How I Sell This

Where Marketing Ends and Selling Begins & the One Thing You Should Do After Every Discovery Call w/Trish McLachlan

Mon, 02 Mar 2026 04:55:29 GMT

Episode Description

Today we’re joined by Trish McLachlan, founder of Catch Me Marketing and a fractional Chief Marketing Officer who blends strategic leadership with hands-on execution.

With 25 years in marketing and deep experience across brand strategy, digital growth and campaign leadership, Trish shares why she walked away from agency life, what she saw behind the curtain in the digital marketing world, and why transparency has become a non-negotiable in the way she works.

We talk about the blurred line between marketing and sales, why Trish doesn’t identify as a “salesperson” (even though she absolutely sells), and how her customer-first “investigation” approach has helped her build a high-converting pipeline through referrals and trust.

You’ll also hear practical insights on what business owners should focus on first when marketing feels overwhelming, plus honest reflections on confidence, values, and backing yourself in as a woman building something on your own.

In this episode, Trish shares:

• The real cost of “cowboys” in digital marketing, and how business owners can protect themselves

• Why she believes marketing and selling should feel like one consistent journey, not a baton handover

• Her sales approach: curiosity, clarity, and solving the real problem before talking solutions

• What to focus on first when marketing feels like a beast: audience behaviour, touchpoints, and where your buyers actually validate trust

• The process she uses after an enquiry: conversation, investigation, recap email, then proposal

• Why she sends a meeting summary every time, and how it builds trust and lifts proposal conversion

• Advice for women starting out: know your worth, find your voice, and back yourself sooner

Key Quotes:

“The digital space really sucks because the industry has built itself a horrible reputation.”

“I don’t actually consider myself to be a salesperson, but I see that sales is an absolute essential function of what I do.”

“I almost think they’re one in the same. The lines are really blurred between marketing and sales.”

“I don’t see that as selling. I see that as investigating.”

“What is the problem that you’ve got and can I solve the problem for you?”

“There’s no thrill in winning the job for me. That’s just the start.”

“Back yourself in.”

“Women supporting women is an incredibly powerful space.”

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online:

Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

When the Referral Tap Turns Off (And You Have to Relearn How to Sell)

Wed, 17 Dec 2025 02:47:08 GMT

Episode Description

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.

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.

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.

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.

In this episode, Katie shares:

How a triathlon on a whim turned into a decade racing professionally and shaped her approach to leadership and performance
The science behind her Body Brain Reset program and why leaders need to think of themselves as cognitive athletes
What happened when hundreds of thousands of dollars of work disappeared overnight and what the emotional and physical impact was
How uncomfortable business development felt and the reframe she used to overcome the aversion to go outbound
The mistake of sending proposals too early and why meaningful sales conversations usually take more than one meeting

Key Quotes:

“Leaders are cognitive athletes. Our ability to think clearly, communicate effectively and stay calm under pressure is everything.”

“Between November and February all of that work stopped. All of it. Not one thing that we had sold actually went ahead.”

“We started thinking about do we need to apply for jobs… how many months have we got left.”

“Sitting here doing nothing is not going to get us anywhere. We have got to do something.”

“You have to get comfortable with the no thank yous. Sitting still and hoping is not a strategy.”

“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.”

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online:

Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

How Problem Awareness Drives Better Selling with Adele Anthony

Thu, 11 Dec 2025 01:36:55 GMT

Episode Description

Today we sit down with Adele Anthony, who runs not one but two businesses, Adele M Anthony Legal and The Queen of Evolution. In her legal practice, Adele specialises in wills, estate planning, business succession, and small business legals. Through her second business, she helps women over 40 transition into entrepreneurship, guiding them as they build freedom-based businesses using the skills they’ve already developed.

With decades of experience across law and business ownership, Adele brings a rare combination of practical wisdom, empathy, and strategic thinking. In this conversation, she shares how niching down built her credibility, why education is her most powerful sales tool, and how helping clients see the real consequences of inaction creates trust and urgency without ever feeling “salesy.”

