Today we are speaking with Giles Cunningham, a Senior Sales Specialist & Infield Trainer for the Endo Therapy Division at Olympus Australia.

Giles has over 20 years of sales experience and he has a very long list of sales achievements to his name. But really interesting about Giles is that he's made this amazing leap from selling wine to selling pharmaceutical products in the healthcare industry and then medical devices, which he still does today with Olympus Australia.

Giles has extensive experience in not just changing fields, but also in selling in what is arguably one of the hardest industries when it comes to accessing the people you need to, to make a sale.

In this episode he shares:

-      Why the conversations you have with customers, have to bring value to the customer

-      The power of working hard to learn what you need to know if you are moving across industries

-      Why you need to focus on the first 3-5 months of each financial year

-      How to have a clearly defined sales process

-      Why a call to action for customers is essential

-      The need to identify the different stakeholders and how doing so can ensure a sale

Key Quotes

“Because if that conversation has no value for them and it doesn’t have a call to action afterwards, it goes nowhere.”

“The selling of products hasn’t changed that much, but the environment we are selling in has changed dramatically.”

“It's about looking at it and finding out what’s important from the customers perspective.”

More about Giles Cunningham

Linkedin: https://www.linkedin.com/in/giles-cunningham-37828114

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are joined by Craig Mundy, the owner and managing director at Snap Print Solutions in Albury/Wodonga.

Craig has a really unique and long career in sales and marketing and it has resulted in an interesting outlook and philosophy when it comes to sales.

With his diverse experience  and the combination of skills and knowledge he has he is one of the stand out franchisee’s of Snap PrintSolutions.

In this episode he shares:

-      How he started in the building industry as a draftsman, transitioning to insurance sales and outdoor advertising before owning a Snap Print franchise.

-      The importance of being adaptable and persistent in the face of challenges.

-      Why strong rapport with customers leads to referrals

-      Why he believes providing meaningful, personalised solutions rather than just selling products leads to long term growth.

-      Why marketing is essentially an evolution of sales

-      The importance of understanding and responding to others' needs effectively.

Key Quotes

“I love the thrill of the chase of achieving what you've set out to do or working towards that achievement.”

“You can present what you do in the strongest case, but ultimately, it’s a short-term solution if what you're providing for them isn't what they need and want.”

“Be more comfortable and confident within yourself. Know that you have more to offer than you think you do. Confidence is something that's gained.”

More about Craig

Craigs linkedin: https://www.linkedin.com/in/craig-mundy-0b5908228

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are speaking with Greg Sampson, the Vice President, US Field Sales at Coopervision.

He has extensive experience across both Australia and internationally in senior management roles across a variety of technologies and industries.

Not only does he have wisdom to share on how he first made himself a successful salesperson, but also knowledge gained from managing top sales professionals.

He has such rich, powerful takeaway tips and I know everyone will benefit from hearing what he has to say.

In this episode he shares:

-      How her started at Coopervision

-      What his role involves now

-      Why he finds being out with the customer to be freeing

-      The hardest thing to do when he started in sales

-      What helped him figure out he was selling wrong

-      Why having experience in marketing and sales made him better in both roles

-      The 3 things that made him successful at sales

-      Why he doesn’t consider clients his friends

-      Some of the challenges he is seeing post covid with salespeople

-      Why he recruits for skill and capability

-      How they do all their training and preparation at Coopervision

-      The words of wisdom he would share to other salespeople

-      His perspective on AI in sales

Key Quotes

“If you forget where you come from, if you forget that everything happens during a face to face interaction, then your sales leadership suffers quite badly.”

“I never feel more invigorated in my job than after I spend a day in the field with my sales team.”

“You need to understand the perspective of the person to whom you are speaking before you start speaking in great volumes.”

More about

Follow him on linkedin: https://www.linkedin.com/in/gregsamp

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

How I Sell This –

Today we’re talking with Alexis Large, an agency account manager at The Australian Radio Network.

Alexis is an absolute delight of a human being and I can honestly see why she is having great success in north queensland selling radio advertising because she seems like a really wonderful, authentic and fun person.

