How do you scale a marketing agency and DTC brands without chasing vanity metrics?

In this episode of the Sales Leaders Playbook, founder Arun Kirupa shares real-world sales strategies, AI-powered growth systems, and lessons from building a performance marketing agency that helps e-commerce brands grow profitably.

From door-to-door selling Encyclopedia Britannica to running ProMarketer, Arun breaks down what modern sales growth actually looks like — and why execution matters more than hype. He explains how combining AI tools with human connection is shaping the future of sales, hiring, and lead generation.

You’ll learn how Arun uses platforms like LinkedIn for consistent lead flow, how AI-driven sales analysis tools and platforms like HubSpot and Gong improve performance, and why building the right team is the foundation of scalable growth.

This episode is packed with insights for agency owners, founders, sales leaders, and e-commerce entrepreneurs looking to grow sustainably with AI, automation, and strong sales systems.

If you want to scale smarter not just bigger - this conversation is for you.

Topics Covered:
AI in sales & hybrid sales teams
Lead generation strategies that work today
Building high-performance sales teams
Scaling DTC & e-commerce brands profitably
Sales coaching, hiring & growth mindset

to connect with Arun - https://www.linkedin.com/in/arunkirupa/

#SalesLeadership #AIinSales #EcommerceGrowth #LeadGeneration #DigitalMarketing #SalesStrategy #Entrepreneurship

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 getting laid off became the best thing that ever happened to your career?

In this powerful episode of the Sales Leaders Playbook, CEO Eduardo Harari shares how a mistaken layoff from Bell Canada turned into the first sale that launched his global telecom and consulting company. Today, he leads World Wireless Solutions and manages thousands of employees and clients worldwide.

With over 20+ years in international telecom, consulting, and multimedia strategy, Eduardo reveals what real growth means in modern business, why relationships matter more than transactions, and how sales today is less about pitching and more about consulting.

In this conversation, discover:
• How one unexpected moment built a multi-million-dollar business
• Why treating clients like family leads to 99% retention
• The real future of sales, AI, and cybersecurity
• Why personality and trust matter more than degrees in sales
• How CEOs can scale while staying connected to customers
• Biggest opportunities in small and medium business markets

Eduardo also shares honest insights on lead generation in 2026, the risks of AI misuse, crypto skepticism, and how entrepreneurs can break through growth plateaus.

If you’re a founder, sales professional, consultant, or entrepreneur aiming to scale your business and build long-term client trust — this episode is packed with practical wisdom you can apply immediately.

Subscribe for more real conversations on sales, leadership, growth, and business strategy.

To connect Eduardo - https://www.linkedin.com/in/edharari/

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.

Brandon Kay started his sales journey at 13, flipping LeBron basketball shoes out of his school locker for profit. Today, he's building disciplined revenue systems as VP of Sales at Gallea AI while running Epicurean Social, a digital marketing agency he bootstrapped past seven figures. In this episode, Brandon shares the go-to-market playbooks that helped him book 70 qualified demos in two months and add over $250,000 in ARR with just two sales reps.
Brandon cuts through the noise about AI-powered sales automation and gets real about what actually works in 2025. He explains why he ditches mass email campaigns in favor of hyper-personalized outreach, video prospecting, and picking up the phone. Brandon reveals his three-step framework for training sales reps, the mistakes that nearly derailed his agency's growth, and why product-led growth trumps closing tactics when scaling from seven to eight figures. For business owners hitting growth ceilings, his advice is direct: you are the bottleneck, and delegating everything that someone else could do just as well will free up 50% of your time for high-leverage activities.

Key Topics:
Why hyper-personalized outreach and cold calling outperform mass AI email campaigns
The three-step sales training framework: master the ICP, identify reachable channels, lead with pain points
How to balance aggressive revenue targets with realistic quota setting to prevent team burnout
Why hiring salespeople with industry expertise beats hiring top performers without buyer knowledge
The critical mistakes of over-hiring during sales surges while neglecting customer retention
How to navigate complex enterprise deals by multi-threading to decision-makers with different motivators
Why sales leaders must align with product and fulfillment teams to scale beyond seven figures
The future of sales: using AI for data enrichment while investing in human relationship-building
Product-led growth strategies: solving more problems to inherently increase conversion rates and reduce deal velocity

Connect with Brandon Kay:
LinkedIn: https://www.linkedin.com/in/brandon-kay-1789471a7
Gallea AI: https://galleaai.com
Epicurean Social: https://epicurean.social

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.

Welcome to Sales Leaders Unscripted, the podcast where we explore real-world sales strategies, leadership lessons, and growth insights from top sales and business leaders. In this episode, host Justine Tindall sits down with David Yeaman, MPC | Molded Precision Components, a mechanical engineer and co-owner of a Canadian advanced manufacturing company.

