Sales Chat Show: Recent Episodes
Sales Chat Show
AI is already changing the way salespeople work. But where is it making the biggest difference right now?In this episode of the Sales Chat Show, we discuss one of the standout findings from the State of Sales 2026 Report from The Growth Hub: sales leaders are seeing some of the strongest positive impact from AI in the area of customer intelligence.The discussion explores how AI can help salespeople research customers faster, understand buying organisations more deeply, personalise outreach, identify useful business insights and prepare more effectively for important sales conversations.But the message is clear: AI is not there to replace great salespeople. It is there to make great salespeople more effective.Simon, Anthony and Steve discuss how AI can remove the old excuse of “I haven’t got time to research properly” by making customer research faster, sharper and more practical. They explore how sales teams can use AI to understand external pressures, company strategy, buyer priorities, market trends, competitor activity and potential conversation starters before making contact.Key topics discussed include:Why customer intelligence is one of the strongest current use cases for AI in salesHow AI helps salespeople research faster and personalise at scaleWhy there is no longer an excuse for poorly researched outreachThe difference between using AI as a shortcut and using it as a sales advantageHow “research sprints” can help account managers prepare more effectivelyWhy AI should support human judgement, not replace itHow AI-generated meeting notes can improve CRM data qualityWhy better data leads to better insight and better sales actionHow leaders can encourage AI adoption without overwhelming their teamsWhat sales teams can learn from sport about the power of data-driven performance
Salespeople often learn some of their most useful lessons from other salespeople.So why is peer-to-peer learning still such an underused opportunity in many sales organisations?In this episode of the Sales Chat Show, we discuss another insight from the State of Sales 2026 Report from The Growth Hub: sales leaders reported relatively low reliance on sales enablement for peer-to-peer collaboration.That raises an important question. Is sales enablement missing a major opportunity to help salespeople learn faster, share what works and solve real-world sales problems together?Key topics discussed include:Why peer-to-peer learning is an underused sales development opportunityWhat sales teams can learn from external roundtables and industry eventsWhy confidential peer discussions can be as valuable as keynote contentHow to use roundtables at sales kick offs and team meetingsWhy small-group discussions often feel safer than large-room participationHow call buddy sessions help salespeople learn structure and styleWhy salespeople should learn from different strengths across the teamHow customer service, operations, marketing and pre-sales can contribute to sales learningWhy sales enablement should enable peer learning without over-engineering itHow short, simple sessions can rapidly spread good practice across a sales teamIf you are a sales leader, sales manager, sales enablement professional or revenue leader, this episode will help you think differently about how learning really happens inside high-performing sales teams.
Sales and marketing alignment has been talked about for years. So why is it still such a persistent problem?In this episode we discuss one of the recurring issues highlighted in the latest State of Sales Report: the ongoing challenge of aligning sales, marketing and lead generation activity.Despite the rise of the CRO, revenue teams and integrated commercial structures, many organisations still experience tension between sales and marketing. Sales teams complain about lead quality. Marketing teams feel salespeople do not follow up properly. And when the numbers are missed, the “blame thrower” often comes out.In this practical and entertaining conversation, Simon, Anthony and Steve explore why the problem continues, why alignment is not solved by structure alone, and what sales and marketing teams can do to work better together.The discussion covers:The danger of “blamestorming” instead of solving the real problemWhy the rise of the CRO has not automatically fixed alignmentThe importance of sales sharing the real voice of the customerWhy marketing teams need to spend more time with salespeople and customersHow salespeople can build stronger internal relationships with marketingWhy involving sales early creates more ownership of marketing campaigns and product launchesWhether marketing should be rewarded or recognised for sales outcomesWhy revenue generation is a team sport, not a solo activityIf you are a sales leader, marketing leader, CRO, account manager, business development professional or revenue leader, this episode will give you practical ideas for improving sales and marketing collaboration. Because if sales and marketing want to generate better revenue results, they need to stop throwing each other under the bus and start working as one team.
