnt out. Burnout is sustained, debilitating, and requires intervention. Learn to recognise the signs early: cognitive impairment, irritability, perpetual exhaustion, lack of empathy, and withdrawal.
• A proper diagnosis changes everything. Once a psychiatrist gave Nick a framework and treatment path to tackle his diagnosis, the relief was immense. Don't give up if a therapist or medication doesn't work the first time; keep searching for the right fit.
• External fixes don't solve internal problems. Lasting change comes from daily routines and habits that fill your cup faster than you drain it.
• Cold water is a circuit breaker. You can't be freezing cold and thinking about something at the same time. Even 30 seconds in a cold shower or pool is enough to interrupt a stress spiral and reset your headspace.
• The best coaches have lived it. Nick's credibility comes from having been through burnout, bad relationships, and misdiagnosis himself. Clients respond to someone who understands the terrain — not just textbook theory.
• Honesty is the most powerful coaching tool. The moment of discomfort is where real change happens — solving too early or softening the message robs people of that breakthrough.
• Solitude is not selfish. Making time to be alone is essential for recharging. Protecting that space — whether it's a walk or an hour in a sauna — is essential for sustained performance.
• Progressive employers are the future. Companies that genuinely invest in their people's wellbeing — not just on paper but in practice — will win. The ones still stuck in "toughen up" culture are losing talent and productivity.
• 77% of working professionals will experience some form of burnout. If you're struggling, you're in good company, and the stigma is fading fast.

Follow Johnny Lee on LinkedIn

Nick Gorman is the Founder of Equilibrium at Work, a coaching practice dedicated to helping professionals navigate career challenges, mental wellbeing, and sustainable performance.

Follow Nick Gorman on LinkedIn

Johnny and Rachael are back for another Psyche of Sales Snapshots to tackle one of the most asked-about topics in sales: nurturing.

They explore why generic mass emails and newsletters aren't the answer, and how personalised, value-driven touchpoints can transform your pipeline.

From the incredible story of a salesperson who contacted a prospect 71 times over two years before winning the deal, to practical frameworks for nurturing cold prospects and staying relevant over long sales cycles, this episode is packed with actionable insights for financial advisors, real estate agents, fund managers, and anyone who sells.

Key Takeaways

Nurturing isn't broadcasting. Sending a group-wide email to 4,000 people or a newsletter to 5,000 isn't nurturing. Real nurturing is personal — summarising content, telling someone why you sent it to them, and making it directed.

Cadence vs. value. Two useful contacts in a week beat one pointless check-in every three months. It's not about a strict cadence — it's about adding relevance and value every time you reach out.

Give before you ask. The best nurturers give information, give connections, and give value without always asking for something in return. A lack of response doesn't mean they're not interested — it might just mean "not right now."

The 71-contact story. A top salesperson contacted a prospect 71 times over two-plus years with almost no response. The competitor messed up — and he was the first person they called. Be visible, be useful, and be there when the need arises.

Five messages a day = 1,200 a year. If you send five extra messages every single day — text, LinkedIn, email, quick calls — your pipeline will look significantly different. It works regardless of industry: real estate, financial advice, fund management, banking.

Pitch the individual, not the institution. When selling to an organisation, don't pitch at the institution — pitch at the individual within it. Their personal values matter more than the company's.

Test your value. Ask yourself: "If I were in their shoes, would I get value from this?" Is it topical, fun, or interesting? If you're not progressing anybody ever, you're doing it wrong.

You still have to be good at your job. You can't do crap nurturing and expect it to work. If you're a fund manager with a crappy fund, or an agent who's bad at selling houses, nurturing is just noise. Performance is key — nurturing is in addition to, not instead of, doing your job well.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

Johnny and Rachael are back for another Psyche of Sales Snapshots to discuss a potentially contentious topic: can you really be your authentic self at work?

Sparked by a Diary of a CEO clip featuring Seth Godin, Johnny and Rachael debate whether consistency, not authenticity, is really what matters when it comes to business. They discuss the difference between "being yourself" and "giving the impression" of yourself, using real client stories and explore how trust, rapport, and consistency drive sales outcomes.

Key Takeaways

Consistency vs. authenticity. You don't need to show up "raw" every day; professionalism means calibrating how you present, not suppressing who you are.

The 7-38-55 rule. Only 7% of impact comes from words; 38% from vocal tone; 55% from visual/body language. How you say something often matters more than what you say.

Trust removes barriers. Genuine rapport and trust make business easier: people open up, share real drivers, and deals move faster.

Recommendations transfer trust. Walking into a relationship with credibility (referrals, reputation) builds warmth faster than starting cold.

AI can't replace human connection. AI can help with research, prep, and content at scale, but it can't build the relationship itself; overuse without a trusted human foundation breeds distrust.

Practice makes permanent. Skills like rapport-building and communication can be trained and improved over time - authenticity isn't fixed; it's built through repetition (the "30,000 conversations" door-knocking story).

Four takeaways on authenticity:

1. Know your authentic self first.
2. Build skills/confidence to show up authentically in different situations.
3. Genuine connection breaks down barriers and makes business easier.
4. You can't fake energy indefinitely — inconsistency eventually shows

Consistency is the minimum standard. Be professional, capable, and adapt your communication style, but never manufacture intent — people will sense it, and trust collapses.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

Johnny Lee sits down with Danica ("Dani") Nadalin, retirement specialist at Ascenda Life, to unpack how she stands out in a hyper-competitive industry through visibility, authentic writing, and relentless nurture — plus a candid conversation on imposter syndrome, growth, and balancing work with life.

Key takeaways:

• Visibility beats perfection. Consistent, personal touchpoints (newsletters, texts, LinkedIn) keep you top-of-mind so prospects call you first.

