Podcast Show Notes: The Metal Guys Talk Business - Special Episode
Hosts: Peter Comerford, Michael Bolton, and special feature host Nadine Bloxsome (CEO, ALFED)
Episode Title: Addressing the Skills Gap in the Metal Industry
Release Date: 1st October 2024

Episode Summary:
In this special episode of The Metal Guys Talk Business, hosts Peter Comerford and Michael Bolton are joined by Nadine Bloxsome (CEO of ALFED) to discuss the challenges and opportunities surrounding the skills shortage in the metal sector. Focusing on aluminium, the episode covers apprenticeships, career progression, and sustainability as key drivers in attracting the next generation of talent. With insights from industry leaders, the discussion highlights how companies are working to bridge the skills gap and foster a dynamic, future-ready workforce.

Key Discussion Points:

Apprenticeships & The Skills Gap:

• The launch of the Aluminium Federation's first-ever Apprentice Awards, aiming to address talent shortages and promote skill development across the sector.
• Mark Allen (President, ALFED) discusses the Federation’s role in spearheading initiatives that help cultivate new talent and build sustainable workforce solutions.

Challenges in Talent Retention:

• Amy Bird (CEO, Countrywide Metals and Founder of Women in Recycling) offers her perspective on the challenges of retaining younger workers and women in the metal industry.
• The importance of creating visible career paths, mentorship, and professional development opportunities to encourage long-term retention.

The Role of Leadership in Developing Talent:

• Michael Horan (CEO, Sherwood Stainless and Aluminium) highlights how effective leadership and mentorship can shape the future workforce, emphasising the importance of giving apprentices hands-on, diverse experiences.
• Leadership’s critical role in fostering a supportive and motivating environment to help young professionals succeed.

Sustainability as a Key Attraction:

• Rachel Wiffin (Senior Engineer, Quality Systems Manager) explores the role sustainability plays in shaping the future of the metal industry, particularly the growing focus on aluminium recycling.
• How businesses can use sustainability initiatives to attract environmentally-conscious talent and position themselves as leaders in green manufacturing.

Industry-Specific Insights:

• Mark Allen and Amy Bird share their experiences on how the metal sector is adapting to meet the needs of the current and future workforce.
• Amy Bird discusses the role of women in recycling and how initiatives like "Women in Recycling" are helping diversify the industry.
• Michael Horan’s approach to developing internal talent through robust apprenticeship programs and leadership opportunities.

Learn More:
For more insights on how the aluminium and metal industries are addressing the skills shortage, connect with Peter Comerford, Michael Bolton, and Nadine Bloxsome on LinkedIn.

SEASON THREE of The Metal Guys Talk Business is sponsored by:

• SteelBuy: A digital platform revolutionising how businesses trade metal products online.
• TW Metals: A leading stockholder and distributor of high-performance metals, including aluminum, stainless steel, and titanium.
• Comton Group: A recruitment agency specializing in the metal, manufacturing, and engineering sectors.

The Metal Guys Talk Business is created and produced by Comton Group.
Contact us on our social media channels to discuss the podcast and explore recruitment solutions tailored to your business.

Social Media Accounts:

• Follow us on LinkedIn
• TikTok: @comtonpete and @comtonmike
• Instagram: @comtonpete and @comtonmike

The Metal Guys Talk Business - Bonus Episode

Hosts: Pete Comerford and Mike Bolton
Episode Title: Active vs. Passive Candidates in Recruitment
Release Date: 3rd September 2024

In this bonus episode, Pete and Mike dive into the nuances of recruitment, specifically focusing on the differences between active and passive candidates. They discuss the challenges and strategies of recruiting top talent, particularly in the metals industry. The hosts share insights on effectively engaging passive candidates and the importance of a flexible, candidate-centric approach during the recruitment process. They also touch on the significance of understanding candidate motivations and how businesses can adapt to the evolving recruitment landscape.

Key Discussion Points:

Active Candidates:

• Typically found on job boards like Indeed, LinkedIn, or through direct applications.
• Often looking for a step up in salary, especially given the rising cost of living.
• Tend to move quickly through the recruitment process, sometimes securing multiple interviews simultaneously.
• Employers need to make swift decisions to avoid losing these candidates to other offers.

