Host Paul Owen, a specialist in sales transformation and sales training, welcomes a new guest each episode to share their experiences of sales and business. Tune in to hear how they have built careers, grown businesses and changed lives through the improvement of sales and how you could do the same.
Women in Sales - Caroline Mastoras
Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 4 is Caroline Mastoras, Client Director at Salesforce. As well as her day job with the tech giant, she is also Bloom President 2022 and a winner at Women in Sales Awards 2022.
Caroline's varied career, from a short stint in teaching to years of sales in both media and tech, has brought her success and an insight into the importance of diversity in the workplace, not least the role of women.
In this episode, we hear Caroline's view on working as a minority in sales (as a woman), the differences between media sales and tech sales and how the diversity question applies not just to gender but a range of other 'differences'. With ADHD, Caroline's difference is not just gender but she sees room for all types and all sorts in sales and actually thinks it helps a sales team to have as diverse a team as possible. We sell to a diverse society so we should be diverse ourselves, right?
In addition to our diversity discussion, we explore the differences Caroline has found being a woman in sales - what challenges has she faced that, had she been Colin Mastoras, she would not have faced as a man?
We close our conversation with Caroline's sources of inspiration - a couple of new names for me and, hopefully, for you too.
If you'd like to get in touch with Caroline, you can find her on LinkedIn, via Salesforce (https://www.salesforce.com/uk/?ir=1) or - if you'd like to find out more about Bloom and the mentoring work they do - via the Bloom website: https://www.bloomnetwork.uk/
Women in Sales - Nicola Cook
Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 3 is Nicola Cook, Founder, CEO and Chief Opportunity Officer of Company Shortcuts, a specialist in sales acceleration.
As well as running her successful and fast-growing company, Nicola is also an award-winning entrepreneur, a busy (and award-winning) public speaker and the author of 2 bestselling books.
Nicola's vast business experience, expert sales insight and no-nonsense style of delivery makes an engaging and entertaining episode. There are a few laughs too!
We hear Nicola's overview on the sales tactics and business strategies needed right now as tougher times loom. Clear, practical guidance based on new data and years of business experience make an hour with Nicola time very well spent. In addition to these tips, we hear about the updated 2nd edition of one of Nicola's bestselling books, The New You.
In addition, as with each guest in this series, we explore the differences Nicola has found being a woman in sales - has it been harder for her than it has been for men with a similar background? And - contentious question alert - are women actually better at sales than men?
We close our conversation with Nicola's sources of inspiration - always a couple of additional ideas for your reading or listening list.
If, after listening to Nicola, you'd like to get in touch with her direct, you can find her on LinkedIn or via her company's website: https://companyshortcuts.com/. Alternatively, if you'd like to buy any of her books, including the new edition of The New You, follow this link: https://nicolacook.co.uk/
Women in Sales - Dr Cindy McGovern
Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 2 is Dr Cindy McGovern, Founder and CEO of Orange Leaf Consulting, bestselling author of 2 books and an inspirational keynote speaker on sales and business growth.
After starting her career in academia, Cindy switched to the business world to help people understand that we're all in sales so why not do it properly?! Based in San Francisco, California with a global client list, she passionately believes that you'll do better in any job - and better in life - if you learn how to sell well. 'Taking the ick out of sales' has become one of her catchphrases.
Tune into this episode as I ask Cindy about her new book - Sell Yourself: How to Create, Live and Sell a Powerful Personal Brand. What prompted her to write it now? Who will benefit from this book and how will it help them? What stops people from selling themselves well?
In addition, as with each guest in this series, we explore the differences Cindy has found being a woman in sales - has it been harder for her than it has been for men with a similar background? Have there been any advantages? And what about 'looks in sales' - do they matter and, if so, is this a more difficult balance for women?
We close our conversation with Cindy's sources of inspiration - always a couple of additional ideas for your reading or listening list.
If, after listening to Cindy, you'd like to get in touch with her direct, you can find her on LinkedIn or via her company's website: https://orangeleafconsulting.com/. Alternatively, if you'd like to buy her new book, follow this link: https://www.sellyourselfbook.com/
Women in Sales - Helga Saraiva-Stewart
Women are under-represented in sales so this series focuses exclusively on Women in Sales. My guest in Episode 1 is Helga Saraiva-Stewart, a passionate and inspirational sales leader with a successful international sales record.
After 2 decades of successful selling in London with Bloomberg, Reuters and HSBC amongst others, Helga is now based in Lisbon wearing 3 hats, each one with sales leadership at its heart.
Tune into this episode as we explore Helga's view on cold calling, one the most feared and misunderstood areas of sales. I discuss mindset as well as skillset with one of Europe's premier sales thinkers before spending the last few minutes talking about the particular challenges (and opportunities) for women in sales. Our final talking point is Helga's sources of inspiration (she shares a couple of lesser known crackers for original sales thinking).
If, after listening to Helga, you'd like to get in touch with her direct, you can find her on LinkedIn or via her consultancy website: https://lead-results.com. Alternatively, you may be able to catch up at her annual SalesShaker event: https://salesshaker.com/
Highlights of Series 2
Host Paul Owen reflects on his interviews with 6 business leaders across Series 2. Each leader was asked 3 core questions: 1. What makes a successful sales team? 2. How to motivate yourself and your teams when growing a business; 3. The role of leadership in company growth. In this episode, Paul shares one or two highlights on each point from each leader to give you a flavour of what they said and a prompt you to listen to the interviews in full (for the first or second time!).
In addition, each leader was asked for their number 1 tip for the first step in scaling your sales team and their favourite sales book, podcast or speaker. It's a whistle-stop tour full of tips, insights, stories and advice from some of the leading business names in the UK and across the world.
You're also invited to share your feedback on the series: what worked? What didn't? Who was your favourite guest? Should the episodes in Series 3 be shorter? Or longer? Too much of Paul, the host in Series 2? Or too little? And, if you have any recommendations for a guest, we'd love to hear from you. Enjoy!
With John Barrows
Host Paul Owen meets John Barrows, Founder and CEO of JB Sales, specialists in sales training and consultancy services. John and his team have worked with the likes of Salesforce, Google and Dropbox as well as many other fast-growing names in the tech world. Based in Boston, Massachusetts, John has helped teams across the USA and around the world, clocking up 2 million air miles as he takes his message of 'Sell Better' to every continent.
3 key areas are discussed in each episode with an experienced business leader: 1. What makes a successful sales team? 2. How to motivate yourself and your teams when growing a business; 3. The role of leadership in company growth.
Tune in to hear John's views on:
The difference between leadership and management (and why he's terrible at one of them!); The advice he would give his 22-year-old self; Why 'How you sell' is more important than 'What you sell'; How most companies get sales team onboarding wrong (and how to fix that); and Why he wrote a book on sales with his daughter to help her sell cookies for the Girl Scouts!