Parhaat Sales Confidence Podcastit (2024)

1
How to Sell Without Bragging - One Tip to Help 11:02

1y ago11:02

11:02

Many people are reluctant sellers. Even seasoned salespeople sometimes feel uncomfortable sharing their strengths with potential clients, never mind the occasional salesperson who really doesn't like to shout from the rooftops about what they do! If you find yourself a bit tongue-tied pitching yourself at networking events, in meetings or over the …

1
Fix the Most Common Closing Mistake in Telesales 10:03

1y ago10:03

10:03

Closing is not - as often claimed - the secret to sales success. But it does matter. It's not the secret because you don't rescue a bad sales conversation with a great close. But it matters because you can have a good sales conversation and waste it by closing badly. This is not only the most common closing mistake in telesales but also the most fr…

1
What's the Best Sales Methodology? 8:47

1y ago8:47

8:47

There are many different ways to sell - it's one of the best things about sales though it also creates some problems in training sales teams. In this short solo episode, host Paul Owen shares his thoughts on the balance between methodology, delivery and learner participation. Is one sales methodology the clear winner? Or is the answer to consistent…

1
Training is Broken. Fix it with Taylor Swift 6:38

1y ago6:38

6:38

Education is broken. It has been for years. That broken model is often replicated in the training world, for sales and others. This leads to unproductive training programmes, a lack of positive change and a growing disenchantment with learning. This is a problem we need to fix. This is a problem we can fix. Join host Paul Owen in this solo episode …

1
Can You Make Yourself More Likeable? 13:20

1y ago13:20

13:20

Can you make yourself more likeable? And, if you can, does it matter in sales?… In this solo episode, host Paul Owen answers both questions based around the many years of research into likeability done by social scientists. If you think that likeability either happens or doesn’t, think again. You’re about to find out that there are 5 factors that f…

1
How to Run a Remote International Sales Team Successfully 31:51

1y ago31:51

31:51

One of the happiest, most successful remote sales teams we have ever seen is run by Sian Burton, Commercial Director of Kyero, the leading international property portal. Join host Paul Owen as he spends an engaging half hour with Sian to find out her sales management secrets. With teams based across 5 countries and speaking many languages, the chal…

1
The Number 1 Benefit of Questions in Sales 11:00

1y ago11:00

11:00

When we ask people the Number 1 benefit of great sales questioning, few people get the answer right. Yes, of course, we ask questions of a potential client to understand their needs and work out if we can help. But there is a lot more to it. In this short solo episode, host Paul Owen shares the one benefit that is the most powerful and the most ove…

1
Half of Your Sales Team is Under Target - 3 Reasons Why 34:01

1y ago34:01

34:01

A large percentage of many sales teams are underperforming. Not only now but on an ongoing basis. Why is that the case? Why do we accept this? What are we doing to address this consistent sales under-performance? Our guest Richard Washington, Founder and MD of Tick Talent, built a large and successful tech sales operation himself several years ago …

1
3 Simple Sales Strategies When Times are Tough 6:13

1y ago6:13

6:13

In many markets, it's tough right now. Stop worrying about it. Stop complaining. And take action. The danger, in more challenging times, is that we pause to analyse and stay in analysis phase for too long. Understanding the data and making plans are both important, of course, but it has to lead to action. So what actions will help you. In this shor…

1
The Fear of Networking - One Tip to Overcome It 9:51

1y ago9:51

9:51

So many of us hate networking. Even amongst those that don't mind networking, many do it badly. There is one major reason why this is either the least favourite or the worst delivered business generation platform: WE MISUNDERSTAND NETWORKING. In this solo episode, your host Paul Owen will share the networking mistakes he made over many years. He wi…

1
The Worst Answer In Sales Is Not What You Think 11:06

1y ago11:06

11:06

What is the worst answer in sales? And why is it the worst answer? In this short solo episode, host Paul Owen shares his thoughts on these questions. We all think we know the worst answer in sales but, in many cases, we're wrong. Tune in to hear: The 4 reasons why 'The Worst Answer' will kill your sales success The better answer you should seek ins…

