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Not Another Sales Podcast
34 minutes | May 13, 2021
#32 Creative & Personable Prospecting ft. Tom Boston
It's noisier, busier and more crowded than ever in the world of sales, with it being a real battle to get in front of the right people and be heard. Prospecting is the life blood to any business looking to not only grow, but sustain success. So how do you stand out from the crowd, be effective at breaking through the noise and not lose your personality along the way? To discuss this, I'm joined this week by Tom Boston, SDR @ SalesLoft. Tom will be sharing his approach to prospecting, what led to him creating memorable content on LinkedIn and what he thinks fellow sales reps should try, avoid and continue doing.
42 minutes | Apr 29, 2021
#31 Evolving Sales Enablement & Training ft. Meghann Misiak
On this week's episode I'm joined by Meghann Misiak, Sales Strategist and Trainer, Founder of The Path to Presidents Club. Meghann and I will be talking about how sales training has had to evolve and will need to continue to evolve to ensure it resonates and removes the friction of adoption. We also talk about what learners can do to ensure the learning starts to stick more.
35 minutes | Apr 8, 2021
#30 Panic Attacks, Failure & Intentions ft. Justin Welsh
Justin Welsh is someone you've no doubt seen on your LinkedIn feed over the last year or two. He's upfront, honest and shares some great insights into his journey. But what was the starting point for this intentional life Justin now lives by? In this episode Justin Welsh talks about how it all started, with a panic attack and what he took away and learnt from it. Justin is a Limited partner at GTM Fund and Founder of JW Strategic Advisory. He's helped build two $50M+ ARR companies, teams of 150+ people, and raise over $300M in venture capital.
50 minutes | Mar 25, 2021
#29 The Mindful Game in Sales ft. Jeff Bajorek
Your success in sales can be won or lost even before you start speaking to a prospect. Having a lack of self-awareness and emotional intelligence can be costly to not only your performance, but also your mental wellbeing. Managing and understanding your mindset and the games that go on, can ensure you stay focused on the controllables. So how do you become more mindful of your sales approach and what are some things to start trying? To discuss this, I'm joined on this episode by Jeff Bajorek; a Consultant at Parabola Consulting, Author, Podcast Host of The Why and The Buy Podcast and Contributing Author for Sales Hacker.
35 minutes | Mar 11, 2021
#28 Building a Brand, Empowering Others & Questioning Data ft. Kaitlen Kelly & Coral Armstrong
Data can be your best friend in sales; it shows you where the marginal gains can be made, what's working and what isn't. But it's important to not just absorb data, but to question it as well. Understand the why behind it. This is where you can truly utilise the potential it can bring to your role and organisation. To discuss this, I'm joined by Kaitlen Kelly (Manager of Sales Development) and Coral Armstrong (Corporate SDR) from Outreach. Along with this, we'll be discussing the importance of a brand, how managers can empower themselves and those around them, plus toxic positivity.
37 minutes | Mar 11, 2021
#27 Redefining Sales Enablement Pt2 ft. Ross McLean
Back again on the topic of Sales Enablement; why it needs to evolve to suit a new environment and the role it plays in truly enabling sales people and managers as well. In this episode we're talking about 1 thing to introduce, keep and throw away this year when it comes to Sales Enablement. Joining me for this chat is Ross McLean, Director Sales Training and Enablement at Snyk.
33 minutes | Mar 11, 2021
#26 Don't Get Lost in the Sales Process ft. Andy Paul
Technology has evolved all aspects of our lives, including our sales process and approach. The danger is we can sometimes become too reliant on the technology around us and the process we use, and less focussed on what individuals salespeople can do to influence or impact the opportunities. I say opportunities, but another thing to think about is how do we make it more about the buyer process and experience, than just our process? To discuss this and much more I'm joined by Andy Paul. Andy is the Host of the Sales Enablement Podcast by Andy Paul, Founder of The Sales House, Author and Speaker. Along with this, Andy will also be sharing what inspired him to start a podcast.
