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.

In this conversation, we meet Zac Sutherland, President of Sutherland Insurance—a 5th-generation family-run brokerage based in Guelph, Ontario. He started his journey with the family business after 4 years at Wilfrid Laruier where he obtained my BBA. Since joining, they have been able to triple the size of the business and look forward to meeting and servicing more clients as they continue to grow. Sales has always been at the heart of Sutherland Insurance, but for Zac, it’s never just been about closing deals. It’s about building trust, listening well, and creating long-term relationships that stand the test of time. In this episode, Zac shares the sales strategies that have helped our team grow in a competitive market—rooted in values, sharpened by experience, and proven by results.
He emphasizes the importance of building relationships over mere transactions in sales, discusses the metrics that define growth, and outlines his strategies for lead generation, including the use of AI. Zac reflects on the challenges faced with CRM implementation and the importance of training and mentorship in sales effectiveness. He also shares insights on hiring the right talent and offers advice for business owners on maintaining strategic focus amidst distractions.

I hope you enjoy this episode!
Give it a like, share, and subscribe to not miss the content coming your way weekly.
– Paul 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.

Ryan Austin is a serial entrepreneur who has spent over 12 years driving improvements in learning and development. In his current role as CEO at Cognota, the first LearnOps platform for corporate L&D teams, Ryan is focused on developing innovative technology that enables corporate learning teams to increase their productivity by powering learning operations across enterprises. Cognota’s patent-pending technology is the recipient of several Brandon Hall awards, including recognition for Best Advance in Emerging Learning Technology and Best Advance in Learning Management Measurement/Business Impact Tools. Prior to Cognota, Ryan served as Senior Vice President for World Trade Group, an organization that offers live events and training courses. In addition to his role as CEO at Cognota, Ryan is a mentor at Elevate, a non-profit organization focused on social innovation. He also co-founded GoFish Cam, a hardware technology company for the fishing industry which he exited in 2019, co-founded Stack & Sprout, a vertical garden for condominium patios, and is an active angel investor in B2B SaaS and Consumer Products. Ryan studied Sociology at York University and Business/Corporate Communications at Western University. He has participated in numerous entrepreneurial accelerator programs including Surge Ventures, StartEd EdTech Accelerator, Telluride Venture Accelerator, Capital Factory and The Next Founders Program. Ryan is the host of the LearnOps Leadership Series and a contributor to various publications for organizations including the Association for Talent Development, Training Journal, Forbes Business Council, and The Future of Talent/L&D.

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.

In this episode of the Sales Leaders podcast, Justine Tindall interviews Dan Radu. He is the founder of Macro B2B marketing agency for over 12 years working with global marketing tech companies. Dan has a global team that accelerates and scales marketing programs.
Dan shares his entrepreneurial journey, starting from his first sale in university to building a successful marketing agency. He discusses the importance of sales as the lifeblood of a business, defining growth beyond just revenue, and the challenges of lead generation in a competitive market. Dan emphasizes the need for effective sales management, continuous training, and the significance of hiring the right salespeople. He also explores the impact of AI on marketing and the necessity of resilience in entrepreneurship.

Connect with Dan on LinkedIn: https://www.linkedin.com/in/danradu2000/

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.