1
What You Know vs What You Do - The Difference in Sales Conversations 12:09

1+ y ago12:09

12:09

It's not what you know that makes you successful. It's what you do. There's a huge misunderstanding about knowledge vs action. "Knowledge is power" the cliche tells us. No, it's not. The implementation of knowledge is power. This is hugely overlooked in the world of sales and many others. Including medicine. The world of surgery had an opportunity …

1
Top 5 Sales Coaching Tips to Help Your Teams 11:19

1+ y ago11:19

11:19

One of the most critical support services to provide to your sales teams is dedicated sales coaching. You can hire an external expert but, with the right process and expertise, you can do much of it in-house too. Too many people work in sales without individual coaching and we want to encourage companies all over the world to change this. One of th…

1
5 Non-Sales Books That Will Help You Sell Better 15:29

1+ y ago15:29

15:29

New ideas for selling better come in many different forms. Yes, sales books can be helpful but, often, the best ideas come from other fields of study. In this solo episode, host Paul Owen shares 5 of his favourite non-sales books that have given him sales inspiration. There are 2 books by doctors and 1 by a table tennis champion so you can be assur…

1
Why People Need to Learn about Selling With Love 31:56

1+ y ago31:56

31:56

For many of us, our first impressions of sales are negative and we quickly build a belief that sales is bad and salespeople do bad things. But what if that's wrong? What if your first interaction with sales was filled with love and that informed how you viewed it from that day on? Meet the man whose first sales job - knocking on neighbours' doors s…

1
The Number 1 Sales KPI that Unlocks Massive Growth 31:26

1+ y ago31:26

31:26

There are many KPIs that are measured in sales but which ones are the most important? And is there one that beats all others to give you the best indicator of success? This week's guest Colin Mitchell is a Founder with 3 successful exits who believes 1 sales KPI is head and shoulders above the rest and it's the one we should all track carefully. A …

1
Crafting Stories to Grow Your Business through Sales 30:59

1+ y ago30:59

30:59

Can you tell a short, captivating and impactful story about your business that engages an audience and moves them to action? Would you like to be able to do so? Whether we're talking about our businesses, our community projects or our life goals, it can be easy to get stuck in well-intentioned but misdirected ideals, meaningless detail and unconvin…

1
The Best Job and The Most Important Life Skill is SALES 9:42

1+ y ago9:42

9:42

Sales is the most important function in any business and one of the most critical skills in life (yes, really). Yet, still, salespeople are too often overlooked as the diligent revenue-driving workers we are. No business survives without revenue and no revenue is generated without sales (ok, sometimes marketing too!). Join Paul Owen in this short s…

1
If You Want a Response in Sales, You Must Provide a Stimulus 9:16

1+ y ago9:16

9:16

What can a door handle teach us about sales? There is a glaring omission in the sales habits of many of us in sales and the way a door opens (or doesn't) gives us an unusual reminder of the importance of NOT omitting it. Join Paul Owen in this short solo episode to hear about the lesson of 'stimulus / response compatibility', whether that's opening…

1
Using Sales Intelligence to Track Clients on the Move 29:36

1+ y ago29:36

29:36

All salespeople from cold outbound callers to account executives carry a quota and some of that is likely to be self-sourcing. All too often, a self-sourcing opportunity at our very fingertips is missed. Our contact at a client leaves and we quickly try to find a new contact there to keep the business but how often are we proactively following up t…

1
Sales and The Power of Practice 10:06

1+ y ago10:06

10:06

In almost every other example of success in life, we see that people practise to become great: sport; music; drama and medicine. So, why is it that salespeople remain reluctant to practise their art? There are 3 fundamental mistakes made in implementing a regime of sales practice. One around belief in its applicability; one around its relevance to …

