Hey Psyche, how do I?

Often in a sales role, we look at one of our main goals as closing business to hit our targets. This isn't what phenomenal salespeople focus on though. By focusing on outcomes, we can often forget the process and purpose of our role and who we are there to serve. Along with this, what else sets phenomenal salespeople apart? Tune in for this week's episode to find out more.  I'm joined this week by 2 thought leaders; Tom Castley & Aaron Ross. Tom is one of the leading sales leaders in the UK and VP of Sales at Outreach. Aaron is Co-CEO of PredictableRevenue.com, Keynote Speaker and Author of "Predictable Revenue" & "From Impossible To Inevitable". Along with this, Aaron & Tom will be sharing their thoughts on what we can learn from the current climate and the change it has forced, alongside how leaders can adapt to this. If you want to understand more about how you can work on your sales craft or develop your sales team, then this episode is for you!

Being a leader or manager in the world of sales, involves balancing and spinning a number of different plates; but where does sales coaching fit into that? Is the role of an effective sales leader to coach their team and if so, how do they do it effectively, without blurring lines from managing to developing their team?  To discuss this, I'm joined this week by Ollie Sharpe & Alfie Marsh. Ollie is the VP of Revenue EMEA at SalesLoft and Alfie is Head of US Sales at Spendesk.  Alongside this topic of coaching, we'll also be talking about how sales arms can create a culture of promoting from within when growing their business, alongside the mindset traits required for success as we evolve how we sell. If you want to get some great insights into developing your team or how you can develop to earn that promotion, along with how to balance management and coaching, then tune in! 

If it ain't broke, don't fix it; we've all heard this saying, but when it comes to the world of sales and our process, how relevant is this? Do we risk being left behind by sticking to what we know or by looking to change up what we do, can we lose our way? Alongside this, why is it that sometimes we struggle to get everyone aligned to the process and believing in it; as opposed to doing it their way? To discuss this topic I'm joined this week by Kevin "KD" Dorsey & Ashley Kelly Mealy. Kevin is recognised as InsideSales Top 10 Sales Leader, Sales Development Exec of the Year, a Top 100 Sales Coach and VP of Inside Sales & PatientPop. Ashley is Senior Director of Sales Development and Co-Founder of SDReady; a free Slack community focused on helping individuals start a tech career. KD, Ashley and I will be discussing this topic, along with top traits they feel are required for sellers to be successful, including why we shouldn't confuse resiliency with grit. Plus, how you can personally deal with rejection when it pops up in sales, along with how you can create a culture to support those around you when it happens. 

Part 2 of content & Confidence Creation ft. Jack Gaisford & Shay Rowbottom (be sure to check out Part 1 first) To discuss this episode, I'm joined by Jack Gaisford & Shay Rowbottom for an insightful and very enjoyable 2 part conversation. Jack is a content creator on LinkedIn and Owner of V21. Shay is an LinkedIn Influencer & Digital Marketing Entrepreneur. We're going to be discussing all things content and confidence; does free content give away all your secrets? How did Jack & Shay find their voice and style? Where do they see content creation in business moving to in the future? Be sure to check this out if you're creating content or looking to, big or small.

Content creation isn't just for the big brands now; with the evolution of tech we all have the opportunity to be heard; whether that's for our own business or within our career, to help us stand out. Creating content comes with it's challenges, particularly mentally on how you'll be perceived, finding a comfortable and authentic way to do it and of course how it resonates with your end user. Content creation can also lead to our own self development; so how do we tackle all of the above to do it the right way; our way? To discuss this, I'm joined by Jack Gaisford & Shay Rowbottom for an insightful and very enjoyable 2 part conversation. Jack is a content creator on LinkedIn and Owner of V21. Shay is an LinkedIn Influencer & Digital Marketing Entrepreneur. We're going to be discussing all things content and confidence; does free content give away all your secrets? How did Jack & Shay find their voice and style? Where do they see content creation in business moving to in the future? Be sure to check this out if you're creating content or looking to, big or small.