In this episode the teams discuss what the latest “State of Sales Report” reveals about AI and forecast accuracy.The report shows that sales leaders are seeing only a relatively low positive impact from AI when it comes to improving forecast accuracy. That raises an important question for every sales leader: if AI is not yet delivering the forecasting improvements many hoped for, where is the real problem?Simon, Anthony and Steve explore why forecasting is so difficult, why AI cannot rescue poor-quality CRM and pipeline data, and why culture, behaviour and leadership still play a huge role in forecast accuracy.The conversation covers:Why the actual AI impact on forecast accuracy may be lower than expectedWhy “garbage in, garbage out” still applies in the age of AIHow poor CRM discipline damages sales forecastingWhy salespeople may hold opportunities in a “shadow CRM”The danger of “forcecasting” when pressure from above distorts the pipelineWhy sales managers need to coach rather than punish around forecast accuracyHow AI can help improve the quality of data going into the CRMWhy forecast accuracy matters beyond sales, especially in manufacturing, stock management and cash flowWhether salespeople should be recognised or incentivised for accurate forecastingHow better qualification, pipeline discipline and CRM updates can improve sales performance If you are a sales leader, sales manager, revenue leader, CRO, account manager or business development professional, this episode will help you think differently about forecasting, CRM, AI and sales performance.
In this timely episode of the Sales Chat Show, Simon Hazeldine, Graham Jones, and Anthony Steers tackle the big question many sales professionals are facing right now: How do you sell smart when the economy isn’t on your side?With economic headwinds, shifting buyer behaviours, and tighter budgets, the trio shares practical, real-world strategies for delivering sales results without blowing the budget. From improving buyer targeting and focusing on profitable activity to enhancing customer retention and leveraging no-cost digital tactics, this episode is packed with insight for navigating uncertain times.Whether you're a frontline seller or a sales leader under pressure, you’ll walk away with actionable ideas to stay commercially sharp, resilient—and cost-effective.
Hybrid Selling - When to Go Digital, When to Go Live, and How to Blend Both by Sales Chat Show
An interview with LinkedIn profiler Tony K SilverThe truth about what doesn’t work—and how to fix it fastCommon mistakes, missed opportunities, and strategies that workIs your LinkedIn profile costing you sales? Find out what our expert saysPractical advice to turn your LinkedIn presence from ignored to irresistibleFrom spammy to strategic: How real sales pros win business on LinkedIn
In this provocative episode of the Sales Chat Show, Simon Hazeldine, Graham Jones, and Anthony Steers dive into the murky waters of unethical sales behaviours and the systems that enable them. Sparked by a revealing Harvard Business Review article, the hosts explore how poorly designed sales targets and performance metrics can drive manipulation, fraud, and even criminal activity—often with management's full awareness.From inflated call stats to forced customer reviews, and from fake deals to internal collusion, this discussion exposes the grey area between "playing the game" and unethical conduct. Most importantly, the team offers practical insights for building smarter, balanced, and customer-centric sales measurement systems.A must-listen for sales leaders and managers serious about ethical performance, team autonomy, and creating a sales culture that customers (and regulators) can trust.
In this episode, Simon Hazeldine, Graham Jones, and Anthony Steers explore how sales professionals can use AI-powered platforms to practice, refine, and perfect their sales pitches.They cover the pros and cons, offer practical tips on implementation, and challenge traditional thinking about training. A must-listen for anyone wanting to sharpen their sales game in the age of AI.
Why your company should organize a sales conference in your town.In this episode we will explore that topic as well as discussing some thoughts and ideas of how we can make sales conferences more engaging and productive.
In this episode of the Sales Chat Show, the hosts tackle the controversial yet insightful topic of leadership styles in sales management, particularly when and why a dictatorial leadership style may sometimes be necessary.
In this episode of the Sales Chat Show, we dive deep into the controversial practice of sandbagging in sales—delaying deals or underreporting forecasts to manage expectations. Is it a clever strategy or a dangerous game that erodes trust and skews business insights?
Cold calling may seem outdated, but it’s still a valuable sales tool. We explore how modern salespeople can update their cold calling techniques to get better results in today’s digital-first world.
The sale often comes after multiple touches. This episode dives into the timing, frequency, and methods for effective follow-up that keep you top-of-mind without being pushy.
In this episode Simon, Anthony, and Graham discuss the importance of mental resilience for top sales performers. They highlight the strong link between mental health and sales performance.
An interview with James Barton Chief Solutions Office from Mentor Group about key developments in technology that are contributing to new ways of looking at sales training. We also discussed the impact of technology on the modern sales professional and how it can be leveraged.