1
Building Partnerships In Business: How to Do It Well 30:24

1+ y ago30:24

30:24

Building successful partnerships for your business can not only increase your revenue and profit but it can also help your customers. In fact, the most successful ones start with how to help your customers, not how to increase your revenues, according to our guest this week. Barrett King, Senior Manager within the Global GTM Strategy Team at Hubspo…

1
You Must Turn Down the Wrong Clients in Sales - Here's Why 9:42

1+ y ago9:42

9:42

Sometimes it’s our job in sales to say ‘No’ to business because not every deal on the table is worth taking. Just because someone is offering to pay you money for your product or service, it doesn’t mean it’s worth taking. When should you say no to business, turning down potential revenue? Why does it make more sense to do this? And how can you do …

1
How to Find Your Own Sales Voice and Be Authentic 28:17

1+ y ago28:17

28:17

Many people start selling by copying someone else's style of selling but find that it doesn't suit them. They struggle to connect with potential clients, find it hard to sell well and, all too often, give up on sales and think they're not suited to it. This is bad for career development options but could be terminal if you're running your own busin…

1
The Fear of Rejection on Outbound Calls - 2 Tips to Help 8:22

1+ y ago8:22

8:22

How can you overcome the fear of rejection on outbound sales calls? 2 simple tips will help you and, in just 8 minutes, we'll share them with you in this episode. For many people, the relative comfort of sending emails takes them away from the fear of making outbound calls. If that works, great. If it doesn't, it's probably not your email text that…

1
The Overlooked Potential of Salespeople aged 50+ 30:06

1+ y ago30:06

30:06

Did you know that, by 2050, there will be 2 billion people across the globe over 60 years of age; that's double the current number. In the UK alone, 31 million will be over 50 by 2041. When you look at the demographics and then consider the workforce challenges we face, we must reconnect the missing link between the workforce over 50 and the potent…

1
The Surprising Truth About Motivating Your Teams 13:21

1+ y ago13:21

13:21

In a new series with a new name and few changes to the format, it's all change for Series 4 of our podcast. In one of our new 'solo' episodes with host, Paul Owen, you can hear his number 1 tip for motivating teams (and it does NOT involve motivational talks!). This tip came from years of getting it wrong trying to motivate teams, focusing on the w…

1
Women in Sales - Sarah Downs: Strategic selling 1:07:39

2y ago1:07:39

1:07:39

Joining me for Episode 9 to discuss strategic selling is Sarah Downs, Co-Founder and CRO of Doqaru, who works with growth-minded businesses across the Energy & Tech sectors by enabling the B2B Sales Function to drive more predictable sales performance. As a former Trauma Nurse, Sarah is no stranger to a challenge and is passionate about helping peo…

1
Women in Sales: How do we attract more women to sales? 23:30

2y ago23:30

23:30

There are still many more men than women in sales so, if we want to attract more women, what changes do we need to make? Taking on board the insights and personal experiences of 7 women so far in this series, Paul Owen shares his personal thoughts in this solo episode on how to go about changing the world of sales into a more inclusive, more balanc…

1
Women in Sales - Lisa Stead: Why we should all learn to sell 1:01:54

2y ago1:01:54

1:01:54

In this series focusing exclusively on Women in Sales, my guest in Episode 7 is Lisa Stead, Head of Franchising at Shuttercraft, the franchise group specialising in plantation shutters. Lisa is our first non-salesperson guest in this series yet, as you might imagine, she regards her sales skills as critical to her success in all her non-sales roles…

1
Women in Sales - Linda Travella: The changes seen in 35 years in sales 1:01:22

2y ago1:01:22

1:01:22

What was it like to be a woman in sales 35 years ago and how have things changed since then? Describing herself as a 'small blonde woman from England making her way in the Italian property market' in the 1980s, my guest in Episode 6 is Linda Travella, founder of Casa Travella, the leading Italian property specialists. From difficult, rather prejudi…

