In B2B where organisations are differentiating through relationships & solution selling business development is done by people, not AI or robots. It never has and never will - it's to do with Human Connection and is why we are all here.
From building rapport at an individual level, to quality conversations with the right person, then working together to solve problems all lead to mutual benefit through sales.
Most importantly profitable sales allows governments to invest in the infrastructure that creates better societies, we all want and need that.
REVISIT: Changing Your Industry - Beyond the Invoice with Kent Powell
The timelines to industry leadership...
What role has Culture played in your journey?
Listening to yourself and your intuition NOT your competitors.
The problems with cash flow - what you can't do without versus what you can do with it.
Making your own luck, Good and Bad - Challenge creates Opportunity.
Exponential Growth - Looking for the opportunities between what your customers don't know and your suppliers can fix themselves...
Organisation Life Cycle - the limitation of Sales Budgets and the importance of Structure.
What do you enjoy about sales...
•Customer Relationships/Teams/Problem Solving/Failure?
•What advice would you give to the next generation of salespeople in your industry - What does sacrifice look like for you?
•Focus on what is important - Optimising technology to leverage old school behaviours.
•What makes a good sales person - Key attributes to look for when recruiting.
30 Aug 2021
Sell Something That Won't Come Back to Someone Who Will with Malcolm Stradwick
In 1992, I was 22, had just left university and thought I knew everything. It was the recession we had to have and jobs were hard to come by. I eventually landed a role in sales, it took me about 2 days to realise that I knew nothing. Luckily for me, my manager sent me to a sales training course where I first met Malcolm Stradwick.
By his own admission, Malcolm was to follow his family's footsteps into teaching until a chance opportunity during university holidays led to him selling second hand white goods and in turn triggering a lifelong obsession into the art and science of sales.
He was energised by his first sale and corresponding pay packet, making 5 times the average weekly wages as a 20-year-old. Malcolm shares his passion for sales and sales management. He highlights amongst his many achievements writing the first ever sales training course for Australians by an Australia.
What makes a good salesperson:
•A pleasant personality
•Ability to handle rejection
•The power of reflection
•Tenacity in holding your power
•The importance of focus
Malcolm is now 83 and it took months to get him on this podcast because he is so busy, starting to learn the clarinet at the age of 80 - extraordinary.
He is inspiring to say the least, not just as a sales trainer and mentor but also for all of us in terms of how to live a full life.
2 Aug 2021
The Client is King, from Dubbo to London with Byron Cooper-Fogarty
The 1987 stock market crash triggered Byron's interest in finance, he undertook a degree in accounting and moved into corporate insolvency in a large firm but found it wasn't for him.
A chance discussion led to a role in sales on the trading floor and he hasn't looked back.
Byron talks us through the first sale he ever made, it wasn't a big one but as he says he was off the mark and well on his way - it was never about the money.
Byron's directness, authenticity, and ability to build relationships has taken him through National Sales Management and now to a CEO role in the fintech game.
Bryon shares his likes and dislikes about sales across a couple of continents whether selling financial products to clients, ideas to stakeholders or capital raises to shareholders.
He shares his thoughts, or at least tries to on what digitalisation and the pandemic mean for the future of sales
There are some wonderful stories and amazing insights from Byron who has travelled the world with his tool kit, personality and desire to make a difference.
5 Jul 2021
Everyone is a Salesperson with Dr Paddy Pidcock
•Building rapport 25 times a day, 6-7 days a week, for more than 25 years.
•Listening for content, inflexion and body language to ensure a diagnosis that saves someone's life.
•The power of intuition and the importance of keeping your mind open.
•Trust vs Terminology - avoiding the technical traps that you may fall into by using language that is easy for people to understand.
•Reading people - insights into human behaviour/reactions.
•Nature vs Nurture - personal and professional development through making the most of what cards you are dealt in life.
•Improving commercial acumen by learning from failures and experiences.
