Shows
The Reality of BusinessSelling Biases: Are You Taking Choices Away From Customers?Send us a textSales managers & salespeople: Be honest - have you ever assumed a customer wouldn’t go for the higher-priced option so you left it out altogether? You might be losing more sales than you think. It’s easy to filter choices for customers based on your own biases or assumptions, often without realising you’re doing it. But when you take the decision away from the buyer, you limit their options – and potentially their satisfaction.From choosing the “cheap” option on a customer’s behalf to skipping over premium choices...2025-07-0831 minThe Reality of BusinessWhen Values Get Quiet: Why DEI Cuts Raise Loud QuestionsSend us a textAre values just words on a wall? Or something you’re willing to stand by – even when it’s hard?In this episode, Bob & Jeremy take on the uncomfortable question many businesses are now facing: What happens to your integrity when you quietly scale back your DEI programme?We’re seeing it everywhere - big names like Google, Pepsi, and investment banks are stepping back from the DEI work they once shouted about. And here’s the thing: it’s not just a budget decision. It’s a values decis...2025-04-0734 minThe Reality of BusinessYour Best Sales Conference: Improving the Impact on Sales TeamsSend us a textDon't you love a sales conference? Motivating your customer-facing teams to sell with greater enthusiasm... "There, you've had your sales conference - are you more motivated now?" "Yeah!" Really? Does your sales conference actually deliver the impact you’re hoping for? You’ve invested time, energy, and budget into your annual event – but does it truly equip your team to sell more effectively? A few hours of inspiration is great, but what if your event could turbocharge performance long after it ends?2025-02-0634 minThe Reality of BusinessGuerrilla Marketing: Unexpected & Unforgettable CampaignsSend us a textWhat if marketing could be as surprising and impactful as guerrilla warfare? In this episode of The Reality of Business, Bob – an enthusiast of military history – and Jeremy share insights into the art of ambushes and raids, translating these military principles into creative marketing campaigns that surprise and engage audiences in unexpected ways. They revisit the revolutionary ideas of J. Conrad Levinson, the visionary of guerrilla marketing in the 1980s, whose concepts revolutionised the advertising industry. Think of iconic campaigns like the Marlborough Man for Marlbo...2025-01-2231 minThe Reality of BusinessKey 2025 Business Strategies: How to Thrive in Twenty-Five!Send us a textStruggling to retain loyal customers? Feeling the pressure of rising costs or sustainability demands? In this episode, we’re to help you work out the secrets of business success in 2025 and come out stronger than ever.We kick things off with a light-hearted sketch before exploring practical strategies to keep your best customers engaged and scale your business without sacrificing quality. Using insights from trusted sources like Forbes, we'll share ways to meet evolving customer expectations while staying ahead of the curve.Worried about keeping up with industry changes? We...2025-01-0637 minThe Reality of BusinessThe Digital Nomad Podcast: The Astounding New Truths of Remote WorkingSend us a textDigital nomads: A lifestyle revolution or a passing trend?Can remote work truly free us from the traditional office, blending adventure with productivity? Or is it an overhyped fad destined to fade away?Join us as we explore the intriguing world of digital nomads – exploring the rise of this global phenomenon and the unexpected challenges it brings.Through engaging anecdotes and a fictional exchange between a CEO and a director debating the push for more in-office days, we reveal the realities of working remotely abroad. Di...2024-12-0649 minThe Reality of BusinessMotivation Matters: Creating a Culture that Retains and InspiresSend us a textWhat truly makes employees want to stay, grow, and give their best?In this insightful episode, Bob and Jeremy discuss the complex world of employee motivation and retention, blending historical perspective with actionable strategies to help you rethink workplace satisfaction.Starting with Henry Ford’s revolutionary workweek reforms, their discussion moves through decades of evolving workplace culture, reaching today’s pressing need for flexibility and autonomy. Bob and Jeremy explore Gallup’s latest findings on why employees choose to leave – from salary concerns to management styles – and share practical ways to ad...2024-11-1549 minThe Reality of BusinessThe Best Way to Measure Business Performance: The Truth Behind the MetricsSend us a textHow do you measure a company's performance effectively? Join us for a lively exploration of performance measurement in organisations, complete with a humorous sketch that pokes fun at the murky world of target setting. We unravel the history of performance measurement, tracing its roots from the chaos of the Industrial Revolution to the precision of today's AI-driven insights. Discover how methodologies have evolved over centuries and how companies today strive to balance efficiency with societal goals like sustainability and corporate social responsibility.From the post-war emphasis on customer satisfaction t...2024-10-2448 minThe Reality of BusinessExecutive Coaching: How