Shows
The Exceptional Sales Leader PodcastFrom Passionate Prospecting to Closing Deals with Harriet MellorIn this episode I welcome Harriet Mellor, a prominent figure in the field of sales development and training. The conversation dives deep into Harriet’s journey from her diverse interests in becoming a vet or lawyer to thriving in sales and ultimately becoming the CEO of Your Sales Co. Harriet shares her initial resistance to sales and how her perspective shifted through real-world experiences, leading her to a career where she now empowers sales teams worldwide. We explore the intricacies of sales strategies and development, with Harriet elaborating on the importance of consistent outreach, understanding customer needs, and leveraging a...2025-05-071h 02
Louder by LeverageEp 22: Lanna interviews Harriet MellorThis week, Lanna returns with an exciting topic and an even more exciting guest!Harriet Mellor, founder of Your Sales Co, podcast host of Sell Like You, speaker, sales coach and trainer, is here to share her expertise. She works across various industries, with a special focus on cybersecurity and tech. With her own successful podcast, Harriet has already released over 100 episodes, all centred around her revolutionary approach to sales. In this episode, you'll hear Harriet's incredible journey—how she got to where she is today and the lessons she's learned along the way...2025-03-0651 min
The Real Biz Life Chronicles#061 Sales Mastery with Harriet MellorIf there’s one person whose energy is truly infectious, it’s Harriet Mellor! Founder of Your Sales Co and a one-in-a-million Sales Transformation Coach. With over 15 years of experience helping businesses achieve explosive growth, Harriet explains why sales is not just a skill but the driving force at the forefront of everything you do in business. She shares her top tips on nurturing prospects, adding value, and building authentic connections that lead to long-term success.We also uncover where most of your leads are hiding, how to reignite them, and the simple yet powerful processes that can...2025-01-2947 min
Hiring & Inspiring#116 Harriet Mellor - The Journey of a Sales Transformation Coach: Harriet Mellor's StoryIn this episode, I catch up with Harriet Mellor, a sales transformation coach and entrepreneur, who shares her journey of starting her own sales coaching business. Harriet discusses the challenges faced in sales today, the importance of effective lead handling, and the transformative power of education in sales. She reflects on her entrepreneurial journey, the self-doubt she overcame, and her commitment to continuous learning. Harriet emphasizes the significance of impact over material success and outlines her future goals for her business, including helping reformed prisoners find success in sales roles.TakeawaysSales tra...2024-11-1339 min
Sell Like YouTech Sales Series: How to Sell Outcomes that Matter with Michael Ferguson"Be excited about the tech but that's not what they're buying, they're buying the outcome"
Join me as part of our Tech Sales Series with the Director of Security Transformation part of the Strategy and Go To Market Team.
This punchy episode dives into:
Empathy to connect to your prospects deeper.
"So what?" (moving away from features and into benefits WIIFM)
Ask more questions (how else will you know what they need)
Follow up every time!
Don't sell if...2024-10-2328 min
BEYOND THE PROFILEHarriet Mellor, Episode 12In this episode, Dan Reynolds welcomes Harriet Mellor, Director at Your Sales Co.
Here are some of the topics Dan and Harriet discuss:
The work culture in Australia compared to the UK.
Meaningful conversations provide valuable insights and feedback.
Surround yourself with people that push you to think bigger and bolder.
Stepping out of your comfort zone.
2024-09-0638 minSell Like YouMaster Your Network: Build & Set BoundariesEver felt like the smartest person in the room—and wondered if that's holding you back?
A few months ago, during our fourth birthday celebration, I shared four pivotal lessons from my journey, and one of them has really resonated with many of you: Don’t be the smartest person in the room.
But how do you find those new circles that challenge and inspire you?
In this episode, I’m diving deep into the strategies that have helped me expand my horizons and build...2024-08-2715 minSell Like YouMastering Trial ClosesWant to ensure you're never blindsided at the finish line?
