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
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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 Alan:
LinkedIn: Alan Versteeg
Website: https://www.growthmattersintl.com/