Sell Like You

Most reps think becoming a manager is the next natural step.

But the transition from top-performing seller to effective sales leader?

It’s harder than it looks.

In this episode of Sell Like You, I’m joined by Bryce Antoine, a relationship-first AE turned high-performing sales leader at one of Australia’s fastest-growing companies.

We break down the 4 toughest challenges new sales managers face — and how to overcome them with empathy, strategy, and real leadership.

Inside this episode:

1. The ego hit no one warns you about

2. Why social selling is rising — but cold calling still matters

3. How to manage a multigenerational team without burning out

4. The JOLT Effect and how to handle indecision in your pipeline

5. What founders and new leaders really need to hear about building a team

This one’s packed with actionable insights, honest stories, and a fresh take on what it actually takes to lead (especially if you're stepping up for the first time).

➡️ Connect with Bryce on LinkedIn HERE

➡️ Book rec: The JOLT Effect

➡️ Learn how Your Sales Co helps teams scale HERE

44% of salespeople give up after just one attempt — yet 80% of deals close after 7 to 15 touchpoints. That disconnect? It’s destroying your pipeline.

In this episode of Sell Like You, we’re calling out one of the biggest silent killers in sales: the failure to follow up.

You’ll learn:

🔥 Why one-and-done outreach is a waste of time

🔥 How to build a lead development system that compounds over time

🔥 The 9-touchpoint structure I use (and teach) to re-engage leads

🔥 How to follow up without feeling desperate or annoying

🔥 What top-performing reps do daily to keep deals moving

Whether you're chasing net-new deals or reigniting cold leads, this is the mindset and method that separates average sellers from consistent closers.

Grab your Daily Sales Planner HERE.

Want help implementing this with your team? Let’s chat.

What does it really take to go from no business background to a successful SaaS exit and still want to build more?

In this episode of Sell Like You, I’m joined by Eddie Whittingham, a former police officer turned entrepreneur who sold his cybersecurity business to Proofpoint and is now building something completely different: a members-only business club in Manchester.

We talk about taking risks, staying grounded, learning sales the hard way, and why not every business has to follow the hypergrowth playbook.

Here’s what we cover:

✅ Making the leap from the police force to business ownership

✅ Why Eddie started with a £15/month SaaS product (and how he scaled to £50k deals)

✅ What selling his business taught him—and what he’d do differently next time

✅ Building community and impact through his new venture, Ministry of Work

✅ Why cold outreach still works (even in cybersecurity)

✅ The power of brand, storytelling and just doing what you say you’ll do

Eddie’s story is proof that you don’t need a background in business to build something powerful—you need curiosity, resilience and a willingness to back yourself.

Listen now and let me know: What’s the biggest risk you’ve taken in your career so far?

Connect with Eddie on LinkedIn: Eddie Whittingham

Learn more about his work club: Ministry of Work

Looking to take your sales skills or team to the next level?

Visit Your Sales Co for practical sales training, done-for-you services, and strategies that actually work.

42% of salespeople aren’t hitting their OTE (on-target earnings). That’s nearly half of the sales industry missing their numbers—so what’s going wrong?

In this episode of Sell Like You, I’m breaking down why salespeople are struggling to hit target, what businesses are getting wrong with their commission structures, and how leaders can create an environment where their team actually wants to sell and succeed.

If you’re in sales and you’re not hitting your number, or if you’re a leader trying to motivate your team, this is a must-listen.

What You’ll Learn:

• Why 42% of salespeople aren’t hitting target – Is it unrealistic expectations, poor leadership, or lack of structure?
• How commission structures can break motivation – When salespeople feel like they’re losing before they even start, they check out.
• The real role of leadership in sales success – Leaders should be coaching, supporting, and removing roadblocks, not just demanding more sales.
• How to fix a broken sales structure – What to do if your team is constantly missing target (without just raising the quota).
• Why demotivating your team is costing you sales – The small changes that make a big difference in performance and retention.

If your sales team isn’t hitting target, the solution isn’t just telling them to “sell more.” It’s about creating the right structure, motivation, and environment for success.

Want to improve your sales strategy and get better results?

Let's chat HERE.

Let me know—what’s your take on sales targets? Are they too high, or is something else going wrong? Drop me a message, I’d love to hear your thoughts!

Are great salespeople born or made?

Can anyone sell anything—or do you need the right mix of skills, experience, and industry know-how to succeed?

In this episode, I sit down with James Bergl, a seasoned sales leader with a track record of scaling high-performing teams in the tech and MSP space.

James built the Asia-Pacific sales division for Datto, played a key role at Pax8, and now runs his own recruitment and consulting business, helping IT and tech companies find and develop top-tier sales talent.doesn’t.