You hear it thrown around quite regularly this statement that sales is a numbers game; but how true is that, what is important to consider when conveying or believing in this statement? Numbers are what we use to measure success most of the time and place our own self belief and confidence in, but why? This was one of the key talking points on this week's episode, alongside; what kind of environment needs to be created to help sales people thrive and how sellers can become more aligned to the customer's needs.  To discuss this I'm joined by Bethany Ayers & Pete Crosby. They bring a wealth of insights, experience and stories from their career so far and raise some interesting angles on the topics above.  Bethany is Chief Customer Officer at artificial intelligence (AI) company Peak, one of the fastest-growing tech businesses in the UK. Before joining Peak, Bethany worked as an advisor to high growth startups such as Codility and Cloud IQ, primarily in the SaaS space. She has a superb track record leading tech businesses, with five years of experience as SVP Strategy at NewVoiceMedia where she oversaw strategy, sales operations and product marketing. She has also held strategic consulting roles with Mimecast and Getronics, and sales/strategy roles at both Computacenter and the Financial Times. Bethany acts as an expert advisor for Notion Capital and is a member of the London Revenue Collective. She regularly writes and speaks on topics including AI, SaaS metrics and women in tech. Pete is a 4x successful scale up sales leader, most recently as CRO at Ometria, who Deloitte placed in the Top 10 growth businesses in the UK with revenue acceleration above 3000%. Prior to Ometria, Pete ran revenues at Viadeo from Series A to IPO, and took Triptease from $2m to $10m ARR and a successful Series B in just 18 months. Pete is one of the 3 founding members of the London Revenue Collective, a private members club for senior revenue leaders which now has more than 200 paying members. He is also a non-exec sitting on the board of Kluster, a seed stage revenue analytics start-up which just closed a $1m round.

We've all heard the saying people buy from people right; but how true is that and has that changed over the recent years?  Well to discuss that, on the first of many new episodes to feature 2 guests, I'm joined this week by Marcus Chan & Alex Alleyne. Marcus is the founder of Venli Consulting. With over 14+ years of award winning experience in Fortune 500 organizations, he has trained thousands of reps and has sold close to 10-figures in sales! Alex is the Founder of Growth iQ and Ranked #3 on LinkedIn Top Voice Globally for Sales.  Along with the above statement, I'll be getting Marcus & Alex perspective on:  - Top traits, skills or habits required by sellers to be successful now and in the future - How to change the lens of the goals you set to ensure they set you up for the big picture - Creative & practical tips on how to cut through all the noise and get through to prospects So if you're looking to sell more creatively, become clearer on what to focus on and also why you can't just rely on your personality or product to sell, then tune in!

No matter how many positive days, deals and outcomes we have; when we face a knockback, it can hit us hard. It could be an objection, rejection or what feels like a personal attack on us. Whatever it is; these knockbacks can really stunt our growth, paralyse us or make us feel like we're not going to make it. So how can we look at knockbacks a different way, shift our mindset, and not completely stop them, but instead change our reaction and repercussions from it? To cover this, I'm joined by Jackie Hermes, B2B SaaS Marketer, Startup Growth Adviser, Speaker & CEO @ Accelity.  Jackie will be sharing her stories of knockbacks in her career and own business ventures. We will discuss how we can begin to shift our mindset towards them, the thought process behind it and why they can serve us, rather than sabotage us. So if you feel like when knockbacks occur they knock you for six, then tune in to this episode!

Let me ask you a question; think of your favorite film, how much can you remember? Pretty much all of it back to back, right? Now think of a sales meeting that happened 3-6 months ago, how much do you remember? Not too much I'm guessing. One of the reasons for this is that your favorite film is a story, which engages you on an emotional level and is far more memorable. Salespeople are missing so much opportunity by not utilising stories in their role, want to find out what, why and how, then tune in.  To discuss this, I'm joined this week by Kelly Wright, Board Director at Fastly, Lucid, Amperity, & Even. Lecturer at the University of Washington and Former EVP Sales of Tableau. Kelly will be sharing her wealth of experience on why stories matter so much to us, particularly in the world of sales, how to utilise them into your process and examples of how she's used them throughout her career. If you want to start becoming more memorable to your customers, along with engaging with them far more effectively, then this episode is for you. 

Bright ideas can come to any of us, it's what we do with them that separates people. Regardless of experience or knowledge, ideas can come to anyone, but when they do, you have a choice to either sit on them, overthink and wait, or take action, roll them out and succeed. But what is the process for doing this, how can you begin to act on ideas and avoid procrastination? To answer this, I'm joined this week by Russ Avery & Tim Brown. Russ is a specialist B2B marketer for sustainability-focused businesses, and is the Marketing & Strategy Director at Avery & Brown. Tim is an experienced B2B and B2C graphic designer and digital creative, and is the Creative & Digital Director at Avery & Brown. Russ & Tim will be sharing their stories of how they've acted on bright ideas to turn them into businesses, the lessons they've learnt and some of the key ingredients required for an idea to be a success. If you have an idea currently or find yourself sitting on them often, then this episode of execution is for you, so tune in!