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
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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