Scale Your Sales Podcast
261 episodes - English - Latest episode: 15 days ago - ★★★★★ - 40 ratingsWelcome to Scale Your Sales Podcast, a show for enterprising CEOs, CROs and Sales Leaders.
Janice B Gordon interviews successful CEOs and Revenue generating executives who are accelerating their sales revenue and helping to grow customer revenues.
In each episode, we delve into the personality and expertise and dig into our guests' strategies to scale their sales. Our experts discuss the challenges and success of scaling a sales organization, sharing their insights on customer expansion and lessons learnt.
Rate and review the weekly episodes of the Scale Your Sales podcast and share your insights in the comments.
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Episodes
#047: Nikki Finucan - Take the Buyer on the Right Journey, But You Now Must Go on Their Journey
August 23, 2020 21:57 - 27 minutes - 22.7 MBWelcome to Scale Your Sales Podcast. Nikki Finucan my next guest is all about transformation. Taking something that exists for a company are making it more beautiful. She specializes in creating synergies between people processes on technology. So, she is got a lot to offer us with her background in transformation Sells, transformation CRM. We met at the American Association of Inside Sells professionals, Nikki, you ran the Women's Connect chapter, it is always lovely to see many young wom...
#046: Carole Railton - You Must Know Modern Body Language to Sell in the Language of Your Prospective and Virtual Customers
August 16, 2020 21:49 - 24 minutes - 14.2 MBMy next guest has worked in 47 countries and travelled to many more to gain an understanding of the cultural differences. Her clients have included, BT, Travis Perkins and she is currently working with an Indian university and a global stockbroker. Carole Railton talks on Sexes in the Boardroom and is noted as the UK No 1 Global Business Body Language Guru. Carole said in the global pandemic you must understand the media, and virtual behaviours and how they are different from face to face ...
#045: Lori Richardson Author She Sells - Why the Pandemic Could Attract/Repel Women in to Sales
August 08, 2020 19:47 - 23 minutes - 14.3 MBLori Richardson is working literally to change the face of B2B sales. She is CEO of Score More Sales. A sales strategy company. Also, the president of Women Sales Pro, promoting more women in sales and sales leadership. Lori is a popular keynote speaker on Sales and Women in Sales and is recognised by LinkedIn as a top voice in B2B sales. Advising on how to ride out this pandemic, Lori said, the most important things is a mindset, it is everything. The people who have been consultative sel...
Sales #045: Lori Richardson Author She Sells - Why the Pandemic Could Attract/Repel Women in to Sales
August 08, 2020 19:47 - 23 minutes - 14.3 MBLori Richardson is working literally to change the face of B2B sales. She is CEO of Score More Sales. A sales strategy company. Also, the president of Women Sales Pro, promoting more women in sales and sales leadership. Lori is a popular keynote speaker on Sales and Women in Sales and is recognised by LinkedIn as a top voice in B2B sales. Advising on how to ride out this pandemic, Lori said, the most important things is a mindset, it is everything. The people who have been consultative sel...
#044: Tom English - Does Your Sales Process Relate to How Your Buyers Want to Buy?
August 02, 2020 21:35 - 21 minutes - 17.5 MBMy next guest works in B2B, serving universities throughout England with an award-winning primary resource collection and leading technology. Tom English has a wonderful philosophy in his approach to sales. Talking about coping with the challenges of COVID19, Tom offer this advice: To focus on the things that that you can control yourself, within yourself. It all starts in your head and what thoughts you are going to give time and space to what you're going to provide energy to because t...
#043: Enza Burgio - Why Magic Happens When Salespeople Know How Their Behaviours Fit
July 25, 2020 21:26 - 22 minutes - 19.2 MBI met my next guest, Enza Burgio, at AAISP UK, the American Association for Inside Sales Professionals the chapter President, Kevin Kelly, introduced us. An experienced professional trainer, she has developed her knowledge over the 28 years working with Pitney Bowes in field sales. She eventually moved into training, and her focus is to enhance latent capabilities in new sales recruits and to hone the skills of experienced sells professionals. Talking about COVID19, Enza said, every day yo...