We get into:

1. Why some of the best sellers aren’t the loudest in the room

2. The real reason 42% of salespeople miss their targets—and what to do about it

3. The biggest hiring mistake businesses make when recruiting salespeople

4. Why cold calling is making a comeback (and how to do it right)

5. The truth about ‘Rolodex’ hires—do they actually deliver results?

6. How to structure a sales team for long-term success, not short-term wins

Plus, James shares his must-know advice for sales leaders and business owners—from comp plans that actually motivate teams to why more money doesn’t always mean better performance.

If you're building a sales team, hiring your first salesperson, or looking to stand out in the job market, this episode is packed with insights you won’t want to miss.

Want to connect with James? Find him on LinkedIn here for more sales and hiring insights.

Looking to build or optimise your sales team? Check out Your Sales Co for expert-led training, coaching, and recruitment support.

AI is supposed to make us faster, smarter, and more efficient but is it actually making us worse at sales?

In this episode of Sell Like You, I’m breaking down the real impact of AI on sales—where it helps, where it hurts, and why an over-reliance on AI is killing authenticity and trust in sales.

AI can be an incredible tool, but it can’t replace relationships, trust, and real expertise. If you want to stand out, you need to sound like you not like every other AI-generated message filling up inboxes.

What You’ll Learn:

✅ Why AI-generated sales outreach is backfiring – Prospects can spot AI-written emails a mile away, and it’s damaging your credibility.

✅ The trust factor – People buy from people, not from AI-generated scripts.

✅ Where AI actually works in sales – The right way to use AI for research, efficiency, and insights without losing your human touch.

✅ How to stand out in an AI-saturated world – Why authenticity, personalisation, and real human connection still win.

✅ What salespeople should stop using AI for immediately – The mistakes that are making sales reps blend in instead of stand out.

AI isn’t the enemy, it’s a tool. But if we let it take over our sales process, we risk becoming just another automated message in a sea of noise.

The best salespeople use AI to enhance their process, not replace it.

Want to improve your sales strategy without losing your authenticity?

Sign up HERE to receive tips and insights to your inbox (we promise no spam here!)

Let me know—how do you use AI in your sales process?

Are you relying on it too much, or do you have the balance right? Drop me a message on LinkedIn, I’d love to hear your take!

Easter is coming fast, and if you’re not planning ahead, you’re already falling behind.

With public holidays, school breaks, and shorter weeks, prospecting gets trickier but it doesn’t have to stall your sales.

In this episode of Sell Like You, I’m sharing how to keep your pipeline full and your meetings booked, even when your prospects are off enjoying the holiday break.

What You’ll Learn:

✅ Plan Ahead for Holiday Gaps – Why you need to start booking meetings for late April and early May now to stay ahead.

✅ Avoid Desperation Mode – How last-minute outreach makes you seem disorganised (and why prospects are more likely to say yes when you plan further ahead).

✅ The Right Way to Schedule Meetings – Why asking about leave plans, return dates, and buffer time makes your prospects more likely to commit.

✅ How to Keep Momentum While You’re Away – The simple steps I use before a break to ensure I come back to a full calendar.

✅ Using the Power of Follow-Ups – Why prospects are still online (even if they’re ‘on holiday’) and how to stay top of mind without being pushy.

This strategy works—it's what we teach our clients and what we use at Your Sales Co to drive results every day.

Key Takeaway:

You don’t have to let public holidays slow your sales.

A little planning now will keep you ahead while everyone else scrambles to catch up in late April.

Want more tools to help you stay on track? Visit Your Sales Co for free resources, guides, and strategies to keep your sales pipeline flowing.

Let me know are you prepared for Easter, or are you still trying to fill your calendar?

Drop me a message, I’d love to hear how you’re planning ahead!

Sales feeling slow, even though your pipeline looks full?

It’s time for a reality check.

In this episode of Sell Like You, I’m diving into why a packed pipeline often means you’re holding onto deals that are never going to close—and what to do about it.

At this time of year, sales leaders are asking the same questions:

1. Where are our leads coming from?

2. How many are actually converting?

3. Why do we have so much in the pipeline but nothing’s moving?

Here’s the truth: if your pipeline is overflowing, it’s probably full of dead opportunities. And that’s killing your momentum.

What You’ll Learn:

1. Clean Up Your Pipeline: I’ll walk you through how to categorise your leads—Open, Keep in Touch, Marketing Qualified, and Sales Qualified—so you know what’s worth your time and what needs to go.

2. Focus on Deals That Will Close: If an opportunity isn’t likely to close in the next 90 days, it doesn’t belong in your pipeline. Move it back to leads with a clear follow-up task.

3. Work Smarter, Not Harder: I’ll share how my team uses Pipedrive, HubSpot, and Lucia to track every lead, set activities, and keep the pipeline lean and productive.