In this episode, we dive deep into the concept of the trial close—a powerful tool for gathering essential buying signals and overcoming potential roadblocks before they become deal-breakers.
As sales professionals, it's easy to fall into the trap of "happy ears," where we assume everything is smooth sailing. But real success comes from careful scoping, strategic questioning, and a clear understanding of what lies ahead in the sales process.
Join me as we ex...2024-08-1910 minSell Like YouBeyond the Sales EmailsDoes outreach = emails to you?
It’s time to rethink your strategy! Emails play a role, but they shouldn’t be your only tool in business development.
In this episode, we dive deep into the importance of using a multi-channel approach in your outreach efforts.
From picking up the phone to leveraging LinkedIn, I'll walk you through how to enhance your communication strategy and avoid being a "lazy salesperson."
Join me as I cover:
The Power of Phon...2024-08-1213 minSell Like YouFrom Leads to Deals: Nurturing Your Conversation PipelineReady to transform your sales game and achieve massive results?
Welcome to another episode of Sell Like You! Today, I'm excited to dive into the concept of nurturing your conversation pipeline.
I believe that having a steady stream of meaningful conversations is the backbone of any successful sales strategy.
Understanding the Conversation Pipeline: I'll explain what a conversation pipeline is and why it's critical for converting leads into deals.
Building and Nurturing Relationships: I'll share tips on how to effectively build and nurture relationships with...2024-08-0511 min
The Luke Page PodcastSupercharge Your Sales by Building Natural and Authentic Relationships With Harriet MellorSo you want to make more sales right?
And you wish more people would just reach out and message you asking to work with you…right?
Well even though this can of course happen, it’s not a strategy.
Selling doesn’t have to be hard and if it doesn’t feel natural and authentic to you then you’re doing it wrong.
In today’s episode, I chat with sales expert Harriet Mellor about a specific strategy that you can use across your socials, email and even in person that will superch...2024-08-0457 minSell Like YouFrom Newbie to $10M in Sales: My Proven Tactics - PART 2Dive into the practical tactics and daily routines that helped me achieve $10M in annual sales. Start transforming your sales approach today.
Transform your sales strategy by mastering the tactics that helped me go from having no connections to achieving $10M in annual sales.
In this episode, we explore the hard work and strategic moves that turned my sales efforts into a massive success. I'll share practical steps, from cold calling to leveraging LinkedIn, that you can implement to see similar results.
Discover how...2024-07-2925 minSell Like YouFrom Newbie to $10M in Sales: My Proven Tactics - PART 1Dive into the practical tactics and daily routines that helped me achieve $10M in annual sales. Start transforming your sales approach today.
Transform your sales strategy by mastering the tactics that helped me go from having no connections to achieving $10M in annual sales.
In this episode, we explore the hard work and strategic moves that turned my sales efforts into a massive success. I'll share practical steps, from cold calling to leveraging LinkedIn, that you can implement to see similar results.
Discover how...2024-07-2217 minSell Like You10 Proven Ways to Improve Vendor RelationshipsTransform your sales strategy by mastering vendor relationships with these actionable insights and proven techniques.
In this episode, we dive into 10 actionable strategies that can help you forge better connections with your vendors to result in increased opportunities and revenue.
From understanding their products and services to 'being known' by engaging with the broader team on LinkedIn and attending their events, through to effective list building and collaborative market outreach; these tips will equip you with the knowledge and skills needed to maximise your vendor partnerships.
2024-07-1529 minSell Like YouTransforming Misconceptions in Sales: Lessons from Lab DiamondsEver wondered how to tackle misconceptions in sales?
In this episode, we dive into an analogy using mined diamonds vs. lab diamonds to illustrate the power of educating, empathising, and overcoming common misconceptions.
Lab diamonds have sparked many debates, often met with loud counterarguments claiming they are "real" diamonds. But in sales, just repeating your point won't cut it.
Join me as we break down the art of taking your audience on an educational journey, empathising with their concerns, and using storytelling to effectively...2024-07-0815 minSell Like YouHow to Launch a Successful Crowdfunding Campaign with Pippa SmithIs raising capital on your roadmap?
