Sell Like You

Harriet Mellor
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Sell Like You

Welcome to Sell Like You, the podcast that's here to revolutionise your approach to sales. I'm Harriet Mellor, your host, Sales Coach, Consultant, Entrepreneur, and founder of Your Sales Co.  Over 17 years, I've empowered hundreds of global companies, including my own, to skyrocket their revenue and qualify more leads using simple, effective strategies. In this podcast, I'll peel back the curtain on my journey from zero to generating $10 million annually, sharing how I built and sold a multi-six-figure business in under 3 years. Whether you're aiming for $10k months or eyeing 8-figure growth, I've got you covered with proven methods that deliver results. Join me each week for actionable tactics and strategies to boost lead generation, attract dream clients, and close more deals—without relying solely on marketing; I'll share how to sell like you!  And here's the best part: nothing is off-limits. I'll spill all my secrets and introduce you to top-notch guests who are crushing it in business and sales. Because as they say, your net worth is your network. If you're ready to dive deep, think big and achieve more, hit that subscribe button now.  And for instant sales insights and tips, be sure to connect with on LinkedIn 'Harriet Mellor'. Let's make your sales dreams a reality.

  1. 6 DAYS AGO

    Breaking Barriers in Tech Sales: Empowering Women to Thrive

    In this episode, I sit down with three inspiring women shaping the future of tech sales: Sunny McPhillips, Kate Basten, and Natasha Lambert. From navigating male-dominated spaces to championing diversity and inclusion, this candid conversation dives into the unique challenges and opportunities women face in the tech sales industry. The guests share their journeys, revealing how they "fell into" the world of sales and turned unexpected beginnings into thriving careers. Whether you’re just starting out or looking to level up, this episode is packed with relatable stories, actionable advice, and a celebration of women breaking barriers in tech sales. In this episode, we discuss: The power of mentorship and why it’s essential for career growth How diversity in teams sparks innovation and stronger problem-solving Standing out as a woman in a male-dominated industry Balancing personal and professional goals while achieving career success The importance of backing yourself and staying agile in your career Key Takeaways: The Value of Mentorship: Seek guidance, give back, and embrace both formal and informal mentorship opportunities. Diversity Drives Success: Diverse teams bring unique perspectives, which lead to better outcomes and enriched workplace cultures. Standing Out Matters: Harness your individuality—whether it’s through your name, your experiences, or your approach to problem-solving. Flexibility is Key: From navigating parental leave to embracing part-time leadership roles, creating space for flexibility can transform the workplace. Back Yourself: Believe in your abilities, trust your instincts, and don’t shy away from showcasing your achievements. By the end of this episode, you’ll feel inspired to embrace your unique journey, seek out mentors, and champion diversity in your own sales career. Tune in to discover how these incredible women are making their mark in tech sales—and how you can too! PARTICIPANTS BRIEFS Sunny McPhillips - Connect with Sunny on LinkedIn HERE Sunny McPhillips is a dynamic professional in the IT distribution sector, currently serving as a Vendor Manager at Nextgen Group. With a background in visual communications, she transitioned from marketing roles to vendor management, bringing a creative and people-centric approach to her work. Sunny's journey reflects her adaptability and passion for fostering strong relationships within the tech industry. Kate Basten - Connect with Kate on LinkedIn HERE Kate Basten is the Go-To-Market Business Manager for Australia and New Zealand at Arista Networks. Her career began in recruitment before moving into IT distribution, where she held various roles that showcased her versatility and leadership. Kate's experience spans over a decade, during which she has developed a deep understanding of the tech sales landscape and a commitment to driving market strategies. Natasha Lambert - Connect with Natasha on LinkedIn HERE Natasha Lambert is a District Sales Manager at Palo Alto Networks, leading a team of eight in the cybersecurity sector. Starting her career in dispatch and receipt, she progressed through partner, distribution, and vendor roles, eventually specializing in cybersecurity. Natasha's extensive experience and leadership skills have been instrumental in her success in the tech sales industry.

    48 min

  2. DEC 9

    Why I Never Reconfirm Meetings (and How It Works for Me)

    To Reconfirm or Not? My Honest Take on Meeting Etiquette Welcome back to Sell Like You! In today’s episode, I’m diving into a topic that sparked some serious debate on LinkedIn: reconfirming meetings. After running a poll, I realized I wasn’t alone in my thoughts—and I can’t wait to share my approach and the insights we uncovered. Here’s the thing: I never reconfirm meetings. If it’s in my calendar, it’s happening. For me, reconfirming feels like giving the other person an out. But, full disclosure, there’s one exception—I’ll reconfirm if I’m secretly hoping they’ll reschedule and give me some time back. (Yes, guilty as charged!) Here’s what the poll revealed: 69% of respondents agree—no reconfirmation needed if it’s already accepted. 23% prefer to send an email reminder 24-48 hours before. Just 3% make a call, while 5% use other methods like Outlook notifications. This episode is packed with my personal experiences and strategies for managing meetings effectively: Trust the Calendar: Your calendar is your best friend. If it’s booked, it’s happening. Set Clear Next Steps: Always wrap up meetings with specific follow-ups and a time for the next conversation. Test and Learn: If you usually reconfirm, try skipping it for a month and see if it saves you time or reduces no-shows. I also dive into exceptions for long-term bookings (think months out) and high-profile clients. Even then, I recommend setting expectations and using tools like automated reminders to keep things simple. If you’re still unsure, think about this: reconfirming could be costing you valuable time. And let’s face it—if someone doesn’t plan on showing up, they probably weren’t going to tell you anyway. So, what’s your approach? Do you reconfirm, or are you team “trust the calendar” like me? Let me know—I’d love to hear your thoughts! For more tips, resources, and insights, head over to Your Sales Co. Thanks for listening, and as always, happy selling!

