Ep 35: Video, Social Selling and Authentic Leadership Insights From The Front Lines

Timestamps:

02:35 The Early Influence of Kung Fu

05:48 Karate as a Life-Changing Decision

07:30 Applying Martial Arts Discipline in Sales

08:46 Embracing the Beginner’s Mindset

12:16 The Importance of Situational Awareness in Sales

13:40 The Birth of the Roving Reporter: A Social Selling Experiment

15:36 Harnessing the Power of Video Content

17:00 Overcoming the Fear of Putting Yourself Out There

24:17 The Power of Authenticity in Leadership

About Mark Fazackerley:

Mark Fazackerley, a high-performance sales leader who has made a significant impact across some of the most well-known companies in the industry, including Oracle, Talend, Qlik, and MicroStrategy. Mark is not only respected for his leadership and sales acumen but also for the authentic way he shows up in the world—a quality deeply influenced by his lifelong passion for martial arts.

Many of you may recognise Mark from his engaging LinkedIn Video posts as the ‘Roving Reporter,’ where he leads by example in the realm of social selling. In this episode, we’re going to dive deep into his journey, his philosophies on leadership, and how martial arts has shaped the way he connects with and inspires others.

Discovering Discipline Through Martial Arts

The Early Influence of Kung Fu

When I was a teenager, a TV show called Kung Fu caught my attention. The show featured a Shaolin monk who was calm and humble until action was required. Then, he’d burst into life-saving feats while maintaining his quiet strength. That image stuck with me. Around the same time, Bruce Lee’s films hit the scene, and I was completely drawn in. Martial arts became something I needed to explore.

Karate as a Life-Changing Decision

I found a local Okinawan karate school in New Zealand, taught by an instructor who had been a bit player in Kung Fu. It felt like fate, so I signed up. That decision set me on a path that would shape my entire approach to life and work. Discipline became a core part of who I am, something I carry into every aspect of my life, particularly in sales.

Applying Martial Arts Discipline in Sales

Discipline in sales isn’t just about sticking to routines or following orders; it’s about showing up, especially when things get tough. It’s like those early morning training sessions in karate when you’d rather stay in bed, but you push through anyway. This discipline has been crucial in helping me weather the challenges of the sales world. It’s what I expect from my team—show up, give your best, and let discipline guide you through the tough spots.

Embracing the Beginner’s Mindset

The Power of a Beginner’s Mind

One of the most valuable lessons I’ve learned through martial arts is the importance of maintaining a beginner’s mindset. No matter how long you’ve been doing something, there’s always more to learn. In karate, they say the mind of an expert sees few possibilities, but a beginner's mind sees many.

Staying Adaptable in a Fast-Paced World

This philosophy is incredibly relevant in the fast-paced world of SaaS and software. By keeping a beginner’s mind, I stay open to new ideas, willing to take risks, and adaptable to change. It’s easy to fall into the trap of thinking you’ve seen it all, but that’s when you stop growing.

Encouraging Growth in My Team

I instill this mindset in my team as well. I encourage them to question the status quo, look for new ways to solve problems, and keep learning. This approach fosters a culture of continuous growth and innovation, which is essential in our industry.

The Importance of Situational Awareness in Sales

Learning Situational Awareness in the Dojo

One thing you learn quickly in martial arts is the importance of situational awareness. Being aware of your surroundings is crucial whether you’re sparring in the dojo or walking down the street. It’s a skill that has served me well in my career, especially as I’ve moved between different organisations and roles.

Applying Awareness in a Professional Setting

In sales, situational awareness means understanding the landscape—knowing your market, understanding your customers’ challenges, and knowing what your competitors are doing. It’s about seeing the bigger picture and anticipating changes before they happen.

Using Awareness to Stay Ahead

This kind of awareness has been key in helping me stay ahead of the curve. By being proactive rather than reactive, I’ve positioned myself and my team to take advantage of new opportunities as they arise.

Finding Creative Solutions by Thinking Differently

Being a Maverick in Problem-Solving

I’ve always been a bit of a maverick when it comes to solving problems. As a young sales rep, I was the guy in the office coming up with unusual deal structures that drove the sales ops team mad. But I’ve always believed that the most interesting solutions come from looking at problems from a different angle.

A Fresh Approach to Problem-Solving

Recently, I worked with a client to implement machine learning algorithms in their labour force management. By taking a fresh approach, we discovered a way to improve their efficiency by 30%. That’s a significant impact on a $10 million labour force.

