Sales Today

Join us as we chat with the incredibly talented Beth Hocking, a career coach who is passionate about helping individuals discover their passions and build satisfying careers.   We touch on the key differences between coaching and teaching and how the former can be used to unlock and unleash one's potential.   Beth provides insightful thoughts on 'work-life balance', reframing it as just one part o...

Join us as we chat with Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting.   He shares his transformational journey from studying marketing to finding his passion in sales, and how his mentor pushed him to be a student of sales.   He discusses the need to be knowledgeable, understanding customer needs, and practicing active listening.   Mark...

Listen in as we explore the crucial topic of how salespeople should act as leaders with James Rores , CEO and founder of the Floriss Group.   He talks about the universal buying cycle, underpinned by four essential questions that every prospect must consider before making a purchase.   This discussion emphasises the need for salespeople to respect the buyer's process, align their sales strategies...

Get ready to transform your sales approach with Fred Copestake as I dissect the common pitfalls that even seasoned professionals stumble into and reveal the keys to becoming a more effective and efficient salesperson.   Promise yourself that you'll never waste your time, energy or potential again as we pull back the curtain on the five major mistakes that hinder your sales: inefficiency, lack of c...

Join  Morgan Ratcliffe , co-founder of Ratcliffe Brothers, where we discuss the significance of story-driven marketing. Listen in as Morgan, with his fascinating journey from football to finance to marketing, shares his expertise on how to tell compelling stories about people, companies, and services that effectively demonstrate why someone should trust and buy from them. We explore why many compa...

Join us for a discussion with Jo Britton , a neurosculpting coach, where we explore how sales professionals can leverage neurosculpting for winning businesses.   We unpack the vital role change plays in sales and how our brains are wired to respond to it.   Jo discusses the brain's hierarchy, its prediction scripts and patterns, and the impact of emotions on decision-making.   We reveal how unders...

Are you eager to get inside the minds of C-Suite executives and understand what drives their buying decisions?   This episode we are joined by Jacques Sciammas who has dedicated his career to understanding and conveying the needs of customers to salespeople.   Jacques provides a deep-dive into the world of selling to C-suite level, underlining the importance of understanding the goals, strategies,...

Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect?     Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place.     This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland.     She discusses the ess...

Join us as Paul Fuller , CRO at Membrain, unravels the differences between a sales methodology and a sales process.   Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the order of steps that leads the customer to the best outcome.   Get a glimpse into Membrain, a unique CRM that...

Gear up to learn tried-and-true sales prospecting strategies and discover how to overcome challenges in this episode!   Collin Mitchell , VP of Sales at Leadium, offers his expert advice and insights into what it takes to succeed in sales organisations.   We dive into the world of data, exploring its crucial role in prospecting, and caution against relying solely on AI, emphasising the irreplaceab...

You can have the best idea, product, or message in the world, but unless you can communicate in a way that 'wows' your audience, you may as well not bother!   Susie Ashfield shares advice including the 'Golden Rule' she uses with executives to help them becoming more engaging and indeed stop alienating people they are trying to impress.   We talk about the annoying habit of 'dumbing up' presentati...

For sales teams, win-loss analysis is the practice of capturing and analysing the reasons why you win and lose sales opportunities.   It's like 'video day' for sports professionals.   Great teams use film to review past performance (their own and their competitors) to uncover ways to improve performance in the future and increase the probability of success.   Cam England explains how win-loss anal...

Some salespeople will miss out.   That is the bold prediction of Moeed Amin and it's hard to argue with his reasoning.   This thinking is based on experience plus a now habitual use of AI to take it to the next level.   Our conversation turns from using these tools not just in sales to all parts of life.   A deliberate plan to become increasingly comfortable with the technology and reap the reward...

What do the top 1%ers do to win more business?   Doug C Brown has studied this and shares the five key elements that anyone can do to be more successful.    We discuss talking to the actual buyer and saving precious time that can be wasted when 'happy ears' are listening to the wrong person.   We also speak about the importance of building a relationship on trust/respect/liking (in that order).  ...

Not generating enough quality leads from your LinkedIn efforts?   Sam Rathling is uniquely placed to help B2B sales professionals build sales pipeline by leveraging her background in Enterprise selling and Corporate Sales and sharing how to use Sales Navigator.   We talk about the fundamentals of using the platform and how many salespeople get caught out by self-centred or misguided centralised ma...

Contrary to popular belief, commercial negotiation is not about acquiring a toolbox of clever tactics to secure victories.   Rather, it revolves around creating success for oneself without compromising the other party's interests.   Keld Jensen describes the art that involves comprehending the mathematics of negotiation and uncovering asymmetric value —an approach he refers to as NegoEconomics.   ...

What is holding you back?   There are some common mistakes Shane Ray Martin sees on sales and negotiation.    When we move too fast, we not only miss things but remove the opportunity to 'out care' the competition.   Also, by failing to take time to help customers understand where they are today and want to be in the future we might not create the tension required for a decision to be made.   We d...

Are you scared for your job?   Today salespeople are needed for various types of selling.   Anton Dobrzhanskiy and Miro Putkonen explain how while some types of selling, like transactional, could become obsolete due to AI-driven automation, other types like consultative, solution, and provocative selling might still require human salespeople to understand customer needs, solve unique problems, and...

Is your cold call structure fit for purpose?   If you are trying to call senior executives it might not be.   Martin Stevens shares both why and how he goes for the top. Based on a playbook that determines whether offering/adding/creating value the structure he uses focuses on outcomes and problems.   Specifically framed in that order after a pattern interrupt and upfront contract this allows iden...

How does a professionally trained actor apply their craft in the world of sales?   Scott Purves shares how he uses skills developed in one profession help those develop in another.   Some of the techniques might be predictable but others are surprising.   He explains how actors study human behaviour and in doing so also develop increased self-awareness.   We talk about whether a seller learning so...

Why does money have such an emotional effect?   Jason Graystone explains how it is fundamentally linked to survival and how mismanagement can cause our brain to act in a way that is not conducive to good selling.   Being needy unattractive to customers and hampers the ability to foster real connection.   The physiological effect also means we will be unable to think clearly which is a painful iron...

Customers are weird.   They don't do what they say they will do and don't act how we think they 'should'.   Melina Palmer is a sales conversion expert with a personal mission to make business more effective and brain friendly.   In this episode she translates a few key concepts of behavioural economics (the study and science of why people buy - or not) and provides simple, actionable tips that can...

The good news is corporate buyers are human!   They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job.    Getting it wrong could result in these consequences but if they get it right they move towards potential status, money and success.   But the brain is not as linear or logical as we think and a large proportion of decision...

What a time to be an AI enthusiast!   Denise has been this for over 15 years and is watching with interest the explosion of attention that artificial intellience has received since ChatGPT hit the world.   We talk about some of the tasks that AI can make more effective including forecasting and lead nurturing and our attention then turns to where we need to proceed with caution.   Will an overuse...

Use it or lose out!   There is massive excitement about the effect of AI in sales though not so many people are talking about how to actually use it.   Plenty of hype but no real applications unless you buy something with an integration.   I'm interested in how anyone can use the most common free tool available - ChatGPT - to make immediate impact.   Here I share how to 'get inside the customers h...