#197: Justin Leigh – Coaching Leaders to Coach for Sales Success

July 10, 2023

In this week’s episode of Scale Your Sales Podcast, my guest is Justin Leigh, the founder of Focus4Growth. Focus4Growth is a Sales & Leadership Training Company specialising in B2B markets that helps businesses achieve growth and create greater impact in the world.


Justin Leigh is an award-winning business leader with over 25 years of experience in sales and leadership. He is the bestselling Author of Inspire, Influence, Sell and the host of the Inspire Sales Podcast.


In this episode, we talk about his second book, Coaching Leaders. Justin discusses the gaps in leadership that made him recognise the importance of a more customer-focused approach to sales. He also shares his journey as a sales leader, talking about his failures and mistakes, and his light bulb moments. These led him to realise that coaching rather than directing translates into improvements, and eventually leads to higher team performances.


Welcome to Scale Your Sales Podcast, Justin Leigh.




02:40 – Concept behind coaching sales leaders.


06:56 – A strategic view of sales conversations takes longer but comes with higher rewards.


10:24 – Why coaching is better than directing.


15:34 – Women sales leaders are better at empathy.


18:33 – New generations are transitioning the style of sales leadership.


22:25 – Impostor syndrome is a catalyst for growth.


24:16 – The benefits of being open about your failures, not only successes.



Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

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