#043: Enza Burgio - Why Magic Happens When Salespeople Know How Their Behaviours Fit
July 25, 2020 21:26 - 22 minutes - 19.2 MBI met my next guest, Enza Burgio, at AAISP UK, the American Association for Inside Sales Professionals the chapter President, Kevin Kelly, introduced us. An experienced professional trainer, she has developed her knowledge over the 28 years working with Pitney Bowes in field sales. She eventually moved into training, and her focus is to enhance latent capabilities in new sales recruits and to hone the skills of experience sells professionals. Talking about COVID19, Enza said, every day you...
#042: Lisa Earl McLeod - Discussing The Dual Perspectives of Black Lives Matter
July 19, 2020 18:25 - 18 minutes - 9.47 MBIn this, Part Two of my discussion with Lisa Earl Mcleod, we discuss our experiences and perspective on Black Lives Matter from either both sides of the pond, make sure you to listen to part one of this discussion episode 041 :-) I asked Lisa who her Hero or Shiro was? Lisa: In my country, right now, we're having serious racial issues. The festering wound that will we have tried to cover for 400 years has been ripped wide open. It was always open to people of colour. Lisa: I have alwa...
Lisa Earl McLeod: Why Differentiate with Noble Purpose Sales
July 12, 2020 22:53 - 21 minutes - 10.8 MBLisa Earl McLeod introduced the philosophy of the noble purpose in her bestselling book Selling With Noble Purpose. Her research documents how organisations with a bigger purpose than money - make more money or experience higher customer and employee retention. Her firm's clients include Hootsuite, Volvo and Dave and Buster's. The first thing that Lisa said that Sellers need to do to survive this Pandemic, is to breathe. To pause, momentarily. Because what happens for the seller, fear take...
#041: Lisa Earl McLeod - Why Differentiate with Noble Purpose Sales
July 12, 2020 22:53 - 21 minutes - 10.8 MBLisa Earl McLeod introduced the philosophy of the noble purpose in her bestselling book Selling With Noble Purpose. Her research documents how organisations with a bigger purpose than money - make more money or experience higher customer and employee retention. Her firm's clients include Hootsuite, Volvo and Dave and Buster's. The first thing that Lisa said that Sellers need to do to survive this Pandemic, is to breathe. To pause, momentarily. Because what happens for the seller, fear take...
#040: Why Rakhi Voria is Passionate About Retaining Women in Sales
July 04, 2020 20:24 - 20 minutes - 13.1 MBDirector of Global Digital Sales Development at IBM, Rakhi Voria manages a team that is responsible for helping companies digitally transform their sales organizations. Rakhi previously helped Microsoft build a 2,000 person worldwide inside sales team. She is passionate about advancing women in sales and currently serves as Exec Co-Chair of the Women IBM NYC group. Talking about the global pandemic Rakhi said you must lead with empathy. Customers and companies will be dealing with their o...
#039 Patricia Fripp - Is your Sales Message being of Service or from the view of Refocused Selling?
June 28, 2020 16:45 - 23 minutes - 14 MBCompanies hire my next guest to help them drive sales by improving their important conversations and presentations. Patricia Fripp, named as the "Top 25 Women in Sales" and the "Top 30 Coaching Gurus." Kiplinger's Personal Finance said, "One of the best ways to invest in your success is to learn presentation skills from Patricia Fripp." It is my great honour to welcome my friend Patricia Fripp to Scale Your Sales Podcast. COVID19 is not so much a time to sell but a time to keep i...
#039 Patricia Fripp - Is your Sales Message being of Service or from the view of Refocused Selling?
June 28, 2020 16:45 - 23 minutes - 14 MBCompanies hire my next guest to help them drive sales by improving their important conversations and presentations. Patricia Fripp, named as the Top 25 Women in Sales and the Top 30 Coaching Gurus. Kiplinger's Personal Finance said, One of the best ways to invest in your success is to learn presentation skills from Patricia Fripp. It is my great honour to welcome my friend Patricia Fripp to Scale Your Sales Podcast. COVID19 is not so much a time to sell but a time to keep in touch and...
