The Sales Circle | With Rob Spence

Season 2, Episode 38: How to Stop Your Prospects Ghosting You Tired of your prospects disappearing into thin air after your pitch? Rob Spence breaks down the frustrating (and costly) issue of prospects ghosting —and what you can do about it. In this episode, you'll discover: 👻 Why prospects go silent (and how to avoid the common triggers) 📞 How to create follow-up strategies that actually get re...

Season Two | Episode 38 | The 7th Deadly Sin : Talking Too Much | The Sales Circle Podcast When it comes to sales, silence can be more powerful than words. Yet far too many salespeople fall into a common trap: talking too much, too soon, and too often. In this episode, sales coach Rob Spence breaks down one of the most overlooked (and damaging) habits in the sales world: over-talking. Whether you'...

Season Two | Episode 37 | Richard Kinnaird | The Sales Circle Podcast How do you go from your first cold call to a successful career in Business Development Management? In this week’s episode, Rob Spence sits down with seasoned sales professional Richard Kinnaird to unpack his journey. From humble beginnings to a thriving career, Richard shares the pivotal moments that shaped his sales philosophy,...

Season Two | Episode 36 | Book Review: Selling the Wheel by Jeff Cox | The Sales Circle Podcast What can an ancient wheel salesman teach us about modern selling? A lot more than you might think. In this episode, sales coach and author Rob Spence dives into Selling the Wheel by Jeff Cox—a business fable that brilliantly illustrates timeless sales principles through storytelling. Rob breaks down the...

Season Two | Episode 35 | What to Do When Sales Are Down | The Sales Circle Podcast Let’s be honest—sales slumps happen to everyone. But when the pipeline’s looking dry and the pressure’s on, how you respond makes all the difference. In this episode, sales coach Rob Spence tackles one of the most common (and frustrating) challenges in sales: what to do when your numbers are down. Whether it’s a qu...

Season Two | Episode 34 | How to Stay Healthy as a Salesperson | The Sales Circle Podcast Sales is a high-energy, high-pressure career—and if you’re not looking after your health, you’re not just risking burnout, you’re sabotaging your performance. In this episode, sales coach Rob Spence dives into the often-overlooked link between personal well-being and professional success. From fuelling your b...

Season Two | Episode 33 | Selling Ice to Eskimos | The Sales Circle Podcast Ever heard the phrase "You could sell ice to the Eskimos"? In this episode of The Sales Circle , sales coach Rob Spence flips this idea on its head, showing you why selling ice to Eskimos is a terrible strategy —and why you should focus on selling things your customers actually want and need. It’s all about understanding y...

Season Two | Episode 32 | Top Sales Questions Answered by a Sales Expert | The Sales Circle Podcast Got a sales challenge you're stuck on? You're not alone. In this value-packed Q&A episode of The Sales Circle , internationally renowned sales coach Rob Spence answers real questions from real listeners —covering everything from prospecting and closing, to objection handling, mindset, and sales...

Season Two | Episode 31 | How is AI Changing the Shape of Sales? | The Sales Circle Podcast Artificial Intelligence is changing everything—including how we sell. In this episode of The Sales Circle , host Rob Spence breaks down how AI is transforming the world of sales, and how salespeople, business owners, and CEOs can use AI tools to boost results— without losing the human touch . From prospecti...

Season Two | Episode 30 | Why do Manners Matter in Sales? | The Sales Circle In today’s episode of The Sales Circle , host Rob Spence dives into a simple but powerful truth: good manners can be your secret weapon in sales . In a world full of noise, automation, and rushed conversations, politeness, professionalism, and small acts of courtesy can be the difference between winning a customer—or losi...

Season Two | Episode 29 | The Tennis Ball Theory | A Powerful, Non-Pushy Approach to Sales Is it possible to sell without pushing, pressuring, or chasing? In this episode of The Sales Circle , internationally renowned sales coach Rob Spence introduces one of his most talked-about ideas: The Tennis Ball Theory —a concept first shared in his best-selling book Relationship Selling . The Tennis Ball T...

The Test Close | How to Use the Most Effective Closing Technique | The Sales Circle Podcast Is your sales pitch landing… but your prospect just won’t commit? The issue might not be your close—it might be that you didn’t test close . In this episode of The Sales Circle , sales coach and author Rob Spence breaks down how to master one of the most powerful, low-pressure closing techniques in sales :...

