The Luxury Of Choice - Sales Skills Podcast

In this episode, Steve's guest is Manel Berga.  Manel is responsible for lead generation and lead management for Novonesis, with a particular focus on using LinkedIn to find, nurture and actively manage prospects using LinkedIn. Steve and Manel discuss how sales people can proactively identify and reach out to potential customers successfully and effectively using social selling, specifically...

In this first of a two part series, Steve, Pru and Jonathan look at what are the key steps in planning and preparation for an effective negotiation. They discuss, amongst other topics:  What is a Win/Win Knowing your position before starting the negotiation Who should be on the team Should you take your boss Why you should look forward to a negotiation  The 2nd part of this series will cover the a...

In this Luxury of Choice interview episode, Steve meets Jiteen Ahmed. Jiteen is Head of Technical Services in the colleague of Health and Life Sciences at Aston University, UK. He is also chair of the Southern Universities Purchasing Consortium. In a wide ranging discussion, Jiteen and Steve discuss : Why suppliers to UK universities MUST have a sustainability policy The importance of framework ag...

In technical sales, at some stage in the sales process we have to engage with ultimate decision makers. Often senior people in the account, they are unlikely to want to have technical conversations; instead they will want to know about return on investment Investment, any pereceived risk,  and how any purchase would fit into the organisation's strategic goals.  In this episode Steve, Pru and...

In this Luxury of Choice Interview show, Steve talks to Anthony Stears, The Telephone Assassin. Anthony is a leading expert on Telephone Engagement, specialising in helping businesses to improve customer service and sales results via the telephone.  They discuss: How to get more appointments using the phone What are the " 3P's" of proactive telephone use The importance of preparatio...

Product demonstrations are a key part of any sales process in technical equipment sales. In this episode Steve, Pru and Jonathan discuss the do's and don't of a great demonstration; including how to prepare, the key questions to ask, the importance of timing and what is a "puppy dog close"! The team also discuss some questions from listeners to the show.  Steve Vaughan, Jonatha...

For this interview episode Steve talks with Debbie Airey.  Debbie is an experienced and successful Sales Leader within Halma plc, a global group of life saving businesses, and one of the UK's most admired companies. After 4 successful years with the Halma business Crowcon, where she has doubled sales, she is starting a new role at another group business, Minicam.  Steve and Debbie discuss: Ho...

Steve, Jonathan and Pru are back for the first show of 2024, and their topic is 10 great New Year's resolutions for salespeople in technical sales.  They discuss: Why the start of the year is a great time to work on your personal development Why looking back on what you did- or didn't- do last year is a great place to start your plans for 2024 Why seeing the customers you don't like...

This special holiday season episode features Steve reflecting on 2023 and outlining the plans for the show in 2024.  We want to hear from you! If you have any sales or business related question you would like to ask the team, or if you have a suggestion for a guest interview we would love to hear from you. Email us at podcast@georgejames-training.com - let us know if you would like the question to...

For this month's interview show Steve talks with three  HR and business professionals about the impact of culture on sales and business. Becky Crisp, Katy Davies and Jo Boyd discuss with Steve: How company culture is not just about having some words on a piece of paper! Why culture doesn't (just) come from the boardroom but from the whole organisation Why anyone in an organisation with t...

Steve Vaughan is joined by three new members of the george james training team  for a discussion on what makes a great sales call, and some key do's and don't for a professional visit to a customer.  Steve, Jayne, Christian and Pascal discuss, amongst other topics : Why there is no excuse for not being fully prepared! The importance of having a clear objective How silence can be so power...

On our latest interview show, Steve talks to Luke Evans from Heddway. Luke specializes in provided training for mental fitness and a positive mental approach. Luke tells Steve: How his personal journey from growing up in the Welsh Valley's to working as a trainer for a leading pharmaceutical company has led to him starting his own business to provide mental fitness training Why training skill...

In this weeks show Steve, Pru and Jonathan discuss kick off meetings. Many businesses with a calendar financial year will right now be planning their start the year meeting for 2024, so this episode will be really helpful for anyone working on their event.  The team discuss: Why less is more when it comes to the agenda; Why having a theme is a great idea for your kick off meeting; Should you ask y...

In this 2nd of our interview shows, Steve talks to Martina Neville, PhD of Detta Consults. Martina is a specialist and subject matter expert in the field of life science marketing.  This is a thought proving show that will for sure get you thinking! Martina tells Steve: Why companies move too quickly into tactical marketing communications before getting their strategy sorted Why most companies get...

In this latest episode, Jonathan, Pru and Steve, the training team of george james ltd discuss qualification of sales opportunities. Qualification is a key part of any well managed sales processes.  The team discuss: Why you don't have to run with every sales opportunity Why commercial qualification is just as important as technical qualification Why sales people don't ask about the avai...

The Luxury of Choice Podcast now becomes a two episodes per month show, with our first guest, Sharon Eaton of BioChannel Partners.  Sharon has over 30 years of expertise in working with, managing and finding channel partners in the laboratory equipment and life science markets. BioChannel Partners have been in business for over 20 years and specialises in finding high quality channel partners in a...

For this second podcast from the training team at george james ltd, Steve, Pru and Jonathan discuss the Sales Process.  They talk about : Why do businesses and sales teams need a process Why selling isn't just all about charisma and being a good talker! Why the best sales processes are simple and easy to understand How having a sales process means you always know what is the next step in a sa...

The Luxury of Choice is a new podcast brought to you by the sales training team of george  james ltd, and is a great listen for anyone in technical B2B sales.  In this first episode Steve, Jonathan and Pru discuss:  What is a "Luxury of Choice" ? Why sales people should always keep prospecting What stops sales people prospecting  Why sales people should panic if they have closed a large...