Or are you considering how to invest in businesses that you can see real potential for?
Excited to introduce Pippa Smith from the Social Startup Labs for her first ever podcast appearance to share her experiences and expertise in crowdfunding.
Whether you're keen to know what crowdfunding is, who should be leveraging this platform or how to get involved in being part of the cohort that give funds we dive into it all.
Join us for:
What...2024-07-0141 minSell Like YouChatGPT for Sales: Proven StrategiesEver wondered how to optimise your sales strategy using ChatGPT?
In this highly requested episode, we revisit the power of ChatGPT in sales. I share insights from my journey with the paid version of ChatGPT, highlighting significant improvements and capabilities that have saved me time in preparing for sales and client engagement.
From refining copy to conducting targeted industry research, and creating comprehensive reports, ChatGPT has become an indispensable tool in my tech sales toolkit.
Tune in as we delve into:
Practical...2024-06-2421 minSell Like YouFrom Clicks to Clients: Effective Ad Campaigns with Jordan Lomax23 leads in less than a week and under $100!
In this episode, Jordan from The Social Lab and I dive into the incredible success of our Clicks2Clients workshop.
We break down our four-step framework, share compelling stories and learnings from our participants, and provide actionable tips to help you understand your ideal clients and generate high-quality leads.
Discover the secrets behind effective ad campaigns, from choosing the right platform to creating irresistible offers and follow-up strategies. Hear success stories like Ash and Charlotte’s im...2024-06-171h 09Sell Like YouBusiness Development Consistency to Avoid Revenue DipsFlatten the curve of revenue dips with consistency.
Skipping business development time throughout your week won't impact you today but it will impact you in the next 2-3 months.
Struggling with peaks and troughs which is either impacting your bottom line or burning out your team is due to a lack of consistency.
In this episode I share tangible tips and takeaways that will impact your results positively.
Think of it as Sales fundamentals, the basics; because without them...2024-06-1007 minSell Like YouNetworking For Awareness and Accelerated Reach with John HallI've built a network from scratch in a new country leveraging LinkedIn and the coffee culture, this exactly how I got started when moving from Manchester to Australia; but it's been a while since I've experienced someone as driven as John in this pursuit.
John Hall, founder and creator of The Maintain App, has spent the last 20 years in construction in London, building and renovating for some of the cities richest people. Knowing that relationships, communication and protection of assets (aka maintenance) is of upmost importance he set his sights on creating the application...2024-06-0334 minSell Like YouEmbrace Help and Grow Your Network [Lesson 4]Don’t be the smartest person in the room.
Widen your circle, reach out to new connections and constantly learn.
I’ve never been afraid to ask for help, feedback, insights or ‘how did you do that’?
It doesn’t make you weak, it makes you stronger, more knowledgeable and widens your network.
In our final lesson of the "4 Lessons in 4 Years in Business" series I share my examples, experiences and how this has supported me in business and in sales...2024-05-2911 minSell Like YouOutsourcing for Success: Leveraging Time and Talent [Lesson 3]Do you understand the transformative power of outsourcing?
In our third lesson of the "4 Lessons in 4 Years in Business" series I share:
Why investing in outsourcing gives you valuable time back.
My journey from doing it all to outsourcing web design, branding, and accounting.
The game-changing impact of hiring a VA and later a full-time employee.
Practical tips to identify tasks you should outsource.
How our current team structure supports growth and efficiency.
Tune in to hear my personal...2024-05-2718 minSell Like YouIf you want to go faster, slow down [Lesson 2]If you want to go faster, slow down.
What does that mean?
Learning to slow down, take stock of the success and keep aligned to the big goal is something that taken a lot of learning.
I'm fast paced, always looking for ways to add more value, support more clients and create lasting impact for our customers in Sales.
Slow hadn't existed for me in a LONG time.
