Sell Like You

Welcome to the Tech Sales Series!

Over the next two weeks, we’re diving deep into what makes an incredible tech salesperson. This series brings together insights and experiences from four amazing individuals in the tech sales world, offering perspectives for everyone—whether you’re a business owner, sales leader, or just stepping into the world of sales.

We’ve spoken to a range of people both inside and outside of my network to give you practical examples and different approaches to success in tech sales. The common thread? A thirst for knowledge, curiosity, and a commitment to personal and professional development.

In this episode, I’ll share my own journey—from falling into tech sales to discovering the importance of training, learning outside of work, and asking the right questions. It’s all about being curious and getting to know the people you're working with.

Get ready to unlock the secrets to sales success, hear unique perspectives, and take your career to the next level!

Let’s dive in...

Get ready for a no-holds-barred conversation with Michael Corcoran, the direct and unapologetic ex-head of social for Ryanair, now the driving force behind Frankly.

Michael’s approach to social media is as daring as it is effective, and in this episode, he’s sharing the secrets behind his success.

In this episode, we dive deep into Michael Corcoran’s approach to aligning social media with brand identity, using his time at Ryanair as a blueprint for bold, effective communication.

From the power of humor in marketing to the dangers of playing it safe, Michael offers candid insights into what it takes to stand out in a crowded market.

We also explore the balance between personal and business brands, and why not every trend is worth chasing.

What we cover:

- Aligning Social Media with Brand Identity: Michael explains how Ryanair’s social media success stems from staying true to the brand’s core message and not trying to be something it’s not.

- Avoiding the Middle Ground: Why playing it safe can make your brand bland, and how to avoid becoming "vanilla" in your messaging.

- When Not to Chase Trends: The risks of jumping on trends too late and how it can dilute your brand’s identity.

- Personal vs. Business Brand: Navigating the delicate balance between your personal and business brand, especially in larger organisations with more layers of bureaucracy.

- Platform Strategies: Insights into the roles of Instagram, TikTok, LinkedIn, and how to make each work for your brand.

- The Power of Relatability: How to educate and engage your audience without relying solely on facts and figures, using Jeremy Clarkson’s farm series as an example.

Michael shares his quirky idea for a podcast about public toilets around the world (my mum raves about the public toilet hygiene in Australia) so I'm hoping he starts on this trip!!

I LOVED recording this episode over my favourite almond latte in Perth from Low Down and a huge thank you to Horizon Digital for opening up their studio for us.

In this episode, I dive into what I call the "wallpaper effect." It’s what happens when your team or audience starts tuning out because they’ve seen or heard the same thing too often.

If your sales meetings, targets, or marketing are starting to feel stale, it’s time for a refresh.

Discover why repetition can cause your audience to disengage and learn practical ways to keep things fresh. Whether it’s leading more engaging sales meetings, setting new challenges, or mixing up your marketing tactics, I share strategies to avoid falling into the "wallpaper effect."

Ready to break free from the wallpaper effect?

In this episode, I dive into the strategic advantages of utilising LinkedIn as a powerful tool for business development.

While many are 'lurkers' on LinkedIn, I share insights on how it can be a treasure trove for generating new business leads.

Learn how to use LinkedIn to build a personal brand and drive sales success, whether you're in a sales role, a manager, or a business owner.

We'll cover profile optimisation (without sounding like a douchebag), and how to help your team leverage LinkedIn effectively. Discover the difference between being passively active vs. actively engaging with purpose, and when to use your company voice versus your individual voice.

Don’t miss out on the opportunity to level up your LinkedIn game—subscribe, leave a review, and let me know how you're using LinkedIn for lead gen and networking!

What happens when change management experts partner with a sales coach? In just 18 months, Eva and Sam, founders of Approach Services, skyrocketed their revenue by 300%—and that’s just the start!

In this episode, I sit down with Eva and Sam, founders of Approach Services and specialists in change management.

Together, we explore their incredible journey of growth and transformation, including a 300% increase in revenue over 18 months.

We dive into their decision-making process, what they were doing before working with a sales coach, and how they plan to continue driving sales success in the future.

Sam also shares his unique approach to sales—combining the intensity of CrossFit with cold calling, a method we've coined the "Sales WOD."

Subscribe now and don’t miss out on the actionable tips shared in this episode!

Leave us a review and share your biggest takeaway on social media using #SellLikeYouPodcast.

#SalesGrowth #ChangeManagement #SalesCoaching #BusinessSuccess #CrossFit #SellLikeYou

Ready to take your lead generation strategy to the next level?