Does It Work? Where Has It Come From? Transforming The WorkplaceSend us a textEver wondered how you can transform a toxic workplace relationship into a thriving collaboration? In this episode, we unravel the example case of Maureen and examine how executive coaching can turn around even the most challenging team dynamics. We delve into the core principles of coaching as a client-centered, goal-driven partnership that stands apart from traditional training methods. By exploring the evolution of coaching practices from their mid-20th century roots to today's sophisticated blend of psychology and productivity enhancement, we shed light on the powerful impact coaching can have on p...2024-10-0340 minThe Reality of BusinessBuilding Loyalty: How to Create a Trustworthy WorkforceSend us a textIn the fourth and final episode of The Reality of Business mini-series, inspired by their upcoming book Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob Morrell and Jeremy Blake uncover the essential steps to building a loyal, trustworthy workforce that will transform your business.Throughout this episode, Bob and Jeremy reflect on crucial lessons covered in the series – spotting disloyal bonding, eradicating strategic lies, and building a culture of integrity. They offer actionable strategies for attracting employees who share your values, improving management practices, and training yo...2024-09-3009 minThe Reality of BusinessDisloyal Bonding Exposed: Protecting Customer Loyalty & Strengthening ServiceSend us a textIn the third episode of our mini-series inspired by Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob & Jeremy continue their examination of deceptive business practices that manipulate customer loyalty – such as disloyal bonding and strategic lies.Through insightful role-plays, they reveal real-world examples: a coffee shop falsely promoting recyclable materials, a tailor’s deceptive discount schemes, and a car service misleading customers with unnecessary software upgrades, showing that even major brands aren’t immune to dishonesty.But it doesn’t end there. This episode also hig...2024-09-2408 minThe Reality of BusinessThe Cost of Deception: How Strategic Lies Undermine Business IntegritySend us a textWhat happens when businesses prioritise short-term gains over long-term integrity? In the second episode of a special mini-series inspired by their upcoming book, Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob and Jeremy explore the hidden dangers of strategic lies in the corporate world.When businesses prioritise short-term gains – whether to boost senior executives’ desire for bonuses or prepare for a sale – they often sacrifice long-term customer trust and company reputation.Listen as they share real-world examples of how offering special deals to win...2024-09-1708 minThe Reality of BusinessDisloyal Bonding: The Hidden Costs of Strategic Deception in BusinessSend us a textHave you ever wondered if offering a small favour to a customer could unravel an entire organization's integrity? Join Jeremy Blake and Bob Morrell as they illuminate the hidden world of disloyal bonding and strategic lies within contact centres and beyond. In this episode, inspired by their upcoming book "Whose Side Are You On? Disloyal Bonding and Strategic Lies," they uncover the ways employees create a false sense of camaraderie with customers through special treatment and discounts, often unknowingly undermining company policies. This unconscious behaviour erodes not just organizational culture but also the...2024-09-1009 minThe Reality of BusinessBeginner's Guide to AI: The Evolution & Impact of Artificial Intelligence for BusinessSend us a textThis introduction is written by an AI bot provided by the podcast broadcaster. The description is edited slightly but it saves an hour of work every time a new episode is published. Bob Morrell and Jeremy Blake unravel the intriguing evolution of artificial intelligence, from its mythological origins to today’s cutting-edge innovations. You'll learn how ancient legends, like medieval golems and modern cinematic portrayals like Ex Machina, have shaped humanity's understanding of AI. With humorous anecdotes and personal stories, your hosts simplify complex concepts such as reasoning, algorithms, and neural networks.2024-09-0551 minThe Reality of BusinessNetworking Do’s & Don’ts: Mastering Networking OpportunitiesSend us a textHave you ever wondered what it takes to make a lasting impression at a networking event? This episode kicks off with a hilarious sketch showcasing some common networking blunders, reminding us all about the importance of making a strong first impression. We dive into practical tips on overcoming shyness, avoiding snap judgments, and dressing for success, all illustrated with personal stories that range from triumphant to toe-curlingly awkward. Whether you're a seasoned pro or just starting out, our insights are designed to help you navigate the often intimidating world of networking w...2024-07-2528 minThe Reality of BusinessElection Special: Why Does Public Speaking Matter? How Do You Engage & Influence Your Audience?Send us a textElections are great ways to learn about the best public speaking. Rishi Sunak, Keir Starmer, and Nigel Farage, as well as a huge number of supporting cast members will be trying their best to influence us over the next few weeks and any of us can study how