Ambition transforms sales when you can see the full potential of every account and build a process to capture it.
In this episode of the Supercharge Your Sales Velocity podcast, Fergal is joined by Dennis Deal Sorenson, CEO of Cove Group and co-founder of Horizons West. Dennis has built a reputation for turning sales teams into high-performing growth engines through his focus on ambition, strategy, and execution.
Dennis explains how to look beyond quotas and short-term targets to uncover the total potential of an account.
He shares his philosophy on ambition as the precursor to strategy, teaching sales leaders how to build multi-year account plans that expand thinking and unlock bigger deals.
Together, they discuss the practical frameworks of strategic account planning, the GOST execution model, and the four Ps of sales: plan, prepare, practice, play.
Timestamps
00:00 Introduction to Dennis Sorenson
01:20 The origins of ambition in sales
10:25 Building plans to unlock total potential
12:02 Overcoming objections and pushing past limitations
15:00 The four Ps of sales: plan, prepare, practice, play
17:57 Strategic account planning
23:12 Execution and the GOST framework
26:40 Using strategic planning for both accounts and prospects
28:07 The role of AI in sales strategy and execution
31:20 Talent, hiring, and building high-performing teams
If you enjoyed this episode, make sure to subscribe to the podcast, share it with your network, and leave a review to help us reach more sales leaders!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Dennis Sorenson
LinkedIn: Dennis Deal Sorenson
Enterprise sales isn’t about pushing products. You need trust, strategy, and innovation to win multi-million-dollar deals.
Fergal is joined by Eamonn Hughes, VP of Corporate Financial Affairs at Johnson Controls.
With over 30 years’ experience leading global sales teams and driving adoption of technologies from enterprise analytics to IoT and smart building solutions, Eamonn shares a career’s worth of insights into the art and craft of selling.
He goes deep into methodologies such as challenger selling and insight-based selling, showing how to transform complex technology into compelling stories that win senior-level buy-in.
The conversation also covers the transition from sales rep to sales leader, the vital role of coaching and mentoring, and how account planning can unlock growth in large enterprise accounts.
Fergal and Eamonn finish the episode by exploring the impact of generative AI on enterprise sales.
Timestamps
00:00 – Introducing guest Eamonn Hughes
01:35 – Lessons from the early days of sales
07:50 – Breaking into IoT and smart building innovation
14:09 – Coaching and mentoring in sales
20:50 – Account planning and strategies for enterprise growth
25:15 – Generative AI and the future of selling
30:17 – Get in touch with Eamonn
If you enjoyed this conversation, don’t forget to subscribe to the podcast, leave a review on Apple Podcasts or Spotify, and share this episode with your network!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Eamonn:
LinkedIn: Eamonn Hughes
Confidence is not just something you are born with, it is a skill you can build and use to change the way you show up in your career and relationships.
Fergal is joined by Vanessa to explore the power of confidence in business, sales, and leadership.
Vanessa shares her journey of moving from a technical role into becoming a trusted advisor, showing how confidence shaped the way she connected with others and built influence in her industry.
Vanessa discusses the challenges facing the tech world, the opportunities and risks of AI and automation, and the importance of adapting to constant change.
They also explore the role of sales coaching, cultural differences in communication, and the way human connection drives long term results.
Toward the end of the conversation, Vanessa introduces mindfulness and breath work as practical tools for managing stress and staying focused.
Timestamps
00:00 Introduction to Vanessa
01:17 The biggest challenges facing the tech industry today
02:05 Why confidence and human connection are essential for success
03:10 How sales coaching helps professionals become trusted advisors
05:20 Vanessa’s shift from technical expert to trusted advisor
07:50 Adapting to AI and rapid changes in technology
08:34 Vanessa’s approach to training and coaching teams
15:09 Understanding cultural differences in communication
20:14 Career advice, networking tips, and building strong relationships
28:32 The value of mindfulness and breath work in business
31:24 Closing reflections and how to connect with Vanessa
If you found value in this episode, please subscribe, share it with your network, and rate/review the show!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Vanessa:
LinkedIn: Vanessa Porter
What does it take to thrive in sales, lead with diversity, and grow a business from scratch on LinkedIn?
Dr Elisha Foust joins Fergal to talk about how she went from getting a PhD in ethics to leading sales and go-to-market teams in some of the world’s biggest enterprises and startups.
