I Used To Be Crap At Sales

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I Used To Be Crap At Sales

Even the most prominent voices in Sales were crap at Sales once. Join bestselling Author, Founder and Sales Coach Mark Ackers as he speaks with successful Sales professionals about their early Sales struggles, and how they overcame these challenges to become the people they are today.

19 HR. AGO

The Attributes Of The Most Effective Sales Leaders - EP12 - Bryan Mulry

Mastering Sales Leadership: Proven Strategies to Crush Limiting Beliefs and Skyrocket Sales Performance” In This episode of the "I Used To Be Crap At Sales" Podcast, our host Mark Ackers sits with Bryan Mulry, ex salesperson at Google and Salesloft. This episode will give you valuable insights into what the best sales leaders at huge companies do to get the best out of their reps. Bryan, now an expert sales coach at MySalesCoach, shares his journey from being “crap” at sales to mastering his craft at Google, SalesLoft, and beyond. Salespeople and sales leaders will learn actionable strategies for overcoming common sales mistakes, breaking free from their own limiting beliefs, and how to level up their performance. Bryan emphasises the importance of understanding the customer’s pain points and the power of continuous self-improvement. He recounts key moments from his career, including the value of cold calling, dealing with rejection, and how sales leadership can drive team success through empowerment and tailored coaching. Bryan also offers insights into maintaining motivation in a high-pressure sales environment and navigating challenges like sales burnout. The questions we answer in this episode: How can I overcome limiting beliefs in my sales career? • Bryan Mulry shares how to identify and break free from the limiting beliefs that hold many salespeople back. What are the winning habits of top-performing salespeople? • The episode explores the traits and practices that set the best sellers apart from the rest, based on Bryan’s extensive experience at Google and SalesLoft. How do I deal with rejection and improve my cold calling success? • Bryan discusses how he handled early sales mistakes, like hanging up on prospects during cold calls, and what strategies helped him succeed over time. What does effective sales leadership look like? • Listeners will learn about the traits and habits of strong sales leaders, including how they empower their teams and foster a culture of growth and development. How can I avoid burnout in high-pressure sales environments? • Bryan provides insights into recognizing early signs of burnout and how salespeople can maintain balance and motivation. How can I use sales coaching to improve my performance? • Bryan talks about how coaching helped him break through challenges and why ongoing coaching is crucial for professional growth in sales. Listeners will come away with practical techniques to improve their sales habits, foster stronger client relationships, and create a coaching environment that develops their team’s skills. If you’re looking to gain insight into what sets top performers apart in the sales world, this episode is packed with valuable lessons.

54 min
SEP 25

EP11 - Carly Pledge

From Scrapping Her Way Into Sales, to Scaling With Datamaran: Carly's Unconventional Path To Leadership, and Her Secrets For Building High-Performing, Winning Teams” In this episode, our host Mark Ackers dives deep into Carly’s story, which is packed with lessons for any sales leader. Carly candidly reveals how she “scrapped her way” into the sales team, facing tough wake-up calls, and overcoming early mistakes—like almost shutting down her company due to a lead mix-up. Her experience in rising through the ranks, from SDR to Enterprise Sales Director at Datamaran, provides listeners with a roadmap to success in fast-growing companies. Carly also discusses the challenges and joys of inheriting a sales team, her approach to personalised coaching, and the importance of understanding team motivations. She emphasises the significance of transparency and building genuine relationships within a sales team to foster growth and accountability. Carly’s practical tips on spotting burnout, maintaining empathy as a leader, and dealing with the challenges of scaling a startup will resonate with sales leaders managing global teams or navigating high-speed environments. This episode is a must-listen for sales leaders looking to scale their own teams and sharpen their leadership skills, this episode is filled with actionable insights on sales coaching, leadership, and strategy in a fast-paced world.

