The Death of a Salesman

Employee Advocacy or Corporate Spam? There is a fine balance to be had regarding Employee Advocacy. In this episode, I am joined by the brilliant Andrew Seel, the CEO of Togethr.  Andrew was been using the internet since the AOL days of CD-Roms and this started his career to where he finds himself today. His mantra "At the heart of this is a belief that ultimately your people are your brand and th...

Welcome to the final episode of 2023, and what better way than to help us all be "our true selves at work". I am joined by Liz Villani, founder of #BeYourselfAtWork, a global movement dedicated to creating a new narrative around the way we work. Liz and the team do this by helping you understand who you are, through your iAM. "When you have your iAM you understand what makes you happy. You know yo...

If you are a fee earner in professional services, balancing the fee-paying work and your business development activities can be challenging. Some may even say a little daunting. You trained to be an expert in law, accounting or consulting, not necessarily a salesperson.  Yet, why do some seem able to go out and win businesses and have long-standing client relationships? What is it they do that you...

Between 40% and 60% of deals are lost due to clients or prospects making no decision. So, how do you get them to make a decision? One way or the other? You need to JOLT them into one. In this episode, I am joined by Ted McKenna, co-author of The JOLT Effect and co-founding Partner of DCMinsights. Ted McKenna is an accomplished sales and customer experience researcher whose work has appeared in the...

We have all been there - you receive an email from your manager or a firmwide message. It doesn't quite land well with you, and you feel all sorts of things.  The message from a colleague which is sent late at night for an ask. The constant pings and notifications. Whilst all the intentions behind the communications may well be meant well, sometimes, for the recipient, they are misinterpreted. Whi...

In this episode, I am joined by the CEO of UpContent - Scott Rogerson  Scott is a returning guest where we build on the original episode of "Is Content Still King." listen here >>> https://www.podbean.com/ew/pb-7q2ht-1195cab   We cover off : Why is Employee Advocacy still a nascent concept in business, with reference to the Cisco post that was doing the rounds? Sales people, Lawyer, Consu...

In this episode, we have a returning guest, the brilliant Neil Mullarkey. Neil Mullarkey is an English actor, writer and comedian. He was born in Watford, Hertfordshire, England1. He is known for his work in Austin Powers: International Man of Mystery (1997), Austin Powers in Goldmember (2002) and Spice World (1997)2. He is also a founding member of The Comedy Store Players and still appears with...

Would you create a "digital twin" of yourself? Fred has set out to do this, and he shares what he has learned so far with FredAI. Using Interactive Tutor, Fred uploaded his books and blogs into their platform so that he could train it on all of his own content. FredAI was created, as a chatbot where you can ask questions, and the answers will be based on all of Fred's content, thinking and wisdom...

How do you price in a tough economy?  How do you price in any situation? How do you articulate the value-based outcomes your product or service will create? Pricing has always been an art. Being told you were a close 2nd in a competitive pitch. Maybe no decision at all.  In this week's episode,, Jonathan "Jonny" Adams from SBR Consulting joins me to discuss this and more. We cover : What is Jonny...

a teacher or instructor   sen·​sei ˈsen-ˌsā plural sensei or senseis. : a teacher or instructor, usually of Japanese martial arts (such as karate or judo)   We are seeing the proliferation and acceleration of how GPT and ChatGPT is (potentially) transforming the way we live and work.   In this episode, I am joined by the CEO and Co-founder of Wonderway, a sales LMS platform who have launched a Cha...

Yes, it's another podcast about generative ai and its impact on sales & marketing. Seth Marrs joins me as a returning guest. Seth is a research director at Forrester and is at the leading edge of "leveraging data, process and technology to transform global sales and service organizations." Unless you live under a rock, you will have seen the explosion of conversation about generative ai and how it...

In this episode, I am joined by the brilliant Julia Nimchinski, co-founder of the GTM Community, HYPCCCYCL.   We discuss why current GTM motions are fundamentally broken and how and why you should challenge leadership by dismantling the status quo.   Join the community here: https://hypcccycl.com/ , where you will learn from the best of the best in the industry. Follow Julia on Linkedin: (3) Julia...

