Episodes

  • Sales Unplugged with Michael Walford-Grant

    Sales Unplugged with Michael Walford-Grant
    Jan 9 2025
    Many people who find themselves in sales, unfortunately don't always receive the quality and depth of training that can be the foundation to a sustainably successful career. They are often thrown into the deep end of the pool and told to swim. Quality training and coaching can never be underestimated and today's guest is the perfect example of this. Michael Walford-Grant has built a successful sales and sales leadership career over the last 30 years, and as you will hear in this conversation, much of his success he puts down to the quality of the training he received in his first B2B sales role. This is a fascinating conversation where Michael highlights crucial shifts in sales dynamics, emphasising the transition from traditional selling to becoming a trusted advisor in the buying process. He outlines essential sales best practices, including the importance of sharp messaging, unearthing unconsidered needs, and the mental resilience required to succeed amidst constant pressure. From discussing the impact of external challenges to sharing personal stories of overcoming adversity, this episode offers a treasure trove of actionable advice for sales professionals aiming to enhance their effectiveness in today's ever-evolving market. To take advantage of a very special offer from Michael on his book "Sales Unplugged:The Invaluable Go-To Guide for Busy B2B Salespeople", be sure to listen to the full episode. To connect with Michael & to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/michael-walford-grant-15a8933/
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    1 hr
  • Win The Relationship, Not The Deal – Casey Jacox

    Win The Relationship, Not The Deal – Casey Jacox
    Jan 7 2025
    When it comes to selling, especially in the highly competitive B2B space, many organisations say they focus on customer relationships, 'putting the customer at the centre of everything they do', and yet when the pressure is on to hit a target, or close out the quarter, the behaviour is very often focused on themselves & their objectives. In this episode, I'm joined by Casey Jacox, a super successful enterprise sales professional & leader who now is dedicated to working with sales teams and executives to win the relationship and not the deal. His philosophy and approach to sales is refreshing, and grounded in 3 key selling superpowers - humility, vulnerability and curiosity. It is a terrific conversation and one that can have an immediate impact on your sales approach in 2025. To connect with Casey, as well as to find out more about what he does, to grab a copy of his book "Win the Relationship, Not The Deal", and to plug into his podcast, "The Quarterback DadCast", please go to: LinkedIn - https://www.linkedin.com/in/caseyjacox/ Website - https://www.caseyjacox.com/ Book - https://www.caseyjacox.com/book Podcast - https://open.spotify.com/show/31mFv3rtnLrS9q6rCPq0xT?si=044941d96fcb4a73
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    53 mins
  • Sustainable Demand Creation Strategies with Rai Cornell

    Sustainable Demand Creation Strategies with Rai Cornell
    Dec 19 2024
    When it comes to marketing a business or a service, many turn to paid ads as the 'quick fire' way to create demand in order to convert business. Whilst this approach does have its place, it is also important to create more long term, sustainable demand creation strategies that enables a business to create credibility, deliver value, and educate their market through the buying process. In this episode, I'm joined by Rai Cornell, CEO at Cornell Content Marketing, and we delve into the psychology behind marketing and the intricate art of content creation. It is a fascinating conversation and one that I hope can add value to you in your role or business. To connect with Rai and to learn more about what she does, including downloading a free demand generation kit, please go to: LinkedIn - https://www.linkedin.com/in/raicornell/ Website - https://www.cornellcontentmarketing.com/ Free Demand Generation Kit - https://cornellcontentmarketing.com/demandgenkit
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    58 mins
  • Becoming Uncopyable with Steve Miller

    Becoming Uncopyable with Steve Miller
    Dec 15 2024
    A key element of sales, both at an organisational level, as well as at a personal level, is to search for differentiation from the competition. What is unique about you, your organisation and your offering, that will entice and encourage your customer to want to talk to you, and explore your solution? We all know that people like to do business with those who they know, they like and they trust, but we also have to be memorable. In this episode I have the great pleasure of speaking with Steve Miller, better known as Kelly's Dad, and a super successful expert in the world of personal branding & influence. It is a powerful conversation filled with quality insights to help further enhance our personal brand, and become uncopyable. To connect with Steve & learn more about what he does, including gaining access to a free 5 day email course on becoming uncopyable, please go to: LinkedIn - https://www.linkedin.com/in/steveamiller/ Website - https://www.beuncopyable.com/ Free 5 Day Email Course - https://www.beuncopyable.com/5-emails
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    59 mins
  • Unleashing Sales Success with Joe Crisara