How Do You Create An Emotional Contact With Your Customers And Your Team by Sales Chat Show
Are you working at the right sales level or are you causing problems for yourself? by Sales Chat Show
Unlocking the Secrets of a High-Performing Seller - Key Traits Revealed by Sales Chat Show
Find out why this Customer Experience expert says that if you want more revenue, shut up and listen by Sales Chat Show
How to build a sales development initiative that doesn't take too long or cost the earth by Sales Chat Show
Will AI replace sales people? What sales professionals need to know about the impact of AI by Sales Chat Show
Find Out Why Discounting Is The Last Thing You Should Do Not The First Thing You Should Do by Sales Chat Show
A Telephone Selling Expert Finally Spills The Beans On How To Get More Appointments by Sales Chat Show
Is it more dangerous to talk about price early or late in the sales process? by Sales Chat Show
Is your company losing sales because you are refusing to be a digital hybrid by Sales Chat Show
Is It Time For Salespeople To Abandon Social Selling And Go Old School? by Sales Chat Show
Are you guilty of losing business because your sales presentations are too long and too boring? by Sales Chat Show
Why can't the majority of sales managers perform properly as an effective sales coach? by Sales Chat Show
Could The Personal Touch Cut Through The Digital Noise Of Your Competition by Sales Chat Show
Are your sales team failing to make the shift between virtual and in person selling by Sales Chat Show
Are you guilty of using the three words you should never use in sales by Sales Chat Show
Why are sales people failing to make the most money out of their existing customers? by Sales Chat Show
Your sales people are currently wasting one day a week and its costing you a lot of revenue by Sales Chat Show
How much business are salespeople losing because they do not prioritise the use of the telephone? by Sales Chat Show
Are your sales meetings so dreadful that every team member hates them? by Sales Chat Show
Will your sales team be relegated this year because you didn't do the right things to get promoted? by Sales Chat Show
How Will Generative AI Dramatically Revolutionise Sales And Put You Out Of A Job By Year End by Sales Chat Show
Is successful selling really just the application of advanced common sense? by Sales Chat Show
Is ChatGPT a complete and total waste of time that is just another distraction for salespeople? by Sales Chat Show
Has selling by the telephone been killed off by the Internet and social media? by Sales Chat Show
A sales veteran shares the secrets of sales success they have learned from their long career by Sales Chat Show
The 5 critical sales risks that will cause sales failure in 2023 if you can't overcome them. by Sales Chat Show
What did we learn from seven years of club sandwich lunches with a leading sales expert? by Sales Chat Show
The 5 Key Principles of Key Account Management 5) The Company Owns The Relationship by Sales Chat Show
The 5 Key Principles of Key Account Management 4) Key Account Management is a Team Sport by Sales Chat Show
The 5 Key Principles of Key Account Management 3) Quality Is What The Customer Says It Is by Sales Chat Show
The 5 Key Principles of Key Account Management 2) Being an Expert in the Customer's World by Sales Chat Show
The 5 Key Principles of Key Account Management 1) Working as a Partner by Sales Chat Show
Here Are The Five Keys To Maximising Your Sales People's Performance by Sales Chat Show
Who Else Would Like To Know How This Magician's Trick Can Boost Your Sales Success by Sales Chat Show
The new sales research that reveals the real reason your customers aren't buying from you by Sales Chat Show
In the sales world of the future you will need to focus on the small things by Sales Chat Show
If You Get This Early Part Of The Sales Process Wrong Then You Are In Big Trouble! by Sales Chat Show
You Will Fail To Make The Sale If You Don't Overcome This Buying Barrier by Sales Chat Show
These are the 3 Factors That Will Stop You From Losing Your Top Sales Talen by Sales Chat Show
Are You Failing To Gain Sales Because You Are Refusing To Switch On Your Video Camera by Sales Chat Show
Why So Many Salespeople Suffer From the Disease of Premature Pitching by Sales Chat Show
Your efforts to differentiate yourself against your competition will fail without this vital element by Sales Chat Show
Which of the 7 deadly sins of failed sales coaches are you guilty of? by Sales Chat Show
Why you keep making the same fatal mistakes every single time you recruit a new sales leader by Sales Chat Show
These are the big mistakes that are triggering a bloody price fight with your customers by Sales Chat Show
Should you force your sales staff to take time off so they can reach their targets more quickly? by Sales Chat Show
Are You Chasing a Hazy New Business Dream That Means You Are Doomed To Fail by Sales Chat Show
The Painful Reality of Customer Research Says Most Salespeople Are Selfish. Are You One of Them? by Sales Chat Show
How These Two Powerful Psychological Forces Manipulate People Into Panic Buying by Sales Chat Show
Do you waste time? Are you spending time doing things that aren't necessary? The chances are that many sales people are wasting time. In this episode we look at the value of routines in ensuring you don't waste time.
