Getting It Wrong to Get It Right.

If you use LinkedIn to generate business, there’s a good chance valuable conversations are disappearing inside your inbox.

You connect with someone. You have a good conversation. You mean to follow up.

Then three weeks later… they’re gone.

In this episode, I’m joined by Robin Labrot, founder of TalkToHumans, to look at how to build a better sales process around LinkedIn — without turning your outreach into automated AI spam.

We talk about:

• Why LinkedIn DMs become impossible to manage

• How to organise and prioritise the right conversations

• Why your existing LinkedIn network could contain your best opportunities

• How AI can help analyse your network without replacing the human conversation

• Better follow-up and keeping prospects from slipping through the cracks

• Connecting LinkedIn with your CRM

• Finding emails and contact details directly from your network

• Why authentic conversations are becoming even more valuable in the age of AI

• Where Robin sees LinkedIn and TalkToHumans heading next

One of the biggest takeaways from the conversation:

Your next customer may not be someone you need to find.

They may already be sitting inside your LinkedIn network.

👉 Try TalkToHumans here: https://app.talktohumans.app/r/GMAKiVDLRq_c_zR1

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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Ted Mc Lyman, a veteran Marine Corps lieutenant colonel and reformed financial advisor, shares insights on how human behavior, biology, and culture influence our relationship with money. He discusses the flaws in traditional financial systems and offers a practical framework for aligning financial habits with personal values and natural wiring.

Chapters

00:00 Introduction: The Flaws in Financial Industry Assumptions

02:03 The Influence of Culture and Biology on Money Habits

04:50 Why We Don't Talk About Money and Financial Literacy

08:08 The Impact of Technology and Marketing on Spending Behavior

12:01 The Money Behavior System: Embracing Your Unique Wiring

18:02 Aligning Values and Beliefs for Financial Peace

21:59 The Future of Financial Advice: Behavior Before Products

26:02 Building a Movement for Better Money Habits

money behavior, financial literacy, human psychology, financial planning, behavioral finance, money mindset, financial education, personal finance, money habits, financial industry

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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In this episode, Marie Le Roux shares insights on navigating the transition from a successful career to a calling, the importance of purpose at midlife, and how to leverage AI and strategic planning to create a meaningful life. Discover practical steps and inspiring stories to help you find your true purpose and build a legacy.

00:00 Introduction to Purpose and Midlife Transition

01:56 The Question: Is This All There Is?

03:53 Strategic Navigation from Success to Calling

06:09 Luxury and Accessibility in Pursuing Your Dream

07:57 Finding Clues and Clarity in Life

10:08 The Role of Jealousy and Childhood Dreams

11:59 The Power of Problems and Opportunities

14:01 Planning for Financial and Personal Freedom

16:10 Using AI to Enhance Business and Life

18:03 Helping Clients Transition to Their Calling

20:05 The Importance of Authenticity and Self-Discovery

22:11 Building a Legacy and Sustainable Impact

24:02 Overcoming Challenges and Adversity

25:56 The Role of Clarity, Belief, and Action

28:06 The Big Questions: Who Am I and Why Am I Here?

30:05 The Power of Small Steps and Long-Term Vision

31:57 Finding Your Essence and Authentic Self

33:52 The Gift of Adversity and Life Lessons

35:54 Final Reflections and Practical Advice

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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What happens when more than 30 years of sales experience meets 24 years of FBI negotiation experience?

In this episode, Joe Dalton sits down with Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, for a practical discussion on what really makes sales and negotiation work.

This is more than an interview. It’s a conversation between two practitioners comparing the methods, principles and best practices they use to understand people, uncover what is really being said and move important conversations forward.

Joe brings decades of experience in sales and commercial conversations, while Chris draws on lessons learned from some of the highest-stakes negotiations imaginable.

Together, they explore tactical empathy, listening, mirroring, handling objections, reading the person across the table, uncovering hidden information and knowing when to walk away from a bad deal.

They also discuss why great salespeople are often quieter than people expect, why “that’s right” can be more powerful than “yes,” and why the strongest negotiators focus less on convincing and more on understanding.

Along the way, Joe and Chris discover a number of striking similarities between the principles they each use in sales and negotiation.

A fascinating conversation about human behaviour, communication and the skills behind better commercial outcomes.

Joe Dalton

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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In this episode, Dr. DeMartini shares his insights on the fascinating topic of breakthrough brands. We explore the concept of fear of success and discover how it is often intertwined with other fears that influence our decisions and actions. As the founder of the Demartini Institute and a leading authority on human behavior, Dr. DeMartini brings a wealth of knowledge and experience to our conversation.

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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In this episode, Morgan Parry, founder of Tribl Agency, shares his journey from engineering to becoming a LinkedIn content creator and discusses the evolving landscape of social media, AI, and content strategy. Discover insights on building brand, the impact of algorithms, and how to leverage human creativity in a digital world. Morgan shares insights on authentic content creation, the importance of trust in videos, personalized outreach strategies, and long-term content planning. Discover how to build genuine relationships and leverage timeless principles for success on LinkedIn and beyond.