    Unleashing Sales Success with Joe Crisara
    Dec 11 2024
    I firmly believe that sales is the ultimate form of service, and when there is a clearly defined problem that a customer has, it would be negligent not to provide the customer with a proposed solution. The challenge for many sales people and business owners is they often just provide the one solution, removing choice and options. In this episode, I'm joined by America's Services Sales Coach, Joe Crisara, and we delve into his career as a home services contractor, to now working with services contractors around the world on how to unleash sales success in an ethical and transformative way. It is a phenomenal conversation, filled with great ideas and insights that can be applied to any sales situation, business and industry. To connect with Joe, to learn more about him as well as grabbing a free copy of his latest book "What Should We Do?", please go to: LinkedIn - https://www.linkedin.com/in/joecrisara/ Website - https://www.servicemvp.com/ Book - https://book.servicemvp.com/
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    54 mins
  • The Power of Your Network with Virginia Muzquiz

    The Power of Your Network with Virginia Muzquiz
    Dec 10 2024
    Whether you are in sales, sales leadership, or running a business, you will understand the power of creating strong & effective networks. In fact, some may even suggest that in many situations, it is not so much about what you know, as compared to who you know, that can create an advantage. It is true that your net worth is connected to your network, and in this episode, I enjoy a tremendous conversation with Virginia Muzquiz, Founder & CEO of Master Connectors, about the power of your network. Virginia shares a number of gold nuggets around optimising your network whilst maintaining authentic connections. It is a fascinating conversation and one I trust you will enjoy. Be sure to also download the "Business by Referral Blueprint" by clicking the link below. To connect with Virginia and to learn more about what she does, please go to: LinkedIn - https://www.linkedin.com/in/virginiamuzquiz/ Website - https://masterconnectors.com/ Business by Referral Blueprint - https://mktg.masterconnectors.com/business-by-referral-blueprint
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    1 hr and 4 mins
  • Building Valuable Businesses That Impact with Justin Goodbread

    Building Valuable Businesses That Impact with Justin Goodbread
    Dec 10 2024
    Whether you are a business owner or hold a leadership or influencing position within an organisation, the key objective for the business is to create value that can have a lasting impact. And this is not necessarily just linked to the profitability of the business - it is also linked to the sellability of the business. In this episode, I'm joined by Justin Goodbread, CEO of Financially Simple, a man with over 30 years experience in founding, growing and exiting businesses, the latest of which he exited in 49 months, selling it for over $10m. He shares personal anecdotes, including how defining personal and business goals can lead to significant breakthroughs in success, as well as strategically removing owner dependencies and aligning company operations with client expectations. Justin highlights the role of disciplined time management in ensuring that business owners remain focused on high-impact duties and explains how building systems and processes can drive business value and sustainability. To connect with Justin and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/justingoodbread/ Website - https://www.justingoodbread.com/ Podcast - https://podcasts.apple.com/au/podcast/the-justin-goodbread-show/id1332958360
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    50 mins
  • Unlocking The Power of Purpose & Identify in Sales with Jacob Hicks

    Unlocking The Power of Purpose & Identify in Sales with Jacob Hicks
    Dec 6 2024
    When working with sales leaders and their teams, I'm constantly encouraging them to get crystal clear on their purpose for being in the role, as well as their identity. There is a generalisation about sales people that they are extroverted and need to have the gift of the gab to be successful. This is not the case. Exceptional sales people are super clear on who they are and they invest their time in ensuring they are consistently authentic. In this episode, I enjoyed a great conversation with Jacob Hicks, Sales Strategy Expert, Success Coach and Speaker, and we spoke about the power of purpose and identity in sales, as well as the concept of reverse hustling. It is a conversation filled with gold nuggets, and one that I hope you enjoy listening to. To connect with Jacob, and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/jacob-hicks-b7154a121/ Website - https://jacobhickscoach.com/
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    56 mins