1h 3m
SEP 11

EP10 - Chris Dawson

From Sales Struggles to Sales Leadership Mastery: Chris Dawson on Coaching SDRs, Escaping the Leadership Hamster Wheel and Leading Teams to Win! In this episode of the I Used To Be Crap At Sales Podcast, Chris Dawson sits with our host Mark Ackers to take sales leaders on an insightful journey through his personal experiences and lessons learned from over 25 years in the sales arena. Chris has held nearly every sales role; from door-to-door, SDR and enterprise level sales, right through to national sales management and training for top 100 companies - and transformed from someone who admits he “used to be crap at sales” into a highly successful sales leader and coach. Now a director at ‘6th Door’, Chris designs and delivers tailored sales training and coaching programmes to businesses worldwide. In this episode, he shares invaluable, powerful advice on spotting burnout in your reps, simplifying SDR coaching, and how to help your reps overcome the monotony of sales. He also tackles the biggest mistake sales managers make and reveals how to break free from the leadership hamster wheel by putting your team first. This episode is a must-listen for anyone serious about elevating their sales leadership game and getting the best from their team.

1h 3m
AUG 29

Ep09 - Jack Frimston

Debt Collection, Demotions And Finding Meaning In Life Through Death. The captivating story of how Jack Frimston transformed from Del Boy dreaming of playing the O2 arena to top performer in Sales. In this episode of I Used To Be Crap At Sales, Jack Frimston sits with Mark Ackers, leading us through his unconventional journey from boy band dreams to becoming a top performer and sales leader. Sales leaders will learn valuable lessons about embracing failure, mastering the art of cold calling, and the importance of persistence in a challenging industry. Jack shares his candid experiences with early career mistakes, from misguided sales tactics to rapid promotions and demotions, and how these tough lessons ultimately shaped his mindset and approach to sales. You can look forward to gaining insights into building resilience, fostering a growth mindset, and leading with authenticity while helping your team navigate the challenges of sales.

1h 14m
AUG 14

EP08 - Sarah Brazier

From Center Stage, Scripts and SDR Struggles, to Successful Sales Leadership at Gong.The captivating story of how Sarah Brazier’s acting roots helped her to weather the storms of sales - rising from a self proclaimed ‘F Player’, to an A player who pioneered a new era with Gong. In this episode, Sarah shares her unique journey into Sales - and how her background in Theater gave her a distinctive edge and an advantage in key sales skills like storytelling, communication, and empathy. These skills propelled her from a struggling SDR and self proclaimed 'F player' who ‘struggled with everything’ and was made to feel like she wasn't worth the time to coach by her manager, to becoming a top performer at Gong and eventually co-founding Dimmo. Sarah discusses the importance of coaching, building a personal brand on LinkedIn, and how to navigate the challenges of modern day sales. With plenty of actionable strategies for coaching, team building, and staying ahead in the ever evolving sales landscape - whether you're a seasoned sales leader or just starting out, this episode is a must-listen. Highlights from the episode:00:00 - 02:56 Introduction to Sarah Brazier: From Acting to Sales Leadership 02:56 - 07:31 The Power of Storytelling in Sales 07:31 - 15:56 Translating Acting Skills into Sales Success 15:56 - 24:30 Embracing Failure: The Nine-Month Struggle 24:30 - 32:59 Overcoming Early SDR Career Challenges 32:59 - 36:47 Joining Gong: A Last-Chance Opportunity 36:47 - 42:28 The Gong Experience: Building Confidence and Community 42:28 - 46:58 The Impact of an Excellent Leader 46:58 - 53:09 Leveraging LinkedIn: Building a Personal Brand 53:09 - 57:29 Advice for Sales Leaders 57:29 - 59:44 Sarah’s Ongoing Challenges in Sales

1h 5m
JUL 24

EP07 - Steve Myers

Swapping Encyclopedias For Rolls Royces: The Transformation of Steve MyersFrom being admittedly ‘crap at sales’ and fired for nonperformance, to eventually becoming a global sales leader, working at the likes of Rolls Royce, Motorola and Sandler, Steve's story is filled with valuable lessons and insights for sales leaders. Alongside our host Mark Ackers, Steve discusses: The importance of understanding your scripting from childhood in order to overcome it as a salespersonThe need for emotional intelligence as a leader, how to really motivate your team (no dangling the carrot here)Strategies for maintaining focus and productivity within your team.The burning question - can anybody and everybody be coached?And much more. Whether you're a seasoned sales leader or just starting out, this episode is a must-listen. Highlights from the episode: 00:00 - 03:00: From fired to fired up. Steve’s early sales struggles and the pivotal moment that led to his transformation - from fired for non-performance, to Sales Leadership and coaching around 2,000 sales professionals 03:00 - 10:00: The importance of learning and developing sales skills, just like in any other profession. 10:00 - 20:00: The Power of Childhood Scripting. How early life experiences and programming influence adult behavior in sales - understanding childhood scripting to unlock your sales potential 20:00 - 30:00: Overcoming the need for approval, understanding the impact on sales performance - and how to overcome it. “Sales is no place to get your emotional needs met.” 30:00 - 40:00: Finding the right mentor - The role of mentorship in sales success and the value of a good coach in shaping your career. 40:00 - 50:00: The secret to sequencing success - Why getting the sequencing right in sales is crucial. 50:00 - 1:00:00: Looking in the "ugly mirror" - the importance of self-awareness and honesty in sales leadership. Why do sales leaders often opt for more tools rather than developing their team? 1:00:00 - 1:10:00: Steve’s biggest mistakes as a sales leader and what he learned from them. 1:10:00 - 1:20:00: Can anyone be coached? The difference between willingness to be coached and finding the right coach. 1:20:00 - 1:30:54: Common tactical mistakes in sales and how to avoid them.

