You've Got Sales

David Revell

Sales

Episodes

  1. Mar 16

    The Surprising Business of Selling Smell /w Ben Holmes (Vectair Systems)

    In this episode of the You've Got Sales Podcast, David Revell sits down with Ben Holmes, UK Sales Manager at Vectair Systems, to discuss building a long-term career in sales, transitioning from individual contributor to sales leader, and the future of the hygiene industry.Ben shares how he started his career on the shop floor before moving into sales with PHS Group and later Lyreco, developing deep expertise in the hygiene sector over more than a decade. Today, he leads the UK sales team at Vector Systems, a global air care and hygiene brand operating in over 90 countries.The conversation explores how the hygiene industry has evolved since COVID-19, the growing importance of sustainability and air care, and the fascinating science behind scent and customer perception. Ben also explains how businesses are increasingly using fragrance as part of the overall customer experience, from care homes to gyms and retail environments.Beyond the industry itself, David and Ben dive into the realities of working in sales today: the role of LinkedIn in modern selling, why authenticity is becoming more valuable in an AI-driven world, and how successful salespeople focus on building trust rather than simply competing on price.Ben also shares insights from his recent transition into sales leadership, discussing what it means to help others perform at their best, why communication and trust matter inside a sales team, and how lessons from sport, martial arts, and high-performance psychology shape his leadership style.This episode is packed with lessons for salespeople, sales leaders, and anyone interested in building a long-term career in business development.Chapter Markers00:00 Introduction to Ben Holmes01:00 Starting a career in the hygiene industry03:30 How COVID changed hygiene standards06:00 The challenge of odours in healthcare environments08:00 The science of scent and customer perception10:00 Inside Vector Systems and their air care innovation14:00 Fascinating examples of scent marketing18:00 How sales has changed in the last decade20:00 The power of LinkedIn for modern salespeople24:00 Why people still buy from people27:00 Selling niche products through distributors31:00 Moving from sales into leadership34:00 Lessons from high-performance thinking38:00 Understanding true sales performance43:00 Sales targets, resilience, and mindset48:00 Lessons from martial arts and discipline50:00 Leadership, trust, and empowering a team

    53 min

  2. Jan 29

    Our MD Was Stealing From The Business /w Dan Oliver

    In this episode, David Revell interviews Dan Oliver, the managing director of Fat Boys Catering Equipment, who shares his remarkable journey from being a chef to a sales leader. The conversation delves into the challenges faced by the business, particularly a significant fraud incident that threatened its existence. Dan discusses the importance of leadership, trust, and open communication in navigating tough times, as well as the resilience shown by his team. The episode concludes with a look at the future prospects for Fat Boys, highlighting the lessons learned and the positive culture that has emerged from adversity. Chapters 00:00 From Chef to Sales Leader: A Unique Journey 08:58 Leadership Philosophy: Trust and Support 17:58 The Impact of Micromanagement on Teams 24:54 Finding the Right Talent: Work Ethic vs. Experience 26:44 Embracing the Learning Curve 30:04 Navigating Business Challenges 38:34 Building Team Resilience 44:40 The Emotional Toll of Leadership 49:00 Transparency in Adversity 54:05 Looking Ahead: A Bright Future

    56 min

  3. 10/21/2025

    Less than 2% of salespeople actually work hard /w Stuart Turnbull

    In this episode, David Revell sits down with Stuart Turnbull, a 20-year sales veteran who’s gone from door-to-door sales to leading strategy and growth at Bunzl Cleaning & Hygiene — one of the world’s largest distribution groups. But this isn’t a story about numbers or titles. It’s about mindset, resilience, and leadership. Stuart shares how curiosity, humility, and an obsession with developing people have defined his career — and how those same traits can turn an average salesperson into a top performer. 00:00:00 Introduction and Stuart's Sales Journey00:10:00 Building a Resilient Sales Culture00:20:00 The Evolving Role of Buyers00:30:00 Leadership and Effective Questioning00:40:00 Sales and Sports: Strategic Parallels00:50:00 Fostering Growth and Development in Sales Teams01:00:00 Understanding Customer Needs01:10:00 Selling Benefits Over Features01:20:00 Encouraging Team Growth and Development

