Ever felt like you were doing everything right in a deal, only to lose it and realize you were never truly in the game? Or wondered how some reps consistently hit President’s Club like it's just another checkbox?

Stephen Cottrell doesn’t just hit quota. He’s earned 29 President’s Club awards over a 35-year career, closed over $1B in sales, and done it all across 48 countries. But it didn’t start that way. From boiling noodles in a Boston shoebox apartment to getting outflanked by IBM on a $1M deal, Stephen learned the hard way that grit, curiosity, and a process-driven mindset aren’t optional, they’re survival.

This episode isn’t about polished one-liners or LinkedIn fluff. It’s about what actually works: why MEDDIC changed his career, how to build resilience before you build pipeline, and the real reason being liked isn't enough. If you’ve ever wondered what separates the good reps from the elite, Stephen lays it all out. No filter, no fluff.

Let’s get into it.

Connect with Stephen Cottrell:
👉LinkedIn: https://www.linkedin.com/in/cottrell/

Connect with The High Performance Sales Leader Host:
👉LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

I spoke with Craig Harris, former CEO at Plexus and COO at Deputy … he has been a key part of some of the most exciting scale-ups in Australia.

Here’s Craig’s story ….

For 25 years, I’ve helped tech companies build at pace. But one journey that stands out—because of what it gave me, taught me, and broke in me—was Deputy.

In four years, we scaled from $5M to $55M. We didn’t do it with smoke and mirrors. We did it with systems, sweat, and a few very sore lessons. I’ll walk you through the path we took to scale, the frameworks that held under pressure, and how we pivoted when COVID sideswiped the entire business.

Not the “forgot your keys again” kind of chaos—but the high-octane, VUCA-drenched kind where companies grow fast, systems break, and you have to lead anyway.

Let’s get into it.

Connect with Craig Harris:

LinkedIn: https://www.linkedin.com/in/craig-harris-au/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!

In today’s episode, we sat down with Brad Perriott, Country Manager and AVP at Sentinel One, to explore the art of building authentic, long-term customer relationships in sales. Brad shares his unconventional journey—from managing a punk rock band to becoming a sales leader—and dives into his customer intimacy framework, a proven method for creating meaningful connections that drive business success.

Whether you're in sales, leadership, or simply looking to enhance your professional relationships, this episode is packed with actionable insights, personal anecdotes, and strategies to help you move beyond transactions and build trust.

Episode Highlights:

The 5-part system he uses to build customer intimacy, close deals that last, and create buyers who follow him, no matter the logo on his shirt.

• Customer Segmentation: If They Can’t Buy, Don’t Flirt
• Customer Journey: See Everyone. Hear No Less Than Three Nos.
• Qualify the Opportunity: The Deal Review Is Not a Mugging
• Buyer-Focused Proposal: Tell a Story, Say No, Close With Grace
• Delight Your Customer: Trust Is Built in Chaos, Not Comfort

Connect with Brad Perriott:

LinkedIn: https://www.linkedin.com/in/bradperriott/

Connect with The High Performance Sales Leader Host:

LinkedIn: https://www.linkedin.com/in/preesarkar/

Hiring or replacing someone in the next 90 days?

We partner with tech sales leaders who are time-poor and under-pressure, and introduce them to top performers without wasting time or risking average hires, so that they can build winning teams and careers.

Message pree@switchgears.io today!