Hosts: Pete Comerford and Mike Bolton
Guest: Tom Mallens
Episode Title: Sales Techniques for Industrial Sales Professionals Part 2
Release Date: July 16th, 2024

Episode Summary:
In this episode, we are rejoined by Tom Mallens for part 2 of his Sales Training Podcast 
As a seasoned expert in sales strategy, Tom joins us to discuss how businesses can shift their mindset towards proactive selling, develop effective sales processes, and overcome internal resistance to change. Tom shares invaluable insights on cultivating a productive sales culture, strategic planning, and the pivotal role of management and leadership in driving sales success.

Key Discussion Points:

The Importance of Proactive Selling:

• Addressing the common issue of businesses that don't realise the need to sell proactively until it's too late.
• Understanding that a proactive sales approach can prevent the loss of key customers and stabilise revenue streams.

Developing a Sales Process:

• The necessity of a structured sales process to ensure consistent performance and improvement.
• Breaking down the sales process into manageable steps to facilitate easier implementation and adoption.

Overcoming Negative Mindsets Around Sales:

• Tackling the stigma associated with sales being a "grubby activity" and reframing it as a beneficial and essential business function.
• Encouraging business owners to recognise that sales success can alleviate many other business problems.

Handling Business Crises:

• Strategies for addressing time-critical issues when a business loses a significant account.
• The importance of having a strategic plan and balanced accounts to mitigate the impact of losing key clients.

Sales Management and Leadership:

• Identifying the four key roles of a sales leader: Supervisor, Trainer, Coach, and Mentor.
• The significance of each role in developing a high-performing sales team and ensuring continuous improvement.

Training and Development:

• The role of ongoing training and development in closing the skills gap among salespeople.
• Implementing coaching to help salespeople overcome fears and doubts, and to perform more effectively.

Cultural Shifts in Business:

• The challenges of changing entrenched mindsets and practices within a business.
• The importance of involving leaders, managers, and salespeople in the change process to achieve long-term success.

Internal Resistance to Change:

• Dealing with pushback from middle managers and employees who are resistant to new methods and practices.
• Strategies for fostering a culture of openness to change and continuous improvement.

Connect with Tom Mallens on LinkedIn: Tom Mallens LinkedIn

SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

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The Metal Guys Talk Business is created and produced by Comton Group.

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