Sell Like You

Learn how critical thinking transforms your sales approach, from handling objections to making high-stakes decisions under pressure. Harriet sits down with critical thinking expert Bethan to explore why courage matters more than confidence, how cognitive biases influence buyer behaviour, and the one pause that can save you from costly mistakes. Practical strategies for UK and Australian sales prof...

This episode dives into what AI really is, how large language models work, and why sales teams should be using them to amplify but not replace, their own intelligence. Harriet and Josh unpack the real risks around data, privacy and “free” AI tools, and how to build an AI strategy that actually supports your business goals instead of creating hidden exposure. You’ll hear practical examples from UK...

What actually moves the needle in 2026? In this quarterly kickoff episode, Harriet is joined by Tech Tent’s Lara to unpack what’s really working across sales and marketing — and what’s wasting your time.            From the obsession with net-new leads to the untappedgoldmine sitting in your CRM, this episode breaks down how top-performing B2Borgs are building sustainable pipeline, closing faster,...

Harriet Mellor answers burning sales questions from clients, tackling common pitfalls like forcing closes and over-engineering proposals. Discover actionable insights on qualification, AI trends, and daily prospecting to build unbreakable pipelines and avoid burnout. Perfect for sales leaders seeking no-fluff strategies in competitive UK and Australian markets. What You’ll Learn - Unlearn the myth...

Most salespeople say they “understand the buyer,” but very few know how to actually think like one. In this episode, Harriet breaks down how to map decision-making, influence timelines without pushing, and keep deals moving across long and complex cycles. Learn how to guide prospects, protect trust, and create momentum even when buyers delay, stall, or shift priorities. 🧠 What You’ll Learn: Why p...

Lost deals teach more than wins ever will, but only if you're willing to dig into what went wrong. Harriet breaks down why most deals are lost in qualification and discovery, how to go deeper with clients to uncover what really matters, and the questions that build stronger pipelines and more predictable revenue. If you're losing deals you thought were locked in, this episode will show you...

AI tools can automate outreach, but they'll never replace the trust, connection and relationships built through face-to-face conversations. Harriet explores why human-to-human selling still drives the biggest wins, how to balance technology with in-person engagement, and the strategies top sales teams use to build genuine client relationships that lead to long-term revenue growth. Whether you&...

As the year winds down, most sales teams slow down - but the best reps are planning for momentum. In this solo episode, Harriet breaks down how to approach Q4 with clarity and structure, especially in the Australian market. Learn how to balance relationship-building with smart pipeline planning so you start the new year strong. What You’ll Learn: Why Q4 requires a different sales rhythm How to shi...

After six weeks on the road across Australia and the US, Harriet shares what it actually takes to keep prospecting momentum alive while travelling, expanding into new markets, and leading global client engagements. From CRM discipline to proximity-based outreach, this solo episode dives into the sales systems and habits that drive consistent pipeline success - anywhere in the world. What You’ll Le...

Should your top-performing sales reps be pre-qualifying leads? Probably not. In this short but practical episode, Harriet Mellor breaks down why top reps should stay focused on closing, not early-stage qualification. You’ll learn how to build smarter, scalable sales qualification systems using frameworks like BANT, MEDDIC, and SPIN, supported by SDRs, AI tools, and virtual assistants. Perfect for...

Three weeks on the road across the US proved one thing: opportunities are everywhere if you know how to look. In this solo episode, Harriet shares how to turn real-world buying signals such as billboards, lanyards, airport signage, hotel logos into conversations that count. Learn how curiosity, proximity and context can help you build pipeline anywhere, without cold spam or awkward pitches. What Y...

Harriet Mellor dives into Jeb Blount Junior’s journey from top-of-funnel selling to leading marketing at Sales Gravy, unpacking legacy pressure, ego management, and the mindset shifts that keep pipeline flowing. Expect punchy, practical tactics on prospecting, coaching marketers to pick up the phone, and efficiency stacks like HubSpot, Superhuman, Canva, and AI agents for content and websites. Wha...

Harriet Mellor sits down in Nashville with B2B sales consultant Kyle Jager to unpack how trust-first selling, face-to-face meetings, and strategic content can change the game, especially when you are the product. From his field sales roots to launching his own consultancy, Kyle breaks down the mindset shifts, visibility metrics, and coaching systems every sales team needs to scale. They dive deep...

