Sell Like You: Recent Episodes
Harriet Mellor
Are you seeing results but not enough or maybe not consistently as you want? Are you scared of coming across as sleazy or too pushy when selling? Do you feel the fear but don’t know where to start? Are you ready to generate more dream aligned clients and scale your business beyond what you thought was possible. Introducing: Sell Like You - The podcast that will open you up to the world of possibility, the world of Sales. If you fear selling, you don’t want to be Salesly and you're sick of getting ghosted, then this podcast is for you! I’m your host: Harriet Mellor; Sales Coach, Consultant, Serial Entrepreneur and dog mum to Arlo the chocolate labrador. Over the last 17 years, I’ve helped 100s of top companies around the world (including my own) make more money and qualify more leads using simple strategies that work. In this podcast I’m going to take you behind the scenes and tell you exactly how I scaled from $0 to generating $10million in revenue each and every year. I’ll share how I built and sold a multi-six figure business in less than 3 years and the proven methods that get results whether you’re striving for $10k months or growing from 7 to 8 figures and beyond. Each week you’ll get proven tactics and strategies to teach you how to generate more leads, attract your dream clients, sell without marketing, make more money, close more deals and harness your social media, LinkedIn and email lists to sell in your sleep. There is NOTHING off limits, I will share it all with you and introduce you to my network through interviews with some of the BEST in business (because my net worth is my network). If you’re ready to go deep, dream bigger and desire more hit subscribe or follow so you don’t miss out on our latest episodes and if you can’t wait - head over to @harrietsalescoach on Instagram for my latest sales insights and tips.
In this episode, I dive into the strategic advantages of utilising LinkedIn as a powerful tool for business development.
While many are 'lurkers' on LinkedIn, I share insights on how it can be a treasure trove for generating new business leads.
Learn how to use LinkedIn to build a personal brand and drive sales success, whether you're in a sales role, a manager, or a business owner.
We'll cover profile optimisation (without sounding like a douchebag), and how to help your team leverage LinkedIn effectively. Discover the difference between being passively active vs. actively engaging with purpose, and when to use your company voice versus your individual voice.
Don’t miss out on the opportunity to level up your LinkedIn game—subscribe, leave a review, and let me know how you're using LinkedIn for lead gen and networking!
What happens when change management experts partner with a sales coach? In just 18 months, Eva and Sam, founders of Approach Services, skyrocketed their revenue by 300%—and that’s just the start!
In this episode, I sit down with Eva and Sam, founders of Approach Services and specialists in change management.
Together, we explore their incredible journey of growth and transformation, including a 300% increase in revenue over 18 months.
We dive into their decision-making process, what they were doing before working with a sales coach, and how they plan to continue driving sales success in the future.
Sam also shares his unique approach to sales—combining the intensity of CrossFit with cold calling, a method we've coined the "Sales WOD."
Subscribe now and don’t miss out on the actionable tips shared in this episode!
Leave us a review and share your biggest takeaway on social media using #SellLikeYouPodcast.
SalesGrowth #ChangeManagement #SalesCoaching #BusinessSuccess #CrossFit #SellLikeYou
Ready to take your lead generation strategy to the next level?
In this episode, we dive deep into how to replicate your ideal clients for targeted outreach, harness AI and sales tools like LinkedIn and Lusha, and maximise your CRM for long-term success.
Lead generation is the backbone of every sales strategy, and in this episode, we’re unpacking the tools and methods you need to drive targeted outreach.
Starting with replicating your best clients for more focused lead generation, we explore how to leverage AI-powered tools like LinkedIn and Lusha for building lead lists.
Plus, discover why integrating everything into your CRM (Pipedrive) is essential for tracking and revisiting leads months later. We also share a quick tip on reviewing your subscriptions to avoid duplication and save on costs.
Main Points:
- Begin with replicating your ideal client for targeted lead generation.
- Use AI and sales tools like LinkedIn and Lusha to create accurate lead lists.
- Ensure all your data lives in a CRM like Pipedrive for effective tracking and follow-up.
- Review your subscription features to streamline your tech stack and reduce costs.
Subscribe to the podcast and level up your sales process with actionable insights! Don’t forget to leave a review and share your favorite sales tools using #SellLikeYouPodcast
More Resources:
- Replicate Ideal Clients Podcast Episode
- YouTube channel
Struggling with how to introduce new offers to your existing clients without seeming pushy?
It can feel challenging, but with the right approach, you can transform regular conversations into valuable opportunities.
In this episode, we dive into effective strategies for presenting new solutions and maintaining a dynamic conversation pipeline.
Whether you're working with a new business or managing an existing patch, these insights will help you maximise your outreach efforts.
Here's what I dive into:
- Leveraging Existing Relationships: How to use your current client base as a springboard for introducing new solutions without overwhelming them.
- Building Trust Through Value: How to build a solid foundation of trust and position new offers as enhancements rather than just additional sales pitches.
- Effective Communication Tactics: Explore practical methods for presenting new products or services in a way that resonates with your clients’ needs and goals.
- Storytelling: Understand the power of storytelling in making your offers more relevant and compelling.
- Balancing Sales and Relationship Building: How to maintain a balance between driving sales and fostering genuine relationships with your clients (you'll never feel pushy again).
As always, I share actionable tips and real-life examples to help you refine your outreach strategy and keep your client engagements fresh and productive.
This podcast is hosted and recorded at Vitality House.
Are you truly leveraging your competitive edge?
If you're saying, "I don't care what others are doing," you might be missing a golden opportunity to position yourself more effectively in the market.
In this episode, we explore why understanding your competition is crucial for setting yourself apart and enhancing your sales strategy.
Join me as we discuss:
1. The Impact of Competitor Awareness:
- Why it’s essential to know who else your prospects are considering and how to use this information to your advantage.
2. Crafting Unique Selling Points:
- How to develop and highlight at least three standout unique selling points that differentiate you from your competitors.
3. Using Battle Cards Effectively:
- Learn from vendors who use battle cards to compare their strengths with competitors.
4. Understanding the Competition:
- Why you need to be aware of your competitors' strengths and weaknesses, and how to use this insight to improve your offerings and positioning.
5. Avoiding Common Pitfalls:
- Why criticizing competitors isn’t effective and how to maintain professionalism while showcasing your own advantages.
6. Staying Informed and Connected:
- The importance of staying updated on industry trends and new competitors, and how building connections can enhance your market knowledge.
Key Takeaways:
- Know Your Rivals
- Highlight Differentiators
- Utilise Vendor Battle Cards
- Stay Informed through industry relevant content and connections
If you’re dismissing competitors, you could be overlooking key tactics to improve your positioning.
Dive into this episode to discover how to refine your strategy, stand out from the crowd, and win more business.
This podcast is hosted and recorded at Vitality House.
Ever felt like the smartest person in the room—and wondered if that's holding you back?
A few months ago, during our fourth birthday celebration, I shared four pivotal lessons from my journey, and one of them has really resonated with many of you: Don’t be the smartest person in the room.
But how do you find those new circles that challenge and inspire you?
In this episode, I’m diving deep into the strategies that have helped me expand my horizons and build meaningful connections:
Choose the Right Environment: From co-working spaces like Vitality House to stepping into unfamiliar events, I explain how these environments fuel my creativity and keep me connected to new ideas and people.
Set Boundaries: It’s easy to spread yourself too thin by saying yes to everyone and everything. I’ll share how I’ve become more selective about the time and value I allocate, and why it’s crucial to say no to people and networks that no longer serve your growth. This approach ensures that your energy is directed towards connections that truly matter and inspire.
Focus Beyond Sales: Making connections isn’t just about closing deals. I reveal why my approach is to learn from others, explore collaborations, and embrace diverse perspectives—leading to richer relationships and new opportunities.
Be Proactive and Explore New Opportunities: Whether it’s attending events where I know no one or diving into uncharted territories, I’m sharing how being open to the unknown has led to some of my most valuable insights and relationships.
These practices have not only fueled my personal growth but have also enriched my professional journey. If you’re eager to expand your network and uncover new opportunities, these strategies are a must-try.
Ready to level up? Don’t forget to drop me a DM on LinkedIn if we haven’t connected yet [link].
We’re here every week, bringing you the insights and tips to supercharge your sales efforts and results.
Don’t miss out!
This podcast is hosted and recorded at Vitality House.
Want to ensure you're never blindsided at the finish line?
In this episode, we dive deep into the concept of the trial close—a powerful tool for gathering essential buying signals and overcoming potential roadblocks before they become deal-breakers.
As sales professionals, it's easy to fall into the trap of "happy ears," where we assume everything is smooth sailing. But real success comes from careful scoping, strategic questioning, and a clear understanding of what lies ahead in the sales process.
Join me as we explore:
- Why trial closes are essential for keeping your sales process on track and securing the final yes.
- How to identify and address potential roadblocks early in the conversation, so you're not caught off guard later.
- The specific questions you can incorporate into your sales conversations to uncover objections, confirm next steps, and keep the momentum going.
- How to avoid opportunities drop off with an end of meeting MUST DO
Plus, as always, I'll share real-life stories and examples to illustrate how these techniques can be applied to your sales strategy.
Enjoyed the episode?
Be sure to like and follow our podcast for more tips and strategies to help you sell like a pro!
This podcast is hosted and recorded at Vitality House.
Does outreach = emails to you?
It’s time to rethink your strategy! Emails play a role, but they shouldn’t be your only tool in business development.
In this episode, we dive deep into the importance of using a multi-channel approach in your outreach efforts.
From picking up the phone to leveraging LinkedIn, I'll walk you through how to enhance your communication strategy and avoid being a "lazy salesperson."
Join me as I cover:
- The Power of Phone Calls: Why picking up the phone can dramatically improve your outreach results.
- Effective Email Strategies: Learn how to use emails as an anchor point in your sales conversations.
- LinkedIn & Beyond: How to integrate LinkedIn and other communication channels into your strategy.
- Real-Life Tips: Practical advice for making your outreach more effective and less reliant on a single method.
Ready to take your outreach to the next level?
Let’s explore how to move beyond the inbox and achieve better results.
This podcast is hosted and recorded at Vitality House.
Ready to transform your sales game and achieve massive results?
Welcome to another episode of Sell Like You! Today, I'm excited to dive into the concept of nurturing your conversation pipeline.