Episode 038: Caryn Kopp How to Open Doors to Meetings That Matter
June 21, 2020 22:59 - 23 minutes - 19.5 MBCaryn Kopp is the Chief Door Opener at Kopp Consulting. Recognized by Inc. as 5000 winners for the Door Opener Service where they provide executive-level appointment setting. Caryn is an internationally recognized speaker, an expert in Business Development and is the author of the best-seller Biz Dev Done Right. COVID19 is unlike any situation we have experienced before, and the seller must master the art of developing business in a virtual world. For the foreseeable future, we are not goi...
Episode 037: Cian Mcloughlin Why Essential Rebirth of Authentic Salespeople in #COVID19 & Beyond
June 14, 2020 15:52 - 22 minutes - 13.4 MBHis blog was recently voted one of the Top 50 Sales Blogs in the world for the fourth year running, by Top Sales World Magazine and his book one of the Top 50 Sales Books in the world for 2019. With a 20-year track record in the B2B sales industry, including senior leadership roles with several the world’s leading technology companies, Cian Mcloughlin is a proponent of an ethical and honest approach to sales. You must change your approach in COVID19; the sales professional cannot do cold o...
Episode 036: Kendra Lee Salespeople Must Execute Follow-up Consistency to Scale Sales
June 10, 2020 11:04 - 19 minutes - 15.3 MBDespite starting her sales career in accounting and failing IBM's entry-level sales exam and being told she could not sell without an engineering background. Kendra Lee entered sales and proved those naysayers wrong. Author of The Sales Magnet and founder of KLA Group, her company, guides small and medium companies to get more customers. Talking to Kendra about #COVID19, she recommends sellers to stay with it and not give up. To keep calling and talking and offering help with more compa...
Episode 035: Karen Dunne-Squires - Why the Customers' Perspective a Central Part of the Sales Journey
May 31, 2020 13:50 - 21 minutes - 12.7 MBMy next guest has a diverse sales background and understands customers experiences across many sectors. In 2010, she created the award-winning growth framework which equips small businesses with the skills to convert and retain clients. Karen Dunne Squires founder of Elation Experts. Given the unique challenges that we are all experiencing, the methods by which supplier win new customers, those methods have needed review and revision in the last few weeks to ride out this pandemic. There a...
Episode 034: Derek Arden - What’s Cortisol Got to Do With #COVID19, Sales, Negotiation and Reciprocity?
May 24, 2020 15:52 - 14 minutes - 8.95 MBListen to Scale Your Sales Podcast with Derek Arden where you will learn what has Cortisol got to do with #COVID19, and the Relationship between Sales Negotiation and Reciprocity. Derek talks through some of the strategies in his best selling book Win Win: How to get a winning result from persuasive negotiations and shares stores and examples of what is and is not working now. I wanted to get Derek Arden as a guest of Scale Your Sales Podcast because sales have moved away from the linear ...
Episode 033: Adam Gray - A personal LinkedIn Profile is Your Competitive Advantage
May 16, 2020 16:49 - 29 minutes - 17.5 MBMy guest, Adam Gray is co-founder of DLAignite, a global social media consultancy that helps clients transform to use social media. We are currently in a bit of a hiatus many businesses are not quite sure what to do. Adam remembers an investor saying the thing that kills business is not lack of money, its time. You simply run out of time to get it off the ground. The biggest challenge that people face is one of wasting time. Making your profile reflect who you are and what your USP is, is ...
Episode 033: Adam Gray - A personal LinkedIn Profile is Your Competitive Advantage
May 16, 2020 16:49 - 29 minutes - 17.5 MBMy guest, Adam Gray is co-founder of DLAignite, a global social media consultancy that helps clients transform to use social media. We are currently in a bit of a hiatus many businesses are not quite sure what to do. Adam remembers an investor saying the thing that kills business is not lack of money, its time. You simply run out of time to get it off the ground. The biggest challenge that people face is one of wasting time. Making your profile reflect who you are and what your USP is, is ...
