Sales Today

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...

Do you want to know how a coach can transform your sales game?   Richard Smith, the go-to guru at my Sales Coach, sits down with us to unravel the dynamic impact of personalised sales coaching.   Imagine leaving every coaching session with an invigorated sense of purpose and an arsenal of sharpened skills, ready to tackle your sales targets head-on.   Richard shares his experiences both as a coach...

Ever wondered why some sales pitches make you tune out while others capture your undivided attention?   The answer often lies in the narrative. That's why I invited Peter Elgar from HPS to share his expertise on how a shift from a product-focused pitch to a value-driven story can make all the difference in the competitive arena of liquid product recovery systems, or as the insiders call it, "piggi...

When the pressure's on and every word counts, what's your move?   That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.   Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or...

Growing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics    But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from exotic mangoes to high-tech solutions, into a story that sells itself.   Listen in as we peel back the layers of the sales p...

Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.   Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales.    We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.   Leah shar...

Have you ever felt your presentations could pack more punch?    Discover the secret to delivering powerful presentations that resonate with your audience as we reveal the 'Rule of Three' with Andrea Pacini, the mind behind "Confident Presenter."   Our conversation peels back the layers on this timeless strategy, showing you how to craft your pitch with a magnetic beginning, three core messages, an...

Ever found yourself fumbling with PowerPoint slides, only to witness your audience's eyes glaze over?   This episode, we tackle that all-too-familiar scenario with the help of Andrea Pacini, presentation powerhouse and author of "Confident Presenter."   Through games and anecdotes, we reveal how to bridge the gap between what's buzzing in your brain and what resonates with listeners, ensuring your...

Join me as I sit down with Julie Hansen, an expert on virtual executive presence, to discuss the essentials of mastering virtual sales environments.   Together, we discuss the significance of adapting traditional sales skills to the digital space, focusing on the need to project confidence, credibility, and empathy through a camera.   Julie, author of "Look Me in the Eye," shares her knowledge on...

Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.   We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.   Anna's wealth of knowledge offers a rich perspective on steering clear of aggressive sales tacti...