Passive Candidates:

• Often not actively seeking new opportunities but are approached by recruiters.
• Recruitment involves creating opportunities that align with the candidate's skill set.
• Requires a more tailored and persuasive interview process, focusing on selling the benefits and culture of the organisation.
• Need for businesses to be flexible in their recruitment processes to attract and secure passive candidates.

Recruitment Process Challenges:

• The importance of a well-structured recruitment process, especially for passive candidates.
• The risk of losing top talent due to inflexibility in interview scheduling or offer delays.
• The need for businesses to understand the current market and adjust salary expectations accordingly.

Candidate Experience:

• Emphasising the candidate's experience during the recruitment process to ensure engagement.
• The impact of timely communication and clear processes on candidate satisfaction.
• The critical role of onboarding and continuous development in retaining top talent.

Industry-Specific Recruitment Insights:

• Challenges in recruiting within the metals industry, where specific experience and skills are often scarce.
• Discussion on how to attract candidates from outside the industry and the value they can bring.
• The need for businesses to be proactive and innovative in their recruitment strategies.

Learn More:

For more insights on recruitment and strategies to attract top talent in the metals industry, connect with Pete Comerford and Mike Bolton on LinkedIn.

SEASON THREE of The Metal Guys Talk Business is sponsored by:

• SteelBuy: A digital platform revolutionising the way businesses trade metal products online.
• TW Metals: A stockholder and distributor of Nickel Alloy, Aluminium, Titanium, and Stainless Steel products in various forms.
• Comton Group: A recruitment agency specialising in the Metal, Manufacturing, and Engineering sectors.

The Metal Guys Talk Business is created and produced by Comton Group.
Contact us on our social media channels to discuss the podcast and recruitment solutions for your business.

Social Media Accounts:

• Follow us on LinkedIn
• TikTok: @comtonpete and @comtonmike
• Instagram: @comtonpete and @comtonmike

The Sertec story with Grant Adams

Host: Pete Comerford and Michael Bolton
Guest: Grant Adams, Chief Executive Officer of Sertec
Episode Title: Metal Bashing to Multi-Million Success
Release Date: 27th August 2024

Episode Summary: In this episode, Pete and Mike sit down with Grant Adams, the Chief Executive Officer of Sertec, to delve into the fascinating journey of transforming a modest metal bashing operation into a multi-million pound success story. Grant shares his experiences from his early days in the automotive industry, the invaluable lessons learned from mentors, and the strategic decisions that propelled Sertec to the forefront of the industry.

Key Topics Covered:

Early Career and Mentorship:

• Grant's Beginnings: From British Leyland to Sertec, the early days shaped Grant's career.
• Influential Mentors: The key figures who guided Grant's professional journey and their lasting impact.

Meeting Harry Mosedale:

• First Impressions: The memorable first meeting with Harry Mosedale and its significance.
• Proving Worth: Stories of Grant's initial challenges and how he gained Harry's trust through hard work and dedication.

Sertec’s Evolution:

• Reliability and Family Values: How Sertec maintained its core values while navigating industry challenges.
• Growth Strategies: Insights into acquiring competitors and maintaining a competitive edge in the market.

Leadership and Corporate Experience:

• Transition to Sertec: Grant’s shift from Land Rover to Sertec and the appeal of its entrepreneurial spirit.
• Rising Through the Ranks: The journey to becoming Commercial Director and the importance of corporate experience in professional growth.

Passion and Business DNA:

• Core Business Values: The role of passion and DNA in building a successful business.
• Real-Life Illustrations: Anecdotes highlighting these values' significance in Sertec’s operations.

Challenges and Achievements:

• Industry Challenges: Overcoming obstacles in the metal stamping industry and leading Sertec through tough times.
• Notable Achievements: Celebrating milestones and significant successes under Grant’s leadership.

Learn more about Sertec by clicking here

Connect with Grant Adams on LinkedIn

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, EXtrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Hosts: Pete Comerford and Mike Bolton

Guest: Liam Conway

Episode Title: The 2024 Energy Market with Liam Conway

Release Date: August 20th, 2024

Episode Summary:

In this episode, Pete and Mike sit down with Liam Conway from Greenfields Energy Group to discuss the state of the energy market as of 2024. Liam shares his expert perspective on how the market has evolved since the chaotic period of 2022, the impact of wholesale cost changes, and strategies businesses can adopt to manage their energy consumption and costs effectively. The conversation covers flexible energy contracts, the importance of understanding different cost components in energy bills, and the significant changes in energy contract structures.