•Knowing your subject, building rapport and value for money - the similarities and differences of being a doctor and a salesperson.
•Being comfortable within yourself, the secret of career satisfaction.
7 Jun 2021
The Wondering Minstrel with Julian Doyle
This one is a little different but provides insights into the machinations of the construction industry from someone who has seen it all.
Julian Doyle was one of the founding directors of Icon Construction,. In this episode he shares his journey from being on the tools in Martin Place to the Towers of Dubai and everything in between.
Julian's skills as a builder enabled him to deliver projects across three continents but his ability as a leader ensured the development of his team and some rock-solid relationships that he came to rely on as he navigated his company through the Opal Tower challenges of 2018.
Julian is extremely humble and frank about the dichotomy of the industry:
•Adversarial but collegiate.
•Transactional but built on relationships.
•Safety conscious but time is money and margins are tight.
There are many learnings for all trying to understand how the industry might (or might not) work...
Listen out for the quote by Renzo Piano, if you have spent any time in the building game I am sure it will resound with you.
10 May 2021
Working the Business Development Function with James Gwynne
•How does one find themselves in Sales?
•Learning the ropes to become effective in the Business Development Function.
•Keeping your head - taking the wins & copping the losses in sales.
•What salespeople can learn from Tom Brady's philosophy on winning.
•Stakeholder Management - Planning & executing the complex sale.
•Listening to your clients, what they are saying & what they aren't.
•In the trenches - the importance of Resilience, Relationships, Reflecting
•Learning from your losses - you gotta feel the pain.
12 Apr 2021
From the Dark Side - Simple Selling with Brent Cubis
Brent Cubis has been managing and developing finance teams in large organisations throughout his career to ensure returns by improving operational efficiencies.
Whether initiating change to ensure cost savings or raising significant amounts of funds to keep large companies afloat through GFC and Covid 19 the role of a Global CFO requires lots of selling, both internally and externally.
His insights gained from being born into a family of sales people helped shape his career and value the importance of revenue and margin are fascinating as is his perspective on how to respond to tenders and the reasons people buy.
Brent also shares his experiences in his meetings with Kerry Packer, one of Australia's most successful businessman - what he learned about listening, simplicity and the selling of ideas.
22 Mar 2021
The Journey of a Born Salesman - from Teen to Twilight with John Oulton
No, not John Oulton, this one is absolute gold, he has worked hard at it, bloody hard all of his life and is now enjoying the benefits (and challenges) of a lifelong career with all the ups and downs that go with it.
John was born into sales and spent his formative years honing his craft listening, being curious and learning from EVERYONE around him.
It served him well, he continued to double down on his professional development continually pushing himself and taking the opportunities that his efforts created.
We talk about the importance of:
•Planning sales meetings and preparing for conversations.
•Negotiating on value rather than price.
•The importance of training in developing teams.
Guiding Principles:
•Service Mindset.
•The importance of Listening.
•Principles of sales leadership - building capability/desire to learn.
A terrific example of the journey of someone who was introduced to sales at an early age, learned from some great mentors, made the most of his opportunities and had enough internal resilience to manage himself through the inevitable setback.
18 Jan 2021
A Career in International Sales with Peter McGrath - Chance or Choice
Learning the ropes in a 12-18 month sales cadetship.
Finding your passion & dealing with pressure.
Old school lessons from the factory floor.
• Learning to accept failure in using it as experience.
• Trust/ask for advice, confidence.
• Who is helping v hindering your career?
Stories of Schnapps from Sweden, developing my skills overseas:
• Dealing with cultural differences.
• Learning supplier products, building lifelong relationships.
Winning Big...
• Following process & being patient.
• Navigating stakeholders & managing relationships.
• The real art of business development - two big problems, one meaningful solution.
• Dealing with internal, savouring the moment of victory.
The difficult lessons from the mistakes we make - managing risk.
Getting through sales funks - Perseverance, Propping, Perspective.