We also discuss what drives women to start over later in life, the link between problem-awareness and pricing confidence, and why perfectionism holds so many women back from taking the leap.

In this episode, Adele shares:

How she built two thriving businesses by combining law, strategy, and heart
Why niching deeply created trust and an ongoing referral network
The mindset shift required to sell your own services with confidence
Why identifying and articulating the problem is the foundation of effective selling
How she uses AI (and her custom “Goldie GPT”) to streamline creativity and content

Key Quotes

“There’s always selling if you’re a business owner. And no different for me, when those clients walk in that door, I am selling. I have my selling hat on but it’s not like salesy, it’s just education.”

“There’s got to be a problem, you’re selling to the right people, you’re solving their problem, and they become raving fans.”

“It’s not salesy or sleazy or a hard push. It’s: here’s the problem, and I can solve it for you right now.”

“Women 40 plus seem to have all those things, imposter syndrome, anxiety… I just want them to know there are people who will help you.”

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results

https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online:

Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

An honest take on stalled growth and the cringe factor in selling w/ Sam McFarlane

Wed, 03 Dec 2025 01:46:04 GMT

Episode Description

Today we sit down with Sam McFarlane, founder of Sam Says, a digital marketing agency specialising in social media, content creation, and email marketing for service-based business owners. With more than 13 years in business and a background in corporate marketing, Sam has built a reputation for thoughtful, consistent digital support for coaches, consultants, and small professional services who need help staying visible online.

In this conversation, Sam opens up about the real journey of growing a service-based business from juggling school drop-offs to managing client load and the surprising truth about what’s actually holding her back from the next level of growth. We explore why so many women find selling cringe, the emotional and psychological blocks around asking for money, and how simple tweaks to your sales journey can turn more conversations into clients.

In this episode, we explore:

How networking and referrals built her entire client base
Her honest reaction to the “cringe factor” of sales and how to reframe it
The juggling act of working in the business vs. working on the business
Why so many women feel uncomfortable with selling and asking for money
The hidden gap in her sales process (and why 50% of proposals were going silent)
The importance of mapping the client journey so you know where things break down

Key Quotes

“The proposal goes out and then you sit and wait. Sometimes I only follow up once. I know the fortune is in the follow-up — I just don’t do it.”

“Absolutely not. I'm terrible. The thought of selling just makes me cringe. I don't want to be that really slimy, salesy person that people see coming.”

“That's probably why I'm at that point where I can't break through to that next level. I hate it. Just, the thought of it just makes me just cringe.”

“You can’t help but take it personally. They say business isn’t personal, but when it’s your own business, how can it not be?”

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online:

Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

A multi award winning approach to selling in complex markets w Kimberley Marshall

Wed, 26 Nov 2025 00:37:46 GMT

Today we sit down with Kimberley Marshall from Konica Minolta, a consistent top performer in print and technology solutions, specialising in the private and tertiary education sector. Kimberley’s track record speaks for itself, she’s been recognised multiple times for excellence in sales, including Honours Club Top Ten, Salesperson of the Year two years running, and several other prestigious awards. Starting in telemarketing straight out of school, she moved quickly into account management and now partners with private schools, universities, and TAFEs across WA.

In this conversation, Kimberley shares how she wins long, complex deals in a market that’s constantly modernising, why consistency and likability still matter, and how reading the room and knowing when to walk away protects your time. We explore territory planning with five-year sales cycles, using your CRM properly, building bespoke proposals that map to real client drivers, and how to lose with grace so you can win the account next time.

In this episode, Kimberley shares:

How a telemarketing start built thick skin, resilience and call discipline
Using competitor insight and real client examples to dig into true drivers
Building proposals that address clearly defined customer problems
Territory planning with five-year cycles, coffee touchpoints and relationship compounding
The role of the CRM for recall, cadence and prioritisation
Losing with grace and staying present so you can win the next cycle
The hard lesson: knowing when to walk away from low-probability or high-headache opportunities

Key Quotes

12:43 – 13:10: “People buy from people they like… I always try and keep my conversations very natural and just try and build a natural friendship with the customer.”