Key Discussion Points:

Current State of the Energy Market:

• The drastic reduction in wholesale electricity and gas costs since 2022.
• Comparison of current prices to the highs experienced during the Ukraine-Russia conflict.

Flexible Energy Contracts:

• Explanation of flexible vs. fixed energy contracts and their benefits.
• The importance of flexible contracts during periods of high market volatility.

Energy Cost Components:

• Breakdown of the different cost elements in commercial energy contracts.
• The impact of distribution, transmission, taxes, and levies on overall energy costs.

Targeted Charging Review:

• Introduction to the targeted charging review and its implications for businesses.
• How changes in standing charges and distribution charges affect businesses.

Energy Procurement Strategies:

• Advice on purchasing energy for businesses, including the significance of load shedding and avoiding peak charges.
• The importance of understanding contract structures and avoiding overly simplistic price comparisons.

Education and Advice:

• The role of educating businesses about their energy consumption and costs.
• The need for businesses to seek expert advice to navigate complex energy markets.

Impact on Manufacturers:

• Specific challenges faced by manufacturers regarding energy costs.
• Strategies manufacturers can employ to mitigate high energy expenses.

Learn more about Greenfields Energy Group here

Connect with Liam Conway on LinkedIn

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SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Hosts: Pete Comerford and Mike Bolton

Guests: Dan Fedyszyn and Joe Johnson

Episode Title: Sharpening your business development with Joe and Dan of KR Saws

Release Date: August 13th, 2024

Episode Summary:

In this episode, hosts Pete and Mike are joined by Dan and Joe from KR Saws to discuss the cutting-edge innovations in automated saws and the strategic marketing decisions that have propelled KR Saws to success. The conversation highlights how automation is revolutionising the metal cutting industry, the importance of a defined market strategy, and the personal journeys of Dan and Joe in the UK metal industry.

Key Discussion Points:

Automation in the Metal Industry:

• Innovative Approaches: How KR Saws utilises automation to improve efficiency and precision in their operations.
• Technological Advancements: The latest tools and software that drive automation at KR Saws.
• Benefits of Automation: Enhancing productivity, ensuring quality control, and fostering business growth.

Market Strategies and Competitive Edge:

• Strategic Positioning: Tactics KR Saws employs to maintain a competitive edge in the metal industry.
• Customer Engagement: Building and sustaining strong relationships with clients and partners.
• Product Development: Insights into the product development process at KR Saws and how they respond to market demands.

Insights from Industry Experts:

• Dan and Joe's Professional Journeys: Their personal anecdotes and professional milestones in the metal industry.
• Addressing Industry Challenges: Common challenges in the metal industry and KR Saws' strategies to overcome them.
• Future Outlook: Expectations and predictions for the future of KR Saws and the broader metal industry.

Learn More:

• KR Saws website link
• Connect with Dan on LinkedIn
• Connect with Joe on LinkedIn

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SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Host: Pete Comerford and Mike Bolton

Guest: Kirsty Davies-Chinnock, Managing Director at Professional Polishing

Episode Title: Women with Metal the Kirsty Davies-Chinnock Story

Release Date: August 6th, 2024

Episode Summary: In this episode, Kirsty Davies-Chinnock, Managing Director at Professional Polishing, joins Pete and Mike to delve into her career in the metal industry. Kirsty shares her journey of starting and growing Women in Metal, how she became a personal brand before the trend of personal branding, and the power of making deliberate choices in her career. Kirsty provides insight into the latest sustainability trends, the importance of feminism and equality in the metal sector, and making decisions to boost your career.

Key Topics Covered:

Empowering Women in Metal:

• Kirsty's efforts in starting and growing Women in Metal, a platform to support and empower women in the industry.
• The impact of this initiative on the industry and the opportunities it has created for women.

Personal Branding and Career Choices:

• Kirsty's experience of becoming a brand before the trend of personal branding became popular.
• The power of making deliberate career choices and how they have shaped her journey.

Automation in the Metals Industry:

• The role of automation in improving efficiency and productivity.
• How automation can drive sustainable practices within the industry.

Being a Woman in the Metal Sector:

• Kirsty's experiences as a woman in the male-dominated metal industry.
• The importance of maintaining workplace banter and camaraderie despite gender differences.

Optimising Productivity:

• How Kirsty uses a block calendar to achieve full optimisation in her daily schedule.
• Tips for maximizing productivity and managing time effectively.

