Latest Bdm Podcast Episodes
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...
Invisible PR - the hidden secret to sales success
Sales Today - September 28, 2023 04:15 - 28 minutesGet ready to join Jonathan Finch, commercial director at Big Presence, as we discuss the concept of 'invisible PR' and how it's a game-changer for long-term success in sales. Jonathan reveals how this idea, centered on cultivating a solid reputation and investing time without immediate ret...
Selling... the essentials for success
Sales Today - September 21, 2023 04:15 - 36 minutesJoin us as we explore the essential aspects of sales and effective communication with guest, Rana Salman, CEO of Solman Consulting and author of Sales Essentials. We discuss the importance of understanding your product, preparing for conversations, and utilising efficient tools like Linked...
Using Mutual Action Plans to drive your sales
Sales Today - September 19, 2023 04:15 - 23 minutesGet ready to delve into the world of virtual selling techniques with Tom Williams, author of two insightful sales books Listen in as we explore the world of virtual selling techniques and how sellers can distinguish themselves to build meaningful business relationships. We tackle the...
How being coachable makes you valuable
Sales Today - September 14, 2023 04:15 - 29 minutesJoin us as we chat with the incredibly talented Beth Hocking, a career coach who is passionate about helping individuals discover their passions and build satisfying careers. We touch on the key differences between coaching and teaching and how the former can be used to unlock and unleash ...
Why sales coaching works!
Sales Today - September 07, 2023 04:30 - 35 minutesJoin us as we chat with Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting. He shares his transformational journey from studying marketing to finding his passion in sales, and how his mentor pushed him to be a student of sales. H...
Four 'whys' every prospect must ask and answer
Sales Today - August 31, 2023 04:30 - 35 minutesListen in as we explore the crucial topic of how salespeople should act as leaders with James Rores, CEO and founder of the Floriss Group. He talks about the universal buying cycle, underpinned by four essential questions that every prospect must consider before making a purchase. ...
Avoiding mistakes that can kill sales
Sales Today - August 28, 2023 04:30 - 15 minutesGet ready to transform your sales approach with Fred Copestake as I dissect the common pitfalls that even seasoned professionals stumble into and reveal the keys to becoming a more effective and efficient salesperson. Promise yourself that you'll never waste your time, energy or pote...
Three stories to help you sell more
Sales Today - August 24, 2023 04:30 - 31 minutesJoin Morgan Ratcliffe, co-founder of Ratcliffe Brothers, where we discuss the significance of story-driven marketing. Listen in as Morgan, with his fascinating journey from football to finance to marketing, shares his expertise on how to tell compelling stories about people, companies, and ser...
Retrain your Brain & Sell More
Sales Today - August 17, 2023 04:30 - 40 minutesJoin us for a discussion with Jo Britton, a neurosculpting coach, where we explore how sales professionals can leverage neurosculpting for winning businesses. We unpack the vital role change plays in sales and how our brains are wired to respond to it. Jo discusses the brain's hierar...
Why C-suite execs love salespeople
Sales Today - August 10, 2023 06:51 - 40 minutesAre you eager to get inside the minds of C-Suite executives and understand what drives their buying decisions? This episode we are joined by Jacques Sciammas who has dedicated his career to understanding and conveying the needs of customers to salespeople. Jacques provides a deep-div...
Stop sellng widgets and start selling wisdom
Sales Today - August 03, 2023 04:30 - 33 minutesAre you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites ...
Stop selling widgets and start selling wisdom
Sales Today - August 03, 2023 04:30 - 33 minutesAre you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites ...
Unlocking Sales Methodology and Process Mastery
Sales Today - July 27, 2023 04:30 - 36 minutesJoin us as Paul Fuller, CRO at Membrain, unravels the differences between a sales methodology and a sales process. Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the o...
Cracking the Code of Sales Prospecting
Sales Today - July 20, 2023 04:30 - 33 minutesGear up to learn tried-and-true sales prospecting strategies and discover how to overcome challenges in this episode! Collin Mitchell, VP of Sales at Leadium, offers his expert advice and insights into what it takes to succeed in sales organisations. We dive into the world ...
