The Salescadence Podcast

In this episode, podcast host, Matt Sykes, looks at the upfront contract and explains why this well-known sales technique can be one of the most effective tools to not only get a first-time sales conversation off to a great start, but increase the likelihood of turning the discussion into a meaningful sales opportunity.

During this podcast, Matt discusses:

• What is an upfront contract and why would you want to use one

• How buyer safety and seller safety are both critical if a sale is to happen

• The 4 component pieces of an upfront contract and how best to deliver them

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

If you’re keen to expand your sales knowledge and skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call with me here: https://calendly.com/salescadence/15min

In this episode, Founder and Managing Director of outsourced HR company MAD-HR, Carole Burman, shares her business knowledge and advice gleaned from senior corporate HR roles and more recently, her experience of starting and scaling an outsourced service business that she founded in 2014.

Carole share lessons learned from her own sales journey, and how her decision to head into self-employment and her attitude to selling was shaped by her upbringing. This episiode is packed with advice from a true entrepreneur and includes helpful practical insights around:

1: Why being yourself 'trumps all' when it comes to selling and having a ‘black book’ of connections is a 'must-have' for every sales professional

2: Why choosing your attitude is crucial if you want to remove self-doubt and stay on task to close more deals

3: Why you must manage disruption out of your organisation and what to do when a team member isn’t behaving appropriately

If you thought HR was just about hiring and firing and if that's all your HR function does, then this podcast is a must-listen!

To contact Carole:
LinkedIn: https://www.linkedin.com/in/caroleburmanfcipd/
Website: https://www.mad-hr.co.uk/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

Leads to Sales Workshop – 27th October 2023, Norwich, UK, learn more here.

Download The Sales Audit here: https://www.salescadence.co.uk/training/

If you’re keen to expand your sales knowledge and skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call with me here

In this episode, specialist 121 Business & Life Coach, Oliver Hill, eloquently tackles some of the thorny issues that surround the world of business coaching, like:

1: What is (and isn’t) a coach and how will you know when you’re in front of a good one?

2: Do personality profiling tools really do what you want them to do?

3: Why does goal setting fail for many and what can we do to solve this?

This is one of those episodes you will want a pen and paper as it's full of expert insights and valuable takeaways from someone who specialises in helping his clients become better versions of themselves. If you’re considering investing in a coach or have an interest in performance development, this podcast is defiantly one for you!

To contact Oliver:
LinkedIn: https://www.linkedin.com/in/oliversghill/
Website: https://www.hillcoachingcompany.co.uk/
Recommended Books: The Slight Edge & Atomic Habits & GROW Model
Further learning around Expectations versus Agreements

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

Book your seat at the Leads to Sales Workshop – 27th October 2023, Norwich, UK, learn more here.

If you’re keen to expand your sales knowledge and skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call with me here

In this episode, Aimme Konieczny, Commercial Director and co-owner of energy procurement consultancy, Indigo Swan, shares her wisdom from over 15 years of experience and how she transitioned from the technical and regulatory side of the Industry and into the world of sales.

During this podcast, Aimee discusses:

• Why people do buy from people and why rapport cannot be forced

• Just how much technical knowledge do salespeople need to know?

• The challenges facing women in business and what the solution is to solving this issue

This is an episode packed with stories and advice from a business leader who really knows how to sell and leads from the front!

To contact Aimee:

LinkedIn: https://www.linkedin.com/in/aimee-konieczny-%F0%9F%A6%A2-3a576539/
Website: https://www.linkedin.com/company/indigo-swan/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

If you’re keen to expand your sales knowledge and skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call with me here: https://calendly.com/salescadence/15min

In this episode, podcast host, Matt Sykes, explores the world of role play and explains why this often under-used sales training practice is one of the most effective tools a sales leader can leverage to improve sales team confidence, enhance buyer experience and increase conversion rate.

During this podcast, Matt discusses:

• The four levels of competence

• The science behind how we create repeatable actions

• Three ways to make role play enjoyable, engaging and effective

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

If you’re keen to expand your sales knowledge and skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk with Matt about how to improve your sales results? You can book a complimentary 15minute call with Matt here: https://calendly.com/salescadence/15min

In this episode, Award Winning author, Reiki Master and Wellness Coach, Ian Tucker, shines a light on the topic of mental health and shares practical exercises that will help anyone take more control in a world full of distraction.

During this podcast, Ian explains:

• What is Mindfulness and what impact does it have on our energy levels

• The advantages of living a balanced life and how to go about achieving it

• How to adopt an ‘attitude of gratitude’ and unlock the payback that comes with this way of thinking

This is a truly enlightening episode with expert advice from someone who gave up a high-profile corporate career to seek a better life and has devoted the last 20 years to learning and teaching wellness.

If things are going well for you right now, this is a fascinating listen; if on the other hand, life is becoming more of a challenge and you’re feeling out of control or heading towards burnout, this podcast might just be what you need to hear to help turn things around.

To contact Ian:

Website: https://www.iantucker.co.uk/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website https://www.salescadence.co.uk/.

If you’re keen to expand you sales knowledge and skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE: Second Edition – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call with me here: https://calendly.com/salescadence/15min

On this episode, Founder and CEO at The Floorbox, John Davy shares his insights and experience around pivoting and explains how he turned problem into opportunity when COVID wiped out his business.

The word ‘pivot’ has been frequently used during 2020, but why do people do it; when is the right time to pivot and what do you do when you decide to do it? All of these questions get asked and answered on this episode as John shares all, with some intimate and very personal examples.
During this podcast, John talks about:

• The importance of knowing and playing to your strengths.

