Sales Today

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...

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.   ...