The Influence Gap with Bernadette McClelland

05: Joel Block: Advantage Player Mindset

What if the way you think about winning in business—and even about money itself—is completely backwards? In this electrifying episode, Joel Block blows the lid off conventional business wisdom, revealing how most organizations are programmed to "play not to lose"—and why that’s a surefire formula for mediocrity. From his early days as a professional blackjack player beating the house, to making billion-dollar deals on Wall Street, Joel Block shares the real secrets of the "advantage player mindset" and how you can apply them to achieve winning results and outsmart the game—whether you’re running a startup, leading a team, or vying for a seat at the table. Key highlights include: * Why most leaders and companies play defense instead of offense—and how it kills growth * What it really takes to become an elite performer (the answer will surprise you) * The mathematics of risk, timing, and how wealthy people leverage the system differently * The surprising advantage women have in business settings—and how to use it * Rapid-fire truths on courage, leadership, and what separates winners from everyone else Tune in to close the gap between intention and impact, and get ready to flip your thinking about business, risk, and winning. Episode Overview: 00:00 What "beating the house" really means and intro to the advantage player mindset 05:20 How business is often stacked against you—and why most companies play not to lose 09:40 Money myths, courage, and why wealthy people see the system differently 13:32 Timing, risk, and making bold decisions as a leader 17:14 Why leaders fear risking their reputation more than capital 21:28 Speaking truth to power and the hidden cost of protecting your seat at the table 26:20 High performers vs. elite performers; actionable steps to go from good to world-class 30:22 Creating momentum and the power of a "killer strategy" 33:41 Concrete outcomes: what happens when high performers become elite 36:13 Rapid-fire: the market rewards the courageous, and parting advice

04: Park Howell: Story-Driven Influence

What if you discovered that the real reason your sales team is missing targets isn't lack of effort or weak tactics—but your stories are sabotaging your results? In this episode, Bernadette McClelland welcomes the Emmy Award-winning branding expert and storytelling authority, Park Howell, to blow the lid off how most leaders unintentionally widen their "influence gap" by relying on logic and features instead of emotion and narrative. Park Howell unpacks his core story framework—the ABT (And, But, Therefore)—and shows how it can transform sales conversations, emails, pitches, and brand strategy into powerful emotional connections that move audiences to action. Hear how a simple rewrite triggered a 400% increase in campaign engagement, why technical people can be the best storytellers, and how to stop "anding" your audience to death. Whether you're a CEO, sales leader, or entrepreneur, this episode is packed with practical tips for intentional storytelling, the neuroscience behind what truly influences, and a new way to approach AI as "artful intelligence." Plus, you'll learn what really differentiates branding powerhouses and how to tell memorable, business-changing stories—in 90 seconds or less. Episode Overview 00:00 - Welcome, introductions, and why story is central to influence 02:22 - Park Howell's advertising background & personal story “aha” moments 05:14 - From intuitive to intentional storytelling (and why structure matters) 07:07 - The ABT framework explained and how it speaks to the buying brain 09:55 - What businesses lose by neglecting strategic storytelling 11:56 - Why people default to logic (and why it fails to create influence) 13:27 - The Amsterdam analogy: Where logic fits in your brand story 14:28 - Brand as the story people tell about you—and how to shape it 16:26 - From “winging it” to intentional narrative 18:09 - The digital marketing shift, AI, and “artful intelligence” 22:00 - Why most leaders stay stuck at “good” and not “great” 23:31 - Moments vs. epic stories—the small stories that move business 25:10 - Bernadette McClelland shares the moment behind launching The Influence Gap 27:24 - Closing the branding gap for smaller companies 30:20 - How to connect with Park Howell and access his tools 33:36 - Rapid fire questions and closing remarks

03: Colleen Stanley: Be The Mentor Who Mattered

What if the true secret to success in sales and leadership isn’t about being the best—it's about being there for someone else? In this episode of The Influence Gap, Bernadette McClelland sits down with the #1 global sales guru of 2024, Colleen Stanley, to uncover the real power behind mentorship. Drawing from her farm-town roots and her groundbreaking book Be the Mentor Who Mattered, Colleen Stanley shares how small acts of guidance, risk-taking, and paying attention can turn ordinary leaders and professionals into transformational figures. Key highlights include: * A raw exploration of how personal tragedy shaped Colleen Stanley's mentorship mindset * Why informal, "in-the-moment" mentor moments are more powerful than formal programs * How technology and self-absorption threaten human connection and what to do about it * Practical advice for leaders and aspiring mentors to foster genuine trust, resilience, and culture * Why everyone—regardless of titles or fame—has the ability to create lasting influence If you’re ready to learn how ordinary actions can have extraordinary impact, this is the influence conversation you can’t afford to miss. Connect with Colleen StanleyWebsite [http://salesleadershipdevelopment.com] LinkedIn [https://www.linkedin.com/in/colleenstanleysli/]Colleen’s latest book: Be the Mentor Who Mattered: Make a Difference. Be the Difference [https://www.amazon.com/Be-Mentor-Who-Mattered-Difference/dp/1962834573] Timestamped Overview: 00:01 – Welcome & Setting the Stage 01:23 – Colleen Stanley's Global Recognition 02:46 – Small-Town Upbringing & Early Mentor Moments 05:51 – The Farming Metaphor & Mentorship 06:30 – The Origin Story of “Be the Mentor Who Mattered” 09:11 – Personal Loss and Community Support 12:04 – Flipping the Script: Finding a Mentee 13:34 – Emotional Intelligence & Self-Awareness for Leaders 15:26 – Everyone Has Value: Everyday Mentor Moments 17:48 – The Power of Asking Good Questions 21:17 – Real-world Mentor Moments Changing Lives 23:19 – Community Loss in Remote Work Era 25:01 – The Invisible Cost of Lack of Mentorship 27:17 – Trust, Stress, and the Human Side of Leadership 29:06 – Technology as the Elephant in the Room 31:26 – Presence, Multitasking, and True Teamwork 33:28 – What the Best Mentor-Leaders Do Differently 35:55 – Tough Love, Standards, and Multiplying Leadership 37:18 – Creating Cultures of Mentorship & Influence 39:55 – Rapid Fire: Mentorship, Connection, and Trust 40:08 – Where to Find Colleen Stanley & Her Work

