The Supercharge Your Sales Velocity Podcast

Ambition transforms sales when you can see the full potential of every account and build a process to capture it.In this episode of the Supercharge Your Sales Velocity podcast, Fergal is joined by Dennis Deal Sorenson, CEO of Cove Group and co-founder of Horizons West. Dennis has built a reputation for turning sales teams into high-performing growth engines through his focus on ambition, strategy, and execution.Dennis explains how to look beyond quotas and short-term targets to uncover the total potential of an account.He shares his philosophy on ambition as the precursor to strategy, teaching sales leaders how to build multi-year account plans that expand thinking and unlock bigger deals.Together, they discuss the practical frameworks of strategic account planning, the GOST execution model, and the four Ps of sales: plan, prepare, practice, play.Timestamps00:00 Introduction to Dennis Sorenson01:20 The origins of ambition in sales10:25 Building plans to unlock total potential12:02 Overcoming objections and pushing past limitations15:00 The four Ps of sales: plan, prepare, practice, play17:57 Strategic account planning23:12 Execution and the GOST framework26:40 Using strategic planning for both accounts and prospects28:07 The role of AI in sales strategy and execution31:20 Talent, hiring, and building high-performing teamsIf you enjoyed this episode, make sure to subscribe to the podcast, share it with your network, and leave a review to help us reach more sales leaders!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Dennis SorensonLinkedIn: Dennis Deal Sorenson

Enterprise sales isn’t about pushing products. You need trust, strategy, and innovation to win multi-million-dollar deals.Fergal is joined by Eamonn Hughes, VP of Corporate Financial Affairs at Johnson Controls.With over 30 years’ experience leading global sales teams and driving adoption of technologies from enterprise analytics to IoT and smart building solutions, Eamonn shares a career’s worth of insights into the art and craft of selling.He goes deep into methodologies such as challenger selling and insight-based selling, showing how to transform complex technology into compelling stories that win senior-level buy-in.The conversation also covers the transition from sales rep to sales leader, the vital role of coaching and mentoring, and how account planning can unlock growth in large enterprise accounts.Fergal and Eamonn finish the episode by exploring the impact of generative AI on enterprise sales.Timestamps00:00 – Introducing guest Eamonn Hughes01:35 – Lessons from the early days of sales07:50 – Breaking into IoT and smart building innovation14:09 – Coaching and mentoring in sales20:50 – Account planning and strategies for enterprise growth25:15 – Generative AI and the future of selling30:17 – Get in touch with EamonnIf you enjoyed this conversation, don’t forget to subscribe to the podcast, leave a review on Apple Podcasts or Spotify, and share this episode with your network!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Eamonn:LinkedIn: Eamonn Hughes

Confidence is not just something you are born with, it is a skill you can build and use to change the way you show up in your career and relationships.Fergal is joined by Vanessa to explore the power of confidence in business, sales, and leadership.Vanessa shares her journey of moving from a technical role into becoming a trusted advisor, showing how confidence shaped the way she connected with others and built influence in her industry.Vanessa discusses the challenges facing the tech world, the opportunities and risks of AI and automation, and the importance of adapting to constant change.They also explore the role of sales coaching, cultural differences in communication, and the way human connection drives long term results.Toward the end of the conversation, Vanessa introduces mindfulness and breath work as practical tools for managing stress and staying focused.Timestamps00:00 Introduction to Vanessa01:17 The biggest challenges facing the tech industry today02:05 Why confidence and human connection are essential for success03:10 How sales coaching helps professionals become trusted advisors05:20 Vanessa’s shift from technical expert to trusted advisor07:50 Adapting to AI and rapid changes in technology08:34 Vanessa’s approach to training and coaching teams15:09 Understanding cultural differences in communication20:14 Career advice, networking tips, and building strong relationships28:32 The value of mindfulness and breath work in business31:24 Closing reflections and how to connect with VanessaIf you found value in this episode, please subscribe, share it with your network, and rate/review the show!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Vanessa:LinkedIn: Vanessa PorterWebsite: https://www.beelinecommunications.com/