Sales presentations are often too long and too boring. In this episode of the Sales Chat Show, we debate why sales presentations are too long and what you can do about it to reduce the boredom in your audience
In this episode we reveal the results of private research that demonstrate the people who sell the most are the ones who do the most planning. Account planning is essential to sell more.
New research shows it is a bad idea to get up close and personal with customers as a salesperson so you should not give up the idea of social distancing even when the pandemic is over.
Every salesperson fails. You are not going to succeed at everything you do. Nor is every opportunity going to work out in your favour. In this episode of The Sales Chat Show, we explore what you can do to bounce back from failure.
In this episode of the Sales Chat Show, we discuss what you can learn about leadership from the recent Euros football final penalty shoot out.
Five guaranteed ways from neuroscience that will demotivate your salespeople. In this episode of the Sales Chat Show we discuss the SCARF model.
In this episode of the Sales Chat Show, we debate the notion of the "sales team". Your sales team my be exceptional, or it might just be a group of individuals. The discussion is controversial as one of us suggests that the entire notion of "the sales team" should be abandoned.
Just how can you motivate your sales team? It's not possible unless you adopt the steps we debate in this edition of The Sales Chat Show.
In this episode of the Sales Chat Show, we investigate the issue of trust. You need to gain trust from your customers. But did you know the one thing that can destroy that trust? We discuss that this week.
Here are three questions you must ask when you meet a new customer. Except, this is the Sales Chat Show, so we are bound to disagree. One of our team says there are six questions to ask, not just three.
In this episode of the Sales Chat Show, we debate how you ought to make sales presentations online. We look at some of the ways you can use online technology better when making remote sales pitches.
Sometime soon the COVID restrictions will be lifted and sales people will be returning to their normal roles. But is it going to be a straightforward return to the "old ways"? In this episode of the Sales Chat Show, we discuss some of the problems that the return to in-person selling will produce.
Sales targets are a waste of time. We've said it before on The Sales Chat Show and it is such a controversial, but important topic, that we are revisiting the subject with new ideas.
In this episode of the Sales Chat Show we discuss the issue of "choice paralysis". When you give customers too many options to choose from, they will not be able to make a decision. Fewer choices mean more sales.
There are sales opportunities you could be missing because they are in your "blind spot". In this episode of the Sales Chat Show, we debate the various windows of opportunity that salespeople are not looking through.
Many sales leaders, sales managers and sales directors set aside great ideas on improving sales because they suffer from the "Not Invented Here Syndrome". They reject ideas that are not their own. In this episode of the Sales Chat Show, we debate how you can avoid rejecting external ideas which could improve your sales performance.
A "parish council" meeting on Zoom in the UK descended into farce and became a "YouTube" viral video. It appeared on national and international news channels as an example of what not to do on Zoom. But there are lessons from this meeting for salespeople. In this episode of the Sales Chat Show, we uncover what you can learn from the worst Zoom meeting ever (that we know of...!).
Going for a quick sale might seem a good idea if you are chasing your sales target. But is a "quick win" like this the best thing to do? In this episode of the Sales Chat Show we debate the notion of the quick win.
There is some dispute in this episode as to who the best rock band in the world is, but once we have settled that we go onto chat about what they do which makes them the best and how salespeople can learn from that.
When you get promoted to an Account Manager you need to think differently to being a salesperson. Are you ready for the change in thinking?
Two British TV celebrities went fishing on a programme recently, but how they treated each other could be a lesson to all salespeople. In this episode of the Sales Chat Show, we uncover what these celebrities did so well.
In this episode of the Sales Chat Show, we debate who you should look up to and learn from as a sales leader. In this edition, we suggest all top leaders are flawed, so maybe looking up to them is not a good idea.
As a salesperson, getting inside the C-suite can be a real problem. In this episode of the Sales Chat Show, we debate the best ways you can achieve what seems to be impossible.
Marketing is often seen as superior to marketing. But why? In this episode of The Sales Chatshow, we investigate why sales can be seen as less important.
Desperate salespeople can do desperate things. But you can avoid that and generate more revenue by following our guide in this episode.
Changing mindsets, skillsets and toolsets for sales are going to be necessary to cope with the future post-Covid. Is your sales team ready?