I believe that having a steady stream of meaningful conversations is the backbone of any successful sales strategy.
- Understanding the Conversation Pipeline: I'll explain what a conversation pipeline is and why it's critical for converting leads into deals.
- Building and Nurturing Relationships: I'll share tips on how to effectively build and nurture relationships with potential clients.
- Actionable Strategies: I'll provide actionable strategies that you can implement right away to keep your pipeline flowing with quality conversations.
Join me as we dive into:
- Understanding Conversation Pipelines: Learn how conversation pipelines differ from opportunity or deal pipelines and why they are essential for maintaining a consistent list of leads.
- CRM Maintenance and Dog Names: Uncover the importance of CRM maintenance and, yes, we'll even discuss the impact of capturing prospected dog names to humanise your CRM entries.
- Lead Review and List Building: Discover effective strategies for reviewing leads and building targeted lists to optimise your follow-up efforts.
- Collaborative Communication: Explore the best practices for maintaining open and valuable communication with your leads.
Plus real-life examples of how successful sales professionals have mastered the art of conversation pipelines to drive significant results (and you can too)
Enjoyed the episode?
Make sure to like and follow our podcast for more insightful episodes that can help you sell like a pro!
This podcast is hosted and recorded at Vitality House.
Dive into the practical tactics and daily routines that helped me achieve $10M in annual sales. Start transforming your sales approach today.
Transform your sales strategy by mastering the tactics that helped me go from having no connections to achieving $10M in annual sales.
In this episode, we explore the hard work and strategic moves that turned my sales efforts into a massive success. I'll share practical steps, from cold calling to leveraging LinkedIn, that you can implement to see similar results.
Discover how making 50-80 calls a day, focusing on ideal clients, and utilising niche-specific emails can set the foundation for success. Learn the importance of building strong vendor relationships, attending industry events, and maintaining a robust follow-up routine.
Putting in the work early on is crucial. I know that by dedicating the first 6-12 months to intensive effort, I accelerated my success for years to come. Consistency in the processes you know work is key to sustaining long-term success.
I'll also discuss my favourite tactics like the "86 follow-up calls" to close out a quarter, managing 25 meetings a week, and my go-to tools like LinkedIn and Pipedrive.
Includes insights on:
- How to structure your first year in sales for maximum impact
- Replicating ideal clients and targeting niche markets
- Building and maintaining strong vendor relationships
- Effective follow-up strategies and maintaining a robust CRM
- The importance of personal branding and networking
I share the exact processes, communication strategies, and real-world examples from our clients on how they have utilised these tactics to drive success.
Tune in and start transforming your sales approach today!
This podcast is hosted and recorded at Vitality House.
Dive into the practical tactics and daily routines that helped me achieve $10M in annual sales. Start transforming your sales approach today.
Transform your sales strategy by mastering the tactics that helped me go from having no connections to achieving $10M in annual sales.
In this episode, we explore the hard work and strategic moves that turned my sales efforts into a massive success. I'll share practical steps, from cold calling to leveraging LinkedIn, that you can implement to see similar results.
Discover how making 50-80 calls a day, focusing on ideal clients, and utilising niche-specific emails can set the foundation for success. Learn the importance of building strong vendor relationships, attending industry events, and maintaining a robust follow-up routine.
Putting in the work early on is crucial. I know that by dedicating the first 6-12 months to intensive effort, I accelerated my success for years to come. Consistency in the processes you know work is key to sustaining long-term success.
I'll also discuss my favourite tactics like the "86 follow-up calls" to close out a quarter, managing 25 meetings a week, and my go-to tools like LinkedIn and Pipedrive.
Includes insights on:
- How to structure your first year in sales for maximum impact
- Replicating ideal clients and targeting niche markets
- Building and maintaining strong vendor relationships
- Effective follow-up strategies and maintaining a robust CRM
- The importance of personal branding and networking
I share the exact processes, communication strategies, and real-world examples from our clients on how they have utilised these tactics to drive success.
Tune in and start transforming your sales approach today!
Transform your sales strategy by mastering vendor relationships with these actionable insights and proven techniques.
In this episode, we dive into 10 actionable strategies that can help you forge better connections with your vendors to result in increased opportunities and revenue.
From understanding their products and services to 'being known' by engaging with the broader team on LinkedIn and attending their events, through to effective list building and collaborative market outreach; these tips will equip you with the knowledge and skills needed to maximise your vendor partnerships.
I share exactly how I did this and became one of the go-to partners in Australia to build vendor-led opportunities through the effective vendor relationships built.
Whether you're looking to get more leads, schedule meetings, or simply improve your relationships with your vendors, this episode provides practical advice and real-world examples to help you succeed.
Includes insights on:
- Understand vendor products and services thoroughly
- "Weekly car chats" to build and maintain regular communication
- Identify their top partners/resellers
- Attend and be seen/known at vendor webinars and events
- LinkedIn to connect with the wider vendor teams
- Develop clear and open communication, especially when dealing with competing products
- Implement strategic account mapping sessions (which aren't the same whitespace lists going to everyone else in the market!)
Click HERE to watch the extended version of this episode.
This podcast is hosted and recorded at Vitality House.
Ever wondered how to tackle misconceptions in sales?
In this episode, we dive into an analogy using mined diamonds vs. lab diamonds to illustrate the power of educating, empathising, and overcoming common misconceptions.
Lab diamonds have sparked many debates, often met with loud counterarguments claiming they are "real" diamonds. But in sales, just repeating your point won't cut it.
Join me as we break down the art of taking your audience on an educational journey, empathising with their concerns, and using storytelling to effectively convey your message.
Here’s what we cover in this episode:
- How to guide your clients from ignorance to understanding.
- Key insights on selling new solutions, services, and products by addressing misconceptions directly and empathetically.
- Translating these sales techniques to tech and other industries to displace current technologies or introduce alternatives.
Discover the importance of understanding your client's knowledge and comfort level, and learn how to connect your product's benefits to their specific challenges and outcomes.
This episode is a great reminder of how to guide your clients through their decision-making process without overwhelming them.
If you're looking to refine your approach to selling alternatives or new products, this episode is a must-listen.
Enjoyed this episode? Connect with me on LinkedIn and let me know.
This podcast is hosted and recorded at Vitality House.
Is raising capital on your roadmap?
Or are you considering how to invest in businesses that you can see real potential for?
Excited to introduce Pippa Smith from the Social Startup Labs for her first ever podcast appearance to share her experiences and expertise in crowdfunding.
Whether you're keen to know what crowdfunding is, who should be leveraging this platform or how to get involved in being part of the cohort that give funds we dive into it all.
Join us for:
- What is crowdfunding
- Who is crowdfunding for
- When should crowdfunding be considered
- The do's and don'ts for crowdfunding
- How to start a crowdfunding campaign
And so much more!
The crowdfunding platforms that Pippa mentioned to check out are:
- Birchal
- Swarmer
- Venture Crowd
And go connect with Pippa, our Crowdfunding Specialist on LinkedIn and let her know what you enjoyed about her episode.
As always, connect with me on LinkedIn and be sure to subscribe and in return we will be back with more sales tips, tools, specialists and real world examples so you can Sell Like You!
This podcast is hosted and recorded at Vitality House.
Ever wondered how to optimise your sales strategy using ChatGPT?
In this highly requested episode, we revisit the power of ChatGPT in sales. I share insights from my journey with the paid version of ChatGPT, highlighting significant improvements and capabilities that have saved me time in preparing for sales and client engagement.
From refining copy to conducting targeted industry research, and creating comprehensive reports, ChatGPT has become an indispensable tool in my tech sales toolkit.
Tune in as we delve into:
- Practical applications: What we use ChatGPT for and what we don’t.
- Real-life examples of how ChatGPT has enhanced our sales processes.
- Essential tips for interacting with ChatGPT to get the best results.
- Potential future integrations with Microsoft Co-Pilot and the benefits of seamless platform integration.
Learn the art of crafting precise prompts to maximise ChatGPT’s effectiveness and discover how it can save you hours each week, allowing you to focus on revenue-generating activities.
If you're in sales and looking to elevate your game, this episode is a must-listen.
Join us for practical insights and start transforming your lead generation strategy today.
Click HERE for more sales tips, strategies and resources.
This podcast is hosted and recorded at Vitality House.
23 leads in less than a week and under $100!
In this episode, Jordan from The Social Lab and I dive into the incredible success of our Clicks2Clients workshop.
We break down our four-step framework, share compelling stories and learnings from our participants, and provide actionable tips to help you understand your ideal clients and generate high-quality leads.
Discover the secrets behind effective ad campaigns, from choosing the right platform to creating irresistible offers and follow-up strategies. Hear success stories like Ash and Charlotte’s impressive results and learn what holds most people back from succeeding with online lead generation.
Plus, get answers to the most commonly asked questions about Meta and LinkedIn ads.
This episode is for you if you're looking for practical insights and start transforming your lead generation strategy today.
Don’t miss out on our freebies: a template to help you replicate your ideal clients and a Canva design download:
Replicate Ideal Clients - Click HERE
Canva Templates - Click HERE
This podcast is hosted and recorded at Vitality House.
Flatten the curve of revenue dips with consistency.
Skipping business development time throughout your week won't impact you today but it will impact you in the next 2-3 months.
Struggling with peaks and troughs which is either impacting your bottom line or burning out your team is due to a lack of consistency.
In this episode I share tangible tips and takeaways that will impact your results positively.
Think of it as Sales fundamentals, the basics; because without them you're working harder than you need to.
Part of a sales team? This will help the business to forecast realistically and therefore hire and make better decisions.
Leading that team? This will help you articulate to your team how consistency can impact their return (commissions) and support the overall goal for the business.
Let's dive in...
This podcast is hosted and recorded at Vitality House.
I've built a network from scratch in a new country leveraging LinkedIn and the coffee culture, this exactly how I got started when moving from Manchester to Australia; but it's been a while since I've experienced someone as driven as John in this pursuit.
John Hall, founder and creator of The Maintain App, has spent the last 20 years in construction in London, building and renovating for some of the cities richest people. Knowing that relationships, communication and protection of assets (aka maintenance) is of upmost importance he set his sights on creating the application to bring both commercial construction and property managers together.