Episode 032: Viveka von Rosen - Bring Whatever Made You a Great Salesperson & Adapt for Video
May 10, 2020 22:20 - 25 minutes - 15.6 MBMy next guest of Scale Your Sales Podcast is a co-founder and the Chief Visibility Officer of Vengreso, the world's largest digital sales transformation company. Viveka von Rosen is a contributing expert to several of LinkedIn's official blogs, Guides; and contributes to many feature publications. Viveka developed her expertise and secured @LinkedInExpert Twitter handle, and then she says, she needed to prove it. Wiley, the publisher, had approached her to write the best-selling book,...
Episode 031: Adrian Swinscoe - How COVID19 Exposes What Excellent CX is and The Impact on Sales
May 04, 2020 14:02 - 29 minutes - 17.7 MBAdrian Swinscoe is a best-selling author, Forbes, contributor, speaker, advisor, aspirin, customer experience punk; we are going to find out about that CX Punk. His driving passion is helping to create and develop and grow businesses that take care of their customers in the best way possible and building great teams that require to do this. So, it is a focus on excellent customer service and experience. The key to understanding and dealing with COVID19 area is being mindful of what our...
Episode 030: Suchi Pathak - COVID19 AI and the Behaviours that Increase Sales Performance
April 27, 2020 12:32 - 25 minutes - 15.3 MBSuchi Pathak is Co-founder and chief psychologist of Aptology. She is also an honorary lecturer at core City University London. She has been a leader in the assessment and consulting industries for over ten years. She was head of psychology for a global assessment provider. And is passionate about leveraging AI and machine learning to ensure organisations select, develop and promote their people with high predictability and no bias. At Aptology, we look at the behaviours underlying somebod...
Episode 029 Frank Furness Sales Tips and Tricks to Demo Expertise and Build Relationships
April 19, 2020 11:00 - 18 minutes - 10.8 MBMy next guest is an internationally sought after sales and technology speaker and social media presenter. His talk on the new world of sales has been presented locally. He specialises in LinkedIn Advance Google search and video marketing. Frank Furness works in tandem to produce great results for organisations helping them to prospect and sell more. I asked Frank for his advice on selling through these challenging times of COVID19. Well, about two weeks ago, I was contacted back on to New...
Episode 028: David J.P. Fisher - COVID19 Why Empathy, Listening and Real Conversations Matter in Sales
April 12, 2020 20:57 - 19 minutes - 12.1 MBDavid J. P. Fisher wrote Hyper-Connected Selling to look at how sales are changing because of technology and the new environment. He started in direct sales over 20 years ago. Today, the information is available to our prospects and customers, that they have the power. The information asymmetry that used to favour salespeople now favours buyers, and that's great because they can go through a lot of their buying journey on their own. As salespeople, we need to become true guides and resources...
Episode 027: Mic Adam - In COVID19 World How to Use Content to Create Conversations
April 05, 2020 20:44 - 18 minutes - 10.1 MBMic Adam trains business professionals across social platforms and makes a separation between two major levels of platforms. You have platforms where people have conversations and content. People are going to check out your LinkedIn profile and Facebook page as a company, they're going to try and find out who you are and what you are as an employer. And in the middle, you've got Twitter as your news channel. So those are the three as conversational platforms, now they don't work without co...
Episode 026: Gretchen Gordon - How Data Science Transforms Sales Teams Results
March 29, 2020 18:00 - 21 minutes - 12.2 MBGretchen Gordon mentioned access to a database through Objective Management Group, the leading sales evaluation firm in the world, an assessment and evaluation company. Gretchen periodically mines the data, from 600,000 sellers, to learn what's going on in the world of sales, to help their clients be more effective. In today's world. said Gretchen, everything is a relationship sale, but it's just a ticket to get in the door as everybody must be able to build relationships. Her research fou...
Episode 025: Daniel Disney - LinkedIn Messages That Help People Social Sell
March 22, 2020 16:00 - 21 minutes - 12.2 MBMy next guest is one of the world's leading Social Selling & LinkedIn experts. He is the author of the best-selling social selling book "The Million-Pound LinkedIn Message", a hugely popular keynote speaker, LinkedIn trainer and is the Founder of The Daily Sales, Daniel Disney is LinkedIn's most popular page for salespeople. Daniel was inspired to write his book The Million Pound LinkedIn Message – after receiving many terrible, cut and paste salesy connection messages. It is the one bug b...