What does it take to thrive in sales, lead with diversity, and grow a business from scratch on LinkedIn?Dr Elisha Foust joins Fergal to talk about how she went from getting a PhD in ethics to leading sales and go-to-market teams in some of the world’s biggest enterprises and startups.She talks about why she thrived in the energy of sales teams, the lessons she learned from the pressure of being a sales manager and how she founded the Women of Teradata network to champion diversity in tech.Now the founder of Future By Design, Elisha talks about LinkedIn growth, selling yourself as a founder, handling adversity, and reframing imposter syndrome.Timestamps00:00 Intro to Elisha Foust01:00 How Elisha went from academia to sales03:14 Leading the Women of Teradata network05:17 A balanced look at the future of DEI initiatives08:05 First experiences with sales and leading sales teams14:13 Accountability when running your own business16:36 The story behind founding Future By Design18:03 How Elisha grew her business through LinkedIn marketing22:08 Building resilience and handling adversity in your career24:38 Reframing imposter syndrome and building confidence28:26 Practical advice for anyone starting a business31:34 The future of sales in the age of AI34:11 Connect with ElishaIf you enjoyed this episode, please subscribe to Supercharge Your Sales Velocity Podcast and leave us a review. It really helps us reach more people in the sales community!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollConnect with ElishaWebsite: www.future-by-design.co.ukLinkedIn: Elisha Foust

To kick off Season 3 of the podcast, Fergal sits down with Steve Fiore, a seasoned sales and customer success leader with over 25 years of experience driving revenue and leading high-performing teams.In this chat, Steve opens up about the highs and lows of his career. After being losing his job, he decided to approach the job search in a completely different way and treat it as he would a prospect.He talks about how focusing on the right opportunities, being clear on your ideal company profile, and building confidence can completely change how you approach finding your next role.He shares practical advice for anyone in sales or customer success, from staying resilient during slow periods to setting better boundaries so work doesn’t take over your life.You will also hear about Steve’s time as an adjunct professor, his TEDx talk on productivity, and why confidence, whether in selling or job hunting, is one of the biggest differentiators you can bring.Timestamps00:00 Intro to Steve Fiore01:04 Career transitions and the value of taking time off02:35 The right strategy to search for a job06:12 The importance of networking06:54 Standing out from other applicants09:31 The reality of job hunting15:03 Job search tips and spotting red flags16:54 How scammers target job seekers17:40 Building confidence20:43 Steve’s advice on staying out of debt23:44 Steve’s experience as an adjunct professor27:51 Productivity lessons learned during COVID30:37 Setting boundaries and balancing work with life35:44 How to connect with SteveIf you enjoyed this episode, don’t forget to subscribe to the Supercharge Your Sales Velocity Podcast for more insights from top sales leaders. Please rate and review the show to help us reach more listeners.Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Steve:LinkedIn: Steve FioreTEDx Talk: How Drinking Olive Oil and Curiosity Changed My LifeWebstie:  www.rootedandrefinedliving.com

In our final episode of Season 2, Fergal is sitting down with Andy Jaffke, VP of Sales, coach, and co-author of Teams Win Championships.With over 30 years in the sales world, Andy shares how he leads a high-performing international sales team while staying committed to his health, his family, and his passion for coaching.They talk about time management systems, strategic account planning, the power of AI tools like Gemini and CoPilot, and what it really takes to build trust with clients.He also shares the inspiration behind his book and what it was like to co-write it with four other individuals.Timestamps00:00 Introducing Andy Jaffke01:17 Managing a large sales territory03:55 Balancing work and personal life with the Top 3 Planner07:33 Using AI (CoPilot, Gemini) to support sales09:15 How Andy makes time for coaching every week12:14 Building a competency-based sales framework14:32 Strategic account planning and management18:46 Building trust and intimacy with clients20:28 Strategic account planning and QBR23:00 Writing Teams Win Championships27:58 Sales principles that still stand today30:52 Embracing Gen AI in sales34:05 Transitioning newsletter to Substack35:54 How to attract more young people into the sales profession37:09 Get in touch with AndyEnjoyed this episode?Be sure to follow the podcast so you never miss an upload!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Andy:LinkedIn: Andy JaffkeAndy’s Newsletter: Substack

If you want to learn more about the neuroscience behind selling, this is the episode for you.Fergal sits down with Silvia Li, founder of BrainSells Global, a company that blends neuroscience, co-creation, and commercial strategy to help companies close deals faster.Silvia shares her unique journey from helping her father’s import-export business at age 10 to transforming the sales strategies of Fortune 500 companies. She chose sales as her career path, driven by a fascination with human connection, trust, and the psychology behind buying decisions.Silvia challenges the traditional hunter vs. farmer sales mindset and shares how co-creation, neuroscience, and autonomy are reshaping modern sales.She speak about the power of feedforward over feedback and unpacks strategies to overcome client radio silence and accelerate deal velocity.Timestamps:00:00 Intro to Silvia Li00:56 Selling at the age of 1002:18 Transition to a Sales Career04:08 The Hunter vs. Farmer Debate07:12 Building Skills and Crafting a Sales Career08:58 The Birth of Brain Cells Global11:21 Co-Creation and Client Engagement16:19 Asking Different Questions19:21 The Concept of Feed Forward23:02 Shortening the Sales Cycle27:16 Building Trust with Neuroscience32:07 Get in touch with SilviaMake sure as always to share this episode with someone who you think will find it helpful and rate the show if you enjoyed!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Silvia:LinkedIn: Silvia LiBrainSells: https://brainsells.com/

