How I Sell This

Christina Bruce

Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best. Hosted on Acast. See acast.com/privacy for more information.

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  1. EPISODE 1

    A multi award winning approach to selling in complex markets w Kimberley Marshall

    Today we sit down with Kimberley Marshall from Konica Minolta, a consistent top performer in print and technology solutions, specialising in the private and tertiary education sector. Kimberley’s track record speaks for itself, she’s been recognised multiple times for excellence in sales, including Honours Club Top Ten, Salesperson of the Year two years running, and several other prestigious awards. Starting in telemarketing straight out of school, she moved quickly into account management and now partners with private schools, universities, and TAFEs across WA.  In this conversation, Kimberley shares how she wins long, complex deals in a market that’s constantly modernising, why consistency and likability still matter, and how reading the room and knowing when to walk away protects your time. We explore territory planning with five-year sales cycles, using your CRM properly, building bespoke proposals that map to real client drivers, and how to lose with grace so you can win the account next time.    In this episode, Kimberley shares:  How a telemarketing start built thick skin, resilience and call discipline Using competitor insight and real client examples to dig into true drivers Building proposals that address clearly defined customer problems Territory planning with five-year cycles, coffee touchpoints and relationship compounding The role of the CRM for recall, cadence and prioritisation Losing with grace and staying present so you can win the next cycle The hard lesson: knowing when to walk away from low-probability or high-headache opportunities   Key Quotes  12:43 – 13:10: “People buy from people they like… I always try and keep my conversations very natural and just try and build a natural friendship with the customer.”  14:56 – 15:24: “Use experience from similar clients. It carries weight when you can say, here’s how a school like yours solved this.”  25:34: “I think losing with grace is also incredibly important… I think a lot of the new business that I'm winning now is business that I was unsuccessful with four to five years ago, but because I’ve stuck it out…”  29:40: “You have to be willing to walk away from some opportunities.”      You can get involved with the podcast online:   Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/  Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood  Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/ g Hosted on Acast. See acast.com/privacy for more information.

    38 min

  2. EPISODE 2

    An honest take on stalled growth and the cringe factor in selling w/ Sam McFarlane

    Episode Description  Today we sit down with Sam McFarlane, founder of Sam Says, a digital marketing agency specialising in social media, content creation, and email marketing for service-based business owners. With more than 13 years in business and a background in corporate marketing, Sam has built a reputation for thoughtful, consistent digital support for coaches, consultants, and small professional services who need help staying visible online.  In this conversation, Sam opens up about the real journey of growing a service-based business from juggling school drop-offs to managing client load and the surprising truth about what’s actually holding her back from the next level of growth. We explore why so many women find selling cringe, the emotional and psychological blocks around asking for money, and how simple tweaks to your sales journey can turn more conversations into clients.    In this episode, we explore:  How networking and referrals built her entire client base Her honest reaction to the “cringe factor” of sales and how to reframe it The juggling act of working in the business vs. working on the business Why so many women feel uncomfortable with selling and asking for money The hidden gap in her sales process (and why 50% of proposals were going silent) The importance of mapping the client journey so you know where things break down   Key Quotes  “The proposal goes out and then you sit and wait. Sometimes I only follow up once. I know the fortune is in the follow-up — I just don’t do it.”  “Absolutely not. I'm terrible. The thought of selling just makes me cringe. I don't want to be that really slimy, salesy person that people see coming.”  “That's probably why I'm at that point where I can't break through to that next level. I hate it. Just, the thought of it just makes me just cringe.”  “You can’t help but take it personally. They say business isn’t personal, but when it’s your own business, how can it not be?”    You can get involved with the podcast online:   Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/  Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood  Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/  Hosted on Acast. See acast.com/privacy for more information.