14:56 – 15:24: “Use experience from similar clients. It carries weight when you can say, here’s how a school like yours solved this.”

25:34: “I think losing with grace is also incredibly important… I think a lot of the new business that I'm winning now is business that I was unsuccessful with four to five years ago, but because I’ve stuck it out…”

29:40: “You have to be willing to walk away from some opportunities.”

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results

https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online:

Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

13. Understanding the importance of selling value w/Giles Cunningham

Mon, 07 Oct 2024 01:47:08 GMT

Today we are speaking with Giles Cunningham, a Senior Sales Specialist & Infield Trainer for the Endo Therapy Division at Olympus Australia.

Giles has over 20 years of sales experience and he has a very long list of sales achievements to his name. But really interesting about Giles is that he's made this amazing leap from selling wine to selling pharmaceutical products in the healthcare industry and then medical devices, which he still does today with Olympus Australia.

Giles has extensive experience in not just changing fields, but also in selling in what is arguably one of the hardest industries when it comes to accessing the people you need to, to make a sale.

In this episode he shares:

- Why the conversations you have with customers, have to bring value to the customer

- The power of working hard to learn what you need to know if you are moving across industries

- Why you need to focus on the first 3-5 months of each financial year

- How to have a clearly defined sales process

- Why a call to action for customers is essential

- The need to identify the different stakeholders and how doing so can ensure a sale

Key Quotes

“Because if that conversation has no value for them and it doesn’t have a call to action afterwards, it goes nowhere.”

“The selling of products hasn’t changed that much, but the environment we are selling in has changed dramatically.”

“It's about looking at it and finding out what’s important from the customers perspective.”

More about Giles Cunningham

Linkedin: https://www.linkedin.com/in/giles-cunningham-37828114

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

12. Gaining sales growth through a commitment to community W/ Craig Mundy

Tue, 01 Oct 2024 07:20:10 GMT

Today we are joined by Craig Mundy, the owner and managing director at Snap Print Solutions in Albury/Wodonga.

Craig has a really unique and long career in sales and marketing and it has resulted in an interesting outlook and philosophy when it comes to sales.

With his diverse experience and the combination of skills and knowledge he has he is one of the stand out franchisee’s of Snap PrintSolutions.

In this episode he shares:

- How he started in the building industry as a draftsman, transitioning to insurance sales and outdoor advertising before owning a Snap Print franchise.

- The importance of being adaptable and persistent in the face of challenges.

- Why strong rapport with customers leads to referrals

- Why he believes providing meaningful, personalised solutions rather than just selling products leads to long term growth.

- Why marketing is essentially an evolution of sales

- The importance of understanding and responding to others' needs effectively.

Key Quotes

“I love the thrill of the chase of achieving what you've set out to do or working towards that achievement.”

“You can present what you do in the strongest case, but ultimately, it’s a short-term solution if what you're providing for them isn't what they need and want.”

“Be more comfortable and confident within yourself. Know that you have more to offer than you think you do. Confidence is something that's gained.”

More about Craig

Craigs linkedin: https://www.linkedin.com/in/craig-mundy-0b5908228

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results

https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

11. Top tips for effective selling w/ Greg Sampson

Sun, 22 Sep 2024 23:43:01 GMT

Today we are speaking with Greg Sampson, the Vice President, US Field Sales at Coopervision.

He has extensive experience across both Australia and internationally in senior management roles across a variety of technologies and industries.

Not only does he have wisdom to share on how he first made himself a successful salesperson, but also knowledge gained from managing top sales professionals.

He has such rich, powerful takeaway tips and I know everyone will benefit from hearing what he has to say.

