Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best.<hr><p style='color:grey; font-size:0.75em;'> Hosted on Acast. See <a style='color:grey;' target='_blank' rel='noopener noreferrer' href='https://acast.com/privacy'>acast.com/privacy</a> for more information.</p>
How I Sell This
Claim This Podcastby Christina Bruce
5.0(22 reviews)
20 episodes
Updated Weekly
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Podcast Overview
Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best.<hr><p style='color:grey; font-size:0.75em;'> Hosted on Acast. See <a style='color:grey;' target='_blank' rel='noopener noreferrer' href='https://acast.com/privacy'>acast.com/privacy</a> for more information.</p>
Language
🇺🇲
Publishing Since
7/17/2024
1 verified contact email on file for How I Sell This
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Recent Episodes
June 1, 2026
The Sales Process Mistake Costing Teams More Than They Realise
<p>In this solo episode of the How I Sell This podcast, Christina Bruce dives into one of the most overlooked drivers of sales performance: the end-to-end sales process. </p><p>While many organisations invest heavily in CRM platforms and sales training, Christina explains why so many teams still struggle with inconsistent forecasting, poor CRM adoption, low proposal conversion rates and salespeople jumping to quotes, demos or pricing far too early. </p><p>Drawing on real examples from the work Sellabilities does with organisations every week, this episode explores why sales process clarity matters, how pipeline stages should actually function, and why most CRMs become expensive record management systems instead of meaningful coaching and sales enablement tools. </p><p>If your team is struggling with pipeline visibility, inconsistent qualification, proposal-heavy selling, or CRM frustration, this episode unpacks the operational gaps sitting underneath those challenges. </p><p><strong>In This Episode</strong> </p><ul><li>Why sales training alone often fails to create long-term behaviour change </li><li>The connection between sales conversations and sales process </li><li>Common CRM mistakes organisations make </li><li>Why pipeline stages need meaning, not just labels </li><li>How salespeople accidentally “jump selling work” </li><li>How proposal win rates reveal deeper sales process problems </li><li>Why CRM adoption breaks down inside organisations </li><li>The difference between tracking activity and enabling sales performance </li><li>Why pipeline reviews are one of the most important things sales leaders can do </li></ul><p> </p><p><strong>Resources Mentioned</strong> </p><ul><li>Pipeline Power eBook by Sellabilities </li><li>Contact: <a href="mailto:support@sellabilities.com.au" rel="noopener noreferrer" target="_blank">support@sellabilities.com.au</a> </li></ul><p> </p><p><strong>About Sellabilities</strong> </p><p> </p><p>Sellabilities helps B2B sales teams improve pipeline performance, sales capability and customer conversations through practical sales training, pipeline development and sales process optimisation across Australia. </p><hr><p style='color:grey; font-size:0.75em;'> Hosted on Acast. See <a style='color:grey;' target='_blank' rel='noopener noreferrer' href='https://acast.com/privacy'>acast.com/privacy</a> for more information.</p>
March 2, 2026
Where Marketing Ends and Selling Begins & the One Thing You Should Do After Every Discovery Call w/Trish McLachlan
<hr><p style='color:grey; font-size:0.75em;'> Hosted on Acast. See <a style='color:grey;' target='_blank' rel='noopener noreferrer' href='https://acast.com/privacy'>acast.com/privacy</a> for more information.</p>
December 17, 2025
When the Referral Tap Turns Off (And You Have to Relearn How to Sell)
<p><strong>Episode Description</strong> </p><p>Today we sit down with Katie, co founder of Structured Creative, whose career has moved from elite triathlon to big firm consulting to building an evidence based product for high performing teams. </p><p>In this conversation, Katie reflects on how elite sport shaped her approach to discipline and performance, why she describes leaders as cognitive athletes, and what her research has revealed about what truly drives team effectiveness. </p><p>We explore what happened when the referral tap suddenly switched off and she gets really vulnerable as she talks about the physical stress of an empty pipeline and the reality of relearning how to sell after years of work arriving with ease. </p><p>We also discuss the shift from a big brand name to a small business, the mindset required to sell your own IP, and the uncomfortable but necessary work of outbound business development. </p><p> </p><p><strong>In this episode, Katie shares:</strong> </p><ul><li>How a triathlon on a whim turned into a decade racing professionally and shaped her approach to leadership and performance </li><li>The science behind her Body Brain Reset program and why leaders need to think of themselves as cognitive athletes </li><li>What happened when hundreds of thousands of dollars of work disappeared overnight and what the emotional and physical impact was </li><li>How uncomfortable business development felt and the reframe she used to overcome the aversion to go outbound </li><li>The mistake of sending proposals too early and why meaningful sales conversations usually take more than one meeting </li></ul><p><strong>Key Quotes:</strong> </p><p>“Leaders are cognitive athletes. Our ability to think clearly, communicate effectively and stay calm under pressure is everything.” </p><p>“Between November and February all of that work stopped. All of it. Not one thing that we had sold actually went ahead.” </p><p>“We started thinking about do we need to apply for jobs… how many months have we got left.” </p><p>“Sitting here doing nothing is not going to get us anywhere. We have got to do something.” </p><p>“You have to get comfortable with the no thank yous. Sitting still and hoping is not a strategy.” </p><p>“I can put down my thoughts on what I think would work for you… but I am actually not going to send a proposal anymore after a half hour phone call.” </p><p> </p><p>You can get involved with the podcast online: </p><p>Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/ </p><p>Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood </p><p>Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/ </p><p> </p><hr><p style='color:grey; font-size:0.75em;'> Hosted on Acast. See <a style='color:grey;' target='_blank' rel='noopener noreferrer' href='https://acast.com/privacy'>acast.com/privacy</a> for more information.</p>
20 total episodes available
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- What is How I Sell This?
- How often does this podcast release new episodes?
This podcast updates weekly.
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This podcast is available on 8 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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Yes, this podcast regularly features guests.
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