The Power of Social Media and Branding:

• The significance of social media in building a personal brand.
• Strategies for using social media to enhance professional presence and influence

Challenges and Opportunities in Sustainability:

• The challenges companies face in implementing sustainable practices and how to overcome them.
• Opportunities for growth and innovation through sustainable business models.

Future of Sustainability in the Metals Industry:

• Predictions for the future of sustainability in the industry.
• How companies can stay ahead of the curve by embracing sustainability.

Learn more about Professional Polishing here
Connect with Kirsty on LinkedIn or on her website 

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SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Hosts: Pete Comerford and Mike Bolton

Guest: Liz Burley

Episode Title: Discrimination in the workplace with Liz Burley

Release Date: July 30th, 2024

Episode Summary: In this episode, we delve into the complexities of post-furlough work environments, exploring the challenges employees face when returning to work and the importance of flexibility. We also discuss effective recruitment strategies and how businesses adapt to changing the workforce. Our guest shares insights on maintaining productivity, the significance of communication, and the evolving role of women in the workplace.

Key Discussion Points:

1. Post-Furlough Work Challenges:
   • The psychological impact of furlough on employees and the creation of new routines during this period.
   • The role of businesses in accommodating these new routines while maintaining productivity.
2. Flexibility in the Workplace:
   • The benefits of allowing flexible work patterns, especially for employees with childcare responsibilities.
   • Communication and clear expectations are important to ensure productivity in remote work settings.
3. Recruitment and Retention Strategies:
   • Insights from recent webinars on recruiting and retaining talent.
   • The "Recruit, Retain, Release" mantra is a framework for managing the employee lifecycle.
4. Onboarding Processes:
   • The significance of a well-structured onboarding process in aligning new employees with job expectations and company culture.
5. Legal Considerations in Employment:
   • Addressing the balance of employment law and the concept of reasonableness in making workplace adjustments.
   • How businesses can navigate legal requirements while supporting employees' needs.
6. The Role of Women in the Workplace:
   • The evolving presence of women in professional environments, especially through social media and public speaking.
   • Personal experiences of overcoming challenges and the importance of visibility for women in leadership.

Learn more about Burley Law here.

Connect with Liz Burley on LinkedIn

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Host: Pete Comerford

Guest: Kyle Greenwood, CEO of BM Steel

Episode Title: The Marubeni-Itochu takeover of BM Steel

Release Date: July 23rd, 2024

Episode Summary:

In this episode, Kyle Greenwood, CEO of BM Steels, joins Pete (One-half of The Metal Guys) to discuss various topics crucial for modern businesses. From the integration of acquisitions and the benefits of centralised systems to the importance of carbon reporting and the challenges posed by economic fluctuations, Kyle shares his expert insights and experiences.

Key Topics Covered:

1. Integrating Acquisitions:
   • Kyle discusses the challenges and strategies of integrating companies like IBM into BM Steel.
   • The benefits of centralised purchasing and credit control in improving operational efficiencies.
   • Experiences in pushing high-margin products and turning around suboptimal businesses using lean manufacturing and Six Sigma principles.
2. Carbon Reporting and Energy Monitoring:
   • The significance of carbon reporting and benchmarking suppliers' carbon footprints.
   • Investments in energy monitoring software to optimise energy consumption.
   • Preparations for future legislation on carbon reporting and the company's ethical responsibility towards the environment.
3. Economic Challenges and Business Resilience:
   • The impact of high inflation and energy costs on business overheads.
   • Strategies for offering inflationary salary increases to retain talent.
   • Potential challenges in the upcoming year and the importance of running a well-managed business.
   • Leveraging business and strategy plans to identify future opportunities.
4. Enhancing Depot Operations through Data:
   • Attribution of website sales to depots to encourage engagement.
   • Stocking new products based on website data to improve service offerings.
   • Insights from Kyle's extensive experience in the steel industry and the importance of consistent, systematic decision-making.
5. Customer Feedback and Business Improvement:
   • The role of customer feedback surveys in identifying gaps in products and services.
   • Being forward-thinking in planning for future opportunities and improvements.
   • Emphasis on data-driven decisions to enhance business performance and customer satisfaction.
6. E-commerce and Expanding Customer Base:
   • The transition from B2B to B2C with the launch of an e-commerce site.
   • Attracting new customer segments and the continuous addition of new products.
   • The potential of serving customers during non-business hours to capitalize on unmet demand.

