Salescraft Training: Selling for success

Graham Elliott
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The gap between average and elite in sales is rarely talent — it’s perspective. Selling for Success is for sales professionals who refuse to plateau. Each episode reveals the thinking patterns, decision frameworks, and behavioural edges that consistently separate top performers from the majority. No trends. No motivational noise. Just high-value insight you can apply immediately to win complex deals, earn trust faster, and take control of your trajectory. Because in modern sales, small advantages compound — and the professionals who understand this pull ahead fast. Follow now to stay sharp, relevant, and difficult to compete against.

  1. Leadership in Action

    3D AGO

    Leadership in Action

    Send us Fan Mail The biggest leadership test isn’t when things go well, it’s what happens right after someone messes up. I talk through the leadership habits I’ve found make the difference between strong teams and workplaces where people go quiet, cover up errors, and let problems spread. If you manage a sales team or you’re moving into sales management, you’ll recognise how quickly fear can turn into lost revenue, damaged trust, and constant firefighting. I also dig into staff retention and why the “revolving door” is so costly. When salespeople keep leaving, clients lose that steady relationship they value, onboarding never ends, and the manager gets dragged into recruiting, training, and territory coverage gaps. I share what that looks like in real life, especially in large regions where you can’t simply redistribute accounts without creating more problems around workload, reward, and focus. From there, I get practical about leadership communication: the power of making people feel heard, how real listening diffuses tension, and why it’s rarer than most of us think. I also explain how I build alignment with a clear vision and regular team rhythm, then tell a coaching story where a simple shift, “act like you already have the role”, transformed someone’s professionalism and trajectory. If you want better performance, stronger culture, and a safer way to handle mistakes without lowering standards, this one will give you tools you can use immediately. If it helps, subscribe, share it with a manager who needs it, and leave a review. What’s one leadership habit you wish your last boss had practised? Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    23 min
  2. How top salespeople control conversations without being pushy

    APR 26

    How top salespeople control conversations without being pushy

    Send us Fan Mail What separates top salespeople from everyone else isn’t how hard they push—it’s how well they guide. In this episode, we break down how elite sellers stay in control of conversations without ever coming across as aggressive or pushy. You’ll learn how to set clear agendas, ask smarter questions, handle tangents smoothly, and keep deals moving forward with confidence and clarity. If you’ve ever felt like your conversations drift, stall, or end without a clear next step, this episode will give you a practical framework to lead naturally—while still building trust and rapport. Control isn’t about pressure. It’s about structure. And when you get it right, selling feels a whole lot easier. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    23 min
  3. Selling In The Age Of AI

    APR 19

    Selling In The Age Of AI

    Send us Fan Mail AI-driven search is already shortlisting suppliers for buyers, and that changes how we earn attention in sales. I break down what these systems look at and how we can improve our odds with visibility, reviews, and solid face-to-face process.  • why AI shortlisting can help motivated buyers while hiding missed opportunities  • how AI defines “best” through context and objectives  • what data drives recommendations such as reviews, ratings, specs, and behaviour  • why social proof now carries more weight in discovery  • when to ask for reviews and recommendations for the best response  • how sponsored placements and platform rules can shape visibility  • why qualification still matters even with AI-sourced leads  • responding publicly to negative reviews to build trust  Please remember to like and subscribe. Please give me a review, please comment.  Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    17 min
  4. How to run the perfect Discovery Call

    APR 12

    How to run the perfect Discovery Call

    Send us Fan Mail Most deals don’t fall apart at the close—they fall apart in the discovery call. In this episode, we break down a step-by-step playbook for running the perfect discovery call—one that builds trust, uncovers real problems, and naturally leads to a sale without pressure. You’ll learn why most discovery calls fail (and feel rushed or поверхностный), and how top performers take control by setting the right frame from the very start. We walk through exactly how to move beyond surface-level questions and into deeper, more meaningful conversations that reveal what’s really driving your prospect’s decisions. We cover: How to fully understand your prospect’s current situationWhy the first problem you hear is rarely the real oneHow to uncover the true impact of a problem (and build urgency)The role emotion plays in every buying decisionHow to define a clear, compelling future stateHow to qualify opportunities without making it feel like an interrogationAnd how to transition smoothly into the next steps without pitching too earlyIf you’ve ever felt like your deals stall, prospects go quiet, or you’re “doing everything right” but not closing—this episode will show you exactly what’s missing. Key takeaway: When discovery is done right, the sale becomes a natural next step—not something you have to push. 🎧 Next episode: Sales in the age of AI Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    23 min
  5. If Discovery is weak, the deal is already lost