37 minutes | Mar 4, 2021
#25 Elevating Sales Enablement ft. Giulio Magni & Marcus Davidson
A lot has changed in the world of sales in the last year and with that sales enablement has had to adapt to support the changes in sales approach and strategy. A challenge with sales enablement is they find themselves constantly being the fixers, asked to roll out projects. But to truly scale, effective sales enablement teams need to know how to empower and equip the teams around them, to avoid an over reliance. To discuss how to do this with 1 thing they'd encourage sales enablement and sales people to try, avoid and keep doing, I'm joined by Giulio Magni & Marcus Davidson, both from Mimecast. Giulio is the Sales Enablement Director and Marcus is the Enablement Manager. We also discuss the importance of practice and how being mindful of your self-talk can create a healthier growth mindset.
34 minutes | Nov 25, 2020
#23 Attention - How to Capture & Retain It ft. Dan Knowlton
What a year it's been, so much change and the requirement for us to adapt to how we sell and engage. Attention, now more than ever, is harder to grab and gain from prospects. So what can you do to stand out amongst all the noise and cut through to engage with the right people. To discuss this, I'm joined by Dan Knowlton this week, co-founder of Knowlton Marketing, LinkedIn advertainment hero and all-round good guy. Dan will be sharing his perspective on the evolution of marketing, where people should be investing their time to capture attention and how the customers buying behavior has evolved.
42 minutes | Nov 24, 2020
#24 Is there still a place for Alpha's in sales? ft. Ben Miller & Paul Fifield
One of the biggest myths that still exist in the world of sales today is this perception of success being driven by an alpha male/female approach. It's a myth that is causing a severe impact on those that allow it to happen and promote it as well. What is a more accurate version of this, in the modern-day? To discuss this, I'm joined on this episode by Ben Miller and Paul Fifield. Ben is Managing Partner of Miller Growth Advisory, Coach of ScaleWise and Interim VP Sales at Ably Has managed sales teams across 15 countries, delivering sales to customers in 60 countries. Paul is CEO & Co-Founder of Sales Impact Academy with 18 years’ experience in founding and scaling global companies. Along with this, Ben and Paul will be sharing their belief on how you can use data to drive your hiring process and repeatable revenue.
42 minutes | Aug 3, 2020
#22 Empowering Women In Sales ft. Catie Ivey Coutinho & Laura "LG" Guerra
As a sales community, leaders, organisations and everyone in them; what can be done to empower more women to not only step into the world of sales, but to enable them to progress, to grow and develop into leaders? What are some of the challenges that they must face? To discuss this very topic, I'm joined this week by Catie Ivey Coutinho and Laura "LG" Guerra. Catie is RVP of Sales at Demandbase & Speaker. Laura is Senior Director of Sales at ringDNA and a Chapter Head of The Revenue Collective. Catie & Laura will be discussing how the world of sales can empower more women, the dreaded imposter syndrome and advice to those women in sales on how to start focusing and progressing towards sales leadership. This episode really is for everyone in sales, to raise awareness on how as a collective, we can do better at empowering women in sales.
52 minutes | Jul 20, 2020
#21 How Do You Find Or Become The Next Superstar Seller? ft. Emmy Johnson & Morgan J Ingram
The key to any successful business often lies in it's sales teams capability. There is no one size fits all when it comes to defining a specific type of person or personality that always succeeds, but there are ways and signs to spot your next potential superstar seller and hire amazing talent. Alongside this, with sales being a busy and competitive place, how do you elevate yourself when in a sales role, to really push yourself to superstar status? To explore this topic, I'm joined this week by Emmy Jonhson and Morgan J Ingram. Emmy is a Speaker & Senior Director of Global Sales Development @ ZeroFOX. Morgan is Host of #TheSDRChronicles, 2x LinkedIn Top Sales Voice and Director of Sales Execution & Evolution @ JBarrows Sales Training. Alongside this, we'll be talking about the importance of being curious, the pattern interrupt concept and also for new sales leaders, how do you build your reputation and credibility with your team, that may consist of sellers you were once peers with. If you're looking to build a successful sales team, become a superstar seller or a new sales leader, looking to build the foundations for future success, then this episode is for you!