Revenue is everyone’s business!In this week’s episode of Supercharge Your Sales Velocity Podcast, Fergal is joined by Arthur Velasquez, founder of Better Revenue Teams.With over 30 years of experience leading sales ops and scaling revenue across startups and enterprise organisations, Arthur shares his philosophy on building truly aligned go-to-market teams that drive sustainable growth.Arthur explains how compensation models often fall short and offers ideas for aligning sales, customer success, and onboarding to ensure everyone is pulling in the same direction.They also explore what makes a high-performing revenue team, how sales leaders can win the hearts and minds of their reps, and the value of marginal gains in sales performance.Arthur shares how he uses AI to improve productivity and why practice, preparation and consistency are still key for sellers today.This episode is packed with practical insights for CROs and sales leaders.Timestamps00:00 Intro to Arthur01:31 About Better Revenue Teams03:00 The Double Funnel Framework08:11 Revenue Operations and Compensation11:43 Customer Success18:58 Viewing Sales as a Professional Sport22:47 The Power of Marginal Gains24:02 The Importance of Preparation for Meetings25:48 Leveraging AI for Sales Efficiency31:47 Winning the Hearts and Minds of Sellers35:50 Sales Acceleration Formula39:19 Building Trust with Today’s Buyers42:25 Get in Touch with ArthurConnect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Arthur:LinkedIn: Arthur VelasquezEmail: [email protected]

Stand-up comedy and sales have a lot in common, and this week Bill Conry is going to explain how.A former LinkedIn and Gartner sales leader turned stand-up comedian and co-founder of Corporate Charisma, Bill brings a unique perspective to sales enablement, drawing from his experience in comedy to teach sales teams how to present with charisma, tell better stories, and genuinely connect with audiences.They explore:How comedy techniques like cold opens and storytelling improve presentationsWhy most sales meetings are boring and how to fix themThe role of pausing and silence in building engagementBeing authentic with the emergence of AIThe power of doing something different in your presentation to gain attentionShownotes00:00 Intro to Bill Conry00:59 Getting into comedy02:55 The start of Corporate Charisma05:50 Overcoming the fear of public speaking07:06 The importance of communication skills11:19 Techniques for effective presentations17:39 The memory palace technique20:47 Making sales presentations engaging25:11 Example of a cold open26:55 Tips for sales managers to make meetings more interesting29:56 Preparing for public speaking34:12 The importance of authenticity in sales37:10 How to react when your sales conversation is tanking41:43 Where to find BillThanks so much to Bill for all the great insights!If you enjoyed the episode, make sure to rate the show five stars and subscribe.Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Bill:Website: Corporate CharismaCorporate Charisma LinkedIn: Corporate Charisma on LinkedInBill’s LinkedIn: Bill ConryComedy Instagram: BCON101

All founders need to listen to this!Fergal is joined today by Heath Barnett, VP of Revenue at Mixmax.From launching his first company in his early 20s to leading high-performing revenue teams at Uber, Airwallex and Mixmax, Heath opens up about the highs and lows of founder life, including the personal cost of burnout, and how those experiences now shape the way he builds sales teams.He also shares his take on AI in the sales world and also what he’s learned from starting his own podcast.Fergal and Heath also discuss:How the “Plan Selling” framework worksWhy BANT and MEDDIC no longer cut itThe importance of aligning with buyer prioritiesBuilding full-cycle AEs to improve pipeline flowThe future of SDRs and sales roles in the AI eraHow to create a sales culture of accountability, ownership and gritTimestamps00:00 Intro to Heath00:44 Lessons Learned from the First Startup09:02 Joining Mixmax and Revolutionising Sales Engagement13:00 AI in Sales14:54 What most sales frameworks get wrong21:26 Qualifying Leads with CHAMP22:20 “Plan Selling” explained24:36 Incentives, onboarding and long-term account growth25:45 Changes in SDR and AE Roles35:54 The Revenue Bow Tie Model38:12 Launching a Podcast41:38 Where to find HeathThank you again to Heath for coming on the podcast! If you enjoyed the episode, don’t forget to subscribe and rate the show 5 stars.Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Heath:LinkedIn: Heath BarnettPodcast: Mixology by MixmaxWebsite: Mixmax.com

