Good Selling Radio in association with SalesFitness Group

In a rapidly changing world sales people and leaders are making much better use of data. It’s becoming a real differentiator.

Listen to Adam Brown and Dave Mc from Bellrock Technology and Richard Higham on making the best use of your sales data

KEY TAKEAWAYS:

1. Automation doesn't replace the human being it just creates efficiency.

BEST MOMENTS:

“One of the things that I'm really conscious of the whole time is this sea of data that's coming towards us all. In the old days, we didn't know enough. Now, I could spend all day every day in the data”

“I think you've got to put it in a kind of pictorial format, and make it easier for people to understand demystifying the data story is really important. And it will, it will happen over time. But I think right now, as we're on that huge curve, you've got to take time with people, and you've got to kind of take them through and tell them the story, and how it's going to impact and help their business.”

RESOURCES:

[email protected]

www.salesfitnessgroup.co.uk

Book a Zoom meeting at calendly.com/richard-higham

Recent article in The Times 

ABOUT THE HOST

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.

Website: www.saleslevers.com

ABOUT THE GUEST

Bellrock technology are a data specialist software for the work with lots of different companies all looking to exploit the data that they hold, or potentially even the external or third party data, or for the benefit of their business.

Website: Bellrock Technology – Powering the shift to data driven

Richard Higham and Sarah Myerscough discuss the tricky question of trust in our rapidly changing world.

Quote of the Episode

"Trust isn't random.  It can be managed."

About the Host

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesFitness Group and as Chair of Gyroscope International.

Connect with Richard

[email protected]

www.salesfitnessgroup.co.uk   

www.gyroscopeinternational.com

About the Guest Host

Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of the insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.

Connect with Sarah

https://www.facebook.com/bostontullis  

https://www.linkedin.com/company/bostontullis/

https://www.linkedin.com/in/sarahmyerscough/

https://bostontullis.co.uk/

HOSTED BY: Sarah Myerscough, Sa[email protected] mobile: 07821903628

DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.

What characteristics define your most successful salespeople? How long does your average deal take to close? How many people are involved in your prospect’s buying cycle?  

The world of buying and selling is changing and is an integral part of business.

Listen to Danny O’Neill, CEO of Animis Labs and Richard Higham on the Changing World of Sales and what we can do to stay ahead.  

 KEY TAKEAWAYS:

1. Mega changes affecting sales

BEST MOMENTS:

“In the last 20 years, plus, we've seen incredible advancements with digital technology, new tools in the sales and marketing space. … I guess we're reaching a point where it's almost feels like there's a paradigm shift about to happen. The pandemic has probably shone a light on that more than ever, and we've refocused our minds. But, it's an incredibly exciting time to be in B2B selling. I think the next years are going to see even more change.”

“I've seen figures where doubling of the number of stakeholders doubles the sale cycle. The average technology sales duration is now eight months. But once you go over a million dollar deals, you're getting up to 12 months plus so really helping the customer to get to the point of decision quicker becomes even more important.”

RESOURCES:

The Rise of Deep Collaboration

Jake Saper from Emergence Capital

Deep Learning: Engage the world, change the world.

Deep learning as a model to unlock potential in a constantly changing and complex world.

Organisation Physics: The 3 faces of every company

Value creation team structures.

McKinsey: Meet the missing ingredient in successful sales transformations: Science

Building agile, data-driven sale organisations.

Email: [email protected] or [email protected]

Book a virtual meeting at calendly.com/richard-higham

ABOUT THE HOST

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as Chair of Gyroscope International.

[email protected]

www.salesfitnessgroup.co.uk   

www.gyroscopeinternational.com

ABOUT THE GUEST

Danny O’Neill served in a number of senior sales and operational roles in Dell before setting up Dublin-based Animis Labs creating relationship tools to support technology sales.

www.animislabs.com