50 minutes | Jul 13, 2020
#20 How do I Generate More Opportunities Through LinkedIn? ft. Judi Fox & Richard Moore
The world of selling is constantly evolving; with the rise of social media and recent events, platforms like LinkedIn are even more important and crucial to cut through your noisy and competitive marketplace. But why do a large amount of people feel like they can never generate opportunities through the platform? What is going wrong? What do we need to more off or less of? To answer these questions, this week's episode features two LinkedIn pros; Judi Fox & Richard Moore. Judi is a LinkedIn Video & Content Strategist and Speaker. Richard is a Sales Consultant, Trainer and Founder of Entrepreneurs Business Live. Along with this, they'll also be sharing their views on what key habits or skills are needed to be successful on the platform and also if they were to start all over again, what first few things would they focus on. So if you're looking to up your LinkedIn game, or cement your knowledge, on how to generate business through the platform, then this episode is for you.
56 minutes | Jul 6, 2020
#19 What Makes Prospects Say "Yes"? ft. Matt Johnson PhD & Prince Ghuman
Did you know that 90% of decision making is subconscious? That's crazy, right. But what factors go into making that subconscious decision? It's the million pound question that all sales teams are looking for; what is the formula or ingredients that go into a prospect saying "yes" to a proposition? Well, within the world of neuroscience & selling, you'll find strong evidence and answers to this. This isn't about manipulating prospects, it's looking to understand your prospects more effectively. To explore this, I'm joined by Matt Jonhson PhD & Prince Ghuman, Co-Authors of Blindsight. Matt is a professor, researcher, and writer specializing in the application of neuroscience and psychology to the business world. Matt received his PhD in Cognitive Psychology/Neuroscience from Princeton University in 2013. A contributor to major news outlets including Forbes, Entrepreneur, Business Insider, and VICE and writer for Psychology Today, he regularly provides expert opinion and thought leadership on a range of topics related to the human side of business. Prince is is a neuro-marketer whose focus is on the ethical applications of neuromarketing in the consumer world. Most recently, he held dual roles as the Director of Consumer Marketing, North America and the Director of B2B Marketing, Global for OFX, a publicly-traded FinTech company handling over $100B in international payments. He was named as one of the Movers and Shakers by the San Francisco Chronicle. At present, he is a Professor at Hult International Business School in San Francisco. A contributor to news outlets including Forbes, The Washington Post, INC. and Entrepreneur, he is currently a speaker covering how to apply neuromarketing within an ethical framework. So if you want to better understand and relate to the factors that makes your prospects say "yes", then tune in for this! If you want more insight into Matt & Prince, along with a link to get their unmissable book, Blindsight, then here are the links below: Book link: getbook.at/blindsight Blog link: https://www.popneuro.com/neuromarketing-blog Bio: https://www.popneuro.com/blog-authors
53 minutes | Jun 29, 2020
#18 What Stops Great Sellers Becoming Effective Leaders? ft. Henrique Moniz de Aragão & Laura Moniz de Aragão
How often have you heard "great sales people make terrible leaders"? Probably more than once in your sales career. Why is this the case sometimes that effective sales people struggle to transition into a leadership role? What traits and habits that are part of their success, are the very reason they struggle when leading? To answer these questions, I'm joined this week by Henrique Moniz de Aragão & Laura Moniz de Aragão, #SaaSMarriage. Henrique is VP & General Manager of EMEA @ G2. Laura is Commercial Growth Director @ Nudge and was recognised in 2019 as EMEA Top 20 SaaS Sales Leader. Along with this topic, Laura & Henrique will be sharing their take on things you should be looking for in sales people that you won't find on a job spec and what traits they believe will make people, in the world of sales, successful in the long run. So if you're either looking to move into sales leadership from a selling role, or want to find out how you can help your top salespeople become effective leaders, then this episode is for you!
43 minutes | Jun 21, 2020
#17 What Makes A Phenomenal Salesperson? ft. Aaron Ross & Tom Castley
Often in a sales role, we look at one of our main goals as closing business to hit our targets. This isn't what phenomenal salespeople focus on though. By focusing on outcomes, we can often forget the process and purpose of our role and who we are there to serve. Along with this, what else sets phenomenal salespeople apart? Tune in for this week's episode to find out more. I'm joined this week by 2 thought leaders; Tom Castley & Aaron Ross. Tom is one of the leading sales leaders in the UK and VP of Sales at Outreach. Aaron is Co-CEO of PredictableRevenue.com, Keynote Speaker and Author of "Predictable Revenue" & "From Impossible To Inevitable". Along with this, Aaron & Tom will be sharing their thoughts on what we can learn from the current climate and the change it has forced, alongside how leaders can adapt to this. If you want to understand more about how you can work on your sales craft or develop your sales team, then this episode is for you!