From being fired four times at the start of his sales career to becoming one of the most insightful voices in sales today, Fergal is joined by Alan Versteeg, co-founder and Chief Revenue Officer at Growth Matters International.Alan shares his transformative journey and the frameworks he now teaches to global sales organisations. He has helped sales teams in over 45 countries elevate performance by turning sales managers into real sales leaders.In this conversation, Alan and Fergal discuss why sales must be treated as a profession, how to shift away from random selling toward deliberate practice, and why sellers need to act more like guides than vendors.Alan also breaks down the difference between coaching and mentoring, and how proper pipeline and deal review frameworks lead to forecast accuracy and sustainable growth.Finally, they explore the powerful role AI plays in sales and how to use it effectively so you don’t get left behind.Timestamps:00:00 Alan’s advice to his younger self04:20 The importance of continuous learning in sales05:32 Why salespeople should act like Sherpas, not vendors06:55 Effective sales coaching11:30 Challenges in pipeline management and forecasting16:06 Sales pressure and organisational culture17:39 The ineffectiveness of traditional sales tactics20:21 What true impact looks like in a sales role23:06 Account planning mistakes most teams make28:50 The role of AI in sales efficiency and effectiveness34:27 Where to connect with AlanIf you enjoyed this episode, make sure to share it with someone you think will find it helpful. See you again next week!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Alan:LinkedIn: Alan VersteegWebsite: https://www.growthmattersintl.com/

In this insightful conversation, Fergal sits down with Angel Evenson, a consultant, coach, children's author, and actor. They discuss the pivotal career moments that shaped her life and business.Angel opens up about the identity crisis that comes with redundancy, the burnout she saw in herself and now sees in founders, and the surprising role storytelling and theatre have played in her growth.They explore what it really takes to step away from founder-led sales, why some leaders stay stuck in the hustle, and how to take back your time.They explore the common challenges founders face when trying to scale, especially around hiring salespeople too early, relying on undocumented processes, and burning out by staying in a “Chief Hustle Officer” mindset.Later in the episode, they discuss how storytelling became one of Angel’s most powerful tools both in sales and on stage!From acting in Death of a Salesman to writing a children’s book during COVID, Angel shares how pushing herself outside her comfort zone has played a key role in her growth.Timestamps:00:00 Angel's Background and Career Journey03:33 Building a Side Hustle05:52 Helping Founders Scale and Overcome Challenges07:26 The Importance of Documenting Sales Processes11:29 Embracing Uncomfortable Situations for Growth14:51 Angel's Acting Experience19:19 The Power of Storytelling in Sales19:52 Developing Storytelling Skills23:09 Becoming a Children's Book Author25:16 Writing a Business Book27:16 Challenges in Sales Leadership30:21 Effective Time Management Strategies35:39 The Importance of Preparation in SalesIf you enjoyed this conversation with Angel, make sure to hit subscribe and share this with someone who you think will find it helpful!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Angel:Website: www.angelevenson.comLinkedIn: Angel EvensonInstagram: @angelevenson

Welcome back to Season 2 of the Supercharge Your Sales Velocity Podcast!Fergal is kicking off Season 2 with an incredible guest, Olivia Lockwood, founder of Open Up Coaching, who shares her career journey from starting out as cabin crew to becoming a world-class sales coach helping Fortune 500 teams unlock millions in revenue.Olivia opens up about the power of deal coaching clinics, what most salespeople get wrong about productivity, and how to shift focus entirely onto the customer.She breaks down her COM-B framework, explains why passive conversations kill deals, and reveals the neuroscience behind creating ‘constructive tension’ that drives real change.They also chat about how to identify the cost of inaction and challenge buyer indifference.Timestamps:00:00 Olivia's Career Journey from Cabin Crew to Coaching04:39 Understanding Deal Clinics07:24 Key Things That Come Up in Deal Coaching Clinics08:58 Productivity in Sales11:50 Measuring Productivity and Efficiency15:20 What Happens During the Clinics19:13 The Cost of Inaction24:18 Client Value Delivered27:18 The Power of Reverse Close Plans29:33 Understanding the COM-B Framework31:12 The Importance of Peer Coaching32:22 Maximising Virtual Interactions34:30 The Myth of Multitasking37:05 Quiet Quitting and Promotions46:25 Constructive Tension in Sales50:08 Favourite QuotesPlease make sure to rate the podcast 5 stars and subscribe if you enjoyed!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Olivia:LinkedIn: Olivia R LockwoodWebsite: www.openupcoaching.com

