E09 How Top Sales Leaders Build Trust, Urgency & Scalable Growth | David Nirko and Paul Tindall

Описание: In this episode of Sales Leaders Unscripted, host Paul Tindall sits down with David Nirko, President and General Manager of Spirax Sarco Canada, to unpack what it really takes to lead and scale a high-performing, technically driven sales organisation across a massive geography like Canada.

David shares his unconventional journey from finance and accounting into sales leadership, and why some of the strongest sales leaders come from non-traditional sales backgrounds. Together, they explore how trust, transparency, urgency, and technical credibility drive sustainable growth in complex B2B environments.

This candid conversation dives deep into:

Leading a nationwide sales engineering team

Selling value over price in highly technical industries

Managing sales coverage across Canada’s challenging geography

Hiring, onboarding, and mentoring next-generation sales talent

Building trust through over-communication and transparency

Why urgency alignment is a hidden factor behind stalled growth

Re-engaging dormant customers as a smarter prospecting strategy

If you’re a sales leader, CEO, business owner, or senior executive navigating growth, talent development, or sales transformation, this episode delivers practical insights you can apply immediately.

👤 About the Guest

David Nirko is President & General Manager of Spirax Sarco Canada, part of the global Spirax Group. With a background in finance (CPA, CMA) and extensive leadership experience across operations, HR, health & safety, and sales, David brings a unique, well-rounded perspective on building resilient, value-driven sales organisations.

🔗 Connect with David on LinkedIn:
  / david-nirko-cpa-cma-2b58b62b  

I hope you enjoy this episode!
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– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/bo...


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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.