In a few short months he's networked and leveraged every connection and referral to build an incredible network.
Not with the goal for a hard sell but to connect with likeminded people, in the industry, the start up community and business leaders.
You'll hear:
- How he did this in less than 30 minutes per day
- The importance of a strong network
- The mindset and approach he took into this task
- What needs to happen next to get direct in his approach
- That gratitude is part of his every day and interaction
Join us for this conversation and learn the ONE key attribute I believe everyone needs to be successful in Sales.
Find out how you can get started on LinkedIn with our LinkedIn Launch Pad; 10 days of prompts, guides and tips to help you network like a PRO.
Have questions? You can find me on LinkedIn or Instagram
Don’t be the smartest person in the room.
Widen your circle, reach out to new connections and constantly learn.
I’ve never been afraid to ask for help, feedback, insights or ‘how did you do that’?
It doesn’t make you weak, it makes you stronger, more knowledgeable and widens your network.
In our final lesson of the "4 Lessons in 4 Years in Business" series I share my examples, experiences and how this has supported me in business and in sales; plus how it can help you too.
Connect with me on LinkedIn as I share on this journey plus sales resources, tools and tips!
Do you understand the transformative power of outsourcing?
In our third lesson of the "4 Lessons in 4 Years in Business" series I share:
- Why investing in outsourcing gives you valuable time back.
- My journey from doing it all to outsourcing web design, branding, and accounting.
- The game-changing impact of hiring a VA and later a full-time employee.
- Practical tips to identify tasks you should outsource.
- How our current team structure supports growth and efficiency.
Tune in to hear my personal experiences and actionable strategies to help you focus on revenue-generating activities and drive business growth.
Leave a 5* review if you enjoyed this episode, it means more than you know and helps me on our mission to impact 1 million salespeople and business owners through avenues such as this podcast.
Thanks for being here and happy selling!
If you want to go faster, slow down.
What does that mean?
Learning to slow down, take stock of the success and keep aligned to the big goal is something that taken a lot of learning.
I'm fast paced, always looking for ways to add more value, support more clients and create lasting impact for our customers in Sales.
Slow hadn't existed for me in a LONG time.
And it was a couple of years after I first heard this phrase that I really listened and put it into practice.
The more I slowed down, went inwards to listen and reflect, the more that came to me.
And in this episode, I share more about this part of my journey and how it's had an impact for me and how you can too take this and apply to your business or sales process.
I hope you enjoyed lesson #2 of my 4 lessons in 4 years.
Connect with me on LinkedIn and let me know what you thought of this episode.
As we approach our fourth year in business at Your Sales Co, I'm excited to share with you four pivotal lessons I've learned along the way.
In this inaugural episode, I dive deep into the importance of sticking to what you know when it comes to sales and business growth.
Reflecting on my own journey as an entrepreneur, I'll take you back to the early days when I made the mistake of chasing after shiny objects rather than relying on proven strategies.
Despite my success in corporate sales using traditional methods like email, phone, networking, and LinkedIn, I found myself drawn to new trends, like building a brand on Instagram.
Sharing with you the challenges I faced when I diverted my focus to new markets and ventures, including the launch of a mastermind program.
Join me as I emphasise the importance of sticking to what works, learning and adapting intelligently, and never losing sight of yours and your clients goals!
This episode is packed with actionable advice and relatable anecdotes to guide you on your own sales journey with confidence and clarity.
Subscribe to catch our next 3 episodes across the next 2 weeks to complete our 4 lessons in 4 years.
Keeping your prospects engaged throughout your sales process keeps the opportunity moving forward whilst adding value and connecting to THEM.
It's the most important technique after qualification!!
In this episode we dive into:
- How to keep your prospects engaged
- Avoid being annoying in follow ups
- Expand the opportunity
- Re-engage if an opportunity has dropped off
- How to always add value
- How to keep track of what everyone is doing
- Avoid being ghosted
This is the perfect time to improve your follow up and re-engage with prospects that have gone quiet.
Don't forget to subscribe and NEVER miss an episode.
Want to share your thoughts on this episode, connect and message me on LinkedIn.
Building State of Social with Meg CoffeyThis was a JUICY episode with the straight talking and incredible Meg Coffey.
We chatting all things lead generation, coffee meetings, marketing platforms and why email is still a #1 strategy.
We share about the difference between a tactic and a strategy and how this can play out for you in your business or sales focus.
Whether you leverage social media, marketing channels or direct selling this episode has something for everyone.
Find out why I am so excited about the State of Social in WA in August 2024 and why should you join me in attending (hint hint "puppies")
Meg LOVES the marketing industry and shares why connection is key in everything she does and those that win at social media are in it for the 'long game'.
Meg has given us the motivation to get our monthly Sales Tips Email going again and would love to share our industry insights, tools and tips with you.
Sign up HERE
And for more on Meg, her businesses or to head along to State of Social, use the links below...
Click HERE for the Meg Coffey website
Click HERE to follow Meg on LinkedIn
Click HERE to learn more about State of Social '24
Do you create a strategy to support you manage your pipeline and opportunities around end of financial year?
In this episode, I share my first financial year challenges and lessons learned and why I chose to never take leave again during that time!
I highlight the importance of understanding clients' buying cycles and budgeting processes, plus why, and how sales professionals need to align their strategies with clients' timelines and priorities, offering insights into planning leave and optimising sales opportunities throughout the year.
Dive into the significance of fostering client relationships and providing value beyond sales targets, ultimately guiding how you can approach end-of-year sales with a customer-centric mindset.
Tune in for actionable tips on navigating the complexities of end-of-year sales cycles and maximising opportunities for success.
If you enjoyed this episode leave us a 5 star review and help us reach more listeners around the world!
Thanks + Happy Selling
Reigniting opportunities for the QUICK wins and low hanging fruit.
Past opportunities that dropped off, went cold or weren't ready are WARMER than someone that isn't aware of you, your offering or that you (potentially) even exist.
Reigniting is about personalisation, referencing what they were doing previously and why now is a great time.
This is one of my favourite topics in sales and in this episode I dive into:
- Why you should reignite opportunities
- When to reignite
- How to reignite
- The importance of personalisation
- Why NEVER to let go of a lead
- Value Vs Offer
I love to connect with my listeners so drop me a connection at LinkedIn HERE.
Thanks for listening + Happy Selling.
Do you pitch before your prospect on a discovery call or meeting?
Two mistakes I see when it comes to pitching:
- Pitching what they don't need
- Pitching when you should be asking questions first
Both of these can be overcome by pitching 'last' (after your prospect tells you everything you need first)
Effective pitching is about connecting what your prospect, or ideal client, needs through language stories that means something to THEM.
Your pitch should be interchangeable, one size DOES NOT fit all here...
This episode is for you if you want to learn:
- What to include in a sales pitch
- What make a good sales pitch
- Why are sales pitch important
- How to improve a sales pitch
Let's dive in...
As always, if you loved this episode leave a review + help me reach more salespeople just like you!
You can call them whatever you like, however deciding on the right language and wording, plus the function / activities of the 'role' is key for consistency and to get your team on the same page.
This episode dives into what is lead generation, the different stages:
- Opportunities
- Leads
- Prospects
- Clients
How to qualify the stages and what to do when your opportunities, leads or what to do when prospects DON'T REPLY!!
As always, I share my experiences with a sprinkle of client experiences to bring the examples to life.
Loved this episode? Share it and tag us on LinkedIn or Instagram!
Are you taking yourself too seriously in Sales?
William, founder and CEO of KONGSY joins me and shares the moment he realised he was a salesperson and the importance of not taking yourself too seriously.
William believes that Lead Generation is DEAD and Pipe is life... do you?
In this episode we dive into:
- Lead Generation vs Pipeline
- The key differences into selling into new markets or cultures
- Rewards Vs Rooting for your salespeople
- Getting curious instead of formal communication (bring some personality into the mix)
- Mixed Martial Arts in Selling!
Let me know what your biggest takeaway is from today's episode, drop me a note via LinkedIn.
And be sure to connect with William Gilchrist and share how you found him.
Happy Selling...
Are you leaving money on the table?
And what do I mean by this?
There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.
But what do they look like?
How to uncover them?
In this episode I share some of the key things to look for during qualification and share a great example from the wonderful Tony Morris from his book Coffee's For Closers.
Additionally the other side of the coin is, how to handle multiple opportunities without dragging out the lead time or making the deal size 'too' big to move ahead with.
It's a fine line but this episode makes it simple.
I would love to know, are you leaving money on the table?
Let me know via LinkedIn [link] or drop me a note harriet@yoursalesco.com (I reply to these personally!!
Capability Statements; love or hate them, they are often part of the process.
This has been hot topic on my LinkedIn profile and I dive into the poll results with you on this episode here.
If you want to know:
- What is a capability statement
- What makes a good capability statement
- When to send a capability statement
- How to stand out with your personalised statement
- What else you could send instead!
Find out what I think about capability statements find out the BEST collateral to send for the highest return on your efforts.
The saying 'doing the same thing over and over again but expecting a different result' is the definition of insanity!
So why does this show up in sales so often?
Salespeople will often challenge me, which I love by the way, and say 'but that doesn't work' or 'I've done that before' but they're generalising.
In Sales the difference between a solid cold call / outreach and a weak one is tiny.
It could be the language, tone, timing, problem overcome or ideal outcome that doesn't connect.
Think 1% ers!
This episode I share the tiny tweaks that show up during sales processes and the impact this can have for you!
To put this into action yourself... make a note of a maximum of 3 tweaks and I want you to implement (and hold yourself accountable) for 1 per week.
If you found this episode of value, I'm sure others in your network will do too. Take a screenshot and share 1 of your takeaways, don't forget to tag @yoursalesco on all social media platforms.
Have you ever wondered what makes the top 1% of salespeople successful?
In this conversation, Tony Morris, author and international best seller of Coffee's for Closers and I dive into what makes a successful salesperson.
From doing the basics well, through to asking great questions that drive exceptional results and what happens when you have the skill but not the will.
This episode is for every salesperson and sales manager that wants to be the BEST.
Being a sales professional is exactly that, a profession; something that needs to be honed and developed; we're forever learning.
Listen to the end to get a gift from Tony!!
