Are you in trades and construction? If you are, this week's episode is for you... if you're not… You’ll also learn some valuable lessons on how stop competing for work on price. And stop discounting to win sales. In recent months business has become more competitive and when this happens, it can be tempting to try to win work by discounting. In this week's episode you'll discover why that’s a bad idea but more importantly… How understanding profit is a game changer with your pricing The simple, ...
Jul 15, 2025•11 min
A few weeks ago I shared a client case study where they went from 600K to 1MM in sales per week by implementing one critical change in how they engage new paid leads in their business. This one shift allowed them to go from 30% connection to 80% connection rate on new leads. This week I am explaining exactly what they did to make that happen around Engaging, getting Responses and the Converting these leads into actual appointments.
Jul 03, 2025•17 min
Want to know the 1 spark plug that will make your sales team engine perform better without doing anything else? In my experience it's helping them to become more confident. So the next question is of course, how do you do that? In this episode we break that down for you..I share with you 3 things you can do with your team to give them the rocket fuel that powers sales success. Tune in below to check it out.
Jun 17, 2025•11 min
Sometimes there are some very simple changes you can make to the sales process within a business can can cause really big changes. Today I am going to share one with you that will blow you away. It's a real life case study of a client I recently worked with with who increase their sales from 600K - 1 million per week in sales just by implementing one idea. Click the link below to listen in and learn exactly how they did it and the massive shift it cased in their results.
Jun 02, 2025•11 min
This week we caught up with tech sales expert Ricky Pearl. We covered a wide range of sales topics in our discussion including some of the most cutting edge strategies being deployed in the sales tech world today including... - AI (of course) and how every business needs to have a data strategy. - How automation fits into the sales process (I wasn't expecting Ricky's answer on this one) - Ricky's take on what a great CRM should do - What personality traits great sales people (still) need Plus a ...
May 14, 2025•49 min
This week, you're going to peek behind the scenes of exactly how I helped a remote high ticket sales rep increase his sales results by 58% in 12 months. You'll learn how he went from falling way short each month to a consistent top performer with a repeatable high converting sales process. We'll explore what was stopping this guy from earning the commission he deserved PLUS we'll break down step by step exactly how we got him firing on all cylinders. You'll learn the mistakes he was making in hi...
May 06, 2025•9 min
In business and certainly in sales, at the end of every month, even if we've had a great month we need to start again. And if you're good, and you have a great sales growth plan, you will be stringing together consistent months. But what happens when we have a down month? It's not if it's going to happen, it's when. Here's how to fix that - fast Listen in this week for my 7 minute sales reset - ideas to get sales and get you back on track fast...like today.
Apr 28, 2025•10 min
Could you be killing sales without knowing? Could there be subtle (and not so subtle) things you're doing that are stopping sales that would otherwise have converted? If you suspect that you are, then you need to listen to this week's episode. You'll learn 5 simple things to stop (and start) doing now that will help you make more sales today !
Apr 14, 2025•8 min
This week I had Will Wang back on for a conversation about direct marketing. Will, in fact. has just successfully sold his consulting business and was super generous with me asking him a stack of questions about a subject I have been fascinated with for a long time now... How do you get the attention of your ideal clients by going direct to them rather than spending a truck load on marketing and waiting for them to hopefully come to you? There's a stack of gold in Will's and My chat - I'm sure y...
Apr 07, 2025•46 min
If you are noticing a reduction in the number of leads that you are getting that are converting into buyers is declining this weeks episode will be super helpful. Even if you are happy with your sales, it's important to be aware of where to look if things start to drift. In this week's episode we look at the 3 best places to look as well as some other places within each of the three main areas to work out what to fix. It will be really helpful if you are a sales leader or business owner or if yo...
Apr 01, 2025•13 min
How do I get my sales team performing better with the time they have? How can I manage my time better than I do? I constantly get these get these questions... In fact, in the 21 years I have been doing this, It would easily be the top question I get from business owners and sales reps alike. Why? We live in a world of distractions... The better we manage our own energy and our own state the better we can extract the highest amount from ourselves and our teams. This week you will learn 5 simple b...