    1h 10m

  4. 08/13/2025

    Price Isn't The Problem, You Are /w Helen Frost

    In this conversation, Helen Frost shares her insights on the evolution of sales, the importance of trust and communication in leadership, and the challenges faced by young salespeople in a digital world. She emphasizes the need for a balance between face-to-face interactions and digital communication, as well as the significance of creating a supportive environment for new recruits. Helen also discusses the dangers of micromanagement and the value of radical honesty in business relationships. As the director of corporate accounts at Nationwide Hygiene Group, she highlights the company's customer-centric approach and innovative practices aimed at sustainability and long-term success. Chapters 00:00 Introduction to Helen Frost's Journey 03:22 The Impact of COVID on Sales Practices 08:35 Building a Supportive Network for Young Salespeople 11:29 The Importance of One-on-One Meetings 14:15 Learning Through Observation 17:37 Core Pillars of Leadership 21:47 The Value of Trust and Transparency in Leadership 24:01 Best and Worst Leadership Advice 27:37 The Dynamics of Friendships and Team Roles 28:48 Understanding Employee Retention: Beyond Salary 30:13 The Impact of Micromanagement on Creativity 32:00 Leadership Styles: Finding the Balance 33:12 Transparency in Recruitment: Setting Expectations 34:34 Long-Term Relationships in Recruitment 35:58 Radical Honesty in Business Practices 38:44 The Changing Landscape of Sales 41:05 The Importance of Relationships in Business 43:01 The Shift Towards Authenticity in Business 44:52 The Need for Reflection and Creative Time 47:50 Innovations at Nationwide Hygiene Group

    52 min

  5. 07/09/2025

    Why 95% of salespeople should NEVER go into management /w Paul Morton

    In this conversation, Paul Morton discusses the evolution of sales leadership, emphasising the importance of curiosity, courage, and a genuine desire to help others succeed. He introduces the concept of extra-dependent teams, highlighting the unique dynamics of sales teams compared to traditional teams. Paul stresses the need for accountability and collaboration within sales teams, while also addressing the challenges of remote work and the role of AI and VR in enhancing sales processes. He concludes with reflections on the selfishness of service and the importance of human connection in leadership. Chapters 00:00 Introduction to Paul Morton and Leadership Evolution 02:08 The Heart of Sales Leadership 06:46 Understanding Career Progression in Sales 09:43 The Concept of Extra-Dependent Teams 17:38 Accountability and Individual Targets in Sales 19:26 The Dynamics of Competition in Sales Teams 28:06 Building Cohesion in Remote Sales Teams 34:34 The Unseen Connections in Communication 38:06 The Role of AR and VR in Learning 41:33 AI's Place in Leadership and Human Interaction 45:31 The Future of AI in Sales and Customer Service 50:04 The Human Element in Technology and Service

    1 hr

  6. 06/18/2025

    Micromanagement is The Corporate Version of Emotional Insecurity w/ Richard Burnikell

    In this episode, Richard Burnikell shares his journey from being a sales manager to founding his own company, Biovation, and later becoming the country manager at Seko. He discusses the challenges he faced during the COVID-19 pandemic, the importance of leadership and team dynamics, and how emotional intelligence plays a crucial role in effective management. Richard also reflects on the impact of AI on sales and the significance of customer service in today's market. His insights provide valuable lessons for aspiring entrepreneurs and leaders. Chapters 00:00 The Journey of Richard Burnikell 03:03 Lessons from Biovation: Growth and Resilience 05:56 Leadership Insights: Building a Strong Team 08:56 The Importance of Emotional Intelligence in Leadership 11:59 Navigating Micromanagement and Team Dynamics 14:59 Feedback and Communication: Keys to Success 17:54 Starting a Business: What Would Richard Do Differently? 28:46 Navigating Business Challenges and Market Understanding 29:46 The Reality of Entrepreneurship and Personal Sacrifices 32:21 Managing Pressure and Responsibility in Business 34:21 Resilience and Growth Through Adversity 37:04 Strategies for Business Growth and Market Intelligence 40:25 Building Trust Through Communication and Team Dynamics 42:19 Authenticity in Sales and Leadership 44:01 The Future of Sales in an AI-Driven World 49:09 The Importance of Customer Service in Modern Business