She talks about why she thrived in the energy of sales teams, the lessons she learned from the pressure of being a sales manager and how she founded the Women of Teradata network to champion diversity in tech.
Now the founder of Future By Design, Elisha talks about LinkedIn growth, selling yourself as a founder, handling adversity, and reframing imposter syndrome.
Timestamps
00:00 Intro to Elisha Foust
01:00 How Elisha went from academia to sales
03:14 Leading the Women of Teradata network
05:17 A balanced look at the future of DEI initiatives
08:05 First experiences with sales and leading sales teams
14:13 Accountability when running your own business
16:36 The story behind founding Future By Design
18:03 How Elisha grew her business through LinkedIn marketing
22:08 Building resilience and handling adversity in your career
24:38 Reframing imposter syndrome and building confidence
28:26 Practical advice for anyone starting a business
31:34 The future of sales in the age of AI
34:11 Connect with Elisha
If you enjoyed this episode, please subscribe to Supercharge Your Sales Velocity Podcast and leave us a review. It really helps us reach more people in the sales community!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Connect with Elisha
Website: www.future-by-design.co.uk
LinkedIn: Elisha Foust
To kick off Season 3 of the podcast, Fergal sits down with Steve Fiore, a seasoned sales and customer success leader with over 25 years of experience driving revenue and leading high-performing teams.
In this chat, Steve opens up about the highs and lows of his career. After being losing his job, he decided to approach the job search in a completely different way and treat it as he would a prospect.
He talks about how focusing on the right opportunities, being clear on your ideal company profile, and building confidence can completely change how you approach finding your next role.
He shares practical advice for anyone in sales or customer success, from staying resilient during slow periods to setting better boundaries so work doesn’t take over your life.
You will also hear about Steve’s time as an adjunct professor, his TEDx talk on productivity, and why confidence, whether in selling or job hunting, is one of the biggest differentiators you can bring.
Timestamps
00:00 Intro to Steve Fiore
01:04 Career transitions and the value of taking time off
02:35 The right strategy to search for a job
06:12 The importance of networking
06:54 Standing out from other applicants
09:31 The reality of job hunting
15:03 Job search tips and spotting red flags
16:54 How scammers target job seekers
17:40 Building confidence
20:43 Steve’s advice on staying out of debt
23:44 Steve’s experience as an adjunct professor
27:51 Productivity lessons learned during COVID
30:37 Setting boundaries and balancing work with life
35:44 How to connect with Steve
If you enjoyed this episode, don’t forget to subscribe to the Supercharge Your Sales Velocity Podcast for more insights from top sales leaders. Please rate and review the show to help us reach more listeners.
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Steve:
In our final episode of Season 2, Fergal is sitting down with Andy Jaffke, VP of Sales, coach, and co-author of Teams Win Championships.
With over 30 years in the sales world, Andy shares how he leads a high-performing international sales team while staying committed to his health, his family, and his passion for coaching.
They talk about time management systems, strategic account planning, the power of AI tools like Gemini and CoPilot, and what it really takes to build trust with clients.
He also shares the inspiration behind his book and what it was like to co-write it with four other individuals.
Timestamps
00:00 Introducing Andy Jaffke
01:17 Managing a large sales territory
03:55 Balancing work and personal life with the Top 3 Planner
07:33 Using AI (CoPilot, Gemini) to support sales
09:15 How Andy makes time for coaching every week
12:14 Building a competency-based sales framework
14:32 Strategic account planning and management
18:46 Building trust and intimacy with clients
20:28 Strategic account planning and QBR
23:00 Writing Teams Win Championships
27:58 Sales principles that still stand today
30:52 Embracing Gen AI in sales
34:05 Transitioning newsletter to Substack
35:54 How to attract more young people into the sales profession
37:09 Get in touch with Andy
Enjoyed this episode?
Be sure to follow the podcast so you never miss an upload!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Andy:
LinkedIn: Andy Jaffke
Andy’s Newsletter: Substack
If you want to learn more about the neuroscience behind selling, this is the episode for you.
Fergal sits down with Silvia Li, founder of BrainSells Global, a company that blends neuroscience, co-creation, and commercial strategy to help companies close deals faster.
Silvia shares her unique journey from helping her father’s import-export business at age 10 to transforming the sales strategies of Fortune 500 companies. She chose sales as her career path, driven by a fascination with human connection, trust, and the psychology behind buying decisions.
Silvia challenges the traditional hunter vs. farmer sales mindset and shares how co-creation, neuroscience, and autonomy are reshaping modern sales.