    10 min

  3. DEC 2

    Closing Strong: Preparing for Year-End Sales Success

    December can be a tricky time for sales, but it’s also full of opportunities—if you approach it the right way. In this episode of the Sell Like You podcast, I share practical tips to help you reframe your mindset, make the most of the holiday season, and prepare for a strong start in January. Whether you’re feeling the December scaries or looking for ways to help your team stay motivated, I’ve got you covered with actionable advice to keep momentum going. What We Cover in This Episode: Mindset is Everything: Why the way you think about December directly impacts your results. If you believe no one wants to buy, you’re already setting yourself up for challenges. Leverage Warm Leads: December is the perfect time to reconnect with prospects who’ve already engaged—through events, downloads, or past inquiries—and reignite the conversation. Plan Ahead for January: Not all deals will close or get traction in December, but now is the time to lock in meetings and opportunities for the new year. This proactive approach sets the stage for success. Industry-Specific Timing: Every industry operates differently around the holidays. Understanding your clients’ timelines, school holidays, and leave schedules will help you better align your outreach. Supporting Your Team: As a sales leader, your team’s energy and motivation will reflect your own. I share how to keep them focused on activities (like fact-finding and pipeline nurturing) when outcomes feel harder to achieve. Practical Tips from the Episode: Use December to qualify leads and identify roadblocks before they arise. For deals that need to close now, align your offer with your prospect’s priorities and the impact of timing. If a lead isn’t ready to act, secure a follow-up for January to keep the conversation going. As I always say, “Every month is a great time to sell when you’re prepared.” December might not be the easiest month, but it’s full of opportunities for those who know how to approach it. 🎧 Tune in to this episode for tips to shift your mindset, energise your team, and make the most of the holiday season. Let’s end the year on a high and gear up for an even better start to January!

    9 min

  4. NOV 25

    Inside Our Sales Onboarding Process: The First 2 Weeks

    In this episode, I share insights into the first two weeks of onboarding Owen, our new Lead Development Rep (LDR), and how structured onboarding can transform new sales hires into confident, capable contributors. Onboarding isn’t just about paperwork and introductions—it’s about equipping new team members with the knowledge and tools to succeed. I share the entire process, from introducing company values and outlining expectations to leveraging the Tech Sales Accelerator (TSA) program for hands-on learning. And how he hit the phones within 2 weeks of NO past sales or tech experience!! You’ll learn how incorporating role play, live call exposure, and end-of-day recaps builds confidence and helps new hires hit the ground running. Also touching on why balancing high expectations with supportive guidance makes a lasting difference. Key Takeaways: Structured Onboarding Matters: Set clear expectations and guide new hires with a mix of foundational learning and real-world application. The Role of the TSA: How our Tech Sales Accelerator program helps integrate learning and practical experience. Daily Recaps and Role Play: Create a routine of reflection and simulation to boost learning and build confidence. The Power of Live Call Exposure: Show new hires what good looks like and build their confidence through practical demonstrations. If you’re hiring or looking to refine your onboarding process, this episode is full of actionable strategies to create a seamless transition for new sales reps. Tune in for a behind-the-scenes look at how we support our team’s growth and set them up for long-term success!

    31 min

  5. NOV 18

    Why Most Cold Calls Fail: 4 Mistakes to Stop Making Today

    In this episode, I break down four common mistakes that are hurting your cold calls and costing you opportunities. Cold calling isn’t easy, but by avoiding these pitfalls, you can dramatically improve your success rate and build more productive conversations with prospects. We dive into the critical elements of a successful cold call, from the importance of familiarity to the energy you bring to the call. I also share tips on how to approach scripts, handle brush-offs with confidence, and ask meaningful questions that lead to real opportunities. Key Takeaways: Avoid the Obvious Cold Call: Sound confident, use their name, and ensure your introduction feels natural. Bring High Energy: Switch from scripts to bullet points to avoid monotone delivery and stay engaging. Get to the Point: Don’t waste time with irrelevant questions; have a clear purpose for each call. Handle Brush-Offs Gracefully: Learn to ask one more relevant question to gather useful insights without annoying the prospect. If you’re ready to make your cold calls more effective, this episode is packed with practical advice on connecting with prospects in a genuine, valuable way. Make the most of every call by sidestepping these mistakes and focusing on what really works. Tune in, and let’s make your next call a win!

