699
Downloads
47
Episodes
Welcome to the Good Selling Radio. Podcasts for sales professionals looking for peak performance. GSR shares ways to make new and existing customer relationships easier, more effective, and more enjoyable. In a changing and busy sales world, take some time to stop for a moment and reflect, reframe and refocus.
Episodes
Friday Apr 05, 2024
Friday Apr 05, 2024
This is part two of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP
What's the difference between CSR & ESG?
ESG
- Environment
- Social
- Governance
- More formal, regulatory, quantitative, objective, outward-looking
CSR
- Corporate
- Social
- Responsibility
- More about culture, agendas, qualitative, inward looking
Friday Apr 05, 2024
Friday Apr 05, 2024
This is part one of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP
1.Understand what selling with a sustainability agenda means to you and your business
2.Gain techniques and tips to win more, better business and manage the risks
3.Gain confidence and commitment to sell sustainability
Wednesday Mar 02, 2022
Wednesday Mar 02, 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:
- Automation doesn't replace the human being it just creates efficiency.
- Evidence based decision making
- 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
Book a Zoom meeting at calendly.com/richard-higham
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 part of the leadership team of Gyroscope International.
|
Website: www.saleslevers.com
ABOUT THE GUEST
|
|
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
Wednesday Jun 23, 2021
Wednesday Jun 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 SalesFitness Group and as Chair of Gyroscope International.
Connect with Richard
sayhello@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/
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.
Thursday May 20, 2021
Thursday 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:
- Mega changes affecting sales
- The impact on buyers
- 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
|
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.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. |
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
MEASURING STRATEGIC ACCOUNTS: Part 9 of a 9 part series on Strategic Account Management
Key Takeaways:
- Measure the leading indicators
- High level reviews
- Traffic lights
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
FIVE KEYS TO CROSS SELLING: Part 8 of a 9 part series on Strategic Account Management
Key Takeaways:
- Be customer-centric
- Build trust
- Recognition and reward
- Effective processes
- Enough knowledge (but not too much!)
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
ACCOUNT PLANNING: Part 7 of a 9 part series on Strategic Account Management
Key Takeaways:
- Why account plans fail
- Forward-looking, dynamic plans
- Components of an account plan
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
THREE LEVERS TO GROW ACCOUNTS: Part 6 of a 9 part series on Strategic Account Management
Key Takeaways:
- Activities – are we doing enough?
- Concentration of focus – of the right things with the right people in the right accounts?
- Effectiveness: in the right way (individually and organisationally)?
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
TRUST: Part 5 of a 9 part series on Strategic Account Management
Key Takeaways -
- Trust is changing and the old rules don't apply
- Trust is not random. It is a manageable process
- Trust can be accelerated if you say and do the right things