Episode 024: Tiffani Bova - Explores the Gaps in Your and Your Customer Perspective
March 15, 2020 16:00 - 30 minutes - 17.9 MBTiffani gives many modern strategies and examples that impact growth, GrowthIQ. She wrote the book she wanted to read, short bursts with 30 chapters and lots of visuals. What product you sell is interesting for you, how you sell them is process-oriented again for you, said Tiffani. What is important is how your customers feel when they engage at any level, and the tip of this is sales (whether offline or online sales). The act of selling must develop the feeling of personalisation and trus...
Episode 023: Roger Harrop - Salespeople Mistakenly Focus on Selling Rather Business Growth
March 08, 2020 16:00 - 21 minutes - 12.6 MBMy next guest spent seven years as Group Chief Executive of an FTSE quoted, high tech industrial instrumentation group before becoming an author, business advisor, mentor, consultant and independent director focused on business development, growth and success. He is an international motivational business growth speaker who inspires and entertains his audiences with his acclaimed Staying in the Helicopter® programmes. Roger Harrop makes the business of business simple. He helps grow the bus...
Episode 022: Seema Menon - Gain Competitive Advantage Through Collaborative Sales
March 01, 2020 21:01 - 21 minutes - 12.6 MBThe shift is quite distinctive moving from a 'purely sales focussed product selling' to 'solution selling' to 'customer needs focussed insight selling' the metamorphosis has been characteristic. Today's buyers are well-informed, has a cursory idea about differentiators in the market and is sagacity to make prudent buying decisions. The seller’s subjection is not merely to anticipate and match the client’s needs but to invent a whole new category of products/service that will increase the b...
Episode 021 - Sam Robinson: Sales Enablement Supports the Drive to Business Performance
February 23, 2020 19:21 - 21 minutes - 12.3 MBOn how sales enablement fit with improved performance, Sam Robinson says, that enablement is a very broad adjective used to cover a multitude of sins and often used for let’s get it off my desk. Sam is very clear that Sales Enablement is how can we make you more effective at getting sales to drive business performance. The tried and tested method Sam has successfully worked with at Sage is Structure, Mindset and Skills. The structure is the programmes you have like salesforce, sixth sens...
Episode 020: Meridith Elliott Powell Answers What If Uncertainty Was an Opportunity
February 16, 2020 20:42 - 19 minutes - 11.8 MBMeridith helps her clients gain the sales and leadership strategies they need to turn uncertainty to competitive advantage. She shares that clients would say, ‘we have had our best year but oh, the uncertainty,’ talking about uncertainty as if it’s a bad thing. Meridith wanted to flip the switch, so she started to look for companies that looked at uncertainty as an opportunity. She uncovered a few and they did things business in a different way. Mindset is the first step to thinking of it ...
Episode 019 Lisa D Magnuson: Why You Must Get Fanatical About Pre-Call Planning
February 09, 2020 17:29 - 24 minutes - 13.6 MBHave you ever thought how can I win 5 x deals repeatedly? Well, today I have Lisa D Magnuson, the author of four books on sales. Her latest book 'The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly' published, Nov. 2019 To 5X your deals, Lisa says, the good news is that there is a formula to secure 5x your normal contract size. When you are talking 5x deals it requires different work to your normal deal. It can be time-consuming, messy and convoluted but worth it! First, you...
Episode 018 Deb Calvert: Buyers Want Sellers to Show-up As Leaders
February 01, 2020 19:46 - 23 minutes - 12.9 MBDeb Calvert is the author of DISCOVER Questions® and Stop Selling & Start Leading. She is founder of The Sales Experts Channel, President of People First Productivity Solutions, and a certified sales and executive coach. Deb has been named one of the "65 Most Influential Women in Business" and a Top 30 Global Sales Guru. The Sales Experts Channel, mission is to bring together thought leaders in sales that is available on-demand over 500 webinars and videos and every week new content goes...