She speak about the power of feedforward over feedback and unpacks strategies to overcome client radio silence and accelerate deal velocity.
Timestamps:
00:00 Intro to Silvia Li
00:56 Selling at the age of 10
02:18 Transition to a Sales Career
04:08 The Hunter vs. Farmer Debate
07:12 Building Skills and Crafting a Sales Career
08:58 The Birth of Brain Cells Global
11:21 Co-Creation and Client Engagement
16:19 Asking Different Questions
19:21 The Concept of Feed Forward
23:02 Shortening the Sales Cycle
27:16 Building Trust with Neuroscience
32:07 Get in touch with Silvia
Make sure as always to share this episode with someone who you think will find it helpful and rate the show if you enjoyed!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Silvia:
LinkedIn: Silvia Li
BrainSells: https://brainsells.com/
Revenue is everyone’s business!
In this week’s episode of Supercharge Your Sales Velocity Podcast, Fergal is joined by Arthur Velasquez, founder of Better Revenue Teams.
With over 30 years of experience leading sales ops and scaling revenue across startups and enterprise organisations, Arthur shares his philosophy on building truly aligned go-to-market teams that drive sustainable growth.
Arthur explains how compensation models often fall short and offers ideas for aligning sales, customer success, and onboarding to ensure everyone is pulling in the same direction.
They also explore what makes a high-performing revenue team, how sales leaders can win the hearts and minds of their reps, and the value of marginal gains in sales performance.
Arthur shares how he uses AI to improve productivity and why practice, preparation and consistency are still key for sellers today.
This episode is packed with practical insights for CROs and sales leaders.
Timestamps
00:00 Intro to Arthur
01:31 About Better Revenue Teams
03:00 The Double Funnel Framework
08:11 Revenue Operations and Compensation
11:43 Customer Success
18:58 Viewing Sales as a Professional Sport
22:47 The Power of Marginal Gains
24:02 The Importance of Preparation for Meetings
25:48 Leveraging AI for Sales Efficiency
31:47 Winning the Hearts and Minds of Sellers
35:50 Sales Acceleration Formula
39:19 Building Trust with Today’s Buyers
42:25 Get in Touch with Arthur
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Arthur:
LinkedIn: Arthur Velasquez
Email: info@betterrevenue.com
Stand-up comedy and sales have a lot in common, and this week Bill Conry is going to explain how.
A former LinkedIn and Gartner sales leader turned stand-up comedian and co-founder of Corporate Charisma, Bill brings a unique perspective to sales enablement, drawing from his experience in comedy to teach sales teams how to present with charisma, tell better stories, and genuinely connect with audiences.
They explore:
Shownotes
00:00 Intro to Bill Conry
00:59 Getting into comedy
02:55 The start of Corporate Charisma
05:50 Overcoming the fear of public speaking
07:06 The importance of communication skills
11:19 Techniques for effective presentations
17:39 The memory palace technique
20:47 Making sales presentations engaging
25:11 Example of a cold open
26:55 Tips for sales managers to make meetings more interesting
29:56 Preparing for public speaking
34:12 The importance of authenticity in sales
37:10 How to react when your sales conversation is tanking
41:43 Where to find Bill
Thanks so much to Bill for all the great insights!
If you enjoyed the episode, make sure to rate the show five stars and subscribe.
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Bill:
Website: Corporate Charisma
Corporate Charisma LinkedIn: Corporate Charisma on LinkedIn
Bill’s LinkedIn: Bill Conry
Comedy Instagram: BCON101
All founders need to listen to this!
Fergal is joined today by Heath Barnett, VP of Revenue at Mixmax.
From launching his first company in his early 20s to leading high-performing revenue teams at Uber, Airwallex and Mixmax, Heath opens up about the highs and lows of founder life, including the personal cost of burnout, and how those experiences now shape the way he builds sales teams.
He also shares his take on AI in the sales world and also what he’s learned from starting his own podcast.
Fergal and Heath also discuss:
Timestamps
00:00 Intro to Heath
00:44 Lessons Learned from the First Startup
09:02 Joining Mixmax and Revolutionising Sales Engagement
13:00 AI in Sales
14:54 What most sales frameworks get wrong
21:26 Qualifying Leads with CHAMP
22:20 “Plan Selling” explained
24:36 Incentives, onboarding and long-term account growth
25:45 Changes in SDR and AE Roles
35:54 The Revenue Bow Tie Model
38:12 Launching a Podcast
41:38 Where to find Heath
Thank you again to Heath for coming on the podcast! If you enjoyed the episode, don’t forget to subscribe and rate the show 5 stars.