    52 min

  7. 06/02/2025

    How to Attract Better People for Your Business WITHOUT Hiring a Recruiter

    In this episode of the You've Got Sales podcast, David Revell discusses how to improve hiring processes by focusing on crafting better job advertisements. He emphasises the importance of candidate attraction, comparing it to customer acquisition, and shares insights on how to engage potential applicants through effective marketing strategies. David provides practical tips on writing compelling job adverts, understanding the talent pool, and optimizing the application process to attract high-quality candidates without relying heavily on recruiters. Chapters 00:00 Transforming Hiring Processes 05:00 The Importance of Job Advertisements 10:10 Understanding Candidate Attraction 16:59 Approaching Recruitment Like Sales 23:49 Crafting Compelling Job Advertisements 28:00 Creating Attractive Job Offers 30:23 The Importance of Emotional and Logical Benefits 32:43 Crafting Compelling Job Advertisements 34:51 Optimizing Job Descriptions for Readability 36:39 Specificity in Sales Roles 39:46 Framing Job Benefits Effectively 42:47 Reducing Requirements to Attract More Applicants 44:47 Writing Effective Hooks for Job Ads 46:49 Avoiding Common Job Ad Mistakes 49:11 Streamlining the Application Process

    53 min

  8. 05/20/2025

    Burnout, Why Your Team Is Quiet Quitting and What to Do About It - Emma Cowan & Julie Patching-Ellis

    What does well-being at work really mean? Is it fruit bowls and yoga, or something far more powerful? In this episode of You’ve Got Sales, David Revell is joined by Emma Cowan and Julie Patching-Ellis, co-founders of Team Wellness, to unpack what’s really broken in the corporate wellness space and what sales leaders and business owners can do about it. With over 45 years of combined experience in HR, health, coaching and fitness, Emma and Julie have seen the good, the bad, and the utterly ineffective. Together, they’ve built a one-stop workplace wellness solution that is commercially smart, deeply personal, and actually works. Inside this episode: ✅ Why 90% of UK workers feel disengaged and how much that costs your business ✅ How wellness impacts retention, recruitment, productivity and profit ✅ Real-life examples of companies transforming their employer brand through wellbeing ✅ What “feel well, work well” really looks like (and why culture is everything) ✅ How to support physical and mental health across diverse teams and job typesIf you’re in sales, HR, or leadership and you want your people to perform without burning out, this is the wellness reality check you didn’t know you needed. How to Reach Team Wellness: Emma Cowan - ⁠⁠www.linkedin.com/in/emma-cowan-team-wellness/⁠⁠ Team Wellness - ⁠⁠www.linkedin.com/company/team-wellness-limited⁠⁠ Julie Patching-Ellis - ⁠⁠www.linkedin.com/in/julie-patching-ellis-5832686b/⁠⁠ Website - ⁠www.team-wellness.co.uk⁠ Email – ⁠hello@team-wellness.co.uk⁠ Chapters 00:00 Introduction to Team Wellness and Its Mission 02:57 Defining Workplace Wellness 05:57 The Current State of Workplace Engagement 09:10 Why Workplace Wellness is Deteriorating 11:47 The Rise of Workplace Wellness Roles 14:52 The Founding Story of Team Wellness 17:56 Exploring Solutions for Workplace Wellness 20:46 Julie’s Journey in Fitness and Wellness 24:01 The Impact of COVID-19 on Wellness 27:13 Community Programs and Their Success 30:01 The Habits for Health Program 34:29 Understanding Habits and Influences 35:30 Engaging Diverse Groups in Health Initiatives 38:43 The Science of Health and Wellbeing 40:36 Movement vs. Exercise: Understanding the Difference 44:45 Creating Accessible Health Programs 45:32 Attracting Talent Through Employee Wellbeing 49:20 The Impact of Employee Care on Retention 52:43 Building a Positive Employer Brand 54:42 The Challenge of Attracting Women in Male-Dominated Industries 57:58 Reevaluating Job Structures for Inclusivity 01:00:30 The Importance of Employer Branding and Employee Engagement 01:04:56 Balancing Employer and Employee Expectations 01:11:50 Quantifying ROI in Workplace Well-Being Programs 01:15:32 The Impact of Employee Well-being on Business Performance 01:18:51 Tools for Enhancing Employee Satisfaction 01:20:14 Creating a Supportive Work Ecosystem 01:23:00 The Role of Leadership in Employee Engagement 01:25:49 The Challenges of Middle Management 01:28:48 Transforming Workplace Culture for Better Outcomes