Mar 24, 2025•9 min
In this week's episode we caught up with digital marketing strategic expert Marlon Lockyear. In our conversation we cover some really interesting ground around... How to best prepare for your transition into paid marketing How to get the most out of your investment in a digital agency How to know if you are being taken advantage of by your digital agency The current status of AI in automated appointment making and client re-engagement Most businesses I talk to are not using a digital agency but ...
Mar 17, 2025•52 min
I have coached a lot of sales people over the last 21 years. In that time I’ve noticed 5 things that make the biggest difference in turning around sales people’s performance and results. In this weeks episode we will cover… 3 ways to quickly work out if someone should stay in sales or do something else The simplest and fastest way to instantly improve results The most powerful tool for sustainable, long term shifts in sales performance The little known sales management strategy to motivate even ...
Mar 10, 2025•12 min
Relax…mate ! have a beer ! This week I had a fascinating interview with James Swanwick who is a give up drinking coach. In this fascinating conversation we cover… What alcohol really is Both James’s and my journey to giving up alcohol How alcohol imbibes (sorry couldn’t help myself) itself into so many different cultures The million dollar business case for giving up alcohol (this blew my mind) Even if you are not planning on giving up soon, I think you’ll get a lot out of this episode. Tune in ...
Mar 03, 2025•52 min
There’s no denying… Burnout in business is real Recent data shows that 60% of people in business experience some sort of burnout at some point in their career. And guess what ? It’s actually worse for sales people why? because we experience more rejection than other people in business. So how do we avoid it? Well I’m glad you asked because that’s what we are talking about in today's podcast - the 5 ways you can avoid burnout in your sales role. Tune in here to find out what it is....
Feb 26, 2025•15 min
Don’t make this deadly hiring mistake Ok, that sounded a bit dramatic. But I really can’t overstate how damaging hiring a salesperson without this one thing in place can be. I mean, you could get everything else right and have the other 4 hiring pillars I talk about in place (Selection - Induction - Training and Management Systems) but if you’re missing this - you are toast. Tune in here to find out what it is.
Feb 11, 2025•8 min
This week I outline the top 10 most watched and listened to podcasts for 2024. Of all the podcasts released this year, these were the most listened to. Counting down from 10 to 1. Listen in to get a brief summary of the best episodes. I have also listed the top 10 episode numbers below ranked from most popular down so you can check them out individually as well. Episodes: 202 Increase your sales results in just 2 weeks 197 Interview with master copywriter Scott Bywater 207 Top Mindset shifting b...
Jan 10, 2025•12 min
I love this time of the year. I love the way it has a natural ebb to it and how each year I am drawn to literally pull my business apart and look at how I can add more value to clients this year. (more on this soon) One of the things I am super focused on right now is the concept of strategy and strategic planning. In fact, I have 3 brand new clients who I am running strategic planning sessions within the next week to help them make 2025 their biggest year in business ever. That’s what makes thi...
Dec 09, 2024•14 min
If you are like the majority of clients I speak to, you may not be working with a digital agency yet, but it’s probably on your radar to do at some point. If you are paying a digital agency to generate leads for you, then this week's episode will be a super important one for you. This week we are going to talk about what you should expect from a digital agency in terms of performance but just as importantly, how to spot it early if they are not doing the right thing. Paid lead generation is so i...
Nov 18, 2024•14 min
Are you only getting low-level buying motivators in your client discovery before you make an offer? If you are, you’re probably not converting a lot of sales. Today we spend a whole episode talking about how to uncover the core buying motivators BEFORE you make an offer. Failure to do this will leave you with very low conversion rates. Listening to this episode will give you a number of ways you can go way deeper with clients in terms of uncovering their motivators to buy. Your clients will feel...
