The Supercharge Your Sales Velocity Podcast

Fergal O'Carroll
  • 5.0 (2)
  • BUSINESS
  • UPDATED WEEKLY

THE podcast for sellers and sales leaders, empowering you to drive more opportunities, bigger deals, and faster wins. Subscribe now as Fergal shares practical strategies and proven tactics to win new sales, enhance client retention, stand out from the competition, and deliver the revenue growth you crave!

  1. 10/22/2025

    Ep. 23- Ambition is the Foundation of Winning Sales with Dennis Deal Sorenson

    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

    36 min

  2. 10/15/2025

    Ep. 22- How Top Sales Leaders Build Trust and Close Complex Deals with Eamonn Hughes

    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

    30 min

  3. 10/08/2025

    EP. 21- Confidence Strategies for Sales Leaders and Tech Professionals With Vanessa Porter

    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 Website: https://www.beelinecommunications.com/

    32 min

  4. 10/01/2025

    Ep. 20- Growing on LinkedIn and Overcoming Imposter Syndrome with Dr. Elisha Foust

    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

    34 min

  5. 09/24/2025

    Ep. 19- Applying a Sales Mindset to Land Your Next Job with Steve Fiore

    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: LinkedIn: Steve FioreTEDx Talk: How Drinking Olive Oil and Curiosity Changed My LifeWebstie:  www.rootedandrefinedliving.com

    35 min

  6. 06/25/2025

    Ep. 18- How to Manage International Sales Teams Without Burning Out with Andy Jaffe

    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

    38 min

  7. 06/18/2025

    Ep. 17- The Neuroscience Behind Selling with Silvia Li

    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/

    34 min

  8. 06/11/2025

    Ep. 16- Building High Performing Sales Teams With Arthur Velasquez

    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

    43 min
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THE podcast for sellers and sales leaders, empowering you to drive more opportunities, bigger deals, and faster wins. Subscribe now as Fergal shares practical strategies and proven tactics to win new sales, enhance client retention, stand out from the competition, and deliver the revenue growth you crave!

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