In this episode, we dive deep into how to replicate your ideal clients for targeted outreach, harness AI and sales tools like LinkedIn and Lusha, and maximise your CRM for long-term success.

Lead generation is the backbone of every sales strategy, and in this episode, we’re unpacking the tools and methods you need to drive targeted outreach.

Starting with replicating your best clients for more focused lead generation, we explore how to leverage AI-powered tools like LinkedIn and Lusha for building lead lists.

Plus, discover why integrating everything into your CRM (Pipedrive) is essential for tracking and revisiting leads months later. We also share a quick tip on reviewing your subscriptions to avoid duplication and save on costs.

Main Points:

Subscribe to the podcast and level up your sales process with actionable insights! Don’t forget to leave a review and share your favorite sales tools using #SellLikeYouPodcast

More Resources:

Struggling with how to introduce new offers to your existing clients without seeming pushy?

It can feel challenging, but with the right approach, you can transform regular conversations into valuable opportunities.

In this episode, we dive into effective strategies for presenting new solutions and maintaining a dynamic conversation pipeline.

Whether you're working with a new business or managing an existing patch, these insights will help you maximise your outreach efforts.

Here's what I dive into:

As always, I share actionable tips and real-life examples to help you refine your outreach strategy and keep your client engagements fresh and productive.

This podcast is hosted and recorded at ⁠Vitality House.

Are you truly leveraging your competitive edge?

If you're saying, "I don't care what others are doing," you might be missing a golden opportunity to position yourself more effectively in the market.

In this episode, we explore why understanding your competition is crucial for setting yourself apart and enhancing your sales strategy.

Join me as we discuss:

1. The Impact of Competitor Awareness:

2. Crafting Unique Selling Points:

3. Using Battle Cards Effectively:

4. Understanding the Competition:

5. Avoiding Common Pitfalls:

6. Staying Informed and Connected:

Key Takeaways:

If you’re dismissing competitors, you could be overlooking key tactics to improve your positioning.

Dive into this episode to discover how to refine your strategy, stand out from the crowd, and win more business.

This podcast is hosted and recorded at ⁠Vitality House.

Ever felt like the smartest person in the room—and wondered if that's holding you back?

A few months ago, during our fourth birthday celebration, I shared four pivotal lessons from my journey, and one of them has really resonated with many of you: Don’t be the smartest person in the room.

But how do you find those new circles that challenge and inspire you?

In this episode, I’m diving deep into the strategies that have helped me expand my horizons and build meaningful connections:

Choose the Right Environment: From co-working spaces like Vitality House to stepping into unfamiliar events, I explain how these environments fuel my creativity and keep me connected to new ideas and people.

Set Boundaries: It’s easy to spread yourself too thin by saying yes to everyone and everything. I’ll share how I’ve become more selective about the time and value I allocate, and why it’s crucial to say no to people and networks that no longer serve your growth. This approach ensures that your energy is directed towards connections that truly matter and inspire.

Focus Beyond Sales: Making connections isn’t just about closing deals. I reveal why my approach is to learn from others, explore collaborations, and embrace diverse perspectives—leading to richer relationships and new opportunities.

Be Proactive and Explore New Opportunities: Whether it’s attending events where I know no one or diving into uncharted territories, I’m sharing how being open to the unknown has led to some of my most valuable insights and relationships.

These practices have not only fueled my personal growth but have also enriched my professional journey. If you’re eager to expand your network and uncover new opportunities, these strategies are a must-try.

Ready to level up? Don’t forget to drop me a DM on LinkedIn if we haven’t connected yet [link].

We’re here every week, bringing you the insights and tips to supercharge your sales efforts and results.

Don’t miss out!

This podcast is hosted and recorded at ⁠Vitality House.

Want to ensure you're never blindsided at the finish line?

In this episode, we dive deep into the concept of the trial close—a powerful tool for gathering essential buying signals and overcoming potential roadblocks before they become deal-breakers.

As sales professionals, it's easy to fall into the trap of "happy ears," where we assume everything is smooth sailing. But real success comes from careful scoping, strategic questioning, and a clear understanding of what lies ahead in the sales process.

Join me as we explore:

Plus, as always, I'll share real-life stories and examples to illustrate how these techniques can be applied to your sales strategy.

Enjoyed the episode?

Be sure to like and follow our podcast for more tips and strategies to help you sell like a pro!

This podcast is hosted and recorded at ⁠Vitality House⁠.