Sell Like You

Is raising capital on your roadmap?   Or are you considering how to invest in businesses that you can see real potential for?   Excited to introduce Pippa Smith from the Social Startup Labs for her first ever podcast appearance to share her experiences and expertise in crowdfunding.   Whether you're keen to know what crowdfunding is, who should be leveraging this platform or how to get involve...

Ever wondered how to optimise your sales strategy using ChatGPT? In this highly requested episode, we revisit the power of ChatGPT in sales. I share insights from my journey with the paid version of ChatGPT, highlighting significant improvements and capabilities that have saved me time in preparing for sales and client engagement. From refining copy to conducting targeted industry research, and cr...

23 leads in less than a week and under $100! In this episode, Jordan from The Social Lab and I dive into the incredible success of our Clicks2Clients workshop. We break down our four-step framework, share compelling stories and learnings from our participants, and provide actionable tips to help you understand your ideal clients and generate high-quality leads. Discover the secrets behind effectiv...

Flatten the curve of revenue dips with consistency. Skipping business development time throughout your week won't impact you today but it will impact you in the next 2-3 months. Struggling with peaks and troughs which is either impacting your bottom line or burning out your team is due to a lack of consistency. In this episode I share tangible tips and takeaways that will impact your results p...

I've built a network from scratch in a new country leveraging LinkedIn and the coffee culture, this exactly how I got started when moving from Manchester to Australia; but it's been a while since I've experienced someone as driven as John in this pursuit. John Hall, founder and creator of The Maintain App, has spent the last 20 years in construction in London, building and renovating f...

Don’t be the smartest person in the room. Widen your circle, reach out to new connections and constantly learn. I’ve never been afraid to ask for help, feedback, insights or ‘how did you do that’? It doesn’t make you weak, it makes you stronger, more knowledgeable and widens your network. In our final lesson of the "4 Lessons in 4 Years in Business" series I share my examples, experience...

Do you understand the transformative power of outsourcing? In our third lesson of the "4 Lessons in 4 Years in Business" series I share: Why investing in outsourcing gives you valuable time back. My journey from doing it all to outsourcing web design, branding, and accounting. The game-changing impact of hiring a VA and later a full-time employee. Practical tips to identify tasks you sho...

If you want to go faster, slow down. What does that mean? Learning to slow down, take stock of the success and keep aligned to the big goal is something that taken a lot of learning. I'm fast paced, always looking for ways to add more value, support more clients and create lasting impact for our customers in Sales. Slow hadn't existed for me in a LONG time. And it was a couple of years aft...

As we approach our fourth year in business at Your Sales Co, I'm excited to share with you four pivotal lessons I've learned along the way. In this inaugural episode, I dive deep into the importance of sticking to what you know when it comes to sales and business growth. Reflecting on my own journey as an entrepreneur, I'll take you back to the early days when I made the mistake of cha...

Keeping your prospects engaged throughout your sales process keeps the opportunity moving forward whilst adding value and connecting to THEM. It's the most important technique after qualification!! In this episode we dive into: How to keep your prospects engaged Avoid being annoying in follow ups Expand the opportunity Re-engage if an opportunity has dropped off How to always add value How to...

This was a JUICY episode with the straight talking and incredible Meg Coffey. We chatting all things lead generation, coffee meetings, marketing platforms and why email is still a #1 strategy. We share about the difference between a tactic and a strategy and how this can play out for you in your business or sales focus. Whether you leverage social media, marketing channels or direct selling this e...

Do you create a strategy to support you manage your pipeline and opportunities around end of financial year? In this episode, I share my first financial year challenges and lessons learned and why I chose to never take leave again during that time!  I highlight the importance of understanding clients' buying cycles and budgeting processes, plus why, and how sales professionals need to align th...

Reigniting opportunities for the QUICK wins and low hanging fruit.  Past opportunities that dropped off, went cold or weren't ready are WARMER than someone that isn't aware of you, your offering or that you (potentially) even exist.  Reigniting is about personalisation, referencing what they were doing previously and why now is a great time. This is one of my favourite topics in sales and...

Do you pitch before your prospect on a discovery call or meeting?  Two mistakes I see when it comes to pitching: Pitching what they don't need  Pitching when you should be asking questions first  Both of these can be overcome by pitching 'last' (after your prospect tells you everything you need first) Effective pitching is about connecting what your prospect, or ideal client, needs thr...

You can call them whatever you like, however deciding on the right language and wording, plus the function / activities of the 'role' is key for consistency and to get your team on the same page.  This episode dives into what is lead generation, the different stages: Opportunities Leads Prospects Clients How to qualify the stages and what to do when your opportunities, leads or what to do...

Are you taking yourself too seriously in Sales? William, founder and CEO of KONGSY joins me and shares the moment he realised he was a salesperson and the importance of not taking yourself too seriously.  William believes that Lead Generation is DEAD and Pipe is life... do you?  In this episode we dive into: Lead Generation vs Pipeline  The key differences into selling into new markets or cultures...

Are you leaving money on the table? And what do I mean by this? There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.  But what do they look like?  How to uncover them? In this episode I share some of the key things to look for during qualification...

Capability Statements; love or hate them, they are often part of the process. This has been hot topic on my LinkedIn profile and I dive into the poll results with you on this episode here.  If you want to know: What is a capability statement  What makes a good capability statement  When to send a capability statement  How to stand out with your personalised statement  What else you could send inst...

The saying 'doing the same thing over and over again but expecting a different result' is the definition of insanity!  So why does this show up in sales so often?  Salespeople will often challenge me, which I love by the way, and say 'but that doesn't work' or 'I've done that before' but they're generalising. In Sales the difference between a solid cold call / o...

Have you ever wondered what makes the top 1% of salespeople successful?  In this conversation, Tony Morris, author and international best seller of Coffee's for Closers and I dive into what makes a successful salesperson.  From doing the basics well, through to asking great questions that drive exceptional results and what happens when you have the skill but not the will.  This episode is for...

Unlike Rose and Jack in titanic I NEVER let go of an opportunity, prospect or lead. This doesn't mean calling every day or week asking 'how about now' instead it's about remaining front of mind and present whilst adding value in a meaningful way. In today's episode I share: How to stay front of mind  What adding value in a meaningful way looks like  How to track and manage your...

Since meeting Guy before we hit the stage for the Belong in Business Conference in 2023 in Darwin his approach to mindset, goal setting and habits has stuck with me. I'm not sure if it was his stories of joining the circus or his drive to get into the Olympics but his approach is refreshing and feels achievable.  In this episode we dive into: what's not hard  how to build a habit  why goal...

A Pilot program is one of the BEST ways to validate a new product or service.  Working with clients across industries such as sport, finance, blockchain, retail, SAS and tech; we have validated products, services, features and offers through pilot programs.  A Pilot Program gives you the insights and understanding of your ideal clients and how you can ensure your product or service meets their nee...

I first came across Stephen Harvill in 2017 with the launch of his book "21 Secrets of Million Dollar Sellers"  I couldn't get it in Australia so I bought a Kindle as I wanted to get my hands on it ASAP!  Stephen, a scientist, took to interviewing 175 top performing salespeople, identified as million dollar generators and looked for the patterns of what made them great.  In this epis...

Providing prospects with a trial or POV (proof of value) to showcase capabilities, features and how this will support your clients in action is really powerful BUT can seriously impact your lead time.  And no salesperson wants that.  In this episode I share: how to navigate and handle requests for trials  the importance of check in and next steps confirmed during these times  get confirmation that...