Want to know why some sales teamsconsistently outperform the rest? It’s not just talent—it’scoaching, leadership, and enablement done right.

In this episode ofSell Like You, I sit down withMelissa Hull, Head of Sales Enablement at Apprentify, to break down the coaching strategies that turnaverage reps into top performers.

Melissa has spent years developing sales teams, helpingnew hires ramp up faster andexperienced reps reach new levels of success. She shares:

• Why coaching beats managing—and why top sellers don’t always make great leaders
• The missing piece in most training programs (that leads to failure)
• Women in sales: Why the gender gap still exists—and how to change it
• What really motivates salespeople (hint: it’s not just money)
• How to enable a high-performing team—even on a budget

She also reveals how sheruns call-out days to drive prospecting success and whycelebrating wins is a game-changer for team culture.

If you're asales leader, coach, or rep looking to level up, this episode is packed with actionable insights you can apply today.

Links & Resources

Melissa Hull on LinkedIn

Five Hour Club

Apprentify Group

Question for you: Are you more motivated bypersonal wins or team success? Drop us a message—we’d love to hear your take!

96% of leads aren’t being followed up on—are yours one of them?

If you’ve ever:

- Met a prospect at an event but never reconnected

- Sent a proposal that went cold

- Had a lead download a resource but never convert

Then this episode ofSell Like You is for you.

I’m breaking down4 simple steps toreignite cold leads, fill your calendar, and keep your pipeline moving. The best part?It doesn’t matter if your lead is 6 months or 2 years old—there’s always a way to reconnect.

What You’ll Learn:

1. Who to Follow Up With – Prioritise leads that are most likely to convert

2. Finding Your Reason to Reconnect – Tailor your outreach based on past touchpoints

3. Follow-Up Strategy – Calls, emails, LinkedIn—when to use each for max impact

4. Nurturing for the Long Term – Why consistency is key and how to stay top-of-mind

Bonus: I revealthe #1 mistake salespeople make when following up (and how to fix it today).

Want to go deeper?

Grab thefree 45-minute webinar packed with templates, scripts, and a proven follow-up process—click below!

Watch the webinarHERE.

Follow Your Sales Co for more sales tipsHERE.

Now, go reignite those leads—and happy selling!

Welcome back to Sell Like You! In this episode, I’m sharing exactly how I managed to book 25 meetings a week consistently as an Tech / Cyber BDM.

From maximising time to structuring outreach and keeping a full pipeline, this is a no-fluff guide to staying organised and hitting your targets.

Here’s what I cover:

Time Management That Works: How I turned my commute into productive "car chats" and stayed ahead by planning 4–6 weeks out.

Building Targeted Lists: Why focusing on ideal clients and using tools like Jumbo and Lucia helps create hyper-focused prospect lists.

Outreach That Lands Meetings: The power of combining email, LinkedIn, and phone calls for a multi-channel approach.

Consistency is Key: Why it’s crucial to keep following up and how to make every touchpoint valuable.

Adding Value Over Selling: How making the conversation about your prospect, not you, changes the game.

Links

Access the Webinar Recording: Building a Winning Sales Funnel

Watch the Full Video: How I Generated $10 Million in Sales

Jumbo: Get 25 Free Credits for Building Your Prospect List

This episode is packed with actionable advice for anyone looking to up their game and secure more meetings without burning out.

Plus, I share insights on how to make follow-up feel natural, why you need a structured approach, and the importance of thinking long-term when building relationships.

If you’ve been struggling to keep your pipeline full or just want to streamline your process, this episode is for you.

Let me know how many meetings you’re aiming for each week, and if you’ve got questions, drop me a message—I’d love to hear from you!

Welcome back to Sell Like You! In this episode, I’m diving into the secrets of turning event leads into meaningful opportunities.

If you’ve attended industry events, trade shows, or conferences, you'll know it's not just about showing up – it’s about maximising every conversation and connection you make.

Here’s what I cover:

The Importance of Events: Why events are more than just networking—they’re a chance to grow your pipeline and market share.

Preparing Before You Go: How to research attendees and set yourself up for success by planning ahead.

Making Your Notes Count: Why jotting down details during the event is critical to building strong relationships later.

Timely Follow-Up: How to connect with leads within a week and why it makes all the difference.

Adding Real Value: Sharing personalised insights, resources, and even a little humour to stand out from the crowd.

Multi-Touchpoint Strategy: Mixing emails, calls, LinkedIn, and voice notes to engage your prospects effectively.

I also share why events like Cybercon were standout moments for me last year and how revisiting old connections led to some incredible opportunities.

Plus, I’ll tell you how to avoid the biggest mistake most people make after events – letting leads go cold.

Don’t Miss This:

I’m hosting a free webinar on 4th February 2025 at 12 PM AEDT (9 AM AWST) where I’ll share my full follow-up strategy. You’ll get templates, success stories, and actionable advice to help you convert your event leads into sales.

Click here to register

If you’re tired of missing out on the potential sitting in your CRM or looking to refine your process, this episode is for you. Let me know how you’re tackling event follow-ups—I’d love to hear your stories!

Happy selling!

Welcome back to the Sell Like You podcast! It’s so good to be behind the mic again for our first solo episode of 2025. After a much-needed break in the UK, I’m excited to dive into the strategies that will help you start the year strong, even if it feels like things are moving slowly in January.

In this episode, I’m sharing my tips on overcoming the challenges of reconnecting with leads after the holiday season, planning ahead, and keeping your momentum going—even when everyone else seems to be on a longer break.

From organising your sales calendar to nurturing those “call me in the new year” opportunities, this episode will set you up for success in 2025 and beyond.