Connect with me via LinkedIn
Connect with Tony via LinkedIn
Check out Coffee's For Closers
Download Replicate Ideal Clients to unlock your client use cases and success stories with ease.
Email Tony for access to a FREE module
Unlike Rose and Jack in titanic I NEVER let go of an opportunity, prospect or lead.
This doesn't mean calling every day or week asking 'how about now' instead it's about remaining front of mind and present whilst adding value in a meaningful way.
In today's episode I share:
- How to stay front of mind
- What adding value in a meaningful way looks like
- How to track and manage your pipeline to be able to 'never let a lead go'
- Creating a nurture sequence that works for you
- How I do this in my business and create strategies for others
- Mistakes to avoid in follow up and check in's
You can also apply this to your marketing sequences, social media platforms such as Instagram and LinkedIn PLUS your lead magnets.
Since meeting Guy before we hit the stage for the Belong in Business Conference in 2023 in Darwin his approach to mindset, goal setting and habits has stuck with me.
I'm not sure if it was his stories of joining the circus or his drive to get into the Olympics but his approach is refreshing and feels achievable.
In this episode we dive into:
- what's not hard
- how to build a habit
- why goals should be broken down (and how small to go)
- beliefs
- if you believe you can Vs if you believe you can't
- why your scheduled business development work isn't getting done (and what to do about it)
and so much more!
You can find and connect with Guy here
A Pilot program is one of the BEST ways to validate a new product or service.
Working with clients across industries such as sport, finance, blockchain, retail, SAS and tech; we have validated products, services, features and offers through pilot programs.
A Pilot Program gives you the insights and understanding of your ideal clients and how you can ensure your product or service meets their needs and expectations, it also allows you to build features and capabilities that you KNOW they need and want.
It also gives you the social proof you need to market and sell.
In this episode I share:
- What is a pilot program
- When to run or utilise a pilot program
- How long it should last
- Who to invite
- 1:1 Vs Group
- Feedback capture
- How to determine and set goals for the program
- Next steps to bring new clients into your business (what's the offer)
We're currently running a number of pilot programs for clients across the globe and I also share 2 most FAQ's questions...
Let me know if you're running a pilot program via LinkedIn DM's - click HERE to connect.
I first came across Stephen Harvill in 2017 with the launch of his book "21 Secrets of Million Dollar Sellers"
I couldn't get it in Australia so I bought a Kindle as I wanted to get my hands on it ASAP!
Stephen, a scientist, took to interviewing 175 top performing salespeople, identified as million dollar generators and looked for the patterns of what made them great.
In this episode Stephen shares his favourite 'secrets' and we dive into how you can take a peek a how someone else does something in another industry and make it your own.
This episode is for you if:
- You're in sales or have a team
- You want to increase your sales effectiveness
- You're looking to improve a skill or build a new one
- You want to learn from an incredible mind that supports organisations like Apple and Microsoft.
Find out what the top Porsche dealer uses as their opening statement and how you can apply this to your conferences and trade shows.
I would love to know if you enjoyed this episode and tell me, what's your favourite secret!
Providing prospects with a trial or POV (proof of value) to showcase capabilities, features and how this will support your clients in action is really powerful BUT can seriously impact your lead time.
And no salesperson wants that.
In this episode I share:
- how to navigate and handle requests for trials
- the importance of check in and next steps confirmed during these times
- get confirmation that they will be able to give it the time it needs
- decide what timeframe is needed for your prospects to experience the product / service
Remember, Trials should work with your process and support better results, NOT hinder them.
Find and connect with me on LinkedIn HERE
Let me know what software's and technologies you offer trials for and how this works in your sales process.
"I'm going to try and make 10 calls tomorrow"
Do you ever say this?
Think about the things you 'just do' every day:
- get up
- clean your teeth
- walk the dog
- go to work
- eat
You don't try to clean your teeth every morning, you just do.
It's now a habit but you understand or fear the pain if you don't do.
And yet the lack of activities will cause you pain if you don't take action.
Instead of "I'll try to make 10 calls in the morning"
Change to I will make 2 calls in the morning.
Instead of "I've blocked out the whole morning to do outbound"
Why not commit to 20 minutes of outbound.
When you try to go too big when you've been off the routine, habits and activities for a little while it will be overwhelming too big and you just won't do it.
Check out the full episode to stop trying and start doing!
And... I share my tips for procrastination too.
Happy Selling.
Harriet
Welcome to the Women in Tech Sales Series!
This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry.
It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported and inspired by others.
The series is a reminder that there are great people within the industry, regardless of where you are in the world, and there is so much opportunity just waiting for you.
Listen to our conversations with:
- Jennifer Van De Walle
- Lisa Papli
- Tanya Hovagimian
- Claire Sangster
In this episode I learn how Lisa went from Marketing to Heading up Sales & Marketing teams, Lisa's passion for the industry goes way back.
We met during our engagement at Somerville (now Attura) where Lisa is well known and respected within the industry.
Lisa's passion, leadership and network are something to be recognised and a true reflection of what can be achieved within the industry.
Our conversation follows Lisa's journey, discussing her initial days in marketing to the moment when she embraced the challenge of an exciting industry, never looking back.
To connect with Lisa on LinkedIn, click here.
Let's dive in...
Welcome to the Women in Tech Sales Series!
This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry.
It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported and inspired by others.
The series is a reminder that there are great people within the industry, regardless of where you are in the world, and there is so much opportunity just waiting for you.
Listen to our conversations with:
- Jennifer Van De Walle
- Lisa Papli
- Tanya Hovagimian
- Claire Sangster
In this episode I chat with Jennifer about her transition into the tech sales industry during the pandemic out of the travel industry.
Embracing new opportunities, she was introduced to Netskope and has since never looked back.
From learning a totally new industry, which can feel like a new language, she was ready for the challenge and has embraced it with open arms. With English being her second language (you would never know), she's had to navigate her way and shares what has supported her along the way.
To connect with Jennifer on LinkedIn, click here.
Let's dive in...
Welcome to the Women in Tech Sales Series!
This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry.
It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported and inspired by others.
The series is a reminder that there are great people within the industry, regardless of where you are in the world, and there is so much opportunity just waiting for you.
Listen to our conversations with:
- Jennifer Van De Walle
- Lisa Papli
- Tanya Hovagimian
- Claire Sangster
In this episode I chat to Tanya. Tanya and I, through MANY mutual connections found ourselves engaging with each other on LinkedIn. Observing her advocacy for women and others in the industry, I knew that our conversation would be a good one.
Tanya started her career within the tech industry, navigating diverse markets, solutions, and vendor landscapes while building an impressive network.
Our discussion dives into her journey, exploring the factors that have supported her along the way. Tanya also shares her top tips for entering the industry and achieving success.
To connect with Tanya on LinkedIn, click here.
Let's dive in...
Welcome to the Women in Tech Sales Series!
This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry.
It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported and inspired by others.
The series is a reminder that there are great people within the industry, regardless of where you are in the world, and there is so much opportunity just waiting for you.
Listen to our conversations with:
- Jennifer Van De Walle
- Lisa Papli
- Tanya Hovagimian
- Claire Sangster
In this episode I talk to Claire, a longstanding friend and invaluable industry connection, stands out as a powerhouse in her field. Throughout my career, she has consistently proven to be one of the most supportive and nurturing individuals I've had the privilege of knowing.
It was very interesting to discover that Claire, like many women in the tech industry, didn't initially begin in the tech industry. In fact, her career path was quite the opposite; you'll hear my surprise in this episode as I learnt something new!
Claire shares insights into her career path, highlighting the pivotal figures who supported and championed her along the way to achieve the role of 'Head of Regional Sales WA / NT / QLD / SA,'
She shares strategies and approaches on how you can build your own career!
To connect with Claire on LinkedIn, click here.
Let's dive in...
Welcome to the Women in Tech Sales Series!
This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry.
It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported and inspired by others.
The series is a reminder that there are great people within the industry, regardless of where you are in the world, and there is so much opportunity just waiting for you.
Listen to our conversations with:
- Jennifer Van De Walle
- Lisa Papli
- Tanya Hovagimian
- Claire Sangster
In this episode I share insights into my journey along with the experiences and lessons that I've learnt along the way.
From working as an events manager for hotels into national conferences for education and into my first 'tech' role within a Hosting Provider back in Manchester. Through to moving to Australia and continuing the learning into managed services and cyber sales; it's been an incredible time.
Let's dive in...
If we look at how we approach sales through the lens of human design it's clear to understand how this can impact and support your or your team.
In this episode we're joined by Human Design specialist, Cat Skreiner to understand:
- what is human design
- how to understand your human design
- how human design can support a stronger sales return
- human design for sales teams and team dynamics
- align your efforts and activities with what you're 'designed' to do
- yourself better
I share how Human Design has helped me and my clients, along with tools and tips to get started.
Download your FREE Human Design Chart here: Free Human Design Chart (catskreiner.com)
I would LOVE to know what you thought about this weeks episode, connect with me on LinkedIn [hyperlink to my profile] and let me know.
Happy Selling!
I recommend bringing your team together aside to your sales meeting
OR
incorporating an update into your sales meeting
You should be sharing the following:
- won deals
- lost deals
- language (why people said yes)
- objections
- new clients / industries
- success stories
Sharing this together empowers others as well as supports them to learn
If you’re working towards the dream state of automated sales processes, know this…
It should begin manually.
I’ve seen many a challenge with automated everything and yet it’s not effective because it didn’t begin manually.
The manual process is an opportunity to test, tweak and test again.
Once you know what works, then automate what you can.
Not every business is the same so trying to copy what ‘that business’ is doing won’t necessarily work for you.
Personalisation is key to a successful sales process and I always recommend it’s part of your automation roadmap.
-
Curate communication templates
-
Test
-
Tweak
-
Test
-
Automate
This episode also includes:
- how to get started
- the difference between automation vs manual selling outreach
- who shouldn't automate their sales outreach
- how we do it!
If you're keen to explore this further but are unsure where to start, get in touch with me here and find out how we can help you.
Happy Selling,
Harriet
SHOW NOTES:
- It's not how you do it
- It's not the name of your service
- It's also not GENERAL
It's the WHY people come to you.
It's the pain point.
It's specific.
It's the journey and the outcome
For example, if you're a beauty salon, you don't solve bad skin, you help them to overcome roacea and feel confident for their best friends wedding.
