From the Dojo to the Boardroom: Mastering the "Black Belt" Mindset in Sales

An Interview with Michel Laporte Godorn Date: January 8, 2026

The Roots of a Fighter: From Seychelles to Sweden

Bruno Gavino: Michel, you have a fascinating story—a mix of cultures (Seychelles, Italy, and now Gothenburg). How has this cocktail shaped your world?

Michel Laporte Godorn: It’s been a journey. I was born in the beautiful islands of the Seychelles. My father is Italian; he moved there in the 60s but grew up in post-war Europe. We moved to Sweden when I was about five. Growing up as an immigrant kid has its challenges, and that’s actually how I found Karate.

I’ve been a student of full-contact Karate since I was nine. Like many kids in the 80s, I was inspired by The Karate Kid and Ninja Turtles, but it was also about self-defense and building confidence.

Bruno Gavino: You often talk about a "fighting spirit." How does that martial arts mentality translate into a regular business day?

Michel Laporte Godorn: Karate goes from a hobby to a way of life. It’s the art of Budo—the way of the samurai. It means having a student mentality at all times. In business, as soon as we face adversity, it’s easy to give up. Karate taught me to push through. Without that discipline, I never would have survived as an entrepreneur.

As Rocky Balboa said: "It’s not about how hard you can get hit; it’s about how hard you can get hit and keep moving forward." That is the essence of entrepreneurship.

---

The Discovery: Why Startups Fail at Sales

Bruno Gavino: You left a high-paying role as a Sales Director to dive into the startup world. What did you see there that others were missing?

Michel Laporte Godorn: In 2016, I hit a ceiling. I had helped a company grow from 60 to 120 million in turnover, but I was bored. I’m an entrepreneur at heart. When I started looking at the startup community in Sweden, I noticed a massive gap.

Every startup course taught you how to build a website or incorporate a company, but they gave maybe 30 minutes to sales. Nobody was teaching what to do on Monday morning when you actually have to get a client. > The Harsh Reality: 7 out of 10 solopreneurs can't pay their bills with their business. 9 out of 10 startups fail within 18 months, even with funding.

Bruno Gavino: How did you turn that observation into a business?

Michel Laporte Godorn: It was a discovery phase. At first, I thought I had a solution everyone would want. I was naive. I realized that sales isn't about the product; it's about the problem. I had to stop talking about my solution and start talking about their pain—like economical stress. When I addressed the pain, the market finally started listening.

---

The "Black Belt" Sales Methodology

Bruno Gavino: You talk about "Black Belt Sales." For those of us who aren't martial artists, what does that look like in a modern sales environment?

Michel Laporte Godorn: A black belt isn't just a piece of fabric; it’s a level of maturity. I still spar 20 rounds every Monday. A client once joined me and noticed that the black belts weren't the ones swinging wildly or acting aggressive. We were patient. We waited for the opening, and then we were precise.

In sales, beginners focus only on results (numbers). A "Black Belt" focuses on the process.

Michel Laporte Godorn: Results are dead—they are in the past. The process is a living thing you can always improve. When you focus on the process, you gain patience. You stop trying to go from zero to a million in three weeks and start building a foundation that lasts.

---

From Pressure to Partnership

Bruno Gavino: Your book mentions shifting from "Pressure to Partnership." How do you convince a board of directors to stop pushing for hourly sales and start looking at partnerships?

Michel Laporte Godorn: It’s an attitude shift that must start in the boardroom. Think of a closed fist: you can only punch with it. But if you open your hand, you can invite someone in. That’s the difference between pressure and partnership.

In 2026, the market is saturated with noise and ads. The winners are those who take a step back and seek to understand the buyer's behavior. A partner needs understanding, not pressure.

Bruno Gavino: But what about the small business owner who is desperate for their first $100k? Desperation is hard to hide.

Michel Laporte Godorn: Exactly. Clients don’t communicate with words; they communicate with intention. If you are desperate for their money, they sense it and reject you. Pressure comes when you don’t own a process. If you have a system you trust, you calm down. You become professional. You close more deals because you aren't chasing them with a "closed fist."

---

The Role of AI: Human Connection vs. Automation

Bruno Gavino: You’ve explored AI deeply. Which parts of sales should we automate, and what must stay human?

Michel Laporte Godorn: Technology is a tractor. I can buy a tractor, seeds, and water, but that doesn't make me a farmer. I still need to understand the earth.

AI should handle the "back office" of sales—reminders, follow-ups, and data. I recently used an AI tool to call thousands of event participants in Swedish to give them reminders. It did in five minutes what would have cost $3,000 in human labor.

However, for complex, high-end sales, human interaction is becoming more important than ever. AI will handle the simple tasks, while the "Black Belt" humans will handle the deep connections.

---

Scaling the "Entrepreneurial Tree"

Bruno Gavino: For those stuck between $500k and $1M in revenue, what are the concrete steps to break through?

Michel Laporte Godorn: I always use the metaphor of a tree. The stronger the roots, the higher the tree grows.

• Analyze the Roots: Who are your top five competitors? Why do people buy from them? What is their weakness? You must refresh this every year.

• The Survival Budget: You should be able to cover your survival expenses with just two deals a month. If it takes ten deals just to survive, your process is broken.

• Stop Selling Yourself Short: Most solopreneurs underprice themselves. We look at packaging and increasing the value proposition so they can match or beat larger firms.

• Digital Strategy: This is no longer negotiable. You need a clear strategy for where your clients live, whether that’s LinkedIn or elsewhere.

---

The "Feel-Good" Strategy: Mental Health for Founders

Bruno Gavino: Entrepreneurship is a mountain. How do you help founders stay motivated when they hit the "lows"?

Michel Laporte Godorn: I tell my clients: that day will come. We prepare for it before it happens. Most stress comes from a lack of control—either financial or over one’s time.

The most important thing I demand from my clients is a "Feel-Good Strategy." * Mine is a forest walk five days a week—no headphones, just thoughts.

• And sparring on Mondays.

You need a routine that is non-negotiable. Routine and discipline are the greatest ways out of negative feelings.

Bruno Gavino: Michel, this has been a masterclass. Any final words for our listeners?

Michel Laporte Godorn: Stop comparing yourself to others on social media. It’s not reality. Get control of your process, believe in your path, and you won’t just survive—you will thrive.

How to reach out to Michel Laport Gordon

LinkedIn URL: https://www.linkedin.com/in/michellaportegodorn/

---