In this controversial episode, we suggest that social media might not be all that it is cracked up to be. Salespeople might do better to ignore much of it concentrating instead on just talking to people.
The second wave of COVID-19 is with us. What can you do about it to minimise the impact on your sales? In this episode of The Sales Chat Show, we discuss what your sales team needs to do right now.
A ferret is a small, determined animal that roots out problems. Salespeople need to behave like that, especially in pressured times, so they can find out as much as possible about their customers and competitors. If you are a salesperson you need to be more ferret.
A second wave of COVID-19 is on its way. New restrictions on businesses will mean that further planning to help with sales and selling is vital.
Is it better to work as a lone salesperson, or can you achieve more when you work as a team with other people all targeting the same business together?
The COVID-19 pandemic has led to a rise in mental health issues. Many salespeople are working at home and are more isolated than before. This could affect their work and their life. So, how far should a sales director get involved in worrying about the mental health of the sales team?
Companies are discovering that online order-taking and video calls can work as well as field sales teams. So what does that mean for the future of salespeople?
If you focus on the wrong "dials" on your dashboard you might miss out on aspects of your sales activity which could be failing
If you don't ask your customers these questions you could miss out. These are essential questions at this time.
Your business might need an "emergency planning" meeting, a COBRA meeting like Government, rather than a standard sales meeting
The world has changed. Are you ready to sell in the "new normal" once the COVID-19 impact is over?
With millions of people out of work, working from home, and with businesses in financial difficulty because of coronavirus, is it the right time to be selling?
Have a relaxing ten minutes with the Sales Chat Show team, mulling over some of our past editions
Customers put up barriers all the time. But are you failing to overcome those barriers?
The language of "war" is negative and emotional. Is war-like language the right language to use in the world of sales and selling?
Customers can try to push you to lower your prices by making you frightened of what they might do. Here are the top tactics used by customers intending to frighten you into lower prices.
If you suggest these are "reasons" for poor sales performance all you are doing is giving excuses.
Many sales negotiations don't go the way people want because three fundamentals get ignored.
Ensuring you are technically capable of selling during the COVID-19 Coronavirus situation
Advice for sales managers and sales directors during the COVID-19 Coronavirus situation
The sales manager's real role is as a coach. Here we discuss the value of coaching in sales teams.
This is the thirds of three parts about the psychology of setting goals as a salesperson.
This is the second of three parts about the psychology of setting goals as a salesperson.
This is the first of three parts about the psychology of setting goals as a salesperson.
If you don't listen carefully, you will lose out on sales because you will miss spotting the right opportunities.
To be successful in key account management a sizeable slice of your effort needs to be focused internally towards your colleagues, rather than to the client.
Should you operate your sales team like a football team? What do the top football managers do that make their teams work? You can do the same as them - but not all of them...!
In this episode of The Sales Chat Show, we suggest that salespeople could be losing out because they are too busy focusing on things that don't matter.
The world has changed and so has selling. In his episode of the Sales Chat Show, we suggest that some principles of selling that are long-held are simply no longer of any use.
How good is your introduction? In this episode of the Sales Chat Show, we suggest that many salespeople don't get introductions right.
Are you sure you know what customers really want? You may be surprised. What they want from salespeople isn't what many sales professionals think.
Change is inevitable in the world of sales. Are you ready for change and, as a sales leader, are you ensuring that your team is ready to accept and use change?
All too often sales leaders measure sales efficiency when they need to focus on effectiveness. In this episode of The Sales Chat Show, we have a lively debate about the two terms.
In this episode of The Sales Chat Show, we suggest some unusual questions that will get you that sale...!
You need to stand up, put your arms behind your head for five minutes then stand with your hands on your hips if you want to sell more. Honest...! That's one of the suggestions made in this episode of The Sales Chat Show.
In this episode of The Sales Chat Show, we discuss what to do when a customer says "not now" and when they want to delay any purchases. What can you do?
There is a difference between a sales pipeline and a sales forecast. Are you using that difference to your advantage? In this episode of The Sales Chat Show, we discuss how the two streams of income can work for you.
What should a good salesperson do as you approach the end of the year? In this episode of the Sales Chat Show, we debate the steps that should be taken to close off the year
How do you go about getting the best salespeople? In this episode of the Sales Chat Show, we debate the ways in which you can find the salespeople that will do your company proud.
In this controversial episode, we suggest that the optimum number of sales calls required each day could be as low as just one.