    6 min

  6. NOV 11

    Sales on the Move: How Proximity Can Be Your Secret Sales Strategy

    In this episode, discover how travel and proximity can elevate your sales strategy and open doors to meaningful connections. Whether it’s a business trip or personal travel, there’s always a chance to turn location into an advantage. From suggesting a casual coffee chat to mentioning you’re “in their area on Wednesday if they’re free,” learn how small adjustments in your approach can make it easier for prospects to say "yes." This episode delves into how being nearby is a powerful, low-pressure way to meet new contacts and build stronger relationships face-to-face—an advantage that online outreach can’t quite match. Main Points: Proximity Outreach: How reaching out with a specific day and time like “I’m nearby on Wednesday if you’re free for a quick intro” makes it easier for contacts to say yes. LinkedIn Location Filters: Tips on filtering contacts by location to plan meetings effectively while traveling. In-Person Impact: The unique trust-building benefits of face-to-face interactions and how they can lead to unexpected opportunities. Travel-Based Networking: How to use your travel schedule to create networking opportunities that feel natural and convenient for both you and your prospect. Broadening Your Connections: Why using your travel time to meet clients, partners, and new prospects can deepen your network meaningfully. Whether you're on a work trip or traveling for leisure, this episode will inspire you to make the most of your travels by turning them into valuable networking moments.

    11 min

  7. NOV 4

    Mindset Mastery: How to Make Cold Calls Less Daunting

    In this episode, we explore the transformative role of mindset and belief in successful sales outreach. From boosting your confidence to creating genuine connections, the right mindset can turn cold calling into an opportunity treasure hunt! We dive into how belief in yourself—and in what you’re selling—can impact the outcome of your calls. It’s no secret that outreach can be tough, but as you start seeing small wins, your confidence will grow. I share my journey in sales, starting with zero passion for sales and ultimately transforming into someone who was driven to sharing the outcomes and problem solving with ideal clients through a mindset of 'you're welcome'! Key Takeaways: Mindset Overhaul: Why belief in your product or service is key to outreach success. Building Confidence: How repetition and small wins can make cold calling enjoyable. Reframing Objections: Tactics for handling objections with respect and curiosity. Adding Value Over Selling: Focus on educating and serving your prospects to create trust. Finding More Reasons to Engage: How small pieces of information gathered today can fuel future outreach. By adjusting your mindset, you’ll be able to approach each call with confidence, handle objections without losing momentum, and build genuine connections. Plus, discover a practical self-assessment tool to evaluate your outreach strategy and start turning those outreach flops into successes. Tune in to develop a winning mindset that makes every call feel like an opportunity to add value and make a meaningful connection!

    11 min

  8. OCT 30

    Tech Sales Series: Adapting to Diverse Markets: Tech Sales Insights with Jon Fox

    Discover the secrets behind tech sales success; from setting goals to navigating cultural nuances, we cover it all in this episode. Join us as we talk with Jon Fox, the APJ Channel and Alliances Vice President at CrowdStrike. Jon shares his fascinating journey from being a professional golfer to becoming a top performer in tech sales and now empowering top performers within partners and the business. With over two decades of experience, Jon offers invaluable insights into the world of tech sales, partnerships, and navigating diverse markets. In this episode, we discuss: Jon's unique journey into tech sales, starting as a professional golfer The rigorous sales training methods he experienced early in his career Differences in sales approaches between distribution, vendors, and integrators The importance of building relationships and trust in tech sales Adapting sales techniques to different cultures and markets within the APJ region The impact of remote work on sales strategies post-COVID Key attributes of successful salespeople in the tech industry Tune in to discover the keys to success in tech sales and learn how to adapt your strategies to thrive in diverse markets. Be sure to connect with Jon on LinkedIn and explore the support available from CrowdStrike.

    28 min
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About

Welcome to Sell Like You, the podcast that's here to revolutionise your approach to sales. I'm Harriet Mellor, your host, Sales Coach, Consultant, Entrepreneur, and founder of Your Sales Co.  Over 17 years, I've empowered hundreds of global companies, including my own, to skyrocket their revenue and qualify more leads using simple, effective strategies. In this podcast, I'll peel back the curtain on my journey from zero to generating $10 million annually, sharing how I built and sold a multi-six-figure business in under 3 years. Whether you're aiming for $10k months or eyeing 8-figure growth, I've got you covered with proven methods that deliver results. Join me each week for actionable tactics and strategies to boost lead generation, attract dream clients, and close more deals—without relying solely on marketing; I'll share how to sell like you!  And here's the best part: nothing is off-limits. I'll spill all my secrets and introduce you to top-notch guests who are crushing it in business and sales. Because as they say, your net worth is your network. If you're ready to dive deep, think big and achieve more, hit that subscribe button now.  And for instant sales insights and tips, be sure to connect with on LinkedIn 'Harriet Mellor'. Let's make your sales dreams a reality.

Information

  • Creator
    Harriet Mellor
  • Years Active
    2022 - 2024
  • Episodes
    102
  • Rating
    Clean
  • Copyright
    © Harriet Mellor
  • Show Website
    Sell Like You

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