DJ Carroll shares the mindset frameworks that built seven businesses in this powerful conversation with sales leadership expert Darren Mitchell on The Exceptional Sales Leader Podcast. Whether you’re a sales professional, entrepreneur, or business leader, this 57-minute episode delivers actionable strategies for developing the killer instinct that separates winners from everyone else.
Listen to the Full Episode
What Makes This Episode Different?
Unlike typical business podcasts that stay surface-level, Darren Mitchell digs deep into the psychology of entrepreneurial success. DJ Carroll—a serial entrepreneur with seven businesses, author of The Hunter Head Game, and coach who reaches 2 million people annually—shares the unfiltered truth about what it takes to win.
Key statistic: According to research, most businesses close because the owner gives up, not because they run out of money. This episode addresses that head-on with practical mental frameworks for resilience.
Key Topics Covered in This Episode
The Hunter Mindset: Are You Prey or Predator?
DJ breaks down the core framework from his book The Hunter Head Game: the difference between passive prey mentality (victim thinking, reactive behavior) and aggressive predator mentality (taking complete ownership, proactive action). This mindset distinction is the #1 predictor of entrepreneurial success.
How to Develop Mental Toughness Like a Seasoned Entrepreneur
Mental toughness isn’t innate—it’s built through deliberate practice. DJ compares it to physical fitness: “Mental toughness is just like physical fitness. It takes time. You have to build it, exercise it, work on it.” He uses the analogy of General Patton calmly standing above the foxhole while bullets fly, versus the panicked new recruit. The goal: develop unshakeable composure under fire.
The Access, Attention, AI Framework for Business Growth
DJ introduces his proprietary framework for understanding the three technological waves that have transformed small business since 2000:
- Access (Internet) — Democratized information access
- Attention (Social Media) — Enabled direct customer communication
- AI (Artificial Intelligence) — Creating massive efficiency gains with new metrics like “revenue per headcount”
Practical example: A salesperson can now get off a call, paste the transcript into ChatGPT, and have a professional call recap email written in seconds—a task that used to take 15-20 minutes.
Why Personal Branding is Your Second Biggest Asset
DJ made this prediction 10 years ago in 2016: “Your personal brand is your second biggest asset—your first being your time.” In 2025, this is more true than ever. Sales professionals who aren’t building their personal brand online are missing one of the biggest opportunities in business history.
The Real Reason Most Businesses Fail
Contrary to popular belief, most businesses don’t fail due to lack of capital. They fail because the owner gives up. DJ shares his personal story of losing a $500,000+ real estate portfolio and six-figure business at 27 years old—and how he got off the couch that same night to power wash a drive-through restaurant to start rebuilding.
About DJ Carroll (Coach Carroll)
DJ Carroll is a serial entrepreneur with seven businesses, a podcaster for 10+ years, keynote speaker reaching 2 million people annually, and author of two books including The Hunter Head Game: Master Your Killer Instinct and Phenomenal Phone Calls. He’s also the CEO of Carroll Media Group and co-creator of Alli, an AI platform transforming how small businesses handle customer communication.
Connect with DJ: CoachCarroll.com | TheHunterHeadGame.com
About Darren Mitchell & The Exceptional Sales Leader Podcast
Darren Mitchell is one of Australia’s leading sales leadership experts. His podcast consistently delivers actionable insights from entrepreneurs, executives, and thought leaders for sales professionals who want to elevate their performance and lead high-performing teams.
Frequently Asked Questions
What is the Hunter Head Game about?
The Hunter Head Game is DJ Carroll’s framework for developing the mental toughness and killer instinct required for entrepreneurial success. The book argues that the old world rewarded obedience, but the new world demands killer instincts. It teaches readers to shift from passive “prey” thinking to proactive “predator” mindset.
How does mental toughness help in sales?
Mental toughness in sales means maintaining composure and persistence regardless of rejection or setbacks. DJ compares it to physical fitness—something that must be deliberately built through consistent practice. Sales professionals with mental toughness stay in the “batter’s box” and keep swinging until they make contact.
What is the Access, Attention, AI framework?
The Access, Attention, AI framework describes three technological waves transforming business: the Internet democratized access to information, social media gave businesses direct attention from customers, and AI is now creating massive efficiency gains. Smart entrepreneurs leverage all three for competitive advantage.
How can AI help sales teams?
AI helps sales teams by automating time-consuming tasks like call recaps, follow-up emails, customer questionnaires, and even phone answering. DJ’s company Alli provides AI that answers phones for businesses with such natural conversation that callers don’t realize they’re talking to AI. This frees salespeople to focus on high-value activities.
Why is personal branding important for sales professionals?
Personal branding allows sales professionals to attract clients rather than chase them. DJ notes that being “distinct” matters more than just being valuable—entertainers have the largest followings because they stand out. A strong personal brand creates trust before the first conversation ever happens.
What does “hustle, it’s worth it” mean?
“Hustle, it’s worth it” is DJ Carroll’s personal mantra. It means that if you hustle for a reason, for a season, the results will be worth the sacrifice. It’s a reminder that short-term intensity leads to long-term freedom and success.
Ready to Develop Your Killer Instinct?
If this conversation resonated with you, take the next step:
- Listen to the full episode on Spotify or Apple Podcasts
- Get the book — The Hunter Head Game
- Follow Coach Carroll — Search #CoachCarroll on any social platform
Thanks to Darren Mitchell for having me on the show. If you enjoyed this episode, leave a review on Apple Podcasts to help other sales leaders discover the show.
