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Welcome to Sell Like You, the podcast that's here to revolutionise your approach to sales. I'm Harriet Mellor, your host, Sales Coach, Consultant, Entrepreneur, and founder of Your Sales Co. Over 17 years, I've empowered hundreds of global companies, including my own, to skyrocket their revenue and qualify more leads using simple, effective strategies. In this podcast, I'll peel back the curtain on my journey from zero to generating $10 million annually, sharing how I built and sold a multi- ...
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Revenue Stack Podcast is a show where I host discussions around strategies, tactics, mindset and case studies to understand how organisations drive significant growth. The way we buy and interact in the digital economy has changed. Our mission on this show is to ensure that as marketing, sales and leadership teams, you have the tools you need to innovate and maintain your growth operations in the new age. Hosted by Ali Raza, CEO of Gainstack, a digital revenue growth marketing advisor, we ta ...
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BlueDeck is a weekly podcast featuring an eclectic, uplifting mixture of music from today's most exciting independent artists. Throughout November we'll be releasing a show a day, featuring artist spotlights, interviews and more. Released alongside the regular hour long shows, this feed contains just the daily shows released as part of #NaPodPoMo (National Podcast Post Month).
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Discover the secrets behind tech sales success; from setting goals to navigating cultural nuances, we cover it all in this episode. Join us as we talk with Jon Fox, the APJ Channel and Alliances Vice President at CrowdStrike. Jon shares his fascinating journey from being a professional golfer to becoming a top performer in tech sales and now empowe…
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In this episode of the Tech Sales series on Sell Like You, we sit down with Belinda from Veeam, a leader with over 30 years of experience in the sales industry. Belinda shares how she is spearheading the development of a Global SDR Programme at Veeam, leveraging her vast experience in the channel and sales leadership across Australia and Singapore.…
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"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 benef…
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Have you ever wondered what makes tech sales one of the most sought-after careers today? Join us in this episode as we talk with Jake, a passionate advocate for careers in sales, on a mission to help others find their way into sales working with tech/SaaS/hyper-growth clients and matching them with top sales talent through Knit. Jake and I discuss:…
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Welcome to the Tech Sales Series! Over the next two weeks, we’re diving deep into what makes an incredible tech salesperson. This series brings together insights and experiences from four amazing individuals in the tech sales world, offering perspectives for everyone—whether you’re a business owner, sales leader, or just stepping into the world of …
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Unfiltered and Unstoppable: Michael Corcoran, Ex-Head of Social at Ryanair, on Viral Social Media Strategy
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Get ready for a no-holds-barred conversation with Michael Corcoran, the direct and unapologetic ex-head of social for Ryanair, now the driving force behind Frankly. Michael’s approach to social media is as daring as it is effective, and in this episode, he’s sharing the secrets behind his success. In this episode, we dive deep into Michael Corcoran…
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In this episode, I dive into what I call the "wallpaper effect." It’s what happens when your team or audience starts tuning out because they’ve seen or heard the same thing too often. If your sales meetings, targets, or marketing are starting to feel stale, it’s time for a refresh. Discover why repetition can cause your audience to disengage and le…
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In this episode, I dive into the strategic advantages of utilising LinkedIn as a powerful tool for business development. While many are 'lurkers' on LinkedIn, I share insights on how it can be a treasure trove for generating new business leads. Learn how to use LinkedIn to build a personal brand and drive sales success, whether you're in a sales ro…
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What happens when change management experts partner with a sales coach? In just 18 months, Eva and Sam, founders of Approach Services, skyrocketed their revenue by 300%—and that’s just the start! In this episode, I sit down with Eva and Sam, founders of Approach Services and specialists in change management. Together, we explore their incredible jo…
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Ready to take your lead generation strategy to the next level? In this episode, we dive deep into how to replicate your ideal clients for targeted outreach, harness AI and sales tools like LinkedIn and Lusha, and maximise your CRM for long-term success. Lead generation is the backbone of every sales strategy, and in this episode, we’re unpacking th…
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Struggling with how to introduce new offers to your existing clients without seeming pushy? It can feel challenging, but with the right approach, you can transform regular conversations into valuable opportunities. In this episode, we dive into effective strategies for presenting new solutions and maintaining a dynamic conversation pipeline. Whethe…
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Are you truly leveraging your competitive edge? If you're saying, "I don't care what others are doing," you might be missing a golden opportunity to position yourself more effectively in the market. In this episode, we explore why understanding your competition is crucial for setting yourself apart and enhancing your sales strategy. Join me as we d…
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Ever 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 ins…
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Want 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 …
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Does 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…
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Ready 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:…
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Dive 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…
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Dive 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…
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Transform 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…
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Ever 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, jus…
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Is 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 levera…
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Ever 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 cop…
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From Clicks to Clients: Effective Ad Campaigns with Jordan Lomax
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1:09:22
23 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-q…
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Flatten 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…
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I'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 constructio…
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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…
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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. …
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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 L…
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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 ear…
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Keeping 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 h…
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Building State of Social with Meg Coffey
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1:02:48
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This 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 …
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Do 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,…
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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 …
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Do 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 p…
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You 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…
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Are 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 differ…
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Are 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…
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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 persona…
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The 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 c…
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Have 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 s…
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Unlike 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 …
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Since 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…
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A 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 ca…
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I 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 w…
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Providing prospects with a trial or POV (proof of value) to showcase capabilities, features and how this will support your clients in action is really powerful BUT can seriously impact your lead time. And no salesperson wants that. In this episode I share: how to navigate and handle requests for trials the importance of check in and next steps conf…
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"I'm going to try and make 10 calls tomorrow" Do you ever say this? Think about the things you 'just do' every day: Get up Clean your teeth Walk the dog Go to work Eat You don't try to clean your teeth every morning, you just do. It's now a habit but you understand or fear the pain if you don't do. And yet the lack of activities will cause you pain…
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Welcome to the Women in Tech Sales Series! This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry. It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported…
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Welcome to the Women in Tech Sales Series! This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry. It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported…
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continue reading
Welcome to the Women in Tech Sales Series! This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry. It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported…
…
continue reading
Welcome to the Women in Tech Sales Series! This has been a passion project to promote the incredible women in the industry AND to share a little behind the scenes for those new to the industry or thinking of getting into the industry. It's been a pleasure to host and the women you're going to hear from are inspirations to many after being supported…
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continue reading