And it was a couple of...2024-05-2207 minSell Like You4 Lessons in 4 Years: Alignment with your audience [Lesson 1]As we approach our fourth year in business at Your Sales Co, I'm excited to share with you four pivotal lessons I've learned along the way.
In this inaugural episode, I dive deep into the importance of sticking to what you know when it comes to sales and business growth.
Reflecting on my own journey as an entrepreneur, I'll take you back to the early days when I made the mistake of chasing after shiny objects rather than relying on proven strategies.
Despite my...2024-05-2010 minSell Like YouKeeping your prospects engagedKeeping your prospects engaged throughout your sales process keeps the opportunity moving forward whilst adding value and connecting to THEM.
It's the most important technique after qualification!!
In this episode we dive into:
How to keep your prospects engaged
Avoid being annoying in follow ups
Expand the opportunity
Re-engage if an opportunity has dropped off
How to always add value
How to keep track of what everyone is doing
Avoid being ghosted
2024-05-1312 minSell Like YouBuilding State of Social with Meg CoffeyThis was a JUICY episode with the straight talking and incredible Meg Coffey.
We chatting all things lead generation, coffee meetings, marketing platforms and why email is still a #1 strategy.
We share about the difference between a tactic and a strategy and how this can play out for you in your business or sales focus.
Whether you leverage social media, marketing channels or direct selling this episode has something for everyone.
Find out why I am so excited about...2024-05-061h 02Sell Like YouEnd of Year Strategies in SalesDo you create a strategy to support you manage your pipeline and opportunities around end of financial year?
In this episode, I share my first financial year challenges and lessons learned and why I chose to never take leave again during that time!
I highlight the importance of understanding clients' buying cycles and budgeting processes, plus why, and how sales professionals need to align their strategies with clients' timelines and priorities, offering insights into planning leave and optimising sales opportunities throughout the year.
Dive in...2024-04-2911 minSell Like YouReignite Past Opportunities [a quick win in sales]Reigniting opportunities for the QUICK wins and low hanging fruit.
Past opportunities that dropped off, went cold or weren't ready are WARMER than someone that isn't aware of you, your offering or that you (potentially) even exist.
Reigniting is about personalisation, referencing what they were doing previously and why now is a great time.
This is one of my favourite topics in sales and in this episode I dive into:
Why you should reignite opportunities
When to reignite
How to reignite
The importance of personalisation
Why NEVER to let...2024-04-2211 minSell Like YouDon't Pitch FirstDo you pitch before your prospect on a discovery call or meeting?
Two mistakes I see when it comes to pitching:
Pitching what they don't need
Pitching when you should be asking questions first
Both of these can be overcome by pitching 'last' (after your prospect tells you everything you need first)
Effective pitching is about connecting what your prospect, or ideal client, needs through language stories that means something to THEM.
Your pitch should be interchangeable, one size DOE...2024-04-1513 minSell Like YouUnderstanding Lead Generation StagesYou can call them whatever you like, however deciding on the right language and wording, plus the function / activities of the 'role' is key for consistency and to get your team on the same page.
This episode dives into what is lead generation, the different stages:
Opportunities
Leads
Prospects
Clients
How to qualify the stages and what to do when your opportunities, leads or what to do when prospects DON'T REPLY!!
As always, I share my experiences with a sprinkle of client experiences to br...2024-04-0826 minSell Like YouStop Taking Yourself Seriously In Sales with William GilchristAre you taking yourself too seriously in Sales?
William, founder and CEO of KONGSY joins me and shares the moment he realised he was a salesperson and the importance of not taking yourself too seriously.
William believes that Lead Generation is DEAD and Pipe is life... do you?
In this episode we dive into:
Lead Generation vs Pipeline
The key differences into selling into new markets or cultures
Rewards Vs Rooting for your salespeople
Getting curious instead of formal communication (bring some personality into...2024-04-0153 minSell Like YouStop Leaving Money On The TableAre you leaving money on the table?
And what do I mean by this?
There are usually many more opportunities to uncover with every prospect; from a larger service requirement through a different product or service offering, even a referral to a client or business partner.