If you're a change manager, you don't solve the problem of managing change and it's processes, you increase retention rates and make the current team feel part of the change process, which sees more success in the actual project in a shorter timeline.
If you're a cyber security service provider, you don't make them more secure, you provide peace of mind to the board that the right solutions and back ups are in place, whilst reducing their largest risk factor, their users!
These are all REAL life examples of clients coming with their 'perceived problems' and turning them into actual problems they solve.
And do you want to know where we got the 'real' information from?
Their clients.
Actual feedback, language and reviews - we turned that into specific messaging to attract more clients.
And you can too.
The mistake is generalisation to speak to 'many'.
The win is about making it speicfic, speaking as though to one person.
Are outbound emails dead?
We don't believe so.
BUT know this, an email without a call is #1 lazy and #2 not effective.
Email gets your name seen, build familiarity but a call gets commitment and requires a response (even if it's a no).
We recommend outbound emails to warm up a conversation and to capture their attention whilst answering 'why this', 'why me' and 'why now'.
In this episode we share why emails still have a place in the sales process.
What to include in your emails and the BIG mistakes to avoid.
We talk subject lines, gathering contact details and why others may say that email is dead.
Loved this episode?
Leave a review & drop me a connection on LinkedIn
Sales Managers and Business Leaders are always keen to increase sales targets and very rarely inclined to decrease a target.
But when does a target become demotivating?
In this week's episode I share the considerations for increasing a target to make it about 'them' (your salesperson) to maintain their motivation and drive.
I also share why and when to decrease a target to support a struggling salesperson get back on track.
Great Salespeople are created with great leadership and development.
Let me know what resonated with you most from this episode via LinkedIn
And as always, Happy Selling.
Tracking your pipeline is IMPORTANT.
And whether you're ready to pay for system or just need something to get started this episode shares my favourite pipeline management tool 'Pipedrive' PLUS an alternative of how to do it for FREE on 'Trello'
This episode is hands on... meaning you can implement as you listen.
Both systems are simple and will give you a methodology and process to track.
Learn how to set up the process, what to track and my tips for building a successful pipeline.
Get a FREE 14 day trial of Pipedrive HERE
If we're not yet connected on LinkedIn [Harriet Mellor | LinkedIn] send me a request & let me know what you thought about this episode.
Do you have a process for your discovery or qualification meetings?
This is your chance at an excellent first impression.
It's also where you gather the information you need to understand the prospect, showcase your capabilities and gain commitment for next steps, maybe even to create a proposal.
This stage is the biggest opportunity for improvement and therefore this episode takes you through the 6 Step Discovery Process.
I share the most important step in this process plus examples of how you can implement.
I would love to know if you got value from this episode?
Connect with me via LinkedIn and let me know: https://www.linkedin.com/in/harriet-mellor/
Are you maximising your LinkedIn profile real estate?
The little headline space under your profile photo is often underutilised or misunderstood.
In this episode I share the importance of your headline, when and how to update it, along with suggestions for making the updates.
Don't leave your potential clients in the dark and focus on what you offer, the outcomes you support and challenges you overcome.
For more LinkedIn tools and tips be sure to connect with me https://www.linkedin.com/in/harriet-mellor/ (I reply to all LinkedIn DM's personally so ask me about your profile if you want to know more).
Sales and Marketing data is readily available but how to we navigate this data, what should we track and measure Vs what we shouldn't?
We invited Jordan Lomax from The Social Lab back to the podcast to discuss what businesses should be tracking, how and what to do with it!
If you want to know:
- how to quantify ROI on branding and marketing
- how to link data to specific goals
- tools and techniques for tracking
- how to avoid data fatigue
- Google G4
Then this episode is for you.
Enjoyed this episode?
Let us know by tagging @harrietsalescoach on instagram or via LinkedIn https://www.linkedin.com/in/harriet-mellor/
Find and connect with Jordan Lomax on LinkedIn https://www.linkedin.com/in/jordanlomax/
Wondering if you should be leveraging the sales periods that break the internet?
From Black Friday, Cyber Monday, Christmas Sales and Afterpay Day there is no shortage of reasons to discount, but should you?
In this episode we have Jordan Lomax from The Social Lab sharing her expert opinions on who should be leveraging the Sales Periods, how and when to discount as well as some of the challenges around repeat sales following discount periods.
From this episode you will be clear on:
- how and when to discount
- alternatives to discounting
- buyer behaviours
- retail sales psychology
- planning for the year
Find out why a 10% discount is no longer enough!
Loved this episode?
Let us know by tagging @harrietsalescoach on instagram or via LinkedIn https://www.linkedin.com/in/harriet-mellor/
Find and connect with Jordan Lomax on LinkedIn: https://www.linkedin.com/in/jordanlomax/
In today's episode, we're diving into the world of data and how it can support your sales effort and in turn business growth.
I'm a firm believer in the power of data. By analysing numbers, Grant Cardone references this as ‘Do the Maths’ you can make informed decisions that can transform your business.
However, I've noticed that many businesses fail to use their data effectively. In fact, a recent survey found that only 53% of businesses use data to make strategic decisions.
So, in this episode, I want to share my insights on how you can utilise your data to improve your sales effort!
First, it's important to identify your key metrics. These are the numbers that are most important to your business. By focusing on these metrics and analyzing the data related to them, you can make informed decisions that have a real impact on your business.
Next, investing in analytics tools can be a game-changer. These tools can help you collect and analyze data more efficiently, saving you time and helping you make better decisions.
Finally, it's essential to create a data-driven culture within your business. Encouraging your employees to use data in their decision-making processes and providing training and resources to help them do so can help your business make the most of its data.
By the end of this episode, you'll have a better understanding of how data can help your business grow and how to start using it effectively.
Thank you
In this episode, we delve into the significance of framing your sales discovery meetings and calls.
- Learn why framing is crucial for establishing commitment and structure in your interactions.
- The risk to the opportunity without proper framing
- Discover what framing a call entails and when it's best to implement it.
- Examples of how to frame your next call or meeting
Tune in to understand the importance of framing your calls and gain insights on how to effectively implement it for better sales outcomes.
I would love to know if this episode supported you in any way, connect with me via LinkedIn https://www.linkedin.com/in/harriet-mellor/ and let me know.
Happy Selling!
Thank you to Vitality House, West Perth for hosting our recording session
Find out more about the awesome facilities on offer HERE: https://www.vitalityhouse.com.au/
In this episode, we explore LinkedIn and Language workshops' importance in increasing sales conversions and how language is the key to connecting with your ideal prospects and addressing their needs effectively.
We explore powerful examples of how language can drive sales success. By analysing testimonials and making specific language changes, one online service saw a significant increase in bookings. Another change management organization refined their message, connecting more effectively with prospects by using captured language. Embracing the language your audience uses can help educate them about your services. Clear language allows you to connect deeply with your audience, empathize with their challenges, and effectively communicate the solutions you offer. To implement these strategies, start by listing what your business offers and the problems you solve. Analyse reviews and adapt your language to better resonate with your audience.
-
Power of Language:
-
Connects your audience to the solutions you offer.
-
Capture the exact language your clients use.
-
Avoid Pitfalls:
-
Avoid generalization and focus on what matters to your audience.
- Adapt your language for better resonance.
3. Capture the Right Language:
- Use stories, reviews, and inquiries to understand your audience better.
Recorded @ Vitality House Perth
Lifetime Value = How do you add value to your customer for life?
Nick Verykios, known for his love of innovation, he’s built and sold 3 incredible organisations and continues to impact the ICT, Channel and Reseller world with his knowledge.
We crossed paths many years ago during his Distribution Central era and my time as a reseller, we caught up recently and reconnected.
I love bringing guests that challenge the industry, inspire and innovate, Nick does just that.
This episode is for the salespeople, the leaders, the business owners, the vendors and resellers across the ICT and Cyber industry.
In this episode we cover:
- How to maximise the lifetime value of your customer
- Net New Vs Existing
- Opportunities that are right in front of you
- How to leverage the data at your fingertips
- How to reward your reps (and what to avoid!!)
- Automation
- Innovation
- How to get more rewards from the channel
- The latest industry ‘buzz words’
- What leads to give to your sales team today!!
Listen to the end where Nick shares his secrets to success!
Reference Links:
Nick Verykios LinkedIn - https://www.linkedin.com/in/nverykios/
iasset - https://www.iasset.com/
Harriet Mellor LinkedIn - https://www.linkedin.com/in/harriet-mellor/
Podcast Recording Location (Perth) - https://www.vitalityhouse.com.au/
Video is proven to connect and engage with more of your audience than any other means, however it’s one of the most feared pieces of content to create.
Enter Carmen Braidwood.
I was first introduced to Carmen through a mutual connection, and we’ve become friends and referrals for one another. I invited Carmen to join me, in person to record our conversation about Confidence on Camera.
We talk about our experiences, the mistakes, tools, tips, experiences and ultimately; how to grow your business (and your sales) through video content.
Listen to this episode for:
-
ROI on content created
-
Knowing your audience
-
How to speak to camera
-
What content to turn into video content
-
Where to post your video content and to leverage it for maximum reach
Did you accept our challenge from this episode?
Let us know via LinkedIn:
Carmen - https://www.linkedin.com/in/carmenbraidwood/
Harriet - https://www.linkedin.com/in/harriet-mellor/
Thank you to Vitality House Perth for hosting the podcast recording & for keeping us well caffeinated for this recording.
In today's conversation, we have the pleasure of hosting the incredible Ellie Swift, a renowned mindset coach and business strategist.
Join us as we delve into the concept of a rich life, overcoming imposter syndrome, and making better business decisions. Get ready to gain valuable insights and actionable tips that will help you elevate your business and create a life of fulfilment.
Ellie dives into her journey toward discovering the concept of a rich life, exploring the meaning of this and how to identify it your life.
We explore how aligning your business decisions and personal values has worked for us both, and Ellie shares her top strategies for finding clarity and defining what a rich life means to you.
We discuss:
- Pervasive influence of social media on business decisions
- The danger of blindly following trends and doing what others do
- How to stay true in a world of comparison
- How to develop a sales mindset
- What is the cause of imposter syndrome
- Self-confidence
- Rich life challenges (what can get in your way)
How do I design my rich life? That’s up to you... listen to this episode to find out what is a full rich life and how you can align this into your life and connect to business.