In this episode she shares:

-      Why she thinks she is always working towards being professional rather than being a professional

-      Why account management and sales go hand in hand

-      What she does to build credibility and respect with clients

-      The things she finds difficult about selling

-      How she used persistence to turn two years of a no into a yes with one client

-      What she's doing that makes her successful

-      How she uses her creative skills to dig deeper for opportunities

-      How she finds out the problems for her clients and figures out solutions

-      The importance of having fun with your job to ensure sales

Key Quotes

“I think that people who are in it for the quick sale aren’t in it for the right reason.”

“I would never ever put the sale in front of what the client needs.”

“The happier you are, the more success you're going to have because it rubs off on clients.”

More about Alexis

Follow her on linkedin: https://www.linkedin.com/in/alexis-cameron-72140347/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are speaking with Alyssa Telfer a Principal from Phillips Ormonde Fitzpatrick.

Alyssa is an IP advisor and Med Tech Patent attorney, which might have you thinking, does she sell?

Well you can’t be a successful patent attorney if you can’t win client work.

She probably wouldn’t describe herself as a sales professional and to be honest, with a double degree in science and biomedical engineering there are probably much better titles.

But I have asked her onto the podcast for a very specific reason.

I want to talk to her about how she has built her career over the last twenty years with such deep subject matter expertise, but not a single moment of university training on how to sell.

In this episode she shares:

-      Her transition from biomedical engineering to becoming a MedTech patent attorney.

-      How she developed a specialised team in MedTech within her firm.

-      The importance of aligning work with personal values.

-      How she leveraged skills from hospitality to build professional service relationships.

-      The challenges of age and gender assumptions that she encountered

-      Why there is a need for adaptability and strategic business development.

-      The importance of finding the right networks and forming personal connections.

-      Why continuous learning is so important

-      Why patent attorneys need to adapt to changing environments and maintain a growth mindset

Key Quotes

“It’s not no, it's no for now, have the tenacity to follow up on a meeting request.

“What is the point of the meeting if you're not there to win business from the person you're in the meeting with.”

“It’s not just about selling, it's about going out and understanding first."

More about Alyssa

Linkedin: https://www.linkedin.com/in/alyssatelfer/

Phillips Ormonde Fitzpatrick: https://www.pof.com.au/people/alyssa-telfer/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are doing things a little bit differently. Instead of getting the secrets to success from another salesperson we’re going to be getting the secrets on how to successfully approach and understand a department that can often appear to get in the way of sales. Procurement.

To help us we are joined by Andrew Peacock the Director, Strategic Procurement and Business Services at La Trobe University in Melbourne.

In this episode he shares:

-      Some quick yes or no points about procurement

-      Why he believes procurement doesn’t make purchasing decisions

-      Why procurement doesn’t make purchases, but it does influence them

-      His advice for how salespeople should approach procurement

-      How to best build a relationship with procurement

-      The time someone cold called him, it worked and why it worked

-      Why the procurement process might drag out

Key Quotes

“There's this kind of illusion out there that procurement hold the purse strings but it’s actually not correct.”

“Procurement people don’t like surprises.”

More about Andrew

You can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we’re speaking with Evan Scantleton, the national account manager for Bodycare Workplace Solutions.

Evan has had a varied and unique career, and it could very well be his background in Allied Health that contributes to his success.

Throughout this episode you are going to hear some very clear values and work ethics that Evan has and if you aren’t already implementing these, you really should consider it.

In this episode Evan shares:

-      Why he considers himself a sales professional

-      How he considers his language and behaviour in regard to the people he is dealing with

-      The key differences between an account management role and a sales role from a skill perspective

-      Why staying relevant to clients with extra value is essential

-      The ways he provides extra value to clients

-      What he's doing differently that makes him so successful

-      Why it took him time to make his wins

-      How his allied health background has helped him sell

-      The 3 things he would do differently if he had his time again

-      What professional development he does to help himself improve

Key Quotes

“The more that you invest into something in life the more likelihood that you're gonna reap the benefits from it”

“People don’t come into a store to ask for the time or use the bathroom”

“It’s really important to stay relevant to your client even whilst still in contract.”

“It’s easier to win work through retaining a client than having to respond to a new tender”

More about Evan

You can follow Evan on linkedin: https://www.linkedin.com/in/evan-scantleton-34103550/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Many of us in sales have worked across a few different industries, but there would be few whose breadth of experience matches Samantha Smith at carsales.com.au.

