Steve Tolen talks Sales and Soul - Blending hard-nosed sales tactics with mindset and humility

In this episode of Before We Get Started, I sit down with UK-born sales and recruitment veteran Steve Tolan (of Pinpoint Talent & Stolen & Co). Over a lively conversation, we explore: • Mindset Mastery: How early lessons selling fish with his dad taught Steve resilience, humility and the importance of human connection—skills no university can replicate. • Cultural Differences in Sales: Contrasting the cut-throat, transactional UK market with Australia’s relationship-driven approach and why tenure and authenticity matter in a small ecosystem. • Personal Branding & LinkedIn: Steve’s “20 videos in January” experiment that drove 100K views, and the six pillars of modern sales success: personal brand, LinkedIn mastery, AI literacy, video, in-person networking, and the smart cold call. • AI in Recruitment & Sales: Why AI won’t replace people who leverage it—only those who ignore it—and how to map your process, identify pain points, and harness automation to free up time for high-value human interaction. • Work-Life Balance & the Future of Work: The rise of hybrid models, the value of flexibility, and the constant tension between entrepreneurial drive and making time for family. Throughout, Steve’s energy, wit and real-world stories (like wearing a sharp pinstripe suit in Sydney!) underscore one clear message: be authentically you, lean into discomfort, and use every tool—digital or human—to amplify your impact.

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