In this episode he shares:

- How her started at Coopervision

- What his role involves now

- Why he finds being out with the customer to be freeing

- The hardest thing to do when he started in sales

- What helped him figure out he was selling wrong

- Why having experience in marketing and sales made him better in both roles

- The 3 things that made him successful at sales

- Why he doesn’t consider clients his friends

- Some of the challenges he is seeing post covid with salespeople

- Why he recruits for skill and capability

- How they do all their training and preparation at Coopervision

- The words of wisdom he would share to other salespeople

- His perspective on AI in sales

Key Quotes

“If you forget where you come from, if you forget that everything happens during a face to face interaction, then your sales leadership suffers quite badly.”

“I never feel more invigorated in my job than after I spend a day in the field with my sales team.”

“You need to understand the perspective of the person to whom you are speaking before you start speaking in great volumes.”

More about

Follow him on linkedin: https://www.linkedin.com/in/gregsamp

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

10. Why having fun can help you make sales w/ Alexis Large

Sun, 15 Sep 2024 17:00:26 GMT

How I Sell This –

Today we’re talking with Alexis Large, an agency account manager at The Australian Radio Network.

Alexis is an absolute delight of a human being and I can honestly see why she is having great success in north queensland selling radio advertising because she seems like a really wonderful, authentic and fun person.

In this episode she shares:

- Why she thinks she is always working towards being professional rather than being a professional

- Why account management and sales go hand in hand

- What she does to build credibility and respect with clients

- The things she finds difficult about selling

- How she used persistence to turn two years of a no into a yes with one client

- What she's doing that makes her successful

- How she uses her creative skills to dig deeper for opportunities

- How she finds out the problems for her clients and figures out solutions

- The importance of having fun with your job to ensure sales

Key Quotes

“I think that people who are in it for the quick sale aren’t in it for the right reason.”

“I would never ever put the sale in front of what the client needs.”

“The happier you are, the more success you're going to have because it rubs off on clients.”

More about Alexis

Follow her on linkedin: https://www.linkedin.com/in/alexis-cameron-72140347/

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results

https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

9. Using expert knowledge to win clients w/ Alyssa Telfer

Sun, 08 Sep 2024 15:00:24 GMT

Today we are speaking with Alyssa Telfer a Principal from Phillips Ormonde Fitzpatrick.

Alyssa is an IP advisor and Med Tech Patent attorney, which might have you thinking, does she sell?

Well you can’t be a successful patent attorney if you can’t win client work.

She probably wouldn’t describe herself as a sales professional and to be honest, with a double degree in science and biomedical engineering there are probably much better titles.

But I have asked her onto the podcast for a very specific reason.

I want to talk to her about how she has built her career over the last twenty years with such deep subject matter expertise, but not a single moment of university training on how to sell.

In this episode she shares:

- Her transition from biomedical engineering to becoming a MedTech patent attorney.

- How she developed a specialised team in MedTech within her firm.

- The importance of aligning work with personal values.

- How she leveraged skills from hospitality to build professional service relationships.

- The challenges of age and gender assumptions that she encountered

- Why there is a need for adaptability and strategic business development.

- The importance of finding the right networks and forming personal connections.

- Why continuous learning is so important

- Why patent attorneys need to adapt to changing environments and maintain a growth mindset

Key Quotes

“It’s not no, it's no for now, have the tenacity to follow up on a meeting request.

“What is the point of the meeting if you're not there to win business from the person you're in the meeting with.”

“It’s not just about selling, it's about going out and understanding first."

More about Alyssa

Linkedin: https://www.linkedin.com/in/alyssatelfer/

Phillips Ormonde Fitzpatrick: https://www.pof.com.au/people/alyssa-telfer/

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

8. The secrets to wooing procurement w/ Andrew Peacock

Sun, 01 Sep 2024 15:00:19 GMT

Today we are doing things a little bit differently. Instead of getting the secrets to success from another salesperson we’re going to be getting the secrets on how to successfully approach and understand a department that can often appear to get in the way of sales. Procurement.

