Matthew Pollard

The Iterative Path to Sales Excellence

Great salespeople aren't born; they're built, step by step. In this value-packed episode, Matthew welcomes David Fastuca, co-founder of Growth Forum and host of the How to Sell podcast. David offers yet more proof that introverts can thrive in sales—and even build eight-figure businesses—by leaning into their strengths. He shares his journey of embracing systems, iteration, and persistence to become a successful entrepreneur and sales expert, showing how small, consistent improvements can lead to massive results. Whether you’re crushing quotas or struggling to find your flow, this episode will inspire you to embrace your introvert's edge and master the sales game.
Topic Points
How introverts can turn quiet persistence into their biggest sales advantage
The surprising way small tweaks in your process can lead to massive wins
Why hearing “no” doesn’t mean the deal is dead—and what to do instead
The mindset shift that turns “I can’t” into “I crushed it”
Real-world strategies for building authentic relationships—without draining your energy
The secret weapon introverts can use to outshine even the most outgoing competitors
Resource Links
David's LinkedIn
Growth Forum
David's podcast, How to Sell

Why Introverts Make Great Leaders

In this episode of The Introvert's Edge, Matthew chats with Terrance Lee, author of Quiet Voice Fearless Leader and the upcoming The Calm Effect. Terrance shares his journey from a reluctant introvert to a Fortune 500 leader, offering actionable strategies for introverts to embrace their strengths in leadership. Learn how observation, poise, and calmness can become your superpowers, why rest is vital for productivity, and how to assert yourself to unlock opportunities. Whether you’re an aspiring leader or simply looking to grow your confidence, this episode is packed with insights to help you thrive.
 
Topic Points
Terrance's journey from reluctant introvert to Fortune 500 leader
The power of observation and poise in leadership
Why introverts excel at active listening and how to leverage it effectively
How early confidence-shaking experiences can shape your personal and professional path
Practical strategies for building self-confidence and finding mentors
The importance of rest and recharging for introverts and how it improves productivity
Understanding how to assert yourself and ask for opportunities
What makes calmness and underrated superpower
Resource Links
Terrance's website: https://terrancelee.com
Terrance's TikTok: https://www.tiktok.com/@theintrovertleader?lang=en
Terrance's Instagram: https://www.instagram.com/theintrovertleader/?hl=en
Quiet Voice Fearless Leader: 10 Principles For Introverts To Awaken The Leader Inside: https://www.amazon.com/Quiet-Voice-Fearless-Leader-Principles/dp/1737000717 
The Calm Effect: 5 Keys For Introverts To Succeed Without Stress And Lead With Poise: https://www.amazon.com/Calm-Effect-Introverts-Succeed-Introvert/dp/B0D2P261VV
Guest Info
Terrance Lee is a Fortune 500 leader, speaker, and author known as "The Introvert Leader." With years of experience in leadership roles across industries, Terrance specializes in empowering introverts to embrace their strengths and thrive in leadership. His books, Quiet Voice Fearless Leader and the upcoming The Calm Effect, offer actionable strategies for introverts to lead authentically. Terrance is also active on social media, where he inspires introverts through his popular Instagram and TikTok accounts.

Why Introverts Excel at Global Mobility and Remote Work

In this episode, Matthew speaks with Laura Tippett, Partner at KPMG Canada and a passionate advocate for inclusion in the workplace. Laura shares her expertise in global mobility and how it’s becoming a critical tool for organizations to attract and retain talent in a post-COVID world, along with invaluable insights on how organizations can embrace the benefits of remote work as key to employee satisfaction and productivity, particularly for introverts. The discussion also includes the challenges of remote work, from burnout to proximity bias, and offers insights on how to thrive in a hybrid work environment. This is a must-listen for HR professionals, introverts, and anyone interested in a diverse, inclusive, and highly productive workforce!
 