• Being interesting requires curiosity. Read widely, say yes often, and tailor your personality/content to your audience.
• Authentic writing builds trust. Non-pitchy, story-driven communication differentiates you in an AI-flooded, templated world.
• Multiple touchpoints convert. A single outreach rarely works — persistence across 5+ contact points dramatically increases response rates.
• Imposter syndrome is normal — and beatable. Growth often comes from being told what you're good at, not just what to fix.
• Coachability > raw talent. An open mindset and willingness to keep learning predicts long-term success more than current performance level.
• Resilience is about perspective. Reframe "no" as one step closer to "yes"; sales is a marathon, not a sprint.
• Relentlessness beats luck. Big wins (e.g., the $18M deal) often result from years of consistent, low-drama persistence.
• Small daily wins build momentum. Simple habits (making the bed, reversing into a parking spot, one-day-at-a-time thinking) reduce overwhelm.

About the Host

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

Follow Johnny Lee on LinkedIn

Follow Danica Nadalin on LinkedIn

Follow EnableIQ on LinkedIn

In this episode of Psyche of Sales, Johnny Lee sits down with Craig Logan, founder of The Three Fold Path, for a masterclass on stress, health, and performance. They explore why "healthy" and "high-performing" aren't a trade-off, the science of heart-brain coherence, the difference between worry and care, a three-part model of resilience (prepare, adapt, recover), and practical, low-effort changes anyone can make — from morning sunlight to water intake to rethinking workplace wellbeing programs.

Key Takeaways

• Health, career, and relationships aren't a zero-sum trade-off — health is a "golden thread" running through everything.
• Heart rhythm patterns shift instantly between coherent (calm) and incoherent (stressed) states — and it's measurable.
• Resilience has three phases: prepare for what's coming, adapt in the moment, recover afterward — not just "bounce back."
• Worry drains energy; care (about the same situation) renews it.
• On average, Craig's clients see a 45% reduction in stress and a 70% increase in wellbeing.
• Simple, low-cost habits (morning sunlight, hydration, sleep hygiene) often outperform "big swing" interventions.
• Consistency beats perfection — in health just as much as in sales.

Guest

Craig Logan, Founder of The Three Fold Path — thethreefoldpath.com

About the Host

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

Follow Johnny Lee on LinkedIn

Follow EnableIQ on LinkedIn

Most salespeople and presenters spend the vast majority of their time crafting the perfect words — yet research shows words account for just 7% of the impression you make. In this episode, Johnny and Rachel unpack what actually moves an audience: the vocal tools, physical presence, and delivery choices that determine whether your message lands or gets lost.

Key Takeaways

Delivery is your product. Your audience never experiences your preparation — only your performance. Words account for just 7% of the impression you make. Invest in your voice and physicality the same way you invest in your content.

Emphasis changes meaning. The same sentence with different stress points carries an entirely different message. Knowing which words to land — and landing them deliberately — is one of the most powerful tools a communicator has.

Vary pace, volume, and energy. Monotone delivery kills engagement. Using contrast — fast and slow, loud and quiet — signals what matters and keeps your audience present throughout.

Practice in real conditions. Recording yourself, rehearsing in the actual room, and practising when you're not at your best are what build real composure when it counts.

Your opening is your most valuable 30 seconds. Skip the pleasantries. Start with the insight, the provocation, or the outcome. Most presenters lead with their name and title — the ones who land lead with their message.

Every physical choice sends a signal. Chin angle, phone placement, eye contact distribution, hands in pockets — these small choices add up to the overall impression you create, often before you've said a word.

Always design for the audience, not for yourself. The most common mistake in presenting is making choices based on what feels comfortable. High performers consistently ask: what does this person need to hear, see, and feel in order to move?

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

When you're doing all the right things but still not getting results, what do you do?

In this episode, Johnny and Rachael take a reverse angle on performance - exploring what happens when effort isn't translating into outcomes, and how to diagnose the real problem without spiralling into panic or knee-jerk strategy changes.

Key Takeaways

Stop and check: Are you actually doing the right things? Distinguishing between thinking you're executing well and genuinely doing so, and how to tell the difference

Process over outcome. Redirect your attention to controllable inputs - preparation, pipeline, conversations, and follow-up.

Get an outside perspective. Coaches, mentors, managers, and peers help you diagnose what’s really going on and get back to the fundamentals when you can't see your own blind spots

Increase intensity, don’t pull back. When results dip, freezing or slowing down is the worst response. Lean into activity, tighten routines, and double down on the basics instead of retreating.

Avoid knee-jerk reactions. Changing everything at the first sign of trouble destroys momentum. Calmly audit your strategy, fix what’s broken, and keep what’s working long enough to see results.

Keep your sales strategy in "beta”. Your sales approach is never finished. Treat it as a work in progress that you review regularly, making small adjustments rather than a set-and-forget or a total rebuild.

Notice how pressure changes your process. As targets get closer, pressure can quietly distort your technique - rushing calls, skipping prep, tightening up. Staying anchored in your process matters most under stress.

Two types of being stuck:

• Consciously changing your process before you understand the problem
• Subconsciously letting pressure change your process without realising it

Think in milestones, not just wins. Measure progress at each stage — meetings, quality conversations, proposals — not only closed deals, so you can see movement even before the final outcome.

Consistent inputs = consistent outputs. Inconsistent results almost always trace back to inconsistent effort. Stable, repeatable daily behaviours are what create predictable performance.

What high performers do differently. High performers diagnose before they react, execute with discipline, seek feedback, separate emotion from evidence, and stay focused on what they can actually control

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.