To help us we are joined by Andrew Peacock the Director, Strategic Procurement and Business Services at La Trobe University in Melbourne.

In this episode he shares:

- Some quick yes or no points about procurement

- Why he believes procurement doesn’t make purchasing decisions

- Why procurement doesn’t make purchases, but it does influence them

- His advice for how salespeople should approach procurement

- How to best build a relationship with procurement

- The time someone cold called him, it worked and why it worked

- Why the procurement process might drag out

Key Quotes

“There's this kind of illusion out there that procurement hold the purse strings but it’s actually not correct.”

“Procurement people don’t like surprises.”

More about Andrew

You can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results

https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

7. How providing extra value for clients ensures future success w/ Evan Scantleton

Sun, 25 Aug 2024 15:00:48 GMT

Today we’re speaking with Evan Scantleton, the national account manager for Bodycare Workplace Solutions.

Evan has had a varied and unique career, and it could very well be his background in Allied Health that contributes to his success.

Throughout this episode you are going to hear some very clear values and work ethics that Evan has and if you aren’t already implementing these, you really should consider it.

In this episode Evan shares:

- Why he considers himself a sales professional

- How he considers his language and behaviour in regard to the people he is dealing with

- The key differences between an account management role and a sales role from a skill perspective

- Why staying relevant to clients with extra value is essential

- The ways he provides extra value to clients

- What he's doing differently that makes him so successful

- Why it took him time to make his wins

- How his allied health background has helped him sell

- The 3 things he would do differently if he had his time again

- What professional development he does to help himself improve

Key Quotes

“The more that you invest into something in life the more likelihood that you're gonna reap the benefits from it”

“People don’t come into a store to ask for the time or use the bathroom”

“It’s really important to stay relevant to your client even whilst still in contract.”

“It’s easier to win work through retaining a client than having to respond to a new tender”

More about Evan

You can follow Evan on linkedin: https://www.linkedin.com/in/evan-scantleton-34103550/

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

6. Leveraging your selling capability to work across industries w/Samantha Smith

Sun, 18 Aug 2024 22:52:08 GMT

Many of us in sales have worked across a few different industries, but there would be few whose breadth of experience matches Samantha Smith at carsales.com.au.

Samantha is a business development manager within the automotive corporate industry and leisure team.

Before working at Carsales she worked in everything from liquor to agency sports marketing and haircare and it is that varied experience that has given her some key insights and understandings that could help many of us making our way in the sales industry.

In this episode Samantha shares:

- Her 25 year history of selling

- What made her decide to change her career for family (check the point)

- What she does at Carsales

- What she found the most challenging in sales when she started

- How she overcame the lack of rapport she had with experienced clients when she was starting out

- The industry she found the hardest to sell in

- What she does in her role at Carsales that makes her stand out

- What changes have happened in the Carsales online market place

- How she uses data to sell

- What she would do differently if she had the time again

- The diverse and extensive training she has had

- Why you need to celebrate the micro successes

- The career move she has actively chosen to not take

Key Quotes

“I think it’s also finding that common ground and showing you have an understanding and an ability to build the rapport with them on a business level and a personal level as well”

“You’ve got to be in the industry that’s right for you and you have to do it because you want to do it.”

“You really need to know the message that you're trying to get across.”

More about Samantha

You can follow Sam on linkedin: https://www.linkedin.com/in/samantha-smith-55b64815

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

5. Selling with belief w/Corey Lindner from IVE Group

Sun, 11 Aug 2024 18:57:04 GMT

Today we are talking to someone whose sales superpower comes from her incredibly strong belief in herself and her product.

Corey Lindner is the national agency business development manager with IVE Group and she is joining us to talk about her experience as a sales professional.

She has been awarded the top sales performer on a number of occasions in the distribution business of IVE Group.

She is an incredibly established, thoughtful and reflective sales performer who has some incredible lessons to impart with us.