But what do they look like?
How to uncover them?
In this episode I share some of the key things to look for during qualification and share a gr...2024-03-2416 minSell Like YouDo You Really Need A Capability Statement?Capability Statements; love or hate them, they are often part of the process.
This has been hot topic on my LinkedIn profile and I dive into the poll results with you on this episode here.
If you want to know:
What is a capability statement
What makes a good capability statement
When to send a capability statement
How to stand out with your personalised statement
What else you could send instead!
Find out what I think about capability statements find out the BEST collateral to sen...2024-03-1809 min
Weird Growth#52 Learn how to sell like a pro with Harriet MellorOn this episode, we have Harriet Mellor from Your Sales Co, who works with clients to support and improve their sales teams. They can identify in 30 minutes the sales teams’ strengths, weaknesses, and opportunities. Hear valuable insights on using your business data to make better decision-making decisions in your business. We discuss the yin and yang between marketing and sales, and the art of building an effective network including LinkedIn.
Problem:
People don’t know how to sell or enable their team to sell, the teams are underperforming.
Solut...2024-03-1544 minSell Like YouBreaking the Cycle of Sales InsanityThe saying 'doing the same thing over and over again but expecting a different result' is the definition of insanity!
So why does this show up in sales so often?
Salespeople will often challenge me, which I love by the way, and say 'but that doesn't work' or 'I've done that before' but they're generalising.
In Sales the difference between a solid cold call / outreach and a weak one is tiny.
It could be the language, tone, timing, problem ove...2024-03-1017 minSell Like YouCoffee for Closers with Tony MorrisHave you ever wondered what makes the top 1% of salespeople successful?
In this conversation, Tony Morris, author and international best seller of Coffee's for Closers and I dive into what makes a successful salesperson.
From doing the basics well, through to asking great questions that drive exceptional results and what happens when you have the skill but not the will.
This episode is for every salesperson and sales manager that wants to be the BEST.
Being a sales professional is...2024-03-0329 minSell Like YouWhy you should NEVER let go of an opportunity or prospectUnlike Rose and Jack in titanic I NEVER let go of an opportunity, prospect or lead.
This doesn't mean calling every day or week asking 'how about now' instead it's about remaining front of mind and present whilst adding value in a meaningful way.
In today's episode I share:
How to stay front of mind
What adding value in a meaningful way looks like
How to track and manage your pipeline to be able to 'never let a lead go'
Creating a nurture sequence that works for you
How...2024-02-2524 minSell Like YouMaking and Breaking Habits with Guy NewmanSince meeting Guy before we hit the stage for the Belong in Business Conference in 2023 in Darwin his approach to mindset, goal setting and habits has stuck with me.
I'm not sure if it was his stories of joining the circus or his drive to get into the Olympics but his approach is refreshing and feels achievable.
In this episode we dive into:
what's not hard
how to build a habit
why goals should be broken down (and how small to go)
beliefs
if you believe you can Vs if...2024-02-1843 minSell Like YouHow to Run a Pilot ProgramA Pilot program is one of the BEST ways to validate a new product or service.
Working with clients across industries such as sport, finance, blockchain, retail, SAS and tech; we have validated products, services, features and offers through pilot programs.
A Pilot Program gives you the insights and understanding of your ideal clients and how you can ensure your product or service meets their needs and expectations, it also allows you to build features and capabilities that you KNOW they need and want.
It...2024-02-1118 minSell Like YouThe Science Behind Selling with Stephen HarvillI first came across Stephen Harvill in 2017 with the launch of his book "21 Secrets of Million Dollar Sellers"
I couldn't get it in Australia so I bought a Kindle as I wanted to get my hands on it ASAP!
Stephen, a scientist, took to interviewing 175 top performing salespeople, identified as million dollar generators and looked for the patterns of what made them great.
In this episode Stephen shares his favourite 'secrets' and we dive into how you can take a peek a how someone els...2024-02-0448 min