Shows
The Reality of BusinessIncentives, Rewards & MotivationSend a textWhy do some people push harder at work while others just do the minimum?In this episode of The Reality of Business, Bob and Jeremy look at how incentives, rewards and recognition really affect employee motivation. They talk about the difference between incentives and perks, why some bonus and commission schemes work while others backfire, and how things like fairness, culture and recognition shape workplace performance.Using examples from real sales environments, they explore the psychology behind incentives, employee engagement and productivity.If you manage a...
2026-03-0936 min
The Reality is Sales TrainingSales Follow-Up: The Part Most Salespeople Get WrongSend a textA lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands.In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging.You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and outcomes to help people decide, and avoiding the habits th...
2026-02-0910 minThe Reality of BusinessBusiness Language, Political Spin & the Loss of Plain SpeakingSend a textWe’ve all sat in meetings where a lot of word are used, and nothing really gets said. In this episode, Bob and Jeremy talk about the language that’s crept into politics and management over the years. The phrases that sound confident and purposeful but often dodge the issue or leave everyone none the wiser.Why do we accept that certain areas of work and public life are packed with oddly chosen terms that make our skin crawl or test our patience? And at what point did we lose the h...
2026-02-0923 minThe Reality of BusinessStandards Have Slipped: Why Leadership Needs to Step UpSend a textStandards are essential for successful, growing brands. But here’s the real question: what are your standards?Can your people clearly explain them?Do they know what ‘good’ looks like day to day?And are those standards actually being maintained or quietly ignored?In this episode of The Reality of Business, Bob and Jeremy talk honestly about why standards have slipped across sales, service and leadership and why this is a leadership issue, not a people problem...
2026-01-1229 minThe Reality is Sales TrainingTime, Money, and MomentumSend a textEver finished the day feeling like you’ve worked hard but achieved little?In this episode of The Reality is Sales Training, Bob and Jeremy get straight into the idea that time really does equal money in sales – and how to make every hour count. You’ll hear practical, no-fluff strategies for managing your day, protecting prime selling time, and getting more out of every call, conversation, and opportunity.They cover:· The Success Six: A 100-year-old method that still works today· Wh...
2025-10-1310 minThe Reality of BusinessTime: Rethinking and Achieving ControlSend a textAre your days full of meetings, messages, and madness? Feel like you’re reacting instead of creating?In this episode, Bob and Jeremy take on the chaos of modern working life – hybrid schedules, constant pings, and the illusion of being ‘back-to-back’ busy – and show you how to get a real grip on your time.From Stephen Covey’s time matrix to Ivy Lee’s brilliantly simple ‘Success Six’, they share practical tools to help you prioritise what matters, reclaim your focus, and feel accomplished – not just exhausted. You’ll also hear why Frida...
2025-10-1328 minThe Reality of Business25 Years of Bob, Jeremy & Reality: Lessons from Building a Training BusinessSend a textWhat does it take to build a successful sales training business - and still be laughing 25 years on?In this special anniversary episode, Bob and Jeremy reflect on the lessons, surprises, and stories they’ve collected over a quarter of a century of running a training company.One of the biggest revelations? Learning to take business a little less personally. As Bob admits, “Every knockback felt like a blow to the heart” in those early days. Over time, they learned to separate self-worth from outcomes - buildi...
2025-09-0837 minThe Reality of BusinessWhen Values Get Quiet: Why DEI Cuts Raise Loud QuestionsSend 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 decisio...
2025-04-0734 minThe Reality of BusinessGuerrilla Marketing: Unexpected & Unforgettable CampaignsSend 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 Marlboro cigare...
2025-01-2231 minThe Reality of BusinessMotivation Matters: Creating a Culture that Retains and InspiresSend 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 address...
2024-11-1549 minThe Reality is Sales TrainingObjection Handling Part 2: "I need to check with my partner"Send a textWhy do buyers so often say, "I need to check with my partner" – and how can salespeople respond with confidence?In this lively episode, Bob and Jeremy tackle one of the most common and frustrating objections in sales. Packed with practical strategies and a dose of humour, this is your guide to turning hesitation into commitment.We kick things off with a hilarious role-play centred on the fictional Lundgren 7000 air fryer, capturing the all-too-relatable challenges salespeople face when objections arise. But it's not just laughs – we break down the psychology behi...