In this episode Corey shares:

- Her extensive history in sales

- What IVE does

- What she found difficult when she was starting out and how she overcame it

- How she made the change from doing all the talking to asking all the right questions

- What she does at IVE that helps her be so successful

- Why belief is so important to her

- How she prospects for new business and clients in the difficult market

- What she does to convince people of the power of letterbox advertising without straight out telling them

- What she would do differently if she had the time again

- Her secret nugget of advice for how to improve sales performance

Key Quotes

“You really understand what they need, not what they want.”

“As you start out, you do have this salesperson persona, whether you want it or not and people can tell that you're trying to sell them something.”

“It’s not necessarily what you're saying it’s how you're saying it and why you're saying it.”

More about Corey

You can follow Corey on Linkedin: https://www.linkedin.com/in/corey-lindner-39036787

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

4. Selling with Curiosity w/Wayne Reuben

Sun, 04 Aug 2024 15:00:19 GMT

Today we are speaking with Wayne Reuben, a man with a lengthy career in sales as both a top performing salesperson and leader of high performing sales organisations.

Now, he is the cofounder of the curious leader’s circle, owner of a successful consulting business, podcaster and author of 2 books.

His experience spans multiple sectors including healthcare and FMCG. His business success is largely attributable to his leadership style which is deeply talent centric.

Wayne is one of those truly experienced people who is so generous with his time and knowledge and in this episode, he really gives every shred of advice we can get.

In this episode he shares:

- What his career in sales and sales leadership has been

- Why he went into sales rather than marketing

- How he got his first taste of sales in customer service

- What he noticed made people in his teams the best

- How he used sales training for the teams he led

- Why an ongoing commitment to training is essential

- His opinion on recruiting for experience vs recruiting for skill and capability

- Why he thinks curiosity is so important to being successful at sales

- His opinion on in person sales vs email sales

- The importance of communication in sales

- What the two secret nuggets he would offer to those looking to improve sales performance

- The high-performance leadership summit he is running and why you should get involved

Key Quotes

“You don’t recruit for experience you recruit for attitude and fundamental skills.”

“The more customers you see, generally, the more sales you're gonna make.”

“I fundamentally believe that curiosity is the primary driver of what looks like successful skill in selling.”

“In selling, listening is way more important than talking”

More about Wayne

For more information about Wayne’s High Performance Leadership Summit go here: https://events.highperformanceleadershipsummit.com.au/october-summit-2024?trk=ads_preview_ssu_feed-article-content

You can find out more about Wayne via his website: https://www.curiousleaderscircle.com/

Or you can follow him on socials: https://www.linkedin.com/in/wayne-reuben-engage4performance/

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training and what drives results: https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

3. Boosting your sales performance with self-accountability strategies w/ Stephen from Sharp & Carter

Sun, 28 Jul 2024 15:02:52 GMT

Today we are speaking with Stephen Carter from Sharp & Carter. He is one of the managing partners and owners at Sharp & Carter, and I am thrilled to share his experience as a sales professional. In fact, as well as having a wealth of knowledge from his own sales and recruitment experience, he also has the experience of building the high-performing sales organisation that is Sharp & Carter. Steve is a delightful human being who has really strong, practical advice for people of any experience level in the sales world.

In this episode, he shares:

The journey of his career to date
Why he feels he has to keep growing the business
The most difficult thing he found when he started
The biggest technical difficulty he had when starting
What he thinks he did that got him to a point where he won awards
Some of his inputs that he focused on and made sure he delivered
What the attributes are that he looks for when recruiting sales staff
The difficulty of balancing extroverts and less extroverted staff in one workplace
The things he sees that prevent people from being successful recruiters
His approach to feedback from others in his workplace
The thing he wished he'd done differently when starting out

Key Quotes:

"Success as a salesperson is directly linked to your growth as a person."

“If you are compromising your customer experience in order to hit a short-term number, that is to your detriment in the long term."

"I'm always surprised when I meet arrogant salespeople because as a salesperson, your role is to listen."

“If people can develop relationships internally, they're much more likely to develop relationships externally.”