Topic Points
How remote work is reshaping the workplace
Why global mobility is a key tool for talent retention
The importance of flexibility in hybrid work environments
Strategies to build relationships and belong, in or out of their office environment
How proximity bias can impact the career development of remote workers
The balance between productivity and mental health when working from home
How remote work impacts work-life balance for better and for worse
The role of leadership in creating inclusive, flexible workplaces
Resource Links
Thrive Network
Report: Managing Duty of Care for Employee Wellbeing Within a Hybrid Workforce
Laura’s LinkedIn
Guest Info
Laura Tippett is a Partner at KPMG Canada, specializing in global mobility and a key advocate for inclusion, diversity, and equity in the workplace. She is also the founder of the Thrive Women's Network, where she works to promote diversity and support underrepresented groups in the corporate world. Laura is deeply passionate about creating environments where people of all backgrounds, especially introverts and working parents, can thrive.

How to Make Money as an Introvert on YouTube

Matthew welcomes Ed Lawrence, an introvert who’s built a successful YouTube channel by being unapologetically himself. Despite the stereotype that introverts avoid the spotlight, Ed has proven that with thoughtful planning and a clear niche, introverts can thrive on platforms like YouTube. He shares his journey of finding the right balance between creativity and profitability, and how he learned that less fame can actually lead to more success. Ed also shares the importance of planning, storytelling, and understanding your audience—non-negotiables for anyone looking to stand out in the digital world. Whether you’re considering making YouTube videos or just want to refine your approach to business, this episode is packed with valuable insights.
 
Episode Highlights:
Ed's journey from pursuing YouTube fame to focusing on targeted content
Why niching down is more profitable and less stressful than chasing views
The importance of planning and preparation in creating engaging content
How to create content that resonates with your audience
Misconceptions about YouTube ad revenue and why it's not the goal
The significance of storytelling and humor in video creation
How introverts can leverage their strengths to succeed on YouTube
Resources:
Film Booth
Creator Booth
Join Ed's email list

How to Advance in Your Career as an Introverted Professional

In this episode, Matthew speaks with career coach Nital Phull about navigating career advancement as an introverted professional. Nital, who's spent many years at PricewaterhouseCoopers, shares her insights on personal branding, visibility, and how introverts can excel without feeling like they're bragging. She also discusses the importance of networking, mentorship, and sponsorship within organizations, offering actionable strategies for introverts to leverage their strengths in their careers. With a focus on empathy, active listening, and thoughtful preparation, Nital emphasizes the power of introverts in leadership roles and career success.
 
Episode Highlights:
Nital’s personal journey in navigating career growth as an introvert
Strategies for self-promotion without feeling like you're bragging
The importance of building a personal brand as an introvert
How to raise your profile by promoting your team’s success
The value of continuous networking over isolated, stressful networking
Resources for career development, including mentorship and sponsorship
How introverts can turn their empathy and active listening into leadership strengths
Nital’s introvert edge: Using introversion to become an effective problem solver
Resources
Nital's LinkedIn
Nital's website

SMART Goals

The INTJ Approach to Successful Entrepreneurship

In today's episode of The Introvert's Edge podcast, Matthew talks with Don Williams, an INTJ entrepreneur who has truly maximized his many introverted strengths across a diverse range of business endeavors. Emphasizing the strengths of the INTJ personality type in entrepreneurship, this episode details how introverts can absolutely excel in seemingly extroverted domains. Don imparts his unique approach to sales, focusing on building trust and understanding customer perspectives, all while maintaining authenticity. He offers insights on overcoming common challenges introverts face, such as negative self-talk and societal misconceptions, and how to transform them into incredible success in business, public speaking, consulting, podcast hosting, and more.
Episode Highlights
- The critical importance of strategic thinking skills in any business environment- Harnessing INTJ personality traits effectively for amazing professional success- How INTJ entrepreneurs can maximize strategies for building trust and authenticity in sales - The impact of negative self-talk on introverts and creative solutions to combat it- The importance of sincerity and customer perspective in introverted selling- Techniques for introverts to harness their strengths in entrepreneurial ventures- Developing a scientific approach to sales while maintaining introverted qualities
Resources
- Don's LinkedIn: https://www.linkedin.com/in/don-williams-a63375a/- "The Proven Entrepreneur" podcast: https://provenentrepreneurshow.com/ - Don's latest book, Gratitude: https://donwilliamsglobal.com/gratitude/ - Don's other bestselling books: https://donwilliamsglobal.com/bestsellers/ - How to Win Friends and Influence People, by Dale Carnegie: https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 - The Greatest Miracle in the World, by Og Mandino: https://www.amazon.com/Greatest-Miracle-World-Og-Mandino/dp/0553279726 - Myers-Briggs type indicator (INTJ): https://www.16personalities.com/intj-personality 

