Sell Like You

One of the most common things I hear from sales teams is "We just need more leads." But most of the time? That's not the real problem. The real issue is this: you're sitting on leads you never properly followed up!In this episode, I'm sharing the exact framework we used to turn post-event conversations into 17 booked meetings in 30 days — for a SaaS client that saw a 628% ROI from one simple shift: better follow-up. We're talking timing, messaging, conversion cadence, and why most teams unknowingly let hot leads go cold — fast.---What You'll Learn:* The critical 5–10 day window that can 21x your conversion rate post-event.* How to revive event leads—even 2 to 6 weeks or more after the fact.* The difference between lead generation and lead development.* What the "LDR Prompt" is and how to build one for your sales team.* How we outperformed pipeline targets by 12 meetings—with no extra spend.* Why nurture existing leads is better than constantly seeking net new ones, and how to tap into your current database first.* Whether you're leading a sales team, planning your next trade show, or wondering if events are "worth it," this episode gives you the playbook to actually monetize the leads you already have.---Mentioned in this Episode:CRM tools: #hubspotcrm #pipedrive #salesforceOutreach methods: Lead Development as a Service, Reignite campaignsTopics: Lead decay, event ROI, pipeline follow-up, sales enablement---Related Episodes:* The Campaign That Hit So Hard, We Had to Turn It Off* AI Won’t Save Bad Outbound---Got questions? Come find me on LinkedIn – I'd love to hear how you're approaching follow-up and what's working or not for you.🔗Connect with me on LinkedIn: [https://www.linkedin.com/in/harriet-mellor/](https://www.linkedin.com/in/harriet-mellor/)And if this helped, share it with someone on your sales team who's sitting on gold — they might just need a better map.

The Year of No: How Saying No 10X’d My Sales, Energy, and Clarity

What if the secret to your next level of sales growth... was saying no?

In this episode, I share how The Year of No became a turning point in my business.

If you’re feeling overbooked, underpaid, or out of alignment, it’s probably not your offer — it’s your boundaries.

You’ll learn my 3Fs framework:

1. ✅ Filter – How to identify who doesn’t belong in your pipeline

2. 🔥 Fire – Letting go of misaligned clients, projects, and partnerships

3. ⚡ Fuel – Using the space you create to attract the right-fit work and grow faster

Inside the episode:

1. How saying no boosted my revenue and client results

2. The power of inbound filtering vs always chasing new business

3. Why top-performing salespeople don’t tolerate misfit clients

4. How to build a values-aligned pipeline without burning out

This is the sales strategy no one teaches — but every founder, salesperson, and consultant needs.

Speed wins deals — but only if you do it right.

If leads are slipping through the cracks, it's probably not your pitch — it’s your response time.

In this episode of Sell Like You, I’m diving into one of the simplest but most deadly advantages in sales: responsiveness.

Not “get-it-done-in-5-minutes” fast, but intentional speed — the kind that builds trust, manages expectations, and positions you as someone who gets sh*t done.

You’ll learn:

1. Why fast follow-up doesn’t mean sloppy follow-up

2. How to write quick, personalised responses that don’t feel rushed

3. The psychology of silence — and how it erodes trust even when you’re doing great work

4. The exact phrases I use when I need more time — without losing momentum

5. The free AI tool that saves me hours a week and keeps leads warm

6. What to automate, what to personalise, and how to tell the difference

7. Why quiet clients may actually be at risk of churn

This isn’t about being first to reply — it’s about showing up with substance, fast.

If your pipeline’s leaking, this episode will show you where speed is your sales superpower — and how to use it to close more, churn less, and build trust from the first touch.

Grab your Daily Sales Planner ⁠HERE⁠.

Check out Fyxer.ai (not sponsored, just genuinely helpful)

Want help systemising your lead responses? ⁠Let’s chat.

$1.4 million in pipeline. 6 weeks. 3 partners.

That’s the impact of a structured channel sales sprint — and in this episode of Sell Like You, I’m sharing exactly how we did it.

Alongside Netskope, we partnered with three handpicked integrators to build pipeline fast.

No fluff. Just a clear process, targeted outreach, and tailored messaging designed to reignite past conversations, replicate ideal clients, and leverage white space opportunities.

You’ll learn:

🔥 How we built $1.4M in pipeline across just 3 partners

🔥 The exact training and campaign structure we used

🔥 What makes a good partner vs. a great partner

🔥 Why white space targeting beats mass-market lists

🔥 How to get partners (and vendors) aligned on outreach

🔥 Why fast implementation beats perfect strategy every time

🔥 How to turn channel relationships into real sales momentum

If you’re a vendor wanting more from your partners, or a reseller tired of waiting for leads to land in your lap — this episode gives you the playbook to drive results.

Want to apply this inside your partner network? ⁠Let’s chat.⁠

From Clicks to Clients: The Full Funnel Formula That Guarantees Leads

We’ve been running this behind the scenes for a while — but now, we’re breaking it down.

In this episode of Sell Like You, Jordan’s back, and we’re pulling back the curtain on our Sales & Marketing as a Service model, aka the Full Funnel Formula.

It started as a workshop.

Now it’s a done for you, repeatable, scalable system that’s generating real leads, real conversations, and real results for our clients.

We dive into:

1. How the Full Funnel Formula was born from our Clicks to Clients workshop

2. Why we guarantee leads (and why almost no one else does)

3. The real cost of a lead — and what makes someone actually give you their data

4. Why sales and marketing must stop working in silos

5. What makes a lead magnet work in the ChatGPT era

6. Our follow-up strategy (hint: it’s more than just one email)

7. Why it’s not about collecting data — it’s about creating conversations

If you’re trying to scale, simplify, or just stop throwing budget into funnels that don’t convert — this episode gives you the blueprint.