    38 min

  3. EPISODE 3

    How Problem Awareness Drives Better Selling with Adele Anthony

    Episode Description  Today we sit down with Adele Anthony, who runs not one but two businesses, Adele M Anthony Legal and The Queen of Evolution. In her legal practice, Adele specialises in wills, estate planning, business succession, and small business legals. Through her second business, she helps women over 40 transition into entrepreneurship, guiding them as they build freedom-based businesses using the skills they’ve already developed.  With decades of experience across law and business ownership, Adele brings a rare combination of practical wisdom, empathy, and strategic thinking. In this conversation, she shares how niching down built her credibility, why education is her most powerful sales tool, and how helping clients see the real consequences of inaction creates trust and urgency without ever feeling “salesy.”  We also discuss what drives women to start over later in life, the link between problem-awareness and pricing confidence, and why perfectionism holds so many women back from taking the leap.  In this episode, Adele shares:  How she built two thriving businesses by combining law, strategy, and heart Why niching deeply created trust and an ongoing referral network The mindset shift required to sell your own services with confidence Why identifying and articulating the problem is the foundation of effective selling How she uses AI (and her custom “Goldie GPT”) to streamline creativity and content   Key Quotes  “There’s always selling if you’re a business owner. And no different for me, when those clients walk in that door, I am selling. I have my selling hat on but it’s not like salesy, it’s just education.”   “There’s got to be a problem, you’re selling to the right people, you’re solving their problem, and they become raving fans.”  “It’s not salesy or sleazy or a hard push. It’s: here’s the problem, and I can solve it for you right now.”  “Women 40 plus seem to have all those things, imposter syndrome, anxiety… I just want them to know there are people who will help you.”    You can get involved with the podcast online:   Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/  Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood  Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/        Hosted on Acast. See acast.com/privacy for more information.

    32 min

  4. EPISODE 4

    When the Referral Tap Turns Off (And You Have to Relearn How to Sell)

    Episode Description  Today we sit down with Katie, co founder of Structured Creative, whose career has moved from elite triathlon to big firm consulting to building an evidence based product for high performing teams.   In this conversation, Katie reflects on how elite sport shaped her approach to discipline and performance, why she describes leaders as cognitive athletes, and what her research has revealed about what truly drives team effectiveness.  We explore what happened when the referral tap suddenly switched off and she gets really vulnerable as she talks about the physical stress of an empty pipeline and the reality of relearning how to sell after years of work arriving with ease.  We also discuss the shift from a big brand name to a small business, the mindset required to sell your own IP, and the uncomfortable but necessary work of outbound business development.    In this episode, Katie shares:  How a triathlon on a whim turned into a decade racing professionally and shaped her approach to leadership and performance The science behind her Body Brain Reset program and why leaders need to think of themselves as cognitive athletes What happened when hundreds of thousands of dollars of work disappeared overnight and what the emotional and physical impact was How uncomfortable business development felt and the reframe she used to overcome the aversion to go outbound The mistake of sending proposals too early and why meaningful sales conversations usually take more than one meeting Key Quotes:  “Leaders are cognitive athletes. Our ability to think clearly, communicate effectively and stay calm under pressure is everything.”  “Between November and February all of that work stopped. All of it. Not one thing that we had sold actually went ahead.”  “We started thinking about do we need to apply for jobs… how many months have we got left.”  “Sitting here doing nothing is not going to get us anywhere. We have got to do something.”  “You have to get comfortable with the no thank yous. Sitting still and hoping is not a strategy.”  “I can put down my thoughts on what I think would work for you… but I am actually not going to send a proposal anymore after a half hour phone call.”    You can get involved with the podcast online:   Find out more about Sellabilities and the podcast on our website: https://www.sellabilities.com.au/  Follow us on Instagram at: https://www.instagram.com/sellabilities_sisterhood  Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/    Hosted on Acast. See acast.com/privacy for more information.

    53 min
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About

Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best. Hosted on Acast. See acast.com/privacy for more information.

Information

  • Creator
    Christina Bruce
  • Episodes
    18
  • Seasons
    2
  • Rating
    Clean
  • Copyright
    © Christina Bruce
  • Show Website
    How I Sell This