I know you’re going to love this episode and with more to come from the Sell Like You podcast be sure to subscribe and leave a 5* review to help us reach more business owners and sales people just like you.
Links:
Harriet Mellor on LinkedIn - https://www.linkedin.com/in/harriet-mellor/
Ellie Swift - https://ellieswift.com/
‘I will teach you to be rich’ by Ramit Sethi - https://www.amazon.com.au/Will-Teach-You-Be-Rich/dp/1523516879
If you haven’t heard of ChatGPT you must be living under a rock!
It’s hot topic regardless of your industry, company size or job function. We have been using AI for years, but without such a fuss.
So, what should you use ChatGPT for?
In this week's podcast I share what I have been using ChatGPT for and how you can leverage this incredible tool in your business.
I also share what ChatGPT shouldn’t be used for and some of the common mistakes I see, as well as how to avoid them.
I would love to know what you use ChatGPT for your business, connect with me on LinkedIn: https://www.linkedin.com/in/harriet-mellor-a96a153b/
For more Sales resources and tips, you can find more here: https://www.yoursalesco.com/blogs-and-resources
Is re-engaging past clients in your sales strategy?
In this episode of the Sell Like You podcast, the focus is on re-engaging past clients and upselling to existing clients.
Emphasising the importance of adding value to clients at all times, even after the initial sale, in order to build strong, long-term relationships.
I chat about:
- Why we should re-engage past clients
- How to re-engage
- Why we should upsell to our existing DB / clients
- How to do this
- Where to spend most of your time / focus
- The important of account management and getting feedback from your clients
Research suggests that it is generally more cost-effective to re-engage with past clients than to engage new clients. Here are some statistics that support this:
According to a study by marketing software company Invesp, it can cost up to five times more to acquire a new customer than to retain an existing one.
The same study found that increasing customer retention rates by just 5% can increase profits by 25% to 95%.
Adding a re-engagement strategy to your business is not only profitable but the smartest way to generating revenue.
For more tips and tools for your Sales outreach be sure to subscribe to the Sell Like You podcast and visit www.yoursalesco.com for extra resources.
If you enjoyed this episode, please share with someone looking to improve their sales and business to support them.
This podcast was recorded at Vitality House, the Co-working and Wellness Club in Perth, for more information click here: https://www.vitalityhouse.com.au/
Welcome to Sell Like You, the podcast where we discuss all things sales and how to improve your skills to become a successful salesperson. In this episode, host I talk about the importance of having a positive sales mindset and how it can impact your success and effect your outreach.
I share that approaching sales from a perspective of supporting, serving, nurturing, and adding value can lead to success. You MUST have confidence in your conversation starter, it's crucial, along with the right tools, processes, and language patterns.
While having the right skills is essential, adding a positive mindset to your approach can make a huge difference.
Having the right attitude towards rejection and failure, explaining that a strong and positive mindset can help handle the no's and objections that come along the way. Having the belief that you can help transform a potential client's life or business is crucial when picking up the phone or contacting them.
"Adding value and understanding the prospect's needs is crucial when making the outreach call"
Listen to the full episode where I share examples and client challenges which I'm sure you can relate to.
If you want tips on how to develop a positive sales mindset then this episode is for you...
In this quick episode of the Sell Like You podcast I share valuable networking tips to help you grow your businesses, Sales pipeline and connect with potential clients.
Whether you're new to networking or a seasoned pro, these tips can help you make the most of your next networking event.
It's important to have:
- Clear Goal
- A question to open the conversation and get them talking
- Strong Mindset
- Be prepared to get out of your comfort zone
Find a networking event close to you and set a commitment to going, be picky with where you and who you spend your time with, it can be the most lucrative thing you do!
Build a virtual network on LinkedIn, connect with me here: https://www.linkedin.com/in/harriet-mellor/
This weeks episode was recorded at the beautiful Vitality House, Co Working and Wellness Space in Perth, WA.
Sales Pipeline, do you have one?
In this week's episode I dive into Sales Pipeline, why you need one, how to build it and why it should be at the core of every Sales persons efforts.
I share:
- What is a Sales pipeline
- What should be in your pipeline
- Sales conversion
- How to grow your sales pipeline
- How to move someone along your pipeline
- Why you should move opportunities out of your pipeline
- When to review your Sales pipeline
At the end of this episode you will know exactly what you should be doing with your Pipeline and why making this a priority will support you in scaling your business.
For episodes focused on business development, check out:
Episode #1 - Why Sales Discovery Is The Most Important Step
Episode #6 - Skyrocket Your Business Development
Connect with me on LinkedIn here:https://www.linkedin.com/in/harriet-mellor/
For more resources visit www.yoursalesco.com
This is not a highlight reel and so with that I thought it was time to share some of the mistakes I've made in Sales...
Why?
So you can learn from mine, avoid them or know how to identify and move on (if you're making them today).
When clients share that they go a 'no', or something didn't quite go their way I am genuinely excited. Because we learn so much more from a mistake, than we do from a win.
In this episode I share with you:
- the mistakes I've made
- how I identified them and how I learnt from them
- different techniques and approaches I adopted
- my sales top tips that you can apply in your organisation or process today
If we're not already connected on LinkedIn, you can find me here: https://www.linkedin.com/in/harriet-mellor/
If you have a Sales topic or question that you would like covered in my next episode please email me hello@yoursalesco.com
Remember... Sales is a skill, something you need to develop over time, apply and take action on.
Be sure to subscribe for notifications of new episodes being released.
This is going to divide my listeners... and I would love to know what you think.
2023 is NOT the year of killing cold calling and I share why.
- Why cold calling is still relevant
- How cold calling works
- My recommendation for utilising cold calls within your outreach
- Get specific
- Touch points (your ideal prospects now know you existing)
- How to turn a cold call into a warm call with 1 simple step
- How to tie in email with your outreach call for the greatest chance for success
Remember to tune into your Sales Mindset because your fears or mindset around calling can be holding you back.
Did you enjoy this episode about cold calling and outreach?
I would LOVE your feedback, please leave a review and remember to subscribe to NEVER miss an episode.
Not connected with me on LinkedIn.
Do so here https://www.linkedin.com/in/harriet-mellor/
We kick off 2023 with guest; Carrie Green, founder of the Female Entrepreneur Association and author of the international bestselling book: She Means Business.
Having started the Female Entrepreneur Association (FEA) in 2011, Carrie transformed it into a 7-figure business with a network of almost 1 million women from all around the world. At its heart, FEA is an online platform created to support, champion and inspire women all around the world, to give them the inspiration and resources to achieve amazing success in their own businesses & lives…
In this episode we chat about:
- Money mindset
- Sales mindset
- Marketing strategies
- Why email is Carrie’s #1 marketing tool
- How she generated over $67,000 from sending just 2 emails
- Using quizzes to refine email lists
- Changing sales to serving
- Building a membership
- Celebrating the milestones
- Visualisation
- Imposter syndrome
Carrie shares so much about building her business, including transforming from a free resource to a paid membership model. Carrie is an inspiration to so many and this episode we cover it all.
You can find more about Carrie Green HERE: https://femaleentrepreneurassociation.com/
Download 3 chapters of her book for FREE here: https://femaleentrepreneurassociation.lpages.co/smb-free-audio/
Find out why 8 million people have viewed Carrie’s Tedx talk HERE (it’s an awesome watch, carve out 15 minutes and grab a cuppa).
If you enjoyed this episode please leave a 5* Review (it would mean the world to me).
We just hit 1000 downloads as I publish this episode!!
This week I have the mindset QUEEN; Miss Mindset and we get deep into Sales Mindset, Business Mindset & what really contributes to your success.
Listen to our conversation:
- Why is mindset so important in Sales and Business
- What does the journey to a positive mindset look like
- How to handle rejection
- The biggest misconceptions around mindset
- How to use visualisation for success
- Why you shouldn't assume if someone can afford your offering
And find out what Bre shares as the biggest misconception in business!
We both LOVE to chat Sales, Business and Mindset; if you do too, then you will LOVE this.
Get your mindset set up for 2023 and close out this year with a bang!
You can find more about Breanna May HERE: https://www.missmindset.net/
Be sure to check out here podcast HERE: https://www.missmindset.net/miss-mindset-podcast
And if you LOVED this episode, please leave a review & share your biggest takeaways on LinkedIn or Instagram.
Let's connect HERE: https://www.linkedin.com/in/harriet-mellor/
If you're following up with a prospect, potential client or after sending through a quote; asking "do you have any questions" is one way to create a dead end.
In this short episode I share why using this as your follow strategy isn't working.
And share some examples of what you can replace this with.
Knowing when and how to follow up will change the outcomes of your conversations, prospects and quote sharing (for the better).
If you loved this episode & the quick tips shared, leave a review & share with your network.
Be sure to tag @harrietsalescoach on Instagram and 'Harriet Mellor' on LinkedIn.
I'll be back with another solo episode next week for you...
For more resources & freebies visit: https://www.yoursalesco.com/blogs-and-resources
I often find that marketing and sales are thought of as one in the same but they both have very clear job functions and yet together are a powerhouse.
On this weeks episode I'm joined by Ali Raza, CEO of Invicta Agency in Perth. He consults organisations on building high growth marketing engines, and has driven over $300M dollars in value to private and public companies around the world.
On the podcast we talk about:
- Thought Leadership
- The marketing metrics that matter
- Sales and Marketing Campaigns
- The importance of Sales and Marketing departments working together to create the biggest impact
- How to choose a platform that works for you
- LinkedIn (and why we both spend the majority of our time on this platform right now)
- Ad's aren't expensive, you're just not doing them right
- Always be experimenting to find what works for you
Also, what happened to Clubhouse?
The book we both raved about is Atomic Habits and referenced the 1% consistency!
If we're not yet connected on LinkedIn, find & connect with me HERE: https://www.linkedin.com/in/harriet-mellor/
Connect with Ali HERE: https://www.linkedin.com/in/ali-raza-380412104/
And if you enjoyed this episode, I would love for you to like and share a review, my aim is to reach 1m business owners and sales people with this podcast.
Thanks for choosing to listen to Sell Like You, with me, Harriet Mellor. I will be back next week with another episode for you.
