Shows
Salescraft Training3 tips to increase your salesSales success comes from approaching clients as a problem-solver rather than just pushing products, with the right mindset helping to overcome common sales challenges. We share three powerful strategies from our full webinar that can immediately transform your sales conversations and results.• Approach clients as a problem solver, focusing on their needs rather than just making your sale• Listen carefully to understand what's keeping clients awake at night and how your solution addresses it• Introduce potential objections early during conversation to prevent them becoming deal-breakers later• View rejections as "I'm interested but have a reservat...2025-07-1419 min
What’s All The Ruckus?Graham Smith: The World Cup winner now developing Estonian rugbyWe have our first ever World Cup winner on the podcast today, Graham Smith.Graham was part of the coaching staff that led England women's to the 2014 World Cup alongside head coach Gary Street.Now he is working with Estonia Rugby to grow the sport in a country that is a huge minnow within the Rugby Europe system.We speak all about his career to date, his work in Estonia and so much more.x: @AllTheRuckusPod2025-07-0838 min
Salescraft TrainingHow good is your forecasting?Mastering the art of sales forecasting transforms your business from reactive to proactive, giving you power to anticipate cash flow, allocate resources efficiently, and make strategic decisions with confidence. This episode dives deep into the essential skill of predicting not just how many orders will come in, but precisely when they'll arrive.We explore why forecasting matters so profoundly to business operations, revealing how it impacts everything from inventory management to foreign currency purchases. You'll discover how to recognize and adjust for the natural tendencies of salespeople – some perpetually optimistic about close dates, others consistently padding timelines. Un...2025-07-0719 min
Salescraft TrainingHow to increase client retentionClient retention is crucial for subscription-based or membership-based businesses, requiring consistent trust-building and understanding of different personality types. Effective retention strategies focus on credibility, authenticity, and communication tailored to individual client preferences.• Building trust through demonstrating expertise and offering guarantees• Being authentic and consistent in all client interactions• Contacting clients immediately when problems arise rather than avoiding difficult conversations• Always returning calls and messages when promised, even without complete answers• Understanding DISC personality types helps tailor retention approaches• Dominant (D) clients value reliability and direct communication about worst-case scenarios• Influential (I) clients are at...2025-06-3019 min
Salescraft TrainingThe most effective sales techniques for closing dealsEffective deal closing begins right from the start of client engagement through proper qualification, genuine conversation, and attentive listening rather than relying on end-stage closing techniques. The most successful sales approach involves understanding client problems deeply and building relationships that make clients want to buy from you.• Know your ideal client and the specific problem your product/service solves• Qualify prospects effectively to ensure you're talking to the right people• Operate from an abundance mindset rather than fear of scarcity• Focus conversations on clients' needs instead of talking about yourself• Listening attentively differentiates you from m...2025-06-2315 min
Future of HR“The People P&L: How HR Drives Business Success” with Anita Graham, EVP & CHRO for Labcorp.How can you create a people strategy that aligns to and drives your business strategy? What is a People P&L and why does your organization need one?My guest on this episode is Anita Graham, EVP & CHRO for Labcorp. During our conversation Anita and I discuss:Why taking initiative matters for your career and how early-career professionals can develop this skill.Why you should be intentional with your career choices but remain open to unexpected opportunities.How to build an aligned and high-performing HR leadership...2025-06-1744 min
Salescraft TrainingHow data analytics can improve your salesData analytics is a powerful tool for sales professionals that helps identify inefficiencies and opportunities throughout the customer journey. Knowing your numbers enables you to optimize conversion rates at each stage of your sales process, from initial contact to closed deal.• Map your customer journey and define clear stages from first contact to order• Track conversion rates between stages (industry standard is typically 1:3 to 1:5)• Use CRM systems to capture detailed client information and meeting notes• Identify patterns in client buying cycles and budget timing• Monitor data monthly to catch problems early while there's time to fi...2025-06-1618 min
Salescraft TrainingHow to turn objections into salesObjections in sales aren't rejections but opportunities for clarification, with prospects simply signaling they want to move forward but need reassurance on specific concerns. Successful handling of objections transforms sales outcomes and reduces anxiety around closing deals.• Objections typically mean "I want to buy but I'm unsure because..." not an outright rejection• Proper qualification in early stages significantly reduces the number and severity of objections• Welcome objections as valuable feedback that helps improve communication and sales approach• Most objections result from miscommunication that can be easily clarified through conversation• A relaxed, service-oriented mindset creates tr...2025-06-0918 min
Salescraft TrainingHow to create a compelling offerCreating a compelling sales offer requires understanding the specific problems you solve and who experiences them. The key to successful selling is getting inside your client's head and addressing their fears before they even voice them.• Sales is fundamentally about helping people solve problems, not pushing products• Define your avatar by clearly identifying who has the problem you solve• Use simple language that a teenager would understand to describe your solution• Create "green light" selling by talking about client problems, not product features• Address client fears proactively by focusing on what they get, not how it...2025-06-0219 min