In this episode of Psyche of Sales, Johnny sits down with David Nash, founder of The Wine Room by David Nash, to explore the parallels between sales excellence and exceptional hospitality: first impressions, the role of storytelling, team culture, and why the smallest details have the biggest impact.

David shares how a career in design and advertising has shaped his thinking about communication, customer experience, and influence. He talks through what he has learnt from building The Wine Room from the ground up, the behaviours behind a remarkable customer experience, and how hospitality principles translate directly into sales: from reading the room to setting expectations and creating small moments that shift how people feel.

Together, Johnny and David cover:

• Why transferable commercial instincts matter more than industry experience
• How sales excellence shows up in hospitality, including pace, preparation, follow-through and customer care
• The power of detail, discipline and consistency in earning trust and repeat business
• How pressure, risk and uncertainty sharpen capability when you’re accountable for every outcome
• The difference between “activity” and real progress, and how to stay intentional when things get noisy
• Why shortcuts erode credibility, and how high standards become a competitive advantage
• What founders and sales professionals can learn from hospitality about presence, emotional intelligence and service

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.

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David Nash is the founder of The Wine Room by David Nash in Auckland, a boutique hospitality space known for its focus on quality, detail and experience. His career spans global advertising agencies, brand strategy and design, before moving into wine, viticulture and now venue creation. David blends commercial discipline with a deep appreciation for craft, people and storytelling, which shapes the way he builds brands and customer experiences.

Results don’t always show up straight away, and that’s what makes consistency hard.

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies share lessons from recent coaching sessions on how to stay focused and confident when progress feels slow. They unpack why sales results are rarely linear, how to build daily discipline that compounds, and why progress — not perfection — is the real driver of performance. From early frustrations when effort doesn’t equal outcomes, to managing team motivation through the “lag phase,” Johnny and Rachael share how to stay in motion, measure what matters, and build confidence through practice and preparation.

Key Takeaways

• Results follow rhythm. Sales performance isn’t a straight line. Trust the process, stick to the plan, and focus on small, repeatable actions that build momentum over time.
• Define what “winning” really means. Shift your focus from lag indicators like revenue to controllable actions: daily planning, quality calls, consistent follow-up, and progression of live opportunities.
• Doubt kills energy. Clients can sense when you’re chasing results. Stay calm, stay consistent, and lead with clarity — not desperation.
• Celebrate progress, not pressure. Momentum is built on the smaller wins: preparation done, conversations advanced, habits held. Recognise and reward effort you can control.
• Leaders set the tone. Motivation flows from structure, accountability, and support. Keep feedback grounded in facts, make progress visible, and balance discipline with fun.
• Confidence is a skill. It comes from doing the work — not winging it. Preparation, practice, and stakeholder insight create genuine confidence in pitches and conversations.
• Practice daily, not occasionally. Ten minutes of role play, reflection, or planning a day will change your capability by Christmas. Improvement is earned in small, consistent reps.

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About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

In this week's Snapshots episode, Johnny Lee and Rachael Valtwies tackle one of the most loaded words in sales — hustle. Is it something people are born with, or can it be built? In this episode, they unpack what separates those who move from those who wait, explore how structure fuels motivation, and share practical ways to build daily drive that lasts longer than a motivational quote.

Key Takeaways

• Hustle is built, not born: Drive isn’t a fixed trait — it’s a discipline. The “wired” ones simply have stronger habits and clearer goals.
• Structure beats mood: Don’t wait to feel ready. Block prospecting, follow-ups and hard tasks into your diary. Rhythm builds results.
• Visibility drives accountability: Track every contact and follow-up. Whether it’s a CRM or a spreadsheet, clarity keeps you consistent.
• Stretch your comfort zone weekly: Call a new prospect, attend a networking event, or role-play your next pitch. Each stretch expands your threshold for discomfort and builds confidence.
• Reward effort, not outcome: Success follows sustained quality action. Celebrate consistency — not one-off bursts.
• Practice, don’t perform: The best salespeople don’t wing it. They rehearse, role-play and refine. Reps build rhythm; rhythm builds confidence.
• Leaders: create momentum, not micromanagement: Accountability and encouragement are key. Make it fun, model the behaviour, and remove the friction that stops progress.
• Progress beats perfection: Hustle isn’t about working more hours — it’s about working with intent. Clear goals, consistent actions, and reflection turn effort into impact.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.