David shares his journey from starting MPC in 2006 as a small prototype shop to scaling it into a globally recognized, vertically integrated, Industry 5.0–driven manufacturer serving automotive, medical, and consumer markets. He provides actionable insights into sales leadership, building trust-based customer relationships, hiring top talent, navigating economic uncertainty, and scaling a business sustainably.

Key discussion points include:

The story of David’s first sales and early challenges building MPC.

Why sustainable growth is about profit, culture, and people—not just revenue.

How co-innovation and deep customer relationships drive repeat business and customer loyalty.

Sales strategies that work in modern manufacturing vs. traditional approaches.

Leveraging social media and digital presence to attract top talent and customers.

Lessons learned from failed projects and managing the “messy middle” of growth.

Leadership strategies for scaling teams while maintaining speed, agility, and innovation.

How MPC navigates global trade disruptions, pandemics, and shifting market demands.

Why you should listen:
Whether you’re a sales leader, business owner, or entrepreneur in manufacturing or B2B industries, David’s insights show how innovation, integrity, and strategic thinking can transform both your sales strategy and organizational growth.

Connect with David Yeaman: linkedin.com/in/ceodavidyeaman

Subscribe to Sales Leaders Unscripted for more expert insights on sales leadership, scaling businesses, and growing profitable customer relationships.

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.

Discover how Michael Konopaski built Designed Wealth from $0 to $7 billion in assets under administration in just 3 years—competing directly against Canada's biggest banks with virtually no marketing budget.

In this episode of Sales Leaders Unscripted, host Justine Tindall sits down with Michael Konopaski, Managing Director of Designed Wealth, to uncover the unconventional sales and business development strategies that helped him succeed where 97% of financial advisors fail.

What You'll Learn:
Sales & Marketing Strategies:

Why direct mail outperforms digital in financial services (and how to use it effectively)
The LinkedIn algorithm secrets that drove 5,000+ hours of organic reach
How to compete against billion-dollar brands with minimal budget
The critical difference between selling features and solving pain points

Business Development:

Managing a 98% failure rate while scaling to 175+ advisors
The 2-3 year sales cycle strategy for high-stakes B2B deals
Why you should never call prospects (and who you should focus on instead)
How to identify and attract advisors ready to make the move

Leadership & Growth:

Transitioning from startup survival mode to sustainable scaling
The hardest part of hiring business development reps (and why salary expectations are crushing startups)
Building a self-managing team as you scale
Why your market should emerge rather than be targeted

Real Talk on Challenges:

Dealing with last-minute deal collapses after 100+ hours of work
Competing against $5-15M signing bonuses from private equity firms
The truth about hiring salespeople who "look great on paper"
Managing 50 head office staff + 175 independent business models

Key Takeaways:
🎯 Stop targeting local markets—think 100x bigger from day one
📧 Old school tactics (direct mail) work when everyone else abandons them
🤝 Authenticity and transparency beat polished corporate messaging in B2B sales
⏰ Accept the long game: B2B sales cycles can span 1-4 years
💰 Performance-based compensation attracts truly motivated salespeople
🎨 Your market will emerge when you solve real problems—don't force it

About Michael Konopaski:
Michael Konopaski is Managing Director of Designed Wealth, bringing 30+ years of experience building and leading investment dealers across Canada and the US. As a former portfolio manager and CPA, he founded the IIAC Small and Independent Dealer Committee and serves on the CRO Ontario District Council. He holds a Master's in Finance, PhD in Management, and CFP and CIM designations.

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.

For over 25 years Chris has designed, developed, and executed award winning integrated campaigns including The Audi Art of Progression, The MINI Invasion, and the RBC Million Dollar Shootout. Chris has garnered extensive expertise in consumer-packaged goods, beverage alcohol and retail marketing; building programs that deliver branded consumer experiences in-field, on-line and in- store for Influence Marketing’s enviable list of blue-chip clients including L’Oréal, Moosehead, Metro, Red Bull, Goodlife Fitness and Canadian Tire. Influence has a long history of embracing individuals with unique abilities, energy and a passion. As Managing Director Chris is responsible to leverage those unique abilities to ensure the most effective resourcing strategies. As a Managing Director, his responsibilities also include the day-to-day management of business operations of the Influence Group of Companies, while remaining connected to the work through his engagement in client business strategy and business development efforts.
Chris resides in Oakville with his wife Stephanie, daughters Katie and Emma and son Palmer.

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

#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.

Tara Mowat is the President and CEO of Logistics Alliance, a Canadian 4PL that helps major retailers, distributors, and their suppliers move freight smarter and more efficiently across the country. With a background in engineering, systems, and data, Tara brings a unique blend of technical expertise and commercial insight to building scalable solutions that drive efficiency and customer value. Before joining Logistics Alliance, she worked in technology and management consulting with IBM, Accenture, and as an independent contractor across North America. She’s passionate about using data to make complex problems clearer — and about leading a culture grounded in collaboration, trust, and results.

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

#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.