2 MIN SALES TIP: Don't Discount - Do This  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Has the B2B Buyer changed COMPLETELY?  

That’s what's up for debate on this episode, because there’s a fair case to suggest that the rules of engagement have not just shifted, they’ve catapulted towards automation and AI and that the era of P2P selling is over!  

Listen and you’ll hear my take on how modern buyers deal with:

• The rise of self-directed research
• Information overload
• Increased buyer signoff hierarchy
• Spending less time with sellers  

I also share what hasn’t changed in sales and is unlikely to change anytime soon
Plus 3 pieces of traditional sales wisdom which continues to stand the test of time – enjoy!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Leads to Sales training workshop – 13.09.25 – more info and book your place here.

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: Deals Stalling? Do This.   

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There’s a reason why some companies consistently hire high-performing salespeople - and it’s not about inflated salaries or over-hyped job ads.

It’s about thinking like a recruiter. In this episode, I sit down with Jimmy Armitage, a seasoned recruiter who challenges his clients to build a sound commercial business case before they hire - and then uses that blueprint to attract and select the right sales talent. 

If you want to understand how the best sales recruiters find and hire top performers, this episode is a must-listen. 

Connect with Jimmy:
LinkedIn: https://www.linkedin.com/in/jimmy-armitage-yourwavelength/
Website: https://yourwavelength.co.uk/  

CALIBRATE Sales Audit: Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: End Better  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge? Get a copy of my books:
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There may be trouble ahead! The UK economy is flat-lining, the word on the streets is there’s more pain to come and none of this is helping salespeople create pipeline.

So how can you inject some optimism and engagement into a stagnant marketplace? 

In this episode, I sit down with Chris Reeve, founder at Reeve Social Media, to hear his advice on how to leverage LinkedIn during an economic downturn and set yourself up for social media success.

If you used to post on LinkedIn as part of a lead generation strategy – and now you don’t, this episode is the tough-love you’ve been waiting to hear!  

Connect with Chris:
LinkedIn: https://www.linkedin.com/in/chrisreevo/
Website: https://www.reevesocialmedia.co.uk/  

Are you a B2B Sales Leader looking for clarity around your total sales process?
Learn about the Calibrate Sales Audit here.

Are you a Sales Professional who wants to benchmark your sales skills?
Take The Salescadence Sales Audit and find out.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There’s a reason why most Sales job adverts fail to attract top sales talent and it all lies in the fundamental principles of selling. 

In this episode, I sit down with David Revell, founder at Charta Recruitment, to talk about why most sales job ads read like ransom notes and what employers can do to become more visible in their hiring process.

If you’re currently hiring for a sales role, this episode is well worth listening to!  

Connect with David:
LinkedIn: https://www.linkedin.com/in/david-revell-8b0929b6/
Website: https://chartarecruitment.com/  

Are you a B2B SME looking for clarity around your total sales process?
Learn about the Calibrate Sales Audit here.

Are you a Sales Professional who wants to benchmark your sales skills?
Take The Salescadence Sales Audit and find out.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

It’s a common acceptance that 60% of the sales cycle is over before a buyer talks to a sales person.

In this episode, I explore the evidence that supports this belief, share what each of the steps in the Buyers Journey looks like and why salespeople need to know. 

I also unpack the 6 destinations that Buyers can find themselves in on a 1st time discovery call with an uneducated seller:

The Corridor of Uncertainty
The Equality Gap
The Path of Most Resistance
The Valley of Plenty
The Trip to the Promised Land
The Next Step  

Grab a pen, this one’s worth taking notes about!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Are you a Sales Professional who wants to benchmark your sales skills? Take The Salescadence Sales Audit and find out.

Are you a B2B SME looking for clarity around your total sales process? Learn about the Calibrate Sales Audit here.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I share some insights into the world of Trade Shows and offer some advice around how to get more out of attending – be that as an exhibitor or an attendee.

I also unpack a ‘pitch’ framework that I share with my clients to help them deliver a compelling conversation-starter with those potential customers who visit their stand:

P – Profile
I – Issue
T – Treatment
C – Credibility
H - Hustle  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

On this episode, I’m joined by therapeutic coach Cassandra Andrews, who works specifically with high-net-worth men in their forties, who despite their success, are searching to find new purpose in their life.

We explored how Cassandra makes it easy for her ideal client to self-diagnose and shares how providing complimentary self-help tools can support lead generation. 
 
Connect with Cassandra:
LinkedIn: https://www.linkedin.com/in/cassandraandrews/
Website: https://www.cassandraandrews.com/
Her Scorecard link is: https://www.cassandraandrews.com/scorecard
The Journaling link is: https://www.cassandraandrews.com/journaling  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

In this episode, I explore some of the options available to anyone in sales who is struggling and offer advice around how they can take matters into their own hands and start the process of improvement.

Sales isn’t easy, I’m not suggesting it is. But I am suggesting that the help needed to fix a failing sales strategy is there – you’ve just got to know where to look and who to ask!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I expose some of the risks companies face when they invest in sales training and the reasons why some training fails to deliver – these are:

1. A lack of purpose
2. Who’s in the room
3. A lack of aftercare
4. Zero reinforcement
5. An absence of Sales Management

Maintaining regular sales training to deliver long-term sustainable change is essential in today’s fast-changing, buyer-centric global marketplace.

This episode is for every Sales Leader who is looking to ensure they get more back than then invest and includes the questions you HAVE TO ask if you want that to happen.   