50 minutes | Jun 15, 2020
#16 Creating a Sales Culture for Growth & Development ft. Alfie Marsh & Ollie Sharpe
Being a leader or manager in the world of sales, involves balancing and spinning a number of different plates; but where does sales coaching fit into that? Is the role of an effective sales leader to coach their team and if so, how do they do it effectively, without blurring lines from managing to developing their team? To discuss this, I'm joined this week by Ollie Sharpe & Alfie Marsh. Ollie is the VP of Revenue EMEA at SalesLoft and Alfie is Head of US Sales at Spendesk. Alongside this topic of coaching, we'll also be talking about how sales arms can create a culture of promoting from within when growing their business, alongside the mindset traits required for success as we evolve how we sell. If you want to get some great insights into developing your team or how you can develop to earn that promotion, along with how to balance management and coaching, then tune in!
44 minutes | Jun 8, 2020
#15 How Do You Gain Buy In & Consistency With Your Sales Process? ft. Kevin Dorsey & Ashley Kelly Mealy
If it ain't broke, don't fix it; we've all heard this saying, but when it comes to the world of sales and our process, how relevant is this? Do we risk being left behind by sticking to what we know or by looking to change up what we do, can we lose our way? Alongside this, why is it that sometimes we struggle to get everyone aligned to the process and believing in it; as opposed to doing it their way? To discuss this topic I'm joined this week by Kevin "KD" Dorsey & Ashley Kelly Mealy. Kevin is recognised as InsideSales Top 10 Sales Leader, Sales Development Exec of the Year, a Top 100 Sales Coach and VP of Inside Sales & PatientPop. Ashley is Senior Director of Sales Development and Co-Founder of SDReady; a free Slack community focused on helping individuals start a tech career. KD, Ashley and I will be discussing this topic, along with top traits they feel are required for sellers to be successful, including why we shouldn't confuse resiliency with grit. Plus, how you can personally deal with rejection when it pops up in sales, along with how you can create a culture to support those around you when it happens.
39 minutes | Jun 2, 2020
#14 Part 2: Creating Content & Confidence ft. Jack Gaisford & Shay Rowbottom
Part 2 of content & Confidence Creation ft. Jack Gaisford & Shay Rowbottom (be sure to check out Part 1 first) To discuss this episode, I'm joined by Jack Gaisford & Shay Rowbottom for an insightful and very enjoyable 2 part conversation. Jack is a content creator on LinkedIn and Owner of V21. Shay is an LinkedIn Influencer & Digital Marketing Entrepreneur. We're going to be discussing all things content and confidence; does free content give away all your secrets? How did Jack & Shay find their voice and style? Where do they see content creation in business moving to in the future? Be sure to check this out if you're creating content or looking to, big or small.
35 minutes | Jun 1, 2020
#14 Part 1: Creating Content & Confidence ft. Jack Gaisford & Shay Rowbottom
Content creation isn't just for the big brands now; with the evolution of tech we all have the opportunity to be heard; whether that's for our own business or within our career, to help us stand out. Creating content comes with it's challenges, particularly mentally on how you'll be perceived, finding a comfortable and authentic way to do it and of course how it resonates with your end user. Content creation can also lead to our own self development; so how do we tackle all of the above to do it the right way; our way? To discuss this, I'm joined by Jack Gaisford & Shay Rowbottom for an insightful and very enjoyable 2 part conversation. Jack is a content creator on LinkedIn and Owner of V21. Shay is an LinkedIn Influencer & Digital Marketing Entrepreneur. We're going to be discussing all things content and confidence; does free content give away all your secrets? How did Jack & Shay find their voice and style? Where do they see content creation in business moving to in the future? Be sure to check this out if you're creating content or looking to, big or small.
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