The Value of Unconventional Thinking

This experience reinforced my belief that the best solutions aren’t always the most obvious. Sometimes, the path less travelled is the one that leads to the biggest breakthroughs. It’s about staying curious, being willing to take risks, and not settling for the first answer that comes to mind.

The Birth of the Roving Reporter: A Social Selling Experiment

From a Joke to a Social Selling Tool

A few years ago, social selling wasn’t really on anyone’s radar. Now, it’s an essential part of how we engage with clients and prospects. For me, leading by example has always been key, which is how my “Roving Reporter” series on LinkedIn came about. It started as a bit of a laugh. We were at a Gartner event, and I was wearing a ridiculous wig for a themed night. I thought, why not have a bit of fun with this? So, I did a quick video, introducing myself as the Roving Reporter. To my surprise, it went viral.

The Power of Authenticity

The wig might have helped, but it was the authenticity that really resonated with people. Since then, I’ve made it a habit to do these videos whenever I’m at an event. Whether I’m at a conference in Brisbane or a racecourse in Sydney, I take a moment to stop, shoot a quick video, and engage with my audience. The response has been incredible. People appreciate seeing a real person behind the brand, someone they can relate to.

Transforming Social Selling into a Team Effort

One of the most rewarding aspects of the Roving Reporter series has been seeing the impact it’s had on my team. Social selling isn’t just about posting content—it’s about building relationships and creating authentic connections. By putting myself out there, I’ve shown my team that it’s okay to be a bit vulnerable, to have a bit of fun, and to let their personalities shine through.

Harnessing the Power of Video Content

Why Video is So Effective

The success of the Roving Reporter series has shown me just how powerful video content can be. In today’s fast-paced world, people are looking for quick, engaging content that they can consume on the go. Video is the perfect medium for this.

Connecting with Your Audience Through Video

But it’s not just about throwing together a video and hoping for the best. It’s about being authentic, being relatable, and providing value to your audience. That’s what people are looking for—real connections, not just another sales pitch.

Building Relationships Through Video

By harnessing the power of video, I’ve been able to build stronger relationships with my audience and demonstrate the value of social selling to my team. It’s about showing up as yourself, being genuine, and letting people see the person behind the brand.

Overcoming the Fear of Putting Yourself Out There

Facing the Camera for the First Time

I’ve never had a problem stepping on stage or speaking to people. I’ve been in Pre Sales and other customer-facing roles. But let’s be honest—nobody likes seeing themselves on camera. The first time I watched one of my videos, my immediate reaction was, “Who is that old bloke on the screen?”

Embracing Vulnerability

But I realised that if I wanted to connect with my audience, I had to be willing to be vulnerable. I had to be okay with showing the real me, wrinkles and all. And you know what? People responded to that. They appreciated the authenticity, the fact that I wasn’t trying to be someone I’m not.

The Rewards of Authenticity

This experience taught me that the fear of putting yourself out there is something you can overcome. And once you do, the rewards are immense. You build stronger connections with your audience, and you inspire your team to do the same.

The Power of Authenticity in Leadership

Leading with Integrity

At the end of the day, being an authentic leader means staying true to your values and leading with integrity. For me, that means being transparent, ethical, and always doing what I say I’m going to do. It’s about creating an environment where everyone feels included, where their opinions are valued, and where there are no dark corners.

Fostering a Transparent Culture

I believe in complete transparency—no secrets, no hidden agendas. Every week, we have an all-hands meeting where everyone’s numbers are on display. It’s all out in the open for everyone to see. This kind of transparency builds trust and fosters a culture where everyone feels they’re part of something bigger.

Building a Committed Team

By staying true to my values and leading with integrity, I’ve been able to build a team that’s not only successful but also deeply committed to the work we do. It’s about more than just hitting targets—it’s about creating a positive impact, both within the team and with our clients.

Summary

My journey from martial arts to social selling has been filled with lessons in discipline, adaptability, and the importance of authentic connection. I’ve learned the value of discipline and maintaining a beginner’s mindset through martial arts. 

These lessons have shaped my leadership style, focusing on creativity, situational awareness, and leading by example. The Roving Reporter series has been a powerful tool in demonstrating the impact of social selling, helping my team and I connect with our audience in meaningful ways. 

By staying true to my values and leading with integrity, I’ve built a team that’s successful and deeply committed to making a difference. As we navigate the challenges of today’s business world, these qualities will be crucial in driving success and creating lasting impact.

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