Key Topics

Morgan's transition from engineering to online marketing

The impact of LinkedIn algorithm changes and premium features

The role of impressions and brand building on social media

The influence of AI on content creation and decision-making

Strategies for standing out and building trust online Authentic content creation

Trust-building through videos

Personalized outreach strategies

Long-term content planning and storytelling

The importance of boundaries and credibility in business

The role of philosophy and mindset in success

Joe Dalton

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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Chester Maglo shares his personal journey with sleep apnea and how improving sleep can transform productivity and health. This episode explores personalized sleep strategies, the impact of sleep on mental clarity, and practical tips to enhance sleep quality.

Chapters

00:00 Introduction to Chester Maglo and his passion for sleep

02:28 Understanding sleep apnea versus snoring

05:12 Helping others with sleep issues beyond sleep apnea

06:20 The importance of personalized sleep strategies

10:14 The significance of sleep consistency and routine

11:35 Managing anxiety and racing thoughts at bedtime

12:47 Closing the book on the day for better sleep

14:33 Why extra sleep can cause exhaustion

16:01 Benefits of stabilizing sleep and improving energy

17:56 The impact of sleep on performance and health

20:13 Prevalence of sleep issues in the UK

21:28 Most rewarding case: shifting mindset and improving sleep

23:52 Effects of seasons and light on sleep patterns

25:19 Addressing persistent tiredness despite good habits

27:22 The overlooked importance of sleep for health

29:32 Treat sleep like a vital health and performance lever

30:54 Common mistakes and misconceptions about sleep tracking

32:26 The power of quick action and implementation

34:09 The mindset and beliefs that influence sleep and success

35:12 How to connect with Chester Maglo for personalized help

Joe Dalton

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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Mark Lamoncha

In this episode, Joe Dalton sits down with Mark Lamoncha, CEO of Humtown and the 2026 SBA National Small Business Person of the Year, to explore leadership, company culture, innovation, and what it really takes to navigate challenging times in business.

Mark shares how the experiences and lessons he gained from the economic challenges of 2009 onward transformed the way he leads Humtown today. From putting people and purpose at the centre of the business to embracing continuous learning and innovation, Mark offers a fascinating perspective on building a stronger and more resilient organisation.

An inventor, author, TEDx speaker, advanced manufacturing and workforce transformation leader, and pioneer in 3D sand printing, Mark's story is one of constantly learning, adapting, and finding better ways to lead.

00:00 Introduction and overview of the episode

04:00 Reinventing the business during the recession

07:47 Co-mentoring and leadership development

12:14 Building a positive culture through brand and values

15:53 Helping others find their true purpose

18:04 Advice for those unhappy in their careers

20:01 The importance of work-life balance and energy management

22:03 Creating a culture beyond profit

24:06 The principles of Brehan law and integrity

26:00 The power of positive brand and living currency

27:59 The impact of leadership and legacy

30:00 Aligning talent with purpose and interest

31:59 The most important decision in life and business

33:54 The value of faith and commitment in success

35:58 Writing your own story and finding significance

38:01 The importance of authenticity and self-awareness

39:57 The influence of culture and positive energy

42:13 Lessons learned from mistakes and challenges

44:09 Evolving beliefs about leadership and success

46:04 Final thoughts: challenges, opportunities, and continuous improvement

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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In this episode, Alan Blakeborough from https://launchpadtv.com shares his journey from military service to entrepreneurship, emphasizing the importance of resilience, customer discovery, and the military mindset in building successful businesses. He discusses the challenges veterans face in transitioning to civilian entrepreneurship and offers practical advice for aspiring entrepreneurs.

00:00 Introduction and guest background

02:06 Alan's journey from fencing to entrepreneurship

04:02 Connecting life experiences and future reflections

05:16 Lessons learned from entrepreneurship and military discipline

08:13 Challenges in acquiring clients and making change

09:42 Simplifying systems and reducing friction

11:16 Pivoting and adapting in startups

13:15 Overcoming failure and building resilience

16:14 The importance of asking for help

17:09 Supporting veterans in entrepreneurship

26:30 Future plans to support military veterans

29:50 The value of camaraderie and teamwork

36:50 Lessons from mistakes and customer discovery

38:28 Recommended business books and future outlook

40:06 The role of human connection and empathy in AI

41:28 Effective communication and closing deals

42:09 Key business advice and final thoughts

Joe Dalton

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

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In this episode, Michael Coffey, M&A Strategist, shares insights from his extensive experience in manufacturing, distribution, and M&A, emphasizing the importance of culture, local adaptation, and strategic planning for business success. We explore how global companies can navigate cultural differences, optimize operations, and learn from challenges like tariffs and recessions.

Joe Dalton

 Key Topics

The importance of culture in M&A success

Strategies for global expansion and local adaptation

Operational excellence and lean manufacturing principles

Impact of tariffs and geopolitics on supply chains

Lessons learned from recessions and market downturns

The Gale Force model: global aim, local execution

Leadership and people management in manufacturing

The role of technology and innovation in industry

Building sustainable and resilient businesses

The significance of continuous learning and reflection

Manufacturing, Distribution, M&A, Culture, Strategy, Global Business, Leadership, Operations, Tariffs, Recession

SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS

Hosted on Acast. See acast.com/privacy for more information.