Are you a go-to-market leader feeling the pressure? From demanding sales targets to navigating a crowded market, the questions are getting harder. In this episode of Sell Like You, Harriet tackles the real questions she's being asked by sales professionals every day. She provides a practical, tactical guide for those in sales and go-to-market roles, straight from the field. If you're searching for...

Planning your next Sales Kickoff? Before you pour budget into hype, decks, and expensive venues, ask yourself: Will this SKO actually change behavior? In this episode of Sell Like You, one of the top sales podcasts for B2B teams, Harriet breaks down what separates a gold-class SKO from the waste-of-time ones everyone forgets by Monday morning. Whether you're a CRO, RevOps leader, or sales enab...

Are you spending thousands on lead gen but still missing your revenue targets?   This episode is a must-listen if you're in B2B tech and tired of marketing campaigns that generate noise, not pipeline.   Harriet is joined by Lara Pascoe, founder of TechTent, for a no-fluff breakdown of what it really takes to build a marketing engine that drives revenue — not just leads.   Inside this conversat...

Are you getting stuck in the weeds of technical jargon? In this episode, I’m tackling the biggest issue facing tech sales and marketing: turning complex, technical details into powerful conversations that close deals. This isn't about memorizing 60-page decks from a vendor. It's about being able to confidently articulate a message that resonates with your audience, whether they're a CI...

The Campaign That Hit So Hard, We Had to Turn It Off!!Yes, this really happened. We ran an outbound campaign that delivered so many meetings, the client asked us to stop. “Please pause calls—it’s filling the calendar faster than we can handle.” In this episode, I walk you through exactly what made it work—and why most campaigns don’t. This isn’t about being louder. It’s about being smarter: cleare...

Everyone’s talking about AI voice tools, automated outreach, and now… iOS call screening. And if you’re in B2B sales, it might feel like the whole world is saying: “Outbound is dead.” But here’s the thing—it’s not. What is dying? Generic outreach, offshore call center vibes, and bad sales process masked by AI. In this episode, I unpack what these changes really mean for outbound sellers, revenue t...

One of the most common things I hear from sales teams is "We just need more leads." But most of the time? That's not the real problem. The real issue is this: you're sitting on leads you never properly followed up! In this episode, I'm sharing the exact framework we used to turn post-event conversations into 17 booked meetings in 30 days — for a SaaS client that saw a 628% RO...

The Year of No: How Saying No 10X’d My Sales, Energy, and Clarity What if the secret to your next level of sales growth... was saying no ? In this episode, I share how The Year of No became a turning point in my business. If you’re feeling overbooked, underpaid, or out of alignment, it’s probably not your offer — it’s your boundaries . You’ll learn my 3Fs framework: ✅ Filter – How to identify who...

Speed wins deals — but only if you do it right. If leads are slipping through the cracks, it's probably not your pitch — it’s your response time . In this episode of Sell Like You, I’m diving into one of the simplest but most deadly advantages in sales: responsiveness. Not “get-it-done-in-5-minutes” fast, but intentional speed — the kind that builds trust, manages expectations, and positions you a...

$1.4 million in pipeline. 6 weeks. 3 partners. That’s the impact of a structured channel sales sprint — and in this episode of Sell Like You , I’m sharing exactly how we did it. Alongside Netskope, we partnered with three handpicked integrators to build pipeline fast. No fluff. Just a clear process, targeted outreach, and tailored messaging designed to reignite past conversations, replicate ideal...

From Clicks to Clients: The Full Funnel Formula That Guarantees Leads We’ve been running this behind the scenes for a while — but now, we’re breaking it down. In this episode of Sell Like You , Jordan’s back, and we’re pulling back the curtain on our Sales & Marketing as a Service model , aka the Full Funnel Formula . It started as a workshop. Now it’s a done for you, repeatable, scalable syst...

Missed the target? It's already too late. If you're only tracking revenue and pipeline, you're managing from behind. Sales isn’t just about the outcomes — it’s about what leads to them. And if you're not tracking activity from day one, you're missing the real indicators of success (or failure). In this episode of Sell Like You , I’m diving into why activity-based KPIs matter mo...