Sales Today

Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.   I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.   I'll walk you through the VALUE framework,...

Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode.   Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.   Richar...

Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?   Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.   Our interesting discussion sheds light on the art of streamlining complica...

  In today's episode I am delighted to introduce the versatile Kiran Goindi an SDR at Experian.    Our conversation hits a balance between sales strategies and the rhythm of content creation.   Kiran's rich background in music takes centre stage as we explore how personal branding and forging emotional connections can enhance your sales approach.   We discuss the parallels between performing arts...

Have you ever walked past a trade show booth and felt an irresistible pull to stop and learn more?   That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat.     Zach, a mentor of international sales, joins me to share the knowledge behind crafting a magnetic trade show presence.   We discuss how to make your booth the talk of the event with strategies like...

Listen in as I sit down with Dan Fenwick , Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions.   Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the dysfunctional links between employers, recruiters, and candidates.   With a commitment to change the narrative,...

When faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients?   Mike Herberts, a master sales trainer and problem-solving genius, joins us to   reveal the game-changing concept of the Unique Problem Solving Proposition (UPSP).   We uncover a fresh perspective on selling, moving away from...

Do you ever wonder why some sales teams consistently outperform others?   The secret might just lie in the art of the discovery conversation.   I had the pleasure of hosting Kevin Beales , founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anatomy of sales interactions that make or break deals.   Kevin shares his journey and the innovative solution to the ag...

  Have you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales?   We sit down with Larry Levine , the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry.    Larry's insights challenge every sales professional to look within and ask if they truly live by the values of authenticity and heart they promot...

Have you ever struggled to connect with clients and seal the deal?   Sales genius Joe Ingram breaks down the crucial phases of the sales evaluation process without mincing words.   He walks us through listening, believing, and the pivotal moment of buy-in, all while navigating the usual pitfalls that snag salespeople too eager to close without truly engaging.   We look into the impact of AI on com...

Welcome to this episode on the transformative concept of collaborative selling, where we join forces with Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School.   Carole and I explore the shift in sales towards a cooperative approach that puts the buyer's needs first, drawing from the principles of her book "Buyer First."   We challenge the tra...

In this episode we dig into the idea of "unselling" with author Kevin Casey.   Hear about Kevin's journey from being a traditional, pushy salesperson to someone who values being genuine and relatable.   He openly talks about how he came up with the term "unselling," a new way of approaching sales that challenges the usual tactics.   Discover how this shift helped him overcome the negative stereoty...

How often do we hold ourselves back from venturing outside our comfort zones, even when we know that growth and learning lie just beyond?   This episode features Steve Fox , sales director at Experian, who shares his thoughts on why embracing the 'learning zone' is paramount for not just salespeople, but anyone looking to expand their skills and perspectives.   We discuss the mindset that drives h...

In this episode I discuss modern selling techniques and strategies, exploring how sales professionals can adopt a contemporary approach to securing business deals, focusing on the value framework.   I explain the importance of validating through an understanding of the ideal customer profile, developing a unique value proposition, and honing messaging to cut through the noise.   I also discuss the...

What happens when you mix an industry giant like Dell Technologies with the infectious enthusiasm and knowledge of Associate Sales Manager, Matt Browning?   You get a captivating conversation that will make your sales gears shift into overdrive.   We've had the privilege of delving deep into the world of sales with Matt, who shares insights from Dell's unique approach to training, coaching and car...

Is it possible that ethical selling can help you foster customer loyalty, increase referrals, and ace long-term success?   Join me as I dissect these fascinating queries. We'll explore the potential benefits and inherent challenges of ethical selling, highlighting its importance in creating genuine and meaningful business relationships.   The discussion takes a deep-dive into the fascinating realm...

Welcome to this episode with founder and investor Jason Graystone who talks about the significance of ethical business practices.   Jason brings to light the power of passion and genuineness in sales and how it can result in long-term financial success.   His discussion emphasises the importance of creating value for customers who genuinely need the product, and why it's crucial to avoid feelings...

Join us as we sit down with Sales Trainer & Coach Giulio Segantini, to discuss the concept of ethical selling.   We unravel the flaws in ego-driven sales approaches often seen in the industry and advocate for a more ethical approach, with the customer as the hero.   Listen as we explain how the ego of the seller can potentially hinder the selling process, and offer tips on being more conscious of...

Join me and special guest, Sebastian Bates, the founder of the Warrior Academy, as we discuss the fascinating interplay of character development and ethical selling.   Sebastian sheds light on his work in developing the three C's: confidence, conduct, and concentration in young individuals and how this translates into the world of business.   You'll be inspired by his vision of a black belt commun...

Join us as we explore the world of ethical selling with Nia Woodhouse, a senior Sales Development Representative (SDR) at My Sales Coach. She illuminates the essential role of an SDR in filling the top of the funnel for the sales team. We also shine a light on My Sales Coach, an organisation that pairs salespeople with their perfect match in a sales coach, providing essential support to sales lead...

Join us as we unravel the perception of sales professionals and its impact on the buyer-seller relationship. In this episode, I am joined by Patrick Boucousis , a fellow sales trainer with a keen interest in ethical selling.   Together, we discuss the evolution of ethical selling and how it can revolutionise your business approach, by prioritising the buyer, nurturing meaningful relationships and...

Are you struggling to make your mark in the competitive field of sales due to communication barriers?     Join Dan Caffarey and I as we team up to unravel the mysteries of effective communication in the sales domain.      We discuss the importance of learning the language of your clients, the role of small talk, and the significance of understanding your prospect's business objectives.     Discove...

Get ready to join  Jonathan Finch , commercial director at Big Presence, as we discuss the concept of 'invisible PR' and how it's a game-changer for long-term success in sales.   Jonathan reveals how this idea, centered on cultivating a solid reputation and investing time without immediate returns, helped him secure one of his biggest clients.   You'll discover how this strategy goes beyond blog p...

Join us as we explore the essential aspects of sales and effective communication with guest, Rana Salman, CEO of Solman Consulting and author of Sales Essentials.   We discuss the importance of understanding your product, preparing for conversations, and utilising efficient tools like LinkedIn to connect with potential clients.   Discover how to build credibility, ask the right questions, and crea...

Get ready to delve into the world of virtual selling techniques with Tom Williams, author of two insightful sales books   Listen in as we explore the world of virtual selling techniques and how sellers can distinguish themselves to build meaningful business relationships.   We tackle the concept of an outcome enablement plan and its benefits for both buyers and sellers, from an improved buying exp...