Shows
The 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 min
The Reality is Sales Training“Can I Help You?” is Killing Your Sales - Here’s What to Say InsteadSend us a textStill opening with “Can I help you?” or “How are you today?”. It might be doing more harm than good.In this episode of The Reality is Sales Training, Bob and Ann explore why the most common ways to begin a sales conversation often fall flat – and what to do instead. Whether you’re speaking to customers in person, over the phone, or through digital chat, your first ten seconds can shape the entire interaction. From more natural openings to smart ways of showing you’ve done your research...2025-03-2413 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 is Sales TrainingObjection Handling Part 3: Related Stories & the Power of StorytellingSend us a textHandle any objection with these amazing tips! In Part 3 of our Objection Handling series, we unravel the power of storytelling in sales. Through humorous anecdotes and relatable examples, we'll show you how to shift the focus from price to value and build authentic connections with your customers. Here's what you'll discover:The surprising impact of storytelling in overcoming price objections - like the tale of Bob, his family lunches, and an overpriced air fryer!Why rattling off product features falls flat and how to focus on g...2024-11-2826 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 is Sales TrainingObjection Handling Part 2: "I need to check with my partner"Send us 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 psyc...2024-11-1419 min