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In this short punchy episode we go back over two decades and select the five best clients we have ever and look at exactly how we won them with five very different business development methods.

 In a digital age how can you use some of the methods we used to win new clients for your business?

It’s likely you or your organisation are using only one or two of these methods and not in the same way we did. 

Get some ideas and inspiration to try something new, something different,  and something unexpected.

We’d love to hear your responses in the review section about how you have won your best clients.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Leaders need principles and beliefs to follow. What are your values? What rules do you follow to help you lead effectively? Bob and Jeremy look at inspirational quotes and strategies from leaders and thinkers that are highly effective. Drucker, Seddon, Alexander the Great, Wellington, Nelson, Jobs, Joubert, Diogenes, Laloux, Blake, Morrell, and the Dalai Lama, some of the greatest leaders ever – all help us with this essential subject. This podcast sits nicely with our episodes on sales maxims and inspirational quotes.  

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Looking for some Inspiration? What inspires you?
This podcast highlights some memorable, entertaining and sometimes, life changing quotes, and strategies that anyone can take, be inspired by, and be helped by. Jerry Maguire, (Tom Cruise), Gore Vidal, David Niven, Judi Dench, Charles Dickens, Julian Blake, Dudley Moore, Daniel Auteuil, Laura, (French-Spanish) Fabrice Luccini, – all of these are sources of inspiration. 
Listen in for some fun and laughs – and to find some free and useful inspiration. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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One definition of a maxim is ‘a short, pithy statement expressing a general truth or rule of conduct’. We’re aiming for less pith and more general rule of conduct. 

After talking about my early obsession of collecting stickers from car part manufacturers, we move into the words, phrases and ways to behave that have and continue to mean a lot to us.

We express and expand on what our favourite maxims mean, and we give some examples of how they’ve helped us to achieve a result. 

We also say why our own maxim resonates so well.

We’d love to know which sales maxims you live by and use with the teams and individuals you work with. Pop them in the reviews section.

This will help you plan a powerful sales meeting or tune into get some motivation just when you need it.

Featuring wise words from Zig Ziglar, David Mamet, Woody Allen, Brian Tracy, Paul Arden, David Ogilvy, Oscar Wilde and Ken Blanchard.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Sales Managers are employed to maximise the efforts of the sales team. They are charged with assessing and improving the sales skills, knowledge and increasing the performance of each salesperson. One the best ways to do this, but one of the least used, is what they call ‘ride along’ in the US, or sales accompaniment in the UK, where the Sales Manager attends the meetings with the salesperson, witnesses how they interact, and then focuses on improvements. 
In this episode we focus in on the best way to make this experience a positive one, the pros and cons of this approach and help Sales Managers and team members see the benefit of teaming up and trying to be better at what we do. This should be something all team members experience, even top performers, because everyone can improve. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Lifetime Value is a concept that values the true worth of a customer. It’s a difficult metric because most of us work to short term targets. Many organisations forget about the true value and focus on now or the next 2 years. This skews the way we serve and sell, and the two terms fight for prominence.
In this podcast Bob and Jeremy debate and relate stories that illustrate these issues and suggest more enlightened thinking. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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In a time of soaring prices customers need to work out how they can afford things, and salespeople need to work on how to sell things at a higher price. This podcast gives top tips on how to sell with confidence, how to negotiate, and discount, and handle price objections. People and companies will still need to buy stuff, but they will need to pay more. So the way we explain the new prices, and also restate the value, may help us to sell. We need to understand ROI – return on investment. We need to use different tactics to get across the new prices – and also make sure our new prices are covering our new costs. Inflation is something we need to understand, and to react to, trying to take a medium/long term view if we can. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Is sales the centre of your world? The responsibility to sales performance rests with you for your team, department or the whole business? 

If so, this podcast episode is for you.
 
 We look at the position and define the priorities. We discuss sales leader as motivator and give you ideas on how to plan to be far more effective this year. 

 People need priorities. They need to know what wastes their time and in this episode we’ll reveal what the biggest waste of your time is too. 

 Discover how to ensure you accomplish the goals you are after by freeing up more value time.
 As a sales leader you need to deal with the great redundancy and realise how people’s values need to be able to coexist with yours and the organisation’s culture far more than at any other time in your working life. 

 Beware…as you move further away from customers and clients you can lose your understanding of how to deal with them, many sales leaders lose the ability to know what behaviours will make a difference in any kind of sales conversation their people will encounter. Find out the simple remedy to put this right. 

 If you get some valuable ideas to work with, please take a couple of minutes to rate us and review us, thank you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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In the light of a recent politician’s car crash speech at the CBI, we unpick what went wrong from a presentation skills perspective. 
We’ve been training people to present for many years and this disaster gives us all some key tips to use in the future to make sure we don’t ever need to ask for forgiveness because our presentation has fallen apart.
As veterans of many conference sessions these tips could make your next speech! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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After a digression taking us through the byways and back roads of Kent and Bucks, we focus in on the world of conferences. 
Over the years we’ve been double act speakers at many types of company and association conferences all over the UK and also in the US, Middle East and Europe. 
Why are you having an annual conference? What are you getting everyone together for? What’s the purpose of this event?
 We can give you a series of tips and ideas which will help you create more effective conferences and also expose some of the facades that conferences sit behind! 
Tell us about your conferences when you rate and review us!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty