2 MIN SALES TIP: What TOYOTA Taught Me About B2B Sales  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Books. Keen to expand your sales knowledge and upgrade your sales skills? 
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

On this episode, we unpack 7 familiar and well-used ‘Sales Truths’ to work out whether they are still relevant today. Each one has pros and cons and we explore them all before giving each of them a  ‘Sales Myth’ or ‘Sales Mastery’ vote.  

I discuss and dismantle: 

1. Detach from the outcome
2. Curiosity closes more deals than confidence
3. A man convinced against his will is of the same opinion still
4. The real objection is never the first one you hear
5. No pain, no sale
6. Move up the food chain
7. Questions control the conversation  

Connect with Matt: 
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

Books! Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:
CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: When is the Right Time to Send a Quote?  

Connect with Matt: LinkedIn:
https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Books: Keen to expand your sales knowledge? Get a copy of my books: 
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

In this episode, I pitch my latest business venture – The Salescadence Licence using the CAPSTONE pitch framework, created originally by Daniel Priestly and his company, DENT Global.  

I make no excuses for pitching to you the loyal podcast listener, because I believe that this episode will help anyone who is keen to adopt a framework that will deliver a sales pitch in a logical and relevant sequence.  

I hope you find it useful.  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Sign up to the Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Books! Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: What To Ask on a First-Time Discovery Call...  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

In this episode, I sit down with Steve Radford, a sales training expert who has pulled his 25 years of sales experience into a book - How to Sell: Everything you need to think, know and do to have greater sales conversations.   

As AI becomes ever more pervasive, your ability to have conversations that customers find enjoyable, insightful and productive becomes ever more important. We discuss this issue and the following 3 guiding principles within the book:  

• How you need to think - six fundamental sales mindsets
• What you need to know - five essential areas of sales knowledge
• What you need to do – seven steps for greater sales conversations  

Connect with Steve: 
LinkedIn: https://www.linkedin.com/in/realsteveradford/
Get Steve’s Book: Order here.  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Books! Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MINUTESALES TIP: Think Stories Sell? Think Again.  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Newsletter: http: https://www.salescadence.co.uk/  

The Salescadence Licence. Ever thought about running your own sales training & coaching business but don’t know how to start – START HERE!  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: Don't Discount - Do This  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Has the B2B Buyer changed COMPLETELY?  

That’s what's up for debate on this episode, because there’s a fair case to suggest that the rules of engagement have not just shifted, they’ve catapulted towards automation and AI and that the era of P2P selling is over!  

Listen and you’ll hear my take on how modern buyers deal with:

• The rise of self-directed research
• Information overload
• Increased buyer signoff hierarchy
• Spending less time with sellers  

I also share what hasn’t changed in sales and is unlikely to change anytime soon
Plus 3 pieces of traditional sales wisdom which continues to stand the test of time – enjoy!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Leads to Sales training workshop – 13.09.25 – more info and book your place here.

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: Deals Stalling? Do This.   

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There’s a reason why some companies consistently hire high-performing salespeople - and it’s not about inflated salaries or over-hyped job ads.

It’s about thinking like a recruiter. In this episode, I sit down with Jimmy Armitage, a seasoned recruiter who challenges his clients to build a sound commercial business case before they hire - and then uses that blueprint to attract and select the right sales talent. 

If you want to understand how the best sales recruiters find and hire top performers, this episode is a must-listen. 

Connect with Jimmy:
LinkedIn: https://www.linkedin.com/in/jimmy-armitage-yourwavelength/
Website: https://yourwavelength.co.uk/  

CALIBRATE Sales Audit: Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

2 MIN SALES TIP: End Better  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Sales Professional? Want to benchmark your sales skills against the best in your industry? Take The Salescadence Sales Audit and find out.  

B2B Sales Leader? Looking for clarity around why your sales process isn’t working? Learn about the Calibrate Sales Audit here.  

Keen to expand your sales knowledge? Get a copy of my books:
‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There may be trouble ahead! The UK economy is flat-lining, the word on the streets is there’s more pain to come and none of this is helping salespeople create pipeline.

So how can you inject some optimism and engagement into a stagnant marketplace? 

In this episode, I sit down with Chris Reeve, founder at Reeve Social Media, to hear his advice on how to leverage LinkedIn during an economic downturn and set yourself up for social media success.

If you used to post on LinkedIn as part of a lead generation strategy – and now you don’t, this episode is the tough-love you’ve been waiting to hear!  

Connect with Chris:
LinkedIn: https://www.linkedin.com/in/chrisreevo/
Website: https://www.reevesocialmedia.co.uk/  

Are you a B2B Sales Leader looking for clarity around your total sales process?
Learn about the Calibrate Sales Audit here.

Are you a Sales Professional who wants to benchmark your sales skills?
Take The Salescadence Sales Audit and find out.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

There’s a reason why most Sales job adverts fail to attract top sales talent and it all lies in the fundamental principles of selling. 

In this episode, I sit down with David Revell, founder at Charta Recruitment, to talk about why most sales job ads read like ransom notes and what employers can do to become more visible in their hiring process.

If you’re currently hiring for a sales role, this episode is well worth listening to!  

Connect with David:
LinkedIn: https://www.linkedin.com/in/david-revell-8b0929b6/
Website: https://chartarecruitment.com/  

Are you a B2B SME looking for clarity around your total sales process?
Learn about the Calibrate Sales Audit here.

Are you a Sales Professional who wants to benchmark your sales skills?
Take The Salescadence Sales Audit and find out.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

It’s a common acceptance that 60% of the sales cycle is over before a buyer talks to a sales person.

In this episode, I explore the evidence that supports this belief, share what each of the steps in the Buyers Journey looks like and why salespeople need to know. 

I also unpack the 6 destinations that Buyers can find themselves in on a 1st time discovery call with an uneducated seller:

The Corridor of Uncertainty
The Equality Gap
The Path of Most Resistance
The Valley of Plenty
The Trip to the Promised Land
The Next Step  

Grab a pen, this one’s worth taking notes about!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Are you a Sales Professional who wants to benchmark your sales skills? Take The Salescadence Sales Audit and find out.

Are you a B2B SME looking for clarity around your total sales process? Learn about the Calibrate Sales Audit here.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I share some insights into the world of Trade Shows and offer some advice around how to get more out of attending – be that as an exhibitor or an attendee.

I also unpack a ‘pitch’ framework that I share with my clients to help them deliver a compelling conversation-starter with those potential customers who visit their stand:

P – Profile
I – Issue
T – Treatment
C – Credibility
H - Hustle  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

On this episode, I’m joined by therapeutic coach Cassandra Andrews, who works specifically with high-net-worth men in their forties, who despite their success, are searching to find new purpose in their life.

We explored how Cassandra makes it easy for her ideal client to self-diagnose and shares how providing complimentary self-help tools can support lead generation. 
 
Connect with Cassandra:
LinkedIn: https://www.linkedin.com/in/cassandraandrews/
Website: https://www.cassandraandrews.com/
Her Scorecard link is: https://www.cassandraandrews.com/scorecard
The Journaling link is: https://www.cassandraandrews.com/journaling  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here  

In this episode, I explore some of the options available to anyone in sales who is struggling and offer advice around how they can take matters into their own hands and start the process of improvement.

Sales isn’t easy, I’m not suggesting it is. But I am suggesting that the help needed to fix a failing sales strategy is there – you’ve just got to know where to look and who to ask!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I expose some of the risks companies face when they invest in sales training and the reasons why some training fails to deliver – these are:

1. A lack of purpose
2. Who’s in the room
3. A lack of aftercare
4. Zero reinforcement
5. An absence of Sales Management

Maintaining regular sales training to deliver long-term sustainable change is essential in today’s fast-changing, buyer-centric global marketplace.

This episode is for every Sales Leader who is looking to ensure they get more back than then invest and includes the questions you HAVE TO ask if you want that to happen.   

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out  

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals

Want to talk about improving your sales results? You can book a complimentary 15minute call here

In this episode, I share 8 pieces of advice that will help support a sales strategy based on finding new business within existing customers – these are:

1. Get the basics right - know your numbers
2. Keep what you’ve got - retention strategy
3. Prune your database - search for ICPs
4. Seller beware! Tenders and RFPs suck
5. Account based marketing - hyper-focussed campiagns
6. Events and exhibitions - zig not zag
7. Keep your enemies close
8. Strive to be a KPI - live rent-free in your clients head

Yes, keep prospecting for new business, but don’t ignore the hidden goldmine already sitting in your customer database. Trust me, selling warm is way more effective than selling cold.  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Want to benchmark your sales effectiveness? Take The Salescadence Sales Audit and find out. 

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books:

‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.

‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here