More about Stephen:

You can follow Stephen on LinkedIn: https://www.linkedin.com/in/stephencarter1/

Or check out Sharp & Carter via their website: https://www.sharpandcarter.com.au/

Learn more about how we support B2B sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What a high-performing sales training approach looks like: https://sellabilities.com.au/b2b-sales-training-approach/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

2. Selling with empathy & understanding w/ Corinne from Bell Real Estate

Sun, 28 Jul 2024 15:01:33 GMT

Today we are speaking with Corinne Sukroo from Bell Real Estate. She is a licensed estate agent, and I am absolutely thrilled to have her on to talk about her extensive experience in sales in real estate. I think if you’re new to sales or looking to take the next step in your career, there are a number of things you can take away from Corinne’s story and the way she runs Bell Real Estate.

In this episode, she shares:

Her history in sales
One of the skills she thinks is missing in sales these days
The hardest parts of her job
The amount of work it takes to be positioned so that potential sellers approach her
How supporting the community is the best form of advertisement
The unique thing she does to put their real estate agency front of mind for the community
How she builds rapport with home sellers
The kinds of gifts she gives vendors
The thing she wished she knew when she was just getting started

Key Quotes:

“People don’t want a lot of garbage in their letterboxes, so doing something that’s a little more personable for them works.”

“I think that what has been lost these days is the ability to communicate.”

More about Corinne:

You can follow Corinne on LinkedIn: https://www.linkedin.com/in/corinne-sukroo-3862166a/?original_referer=https%3A%2F%2Fwww%2Egoogle%2Ecom%2F&originalSubdomain=au

Or find out more about Bell Real Estate via their website: https://www.bellrealestate.com.au/agent?consultant_id=37

Learn more about how we support sales teams

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What actually drives sales performance: https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

1. Importance of building relationships to drive sales w/ Alex from Boehringer Ingelheim

Sun, 28 Jul 2024 15:00:16 GMT

Today we are talking to Alex Taylor, a territory manager for Boehringer Ingelheim and a recent winner of the 2023 Companion Animal Sales Champion award. Now, Boehringer Ingelheim has a great reputation in Australia and has received a Top Employer certification for the 4th consecutive year across Australia and New Zealand. Alex has a long history of sales achievements and developments, and on top of that, he is clearly an authentic and humble person who lives by some really impressive values. He has continued to achieve amazing accomplishments while continuing to grow as a salesperson, and he has a lot to share with us.

In this episode, he shares:

His early experience in hospitality while at school and why he enjoyed the sales aspect
His first experiences in sales and how he grew
How he moved to Harvey Norman and then Bunnings
Why he took time to figure out what a 'more meaningful role' looked like to him before moving on
How he ended up at Boehringer Ingelheim
His initial reaction to winning the companion animal salesperson award
Whether or not he worked with the award in mind as a goal
What he did in 2023 that helped propel him to success
Why the training lunch and learns made such a big difference
How he ensures he knows all his product information to convey it to customers
The way he handles the imposter syndrome that comes with not being from a science background
His way of forming strong customer relationships
How he uses DISC profiling to help approach selling
His tips on how to be appealing and great at communicating with customers
His secret to being successful in sales

Key Quotes:

“When you're in a role where you’re the face of a business and you’re seeing these customers every fortnight, it takes time. If you’re looking for a quick win, forget it.”

“If you don’t have those relationships, you aren’t gonna have that access.”

“My knowledge needs to be top notch if I’m going to be standing in front of professionals to convey information to them.”

Learn more about how we support B2B sales teams:

👉 Sales training programs for B2B teams: https://sellabilities.com.au/sales-training-programs/

👉 What is B2B sales training: https://sellabilities.com.au/what-is-b2b-sales-training/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Hosted on Acast. See acast.com/privacy for more information.

Introducing: How I Sell This

Wed, 17 Jul 2024 04:38:58 GMT

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.

Hosted on Acast. See acast.com/privacy for more information.