Sales Today

Is ethical selling the secret sauce for sustainable success in sales?   In today's solo episode, I challenge the myths and misconceptions surrounding ethical selling.   Prepare to have your beliefs shifted as we explore the Goldilocks dilemma, where ethical sales practices strike the perfect balance—not too hard, not too soft.   Discover how small, positive changes lead to significant gains in bot...

What if ethical selling is neither a burden nor a compromise, but a powerful tool just waiting to be harnessed?   In this solo episode, I share insights from my book, focusing on how ethical selling is often perceived as either too challenging or too lenient.   Through the Goldilocks analogy, I argue that ethical selling is, in fact, "just right," offering a competitive edge by creating a win-win-...

Luke Tomlinson, Category Manager at MS3, joins me for a captivating conversation on the transformative power of procurement.   We unravel the outdated notion of procurement as just a back-office function and spotlight its potential to be a driving force for business value.   With a focus on ESG, risk management, and supply diversification, we discuss how procurement, when collaborating with sales...

What if your sales strategy could genuinely benefit your customers while meeting company goals?   Zac Thompson and Jack Frimston founders at WHAM (We Have A Meeting) uncover how ethical sales practices can reshape the industry.   We kick things off by challenging traditional, often manipulative sales methods and discussing how a buyer-centric approach prioritises the customer's needs over mere dea...

 Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.   Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.   Learn how understanding where people...

What happens when sales meets engineering in the packaging and warehouse automation industry?   George Brown, an executive recruiter specialising in this niche sector, joins me to reveal the unique qualities that make sales professionals successful in such a technically demanding field.   We explore why an engineering background is essential, equipping sales experts with the technical know-how to...

The belief that relationships drive sales in the engineering industry is outdated.   Tune in to hear Mark Rathore discuss a modern approach to engineering sales, where laser-focused problem-solving and leveraging past successes for credibility take centre stage.   We share insights on how advancements in transportation, automotive, and renewable energy are not only transforming industries but also...

Have you ever wondered why engineers, despite their technical brilliance, often find sales so challenging?   Join me and special guest, Mark Rathore , a chemical engineer who transitioned into a sales expert as he takes us through his intriguing journey from technical roles to mastering business interactions.    You'll gain insights into the distinct neural pathways that separate engineers from sa...

What happens when high-performing salespeople are thrust into leadership roles without formal training?   Join me on this episode where I am joined by Richard Cogswell, the author of "The Cultural Sales Leader," as we uncover the reality behind this common industry practice.   Richard shares the crucial elements of successful sales leadership, including the importance of structured training and th...

What if your personal brand could speak volumes even when you're not around?   Join me as I welcome Neil Bhuiyan, the visionary founder of Happy Selling, to reveal the secrets of building an impactful personal brand in the digital age.   Neil shares his expert insights on the pivotal role of Sales Development Representatives (SDRs), breaking down their responsibilities in both inbound and outbound...

How can AI revolutionise your sales strategy and give you a competitive edge?   Join me as I interview The Brindis Bots, a team of AI assistants engineered to transform the collaborative selling process.   Yes... I am talking to AIs!   Discover the Ideal Client Profiler, who excels at pinpointing and analysing client pain points and desired outcomes.   Then, hear from the Value Prop Builder, who o...

What if you could turn a sales slump into an opportunity for growth?   Join me as I welcome Helen Tebay, the 'Sales Lady' herself, to share the secrets behind overcoming sales slowdowns.   Tune in as we dive straight into the heart of why sales may stall, highlighting the need to review past activities and understand how recent actions impact current outcomes.   By focusing on the separation of bu...

What if practicing negotiation skills could lead to significant financial gains and professional growth?   Join me as I explore this and more with Philip Brown, founder of the Negotiation Club, who brings his unique perspective from the world of sports and coaching.   Philip breaks down the essential elements of effective negotiation practice, emphasising the crucial roles of the negotiator, the p...

Have you ever wondered how personal branding can skyrocket your sales?   Learn from Sophie Milliken MBE, the brilliant mind and founder behind Moja, who shares her extraordinary journey from top salesperson to personal branding expert.   Sophie reveals how intentionality and planning are key to enhancing your profile and overcoming common barriers like time constraints and imposter syndrome.   Dis...

What if simplifying your sales process could boost your success?   Join me as I welcome Will Barron, founder of Salesman.com to share his expert insights.   Will discusses the often-overcomplicated world of sales to reveal that the primary goal of any call outreach should be simply to book meetings.   By treating sales as a logical sequence of steps that align with the buyer's journey, both seller...

What if creating a more ethical and transparent supply chain was as simple as following a five-step process?    In today's episode I sit down with Aaron Lee, founder of Alchem Trading to discover his innovative CLEAN framework for chemical distribution.   From sourcing bulk chemicals for water treatment to those used in cosmetics, Aaron discusses the complexities of global supply chains.   Underst...

Want to know the secrets to building an unstoppable dream team and revolutionise your sales approach?   In this final episode of 'SquiggleThink' with Paul Fernandez, we uncover the ideal structure of a sales team, inspired by the precision and effectiveness of special forces units.   Discover the four specialist roles crucial for mastering "SquiggleThink," the complex, non-linear buying journey.  ...

Have you ever questioned why your sales and marketing efforts aren't quite hitting the mark?   In this episode with Paul Fernandez, we uncover the transformative power of "Squiggle Think," a concept that navigates the chaotic customer buying journey and aligns sales and marketing for maximum impact.   With the strategic use of technology like ScoreApp, we reveal how to gain invaluable insights int...

Join us on this weeks episode of the SquiggleThink mini series with Paul Fernandez as we unpack the complexities and strategies behind effective communication messaging in sales and marketing.   Our discussion begins with the critical need for alignment between sales and marketing efforts. Drawing on insights from the travel sector and the emerging role of Chief Revenue Officers, we highlight how...

What if your business partnerships could unlock new markets and elevate your marketing efforts?   On this episode of the SquiggleThink mini series we discuss the true essence of strategic partnerships for business growth.   Paul Fernandez , Co-Founder of The Growth Guys, shares his company's transformative journey, moving from traditional direct response marketing to a partnership-focused strategy...

Can AI truly revolutionise the sales industry, or is it just another buzzword?   In this second episode in the mini series of SquiggleThink, we tackle this compelling question with Paul Fernandez, co-founder of the Growth Guys.   Paul shares his expertise on the transformative role of AI in sales and marketing, highlighting how generative AI like ChatGPT is setting new standards for customer inter...

Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.   Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.   We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.   With a keen focus on the varied stages of...

We are rejoined by   Martin John , an experienced procurement trainer and negotiation expert, as he shares his deep insights into the art of ethical persuasion.   We discuss the fine line between guiding decisions and manipulation, highlighting the power of authority and knowledge in sales.   Martin, a founding member of the Cialdini Institute, explains how to ethically use Dr. Robert Cialdini's p...

Have you ever thought how innovation can be the driving force behind your sales success?   This weeks guest Jeff Standridge from Innovation Junkie and Cadron Capital Partners, shares a number of strategies that can transform the way you approach the sales process.   From the importance of identifying the genuine problems and opportunities that lie at the heart of your customer's needs, to the fine...

In this weeks episode Nico Ceballos Jones offers a refreshing perspective on storytelling, highlighting its power to connect and compel change in any setting, from the boardroom to the local pub.   We also tackle the potential pitfalls of storytelling becoming a cliché and recentre the conversation on its foundational importance in communication.   In our exploration of crafting core stories for b...