In this episode of the Sales Leaders Playbook podcast, Justine Tindall interviews Nicola Lloyd, president of Meducom Health. They discuss Nicola's entrepreneurial beginnings, the meaning of growth in business, challenges in lead generation, the importance of human engagement, and the role of technology and AI in the pharmaceutical industry. Nicola shares insights on sales effectiveness, the significance of measuring processes, hiring challenges, and leadership adjustments in a growing company. She concludes with advice for business owners facing growth ceilings, emphasizing the importance of returning to fundamentals and leveraging strengths.

Takeaways

Nicola's entrepreneurial spirit began at a young age with a card-making business.
Growth in business encompasses more than just revenue; it's about people and relationships.
Lead generation has become more complex due to digital clutter and competition.
Human-to-human engagement is essential for successful partnerships.
Innovation in the pharmaceutical industry is often stifled by regulatory challenges.
Sales effectiveness requires a relationship-based approach rather than a transactional one.
Measuring processes is crucial for predicting outcomes and success.
Hiring the right people is more about alignment with values than just experience.
Leadership requires balancing operational decisions with team growth.
Returning to fundamentals can help overcome growth ceilings.

Connect with Nicola - https://www.linkedin.com/in/nicola-v-lloyd/

I hope you enjoy this episode!
Give it a like, share, and subscribe to not miss the content coming your way weekly.
– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call

#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders
#salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadership
Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

What if the hiring system is completely broken and AI is making it worse?

In this episode of the Sales Leaders Playbook, host Justine Tindall sits down with Jordan Goure, Founder & CEO of Picsume, to unpack the future of sales, hiring, and AI-driven recruitment.

From launching his first business at 19 to scaling multiple companies across hospitality, real estate, and tech, Jordan shares how his journey shaped a powerful insight: traditional hiring methods, especially resumes are outdated, inefficient, and now flooded with what he calls “AI slop.”

They dive deep into:

Why resumes are no longer reliable predictors of success
How AI automation is breaking hiring systems
The truth about “AI slop” and fake applications
Why human-led sales is more important than ever
How Picsume is redefining recruitment with dynamic profiles & structured data
The biggest opportunity and threat in AI and SaaS today
Real lessons from scaling multiple businesses and building high-performing sales teams

Jordan also reveals why automation alone won’t win deals and how combining AI tools with human connection is the real competitive advantage.

To connect with Jordan - https://www.linkedin.com/in/jordangoure/

I hope you enjoy this episode!
Give it a like, share, and subscribe to not miss the content coming your way weekly.
– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call

#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders
#salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadership
Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

What does real business growth look like in 2026? In this episode of the Sales Leaders Playbook, host Justine Tindall sits down with financial strategist and Numbercrunch CEO Susan Richards to unpack a powerful shift from chasing revenue to building true enterprise value.

With over 25 years of experience in the tech and SaaS space, Susan shares how founders and sales leaders can rethink growth beyond vanity metrics like headcount and top-line revenue. Learn why profitability alone isn’t enough, how AI is reshaping operational efficiency, and what it takes to build a business that delivers long-term value and a successful exit.

You’ll discover:
• Why enterprise value is the ultimate growth metric
• The problem with focusing only on revenue or profit
• How AI is changing the meaning of team growth
• What makes a business truly scalable and transferable
• Insights from working with 100+ startups as a CFO & advisor

Whether you’re a founder, sales leader, or scaling a SaaS business, this conversation will change how you think about growth.

Connect with Susan Richards - https://www.linkedin.com/in/susan-richards-fcpa-fcma-53b2176/

I hope you enjoy this episode!
Give it a like, share, and subscribe to not miss the content coming your way weekly.
– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call

#SalesLeadership #BusinessDevelopment #FinancialServices #WealthManagement #B2BSales #SalesStrategy #Entrepreneurship #StartupGrowth #FinancialAdvisors #InvestmentManagement #SalesTraining #LinkedInMarketing #DirectMail #SalesEffectiveness #GrowthStrategy #CanadianBusiness #OntarioBusiness #SalesLeaders
#salesleadersplaybook #paultindall #phoenixcoachingworks #salesleadership #entrepreneurship #businessgrowth #leadershipinsights #salesstrategy #growthmindset #ownerledbusiness #salescoaching #businesssuccess #marketstrategy #leadgeneration #businessleadership
Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.