In this epsisode I share how I discovered this approach and how I then used it to reduce my workload, save time on timewasters and uncovered the opportunity size.
I cover:
- how to position pricing before you do the work
- avoid projecting your concerns about pricing onto others
- the exact process of how to do the 'fall off your chair test'
- how I doubled the size of a deal by using this exact process
If you're selling IT, cyber security, software, houses, cars or any other big ticket items I share exactly how to position the pricing before you spend time on building a proposal without being pushy.
As always I promise not sleazy, salesy or pushy tactics, only value led processes!
Find & connect with me on LinkedIn or drop me an email harriet@yoursalesco.com I would love to hear from you and find out what your biggest takeaway was from this episode.
Leave a 5* review to allow others to find and learn how to 'Sell Like You'.
Resources & Videos relating to money mindset with Alyssa Nobriga - https://www.instagram.com/alyssanobriga/?hl=en
Even if your potential client believes in your offering it doesn’t mean they will buy.
Buyers need to believe in you, your service (or product) and your company; whether it’s yours or who you work for.
In this episode I cover how to make an impact across three different areas in your discovery and sales process; including leveraging your personal brand for the best outcome.
If your opportunity believes in your, your product and company then you're hitting the mark across all 3. But if we lose out on one of these, it can be difficult to get them onboarded.
I share my experience when working for an organisation and how I built trust across all 3 and the importance of considering all aspects.
This is a quick episode - great if you’ve got a busy schedule!
**Check out my personal branding conversation with Lanna Hill on a previous episode.
Be sure to like and follow for more episodes, guests, tools and tips in Sales. You can expect a mix of short and sharp episodes with tips, tools and examples, as well as incredible guests diving deep into their specialities and experiences with business and sales.
Lacking momentum?
Want to achieve more success with the time you're spending on sales?
In this episode I share the 4 ways to crush your sales goals.
3 is add value ALWAYS.
In every Sales engagement, conversation and networking opportunity we want to focus on adding value, rather than a pitch.
Stuck for time or energy to focus on Sales?
Choose 1 'way' this week and add another the week after...
Or go all in on your Sales, because we know that Sales is the #1 way to growing your business, brand awareness and of course revenue.
Take action, put the time into revenue generating activities and reach more of your ideal clients in the market.
selllikeyou
For more resources click here: https://www.yoursalesco.com/blogs-and-resources
Let's connect on LinkedIn here: https://www.linkedin.com/in/harriet-mellor/
**drop me a note with your biggest takeaway from this weeks episode
This wasn't the episode I was expecting with Brooke Vulinovich, we went deeper than business and Instagram, through to why she's just 'really happy right now' with the world she's created for herself and her family.
"Being present in both your business and in your personal life is so important"
Regardless of where you're at in business or in a Sales role we talk about the questions you should be asking yourself to ensure you're not just go go go and are being more mindful about your goals and focus.
And this wouldn't be a Sell Like You episode if we didn't share tips and experiences on Instagram:
- Know what to ask yourself before posting content
- How to up level your content
- Utilise personal branding across all platforms and content shared
- How to show up and start using videos within your schedule (even if you don't want to)
- Collaboration on social media
And don't miss where Brooke shares what she covered with Realmark about personal branding!
PS. Did you know that lighting is a huge factor in how long you keep your audience engaged in your content??!!
Connect with Brooke on Instagram: https://www.instagram.com/brookevulinovich/
Check out her Membership here: https://www.instagram.com/socialclubcommunity/
As always, I LOVE to hear your wins and biggest learnings from the episodes, you can do so with me on my platforms.
LinkedIn: https://www.linkedin.com/in/harriet-mellor/
Instagram: https://www.instagram.com/harrietsalescoach/
More on Brooke Vulinovich:
Brooke Vulinovich is an Instagram specialist, international keynote speaker, creator of the global Social Club Membership and Online Coach, not to mention a regular guest on Channel 9 News Perth.
With a background in sales and marketing, Brooke’s love of customer service and her enthusiastic personality allowed her to quickly skyrocket through the digital marketing world to become one of Australia’s most influential Instagram speakers and trainers working with brands like American Express, Dermalogica, Mazda, F45 and City of Perth.
Brooke specialises in educating businesses on exactly how to leverage the power of Social Media to increase their brand awareness and boost their bottom line.
Her online coaching community – the Social Club Membership – has empowered thousands of businesses in 34 countries with the knowledge, confidence, and tools to get real results and sell using Instagram.
If you're running a Marketing Campaign without a Sales conversion strategy there is a chance you're leaving opportunities out there and not making the ROI possible.
So many marketers and campaign managers find clients drop off and cancel their services due to lack of conversion.
Not every lead is going to be perfect but without a strategy for approaching, engaging and supporting your NEW leads you’re not giving yourself enough of a chance.
When you’re preparing a marketing, lead generation or outbound sales campaign you should be thinking about:
- What is the first communication touch point
- When you will you initiate that touch point
- And what is the value you are offering up front (before they have engaged or considered parting with cash)
- The funnel to get them to a meeting / on a call / purchasing your offer
- Nurture sequence if your offer isn’t right for them right now
"Ryan Tuckwood said that “people don’t always buy the best solution, but instead; buy from those that are front of mind” and I agree with this.
Stay current, share relevant content and add value along the way (without being annoying), when someone drops the ball or their needs are elevated they will think of you"
Want to know what should be included in your marketing campaign, the difference between marketing campaign Vs sales as well as your marketing strategy and sales strategy; this episode is for you!
Build better connections, why not start HERE: https://www.linkedin.com/in/harriet-mellor/
For FREE resources and more valuable content you can sign up to my monthly industry insights HERE: https://www.yoursalesco.com/contact
Join me on the 8th September for a LIVE LinkedIn Masterclass for ICT and Cyber professionals where I will cover lead generation and LinkedIn, as well as answer your questions live!
Find out more HERE: https://www.linkedin.com/video/event/urn:li:ugcPost:6970210977665474561/
Replicating your ideal clients couldn't be easier and in this episode I teach you how to replicate your ideal clients without having to wait for marketing to work it's magic.
If you're winning new business within new industries and client types, this is a great time to reach out to others and focus on the challenges or problems you've solved for others similar to them.
I explain the importance of language in Sales, problem solving, benefit (what's in it for them), asking incredible open and insightful questions.
And then HOW to reach out (without being sleazy).
This is the biggest opportunity available to you right now and WILL get you results if you do this effectively. Only about 20% of clients I work with are doing this in any capacity, once we start working and implement this as a strategy it's game changing for them.
And the beauty of this... you can apply this strategy to ANYTHING you do, regardless of the business, product or service, now or in 5 years!
I share my FREE Client Replication Table which you can download & edit HERE
PS. this is also a great tool for Marketing and Lead Generation Strategies. Remember: Marketing and Sales go hand in hand, but without a Sales strategy you won't be converting as highly as you could.
Connect with me & share your biggest takeaways with me on Instagram: https://www.instagram.com/harrietsalescoach/
LinkedIn: https://www.linkedin.com/in/harriet-mellor/
Please like, follow & drop me a review if you LOVED this podcast.
And, as always, you can email your questions or topics you would like to hear to harriet@yoursalesco.com
Happy Selling!
When I think LinkedIn I think Nat Bibby!
And today I am diving into all things LinkedIn, whether you’re on the platform or thinking of joining, this episode is going to be full of tips and tools to making the most from your time on the platform.
If you're not yet using the platform to build stronger connections, LinkedIn for Business Development or not sure what to post on LinkedIn then this episode is for you.
We chat about:
- Why you should use LinkedIn for business
- The power of connections on LinkedIn
- What to post and when to post on LinkedIn
- The difference between a LinkedIn business and personal page
- Tools and Tips to make a biggest impact on LinkedIn
And we share our experiences on LinkedIn and why we think it's the BEST platform to be on right now for your business.
With over 12 million users in Australia, 188 million in the US and 32 million in the UK there is no shortage of connections for you to make.
Stats from Kinsta.com show that over 40% of users visit the platform daily and LinkedIn has the highest conversion of leads when compared against Facebook and Twitter.
Connect with me and let me know what you think about this episode via the usual: LinkedIn and Instagram
Be sure to connect with Nat Bibby on his favourite platform, LinkedIn, of course here: https://www.linkedin.com/in/nathanialbibby/
Check out last weeks episode where I take you across 3 Business Development Strategies, including LinkedIn. It's an action episode so make sure you take notes & implement, because action creates results!
Thanks for being here, catch you on next weeks episode for more Sales tools, tips, expertise & advice.
Nathanial Bibby is the Managing Director of the #1 LinkedIn marketing and training company in the world. Bibby Consulting Group have successfully helped their clients close $400 million in additional sales through LinkedIn marketing strategies.
Nathanial was awarded the winner of Best Use of LinkedIn at the Social Media Marketing Awards in 2019 for his campaign LinkedIn Heroes. He won the award again in 2020 for his weekly series Monday Night Live. The Social Media Marketing Institute rank Nathanial the number one LinkedIn expert in the entire Asia Pacific region.
In this episode I share the importance of Business Development and the 3 strategies to find and develop new opportunities (and this isn't just about cold calling - before you keep scrolling...)
Next week we dive deeper into LinkedIn for Sales and Connection with LinkedIn Specialist Nathanial (Nat) Bibby... be sure to follow & never miss a new episode.
When I moved from the UK to Australia I started with no connections and no awareness within the country, state or industry! I used these 3 strategies to develop my pipeline, build a meeting agenda of over 20 per week and I quickly went from over $1m in my first year through to $9.8m in annual sales by year 3.
Jump to the 5 minute mark for a self assessment on your LinkedIn
An example of an 'about section': https://www.linkedin.com/pulse/how-write-section-your-linkedin-profile-manca-korelc/
REMEMBER: Lead generation is about finding what works for you, your clients and is effective. Spending time on outbound lead generation will be frustrating and unsuccessful when not done effectively, not aligned with what you do or who you help.
Did this episode resonate with you? I love hearing from you; leave a review, share or drop me a message. Chat soon.
I would love to connect with you on LinkedIn - https://www.linkedin.com/in/harriet-mellor/
Or find me on Instagram HERE
I will be back next week with my guest Nathanial Bibby to chat all things LinkedIn; so whether you're on LinkedIn, active or not, there will be something for you.