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Heath:LinkedIn: Heath BarnettPodcast: Mixology by MixmaxWebsite: Mixmax.com
From being fired four times at the start of his sales career to becoming one of the most insightful voices in sales today, Fergal is joined by Alan Versteeg, co-founder and Chief Revenue Officer at Growth Matters International.
Alan shares his transformative journey and the frameworks he now teaches to global sales organisations. He has helped sales teams in over 45 countries elevate performance by turning sales managers into real sales leaders.
In this conversation, Alan and Fergal discuss why sales must be treated as a profession, how to shift away from random selling toward deliberate practice, and why sellers need to act more like guides than vendors.
Alan also breaks down the difference between coaching and mentoring, and how proper pipeline and deal review frameworks lead to forecast accuracy and sustainable growth.
Finally, they explore the powerful role AI plays in sales and how to use it effectively so you don’t get left behind.
Timestamps:
00:00 Alan’s advice to his younger self
04:20 The importance of continuous learning in sales
05:32 Why salespeople should act like Sherpas, not vendors
06:55 Effective sales coaching
11:30 Challenges in pipeline management and forecasting
16:06 Sales pressure and organisational culture
17:39 The ineffectiveness of traditional sales tactics
20:21 What true impact looks like in a sales role
23:06 Account planning mistakes most teams make
28:50 The role of AI in sales efficiency and effectiveness
34:27 Where to connect with Alan
If you enjoyed this episode, make sure to share it with someone you think will find it helpful. See you again next week!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Alan:
LinkedIn: Alan Versteeg
Website: https://www.growthmattersintl.com/
In this insightful conversation, Fergal sits down with Angel Evenson, a consultant, coach, children's author, and actor. They discuss the pivotal career moments that shaped her life and business.
Angel opens up about the identity crisis that comes with redundancy, the burnout she saw in herself and now sees in founders, and the surprising role storytelling and theatre have played in her growth.
They explore what it really takes to step away from founder-led sales, why some leaders stay stuck in the hustle, and how to take back your time.
They explore the common challenges founders face when trying to scale, especially around hiring salespeople too early, relying on undocumented processes, and burning out by staying in a “Chief Hustle Officer” mindset.
Later in the episode, they discuss how storytelling became one of Angel’s most powerful tools both in sales and on stage!
From acting in Death of a Salesman to writing a children’s book during COVID, Angel shares how pushing herself outside her comfort zone has played a key role in her growth.
Timestamps:
00:00 Angel's Background and Career Journey
03:33 Building a Side Hustle
05:52 Helping Founders Scale and Overcome Challenges
07:26 The Importance of Documenting Sales Processes
11:29 Embracing Uncomfortable Situations for Growth
14:51 Angel's Acting Experience
19:19 The Power of Storytelling in Sales
19:52 Developing Storytelling Skills
23:09 Becoming a Children's Book Author
25:16 Writing a Business Book
27:16 Challenges in Sales Leadership
30:21 Effective Time Management Strategies
35:39 The Importance of Preparation in Sales
If you enjoyed this conversation with Angel, make sure to hit subscribe and share this with someone who you think will find it helpful!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Angel:
Website: www.angelevenson.com
LinkedIn: Angel Evenson
Instagram: @angelevenson
Welcome back to Season 2 of the Supercharge Your Sales Velocity Podcast!
Fergal is kicking off Season 2 with an incredible guest, Olivia Lockwood, founder of Open Up Coaching, who shares her career journey from starting out as cabin crew to becoming a world-class sales coach helping Fortune 500 teams unlock millions in revenue.
Olivia opens up about the power of deal coaching clinics, what most salespeople get wrong about productivity, and how to shift focus entirely onto the customer.
She breaks down her COM-B framework, explains why passive conversations kill deals, and reveals the neuroscience behind creating ‘constructive tension’ that drives real change.
They also chat about how to identify the cost of inaction and challenge buyer indifference.