Secrets to my success - Trust, Research, Patience.
Non Negotiables - the guiding principles of my personal & professional life.
30 Nov 2020
Loving Your Mondays with Yaz Aksu
Learning to understand then leverage your authentic self through improved awareness and mindset.
Appreciating and aligning your environment with yourself.
Becoming a better listener - listening for meaning rather than responding.
The chameleon life of a sales person - what do you see, what do you look for, what does it mean?
What does it take to blow your budget?
2 Nov 2020
Keeping in Flow - Finding & Keeping Operating Rhythm
•Sleep - productivity's number one tip.
•Grounding oneself through Mediation or Prayer.
•The power and importance of documenting your thoughts through Journaling.
•Get your blood to flow & heart pumping.
•Strengthening your courage muscle.
•Working on your creativity.
•Read or listening to something uplifting.
•Invest in your key relationships.
•Daily intention, my word for the day.
•The benefits of a cold shower.
•Sharpening my saw - the value of planning.
21 Oct 2020
Joining the Dots with Karen Matthews
Join Karen Matthews as she shares her journey from people pleaser to CEO of Ella Bache and 2004 Telstra Business Woman of the Year.
In this episode we cover:
•Selling yourself - backing the early years and the mindset secrets that have helped
•Building exponential sales growth - the power of clear strategy and good execution
•Sales stories from the front line - the experience of being sold to as a CEO, the good, the bad and the ugly
•The importance of business relationships, internal & external.
•Knowing your brand and aligning your people with it.
•Authenticity, the synergistic impact when you trust your brand and yourself
•Old school selling and new age partnering.
•The affect of narcissistic sales people on the rest of the team and what to do with them.
14 Sept 2020
5 Key Challenges of Finding, Keeping & Developing Great Sales People
•Recruitment - avoiding the high cost of failure.
•Inducting - learning from the sink or swim mentality.
•Training - being strategic and specific to ensure development.
•Coaching - in the field, where it really happens.
•Relationships - making it work for all.
23 Aug 2020
Kent Powell - Changing Your Industry - Beyond the Invoice
The timelines to industry leadership - What role has Culture played in your journey?
Listening to yourself & your intuition NOT your competitors
The problems with cash flow - what you can't do without it v what you can do with it.
Making your own luck, Good & Bad - Challenge creates Opportunity.
Exponential Growth - Looking for the opportunities between what your customers don't know & your suppliers can fix themselves...
Organisation Life Cycle - the limitation of Sales Budgets & the importance of Structure
What do you enjoy about sales:
•Customer Relationships / Teams / Problem solving / Failure
•What advice would you give to the next generation of salespeople in your industry - what does sacrifice look like for you?
•Focus on what is important - Optimising technology to leverage old school behaviours
•What makes a good sales person - Key attributes to look for when recruiting
23 Aug 2020
Yaz Aksu - Real-time Coaching - My Learning, My Journey
Yaz Aksu is a 27 year old sales representative selling into the building industry. His journey into sales is like many others, the people he met & the forks in the road he chose to take.
How did it start?
What worked for him & what didn't?
His successes & his learnings from the mistakes he made.
Where did his awareness come from?
How he listens to the market?
Lessons:
•Resilience
•Persistence
•Awareness
23 Aug 2020
Sam Turnbull - The Infrastructure Project - Directors View
How much money is spent on materials in large scale projects?
What makes a great supplier - Experience / Empathy / Relationships?
Where & How is Trust Built - Communication / Responsiveness / Relationships?
What questions you should ask?
What is your preferred way to be approached?
Moving from Corporate to your own business - What was the secret to success in Business Development for TOBCO?
What are Project Managers & Directors looking for?
3 x Practical Tips:
•Responsiveness
•Empathy
•Personal Touch
28 Jul 2020
Sales Stories Raw & Real Trailer
Welcome to Sales Stories Raw & Real
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