    1h 34m

  9. 04/16/2025

    You've Got Sales #7 - Resilience and Rapport Mean More Than AI in Sales. /w Ian Levey

    From driving double-deckers to leading sales, Ian Levey’s story is one you don’t hear every day. In the latest episode of the You’ve Got Sales Podcast, my guest Ian Levey shares his journey and we dive into: Why rapport still wins in a digital-first world How “inverse charisma” can be your sales superpower The dangers of terminal comfort syndrome And yes… the wild world of Christmas crackers 🎄 If you're in sales, leadership, or just wondering if it’s time to take that next leap, this one’s for you.

    1h 21m

  10. 04/03/2025

    You've Got Sales #6 - Cold Calls? Cold Emails? Both Dead. Do this Instead. /w Peter Strohkorb

    Links: Peter Strohkorb Linkedin - https://www.linkedin.com/in/peterstrohkorbsalesmarketing/ Peter's website - https://peterstrohkorb.com/sales-training-programs Ask Peter AI - https://peterstrohkorb.com/ask-peter-strohkorb-ai David Revell LinkedIn - https://www.linkedin.com/in/david-revell-8b0929b6/ Summary: In this episode of the You've Got Sales podcast, host David Revell interviews Andy Piper, a seasoned sales professional with over 30 years of experience. They discuss the evolution of sales, the impact of technology and AI, the importance of personal relationships, and the art of storytelling in sales. Andy shares insights on adapting sales strategies to meet changing market demands and emphasises the need for a personal touch in an increasingly digital world. The conversation highlights the challenges and opportunities in the sales landscape, providing valuable lessons for both new and experienced salespeople. In this conversation, we delve into the complexities of sales and recruitment, discussing the challenges of high-pressure sales environments, the importance of selecting the right customers, and the cognitive dissonance that often affects consumer behaviour. We explore the hidden costs associated with recruitment and the necessity of understanding employee needs and company culture. Chapters00:00 Introduction to Sales Evolution03:10 The Changing Landscape of Sales05:50 Adapting Sales Strategies09:01 The Role of AI in Sales12:01 The Importance of Personal Touch in Sales14:52 Building Relationships in Sales18:07 The Art of Storytelling in Sales21:00 Navigating the Corporate Sales Environment23:51 Lessons from the Past27:06 The Future of Sales and AI30:03 Conclusion and Final Thoughts41:35 Navigating High-Pressure Sales Environments43:00 The Art of Selecting the Right Customers45:38 Value Over Volume: Rethinking Sales Strategies46:40 Cognitive Dissonance in Consumer Behavior51:52 The Hidden Costs of Recruitment56:58 Understanding Employee Needs and Company Culture01:01:39 The Challenges of Hiring Salespeople01:06:44 The Two-Way Street of Job Interviews01:11:23 The Difficulty of Self-Promotion01:15:51 Articulating Value in Job Opportunities

    1h 4m
  • 10 Episodes

About

Sales

Information

  • Creator
    David Revell
  • Years Active
    2025 - 2026
  • Episodes
    10
  • Rating
    Explicit
  • Copyright
    © David Revell
  • Show Website
    You've Got Sales