1h 31m
JUL 10

EP06 - Jack Hankey, Leyton

From Tennis Prodigy, to Amazon Driver, to Successful Sales Leader: The Inspiring Transformation of Jack Hankey Get ready for an inspiring tale of tennis, testing times, and transformation! In this captivating episode of "The I Used to be Crap at Sales Podcast," our host Mark Ackers sits down with Jack Hankey, Head Of Sales Development at Leyton, to uncover his remarkable journey from struggling salesperson to a sales powerhouse through the power of coaching and self development. From his early days as a tennis prodigy to his unexpected foray into the world of sales, Jack's path was anything but straightforward. But it was his willingness to confront his own shortcomings, overcome his own 'sales ego' and seek out the guidance of a transformative mentor that truly set him on the path to success. Through Jack's candid and insightful reflections, you can expect invaluable, actionable advice on how Jack overcame being "crap at sales", along with his own impostor syndrome - something he still struggles with today but channels into positive actions. Jack explains how he harnesses the power of coaching in his role at Leyton, and how he cultivated a struggling team into thriving sales culture with his people first mindset, love of coaching and commitment developing his people. Whether you're a seasoned sales professional or just starting out, this episode is a must-listen. Highlights from the episode: 00:00 - Jack's journey from Tennis Prodigy to Sales Superstar 07:00 - The Humbling Realisation: Admitting He Was Actually "Crap" at Sales 17:00 - The Transformative Power of a Coach: How Paddy Turned Jack's Career Around 24:00 - Building a Powerhouse of a Sales team: Jack's Innovative Coaching Approach at Leyton 52:00 - Words Of Wisdom: Overcoming His Own Mindset And Making Imposter Syndrome A Positive 59:00 - Shattering Stereotypes - Redefinining The Perception Of Sales, And What Jack Would Do Differently In His Sales Journey

1h 5m
JUN 26

EP05 - Kaitlen Kelly, Klaviyo

In this episode, Kaitlen Kelly shares her gritty, behind-the-scenes journey from fashion racks to sales, transforming her initial struggles into monumental triumphs. Packed with raw honesty, this conversation is a treasure trove of practical advice and inspiring anecdotes, making it a must-listen for anyone looking to excel in sales. Episode Highlights: 00:00 - Introduction and background on Kaitlen Kelly's career10:11 - Kaitlen rating her early sales skills and an awkward sales moment16:16 - Kaitlen's bold career switch from fashion to sales31:34 - Kaitlen turns into a robot at her first sales event39:29 - Developing the mindset to overcome fear and rejection in sales46:11 - Kaitlen's blueprint to success for new SDRs in their first six months53:10 - How Kaitlen gets organised, plans and time blocks1:00:00 - What Kaitlen would do differently if she could start her career again

1h 3m

MAR 7

I Used To Be Crap At Sales - Trailer

Even the most prominent voices in Sales were crap at Sales once. Join bestselling Author, Founder and Sales Coach Mark Ackers as he speaks with successful Sales professionals about their early Sales struggles, and how they overcame these challenges to become the people they are today.

Mar 7

•

1 min

Even the most prominent voices in Sales were crap at Sales once. Join bestselling Author, Founder and Sales Coach Mark Ackers as he speaks with successful Sales professionals about their early Sales struggles, and how they overcame these challenges to become the people they are today.

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I Used To Be Crap At Sales