Oct 30, 2024•18 min
How are your sales tracking for the year? More importantly, how is your planning for the last quarter of the year looking? What about the first quarter of next year? In this week's episode, we will cover the 8 keys to planning an insanely successful quarter of sales. What you will learn in this episode will help you get crystal clear at the planning stage on precisely what you want to achieve. Getting the planning part right will make the deployment of your strategy way more smoother. It will al...
Oct 09, 2024•9 min
Are you thinking about investing in paid leads? Even if you already are, this will be a super important episode. Digital agencies are happy to take your money to generate enquiries for you but in my experience, they will never tell you what you’ll learn in this week’s podcast. After you have listened to today’s podcast, you’ll know… The 1 strategy that separates paid lead gen working and not working The massive difference between referred and repeat business versus paid lead generation A 60-day ...
Sep 25, 2024•15 min
Do you just send them your monthly newsletter or EDM? That’s what most clients say when I ask them how they keep in touch with past clients. This week, I’m not only showing you what the data tells us about precisely why clients leave… I’m also showing you exactly how to stay in touch with clients and what to say when you call so they find value in the contact. After all, if your clients get value each time you contact them they will stay a client longer. This is a much overlooked area in busines...
Sep 11, 2024•12 min
Want to know if you’re maximizing every potential sale? Today I am going to ask you 11 questions about your sales process. I have noticed recently talking to clients there’s been a bit of a dip in the economy so the timing on this should be spot on right now. As you listen and answer each question, giving yourself a mark out of 10, you’ll be able to pinpoint exactly where your sales opportunity system needs work. These 11 questions form part of a 21-point checklist I have been working through wi...
Aug 28, 2024•11 min
Are you taking responsibility for your sales results? It’s going to happen… At some point, you will find yourself blaming your lack of results on things you have no control over. And you’ll be right. And you’ll know you’re right… And your righteousness won’t change one…single…thing It’s only when you deliberately shift your focus onto what you CAN control that your situation will change. I know about this because I have been the complainer I have also been the complainee (the one people complain...
Aug 12, 2024•14 min
Are you trying to convert every prospect you talk to into a client? There are some clients you shouldn’t deal with. Today we talk about why and the three filters you should be applying to every client call you have. I know most of my content is about converting as many leads as possible into paying clients so this week I thought I would briefly break away from that. In this episode, you’ll learn… The three reasons you should not accept a new client and why. Why a large percentage of clients migh...
Jul 29, 2024•16 min
Are you investing in sales training? Want to know how to get 400% better results as a result of doing it? In this week’s podcast, we talk about some little known strategies to get way more out of training your team… The two schools of thought when investing in sales training How one approach to sales training will give you a 400% better result How to guarantee your training investment continues to pay dividends for years to come How implementing 2 other simple strategies after training will ensu...
Jul 15, 2024•14 min
Are you as productive with your time as you’d like? This week we are talking about a super simple method for getting the most out of your time. After listening to this week's episode you’ll learn a simple and fast 5 step approach to getting the most out of your work hours. I have read dozens of books and taken a bunch of courses on time management and this is the summary of the single most practical ideas I have learned. Listen to this episode, put those 5 principles into play and let me know ho...
Jul 01, 2024•11 min
In this week’s episode, I invited Lloyd Thompson back to nerd out again on books. But this time we talked about the top 3 books that changed each of our lives. Having both literally read hundreds of books, I know you will get a stack out of this week’s episode. Regardless of what your main focus in your life is right now, be it work or personal, one of these books is bound to be of massive value. I have constantly found specific books at specific times to be life changing and that’s what this we...
Jun 17, 2024•46 min
Did you think I’d keep my promise? In this week's episode, we go through an example of a template you can use to run a sales meeting. This template has built-in accountability, structure and that moves opportunities through your sales process once clients are in contact with you. This is a template I have perfected with multiple companies I have worked with. It will be easy to adapt to your business so I encourage you to take notes as you go, I also offered to send you a sales meeting template, ...
Jun 03, 2024•16 min
