Good Selling Radio in association with The Sales Fitness Group
Making the most of your sales data

Making the most of your sales data

March 2, 2022

In a rapidly changing world sales people and leaders are making much better use of data. It’s becoming a real differentiator.

Listen to Adam Brown and Dave Mc from Bellrock Technology and Richard Higham on making the best use of your sales data

 

KEY TAKEAWAYS:

  1. Automation doesn't replace the human being it just creates efficiency.
  2. Evidence based decision making
  3. Demystifying the data story

 

BEST MOMENTS:

“One of the things that I'm really conscious of the whole time is this sea of data that's coming towards us all. In the old days, we didn't know enough. Now, I could spend all day every day in the data”

“I think you've got to put it in a kind of pictorial format, and make it easier for people to understand demystifying the data story is really important. And it will, it will happen over time. But I think right now, as we're on that huge curve, you've got to take time with people, and you've got to kind of take them through and tell them the story, and how it's going to impact and help their business.”

 

RESOURCES:

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Book a Zoom meeting at calendly.com/richard-higham

Recent article in The Times 

 

ABOUT THE HOST

Richard.jpg

 

 

 

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.

 

 

 

Website: www.saleslevers.com

 

ABOUT THE GUEST

 

dave.png

Adam_brown7anq9.jpg

Bellrock technology are a data specialist software for the work with lots of different companies all looking to exploit the data that they hold, or potentially even the external or third party data, or for the benefit of their business.

 

Website: Bellrock Technology – Powering the shift to data driven

Trust with Richard Higham and Guest host Sarah Myerscough

Trust with Richard Higham and Guest host Sarah Myerscough

June 23, 2021

Richard Higham and Sarah Myerscough discuss the tricky question of trust in our rapidly changing world.

 

Quote of the Episode

"Trust isn't random.  It can be managed."

 

About the Host

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as Chair of Gyroscope International.

 

Connect with Richard

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk   

www.gyroscopeinternational.com

 

About the Guest Host

Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of the insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis is a network of industry professionals working with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.

 

Connect with Sarah

https://www.facebook.com/bostontullis  

https://www.linkedin.com/company/bostontullis/

https://www.linkedin.com/in/sarahmyerscough/

https://bostontullis.co.uk/

 

HOSTED BY: Sarah Myerscough, Sarah.Myerscough@bostontullis.co.uk mobile: 07821903628

DISCLAIMER: The views, thoughts and opinions expressed in this podcast belong solely to the host and guest speakers. Please conduct your own due diligence.

Ep: 003 Selling in a Changing World – with Danny O’Neill

Ep: 003 Selling in a Changing World – with Danny O’Neill

May 20, 2021

What characteristics define your most successful salespeople? How long does your average deal take to close? How many people are involved in your prospect’s buying cycle?  

 

The world of buying and selling is changing and is an integral part of business.

Listen to Danny O’Neill, CEO of Animis Labs and Richard Higham on the Changing World of Sales and what we can do to stay ahead.  

 

 KEY TAKEAWAYS:

 

  1. Mega changes affecting sales
  2. The impact on buyers
  3. The implications for sellers

 

BEST MOMENTS:

 

“In the last 20 years, plus, we've seen incredible advancements with digital technology, new tools in the sales and marketing space. … I guess we're reaching a point where it's almost feels like there's a paradigm shift about to happen. The pandemic has probably shone a light on that more than ever, and we've refocused our minds. But, it's an incredibly exciting time to be in B2B selling. I think the next years are going to see even more change.”

 

 

“I've seen figures where doubling of the number of stakeholders doubles the sale cycle. The average technology sales duration is now eight months. But once you go over a million dollar deals, you're getting up to 12 months plus so really helping the customer to get to the point of decision quicker becomes even more important.”

 

RESOURCES:

 

The Rise of Deep Collaboration

Jake Saper from Emergence Capital

 

Deep Learning: Engage the world, change the world.

Deep learning as a model to unlock potential in a constantly changing and complex world.

 

Organisation Physics: The 3 faces of every company

Value creation team structures.

 

McKinsey: Meet the missing ingredient in successful sales transformations: Science

Building agile, data-driven sale organisations.

Email: Richard.higham@saleslvers.com or Richard.higham@gyroscopeintenrational.com

Book a virtual meeting at calendly.com/richard-higham

 

 

 

 

ABOUT THE HOST

Richard.jpg

 

 

 

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as Chair of Gyroscope International.

 

 

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk   

www.gyroscopeinternational.com

 

 

ABOUT THE GUEST

 

 

Danny O’Neill served in a number of senior sales and operational roles in Dell before setting up Dublin-based Animis Labs creating relationship tools to support technology sales.

 

www.animislabs.com 

Gaining client commitment - Quick Thoughts Series Ep 8

Gaining client commitment - Quick Thoughts Series Ep 8

May 13, 2021

Key Takeaways

  1. Be clear about the commitments you are looking for to move things forward.
  2. Be clear about how you will get these commitments
  3. Never leave a meeting without a commitment to the next step

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Understanding the customer - Quick Thoughts Series Ep 7

Understanding the customer - Quick Thoughts Series Ep 7

May 13, 2021

Four key skills:

  1. Create openness
  2. Ask good questions
  3. Listen
  4. Summarise

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

The first 5 minutes of a face-to-face meeting - Quick Thoughts Series Ep 6

The first 5 minutes of a face-to-face meeting - Quick Thoughts Series Ep 6

May 13, 2021

Key takeaways:

  1. The things that are easy to do are easy not do!
  2. A quick checklist
  3. Reflect and re-plan

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Preparing for client meetings - Quick Thoughts Series Ep 5

Preparing for client meetings - Quick Thoughts Series Ep 5

May 13, 2021

Key takeaways:

  1. Discipline in our busy lives
  2. See the meeting through their eyes
  3. Use a quick checklist

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Differentiating yourself - Quick Thoughts Series Ep 4

Differentiating yourself - Quick Thoughts Series Ep 4

May 13, 2021

Key takeaways:

  1. Why we don’t seem different
  2. Think about style
  3. Think about substance

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Keeping in touch with clients and prospects - Quick Thoughts Series Ep 3
Getting Referrals - Quick Thoughts Series Ep 2

Getting Referrals - Quick Thoughts Series Ep 2

May 13, 2021

Key Takeaways:

  1. Why they work so well
  2. Tips for success
  3. Make a plan and make it work

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

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