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I share 8 pieces of advice that will help support a sales strategy based on finding new business within existing customers – these are:

1. Get the basics right - know your numbers
2. Keep what you’ve got - retention strategy
3. Prune your database - search for ICPs
4. Seller beware! Tenders and RFPs suck
5. Account based marketing - hyper-focussed campiagns
6. Events and exhibitions - zig not zag
7. Keep your enemies close
8. Strive to be a KPI - live rent-free in your clients head

Yes, keep prospecting for new business, but don’t ignore the hidden goldmine already sitting in your customer database. Trust me, selling warm is way more effective than selling cold.  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I sit down and talk all things sales training & coaching with Fred Copestake, founder of Brindis, a specialist Sales Training & Coaching Consultancy. 

With over 24 years experience in the L&D industry, and author of 3 insightful sales books, there isn’t much that Fred doesn’t know about helping sales professionals up their game and become better at helping their customers make better buying decisions.  

We talk about his latest book ‘Ethical Selling’ which unpacks the key areas which lead to a win,win,win! A win for their customer, a win for their company and a win for their conscience.  

This is an episode packed with sales stories, sales advice and a generous dose of humour. 

Connect with Fred: LinkedIn: https://www.linkedin.com/in/fredcopestake/  
To get a copy of Fred’s book ‘Ethical Selling’ click here.

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

On this episode, I sit down for a fireside chat with friend of the podcast, Stefan Boyle. This is our third episode together and I can’t think a better person to sit down and talk about the trials and tribulations of self-employment than this guy.

Stefan is one of the best LinkedIn Ghostwriters around and works with busy CEOs to help them unlock the power of the platform and establish a credible online personal brand and tell their story through his words.

In this episode, Stefan talks openly about his challenges of dealing with business during the pandemic and how he called-time on his marketing agency to start over as a self-employed sole-trader. 

Stefan is a true content creation authority and this is an episode is packed with opinion, advice and honesty.  

Connect with Stefan:
LinkedIn: https://www.linkedin.com/in/stefanboyleghostwriter/?originalSubdomain=uk  

Want to benchmark your sales effectiveness?
Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

If you think sales is difficult, try golf!
If you think golf is hard, try being a golf caddie! 

In this episode, I share 8 pieces of valuable advice gleaned from caddying in the British Seniors Open Qualifiers in Scotland and how each of these pearls of wisdom are totally relevant to the profession of sales: 

1. The role is to serve others
2. Preparation is your friend 
3. Be timely 
4. Be self-aware 
5. Know your golfer 
6. Know when to shut up
7. Be one step ahead 
8. Mitigate risk

If this episode doesn’t get you interested in the ‘hardest game in the world’ or at least, help you be better at sales, I’ll eat my hat!  

Connect with Alan:
LinkedIn: https://www.linkedin.com/in/alan-henry-00697713/
Website: https://esbroadcast.com/  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps that will help convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Think you need some help but don't know where to start? You can book a complimentary 15minute call here and let's help you work that out. 

On this episode, we take a look inside the world of creative copywriting with Konrad Sanders, Founder and CEO at The Creative Copywriter, and discuss how he took TCC from being a one-man-blog to a successful creative agency in just 10 years. 

We unpack his entrepreneurial journey, explore the critical need for both science and art in copywriting and discuss what the future of the industry looks like now that AI has firmly established itself as a major player in the copywriting industry. 

Konrad is a true content creation authority and this is an episode packed with opinion, advice and tips - I hope you enjoy it!   

Connect with Konrad:
LinkedIn: www.linkedin.com/in/konradsanders/
Website: www.creative-copywriter.net/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

On this episode, I become the guest as I share an interview I did with Rob Lawrence, host of the Start Build & Grow podcast. Together, we unpack the world of sales start-up and share some specific tips, tools and strategies that will help anyone in sales, but especially those beginning their journey as a first-time entrepreneur. 

We discuss:
The distinctions between sales and marketing. The elements that make up a good salesperson and the contrast of being seen as an imposter. We explore the advantage of being a sales introvert, how to mitigate some of the risks associated with helping people buy from you and some of the common mistake’s salespeople make. 

If you’ve just started out in business or are thinking about doing so, then this episode is definitely one that well open your eyes to the importance that selling will bring to your early months of entrepreneurship! 

Connect with me:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Connect with Rob:
LinkedIn: https://www.linkedin.com/in/robislistening/?originalSubdomain=uk
Website: https://www.roblawrence.co/  

Start Build & Grow:
Website: https://startbuildgrow.co.uk/  

Open Links by Dominic Holland: https://www.dominichollandbooks.com/shop/open-links/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

One of the big frustrations many sales people have relates to sending quotations and proposals. 

After working hard to create the opportunity to send one in the first place, and then spending time crafting a sophisiticated and compelling document, many fail to get a reply from the person who asked for it. 

In this episode, I share 8 pieces of valuable advice that will help anyone in sales who is sending quotes and proposals to improve their chances of not only getting a response, but more importantly, improve the chances of turning one into cash.

If you’re responsible for sales and currently have at least one proposal out there with no idea if it will convert or not, then this episode is definitely one for you!

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

In this episode, we explore the often risky-pastime of recruiting salespeople with Dominic Waters, CEO at Paul Waters Associates, and discuss why using psychometric tests during the process can radically improve the chances of finding and hiring a sales superstar. 

Dominic has been specialising in helping some of the largest businesses in the world mitigate the risk of wrong-hires for over 25 years and having used the SPQ Gold test myself on numerous occasions, I speak from experience myself that what you’ll hear on this episode can be real a game-changer.  

If you’re responsible for hiring sales talent in your organisation and have been burnt in the past, then this episode is definitely one for you!

Connect with Dominic:
LinkedIn: https://www.linkedin.com/in/dominicwaters/
Website: http://pwauk.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here