Latest Bdm Podcast Episodes
Manufacturing sales - the missing process?
Sales Today - April 25, 2024 04:30 - 31 minutesEver wondered why some sales pitches make you tune out while others capture your undivided attention? The answer often lies in the narrative. That's why I invited Peter Elgar from HPS to share his expertise on how a shift from a product-focused pitch to a value-driven story can make ...
Negotiation - are crisis techniques right for business?
Sales Today - April 18, 2024 04:30 - 37 minutesWhen the pressure's on and every word counts, what's your move? That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations. Mike relays an eye-opening Lin...
Stand out in your selling
Sales Today - April 11, 2024 04:30 - 35 minutesGrowing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics with the But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from e...
Is how you sell killing your brain?
Sales Today - April 04, 2024 04:30 - 35 minutesDiscover the secrets to thriving in the sales industry with the wisdom of Leah Borges. Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales. We discuss the hard truths about traditiona...
How to improve your sales presentations instantly
Sales Today - March 28, 2024 04:30 - 25 minutesHave you ever felt your presentations could pack more punch? Discover the secret to delivering powerful presentations that resonate with your audience as we reveal the 'Rule of Three' with Andrea Pacini, the mind behind "Confident Presenter." Our conversation peels back the ...
Why your sales presentations don't work
Sales Today - March 21, 2024 04:30 - 24 minutesEver found yourself fumbling with PowerPoint slides, only to witness your audience's eyes glaze over? This episode, we tackle that all-too-familiar scenario with the help of Andrea Pacini, presentation powerhouse and author of "Confident Presenter." Through games and anecdo...
Have virtual selling skills improved?
Sales Today - March 14, 2024 04:30 - 34 minutesJoin me as I sit down with Julie Hansen, an expert on virtual executive presence, to discuss the essentials of mastering virtual sales environments. Together, we discuss the significance of adapting traditional sales skills to the digital space, focusing on the need to project confid...
How do salespeople annoy buyers?
Sales Today - March 07, 2024 05:30 - 36 minutesToday I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry. We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of ...
How to build a modern sales blueprint
Sales Today - February 29, 2024 05:30 - 22 minutesJoin me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game. I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client inter...
The Sellers Journey - how to navigate buyer experience
Sales Today - February 22, 2024 05:30 - 41 minutesEver wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode. Together, we peel back the layers of the moder...
How most sales are the same
Sales Today - February 15, 2024 05:30 - 38 minutesHave you ever felt like trying to close a deal with wealthy clients is like walking through a minefield? Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspect...
A future in sales - from SDR to the next level
Sales Today - February 08, 2024 05:30 - 33 minutesIn today’s episode I am delighted to introduce the versatile Kiran Goindi an SDR at Experian. Our conversation hits a balance between sales strategies and the rhythm of content creation. Kiran's rich background in music takes centre stage as we explore how personal brandin...
Trade show domination - tips and tricks for maximum ROI
Sales Today - February 01, 2024 05:30 - 35 minutesHave you ever walked past a trade show booth and felt an irresistible pull to stop and learn more? That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat. Zach, a mentor of international sales, joins me to share the knowledge behind cra...
Hiring salespeople that stick
Sales Today - January 25, 2024 05:30 - 36 minutesListen in as I sit down with Dan Fenwick, Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions. Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the d...
Making cold calling easy (using UPSP and G-TWO)
Sales Today - January 18, 2024 05:30 - 34 minutesWhen faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients? Mike Herberts, a master sales trainer and problem-solving genius, joins us to reveal the game-changing concept o...
Why 'discovery' has most impact on sales success
Sales Today - January 11, 2024 05:30 - 32 minutesDo you ever wonder why some sales teams consistently outperform others? The secret might just lie in the art of the discovery conversation. I had the pleasure of hosting Kevin Beales, founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anat...
Why may customers hate talking to you?
Sales Today - January 04, 2024 05:30 - 31 minutesHave you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales? We sit down with Larry Levine, the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry. Larry's insights challenge eve...