Learn more about BM Steels here

Connect with Kyle Greenwood on LinkedIn

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metlas is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, EXtrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts: 

Follow us on LinkedIn

TikTok: comtonpete and comtonmike

Instagram: comtonpete and comtonmike

Hosts: Pete Comerford and Mike Bolton
Guest: Tom Mallens
Episode Title: Sales Techniques for Industrial Sales Professionals Part 2
Release Date: July 16th, 2024

Episode Summary:
In this episode, we are rejoined by Tom Mallens for part 2 of his Sales Training Podcast 
As a seasoned expert in sales strategy, Tom joins us to discuss how businesses can shift their mindset towards proactive selling, develop effective sales processes, and overcome internal resistance to change. Tom shares invaluable insights on cultivating a productive sales culture, strategic planning, and the pivotal role of management and leadership in driving sales success.

Key Discussion Points:

The Importance of Proactive Selling:

• Addressing the common issue of businesses that don't realise the need to sell proactively until it's too late.
• Understanding that a proactive sales approach can prevent the loss of key customers and stabilise revenue streams.

Developing a Sales Process:

• The necessity of a structured sales process to ensure consistent performance and improvement.
• Breaking down the sales process into manageable steps to facilitate easier implementation and adoption.

Overcoming Negative Mindsets Around Sales:

• Tackling the stigma associated with sales being a "grubby activity" and reframing it as a beneficial and essential business function.
• Encouraging business owners to recognise that sales success can alleviate many other business problems.

Handling Business Crises:

• Strategies for addressing time-critical issues when a business loses a significant account.
• The importance of having a strategic plan and balanced accounts to mitigate the impact of losing key clients.

Sales Management and Leadership:

• Identifying the four key roles of a sales leader: Supervisor, Trainer, Coach, and Mentor.
• The significance of each role in developing a high-performing sales team and ensuring continuous improvement.

Training and Development:

• The role of ongoing training and development in closing the skills gap among salespeople.
• Implementing coaching to help salespeople overcome fears and doubts, and to perform more effectively.

Cultural Shifts in Business:

• The challenges of changing entrenched mindsets and practices within a business.
• The importance of involving leaders, managers, and salespeople in the change process to achieve long-term success.

Internal Resistance to Change:

• Dealing with pushback from middle managers and employees who are resistant to new methods and practices.
• Strategies for fostering a culture of openness to change and continuous improvement.

Connect with Tom Mallens on LinkedIn: Tom Mallens LinkedIn

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike

Hosts: Pete Comerford and Mike Bolton
Guest: Tom Mallens
Episode Title: Sales Techniques for Industrial Sales Professionals Part 1
Release Date: July 9th, 2024

Episode Summary:
In this episode, we dive deep into Tom Mallens' career journey, exploring how he transitioned from journalism to becoming a sought-after sales trainer. Tom shares his insights on the challenges faced by salespeople, the importance of structured sales training, and how he discovered his passion for helping others succeed in sales. We discuss the relevance of sales methodologies and the significant impact of proper training on sales performance.

Key Discussion Points:

1. Introduction to Tom Mallens:

• Background in journalism and initial career in local newspapers and magazines.
• Transition to sales with a Swiss company selling specialty adhesives.
• Encountering common sales frustrations and discovering a passion for sales training.

2. The Impact of Sales Training:

• The revelation from reading David Sandler's book "You Can't Teach a Kid to Ride a Bike at a Seminar".
• How sales training changed Tom's approach to selling and increased his success.

3. Sales Challenges and Solutions:

• Common issues faced by salespeople, such as price negotiation and unproductive meetings.
• The importance of following a structured sales process to achieve better results.
• Comparing sales skills to learning processes in other fields like sports and romance.

4. The Role of Sales Methodologies:

• Explanation of the Sandler sales methodology.
• The significance of having a process to follow, especially for those without natural sales talent.
• How structured training can help average performers excel in sales.

5. Personal Development and Sales:

• The correlation between personal confidence and professional success.
• Tom’s personal experiences and anecdotes about overcoming shyness and improving social interactions.

Learn more about Tom Mallens:

• Connect with Tom Mallens on LinkedIn: Tom Mallens LinkedIn
  
  

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

-

The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

Social Media Accounts:

Follow us on LinkedIn 

TikTok: comtonpete and comtonmike
Instagram: comtonpete and comtonmike