The story of a salesperson who is successful but who makes no attempt to sell is the basis of this episode. If you stop trying to sell, you will probably sell more.
Reflective salespeople tend to do the best at their job. In this episode of the Sales Chat Show, we discuss the value of reflecting on everything you do.
The creator of the hit education service "Teachertapp" tells the Sales Chat Show that her former career as a teacher was the perfect training to be a salesperson. Find out about her service at https://teachertapp.co.uk/
Webinars have a bad reputation as a sales tool. In this episode of The Sales Chat Show, we discuss the pros and cons of webinars for selling.
Taking a break mid-season in your sales calendar is essential if you want to perform the best.
Salespeople are often not as productive as they could be. That's the controversial claim in this episode of The Sales Chat Show.
Just how should you prepare the best sales proposal? There's a lively debate about that in this edition of The Sales Chat Show.
You need to sell the value not the price. That's the point made in this edition of The Sales Chat Show.
Some businesses appear to go out of their way in making it awkward to buy from them. The simplest buying processes are the ones that work. In this episode of the Sales Chat Show, we explain how to make it really easy to buy from you.
Are new buyers really new? What exactly is a new buyer? All will be revealed in this edition of the Sales Chat Show.
How do humans make decisions? If you can tap into that process you can sell more. Discover how people make decisions in this episode of the Sales Chat Show, and find out what you can do to make the decisions good for you,
When the market doesn't improve how can you keep selling? In this episode of the Sales Chat Show, we look at ways you can be sure to keep selling in lean times.
Buyers are too busy to see salespeople these days. Is everything moving online and will salespeople be out of a job?
How do you get to be noticed by buyers well in advance of them wanting to buy anything from you?
How to Think Strategically About Your Customer So That You Get More Sales by Sales Chat Show
The 3 Word Magic Negotiation Formula That Will Get You A Better Deal by Sales Chat Show
Customers want an "experience" don't they? Are you sure? Is "customer experience" necessary these days?
Your customers go through a series of stages to buy something. Where do you fit in with that process?
In this edition of the Sales Chat Show we investigate the best way to use videos within a proposal document
In this edition of the Sales Chat Show we debate the value of stories in closing sales.
Is it a good idea to pay your sales team commission? In this edition of the Sales Chat Show, there is a right old ding-dong about the value of sales commission.
You want loyal customers, that's for sure. But as revealed in this edition of the Sales Chat Show, sometimes businesses manipulate messages to gain that loyalty. And customers don't like that...!
What do you need to include in your sales proposal to make it truly persuasive? In this edition of the Sales Chat Show, we discuss what the top proposals do.
Instagram is a rapidly growing picture-based social network, so how can salespeople make the most of it? Buckle up, listen in, the Sales Chat Show explains all..!
What are the 12 things you need to do to ensure your business sells more and makes the most of the year ahead? The Sales Chat Show provides you with one thing to do each day for the 12 Days of Christmas.
Is there a better way to get past the "gatekeepers" when trying to make a sale? In this episode we investigate an alternative way of getting past the gatekeepers.
What do people think of you when you are trying to sell to them? The latest research shows that people think of salespeople in a different way these days. Are you ready for that change?
People are more likely to buy something if they think they already own it. How can you make people feel they already own what you are selling and thereby gain more sales?
Most people's experience of online buying is from B2C companies like Amazon. That means that the majority of B2B purchasers only really know B2C purchasing methods online. Guess how they want their suppliers to operate? This programme shows why B2B firms need to be more like B2C.
The recent soccer World Cup showed that England manager, Gareth Southgate had taken the nation's team to new heights. What can sales leaders learn from his leadership methods and style?
Continuous professional development (CPD) is essential if you want to make sure you are up-to-date and your sales ability is kept in-check. But are you making sure your CPD is right?
To sell you have to go into battle. Good salespeople treat selling as a challenge that has to be won.
Social media is useful in sales. But exactly how useful? The real benefit is not what you might expect.
Getting promoted to sales manager can be a daunting prospect. You are clearly being tested and so you need to make the right impression. But what are your priorities in those first few weeks? The Sales Chat Show explains what you need to do.
Reaching the sales target is the desire of every sales person. Indeed, they want to exceed their targets. But how? In this episode of The Sales Chat Show we show you how.
Just how do you deal with those first few awkward minutes when you have a sales meeting with a new customer? Here are the top tips from the Sales Chat Show on dealing with those initial minutes in a sales meeting.
