In this episode of Psyche of Sales, Johnny sits down with Scott Gibson, CEO of Pragma, to discuss his experience transforming a business that, historically, had struggled to hit its targets into a high-performing team.

Scott shares candid insights into the challenges, strategies, and mindset shifts that led to this remarkable turnaround.

They discuss:

• Rebuilding from Within: Scott’s decision to focus on developing his existing team and refining processes rather than making personnel changes and how this choice shaped the outcome.

• Tools for Success: How Scott and his team at Pragma utilised EnableIQ, alongside consulting support, as part of a multi-faceted approach to drive performance.

• Lessons in Leadership: Scott’s perspective on leadership, trust, and the importance of investing in people to achieve long-term success.

About the hosts:

Follow Scott Gibson on LinkedIn

Follow Johnny Lee on LinkedIn

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.

Scott Gibson is the CEO of Pragma, a leading enterprise asset management organisation based in South Africa. He is a seasoned leader with over two decades of experience in engineering and asset management. Renowned for his ability to transform underperforming teams, Scott focuses on developing people and processes to drive success, achieve operational excellence, and foster long-term growth.

In this thought-provoking episode, Johnny and Prash challenge the idea of “box ticking” in sales team learning and development. They dive into how sales professionals and leaders alike can (and should) stop going through the motions and, instead, make intentional choices that lead to real progress. They explore the importance of spending just 30 minutes a week on high-value tasks and, for leaders, why carving out time with your team is essential. Johnny and Prash share actionable insights on how to find a way to develop your skills that works for you, turn your time into a genuine shift towards success and optimise your routine not just for work, but for your wider lifestyle.

They discuss:

• The difference between simply ticking boxes and creating a genuine shift in your sales practice.
• How spending just 30 minutes a week on focused, valuable tasks can make a significant difference.
• As a leader, why dedicating 30 to 60 minutes with your team is critical to driving performance.
• The importance of purposeful choice - you should want it, not just go through the motions.
• The value of avoiding “habitual” behaviours or doing without intention.
• Feedback and action versus reflection and procrastination.

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Prashant Iyer on LinkedIn

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.

Prash Iyer is a seasoned leader with deep expertise in Superannuation, Wealth Management, and Human Resources. With a strong focus on leadership coaching and education, Prash has dedicated his career to developing and empowering leaders to drive strategic growth and create real business value. His experience in delivering customer-centric solutions is complemented by his passion for mentoring high-performing teams and fostering a culture of continuous learning.

In a world where conditions are constantly changing, mastering your craft and pursuing excellence can feel like an Olympic feat. In this episode, Prash and Johnny draw inspiration from the dedication and discipline of Olympic athletes to explore what it takes to truly excel. They discuss the mental roadblocks that often hold people back, practical ways to tackle them and the critical role strong leadership plays in creating a culture of ongoing growth and betterment.

They cover:

• Mastering your craft: What holds people back and how to overcome it
• The crucial role leaders play in fostering a culture of coaching and growth
• Player coaches - the importance of leaders reflecting and practising their own skills

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Prashant Iyer on LinkedIn

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.

Prash Iyer is a seasoned leader with deep expertise in Superannuation, Wealth Management, and Human Resources. With a strong focus on leadership coaching and education, Prash has dedicated his career to developing and empowering leaders to drive strategic growth and create real business value. His experience in delivering customer-centric solutions is complemented by his passion for mentoring high-performing teams and fostering a culture of continuous learning.

Kyle Ross and Bryan Difford return to share unique insights about the launch of EnableIQ in the UK. Johnny and the SAI Intelligence Co-founders delve into the journey of taking EnableIQ to the UK market, discussing what worked well, the critical steps for expansion, and exciting areas for further exploration.

They discuss:

• Approaching a new market with an existing product
• Maximising opportunities
• Ideal prospect profiles across industries
• The behind-the-scenes of EnableIQ in the UK

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Bryan Difford on LinkedIn

Follow Kyle Ross on LinkedIn

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 had 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 utilising best practice training and blended learning methods to enable sales teams to become high performers.

