The Salescadence Podcast

What makes a really good Sales question? Is there more to this subject than simply the ‘open’ & ‘closed’ variety we all know so much about? Is there really such a thing as a truly great sales question and, if there is, what does it look like and when should you use it? In this episode, we take a look at the link between questions and answers and explore some of the reasons why the quality of the t...

You don’t need to play the game of golf to recognise it is one of the most difficult and challenging games around. No other game places personal skill and mindset at the very core, quite like golf. It’s a game where you compete against yourself for the most part and one where the chances of failure are high – it’s just like selling! In this episode, we take a look at the 6 Sales Habits of Highly E...

If you run a B2B sales team or you’re responsible for creating revenue for your organisation, then chances are, you’ll send quotations to prospects and customers. If you’ve found that you’re not seeing a high conversion rate from quotation to confirmed orders, then this podcast could well be a game-changer for you! In this episode, we take a look at the 9 mistakes people make when sending quotatio...

If you’re active on social media and use LinkedIn as method for promoting yourself, your product or your service, then this episode is definitely for you. What I’ve discovered over the last five years of consuming content on this platform, is there are a number of posts that regularly appear in my feed and every time I see them, they frustrate me! I’ve no doubt that the people posting them are des...

If there’s one thing that’s consistent in the B2B sales world, it’s the fact that almost every presentation you witness, will be either partly or totally pointless. It’s the same with listening to speakers at a Trade Show or Networking Event; unless they’ve been professionally trained or they’re one of those rare breeds who are naturally engaging, you’ll be squirming in your seat, wishing for the...

"It goes without saying that the way people buy today has changed from the ‘heady days’ of pre-internet. In the past, sellers held all the information and as a result, controlled the sale. Today, the buyer is in charge. Armed with the internet and a global list of suppliers to choose from, they have the ability to solve their own problems and commoditise the conversation onto one common denominato...

It was Benjamin Franklin who first said that “Honesty is the best policy” and it’s a mantra that any sales professional looking to find, win and keep more customers, would do well to affirm daily. Whatever our business, our role is to attract customers and as we’ll find out on today’s episode, there are a number of reasons why being honest with ourselves and our customers is the key to being succe...

On today’s show… 06:25 Stefan Boyle (SP101) talks about the challenges of a failing business and what you must do to overcome that problem. 12:51 Mark White (SP107) explained why a business can struggle without a strategy and how having a clear focus on who your ideal customer is, can accelerate your results. 20:36 Ian Richards (SP108) shared why he believes one of the biggest mistakes people can...

We live in truly remarkably times. Just fifteen years ago, the thought of promoting and marketing your business to your chosen audience would have eliminated all but the very wealthy of businesses and would have required investing thousands of pounds and employing an external PR agency - today, we can reach out the the whole of the business world in seconds, do it for free and all we need is a sma...

"Being homeless at the age of 17 was the wakeup call that Jon Holder needed to go and find his 'Why' and kick-start his personal journey towards living a truly fulfilling life. Within two years, he'd achieved a childhood dream of being a Circus Ringmaster and then established himself as one of the most sought-after children’s entertainers in the Global Package Holiday Industry. This was all the ev...

Imagine being at the top of your game, in constant demand, over-subscribed and then almost overnight, your product or service is no longer wanted. That's what happened to traditional variety show comics in the 1990s when alternative comedy transformed the way people wanted to laugh. This is the story behind Ian Richards - my guest today. After forging a niche for himself in the world of variety en...

It's universally accepted that LinkedIn is the number one social platform for Sales Professionals, but it can be a complex and intimidating place to visit. Following a successful Sales & Marketing career, Mark White was drawn towards a career in education and in 2009, decided to become a LinkedIn trainer and so began a personal journey towards helping organisations and the people that work within...

The harsh truth behind most start-ups is that once the reality sinks in that life isn't all about 'fast cars' and 'three month vacations', many fail because they don't get the right advice, early enough. After a forty-year career which took him from selling boats to running a successful Financial Services business, Neil Foley now spends his time 'giving back' his vast commercial experience to thos...

The words 'Mindset & Attitude' are used frequently in today's fast-paced world of Sales, but what do they really mean? What is the science behind their prominence and what can we learn from the world of psychology that can support Sales Professionals in their quest towards Sales Success? In this podcast, Personal Development specialist, Gavin Drake shares the framework behind his Mindspan programm...

You may be busy and receiving regular orders from customers, but how do you know they are truly right for your business? Maybe their prices are so low, you're barely breaking even. Perhaps they consistently pay you late or are taking up a disproportionate amount of your time compared to the value you are getting in return. Whilst no-one in a Sales role likes turning away business, perhaps it's tim...

Paul McVeigh is an ex-Professional footballer who made over 300 appearances during a twenty-year playing career. He played at the very highest level in the Premier League for clubs like Tottenham Hotspur, Burnley and Norwich City. He won two league championships and represented his country Northern Ireland at full international level, 40 times. Paul is the first person in history to enjoy a profes...

Networking and Selling are two activities which go hand in hand, yet ask anyone who attends a Networking event if it's OK to sell there and you'll get a divided response. In this episode, Matt Sykes, host of the podcast, unpacks the myth that most Networking organisations hide behind - that it's wrong to sell at a Networking Event. Matt draws from his own experiences in his early years of start-up...

Stefan Boyle is a highly engaging and experienced CEO who is at the forefront of his industry and has been there for over seven years. In this inaugural episode, you’ll learn about the importance of lead generation from an expert who’s tried every possible way to stimulate sales discussions and knows the right and wrong ways to go about doing it. You’ll hear examples of why motivation really is ‘a...

The Salescadence Podcast is where the Sales Professional and the Entrepreneur meet. If, like me, you believe that everyone's in sales, we're all selling something, then these episodes will inspire and motivate you to help more people buy what you sell - enjoy! In this episode, host of The Salescadence Podcast, Matt Sykes, reveals why there's space for another sales podcast and what you can expect...