The universal principles of sales - applied
Sales Today - December 28, 2023 05:30 - 31 minutesHave you ever struggled to connect with clients and seal the deal? Sales genius Joe Ingram breaks down the crucial phases of the sales evaluation process without mincing words. He walks us through listening, believing, and the pivotal moment of buy-in, all while navigating the u...
Win more business with collaborative selling
Sales Today - December 21, 2023 05:30 - 33 minutesWelcome to this episode on the transformative concept of collaborative selling, where we join forces with Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School. Carole and I explore the shift in sales towards a cooperative approach t...
(Un)selling - sell more by being unconventional
Sales Today - December 14, 2023 05:30 - 32 minutesIn this episode we dig into the idea of "unselling" with author Kevin Casey. Hear about Kevin's journey from being a traditional, pushy salesperson to someone who values being genuine and relatable. He openly talks about how he came up with the term "unselling," a new way of app...
Habits to drive success in sales (and life)
Sales Today - December 07, 2023 05:30 - 28 minutesHow often do we hold ourselves back from venturing outside our comfort zones, even when we know that growth and learning lie just beyond? This episode features Steve Fox, sales director at Experian, who shares his thoughts on why embracing the 'learning zone' is paramount for not just sale...
How to win more business with a modern sales blueprint
Sales Today - December 01, 2023 10:56 - 19 minutesIn this episode I discuss modern selling techniques and strategies, exploring how sales professionals can adopt a contemporary approach to securing business deals, focusing on the value framework. I explain the importance of validating through an understanding of the ideal customer prof...
Developing the sales team of the future
Sales Today - November 23, 2023 05:15 - 33 minutesWhat happens when you mix an industry giant like Dell Technologies with the infectious enthusiasm and knowledge of Associate Sales Manager, Matt Browning? You get a captivating conversation that will make your sales gears shift into overdrive. We've had the privilege of delving ...
Ethical selling: Benefits explained and myths busted
Sales Today - November 16, 2023 05:15 - 12 minutesIs it possible that ethical selling can help you foster customer loyalty, increase referrals, and ace long-term success? Join me as I dissect these fascinating queries. We'll explore the potential benefits and inherent challenges of ethical selling, highlighting its importance in creati...
Ethical selling: Managing your mindset
Sales Today - November 09, 2023 05:15 - 35 minutesWelcome to this episode with founder and investor Jason Graystone who talks about the significance of ethical business practices. Jason brings to light the power of passion and genuineness in sales and how it can result in long-term financial success. His discussion emphasises t...
Ethical selling: Winning new business
Sales Today - November 02, 2023 04:15 - 32 minutesJoin us as we sit down with Sales Trainer & Coach Giulio Segantini, to discuss the concept of ethical selling. We unravel the flaws in ego-driven sales approaches often seen in the industry and advocate for a more ethical approach, with the customer as the hero. Listen as we exp...
Ethical selling: Developing character
Sales Today - October 26, 2023 04:15 - 37 minutesJoin me and special guest, Sebastian Bates, the founder of the Warrior Academy, as we discuss the fascinating interplay of character development and ethical selling. Sebastian sheds light on his work in developing the three C's: confidence, conduct, and concentration in young individuals...
Ethical selling: Prospecting (An SDR view)
Sales Today - October 19, 2023 04:15 - 34 minutesJoin us as we explore the world of ethical selling with Nia Woodhouse, a senior Sales Development Representative (SDR) at My Sales Coach. She illuminates the essential role of an SDR in filling the top of the funnel for the sales team. We also shine a light on My Sales Coach, an organisat...
Ethical selling: The Sellers Code
Sales Today - October 12, 2023 04:15 - 35 minutesJoin us as we unravel the perception of sales professionals and its impact on the buyer-seller relationship. In this episode, I am joined by Patrick Boucousis, a fellow sales trainer with a keen interest in ethical selling. Together, we discuss the evolution of ethical selling and how it c...
The Secret Weapon of Sales: Superior Language Skills
Sales Today - October 05, 2023 04:15 - 34 minutesAre you struggling to make your mark in the competitive field of sales due to communication barriers? Join Dan Caffarey and I as we team up to unravel the mysteries of effective communication in the sales domain. We discuss the importance of learning the language of your cli...