A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.

It all depends on the sales cycle - 6 months to 18 months or more...or even a month. It is important not to rely on your initial engagement.

Do you have a process - an effective one? What are your touch points? From sales and marketing?

How do you feel about waiting?

Think about detail, resilience, focus, commitment...

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.

A classic here - many people ridicule this notion..."communicating value" but the truth is, if you cant communicate the value fo what you are selling, your customer won't be completed to buy or put in the hard work trying to understand.

It's as much about NOT selling features and benefits but talking about the outcomes and giving them proof that there is value to be had.

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.

This one is about all those times when we think we don't need to, or don't make time to thoroughly research up on our customers or our prospects.

It's important to make the time to understand as much as possible - no shortage of information out there at the minute with search engines, media, machine learning tools etc...

A series of short-form podcasts - only a few minutes long - with some areas that I think are worthy of consideration if you are struggling in sales. All based on experience as a sales person - been guilty of a few of these myself for sure - and most of them I have seen from the position of a sales coach and trainer.

This episode is where we find ourselves spending too much time talking about ourselves - as people - or as businesses, spending way too much time on our products and services.

It's what we get paid to do? Not really - we get paid to sell - and presenting products and services is only one every small part of all of that.

A week has passed since I made the veneration at the altar of Bruce Springsteen whilst making my first stay at the Merrion hotel.

It made me think about what good customer service looks like - how good brands not only read the room, they anticipate it.

Again and again.

Against a back drop of the music, whiskey and craic was the headline dominating domestic abuse claim levied at an inter county manager.

An example of how easy it is to misread the room.

How do you decompress from a hard shift in the office or out in the field?

"Climb a mountain or jump in a lake?"

A busy time of year for many businesses as they close off 2023 and gear up for 2024. By the end of March 2023, 5 of my customers will have activated significant campaigns to target new business across the North of Ireland - from completely different sectors.

Great to see sales and marketing teams working together for that common goal - I have always been an advocate of collaboration but sometimes I get scared by the amount of data that drives all activity - surveys, traffic analytics, predictive behaviour, and, and, and...

People. One of the 4 Ps from back in the day. Isn't that what it's all about?

When should the Human touch come into play in your business development activities?

This podcast takes a few left turns on the way to talking about the 3 fundamental reasons why you should consider sales training for your business...there might even be a fourth.

On the way I talk about the cost of creativity - thanks to ChatGPT, MidJourney, Fiverr etc...creativity can be funded from petty cash compared to 'back in the day.' Less than 20 years ago, let's say.

Then onto one of the most influential music programmes of UK culture...The TUBE...and a segue into the portrayal of Paula Yates in the media.

This episode is nothing short of a signpost to another podcaster and a specific podcast - Lex Fridman and Chris Voss on the Lex Fridman Podcast.

If you're interested in fine-tuning your negotiation skills this episode gives a brilliant insight into human behaviour, emotional intelligence and helps explain some of the common stumbling blocks that we all face.

I have listened to the episode 2 or 3 times at this stage - there's way to much for one listen.

In the world of sales, closing deals and generating revenue are often seen as the most important metrics of success. However, what is often overlooked is the role that empathy plays in achieving those goals. Empathy, the ability to understand and share the feelings of others, is a crucial skill that sales professionals need to possess in order to succeed.

Everyone might have heard of Emotional intelligence but how many of us continually practice it and how many of us recognise the importance of empathy in sales?

In this episode I discuss Daniel Goleman's 1995 best seller, Emotional Intelligence and how having a better understanding of our own emotions can help us become better sales people.