2024-11-1419 minThe Reality is Sales TrainingObjection Handling: Part 1Send a textHow do you handle a price objection? It’s going really well, and then ‘that’s a bit expensive.’ What do you do? Join Bob and Jeremy as we uncover how viewing objections as speed bumps rather than roadblocks can transform your sales strategy. In this episode we shine a light on price objections, equipping you with the tools to handle them like a pro. Prepare to turn those apparent sales hurdles into golden opportunities by mastering the art of questioning and understanding the psychology behind customer resistance. Journey wit...
2024-10-2912 minThe Reality of BusinessBuilding Loyalty: How to Create a Trustworthy WorkforceSend 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 your te...
2024-09-3009 minThe Reality of BusinessDisloyal Bonding Exposed: Protecting Customer Loyalty & Strengthening ServiceSend 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 highligh...
2024-09-2408 minThe Reality of BusinessThe Cost of Deception: How Strategic Lies Undermine Business IntegritySend 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 ba...
2024-09-1708 minThe Reality of BusinessDisloyal Bonding: The Hidden Costs of Strategic Deception in BusinessSend 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 trust...
2024-09-1009 minThe Reality of BusinessBeginner's Guide to AI: The Evolution & Impact of Artificial Intelligence for BusinessSend 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.The...
2024-09-0551 minThe Reality of BusinessSenior Management Development - What Are Your Options?Send 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 les...
2024-05-1429 minThe Reality is Sales TrainingDon’t Ask ‘If...?', Ask ‘Which...?'Send 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 which' d...
2024-05-0806 minThe Reality is Sales TrainingSell the Sizzle, Not the SteakSend 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 selli...
2024-05-0112 min
The Reality of Contact CentresAgeism Bias in Contact CentresSend us a textHave you ever caught yourself jumping to conclusions about someone based on their age or financial status? Our latest episode peels back the layers of ageism and bias within customer service, highlighting a conversation that will challenge your assumptions. Tune in as we dissect a fascinating call between a contact centre agent and a customer who, on the surface, appears to be a frugal pensioner struggling with the cost of a pool cleaning service. The dialogue takes an unexpected turn, revealing the complexities of our preconceived notions about wealth, age, and s...
2024-04-1908 min
The Reality of Contact CentresEmpowering Your Teams – Free Up Time & Focus on Valuable WorkSend us a textAre you constantly the go-to problem solver in your contact centre? It's time to break free from the chains of reactive problem-solving, and our latest episode is your key to unlocking a more proactive team. We delve into the persistent cycle of team leaders being side-tracked by their team's issues, a pattern that not only disrupts their workflow but stunts the team's growth in problem-solving skills. Listen and learn how to spot these patterns and implement strategies for training and coaching that foster autonomy and efficiency. Say goodbye to the days of...
2024-04-0506 min
The Reality of Contact CentresStop Using Manager Controlled Offers!Send us a textHow often do you have to ask a manager for permission to use an offer? In your call centre how often does it happen? Well, strap in because we're dissecting that dance of discounts and it's quite the cha-cha of consumer psychology and strategic pricing! In this podcast we role play how these sound to customers – and work out what the customer is thinking. This shows how absurd the whole charade is.We want you to wave goodbye to the old-school practice of managerial power mongering, and embracing a cul...
2024-03-2009 min
The Reality of Contact CentresChecking With Your Manager – It’s Time to Stop!Send us a textDo you understand the frustration a customer feels when you say “I need to put you on hold and check with my manager"? This episode promises to unravel why this all-too-common practice is holding back the potential of call centres everywhere. We confront the lack of agent empowerment head-on, striving to identify the bottlenecks that stall service and erode customer trust. Giving you actionable strategies, we set the course for a revolution in autonomy that can lead to swifter service, thrilled customers, and a healthier bottom line. We dissect the...
2024-03-0608 min
The Reality of Contact CentresVoice Tips for Contact Centres Part 2: Five More Key Tips!Send us a textIf you have heard part one of this series you will know all about active listening, and utilising the best tone for your customers. Already you will be ahead of people who haven’t learnt these key skills – and here are 5 more! This jam-packed episode of Contact Centre Focus is all about amplifying your vocal prowess in ways that resonate with customers and leave them hanging on your every word. We kick things off with a lesson in enunciation, and if you think speaking clearly is a game-changer, wait until you hear...
2024-02-0608 min