Episode 017 Bob Apollo: The Value Gap Critical in Creating the Consensus to Change
January 25, 2020 22:12 - 24 minutes - 14.7 MBThe classic challenge says Bob Apollo, is that many of the revenues came from a small number of salespeople, so we capture the best salespeople that worked in an effective way in targeting, qualifying and advancing their sales opportunities. Bob captures and embodies what works in a process that every sales member could follow hence narrowing the performance gap in this organisation. Bob talks about the value gap and what would happen if an organisation continued the current path and what ...
Episode 016 Elinor Stutz Trusted Relationships is the Differentiator for Selling Well
January 19, 2020 17:00 - 16 minutes - 10.1 MBElinor Stutz encourages her client to believe in themselves; she says that this was her downfall initially. Elinor’s motto is Believe Become Empower – meaning to do it and teach others to do the same. After Elinor had gained success as a top salesperson, at her first networking event, she proudly announced she was a sales trainer, and people laughed at her and predicted she would soon be out of business. Four months later, the same people asked how she was able to build her business at l...
Episode 015 James Muir: Why 90% of Buyers Suggest the Next Logical Step?
January 11, 2020 21:25 - 24 minutes - 16 MBSelling is more challenging than ever before for many reasons including Marketing Message Overload, the Internet and Diminishing Attention Spans. Because of these and other reasons, it's important that organizations and sales professionals focus on the highest leverage areas in selling. The Perfect Close is sublime If anyone wanted to learn a method of closing with zero pressure. Read the Perfect Close. James said he struggled to close sales and read all the books and many of which came fr...
Episode 014 - Noreen Cesareo says We Are Being Trained on the B2C Side to Demanding Similar Service in B2B
January 05, 2020 14:05 - 15 minutes - 9.1 MBNoreen Cesareo has a global market reach and through Market Accents helps sellers to scale. People judge you on what they see and that is online, your office is never closed, says Noreen. Noreen born in Malta and worked internally takes the perspective of think global act global as one of her greatest lessons. She works across company, sizes and cultures in the US and Canada and Europe. She helps companies stay in tune with their customer. "With our customer insights, market knowledge, w...
Episode 013 - Camilla Hasler Assumptions Don’t Sway Investors or Customers
December 16, 2019 08:46 - 19 minutes - 11.3 MBCamilla Hasler started working in a telemarketing role and things progressed to a client service role, she says she would not have predicted that she would end up in sales, but it was the best decision I made. 00:00 Camilla Hasler Assumptions Don’t Sway Investors or Customers. 01:28 What attracts Camilla to selling the impact on a consumer's decision. 03:31 Sales has been moving to virtual long before the pandemic. 04:28 More about Nielsen company. 09:02 Why there is work to be don...
Episode 012 - Paul Durrant on How EFT Helps Build More Confidence in Sales
December 08, 2019 17:00 - 14 minutes - 7.62 MBPaul Durrant helps my client’s businesses fix their sales-related problems, optimise their sales and upskill their salespeople. One client used the phrase 'Thank you for bringing some order to my selling chaos'. Paul fills the sales acumen gaps few people are training sales. Sales have always had a bad-press like the foot in the door or snake-oil salesmen, people shy away from it to the determent of their top line. 00:00 How EFT Helps Build More Confidence in Sales. 1:14 How Paul fills t...
Episode 011 – Scale Your Sales Podcast Alice Kemper On How to Up Level Your Top Sales Performers
December 01, 2019 17:00 - 20 minutes - 13.2 MBAlice is the founder of Sales Training Werks and Sales Training Consultant. Alice is a natural sales leader, sales trainer and coach. Her clients boast of sales increases of 5 – 35% within the first ten weeks through her training solutions on-site workshops or through her signature 3E Time Accelerator Technique which is a sales meeting and skill boosters all in 30 minutes or less. When I started in sales, I was the eleventh woman to be hired and then the third women to be promoted to m...
Episode 011 Alice Kemper On How to Up Level Your Top Sales Performers
December 01, 2019 17:00 - 20 minutes - 13.2 MBAlice is the founder of Sales Training Werks and Sales Training Consultant. Alice is a natural sales leader, sales trainer and coach. Her clients boast of sales increases of 5 – 35% within the first ten weeks through her training solutions on-site workshops or through her signature 3E Time Accelerator Technique which is a sales meeting and skill boosters all in 30 minutes or less. 00:00 How to Up Level Your Top Sales Performers and to Career Redirection 01:20 What does Alice give to her ...