In this episode, I am joined by the brilliant David J.P. Fisher, or D.Fish.  "David is an internationally-recognized keynote speaker, sales trainer, and business coach.  He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship. He is the best-selling author of 12 books on sales, networking, social media, and entrepreneurship.  And he is also a proli...

Ask ten salespeople what Sales Enablement means to them, and you will likely get ten different answers.  Therefore, I thought who better to have as my guest today than the brilliant Imogen McCourt, Head of B2B Sales Transformation and Enablement at The Economist Group and one of the founding members and President of the UK Sales Enablement Society Chapter. Imogen has not followed the "traditional"...

We now live in a quasi-virtual, hybrid, video-meeting-led world. Albert Mehrabian, a researcher of body language, who first broke down the components of a face-to-face conversation. He found that communication is 55% nonverbal, 38% vocal, and 7% words only. Therefore, what does this mean for us in nonverbal communication, in a video-led world, where we can only see one's head and shoulders in a sm...

Welcome to the first episode of 2023, where Ketna Mistry joins me. We all see it on our news feeds on LinkedIn, the same bland corporate post being shared or re-posted multiple times. We also all know that our employee networks are potent when activated correctly - this can help with brand positioning, recruitment and pipeline generation.  How do you get an Employee Advocacy programme off the grou...

I reflect on where we are in the sales world in this episode. I consider the 3 main channels to start a sales conversation: The telephone Email Social Selling - all of which are dead and don't work. Or do. Depending on whom you follow. I then take a look at Gartner's 7 new technologies that will completely change sales between 2024 and 2030 : Multimodality Generative AI AR & VR Emotion AI Digital...

Humans can only do so much with data and decision-making. No matter how good the data is, or the human.  Therefore are we getting swept along by too much hype and hyperbole in the world of AI? Do we, therefore, need to re-think it? Daniel Hulme, CEO of Satalia, believes we do. Daniels's pedigree in this space speaks for itself: Having received a Master's and Doctorate in AI at UCL, Daniel is also...

If we look up what the word ecosystem means, we find this from The National Geographic Society: "An ecosystem is a geographic area where plants, animals, and other organisms, as well as weather and landscape, work together to form a bubble of life." Work together is the key point here.  How can B2B sales work together, not only internally, but across the ecosystem that supports the "bubble of life...

Organisations are grappling with building a culture in a hybrid world, which enables them to achieve their vision, mission statement, purpose etc. For the most part it is focussed on doing right by clients, people & the environment.  But how? How is that then embodied across the different business units, where we all have different stakeholders, short term goals and KPIS - and by short term, typic...

Ironic the title of this episode, as you will hear, the audio on my side is not ideal, I did try to clean it up. The key thing is that today's guest Dr Jillian Ney, is crystal clear, and that is what it counts! Are you listening? I mean really listening? Social listening is nothing new, the question is should we be looking at it more closely through a sales & marketing lense? Jillian is a digital...

In an online world, what is intent, and, more importantly, what is the data?  Intent is always a hot topic of debate - just because someone visits your website, downloads something or attends an event, does this mean that person is a "hot lead" and ready to buy? In this episode, I am joined by the brilliant Kerry Cunningham from 6sense.  Kerry has lived in this world before intent data was even a...

If you google "what is RevOps" this is what you find, in the round : "Revenue operations (RevOps) is the strategic integration of sales, marketing and service departments to provide a better end-to-end view to administration and management, while leaving day-to-day processes within the departments. The holistic approach of revenue ops is designed to break down silos between departments." It is an...

Most people aren't "taught" sales at school, university or college. If you are like me, I fell into and lived and died by the sword. My late Father, David, was in software sales back in the day, and that provided the family with a comfortable lifestyle - hence it was the first job I took after university in London, telesales for a property company. We were never taught in the sense of a curriculum...

"Death of a Salesman is a 1949 stage play written by American playwright Arthur Miller. The play premiered on Broadway in February 1949, running for 742 performances. It is a two-act tragedy set in 1940s New York told through a montage of memories, dreams, and arguments of the protagonist Willy Loman, a travelling salesman who is disappointed with his life, and appears to be slipping into senility...