Sales Today

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...

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...