Episode 010 - Niraj Kapur How Salespeople Become Irrelevant & Why Integrity is Critical
November 24, 2019 17:00 - 20 minutes - 13.1 MBNiraj is forthright on salespeople becoming irrelevant and he is on a mission to change this. Most people are not aware that they work in sales, he says. Sales are the foundation of a business, if you do not sell you cannot invest. Buyers have become savvier, while sellers have not! Salespeople try to sell by email. People buy people and this involves a conversation. The problem is salespeople don’t answer questions, they do not research their client and they do not listen enough. Listen t...
Episode 010 - Scale Your Sales Podcast with Niraj Kapur on How Salespeople Become Irrelevant & Why Integrity is Critical
November 24, 2019 17:00 - 20 minutes - 13.1 MBNiraj is forthright on salespeople becoming irrelevant and he is on a mission to change this. Most people are not aware that they work in sales, he says. Sales are the foundation of a business, if you do not sell you cannot invest. Buyers have become savvier, while sellers have not! Salespeople try to sell by email. People buy people and this involves a conversation. The problem is salespeople don’t answer questions, they do not research their client and they do not listen enough. Listen t...
Episode 009 - Alice Heiman How TradeShow Makeover to deliver ROI
November 17, 2019 17:00 - 23 minutes - 14.2 MBWOW, Alice Heiman gives lots of value talking about her new company TradeShow Makeover and much more. The tradeshow industry has grown year on year for over 8 years. Companies are spending millions on trade show but not getting the ROI. Alice says that companies do what they have always done and do not get the results. She is on a mission to reverse this. Showing why it is cost-effective, Alice provides tips on how you can maximise the ROI with planning and the use of digital. Alice t...
Episode 009 - Scale Your Sales Podcast with Alice Heiman expert in TradeShow Makeover to deliver ROI
November 17, 2019 17:00 - 23 minutes - 14.2 MBWOW, Alice Heiman gives lots of value talking about her new company TradeShow Makeover and much more. The tradeshow industry has grown year on year for over 8 years. Companies are spending millions on trade show but not getting the ROI. Alice says that companies do what they have always done and do not get the results. She is on a mission to reverse this. Showing why it is cost-effective, Alice provides tips on how you can maximise the ROI with planning and the use of digital. Alice t...
What Stephen Kelly says on Customer Obsession and CEO’s Serving a Bigger Purpose
November 11, 2019 09:28 - 23 minutes - 14.6 MBListen to why serial CEO, Stephen Kelly is obsessed with customers. He says, growth cures almost all evils but the power is now with the buyers. It's all about trust and companies must establish themselves as thought leaders and not ask the customer the same question twice. Sellers must understand the market has changed, that 90% of the research has been done by buyers, before talking to a salesperson. Stephen says he is disappointed about the gender pay gap and that we are a long way...
Episode 008 - What Stephen Kelly says on Customer Obsession and CEO’s Serving a Bigger Purpose
November 11, 2019 09:28 - 23 minutes - 14.6 MBListen to why serial CEO, Stephen Kelly is obsessed with customers. 00:00 What Stephen Kelly says on Customer Obsession and CEO’s Serving a Bigger Purpose. 02:56 More about Kimble apps 04:46 Why all employees should be insurgents for their customers and really be customer obsessed. 06:27 Why it starts with having a vibrant business around customers, connecting, hiring, and motivating brilliant colleagues. 10:14 The journey of life’s adventure is to never forget where you came from...
Episode 007 – Jo Harding What is Specification Sales?
November 04, 2019 09:31 - 14 minutes - 9.07 MBThere is a lot of synergy between the complex sale and specification sales. Jo talks about why specification selling has become even more challenging. Specification sales are cantered in the construction industry and are about the way products are purchased and procured. The specification is based around the technical and aesthetic capability of the products. Buildings take a long time to be built and the process can be protracted. The buildings can take two to three years and the specific...