Samantha is a business development manager within the automotive corporate industry and leisure team.

Before working at Carsales she worked in everything from liquor to agency sports marketing and haircare and it is that varied experience that has given her some key insights and understandings that could help many of us making our way in the sales industry.

In this episode Samantha shares:

-      Her 25 year history of selling

-      What made her decide to change her career for family (check the point)

-      What she does at Carsales

-      What she found the most challenging in sales when she started

-      How she overcame the lack of rapport she had with experienced clients when she was starting out

-      The industry she found the hardest to sell in

-      What she does in her role at Carsales that makes her stand out

-      What changes have happened in the Carsales online market place

-      How she uses data to sell

-      What she would do differently if she had the time again

-      The diverse and extensive training she has had

-      Why you need to celebrate the micro successes

-      The career move she has actively chosen to not take

Key Quotes

“I think it’s also finding that common ground and showing you have an understanding and an ability to build the rapport with them on a business level and a personal level as well”

“You’ve got to be in the industry that’s right for you and you have to do it because you want to do it.”

“You really need to know the message that you're trying to get across.”

More about Samantha

You can follow Sam on linkedin: https://www.linkedin.com/in/samantha-smith-55b64815

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are talking to someone whose sales superpower comes from her incredibly strong belief in herself and her product.

Corey Lindner is the national agency business development manager with IVE Group and she is joining us to talk about her experience as a sales professional.

She has been awarded the top sales performer on a number of occasions in the distribution business of IVE Group.

She is an incredibly established, thoughtful and reflective sales performer who has some incredible lessons to impart with us.

In this episode Corey shares:

-      Her extensive history in sales

-      What IVE does

-      What she found difficult when she was starting out and how she overcame it

-      How she made the change from doing all the talking to asking all the right questions

-      What she does at IVE that helps her be so successful

-      Why belief is so important to her

-      How she prospects for new business and clients in the difficult market

-      What she does to convince people of the power of letterbox advertising without straight out telling them

-      What she would do differently if she had the time again

-      Her secret nugget of advice for how to improve sales performance

Key Quotes

“You really understand what they need, not what they want.”

“As you start out, you do have this salesperson persona, whether you want it or not and people can tell that you're trying to sell them something.”

“It’s not necessarily what you're saying it’s how you're saying it and why you're saying it.”

More about Corey

You can follow Corey on Linkedin: https://www.linkedin.com/in/corey-lindner-39036787

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

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

Today we are speaking with Wayne Reuben, a man with a lengthy career in sales as both a top performing salesperson and leader of high performing sales organisations.

Now, he is the cofounder of the curious leader’s circle, owner of a successful consulting business, podcaster and author of 2 books.

His experience spans multiple sectors including healthcare and FMCG. His business success is largely attributable to his leadership style which is deeply talent centric.

Wayne is one of those truly experienced people who is so generous with his time and knowledge and in this episode, he really gives every shred of advice we can get.

In this episode he shares:

-      What his career in sales and sales leadership has been 

-      Why he went into sales rather than marketing

-      How he got his first taste of sales in customer service

-      What he noticed made people in his teams the best

-      How he used sales training for the teams he led

-      Why an ongoing commitment to training is essential

-      His opinion on recruiting for experience vs recruiting for skill and capability

-      Why he thinks curiosity is so important to being successful at sales

-      His opinion on in person sales vs email sales

-      The importance of communication in sales

-      What the two secret nuggets he would offer to those looking to improve sales performance

-      The high-performance leadership summit he is running and why you should get involved

Key Quotes

“You don’t recruit for experience you recruit for attitude and fundamental skills.”

“The more customers you see, generally, the more sales you're gonna make.”

“I fundamentally believe that curiosity is the primary driver of what looks like successful skill in selling.”

“In selling, listening is way more important than talking”

More about Wayne

For more information about Wayne’s High Performance Leadership Summit go here: https://events.highperformanceleadershipsummit.com.au/october-summit-2024?trk=ads_preview_ssu_feed-article-content

You can find out more about Wayne via his website: https://www.curiousleaderscircle.com/

Or you can follow him on socials: https://www.linkedin.com/in/wayne-reuben-engage4performance/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on Linkedin: https://www.linkedin.com/company/sellabilities/

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