Bob & Jeremy's Conflab Bob Morrell and Jeremy Blake

How do you get through to a company's decision-maker? 

You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively? 
 
Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where. 

Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working? 
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What makes a sales strategy irresistible?

This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process.
 
As we peel back the layers of sales psychology, we tackle the science around competitive tenders, emphasising the power of timing and presentation order. By blending our professional experiences with established principles, we explore the art of convincing customers of a product's value and the significance of brand integrity. We discuss the importance of aligning a sales team's mindset with their company's value proposition and how this alignment can drive customer loyalty and improved sales metrics. And remember, it's not about catering to outlier customers, but rather, focusing on high-frequency behaviours that are your ticket to sales success.
 
Wrapping things up, we share actionable tips and strategies to enhance your sales conversations from average to exceptional. We dive into resources like Elmer Wheeler's language techniques and Dr. Robert Cialdini's persuasion principles, demonstrating how they can create a compelling sales narrative. Additionally, we talk about the importance of curiosity in understanding customer behaviour for targeting the right buyers. And for those hungry for more, our book The Perfect Storm is mentioned, offering 30 methods to weather any business climate. 

So tune in, absorb these insights, and let's transform the way you think about sales, sales training and behavioural science.
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In our latest episode, we examine new research into the level of customer satisfaction in the UK, where the landscape has shifted dramatically in recent years. We start by discussing the reasons behind the decline in customer’s experiences, from the pandemic's shake-up of our shopping habits, to Brexit and the economic and political whirlwinds influencing staffing. 
 
As we navigate the transformation of customer service, we acknowledge the impact of digital communication, which has both streamlined and complicated customer interactions. In a candid conversation, we highlight the fresh challenges confronting a new breed of contact centre employee, less tethered to traditional phone-based support. Brexit's ripple effects on staffing and the dissonance between consumer expectations and business realities allow us to delve into the tough questions facing the service industry today.
 
To cap off, we share personal tales that bring home the significance of stellar customer service in the sales journey. We debate the nuances of the UK's tipping culture and its influence on team cohesion and fairness, alongside technology's role in reshaping these interactions. Considering the varied expectations across service sectors, we prompt a broader dialogue on societal norms and dependency on tips for income.

Join us for an episode that doesn't just talk about customer service—but elevates it to an art form, but one we know something about – the art of selling - crucial to the success of any thriving business.
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Do sales targets work?

In this episode we study sales targets and expose their problems. Unpack the dilemma of arbitrary figures with us, as we get into the reasons of how these numbers can warp sales strategies, leading to short-term wins but potentially jeopardise your company's future. And if you think corporate life can't be dramatic, wait till you hear our Inglourious Basterds inspired sketch that throws a spotlight on the darker side of meeting – or not meeting -  those targets.
 
Join us as we tear down the façade of sales target setting with real-world tales. Like the time we based a sales goal on a daughter's maths homework—yes, you heard that right. It's a romp through the whimsy and folly of figures plucked from thin air, with a sobering look at how they can lead to sales tactics that damage more than just team morale. We're sharing the raw and unvarnished truth about the psychological toll and the potential for lasting harm to profitability and reputation. Through it all, we advocate for sales objectives that are grounded in reality and integrity, because in the end, what's a number without a solid foundation? 

So tune in for a session that offers not just laughs, but lessons in the fine art of setting sales targets, or how to approach the subject of sales targets, that truly benefit everyone.
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Join us for a down-to-earth journey through the highs and lows of launching a career in today’s job market. In this episode, we dive headfirst into the unpredictable world of early employment – offering practical advice, real insights, and a roadmap to success.

We’ll take you on a tour of the first-job scene, sharing stories of the issues faced by young adults stepping into today’s job market. We look at the challenges of self-employment, explore the shifting trends in university degrees, and address the complexities of dealing with student debt. Drawing from frontline experiences in retail and telemarketing, we unveil valuable lessons learned during these pivotal moments.

Our focus then shifts to contemporary launchpads for entry-level positions, with a spotlight on contact centres. We look at how these workplaces are transforming to connect with a younger, tech-savvy crowd. We’ll explore the appeal of certain companies and break down the essential sales skills that power business growth. It’s a close-up look at the know-how needed for professional success.

Get set to kickstart a career with practical insights and strategies to thrive in today’s ever-changing business world!
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

2024 Reflect and Reset: How are your resolutions going? 
Why do those January promises often slip through our fingers?  How can you to be a part of the resilient 9% that Arnold Schwarzenegger says, actually achieve their goals.

We're looking at goal setting to habit-forming, and how peering into the rear-view mirror at the year gone by can sharpen your focus on the road ahead. Join us for a reflective ride on leadership, trust-building, and the secret to kick-starting 2024 with strong intent and unstoppable momentum.

We look at a number of key things for you to focus in on, and also suggest strategies that will help you keep on track. You can also request our ‘Success 6’ guide by emailing hello@realitytraining.com that will help you maintain your planning.

2024 is going to be another big year for everyone - are there any small years? - let's learn from last year, make this year a great one, and learn some things about yourself!


For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty