Лучшие подкасты про Sales Skills (2024)

1
Facing Objections in the Sales Process 38:43

8d ago38:43

38:43

Message the show! In this episode, Steve, Pru and Jonathan discuss customer objections in the sales process. They define customer objections as concerns or disagreements raised by customers that can halt the sales process. They explore the reasons why customers raise objections, including misunderstandings, competitor influence, biased opinions, an…

1
🎹 🎤 Classic Episode. Jay Jenson, Selling authentically. 36:12

19d ago36:12

36:12

Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book. Even though his profile says that he has. Jay is his own man in his own way and there's a great lesson in here for everyone. I hope you get a big belly laugh from listening to Jay. You will quickly hear why Jay is able to disregard all the rules on LinkedIn and st…

1
Jo Keeler: Building effective teamwork using Belbin team roles 34:04

23d ago34:04

34:04

Message the show! In this episode, Steve Vaughan interviews Joe Keeler, the Managing Director of Belbin Ltd. They discuss the concept of Belbin team roles and how they can help teams work better together. The Belbin team roles theory originated from research conducted at Henley Business School in the 1960s and has since been applied in various indu…

1
🎙️ 📧 Email Tear down and Rebuild. Common sales email mistakes. 12:47

1M ago12:47

12:47

Most sales emails make the same 5 mistakes. This is a more visual episode than usual. Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24 In this short 'tear down' I take a good email and make it rock. Common mistakes are. 📈 All about you 📈 Too long 📈 False compliments 📈 External links 📈 A CTA that asks for too much What do you think? Is…

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Effective Negotiations Part 2 33:06

1M ago33:06

33:06

Message the show! In this second of a two part series on effective negotiations, Steve, Pru and Jonathan discuss the practical aspects of negotiating with a professional purchaser. They talk about how to achieve a win:win, how to effectively trade, seeking agreement, why you can enjoy a negotiation, why you shoudn't offer percentage discounts, and …

1
🎙️ 🎓A Harvard Professor's research on how to get to 'yes' faster. 7:18

1M ago7:18

7:18

In this short episode, you’ll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance. For example, from a prospect, client, or even a colleague. How did she prove that? What…

1
Manel Berga - Successful social selling using LinkedIn 38:47

2M ago38:47

38:47

Message the show! In this episode, Steve's guest is Manel Berga. Manel is responsible for lead generation and lead management for Novonesis, with a particular focus on using LinkedIn to find, nurture and actively manage prospects using LinkedIn. Steve and Manel discuss how sales people can proactively identify and reach out to potential customers s…

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🎙️ 🚩 How to avoid "No Decision" - The Shortest Course on Sales. 7:19

2M ago7:19

7:19

Here's the shortest course on sales. I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago. Whenever you’re crafting a pitch or a conversation, you should use this framework 1: Why should they do anything at all? 2: Why should they do it now? 3: Why should they do it with you? Most sellers do it…

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Effective Negotiations Part 1 34:26

2M ago34:26

34:26

Message the show! In this first of a two part series, Steve, Pru and Jonathan look at what are the key steps in planning and preparation for an effective negotiation. They discuss, amongst other topics: What is a Win/Win Knowing your position before starting the negotiation Who should be on the team Should you take your boss Why you should look for…

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Jiteen Ahmed- Purchasing and supplier engagement at a leading UK university 36:12

3M ago36:12

36:12

Message the show! In this Luxury of Choice interview episode, Steve meets Jiteen Ahmed. Jiteen is Head of Technical Services in the colleague of Health and Life Sciences at Aston University, UK. He is also chair of the Southern Universities Purchasing Consortium. In a wide ranging discussion, Jiteen and Steve discuss : Why suppliers to UK universit…

1
🎙️ 🧠 The real reason why your deals are stalling. 7:03

3M ago7:03

7:03

Would your prospect be surprised that they were listed as an Opportunity in your CRM? Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion. Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact…

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Decision Makers - how to get to see them and what they will want to talk about 29:34

3M ago29:34

29:34

Message the show! In technical sales, at some stage in the sales process we have to engage with ultimate decision makers. Often senior people in the account, they are unlikely to want to have technical conversations; instead they will want to know about return on investment Investment, any pereceived risk, and how any purchase would fit into the or…

1
🎙️ 🤷‍♀️ Simplifying Sales: Bob Marsh 29:26

3M ago29:26

29:26

People are twice as likely to say yes to your request than you think. According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022. He is a keynote speaker and Chief Revenue Officer. He has spoken all over the USA, including at events as prestigious as Dreamforce. In this episode, Bob talks to us about simplifying…

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Why Cold Calling isn't Dead - Anthony Stears, The Telephone Assassin 39:00

4M ago39:00

39:00

Message the show! In this Luxury of Choice Interview show, Steve talks to Anthony Stears, The Telephone Assassin. Anthony is a leading expert on Telephone Engagement, specialising in helping businesses to improve customer service and sales results via the telephone. They discuss: How to get more appointments using the phone What are the " 3P's" of …

1
✋ 🎙️ Reduce your meeting no shows with this simple, proven process. 8:59

4M ago8:59

8:59

Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting? That really sucks. Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show ra…

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🎙️ Guest Podcast: Sales Fundamentals. Jacob Kearnes (Investor Intelligence) 45:41

4M ago45:41

45:41

I thought a good way to start the year would be with a guest episode from an interview I did very late last year. The show was called “The Investor Intelligence Podcast” and hosted by a young man called Jacob Keanes, a nice guy a great podcast. The reason I thought I’d start here is this chat covers a lot of the fundamentals of being good at sellin…

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Professional Product Demonstrations - The Do's and Don'ts 48:44

4M ago48:44

48:44

Message the show! Product demonstrations are a key part of any sales process in technical equipment sales. In this episode Steve, Pru and Jonathan discuss the do's and don't of a great demonstration; including how to prepare, the key questions to ask, the importance of timing and what is a "puppy dog close"! The team also discuss some questions fro…

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🚀 🎙️ Best Of The Best: Holding Prospect Accountable: Kristie Jones. 38:36

4M ago38:36

38:36

Kristie Jones is a high-energy, high-IQ, and low-BS sales professional. There is some great tactical stuff in this episode, delivered in very clear language. In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible. I knew I was going to enjoy this conversati…

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Debbie Airey- Experienced Sales Leader at Halma plc- A Luxury of Choice Interview 29:35

4M ago29:35

29:35

Message the show! For this interview episode Steve talks with Debbie Airey. Debbie is an experienced and successful Sales Leader within Halma plc, a global group of life saving businesses, and one of the UK's most admired companies. After 4 successful years with the Halma business Crowcon, where she has doubled sales, she is starting a new role at …

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🎙️ 📅 Best of the Best: Your Own Sales Kick Off - Dean Mannix 34:09

5M ago34:09

34:09

We are revisiting Dean Mannix’s very popular episode on how to run your own sales kick-off. Not only is it a great episode - it’s about that time of year for you to start thinking about your sales kick-off and this is as good an outline as you’ll get. There are also a bunch of valuable downloads on his website. https://deanmannix.com/ Catch all ver…

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10 great New Year's resolutions for salespeople in technical sales 30:57

5M ago30:57

30:57

Message the show! Steve, Jonathan and Pru are back for the first show of 2024, and their topic is 10 great New Year's resolutions for salespeople in technical sales. They discuss: Why the start of the year is a great time to work on your personal development Why looking back on what you did- or didn't- do last year is a great place to start your pl…

1
🎙️ 😎Best of the Best: Kay Miller - Kick Sales Fears Butt 34:58

5M ago34:58

34:58

If there’s one thing that’s universal for sellers it’s sales fear. Fear of rejection, Fear of cold calling, Fear of failure, Kay’s episode on how to handle sales fear makes it into the best of the best simply because it’s so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling. I hope you enj…

1
🎙️ 📞 Best of the Best: Why you need to make at least 4 dial attempts for each prospect. 6:29

5M ago6:29

6:29

This super short episode is based on the first-hand research we’ve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum. The best thing about this is it's based on Australian research. So you know it's relevant for you. Catch all versions of me here. https://linktr.ee/markmcinnes Linked…

1
🎙️ ⬆️ The Best of the Best: James Watson 170 meetings in 14 weeks 45:18

6M ago45:18

45:18

This episode we are revisiting James Watson’s episode on how he got 170 meetings in just 14 weeks. James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and that’s because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest…

1
Looking back on 2023, plus plans for 2024 4:21

6M ago4:21

4:21

Message the show! This special holiday season episode features Steve reflecting on 2023 and outlining the plans for the show in 2024. We want to hear from you! If you have any sales or business related question you would like to ask the team, or if you have a suggestion for a guest interview we would love to hear from you. Email us at podcast@georg…

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📅 🎙️ 3 Big Prospecting Predictions for 2024: David Kreiger. 29:58

6M ago29:58

29:58

3 Big predictions for sales in 2024. David Kreiger is the President of SalesRoads. A Lead Generation, Appointment Setting business in the USA. David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024. Of course, we go into a bunch of detail about those three predictions, but as the headline his three …

1
The Culture Challenge and the impact of toxic culture in business 33:42

6M ago33:42

33:42

Message the show! For this month's interview show Steve talks with three HR and business professionals about the impact of culture on sales and business. Becky Crisp, Katy Davies and Jo Boyd discuss with Steve: How company culture is not just about having some words on a piece of paper! Why culture doesn't (just) come from the boardroom but from th…

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🎙️ 🖼️ "The Outbound Renaissance" Gabriel Lullo from Alleyoop 30:16

6M ago30:16

30:16

Gabriel Lullo is the CEO of a company called Alleyoop. They’re a prospecting agency or AKA an outsourced SDR agency, so he knows outbound back to front. Gabriel has run a sales team of more than 1500 and trained over 8,000 reps. Gabe’s a great guy to talk to, and he is completely transparent in sharing what is working for his team now and what he t…

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How to make a great sales visit to a customer 33:40

6M ago33:40

33:40

Message the show! Steve Vaughan is joined by three new members of the george james training team for a discussion on what makes a great sales call, and some key do's and don't for a professional visit to a customer. Steve, Jayne, Christian and Pascal discuss, amongst other topics : Why there is no excuse for not being fully prepared! The importance…

1
👍 🎙️ UPDATED: How to check your network strength on LinkedIn 8:06

7M ago8:06

8:06

When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio. I have now fixed that error. Apologies for the delay in getting this to you. Posting on LinkedIn with only a low level of interaction? Maybe your LinkedIn network is not very strong. How could you tell? Grab the visual on YouTube: Check your L…

1
🎙️ 🎥 Elevate your conversation to engage your buyer (Panel Series) 58:28

7M ago58:28

58:28

This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_Eo Despite their best efforts, most salespeople are being ignored and ghosted by their prospects. The reason? They're just not gaining the attention of those buyers. Automation and templates have made most emails and most phone conversations land flat. So you have two options to ga…

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Mental Fitness in business - Luke Evans of Heddway 40:25

7M ago40:25

40:25

Message the show! On our latest interview show, Steve talks to Luke Evans from Heddway. Luke specializes in provided training for mental fitness and a positive mental approach. Luke tells Steve: How his personal journey from growing up in the Welsh Valley's to working as a trainer for a leading pharmaceutical company has led to him starting his own…

1
🎙️ 🥼 A social selling prescription: Dr Yekemi Otaru 38:16

7M ago38:16

38:16

Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru. In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year. We talk about. What’s changed in social selling…

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👑 🎙️ The Prince of Prospecting - Derek Stewart 45:56

7M ago45:56

45:56

Derek is an Australian BDM who talks a hundred miles an hour and I think he does that that’s because he is a busy guy. Derek shares some great insights about how he keeps new business meetings coming his way and he is a great example of someone who is making sales fun. Dereks prospecting takes all types of formats He runs a podcast He hosts breakfa…

1
Kick Off Meetings - the Do's and Don't for a successful event 33:38

7M ago33:38

33:38

Message the show! In this weeks show Steve, Pru and Jonathan discuss kick off meetings. Many businesses with a calendar financial year will right now be planning their start the year meeting for 2024, so this episode will be really helpful for anyone working on their event. The team discuss: Why less is more when it comes to the agenda; Why having …

1
LinkedIn and marketing - interview with Martina Neville, Detta Consults 33:26

8M ago33:26

33:26

Message the show! In this 2nd of our interview shows, Steve talks to Martina Neville, PhD of Detta Consults. Martina is a specialist and subject matter expert in the field of life science marketing. This is a thought proving show that will for sure get you thinking! Martina tells Steve: Why companies move too quickly into tactical marketing communi…

1
🎙️ 🏠 Sydney Real Estate Agents school B2B reps on how to sell. 11:27

8M ago11:27

11:27

We will need to change several things about our approach to outbound in 2024 and beyond. One of the things I think we will see is a shift away from some SDR roles, and those morph into MDR-type roles. That is more marketing-focused roles (Market Development Rep) and less about getting the meeting at all costs, which is the current SDR (Sales Develo…

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✅ 🎙️ 170 Meetings in 14 weeks via LinkedIn - James Watson 44:12

8M ago44:12

44:12

A year's worth of meetings booked in just 14 weeks. James Watson is one of the few who have been on the podcast more than twice. This is because he is unusually good and highly underrated. James is too busy booking meetings for his clients. He has no time for lots of meaningless content posting and brand building. He doesn't get the accolades he tr…

1
Qualification of Sales Opportunities - the why and the how! 37:20

8M ago37:20

37:20

Message the show! In this latest episode, Jonathan, Pru and Steve, the training team of george james ltd discuss qualification of sales opportunities. Qualification is a key part of any well managed sales processes. The team discuss: Why you don't have to run with every sales opportunity Why commercial qualification is just as important as technica…