Timestamps:
00:00 Olivia's Career Journey from Cabin Crew to Coaching
04:39 Understanding Deal Clinics
07:24 Key Things That Come Up in Deal Coaching Clinics
08:58 Productivity in Sales
11:50 Measuring Productivity and Efficiency
15:20 What Happens During the Clinics
19:13 The Cost of Inaction
24:18 Client Value Delivered
27:18 The Power of Reverse Close Plans
29:33 Understanding the COM-B Framework
31:12 The Importance of Peer Coaching
32:22 Maximising Virtual Interactions
34:30 The Myth of Multitasking
37:05 Quiet Quitting and Promotions
46:25 Constructive Tension in Sales
50:08 Favourite Quotes
Please make sure to rate the podcast 5 stars and subscribe if you enjoyed!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Olivia:
LinkedIn: Olivia R Lockwood
Website: www.openupcoaching.com
Sales is more than just a numbers game. It’s all about understanding how to communicate effectively and build real relationships with people.
In this episode, Fergal is joined by Stephen Oommen, a former executive managing billion-dollar revenue streams at Fortune 500 companies.
He’s also an entrepreneur who built his consulting and asset management business to 450 team members.
Stephen discusses the idea that sales is a noble profession and the difference between the art and science of sales.
Stephen explains why traditional cold calling isn’t the best approach and how networking can open more doors for you.
Stephen introduces his upcoming book, The Chameleon Effect, which dives deeper into the power of adaptability, communication, and influence in sales.
If you’ve ever struggled with sales messaging or networking, this episode is packed with amazing takeaways.
Timestamps:
00:00 Intro to Stephen
04:31 Stephen’s Mission
06:43 What Do Sellers Need to Do More Of?
08:40 Shifting Away from Product-Focused Selling
15:20 Why Principles Scale, but Tactics Don’t
23:05 The Art of Communication
24:32 Why Stephen Is Writing a Book
28:08 The Importance of Business Coaching
29:53 Sports Principles in Sales
34:47 The Power of Networking
38:49 How New Sellers Can Build a Network
43:01 Favourite Quote
Connect with Stephen:
LinkedIn:Stephen Oommen
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
A big thank you to everyone who has tuned into Season 1 of the podcast!
We’ll be back very soon with Season 2, so make sure you’re subscribed and hit the bell icon to get notified when we return.
Creating objectives isn’t enough. You need to have a clear strategy to execute and achieve these objectives!
In this episode, Fergal breaks down the dangers of sleepwalking into situations that could put your growth at risk and explains the importance of having a strategy in place.
Fergal explains how you can create a strategy and how often defining what you DON’T want your strategy to be will actually lead to a strategy itself.
Using examples, Fergal will show you how eliminating unnecessary distractions can help you build a winning strategy and will highlight strategies that could work for you.
Timestamps:
00:00 The Importance of Strategy
02:46 Defining What Not To Do Can Help Shape Your Strategy
06:22 Strategy 1 Example
08:14 Strategy 2 Example
10:52 Vison2Close Plan
15:02 Review Podcast Season 1
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Looking for a podcast manager and editor? Check out Emma’s services here
If you enjoyed this episode, make sure to rate it 5 stars and subscribe so you don’t miss an episode!
In this episode of Supercharge Your Sales Velocity, Fergal speaks with Tony Cross, co-founder and CEO of Growth Matters International. With over a decade of experience training 1,000+ sales managers across 35 countries, Tony shares why top-performing salespeople can fail in management—and what they need to do differently to succeed.
Tony breaks down the Assess, Accelerate, Align, Activate framework, explaining how sales managers can start leading with confidence.
They talk about the key mindset shift that is needed when stepping into a sales management position, and he also explains the big difference between coaching and mentoring.
He finishes the episode by sharing his insights on how to stop making excuses and start creating great daily habits that will set you apart from the other sales leaders.
Timestamps:
00:00 Introduction to Tony
00:49 How Tony went from COBOL programming to sales leadership
04:46 The Mission of Growth Matters International
05:58 Challenges and Changes in Sales Management Over The Last 12 Years
06:30 The Role of AI in Sales
08:30 The Assess, Accelerate, Align, Activate Process
11:39 The Importance of Coaching in Sales
17:20 Balancing Sales Management and Individual Quotas
22:28 Finding Time for 1:1 Coaching
24:38 The Difference Between Coaching and Mentoring in Sales
31:40 The Power of Mentorship
33:56 The 5 AM Club and Not Making Excuses to Reach Your Goals
If you got value from this conversation, please leave a rating and review on your listening platform!