What We’ll Cover:

What you'll take away:

Don’t Miss Out:

Kickstart your 2025 with confidence by joining my free webinar: "REIGNITE YOUR PAST LEADS - PROVEN STRATEGIES TO FILL YOUR PIPELINE AND YOUR CALENDAR!"

I’ll be sharing actionable tips to reconnect with your 2024 leads, plan strategically for the months ahead, and maximise your pipeline potential.

Secure your spot today HERE. Let’s make 2025 your most successful year yet!

Customer experience is more than just sending surveys and after seeing Emma Hollins speak at the State of Social conference in 2024, I knew she had to join me on the podcast.

Emma, the Principal Experience Strategist at Synergy, plays a pivotal role in shaping how Western Australia's leading utilities company connects with its customers. From understanding customer journeys to creating impactful experiences, Emma’s work goes beyond the surface to truly deliver value.

In this episode, we explore what makes up a great customer experience, regardless of industry or organisation size. Emma shares insights on who can take responsibility for customer experience within a business and how it can drive impactful changes that benefit both customers and companies alike.

We also discuss the differences between great and poor experiences and how reflecting on these can spark valuable internal conversations. Emma’s real-world examples highlight innovative approaches to customer experience that are sure to inspire action.

Key Takeaways:

Join us for a thought-provoking chat packed with practical tips and examples to elevate your approach to customer experience.

After setting up, fitting out and running a successful wellbeing day spa, I often refer to the synchronicities of selling in very different industries and how similar they are.

In this episode, we explore the (not so) unique crossover between the tech and beauty industries, focusing on the universal sales principles that drive success in both.

I share stories from my own journey, from launching a day spa to advising global tech clients, and unpack the ways each industry can inform the other.

The heart of effective sales—regardless of industry—lies in understanding the customer, nurturing relationships, and staying proactive in how you engage with them.

BONUS: I discuss how the salon concept of a “day sheet” can be applied to your daily sales planning, setting goals for each client interaction and identifying upsell opportunities in real time.

Key Takeaways:

By taking a people-centered approach, bridging the gap between industries, and learning from each client interaction, you can build a loyal customer base and ensure continued growth. Listen in to discover how you can adapt these principles to enhance your sales strategy!

Tune in, and let’s keep building those connections that last!

This was one of our most popular episodes – we’re resharing it so you can revisit the gold within!

What if the success of your entire sales process came down to one step?

In this episode of Sell Like You, I’m joined by Paul Seigne, Sales Enablement Manager, to discuss one of the most critical (and overlooked) steps in sales: discovery.

With over 20 years of experience, Paul brings insights and practical strategies to help you level up your process, no matter where you are in your sales journey.

Here’s what we cover:

We also talk about:

A favourite reminder from Paul: “Do the right things, and great things will follow.”

Tune in for insights, strategies and reminders to take your sales process back to basics and drive consistent results.

📌 Don’t miss Paul’s take on whether he’d take $1 million guaranteed or flip a coin for $1 billion!

Ready to make discovery your superpower? Let's dive in

Is your mindset holding you back in sales?

Too often, we approach sales calls thinking we’re “bothering” or “annoying” prospects. But what if you reframed that? What if you believed you were there to help, support, and add value? That shift in mindset can completely transform your confidence, results, and ability to connect with clients.

Here’s what I cover:

Rejection will happen. But a strong, positive mindset allows you to handle it, learn from it, and move forward with confidence.

If you’re struggling with outreach or find yourself procrastinating, this episode will help you reset, reframe, and reignite your approach to sales.

Ready to take action?

Start by focusing on your mindset first, and watch your sales success follow.

In this episode, I sit down with three inspiring women shaping the future of tech sales: Sunny McPhillips, Kate Basten, and Natasha Lambert. From navigating male-dominated spaces to championing diversity and inclusion, this candid conversation dives into the unique challenges and opportunities women face in the tech sales industry.

The guests share their journeys, revealing how they "fell into" the world of sales and turned unexpected beginnings into thriving careers.

Whether you’re just starting out or looking to level up, this episode is packed with relatable stories, actionable advice, and a celebration of women breaking barriers in tech sales.

In this episode, we discuss:

Key Takeaways:

By the end of this episode, you’ll feel inspired to embrace your unique journey, seek out mentors, and champion diversity in your own sales career.

Tune in to discover how these incredible women are making their mark in tech sales—and how you can too!

PARTICIPANTS BRIEFS

Sunny McPhillips - Connect with Sunny on LinkedIn HERE

Sunny McPhillips is a dynamic professional in the IT distribution sector, currently serving as a Vendor Manager at Nextgen Group. With a background in visual communications, she transitioned from marketing roles to vendor management, bringing a creative and people-centric approach to her work. Sunny's journey reflects her adaptability and passion for fostering strong relationships within the tech industry.

Kate Basten - Connect with Kate on LinkedIn HERE

Kate Basten is the Go-To-Market Business Manager for Australia and New Zealand at Arista Networks. Her career began in recruitment before moving into IT distribution, where she held various roles that showcased her versatility and leadership. Kate's experience spans over a decade, during which she has developed a deep understanding of the tech sales landscape and a commitment to driving market strategies.

Natasha Lambert - Connect with Natasha on LinkedIn HERE

Natasha Lambert is a District Sales Manager at Palo Alto Networks, leading a team of eight in the cybersecurity sector. Starting her career in dispatch and receipt, she progressed through partner, distribution, and vendor roles, eventually specializing in cybersecurity. Natasha's extensive experience and leadership skills have been instrumental in her success in the tech sales industry.