Expert Sales Coach Answers Your Top SALES Questions! | The Sales Circle Podcast Have burning questions about how to sell more , overcome objections , and close deals faster ? In this episode of The Sales Circle , internationally renowned sales coach Rob Spence answers real listener-submitted sales questions —covering everything from cold calling and confidence to follow-up strategies , handling re...

Season Two | Episode 26 | How do Buyers Want to be Sold To? In this episode of The Sales Circle , we’re flipping the script—putting buyers in the driver’s seat and asking: What really matters to them when dealing with salespeople? Spoiler: It’s not pushy pitches or generic scripts. We dive into fresh stats—like how 69% of buyers prioritise reps who listen over those who sell hard (HubSpot)—and unp...

Season Two | Episode 25 | Is AI The Future of Sales? | The Sales Circle AI is everywhere right now—but is it the future of sales? In this episode of The Sales Circle , host Rob Spence explores how artificial intelligence is changing the sales landscape in 2025 and beyond. From AI-powered prospecting tools to automated follow-ups and sales forecasting , we uncover where AI fits into the modern sale...

Season Two | Episode 25 | Will Working in Sales Make You Rich? | The Sales Circle Can a career in sales make you wealthy? Or is the idea of unlimited earning potential just a myth? In this episode of The Sales Circle , host Rob Spence explores the real earning potential of sales professionals , comparing salaries, commission structures, and income growth opportunities in both the UK and US . Sales...

Season Two | Episode 23 | Does Cold Calling Still Work? | How to Sell over the Phone Is cold calling dead, or is it still a powerful tool for sales success? In this episode of The Sales Circle , host Rob Spence dives deep into the current state of cold calling , separating fact from fiction and revealing whether picking up the phone is still worth your time in 2025 . With sales teams now leveragin...

Season Two | Episode 22 | What Makes a Great Salesperson? | The Sales Circle What separates top-performing salespeople from the rest? Is it their ability to close deals , their communication skills , or something more? In this episode of The Sales Circle , host Rob Spence explores the essential qualities that define great salespeople, backed by statistics, real-life examples, and actionable insigh...

Season Two | Episode 22 | SALES TRAINING: Is it Worth It? Investing in sales training can be a game-changer for individuals and businesses looking to improve their closing rates, lead generation, and sales confidence . But is it really worth the time and money? In this episode of The Sales Circle , host Rob Spence dives into the real impact of sales training , exploring the pros, cons, and real-wo...

Season Two | Episode 20 | Sales Expert Answers Your TOP Sales Questions | The Sales Circle Whether you’re new to sales or you’ve been closing deals for years, every salesperson faces challenges, obstacles, and questions at every stage of their journey. In this episode of The Sales Circle, host Rob Spence answers the most common and pressing sales questions—submitted by our listeners—covering every...

Season Two | Episode 19 | Do THIS ONE THING to Build TRUST, and Make More Sales Public speaking isn’t just for keynote speakers—it’s one of the most powerful tools for salespeople who want to build their personal brand, establish authority, and generate high-quality leads. But should you, as a salesperson, invest time in speaking at events? And more importantly, how can you use speaking engagement...

Season Two | Episode Eighteen | Do People Still Sell Over the Phone? Is selling over the phone still relevant in today’s digital world? With the rise of email, LinkedIn, and AI-driven sales strategies, many believe cold calling and telesales are outdated. But is that really the case? In this episode of The Sales Circle, host Rob Spence explores the current state of phone-based selling, revealing w...

Season Two | Episode Seventeen | A Month to Improve Your Sales Looking to enforce your sales skills and hit your targets faster? In this episode of The Sales Circle, host Rob Spence takes a deep dive into his acclaimed book, A Month to Improve Your Sales. Whether you’re a seasoned sales professional, entrepreneur, or just starting out, this episode will help you discover how small, consistent chan...

Season Two | Episode Fifteen | The Sales Circle Podcast Struggling to keep your pipeline full? Prospecting for leads doesn’t have to be complicated. In this results-driven episode of The Sales Circle , host Rob Spence breaks down how to easily identify, approach, and convert quality leads without feeling overwhelmed. Whether you're new to sales or a seasoned professional, these proven prospecting...

Season Two | Episode Fifteen | New Year, New Sales A new year means new opportunities, new strategies, and a fresh mindset to take your sales game to the next level. In this empowering episode of The Sales Circle, host Rob Spence breaks down how to set the tone for a record-breaking year in sales. Whether you're a sales professional, entrepreneur, or business owner, this episode is packed with mot...