1
Women in Sales - Alison Rocks: The huge variety of sales jobs and skills 59:46

2y ago59:46

59:46

We're focusing exclusively on Women in Sales for this series and my guest in Episode 5 is Alison Rocks, Senior Business Development Manager at Sprint Logistics. What I liked about having Alison on the show is the fact that she remains 100% an active salesperson; ie. her job focuses on sales and sales alone. When she first came into the working worl…

1
Women in Sales - Caroline Mastoras: Life in sales as a minority group 1:02:52

2y ago1:02:52

1:02:52

Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 4 is Caroline Mastoras, Client Director at Salesforce. As well as her day job with the tech giant, she is also Bloom President 2022 and a winner at Women in Sales Awards 2022. Caroline's varied career, from a short stint in teaching to yea…

1
Women in Sales - Nicola Cook: Sales tactics for tougher times 1:04:04

2y ago1:04:04

1:04:04

Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 3 is Nicola Cook, Founder, CEO and Chief Opportunity Officer of Company Shortcuts, a specialist in sales acceleration. As well as running her successful and fast-growing company, Nicola is also an award-winning entrepreneur, a busy (and aw…

1
Women in Sales - Dr Cindy McGovern: Selling yourself and why it matters 53:37

2y ago53:37

53:37

Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 2 is Dr Cindy McGovern, Founder and CEO of Orange Leaf Consulting, bestselling author of 2 books and an inspirational keynote speaker on sales and business growth. After starting her career in academia, Cindy switched to the business world…

1
Women in Sales - Helga Saraiva-Stewart: Mindset and skillset of cold calling 56:50

2y ago56:50

56:50

Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 1 is Helga Saraiva-Stewart, a passionate and inspirational sales leader with a successful international sales record. After 2 decades of successful selling in London with Bloomberg, Reuters and HSBC amongst others, Helga is now based in Li…

1
Highlights of Series 2: Top tips for scaling your sales 40:15

2+ y ago40:15

40:15

Host Paul Owen reflects on his interviews with 6 business leaders across Series 2. Each leader was asked 3 core questions: 1. What makes a successful sales team? 2. How to motivate yourself and your teams when growing a business; 3. The role of leadership in company growth. In this episode, Paul shares one or two highlights on each point from each …

1
With John Barrows: Sales growth lessons from training Salesforce 59:58

2+ y ago59:58

59:58

Host Paul Owen meets John Barrows, Founder and CEO of JB Sales, specialists in sales training and consultancy services. John and his team have worked with the likes of Salesforce, Google and Dropbox as well as many other fast-growing names in the tech world. Based in Boston, Massachusetts, John has helped teams across the USA and around the world, …

1
With Julie Rodilosso: Sales culture, folly of commission and the need for training 50:42

2+ y ago50:42

50:42

Host Paul Owen meets Julie Rodilosso, insurance entrepreneur and now Global Sales Director at 360Globalnet. In 1995, Julie founded Rarrigini & Rosso, building it from scratch to a leading name in the insurance industry with 200+ employees. In 2003, it was sold for £12 million. Having worked since age 14, I'm not sure Julie will ever stop and she is…

1
With Royston Guest: Leader loneliness, personal growth and knowing your why 45:52

2+ y ago45:52

45:52

Host Paul Owen meets Royston Guest, Founder and CEO of Pathways Global. A fast growth consultancy and technology business, Pathways Global helps business owners avoid costly trial and error in growing and scaling their business. As well as running the company and working with clients, Royston is also a best selling author, a sought-after conference…

1
With Michael Tobin OBE: Sales is the junction of trust and need 46:36

2+ y ago46:36

46:36

Host Paul Owen meets Michael Tobin OBE, CEO of Telecity from 2002 to 2014, a company he took from £6 million to £1.7 billion market cap during his tenure. Now wearing many hats as entrepreneur, investor, mentor and philanthropist, Mike focuses much of his fund-raising efforts on children's charities. In 2016, Mike ran 40 marathons in 40 days to rai…

