Sell Like You

About Sell Like You

Sell Like You delivers battle-tested tech & cyber sales frameworks: $2.1M pipelines in 3 months, 300% revenue growth systems, enterprise deal-closing processes. Gain B2B lead gen, pipeline optimization, OTE mastery + rep confidence—solo deep dives + global tech sales leader interviews weekly. For sales directors, enablement heads, cyber execs scaling $10M+ pipelines. 100+ episodes. Subscribe. LinkedIn DM "@Harriet Mellor" '$10m pipeline' for exclusive 1-hr deep dive.

Publisher

Harriet Mellor

Category

business

Language

en

Explicit

No

First episode

10 Jun 2022

Latest episode

26 Jan 2026

Latest episodes

150 episodes in the feed.

1. 

   26 Jan 2026

   How to Think Better Under Pressure: Critical Thinking for Sales Success

   Learn how critical thinking transforms your sales approach, from handling objections to making high-stakes decisions under pressure. Harriet sits down with critical thinking expert Bethan to explore why courage matters more than confidence, how cognitive biases influence buyer behaviour, and the one pause that can save you from costly mistakes. Practical strategies for UK and Australian sales professionals navigating complex deals, price negotiations, and leadership challenges. What You'll Learn How to apply the "pause" technique when feeling pressured to close deals or make rushed decisions Why courage is more critical than confidence in sales conversations (and the crucial difference between the two) Use the "Is it true? Is it logical? Is it relevant?" framework to challenge your own internal stories about cold calling, rejection, and failure How anchoring bias works in pricing negotiations and why buyers expect to "win" discounts Discover the halo effect and how your first impression creates assumptions about your credibility and expertise About Harriet Mellor Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she's known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence. About the Guest Bethan is a critical thinking expert, author, and consultant who specialises in helping professionals develop metacognitive skills—thinking about how we think. With extensive experience in education and organisational development, she's worked internationally helping teams apply critical thinking frameworks to decision-making, leadership challenges, and high-pressure situations. Her recent book explores the skills, knowledge, and attitudes that underpin effective critical thinking, with a particular focus on courage as the foundation for challenging outdated beliefs and making better decisions. Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellor Website: https://www.yoursalesco.com Resources & Links Mentioned Brené Brown – Research on courage and vulnerability The Power of Vulnerability (TED Talk) Brené Brown: The Call to Courage (Netflix) Daniel Kahneman – Thinking, Fast and Slow Book on Goodreads System 1 and System 2 thinking (Nobel Prize-winning research on decision-making) Adam Grant – Think Again Official Book Page Rethinking beliefs and avoiding preacher/lawyer mindsets Sir Ken Robinson – "Do Schools Kill Creativity?" TED Talk Watch on TED Cognitive Biases Discussed: Anchoring bias (pricing strategies) Sunk cost fallacy and status quo bias Halo effect (first impressions) Confirmation bias Logical fallacies (ad populum, appeal to authority, appeal to tradition) 78 Cognitive Bias Examples (2026) WYSIATI Concept – "What You See Is All There Is" WYSIATI Explained (Limiting our view of possibilities) More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

2. 

   19 Jan 2026

   Why AI Won’t Replace You: Data, Risk and Real-World Sales Use Cases with Josh Horneman

   This episode dives into what AI really is, how large language models work, and why sales teams should be using them to amplify but not replace, their own intelligence. Harriet and Josh unpack the real risks around data, privacy and “free” AI tools, and how to build an AI strategy that actually supports your business goals instead of creating hidden exposure. You’ll hear practical examples from UK and Australian organisations, from sales teams using AI for research and proposals through to regulated industries needing on-prem, fully controlled AI environments. 🧠 What You’ll Learn Understand what large language models actually are and why they feel “superhuman” but still only work on probability, not truth. Learn how to use AI tools for research, drafting and consolidation without carelessly exposing sensitive data or unique IP. Discover a simple framework for AI strategy that starts with your business goals, then maps down to tasks, tools and guardrails. See how small, focused models and on-prem or private AI can give businesses full ownership, control and security over their data. Use Josh’s prompting fundamentals (persona, context, detailed prompt, clear outcome) to get better, more reliable outputs from any AI tool. 👤 About Harriet Mellor Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she’s known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence. 👥 About the Guest Josh is a consultant and AI strategist who helps organisations embed AI in a way that protects their data, IP and competitive advantage while driving real operational gains. As the creator of Hal, an on-prem and private AI platform, he works with leadership teams to design secure, task-focused AI deployments that fit tightly around existing processes and compliance requirements. Blending a deep understanding of large language models with commercial and governance experience, he specialises in building “human-in-the-loop” AI that genuinely supports teams rather than replacing them. 📣 Connect with Harriet Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellor Website: https://www.yoursalesco.com 🔗 Resources & Links Mentioned Hal: Josh’s private, on-prem AI platform for organisations needing full control and ownership of their AI environment. Gemini “Deep Research” for market and account research, prospecting lists and long-form reporting. Local AI (mobile app) for running small language models privately and offline on-device. Tools mentioned in conversation: ChatGPT, Claude, Grok, Co-Pilot, and other major LLM providers as contrasting approaches to AI use in business. 🎙️ More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

3. 

   12 Jan 2026

   Brand. Demand. Expand. The B2B Growth Strategy You’re Not Using (But Should Be)

   What actually moves the needle in 2026? In this quarterly kickoff episode, Harriet is joined by Tech Tent’s Lara to unpack what’s really working across sales and marketing — and what’s wasting your time. From the obsession with net-new leads to the untappedgoldmine sitting in your CRM, this episode breaks down how top-performing B2Borgs are building sustainable pipeline, closing faster, and scaling with lessfluff and more focus. If you lead revenue, marketing, or sales in a tech orservices business — this is your cheat code for Q1.Who This Episode Is For: B2B tech & services leaders Revenue, sales & marketing execs   Founders planning scale or exit           Anyone tired of the same old “spray and pray” marketingtactics Inside This Episode: The Brand. Demand. Expand. framework shaping 2026revenue growth strategiesWhy most organisations still over-invest in demand andunder-invest in expansionHow to unlock the value sitting dormant in your CRM Why April tends to slow down — and how to prepare now fora strong Q2 What most teams miss about strategic narrative andbuyer journeys Why “100 meetings” isn’t the goal — and what actuallydrives pipeline How to build trust and familiarity with your audienceusing multiple touchpoints Highlighted Concept: The 7‑11‑4 trust rule — a model for howbuyers build trust through repeated exposure across hours, touchpoints, andplatforms Reference:Daniel Priestley on (https://podcasts.apple.com/au/podcast/the-money-making-expert-the-7-11-4-hack-that-turns/id1291423644?i=1000684653622&utm_source=chatgpt.com)The Diary of a CEO (https://podcasts.apple.com/au/podcast/the-money-making-expert-the-7-11-4-hack-that-turns/id1291423644?i=1000684653622&utm_source=chatgpt.com) (Apple Podcasts) (https://podcasts.apple.com/au/podcast/the-money-making-expert-the-7-11-4-hack-that-turns/id1291423644?i=1000684653622&utm_source=chatgpt.com)

Who has been a guest on Sell Like You

Names identified in recent episode analyses. Showing up to five guests.

• Industry experts
• Jordan Lomax
• Emma Hollins

Podcast Authority Score: 24 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

47

Social presence

0

YouTube

0

Engagement

0