
Exciting Opportunity Alert
Hunters and Unicorns are on the lookout for sponsorship partners.
Interested in exploring this opportunity further? We’d love to connect and share more about how you can be part of our journey.
Simply download our Sponsorship Pack and get it touch!
We look forward to hearing from you!

Intrigued?
If you would like to find out more about sponsoring our podcasts simply download our Sponsorship Pack and get in touch!
Interested in becoming a sponsor? Interested in becoming a sponsor?
Interested in becoming a sponsor? Interested in becoming a sponsor?

Inside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthy
With a remarkable track record scaling high-performing teams ...and navigating through IPOs, Brian shares the foundational principles that shaped his leadership—putting people first, leading with love, and building structures that drive consistent performance.
We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch.
🙌 Thanks to Our Sponsors!
PG AI: https://www.getpg.ai
Selr: https://selr.ai
🏹 Key Topics Covered
00:00 – Intro & First Sales Job
04:20 – Choosing Leadership Over Sales
08:00 – WANs: Coaching with Metrics
12:10 – Building Loyalty Through Care
16:15 – Sales vs. Leadership Thinking
21:00 – IPO Learnings & Pressure
26:10 – Territory, Quota & Fairness
31:25 – Love-Driven Leadership
36:20 – Hiring for Intellect & Agility
42:05 – Structuring First-Line Teams
48:40 – Closing Advice & Reflections
💥 3 Biggest Lessons
1. Real leadership is people-first – Helping someone grow, even if it means leaving your team, is true leadership.
2. Structure drives consistency – Weekly Activity Numbers (WANs) give both clarity and accountability to teams.
3. Love creates loyalty – When leaders genuinely will the best for their people, performance naturally follows.
🙌 Thanks for listening!
This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel!
🦄 Connect with Hunters & Unicorns
Website: http://huntersandunicorns.com
Twitter: http://twitter.com/HuntersUn1corns
Instagram: http://instagram.com/huntersandunicorns
Blog: http://huntersandunicorns.com/blog
💬 Notable Quotes
“If this is better for you and your family, leave. I will help you get promoted.”
“You either really care about people and their development, or you don’t.”
“Love is willing the best for others—and that’s how I lead.”
#softwaresales #huntersandunicorns #playbookuniverseShow More

Inside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthy
In this episode of Hunters & Unicorns, we sit down with Brian ...

Turning Dyslexia Into a Career Advantage
Turning Dyslexia Into a Career Advantage

Sales SOS, Episode 2 - How to Hire A-Players
Sales SOS Episode 2 - How to Hire A-Players In this episode of Sales ...

SALES SOS, Episode 1 - Career Defining Moves
After 200+ episodes and thousands of hours with the world’s top SaaS ...

Turning Imposter Syndrome into Your Sales Advantage ft. Marina Ayton
In this episode of Hunters & Unicorns, Great Leaders UK, we sit down ...

"Who does she think she is treating us like children?"
"Who does she think she is treating us like children?"

600% GROWTH in 12 Months: Alice Carlisle’s Wiz Success & Playbook
In this episode of Great Leaders UK, we sit down with Alice Carlisle, ...

It's OK to NOT Get Everything Right
It's OK to NOT Get Everything Right, with Natasha Evans

The BRUTAL Truth About Scaling Customer Success, w/ Natasha Evans
Today we’re joined by Natasha Evans, VP of Customer Growth at Hook. ...

I Bet on Myself. Now I'm the COO.
Betting on YOURSELF at the right time

From MongoDB to Founder: How Deirdre Spillane bet on Herself
In this episode of The Playbook Universe, we sit down with Deirdre ...

The 4 RULES to follow before choosing your next job
The 4 rules to follow before choosing your next job