The Salescadence Podcast

2 MIN SALES TIP: Open with Emotion. Close with Logic.   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   ENGAGE! Strengthen the quality of sales conversations that shape buying decisions with our flagship 6-Step Sales training workshop – details here.   The Salescadence Licence. Ever thought about running your own sales tra...

On this episode, I’m joined by James Hale, Marketing expert and the person you go to if you want to improve your company message through story telling.   As the self-proclaimed ‘Story Guy’, James can unlock your business proposition in just 16 words, making you a more cohesive organisation internally and help place you in front of your ideal clients externally.   You’ll find this episode useful if...

2 MIN SALES TIP: Why Your Story Doesn’t Sell!   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   ENGAGE! Strengthen the quality of sales conversations that shape buying decisions with our flagship 6-Step Sales training workshop – details here.   The Salescadence Licence. Ever thought about running your own sales training &a...

On this episode, I tackle the subject of sales objections.   Let’s face it; after closing techniques, handling objections is the most sought-after skill that sales trainers are asked to deliver – and the truth is, it should be one of the easiest ones to master.   We’ll look at: Why salespeople struggle with objections Why and what Buyers object to What an objection is (and what it isn’t) How to he...

2 MIN SALES TIP: Keir Starmer, PMQs, and Winging It!   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   ENGAGE! Strengthen the quality of sales conversations that shape buying decisions with our flagship 6-Step Sales training workshop – details here.   The Salescadence Licence. Ever thought about running your own sales trai...

Recorded earlier this year with a cohort of young entrepreneurs, this episode offers you the opportunity to hear me deliver sales training - live.   Light-touch by nature and content, specifically ‘relaxed’ to appeal to a group that has very little experience of sales.   I hope you enjoy it.   ENGAGE! Strengthen the quality of sales conversations that shape buying decisions with our flagship 6-Ste...

2 MIN SALES TIP: The Worst Sales Advice Ever?     Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!   Sales Professional? Want to benchmark your sales skills against the best in your...

In this episode, I break down how a “good deal" destined for Closed Won, died quietly.   A warm referral, strong discovery, aligned stakeholders, all the usual signs were there, but subtle red flags kept stacking, which only really became clear after the deal was lost and reviewed.   This episode is a practical post-mortem on a live sales opportunity and why some deals are unwinnable no matter how...

2 MIN SALES TIP: What TOYOTA Taught Me About B2B Sales   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!   Sales Professional? Want to benchmark your sales skills against the best i...

On this episode, we unpack 7 familiar and well-used ‘Sales Truths’ to work out whether they are still relevant today. Each one has pros and cons and we explore them all before giving each of them a  ‘Sales Myth’ or ‘Sales Mastery’ vote.   I discuss and dismantle:  Detach from the outcome Curiosity closes more deals than confidence A man convinced against his will is of the same opinion still The r...

2 MIN SALES TIP: When is the Right Time to Send a Quote?   Connect with Matt: LinkedIn: https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!   Sales Professional? Want to benchmark your sales skills against the best...

In this episode, I pitch my latest business venture – The Salescadence Licence using the CAPSTONE pitch framework, created originally by Daniel Priestly and his company, DENT Global.   I make no excuses for pitching to you the loyal podcast listener, because I believe that this episode will help anyone who is keen to adopt a framework that will deliver a sales pitch in a logical and relevant seque...

2 MIN SALES TIP: What To Ask on a First-Time Discovery Call...   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!   Sales Professional? Want to benchmark your sales skills against th...

In this episode, I sit down with Steve Radford, a sales training expert who has pulled his 25 years of sales experience into a book - How to Sell : Everything you need to think, know and do to have greater sales conversations.    As AI becomes ever more pervasive, your ability to have conversations that customers find enjoyable, insightful and productive becomes ever more important. We discuss thi...

2 MINUTESALES TIP: Think Stories Sell? Think Again.   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Newsletter:  http: https://www.salescadence.co.uk /   The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!   Sales Professional? Want to benchmark your sales skills against the best in y...

2 MIN SALES TIP: Don't Discount - Do This   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Website:  http: https://www.salescadence.co.uk /   Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.   B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about...

Has the B2B Buyer changed COMPLETELY?   That’s what's up for debate on this episode, because there’s a fair case to suggest that the rules of engagement have not just shifted, they’ve catapulted towards automation and AI and that the era of P2P selling is over!   Listen and you’ll hear my take on how modern buyers deal with: The rise of self-directed research Information overload Increased buyer s...

2 MIN SALES TIP: Deals Stalling? Do This.     Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Website:  http: https://www.salescadence.co.uk /   B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.   Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Sale...

There’s a reason why some companies consistently hire high-performing salespeople - and it’s not about inflated salaries or over-hyped job ads. It’s about thinking like a recruiter. In this episode, I sit down with Jimmy Armitage, a seasoned recruiter who challenges his clients to build a sound commercial business case before they hire - and then uses that blueprint to attract and select the right...

2 MIN SALES TIP: End Better   Connect with Matt: LinkedIn:  https://www.linkedin.com/in/matt-sykes/ Website:  http: https://www.salescadence.co.uk /   Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.   B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate...

There may be trouble ahead! The UK economy is flat-lining, the word on the streets is there’s more pain to come and none of this is helping salespeople create pipeline. So how can you inject some optimism and engagement into a stagnant marketplace?  In this episode, I sit down with Chris Reeve, founder at Reeve Social Media, to hear his advice on how to leverage LinkedIn during an economic downtur...

There’s a reason why most Sales job adverts fail to attract top sales talent and it all lies in the fundamental principles of selling.  In this episode, I sit down with David Revell, founder at Charta Recruitment, to talk about why most sales job ads read like ransom notes and what employers can do to become more visible in their hiring process. If you’re currently hiring for a sales role, this ep...

It’s a common acceptance that 60% of the sales cycle is over before a buyer talks to a sales person. In this episode, I explore the evidence that supports this belief, share what each of the steps in the Buyers Journey looks like and why salespeople need to know.  I also unpack the 6 destinations that Buyers can find themselves in on a 1st time discovery call with an uneducated seller: The Corrido...

In this episode, I share some insights into the world of Trade Shows and offer some advice around how to get more out of attending – be that as an exhibitor or an attendee. I also unpack a ‘pitch’ framework that I share with my clients to help them deliver a compelling conversation-starter with those potential customers who visit their stand: P – Profile I – Issue T – Treatment C – Credibility H -...

On this episode, I’m joined by therapeutic coach Cassandra Andrews, who works specifically with high-net-worth men in their forties, who despite their success, are searching to find new purpose in their life. We explored how Cassandra makes it easy for her ideal client to self-diagnose and shares how providing complimentary self-help tools can support lead generation.    Connect with Cassandra: Li...