good they really are. We all need, sometimes to elevate our voices and captivate audiences, whether it's during an election season frenzy or at an intimate family gathering. We discuss the intricacies of public speaking, dissecting the pros and cons of different styles. D...2024-05-2732 minThe Reality of BusinessSenior Management Development - What Are Your Options?Send us a textSenior Managers have an important question to answer – what development is going to make them better at what they do? Or do they need any at all? Unlock the full potential of senior leadership with expert insights from Bob & Jeremy, executive coaches who bring to life the varied activities that are available. This episode promises an eye-opening journey through the world of senior management development, weighing the benefits of various growth strategies. They probe the effectiveness of conventional methods like intensive therapy and elite programmes, as well as the transformative potential of...2024-05-1429 min
The Reality is Sales TrainingDon’t Ask ‘If...?', Ask ‘Which...?'Send us a textThis is the most underused question in sales. Unlock the secret to improving your sales with the subtle, yet impactful, 'power of choice' strategy. Join Bob Morrell and Jeremy Blake as they reveal how offering options can shift the customer's mindset from a passive observer to an active decision-maker. Ever been trapped by the 'yes or no' approach? We'll show you how flipping the script from 'if' to 'which' not only empowers your customers but improves conversion rate. Jeremy illustrates this with tales from his waiter days, where the 'power of w...2024-05-0806 minThe Reality is Sales TrainingSell the Sizzle, Not the SteakSend us a textIn this new podcast, The Reality is Sales Training, Bob Morrell & Jeremy Blake, with over 20 years of experience behind them, dissect the worldwide sales conversation. They offer you the wit and wisdom to craft compelling narratives and new sales approaches that captivate any prospective customers. In this first episode, discover the forgotten genius of Elmer Wheeler, a titan of sales training, and learn why 'basic' sales skills are anything but basic. ‘Sell the Sizzle’ is one of Elmer’s ‘Wheeler Points’ – core principles that underpin professional sales behaviours. If you are not s...2024-05-0112 min
The Reality of BusinessTipping, Service Charges, Brand Charges… What is happening with this ‘grey area’?Send us a textEver been caught at the end of a meal, wallet in hand, wondering just how much to tip - or if at all? That's the exact conundrum we unpack in today's lively podcast, where we navigate the new Employment Allocation of Tips Act 2023, set to revolutionise UK's service industry. Join us as we delve into the principles of fairness and transparency in tip distribution, sharing tales from across the globe that highlight just how varied tipping practices can be. We've got the latest guidance for businesses too, ensuring they're on track w...2024-04-1838 min
The Reality of BusinessB2B Buying & Selling in a Hybrid Work WorldSend us a textHow do you get through to a company's decision-maker? You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for tho...2024-04-0430 min
The Reality of BusinessSelling More: Is It Down to Behavioural Science or Just BS?Send us a textWhat makes a sales strategy irresistible? This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process. 2024-03-1945 min
The Reality of BusinessCustomer Service in the UK – In 2024 How Are We Really Being Served?Send us a textIn our latest episode, we examine new research into the level of customer satisfaction in the UK, where the landscape has shifted dramatically in recent years. We start by discussing the reasons behind the decline in customer’s experiences, from the pandemic's shake-up of our shopping habits, to Brexit and the economic and political whirlwinds influencing staffing. As we navigate the transformation of customer service, we acknowledge the impact of digital communication, which has both streamlined and complicated customer interactions. In a candid conversation, we highlight the fresh challenges confronting a new...2024-03-0636 min
The Reality of BusinessSales Targets (& How They Work Against You)Send us a textDo sales targets work? In this episode we study sales targets and expose their problems. Unpack the dilemma of arbitrary figures with us, as we get into the reasons of how these numbers can warp sales strategies, leading to short-term wins but potentially jeopardise your company's future. And if you think corporate life can't be dramatic, wait till you hear our Inglourious Basterds inspired sketch that throws a spotlight on the darker side of meeting – or not meeting - those targets. Join us as we tear down the façade o...2024-02-0829 min
The Reality of Contact CentresVoice Tips for Contact Centres Part 1: Five Key Tips to ImproveSend us a textWhy are some advisors effective and some less so? Let's unlock that mystery! In this episode Jeremy Blake and Bob Morrell show you how important and flexible the voice is – and how you should be using it. In the first part of our special double-feature, we're laying down five key tips that will make your voice the secret weapon of your call centre. Explore the nuances of tone with us as we analyse how a simple change in inflection can turn a customer's frown upside down. Plus, we'll tackle the...2024-01-2508 min