Bryan Difford and Kyle Ross are the Co-founders and Directors of SAI Intelligence, a licensed provider of intuitive, responsive digital technologies. SAI provides options and advice designed to eliminate technology debt, create lasting, frictionless change, and improve organisations' operations with minimal disruption.

We live in a fast-paced world. Too often we move from task to task without being intentional about moving towards what we truly want. Johnny sits down with Levra Founders and CEOs Emily Gill and Bartek Ogonowski. They share their journey to Levra, what MBAs meant for them, and their desire to help enhance human skills.

They discuss:

• Unlocking potential
• What coaching conversations sound like
• Living the life you want to lead
• Taking time out for reflection and self-awareness

Follow Johnny Lee on LinkedIn

Follow Emily Gill on LinkedIn

Follow Bartek Ogonowski on LinkedIn

About the hosts:

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change how the world sells. Johnny has had 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 utilising best practice training and blended learning methods to enable sales teams to become high performers.

Emily Gill and Bartek Ogonowski are the Co-Founders and CEOs of Levra, a technology company that helps businesses solve their growing Human Skills gap by upskilling their employees through immersive learning experiences.

It's not every day you get to chat with an Olympian about performance.

Cameron Van der Burgh and Bryan Difford join Johnny to chat about all things performance—in the pool and out—and discuss the mindset required to maximise every opportunity.

They discuss:

• Holding yourself to a high-performing standard
• Having an ‘always learning’ mindset
• Using failure to your advantage
• The importance of just doing the work to get ahead

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Cameron Van der Burgh on LinkedIn

Follow Bryan Difford on LinkedIn

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change how the world sells. Johnny has had 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 utilising best practice training and blended learning methods to enable sales teams to become high performers.

Cameron Van der Burgh is a former professional swimmer, Olympic Champion, and Silver Medallist. He is a six-time World Champion, holds 16 World Records, and is now a Portfolio Manager with Millennium.

Bryan Difford is the Co-founder and Director of SAI Intelligence - a licensed provider of intuitive, responsive digital technologies. SAI is the licensed partner providing support and implementation of EnableIQ in the EMEA region.

With new technologies on the market every day, interest rates rising, and budgets being cut, salespeople are in a fight to survive. In this episode, Johnny chats with Kyle Ross and Bryan Difford, Directors and Co-founders of SAI Intelligence, an enterprise technology provider that champions EnableIQ in the EMEA region. They discuss how important it is to have a long-term focus, maintain a betterment mindset and the impact of consistent small gains.

They discuss:

• Honing your craft
• The need for a long-term focus, in addition to short-term goals
• The behaviours that drive betterment

Follow Bryan Difford on LinkedIn

Follow Kyle Ross on LinkedIn

Follow Johnny Lee on LinkedIn

About the hosts:

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change how the world sells. Johnny has had 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 utilising best practice training and blended learning methods to enable sales teams to become high performers.

Bryan Difford and Kyle Ross are the Co-founders and Directors of SAI Intelligence - a licensed provider of intuitive, responsive digital technologies. SAI provides options and advice designed to eliminate technology debt, create lasting, frictionless change and improve the way organisations operate with minimal disruption.

AI is making its way into every product, industry and experience, and sales is no different. In this episode of Psyche of Sales, Johnny Lee and Brett StClair, Co-founder and CEO of Teraflow, sit down and discuss the future of sales through the lens of an AI-savvy world.

They discuss:

• Whether salespeople are born or made
• What AI actually is
• How AI should and shouldn’t be used in sales
• Why relationships and being personal is so important

Follow Brett on LinkedIn: https://www.linkedin.com/in/brettastclair/

Follow Johnny on LinkedIn: https://www.linkedin.com/in/johnny-lee-b3846018/

Follow EnableIQ on LinkedIn: https://www.linkedin.com/company/enablese/

About the Hosts

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.

Brett StClair is a self-professed AI enthusiast. He is the Co-founder and CEO (Chief Evangelist Officer) of Teraflow. His executive track record includes Google and Barclays, and he has 16 years of experience as an international keynote speaker. His podcast, The Rebel Technologist, is available on Spotify.