No fluff. No theory. Just the system.

Missed the target? It's already too late.

If you're only tracking revenue and pipeline, you're managing from behind. Sales isn’t just about the outcomes — it’s about what leads to them. And if you're not tracking activity from day one, you're missing the real indicators of success (or failure).

In this episode of Sell Like You, I’m diving into why activity-based KPIs matter more than most people realise — and how to build a system that helps you course correct before the results fall short.

You’ll learn:

🔥 Why tracking only revenue is a lagging strategy

🔥 How to build weekly activity KPIs that actually drive results

🔥 The balance between autonomy and accountability in sales teams

🔥 What to track: calls, conversations, meetings, opportunities and more

🔥 The difference between micromanagement and structure (and how to avoid both)

🔥 Why leading indicators predict future revenue better than your pipeline

🔥 How to avoid losing a team member six months in — with nothing to show for it

Whether you're leading a team or selling solo, this episode will help you build consistency, avoid last-minute panic, and start hitting targets with intention — not luck.

Grab your Sales Scorecard Template ⁠HERE⁠

Want help designing your team's KPIs? ⁠Let’s chat

Jordan Lomax is back — and we’re diving into a topic everyone seems to have an opinion on: niching.

Should you niche down?

What does niching actually mean?

And can you succeed without ever picking just one thing?

I’ve doubled down on niching this past year — and it’s transformed our team, clarity, and results.

Jordan? She’s intentionally kept things broad — and it fuels her creativity and success.

In this episode, we dig into:

1. What niching really means — industry, offer, or audience?

2. Why clarity doesn’t always mean constraint

3. How to stay focused when your brain loves variety

4. The Ice Cream Theory of sales and pricing psychology (yes, really)

5. Why your ideal client might just be a vibe

6. What happens when you stop saying yes to the wrong clients

Whether you’re torn between “specialist” or “multi-hyphenate,” this episode gives you permission to build a business that actually fits how you think, sell, and create.

Tune in for honest takes, big laughs, and some clarity you didn’t know you needed.

Push, Pause, or Pull Back? The Timing Mistake That’s Killing Your Deals

Most reps know how to talk. Fewer know when to stop.

In this episode of Sell Like You, we’re unpacking one of the most overlooked skills in sales: timing — the difference between building momentum… and accidentally killing the deal.

You’ll learn:

1. Why “go go go” isn’t always the right move

2. The three decision points every rep needs to recognize (and what to say at each)

3. Why pushing too soon breaks trust — and how to avoid it

4. How to coach better timing into your team (even with juniors eager to prove themselves)

5. Why your top closer might be your worst trainer

6. How to re-engage paused leads without starting over

This is what separates reps who churn through leads… from those who build real pipeline, repeat business, and trust.

If your team struggles to keep momentum or read the room, this episode will give you the coaching edge you’ve been missing.

From Dead Leads to $1.1M Pipeline: The Follow-Up System That 10Xed ROI

In just six months, we turned 520 cold, disqualified leads into 63 booked meetings and built a $1.1M pipeline — all through a process we call Lead Development as a Service.

If your sales team is struggling with inconsistent pipeline, poor follow-up, or SDRs who just aren’t cutting through, this episode breaks down exactly what we did — and how you can do it too.

You’ll learn:

1. 🔁 Why we built “Lead Development as a Service” (and what makes it different)

2. 📞 How we revived 12-month-old leads and booked 63 high-quality meetings

3. 🛠 The exact daily process that turned low-volume lists into real pipeline

4. ✉️ Why email-only outreach is killing your sales results

5. 📈 How one client saw a 1,497% ROI in just six months

6. 🎯 What happens when sales and marketing align their follow-up strategy

This isn’t about spraying messages — it’s about building a consistent, scalable system that converts.

Whether you're leading an in-house team or outsourcing lead gen, these strategies are plug-and-play.

I’ve been asked a lot lately, “How do you manage everything on your plate?”

Between running a business, leading a team, creating content, and still having time to think, learn and grow it can look like a lot.

And it is.

But the key isn’t doing more. It’s being intentional with how I plan, what I say yes to, and how I manage my energy across the week.

In this episode, I’m sharing the real tools and habits I use to stay focused, reduce decision fatigue, and actually enjoy the work I do without constantly feeling like I’m playing catch up.

You’ll learn:

1. How I plan my weeks based on energy, not time – and why that shift made all the difference

2. The podcast and book habits that fuel my learning without adding more to my to-do list

3. What batching tasks (like prospecting, content creation or proposals) really looks like in practice

4. Why I block two ‘maker days’ every week — and how that transformed our growth

5. How to create buffer time after travel, and why it’s essential if you want to stay sharp

6. A simple approach to testing new ideas without overwhelming your schedule

Whether you’re a business owner, in sales, or just juggling a lot, this episode is full of practical ideas you can take away and trial in your own week.

Mentioned in this episode:

🎧 Diary of a CEO

🎧 Modern Wisdom

📘 Buy Back Your Time – Dan Martell

📘 $100M Offers – Alex Hormozi

📘 Fanatical Prospecting, The E-Myth, The Ultimate LinkedIn Messaging Guide

🛠 Tools: Asana, Pipedrive, ChatGPT, Kindle

Got questions? Come find me on LinkedIn – I’d love to hear what you’re trying out from this one.