How C-level execs engage their audience
Sales Today - July 13, 2023 04:30 - 31 minutesYou can have the best idea, product, or message in the world, but unless you can communicate in a way that ‘wows’ your audience, you may as well not bother! Susie Ashfield shares advice including the ‘Golden Rule’ she uses with executives to help them becoming more engaging and indeed stop...
What is win-loss analysis?
Sales Today - July 06, 2023 04:30 - 37 minutesFor sales teams, win-loss analysis is the practice of capturing and analysing the reasons why you win and lose sales opportunities. It’s like ‘video day’ for sports professionals. Great teams use film to review past performance (their own and their competitors) to uncover ways to imp...
Sell better by combining AI and neuroscience
Sales Today - June 29, 2023 04:30 - 36 minutesSome salespeople will miss out. That is the bold prediction of Moeed Amin and it's hard to argue with his reasoning. This thinking is based on experience plus a now habitual use of AI to take it to the next level. Our conversation turns from using these tools not just in sales ...
5 components to close sales faster
Sales Today - June 22, 2023 04:30 - 43 minutesWhat do the top 1%ers do to win more business? Doug C Brown has studied this and shares the five key elements that anyone can do to be more successful. We discuss talking to the actual buyer and saving precious time that can be wasted when ‘happy ears’ are listening to the wrong per...
Social selling hidden secrets
Sales Today - June 15, 2023 04:30 - 36 minutesNot generating enough quality leads from your LinkedIn efforts? Sam Rathling is uniquely placed to help B2B sales professionals build sales pipeline by leveraging her background in Enterprise selling and Corporate Sales and sharing how to use Sales Navigator. We talk about the fundam...
Negotiation using a SMARTnership approach
Sales Today - June 08, 2023 04:30 - 41 minutesContrary to popular belief, commercial negotiation is not about acquiring a toolbox of clever tactics to secure victories. Rather, it revolves around creating success for oneself without compromising the other party's interests. Keld Jensen describes the art that involves comprehendi...
Align yourself for next level sales
Sales Today - June 01, 2023 04:30 - 35 minutesWhat is holding you back? There are some common mistakes Shane Ray Martin sees on sales and negotiation. When we move too fast, we not only miss things but remove the opportunity to ‘out care’ the competition. Also, by failing to take time to help customers understand where th...
AI in sales - Obsolete humans or enhanced workforce?
Sales Today - May 25, 2023 04:30 - 41 minutesAre you scared for your job? Today salespeople are needed for various types of selling. Anton Dobrzhanskiy and Miro Putkonen explain how while some types of selling, like transactional, could become obsolete due to AI-driven automation, other types like consultative, solution, and pr...
Cold calling the C-Suite
Sales Today - May 18, 2023 04:30 - 38 minutesIs your cold call structure fit for purpose? If you are trying to call senior executives it might not be. Martin Stevens shares both why and how he goes for the top. Based on a playbook that determines whether offering/adding/creating value the structure he uses focuses on outcomes...
What can salespeople learn from actors?
Sales Today - May 11, 2023 04:30 - 33 minutesHow does a professionally trained actor apply their craft in the world of sales? Scott Purves shares how he uses skills developed in one profession help those develop in another. Some of the techniques might be predictable but others are surprising. He explains how actors study...
How your money mindset impacts sales success
Sales Today - May 04, 2023 04:30 - 38 minutesWhy does money have such an emotional effect? Jason Graystone explains how it is fundamentally linked to survival and how mismanagement can cause our brain to act in a way that is not conducive to good selling. Being needy unattractive to customers and hampers the ability to foster r...
What your customer wants and can't tell you
Sales Today - April 27, 2023 04:30 - 37 minutesCustomers are weird. They don't do what they say they will do and don't act how we think they ‘should’. Melina Palmer is a sales conversion expert with a personal mission to make business more effective and brain friendly. In this episode she translates a few key concepts of be...
Karen Green: Buyer-ology: Know your buyer, sell more and sell better
Sales Today - April 20, 2023 04:30 - 36 minutesThe good news is corporate buyers are human! They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job. Getting it wrong could result in these consequences but if they get it right they move towards potential statu...