I chat with Lanna Hill; Media commentator, trainer, business strategist, speaker and MC; founder of Leverage Media in Perth, Australia.
I first met Lanna Hill many years ago before I built my first business and I have followed her incredible journey ever since.
Lanna's energy, expertise and passion for her clients and the industry is clear to see. In this episode we cover:
- How to get yourself in the media
- When you should leverage PR
- You don’t have to have everything ‘ready / perfect’ to start
- Why a personal brand is important
- What can go wrong in PR!
- What makes a good media pitch
We wrap up with where to start and how to make it matter to them ‘What’s in it for them’ (which is so important to a successful pitch and sale).
If you’re ready to leverage the media or are considering outsourcing your PR then this episode is for you.
Join the conversation and share your thoughts and takeaways from today's episode via Instagram / LinkedIn
Connect with me https://www.linkedin.com/in/harriet-mellor/ or follow https://www.instagram.com/harrietsalescoach/
Connect & learn from Lanna on LinkedIn https://www.linkedin.com/in/lanna-hill-17b19317/
For more info on Leverage: https://www.leveragemedia.com.au/
And I would LOVE if you could leave a rating and review - it helps to reach more incredible business owners and sales people to leverage these tools and expertise to grow their businesses.
Are you getting ghosted by a potential client after sharing your offer or ghosted by a client?
Getting ghosted in sales can be part of the territory, however it doesn't need to be.
In this episode I share the common reasons why you're getting ghosted and what you can do to avoid or overcome it.
I share with you:
- Why Sales discovery is so important
- Example sales discovery questions
- How to re-ignite a ghosted lead or opportunity
- What you need to include before leaving your sales meeting or discovery session
Make sure to listen to the end where I share an example of ghosting and the exact contact that got an update / answer and re-ignite the opportunity.
For more tips & tools be sure to follow me on Instagram @harrietsalescoach
Connect on LinkedIn & share with me your biggest takeaway 'Harriet Mellor'
For more on 'Sales Discovery' check out the episode with guest Paul Seigne.
Be sure to follow & subscribe to never miss an episode. I will be bringing new episodes to you weekly...
Got a topic you want me to cover? Drop me a message via the links above on my social pages.
If you’ve not created a business collaboration before and don’t know where to start, we cover it all in this episode. Collaborations allow you to reach more people and get your brand / offering in front of many with less time, resources and investment.
From asking for a business collaboration, awesome and unique collaboration ideas through to executing the collaboration to generate more sales and awareness for your product or service.
In this episode we cover:
- Business rejections
- Best Business Collaborations
- Who should be Collaborating
- How to create a successful Collaboration using the Collabosaurus app; saving you 33 hours in your business!
- You don’t need a HUGE following to execute a powerful business collaboration!
A business Collaboration needs to be a win for both sides, just like in an effective sales exchange, and the Collabosaurus app has been created to do just that.
Find & create your own collaborations HERE
Jess Ruhfus is the Founder of Collabosaurus, a marketing platform that match-makes brands for clever collaborations & partnerships. With a background in fashion publicity and marketing education, Jess was frustrated sourcing cool brand partnerships in events, products & social media. Collabosaurus launched in 2015 and has now attracted over 8500+ brands including Porsche, ASOS, Bondi Sands & Marks & Spencer. Jess won the 2019 B&T 30 Under 30 award in Entrepreneurship, & has spoken for Apple, Vogue, General Assembly, Microsoft & The College of Event Management.
If you enjoyed this episode, please like, follow & share, my mission is to reach 1 million business owners!
Links Referenced in the Episode:
- 9 Ideas for B2B collaborations: https://www.collabosaurus.com/blog/new-b2b-industry-collaborations/
- How a collaboration didn’t go to plan but yet was still a success! https://www.collabosaurus.com/blog/channel-10-s-800-roi-with-collabosaurus-ft-a-few-hiccups/
- How To Say No To People Who Want To Pick Your Brain https://www.youtube.com/watch?v=BXRjwRM5IUM
Paul has over 20 years of experience in Sales and we dive into rejection, how to detach from the outcome (not fearing the ‘no’) and why we LOVE sales.
Paul Seigne is the Sales enablement manager at Consumer Intelligence firm, Talkwalker, focused on driving effectiveness within the teams across Japan and Asia Pacific. He supports the team to realise their full potential whilst driving integrity led sales with their clients at the core of everything they do.
In this episode we cover:
- Sales Mindset and Coaching
- The most successful Sales strategies and techniques
- Sales Discovery & why it’s the most important step in your Sales Funnel
- How to execute and take meaningful action
- Sales without marketing (share stories first)
Whether you’re new to Sales or a seasoned Sales person this episode is gold and is the reminder that we all need to get back to Sales basics and to get excited by the opportunities that are out there for everyone.
Understand what is a Discovery Sales Process, why discovery is important in sales and the top sales discovery questions.
Paul’s reminder to us all, if you can focus on doing 1% better every day: do the right things, great things will follow.
Make sure you listen to the end to find out if Paul would take $1million or flip a coin for $1billion!!
You can connect or follow Paul on LinkedIn: https://www.linkedin.com/in/paul-seigne-a3717312/
If you found this episode valuable, I’m sure you connections will too, share this episode & connect with me on LinkedIn (let me know your biggest takeaways): https://www.linkedin.com/in/harriet-mellor/ Or on Instagram here: https://www.instagram.com/harrietsalescoach/
NEVER miss an episode, follow or subscribe for more Sales tips, advice & awesome guests.
A Sales Strategy isn't as complex as you may think. I lift the lid on a Sales Strategy, what it is and why you need one.
Sales and marketing working together for the best outcome...
Whether you want to grow you sales, generate more revenue, convert more clients or just get clear on what a sales strategy should look like in your business, this episode is a must when you're looking to review or implement a strategy.
Learn:
- What is a Sales Strategy
- What should a Sales Strategy Include
- How to create your own Sales Strategy (take action)
- Marketing Vs Sales
- Where you Sales Funnel should sit within your Sales Strategy
- Lead generation for Sales
Your Sales Strategy is a plan and a map of what you need to focus on to build more sales activities within your business.
Be sure to listen to the find out what episode you need to watch out for to build out your Sales Discovery process further. Discovery and Qualification is KEY when you're looking to increase your sales conversion rate.
You can connect or follow me on LinkedIn: https://www.linkedin.com/in/harriet-mellor/
If you found this episode valuable, I’m sure you connections will too, share this episode & let me know your biggest takeaways!
Get to know me on Instagram here: https://www.instagram.com/harrietsalescoach/
**NEVER miss an episode, follow or subscribe for more Sales tips, advice & awesome guests.
Your Sales Funnel Course is now $50 off with code 'done4you': https://www.yoursalesco.com/yoursalesfunnel**
Are you seeing results but not enough or maybe not consistently as you want? Are you scared of coming across as sleazy or too pushy when selling? Do you feel the fear but don’t know where to start? Are you ready to generate more dream aligned clients and scale your business beyond what you thought was possible.
Introducing: Sell Like You - The podcast that will open you up to the world of possibility, the world of Sales. If you fear selling, you don’t want to be Salesly and you're sick of getting ghosted, then this podcast is for you!
I’m your host: Harriet Mellor; Sales Coach, Consultant, Serial Entrepreneur and dog mum to Arlo the chocolate labrador.
Over the last 17 years, I’ve helped 100s of top companies around the world (including my own) make more money and qualify more leads using simple strategies that work.
In this podcast I’m going to take you behind the scenes and tell you exactly how I scaled from $0 to generating $10million in revenue each and every year. I’ll share how I built and sold a multi-six figure business in less than 3 years and the proven methods that get results whether you’re striving for $10k months or growing from 7 to 8 figures and beyond.
Each week you’ll get proven tactics and strategies to teach you how to generate more leads, attract your dream clients, make more money, close more deals and harness your social media and email lists to sell in your sleep. I want you to make Sales a priority in your business, know that you can sell without cold calling, without marketing and how to make your sales funnel work for you.
There is NOTHING off limits, I will share it all with you and introduce you to my network through interviews with some of the BEST in business (because my net worth is my network).
If you’re ready to go deep, dream bigger and desire more hit subscribe or follow so you don’t miss out on our latest episodes and if you can’t wait - head over to @harrietsalescoach on Instagram for my latest sales insights and tips.
Want to find out more about working with a Sales Coach - www.yoursalesco.com/contact
Uncover the '3 Secrets To Sales Success' get my FREE Masterclass here: https://www.yoursalesco.com/masterclass
Connect with me on LinkedIn: https://www.linkedin.com/in/harriet-mellor/
Welcome to Sell Like You - The podcast that will open you up to the world of possibility, the world of Sales. If you fear selling, you don’t want to be Salesly or pushy and you're sick of getting ghosted, then this podcast is for you!
I want to make Sales your superpower, transform your mindset, and - in doing so - explode your sales beyond your wildest dreams.
I’m your host: Harriet Mellor; Sales Coach, Consultant, Serial Entrepreneur and dog mum to Arlo the chocolate Labrador.
Over the last 17 years, I’ve helped 100s of top companies around the world (including my own) make more money and qualify more leads using simple strategies that work.
In this podcast I’m going to take you behind the scenes and tell you exactly how I scaled from $0 to generating $10million in revenue each and every year. I’ll share how I built and sold a multi-six figure business in less than 3 years and the proven methods that get results whether you’re striving for $10k months or growing from 7 to 8 figures and beyond.
If you are currently seeing some results but not enough, feeling the fear but not knowing where to start and scared of coming across as sleazy or too pushy … you’re in the right place.
I’ll teach you how to turn this into your ‘superpower’, build and scale your business, and adopt the mindset tips and techniques to ensure you are consistently growing your business and hitting your goals.
From how sales and marketing work together, through to what to do when sales are slow, how to outbound without cold calling and to sell with service: there is NOTHING off limits, I will share it all with you and introduce you to my network through interviews with some of the BEST in business (because my net worth is my network).
I know that where you are right now isn’t your limit. So if you’re ready to go deep, dream bigger and desire more hit subscribe or follow so you don’t miss out on our very first episode and if you can’t wait - head over to @harrietsalescoach on Instagram for my latest sales insights and tips.