Did you know there are four different types of buyer? There are and here is how to sell to each of them.
In this controversial discussion the Sales Chat Show suggests that sales targets could have a negative impact on teams, rather than a positive value
Getting the price right is crucial to good selling. However, how you present that price is also vital. In this edition of The Sales Chat Show we discuss the way you present prices, including the way you should print them or display them on slides.
Why is your business losing deals? In this edition of The Sales Chat Show we investigate the reasons why your salespeople are not gaining the deals you want.
Here is a short episode of The Sales Chat Show providing our seven tips for sales success
What's the difference between a testimonial and a case study? In this episode of the Sales Chat Show you will hear the argument that testimonials are largely worthless.
What is the future of sales and selling in 2018? In this episode of the Sales Chat Show, you will discover what is coming up in the year ahead.
Sometimes you need to "sack" a customer or client. But what's the best way of going about that? In this episode of the Sales Chat Show, you will discover the issues involved in disengaging with customers.
When each new year begins, what do you need to do in order to make sure you sell well? In this episode of the Sales Chat Show, you will discover how to make the most of a new year.
If you run a family business there is a different way of selling you might need to consider.
In this third programme in our series on Brexit we talk to Ian Price from the Academy for Chief Executives about how the choice was made and what businesses can learn from "binary" decisions.
In this first of three programmes in our series on Brexit, we talk to Ian Price from the Academy for Chief Executives about the positive benefits for business that could arise from Brexi
In this second programme in our series on Brexit, we talk to Ian Price from the Academy for Chief Executives about the risks and downsides of Brexit for business.
In this episode we discuss the qualities of a good sales person with leading businessman Jon Lowe
In this episode we discuss how to recruit the best sales staff with leading British businessman, Jon Lowe.
In this edition we interview leading businessman Jon Lowe to find out the qualities of a good sales manager.
Reviewing why you have won or lost a deal is important if you want to improve your sales in the future. You will find out what you did well and what to avoid doing in the future.
Decoy pricing is a method that focuses customers on what you really want them to buy. Here's how to use it.
Referrals are an important part of gaining new business leads. But how can you generate more referrals yourself? This episode of the Sales Chat Show explains how you can generate more referrals.
Once you have recruited a new sales person, how do you make sure they are always "on message" and part of the team? In this episode of the Sales Chat Show we explain how to induct a new sales person.
You need to analyse the competition if you want to be an effective salesperson or sales manager. In this episode of the Sales Chat Show we explain how to analyse the threat of competitors.
You don't sell, you just allow customers to buy. In this episode of the Sales Chat Show we discuss the ways in which you can help customers make the right buying decision.
Every sales person needs to conduct customer audits. You need to find out which customers are the best for you. But how should you complete such audits? We explain how in this episode of the Sales Chat Show.
Training sales people to "sell" is the last thing you need to do. In this episode of the Sales Chat Show we explain how you should really train sales staff
The way in which people buy is changing. Several factors are altering customer behaviour. In this episode of the Sales Chat Show we investigate some of those factors.
Social CRM is essential these days as it can really help sales people tap into what their customers want.
Buyers have made up their mind in the first few seconds of meeting a sales person. So how can you make a great first impression?
Selling in the B2B sector frequently involves joint visits with a technical person, or someone else from the company. How can you make those visits work to gain more sales?
Testimonials really help you sell more - if they are appropriate. This program explores the way you can use testimonials to sell more.
Sales meetings are essential for sales people. But just how should you run them? Find out how in this programme.
Many sales people have LinkedIn profiles, but what kind of profile do you need to boost sales?
Selling these days involves online as well as offline. This program explains how to combine the two.
Do you "own" your customers as a sales person, or are all customers "owned" jointly by everyone in the entire company?
Can you sell through email? Is it really possible? In this lively edition of the Sales Chat Show we look at how you can use email to sell.
People object to buying all the time. So how do you deal with those objections? In this lively episode you can discover how to handle even the worst of the objections you get.
Did you know that your customer has three heads...? Amazing..! In this episode you can discover how to get inside all three of your customers' brains...!
There is a difference between selling and negotiating - but what is it? In this episode we chat about the difference and explain what you can do about it.
How can you be sure that the person you are selling to is actually going to buy from you? In this chat show we discuss how to qualify your sales opportunities.
What is the future for sales people going to be like? In this lively episode discover what the future holds for you.