02: Carol Cooke: Bouncing Back, Reinventing and Winning Gold

What if your doctor told you, “Your life as you know it is over”? Would you give up—or fight back? In this episode of The Influence Gap, Bernadette McClelland sits down with three-time Paralympic gold medalist Carol Cooke, whose journey from devastating MS diagnosis to the top of the Paralympic podium is nothing short of incredible. Carol Cooke reveals the mindset shifts, resilience lessons, and “pivot points” that shaped her path from law enforcement in Canada to becoming one of Australia’s most decorated athletes—at an age where most would have given up. Packed with practical wisdom for business leaders and high-performers, this episode highlights the power of communication, contribution, and embracing the unknown. Whether you're an elite competitor, a sales leader, or simply facing your own crossroads, Carol Cooke will inspire you to rethink what’s possible and see the “gap” not as a setback, but as a gift. Timestamped Overview 00:00 Welcome and introduction 01:18 Carol Cooke’s sporting achievements 02:19 The Tokyo silver medal—perspective at age 60 03:25 Carol Cooke’s background and law enforcement career 04:48 MS diagnosis and the life-changing doctor’s visit 09:09 Processing the diagnosis: support and survival mode 11:09 On identity shifts, resilience, and reinvention 13:52 Transitioning from swimming to rowing to cycling 17:29 How leaders miss out on opportunities 18:50 The power (and failure) of communication in leadership 19:17 What separates elite performers from elite influencers 21:48 Contribution and generosity in high performance 24:14 Living organizational values 26:21 The “influence gap” and living through change 28:32 Choosing between “need” and “want” 32:46 Rapid fire—commitment, gratitude, and leadership 34:44 Carol Cooke’s books and how to connect 36:15 Reflections and wrap-up

01: Darren Mitchell: Rethinking Sales Success

What if the biggest mistake sales leaders make is focusing on all the wrong problems—and it's costing you results, energy, and team engagement? This episode of The Influence Gap with Bernadette McClelland features a no-nonsense, insight-rich conversation with Darren Mitchell, one of Australia’s top 20 sales influencers and host of the Exceptional Sales Leader Podcast. Discover how “blind blaming,” chasing outcomes, and product-centric mindsets are limiting your sales results—and how asking deeper questions, shifting your coaching from deals to people, and leaning into empathy can transform leadership impact. You’ll hear why the best leaders step out of the spotlight to lift others, why sales coaching is the first thing to be dropped (but is actually the number one driver of high performance), and how to make the leap from competent to exceptional sales leadership—even if you don’t fit the typical “sales profile.” Tune in for candid revelations, actionable ideas, and a rapid-fire round that’ll keep you thinking well after the episode ends. 00:00 Welcome & Introduction 01:15 Darren Mitchell joins and reflects on starting his podcast in Covid 02:07 Launching the Exceptional Sales Leader Podcast03:16 Over 900 episodes and counting04:05 The myth of solving the wrong sales problem: "blind blaming"05:29 The origins of "blind blaming" and what leaders miss07:18 The real issues upstream of pipeline & the biggest blind spots08:01 Sales leaders and the manic focus on results11:22 Is your market really finite, or is your thinking?12:57 How to ask questions that set you apart14:33 Context vs. content and the art of great questions15:19 Coaching styles and avoiding surface-level sales questions17:20 AI in sales coaching—what it can and can’t replace19:33 Are you coaching people, or just the deal?21:30 A Telstra story: year of the coach & what real coaching looks like24:29 Telling vs. asking—teaching your team how to think25:51 Mindset vs. skill set: what’s really holding leaders back?27:02 The power of empathy & coaching the whole person28:21 Leadership is not what you do, it’s who you are29:00 From competent to exceptional: what prevents the leap32:05 Engineering mindsets in sales leadership34:15 Rapid fire questions and wrap-up36:29 How to connect with Darren Mitchell and closing remarks