Connect with Tony:
LinkedIn:Tony Cross
Website:www.growthmattersintl.com
Connect with Fergal:
Website:www.sysvelocity.com
Contact:Get In Touch
LinkedIn:Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’sKey Account Planning Workshops
On today’s episode, Fergal is joined by Brett James, VP of Sales at SalesManago.
Brett shares his journey from individual contributor to sales leadership and discusses some of the lessons that he has learned along the way.
Fergal and Brett discuss:
Timestamps
00:00 Introduction to Brett James
01:04 Brett's Career Journey
03:32 Transition to Leadership Role
07:51 The Daily Habits That Separate Top Performers
10:19 Impact of Remote Work on Sales Teams
11:39 Pipeline Management Strategies
13:20 The Discovery Process
15:35 Hunter vs. Farmer Sales Roles
18:21 Challenges in Sales Leadership
22:28 Falling into Hero Mode and the Importance of Coaching in Sales
29:56 Improving Sales Velocity
35:32 Advice for Aspiring Sales Leaders
We hope you enjoyed this episode! If you did, please subscribe and leave a review.
Connect with Brett:
LinkedIn: Brett James
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Although the words are sometimes used interchangeably, goals and objectives are not the same thing.
In this episode, Fergal looks at the difference between goals and objectives and why it matters.
He discusses the common mistakes people make when setting objectives and how to avoid these mistakes.
Using real-life examples, Fergal will show you some effective (and ineffective) objectives and how to align client initiatives with your objectives so you can build stronger client relationships and bigger sales wins.
Timestamps:
00:00 Recap of Episodes 2–4
02:45 The Difference Between Goals and Objectives
05:12 Common Mistakes in Objective Setting
13:39 Exercise: Identify Which Statements Are Objectives
18:00 Why It’s Important to Set Objectives
19:35 How to Create Effective Objectives
Be sure to rate, subscribe, and share the podcast if you found it helpful!
Download Fergal’s FREE GUIDE on how to get the revenue growth you crave and radically improve your sales velocity with these 11 practical strategies here.
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
In this episode of the Supercharge Your Sales Velocity Podcast, Fergal talks with Kristie K. Jones, a sales consultant, coach, speaker, and author of Selling Your Way In.
Kristie discusses her journey from growing up in a sales-focused family to building her own consultancy business.
Drawing from her book, Kristie provides advice on finding the right sales role, industry, and environment to succeed.
They also discuss the ongoing role of discovery in sales conversations and the impact of remote and hybrid work on the sales profession.
This episode is packed with useful takeaways for anyone starting out in sales or looking to advance their sales career.
Timestamps
00:00 Introduction to Kristie K. Jones and Her Career
01:08 Growing Up in a Sales-Focused Family
02:09 Kristie’s Path to Building a Consultancy Business
06:15 How Mentorship and Networking Shaped Kristie’s Career
09:19 Adapting to New Challenges in Modern Sales
14:13 The Shift to Remote Work and Its Impact on Sales Teams
18:47 Insights from Selling Your Way In
25:02 Finding the Right Sales Role and Industry for You
27:12 Why Mentorship is Important in Sales
29:50 Key Habits of the Top 10%
33:44 Discovery as a Process, Not an Event
35:44 It’s Not a No, It’s a ‘Not Right Now’
39:04 Strategies for Hiring and Retaining Top Sales Talent
45:08 Addressing Job Search Challenges
We hope you enjoyed this episode! If you did, please rate the show 5 stars and follow.
Be sure to connect with Kristie on LinkedIn and share your biggest takeaway from this episode.
Connect with Kristie:
Website: www.kristiekjones.com
Kristie’s Book: Selling Your Way In
LinkedIn: Kristie K. Jones
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get in Touch
LinkedIn: Fergal O’Carroll
If you want to stand out from your competitors, then creating a joint vision statement is going to do this for you.
In this episode of The Supercharge Your Sales Velocity Podcast, Fergal looks at the importance of understanding your client’s initiatives and aligning them with a joint vision statement.
By focusing on creating alignment, he outlines how you can build stronger client relationships, differentiate yourself from competitors, and generate new sales opportunities.
From this episode, you’ll learn:
Timestamps:
00:00 The Challenge of Unsolicited Proposals
03:41 Understanding Client Initiatives
09:15 Creating a Joint Vision Statement
14:21 Structuring Your Joint Vision Statement
We hope you found this episode valuable. Don’t forget to subscribe and rate the show if you enjoyed it!
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops.
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get in Touch
LinkedIn: Fergal O’Carroll