1
With Chris Brindley MBE: Peer to peer sales coaching and the 90:10 rule on management 39:34

2+ y ago39:34

39:34

Host Paul Owen meets Chris Brindley MBE, former MD of Metro Bank, who stepped away from the corporate world to undertake a portfolio career as NED, International Speaker, Executive Coach and Consultant in business and sport. Chris's current roles include Chair of Rugby League World Cup 2021 and, in the football world, Business Mentor to the Premier…

1
With Nicola Cook: Why SMEs fail to scale and the 3 pillars of sales motivation 45:14

2+ y ago45:14

45:14

Host Paul Owen meets Nicola Cook, Founder and CEO of Company Shortcuts, a consultancy that specialises in helping companies achieve rapid growth. As well as training and consulting on all things sales, Nicola is the author of 2 bestselling books and a highly respected international speaker on sales and business growth. 3 key areas are discussed in …

1
Re-start. Re-brand. Re-launch. Series 2 4:18

3+ y ago4:18

4:18

Series 2 of our podcast takes us in a new direction and with a new name. SECRET SKILL. HIDDEN CAREER: The Truth About Sales is being re-branded: The Sales Talent Podcast: GROWTH. PROFIT. VALUE. The new series will focus on those 3 words. Host Paul Owen will welcome guests with proven track records of success in scaling teams through the improvement…

1
EPISODE 24 – So What Now? 31:23

4+ y ago31:23

31:23

Dominic Cotton, former BBC broadcast journalist and now co-founder of fast-growing start-up Cyclo Technology, hosts this final episode of Series 1 to ask Paul Owen to review the ups and downs of 24 episodes of the first series. What went well? Best guest? Who turned down an invitation to appear? Has the podcast gone global and has it changed negati…

1
EPISODE 23 – Business Leader Profile: Dr Cindy McGovern 43:12

4+ y ago43:12

43:12

Our first guest from the USA, Dr Cindy McGovern joins host, Paul Owen, to talk about her journey from academia to sales and why she believes Every Job is a Sales Job (the title of her book, a Wall Street Journal bestseller). Based in San Francisco and working with clients across the world, Cindy now specialises in helping companies grow their busin…

1
EPISODE 22 – The Death Of Maybe - A Secret to Closing Sales 51:25

4+ y ago51:25

51:25

50 years of sales experience is shared in this episode as host Paul Owen explores the art of closing with guests, Maz Ahmad and Angus Buckle. (NB. Recorded online during the Coronavirus pandemic, the sound in this episode is occasionally less clear than usual but please stick with us – 99% of the content is loud and clear, with thanks to our techni…

1
EPISODE 21 – Business Leader Profile: Emily Macdonald 40:14

4+ y ago40:14

40:14

Joining host, Paul Owen, in this episode is Emily Macdonald who started her successful business career in the world of wine in her home city of Auckland before leaving for a 2-year experience of travelling in Europe. A couple of decades later and she’s still here, still selling wine and still having a ball! Having pitched herself into her first job…

1
EPISODE 20 - My Turn. Your Turn - The Art of Interactive Selling 44:53

4+ y ago44:53

44:53

Passionate salespeople want to share the wide range of benefits their products or services offer but the danger is that verbal diarrhoea is the result. They talk, they list, they explain and they prove. Or so they think! What actually happens is that they lose their audience and run the risk of losing the deal. In this episode, Paul Owen is joined …

1
EPISODE 19 – Business Leader Profile: John Pentin 28:26

4+ y ago28:26

28:26

Having worked for media giants Newsweek, Bloomberg and CNBC, John Pentin has had an amazing career and a fun-filled life. Now Head of Sales at The Wall Street Journal’s CEO Council, he connects the world's most powerful and influential business leaders to share ideas and discuss issues shaping the future. His sales career started at 19 when his fat…

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