• Why not just building, but maintaining relationships really does matter.

• Surrounding yourself with people who want what you want for yourself.

This is a very personal episode packed full of stories and ‘hidden advice’ from a true entrepreneur – if COVID has derailed your business and you’re searching for inspiration from what others have gone through, this podcast is for you!

To contact John:

LinkedIn: https://www.linkedin.com/in/johnrdavy/
Website: https://rapidlamptesting.com/ and https://thefloorbox.com/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website www.salescadence.co.uk, take the Competence Audit and benchmark your results against best in class sales behaviour.

My new book ‘CONVERTED – How to Help More People Buy What You Sell’ is available in paperback and Kindle. This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales – own your copy here:

US: https://www.amazon.com/Converted-help-more-people-what/dp/1781334714

UK: https://www.amazon.co.uk/Converted-help-more-people-what-ebook/dp/B08F2YSCBZ

Want to talk? You can book a complimentary and confidential 15minute call with me here:

https://calendly.com/salescadence/15min

On this episode, Social Media Specialist and friend of the show, Chris Reeve, shares his insights and advice for sales professionals around all things social selling and digital influence.

With COVID fast-tracking the growth of the online conversation, building an online presence is no longer a ‘nice to have’, but a fundamental and essential requirement for anyone who wants to generate sales.

Chris will show you how.

During this podcast, Chris shares his thoughts and experiences around:

• The Five Key Crimes seen every day on social media platforms, especially LinkedIn.

• The Four Quadrants of Social Media Success.

• The daily habits behind every successful social media strategy.

This is an episode packed full of valuable tips and actionable strategies from a true expert – if COVID has exposed a weakness in your online strategy and you’re thinking about upping your social selling game, this podcast is definitely for you!

To contact Chris:

LinkedIn: https://www.linkedin.com/in/reevechris
Website: https://www.reevesocialmedia.co.uk/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website www.salescadence.co.uk, take the Competence Audit and benchmark your results against best in class sales behaviour.

My new book ‘CONVERTED – How to Help More People Buy What You Sell’ is available in paperback and Kindle. This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales – own your copy here:

US: https://www.amazon.com/Converted-help-more-people-what/dp/1781334714

UK: https://www.amazon.co.uk/Converted-help-more-people-what-ebook/dp/B08F2YSCBZ

Want to talk? You can book a complimentary and confidential 15minute call with me here - https://calendly.com/salescadence/15min

Shout out to our show sponsors, Marketing Republic. If you’re looking for more qualified and closable sales leads and don’t want to waste money on flat monthly fees to find them, then talk to these guys: https://www.marketing-for-business.com/

On this episode, Chris Murray, Author, Speaker and Managing Director of Varda Kreuz Sales Training, joins the podcast. Named in LinkedIn’s top 40 Global Sales Experts to follow, a much sought-after keynote speaker and a perfect guest for the show.

Chris shares his thoughts, ideas and advice on how to avoid being any other than extremely successful at selling.

It’s a subject matter that Chris is passionate about having spent all of his career in the sales industry, but like so many, failed to truly understand what selling really is until he reached his thirties – namely that to be really good at selling, you need to be even better at helping the customer.

- We talk about learning his trade, selling in the high-profile drinks industry.

- We look at Chris’s passion for writing and discuss his bestselling books.

- He shares his acronym EASE and explains what it’s fundamental to his work training others.

As you’d expect this is an episode packed full of humour, engaging stories and insights and valuable advice from a true sales professional – from a personal perspective, this is one of my favourite guest interviews and one every sales professional should enjoy.

To contact Chris:

LinkedIn: https://www.linkedin.com/in/vardakreuz/?originalSubdomain=uk

Website: http://1stsalestraining.co.uk/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website www.salescadence.co.uk, take the Competence Audit and benchmark your results against best in class sales behaviour.

My new book ‘CONVERTED – How to Help More People Buy What You Sell’ is available in paperback and Kindle. This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales – own your copy here:

https://www.amazon.co.uk/Books-Matt-Sykes/s?rh=n%3A266239%2Cp_27%3AMatt+Sykes

On this episode, Simon Bowkett, Sales Trainer, Author and Speaker, provides an often-unseen insight into the world of the motor trade and shares his take on the shift towards online car sales and the impact that is having on the role of the sales person.

When Simon left his native Australia in 1995 and arrived in the UK, little did he know that he world not only stay there and establish himself as one of the most sought-after authorities in the world of car sales training.

In this episode, you’ll hear how Simon transitioned from selling cars to teaching people how to sell cars by throwing a sales trainer out of his dealership and it’s a lesson to anyone who subscribes to the “those that can’t sell, teach” mantra.

• We talk about the two-way negotiation that happens in every car sale

• We explore what life will be like for car salespeople who don’t embrace the online world

• We look at the mistakes that sales people all make and how to avoid them

This is an episode packed full of ‘no holds barred’ engaging wisdom, with stories and valuable advice from a true sales professional turned sales trainer – if you think it’s easy to sell a car in today’s world where the buyer holds all the aces, think again!

To contact Simon:

LinkedIn: https://www.linkedin.com/in/simon-bowkett-39a23a20/?originalSubdomain=uk

Website: https://symcotraining.co.uk/

If you found this episode helpful and want to learn more about how I help organisations convert more leads into sales, head over to my website www.salescadence.co.uk, take the Competence Audit and benchmark your results against best in class sales behaviour.

Want to talk? You can book a complimentary and confidential 15minute call with me here - https://calendly.com/salescadence/15min

If you want to spend less time looking for leads and more time converting them, check out the guys at Marketing Replublic - https://www.marketing-for-business.com/