Transforming Corporate Culture for Introverts

In today's powerful episode, Matthew welcomes Toiya Honore, who has played a critical role in creating an introvert-friendly workplace at the American Heart Association. Together, they explore the benefits of embracing introversion and the creation of employee resource groups for introverts at work. Toiya shares her personal experiences as an introvert working in a predominantly extroverted field, as well as how introverts can contribute their unique strengths to the workplace. Discover the significance of understanding introversion as a diversity issue, and the positive impact it can have on organizational culture and productivity. Whether you're an employee, a manager, or a small business owner, this discussion shines a light on how inclusion makes for a highly productive and rewarding workplace.
Episode Highlights:
- Toiya's personal journey in the corporate world- Challenges introverts face in meetings and communication- The inception of employee resource groups for introverts- The inception of employee resource groups for introverts- Highlighting the superpowers of introverts in the workplace- Breaking down biases in the hiring process for introverts- Tips for introverts to thrive in professional settings- How to start your own introversion inclusion group and initiatives at work
About Toiya:
Toiya Honore is a dedicated marketing and communications professional with over two decades of experience. She has been an integral part of the American Heart Association, where she created and leads an employee resource group for introverts. Toiya is a staunch advocate for introverts, emphasizing the value they bring to organizations and promoting diversity and inclusion by recognizing introversion as a significant aspect of workplace dynamics.
Resources mentioned in the show:
- Toiya's LinkedIn: https://www.linkedin.com/in/toiya-honore/  - American Heart Association: https://www.heart.org/ 

The 7-Step Sales Process Embraced by Introverts Worldwide

Summary:
As a result of Matthew’s work with the Introverted Seller Summit, we’ve been getting even more inquiries than usual from introverts wanting to improve their sales results. So, we’re doing things a little differently in this episode! In this special installment, Matthew introduces and shares the first chapter of his audiobook "The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone." And the best part is, you don’t even need to buy the book to take full advantage of Matthew’s 7-step sales process: It’s all revealed in the first chapter. Listen in and discover exactly why introverts can beat the extroverts at sales, hands down!
 
Episode Highlights:
Discover how to overcome your fear of selling once and for all
Leverage a repeatable, reliable sales process that removes the awkwardness and stress
Learn why stories are key to exploding sales
A simple way to earn trust and credibility
The key to feeling confident and comfortable in virtually every sales situation
Foster the belief that you can actually enjoy selling!
Learn the 7-step process that doubles your sales in the next 60 days
Resources Mentioned in the Show:
Get the PDF of the first chapter, free
The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone - Amazon and Audible
The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone - FREE, just pay S&H
 

The Power of Cognitive Diversity: Introversion and Human Behavior with Csaba Toth

Diversity isn't just about race or gender; it's also about how we think and process information. In this episode of The Introvert’s Edge podcast, Matthew explores the fascinating world of cognitive diversity with Csaba Toth, highlighting its impact on human behavior and organizational success. Topics include misconceptions about introverts, the importance of understanding one's personality, and how organizations can leverage cognitive diversity for success. Csaba shares valuable insights on why psychometric assessments should measure preferences, not skills, and how to create a psychologically safe and inclusive workplace.
Episode Highlights:
The misconception that introverts lack confidence and competence
Csaba's journey into studying cognitive diversity and introversion
The role of self-awareness in personal and professional growth
Leveraging cognitive diversity to drive innovation and productivity
The problem with rigid hiring practices based on psychometric assessments
Steps to create a psychologically safe and inclusive workplace
Balancing the mindset gap between team members with diverse preferences
About Csaba Toth:Csaba Toth is an expert in cognitive diversity and human behavior, specializing in helping individuals and organizations understand and leverage cognitive diversity to achieve better results. Csaba's work includes workshops and webinars, as well as his highly-rated book – all offering practical guidance on embracing cognitive diversity.
 
Resources mentioned in the show:
Connect with Csaba on LinkedIn
Csaba's book: "Uncommon Sense in Unusual Times"
Csaba's website