4. Avoid Brain Tab Overload: Too many deals = too much noise. I’ll explain the "inbox rule" for your pipeline—touch it once, action it, or move it out.

5. Support Your Sales Team: If your team isn’t naturally wired for prospecting, they need structure and clarity. I’ll show you how to build a process that sets them up for success.

Key Takeaway: A full pipeline isn’t the goal—an effective one is. It’s not about how much you’re tracking, it’s about how much you’re closing. Keep it clean, focused, and actionable, and you’ll see results.

Need Help Streamlining Your Sales Process? This is exactly what we do at Your Sales Co. We map out prospecting strategies, build workflows, and make sure your pipeline works for you, not against you. Want to chat? Reach out here.

What About You? Is your pipeline working for you or weighing you down? Let me know if you’re ready to clear the clutter and start closing more deals!

Salespeople thrive on high earnings, but how much of that hard-earned commission are you actually keeping? If you’re not thinking about tax strategies, investments, and financial planning, you could be losing out.

In this episode of Sell Like You, I sit down with Darcy O’Rourke, a financial expert who helps sales professionals reduce tax, invest wisely, and turn income into long-term wealth. If you're a high-earner in sales, this is a must-listen.

Darcy shares the strategies he uses to help salespeople grow their income without working harder, including how to structure investments, make smarter financial decisions, and protect your earnings from unnecessary tax. Whether you’re just getting started with investing or looking to optimise your current approach, this episode has something for you.

What We Cover:

1. How to Minimise Tax – Simple, legal strategies salespeople can use to keep more of their income, including investment structures, deductible expenses, and contributions to superannuation.

2. Smart Investing vs. High-Risk Gambles – Why most salespeople chase ‘sexy’ investments like crypto and tech stocks—and why a boring, proven approach is often the smarter move.

3. Property, Shares, or Something Else? – How to decide where to put your money, including the pros and cons of investment properties, managed funds, and exchange-traded funds (ETFs).

4. From Earner to Owner – Why relying solely on commission leaves you vulnerable and how to start building passive income that works for you—even when you’re not selling.

5. Balancing Lifestyle & Wealth – The ‘golden handcuffs’ of high-earning sales roles and how to avoid financial traps that keep you stuck in the hustle.

6. Real-World Examples – Darcy shares how he’s helped salespeople turn sporadic commission into structured wealth-building strategies, covering everything from micro-investing to buying into businesses.

7. Protecting Your Income – Why personal insurance, like income protection and life insurance, should be part of every salesperson’s financial plan.

Darcy also explains why starting small is better than waiting for the 'right time', how to avoid common tax mistakes, and why diversifying your investments is key to long-term success.

Links & Resources:

1. Connect with Darcy O’Rourke on LinkedIn

2. Reach out directly: 0404 713 207 (the only guest to give out their direct mobile number on a podcast!!!)

Disclaimer: The information in this episode is for educational purposes only and does not constitute financial advice. Always do your own research and consult a qualified financial professional before making any investment or tax decisions. Your money, your responsibility.

What if I told you your lost deals could be the key to closing your next big win?

Sounds counterintuitive, right? But every "no" holds valuable insight—if you know how to uncover it.

In this episode, I’m diving into a topic that every salesperson faces but not enough talk about—lost deals.

We all lose deals. It’s part of sales. But what separates top performers from the rest is how they learn from every "no" and use it to strengthen future opportunities.

Most sales teams focus on celebrating the wins (as they should!), but what about when a deal falls through? Too often, lost leads get dumped into the CRM and forgotten. That’s a huge mistake. Every lost deal holds valuable insights—what worked, what didn’t, and what you could do differently next time.

What We’ll Cover:

1. The Real Reason Deals Fall Through: It’s rarely about price or competition. It’s almost always about qualification at the start of the process.

2. How to Run a Lost Deal Review: I’ll share my step-by-step process for reviewing lost deals as a team and why it boosts close rates by up to 60%.

3. Asking the Right Questions: From “Who did you go with?” to “What could we have done differently?”, I’ll walk you through how to gather honest, actionable feedback.

4. Why Lost Doesn’t Mean Gone: Just because they didn’t buy today doesn’t mean they won’t buy in 6 or 12 months. I’ll explain how to nurture lost leads without being pushy.

5. Proposals Are Earned, Not Given: My golden rule? If you don’t believe you’re going to win the deal, don’t send a proposal. It’s about being selective and strategic with your time.

Key Takeaway:

👉 A lost deal isn’t the end—it’s the start of smarter selling. The more you understand why you lost, the better you’ll get at closing future deals and building a stronger pipeline.

Question for You:

How often do you review lost deals? Is it a regular part of your sales process or something you’ve overlooked? I’d love to hear how you’re approaching it—drop me a message on LinkedIn!