    APR 5

    If Discovery is weak, the deal is already lost

    Send us Fan Mail Most deals don’t fall apart at the end—they were already lost in the very first conversation. In this episode, we break down why weak discovery is one of the biggest hidden reasons deals stall, ghost, or quietly die. If your conversations stay surface-level, prospects feel no urgency, no real connection to the problem, and no clear reason to choose you over anyone else. You’ll learn how to spot weak discovery (and avoid it), why it leads to selling the wrong solution, and how it makes you sound like every other salesperson in the market. We then walk through a simple but powerful framework for running high-impact discovery conversations: Moving beyond basic facts into real problemsUncovering the true business and personal impactTapping into the emotional drivers behind decisionsYou’ll also get practical, high-quality questions you can use immediately to deepen your conversations and build real urgency—without sounding pushy or scripted. If you’ve ever had a deal that “should have closed” but didn’t, this episode will show you exactly where things went wrong—and how to fix it going forward. Key takeaway: Discovery isn’t just a stage in the sales process. It’s the foundation of the entire deal. 🎧 Next episode: How to Run a Perfect Discovery Call (Step-by-Step Playbook) — where we turn these principles into a clear, repeatable structure you can use in every call. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    28 min
  6. Why most deals are won after the meeting

    MAR 29

    Why most deals are won after the meeting

    Send us Fan Mail Most salespeople believe the deal is won in the meeting. It isn’t. The meeting creates clarity. The follow-up creates commitment. In this episode, we break down why momentum after the conversation determines whether opportunities accelerate… or quietly stall. You’ll learn how elite sellers turn strong meetings into structured next steps, stakeholder alignment, and measurable progress — instead of vague promises and calendar silence. We unpack: • Why “Great call — we’ll get back to you” is a warning sign  • How to leave every meeting with defined movement  • The difference between activity and momentum  • Why written follow-up beats verbal agreement  • How top performers design post-meeting control without pressure Because buyers rarely decide in the room. They decide afterwards — when they review risk, consult stakeholders, and weigh urgency. If your deals tend to slow down after strong conversations, this episode will change how you manage momentum forever. Meetings create opportunity. What happens next determines whether it closes. 🎧 Follow the show for practical insights that separate average sellers from elite performers. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    25 min
  7. Why great salespeople rarely get objections (and how you can too)

    MAR 22

    Why great salespeople rarely get objections (and how you can too)

    Send us Fan Mail Most objections aren’t surprises. They’re symptoms. In this episode, we break down why top-performing sellers rarely hear “It’s too expensive,” “We need to think about it,” or “Send me something and we’ll get back to you.” Not because they’re better at rebuttals — but because they prevent resistance long before it surfaces. You’ll learn why objections typically stem from: • Incomplete discovery  • Unclear business impact  • Hidden stakeholders  • Unaddressed risk  • Poor process control We explore how elite sellers surface concerns early, quantify consequences before discussing price, align decision-makers upfront, and structure conversations so buyers feel safe moving forward. Because by the time a buyer raises an objection, the real issue has usually been building for weeks. This episode will help you design cleaner deals, reduce friction at proposal stage, and move opportunities forward with greater control and confidence. Great sellers don’t win arguments at the end. They eliminate objections at the beginning. 🎧 Follow the show for practical insights designed for sales professionals who intend to outperform — not participate. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    21 min
  8. How High Performers Structure Their Weeks — And Why Most Don’t

    MAR 15

    How High Performers Structure Their Weeks — And Why Most Don’t

    Send us Fan Mail Most salespeople don’t have a motivation problem. They have a structure problem. In this episode, we break down the weekly architecture that consistently separates high performers from the rest. Because elite sellers don’t rely on energy or urgency — they rely on deliberate design. You’ll learn how top performers: • Prioritise revenue-generating activity before admin  • Block protected time for prospecting and strategic deal advancement  • Schedule thinking time — not just meeting time  • Review pipeline risk before it becomes panic  • Build skill development into their week instead of hoping experience improves them We also unpack why most sellers resist structure in the first place. Reactive work feels productive. Inbox activity feels busy. But without a deliberate weekly framework, pipeline volatility and stress become inevitable. High performers don’t wait to feel organised. They design their week in a way that makes performance predictable. If you want more control over your pipeline, your time, and your income, this episode gives you a practical blueprint you can apply immediately. 🎧 Listen now and audit your calendar honestly — because your week reveals your priorities, and your priorities determine your results. Welcome to the podcast! Support the show If you have a sales problem you'd like to hear covered in a podcast, please contact me directly. Or, my sales training programme might help! If you'd like help to improve your sales confidence, please jump onto my free (45 minute) on-demand webinar. I'll teach you three things you can apply immediately, including handling objections and closing a sale. Graham Elliott You can contact me at graham@salescraft.training My website is www.salescraft.training Please join my mailing list. You'll get all the news and latest offers. Or... if you've found this helpful, please buy me a coffee!

    25 min
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About

The gap between average and elite in sales is rarely talent — it’s perspective. Selling for Success is for sales professionals who refuse to plateau. Each episode reveals the thinking patterns, decision frameworks, and behavioural edges that consistently separate top performers from the majority. No trends. No motivational noise. Just high-value insight you can apply immediately to win complex deals, earn trust faster, and take control of your trajectory. Because in modern sales, small advantages compound — and the professionals who understand this pull ahead fast. Follow now to stay sharp, relevant, and difficult to compete against.

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