1
🧰 🎙️ From a Builder to Killer BDR in 6 months. Kai Phillipson 20:20

8M ago20:20

20:20

Kai has a terrific story about being forced to adopt sales as a career. A tradie who was forced to look for something 'less manual' to do due to a workplace injury. Kai is now a highly successful BDR working for us at Sales Development Australia, and it's been a delight to watch him grow, develop and learn. Kai shares his story. What led him to bec…

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Channel Partner Recruitment and Management - Interview with Sharon Eaton, BioChannel Partners 34:55

9M ago34:55

34:55

Message the show! The Luxury of Choice Podcast now becomes a two episodes per month show, with our first guest, Sharon Eaton of BioChannel Partners. Sharon has over 30 years of expertise in working with, managing and finding channel partners in the laboratory equipment and life science markets. BioChannel Partners have been in business for over 20 …

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🎙️ 🇺🇸 Sales hypnosis, Subtle words that sell - Paul Ross 26:20

9M ago26:20

26:20

How to get your prospects to convince themselves to buy. Paul Ross is a sales trainer, speaker and hypnotist. Paul is very different to most of my previous guests. In fact, I was not really sure whether to release this episode or not because he has some approaches that I’m not 100% comfortable with. But then I thought - I’ll let you, the listener, …

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☎️ 🎙️ Triple your pick ups, Double the call backs - the NEW 120play 2:00

9M ago2:00

2:00

Disclaimer: This is a brand new technique that we've just started to use, We are getting triple the number of pick-ups and double the number of our usual callbacks. Complicated cadences & sequences are par for the course in B2B sales. We've found a really obvious but rarely used phone play is tripling our pick-ups and doubling our callbacks. If you…

1
What is a Sales Process? And why do I need one? 30:00

10M ago30:00

30:00

Message the show! For this second podcast from the training team at george james ltd, Steve, Pru and Jonathan discuss the Sales Process. They talk about : Why do businesses and sales teams need a process Why selling isn't just all about charisma and being a good talker! Why the best sales processes are simple and easy to understand How having a sal…

1
📊 🎙️ You need to make 4 dials to connect: (ANZ call data revealed) 5:23

10M ago5:23

5:23

How many dials should you make before giving up is a regular question from frontline sellers to sales leaders to sales enablement. Usually, we are left to ponder data from the USA and the UK or we just guess. Sales Dev Australia, our outbound agency, just floated a bunch of call data that shows some similarities. Is it enough to say categorically t…

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🎙️ Leverage your network to drive more sales with Salesforce employee # 36 Drew Sechrist. 30:38

10M ago30:38

30:38

Drew Sechrist was employee number 36 at Salesforce, now he is the founder & CEO of a tech company called Connect The Dots. If you’re in sales you’re going to love this conversation This show is all about HOW and why you can leverage your (and your colleagues) network to drive more introductions and more sales. Drew talks about how he cold-emailed M…

1
What is a Luxury of Choice? 30:45

10M ago30:45

30:45

Message the show! The Luxury of Choice is a new podcast brought to you by the sales training team of george james ltd, and is a great listen for anyone in technical B2B sales. In this first episode Steve, Jonathan and Pru discuss: What is a "Luxury of Choice" ? Why sales people should always keep prospecting What stops sales people prospecting Why …

1
🎙️ 🧍‍♂️ Hold your Prospects Accountable with Kristie Jones. 37:29

11M ago37:29

37:29

Kristie Jones is a high energy, high IQ and low BS sales professional. There is some great tactical stuff in this episode, delivered in very clear language. In fact this episode is so good I actually shared the pre-release recording with two of my clients so they could get access to Kristie's ideas as soon as possible. I knew I was going to enjoy t…

1
🎙️ ☎️ The corporate CEO who makes 30 dials a day. Raul Kumar 28:05

11M ago28:05

28:05

Raul Kumar is a corporate CEO who makes upwards of 30 cold calls every single day. Not because he has to, but because he wants to. I really admire Raul, not just for the fact that he makes those calls, he speaks very well and has a deep understanding of B2B Sales, he is able to combine the two to deliver his message in a very clear and compelling w…

1
🎙️ 🧠 Get 52/ 100 CFO's to pick up your call. Data unveiled. 9:19

11M ago9:19

9:19

How we got 52 out of 100 CFOs to pick up a cold call? So, who exactly does pick up and in what qtys? In this show, I'm sharing our latest phone pick-up data. We've made 100's calls to these 3 buying personas recently. (All mid-market) ➡️ CFOs ➡️ Senior Finance (so one down from the CFO) ➡️ Heads of Procurement Prospecting, or sourcing your own sale…

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