Sales is more than just a numbers game. It’s all about understanding how to communicate effectively and build real relationships with people.In this episode, Fergal is joined by Stephen Oommen, a former executive managing billion-dollar revenue streams at Fortune 500 companies.He’s also an entrepreneur who built his consulting and asset management business to 450 team members.Stephen discusses the idea that sales is a noble profession and the difference between the art and science of sales.Stephen explains why traditional cold calling isn’t the best approach and how networking can open more doors for you.Stephen introduces his upcoming book, The Chameleon Effect, which dives deeper into the power of adaptability, communication, and influence in sales.If you’ve ever struggled with sales messaging or networking, this episode is packed with amazing takeaways.Timestamps:00:00 Intro to Stephen04:31 Stephen’s Mission06:43 What Do Sellers Need to Do More Of?08:40 Shifting Away from Product-Focused Selling15:20 Why Principles Scale, but Tactics Don’t23:05 The Art of Communication24:32 Why Stephen Is Writing a Book28:08 The Importance of Business Coaching29:53 Sports Principles in Sales34:47 The Power of Networking38:49 How New Sellers Can Build a Network43:01 Favourite QuoteConnect with Stephen:LinkedIn:Stephen OommenConnect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsA big thank you to everyone who has tuned into Season 1 of the podcast!We’ll be back very soon with Season 2, so make sure you’re subscribed and hit the bell icon to get notified when we return.

Creating objectives isn’t enough. You need to have a clear strategy to execute and achieve these objectives!In this episode, Fergal breaks down the dangers of sleepwalking into situations that could put your growth at risk and explains the importance of having a strategy in place.Fergal explains how you can create a strategy and how often defining what you DON’T want your strategy to be will actually lead to a strategy itself.Using examples, Fergal will show you how eliminating unnecessary distractions can help you build a winning strategy and will highlight strategies that could work for you.Timestamps:00:00 The Importance of Strategy02:46 Defining What Not To Do Can Help Shape Your Strategy06:22 Strategy 1 Example08:14 Strategy 2 Example10:52 Vison2Close Plan15:02 Review Podcast Season 1Learn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLooking for a podcast manager and editor? Check out Emma’s services hereIf you enjoyed this episode, make sure to rate it 5 stars and subscribe so you don’t miss an episode!

In this episode of Supercharge Your Sales Velocity, Fergal speaks with Tony Cross, co-founder and CEO of Growth Matters International. With over a decade of experience training 1,000+ sales managers across 35 countries, Tony shares why top-performing salespeople can fail in management—and what they need to do differently to succeed.Tony breaks down the Assess, Accelerate, Align, Activate framework, explaining how sales managers can start leading with confidence.They talk about the key mindset shift that is needed when stepping into a sales management position, and he also explains the big difference between coaching and mentoring.He finishes the episode by sharing his insights on how to stop making excuses and start creating great daily habits that will set you apart from the other sales leaders.Timestamps:00:00 Introduction to Tony00:49 How Tony went from COBOL programming to sales leadership04:46 The Mission of Growth Matters International05:58 Challenges and Changes in Sales Management Over The Last 12 Years06:30 The Role of AI in Sales08:30 The Assess, Accelerate, Align, Activate Process11:39 The Importance of Coaching in Sales17:20 Balancing Sales Management and Individual Quotas22:28 Finding Time for 1:1 Coaching24:38 The Difference Between Coaching and Mentoring in Sales31:40 The Power of Mentorship33:56 The 5 AM Club and Not Making Excuses to Reach Your GoalsIf you got value from this conversation, please leave a rating and review on your listening platform!Connect with Tony:LinkedIn:Tony CrossWebsite:www.growthmattersintl.comConnect with Fergal:Website:www.sysvelocity.comContact:Get In TouchLinkedIn:Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’sKey Account Planning Workshops

On today’s episode, Fergal is joined by Brett James, VP of Sales at SalesManago. Brett shares his journey from individual contributor to sales leadership and discusses some of the lessons that he has learned along the way. Fergal and Brett discuss: The daily habits and mindset that drive sales success Why great salespeople don’t always make great leaders—and how to make the transition successfully The biggest hiring mistakes sales leaders make and how to avoid them How coaching builds high-performing teams Strategies for increasing win rates, reducing sales cycles, and driving pipeline growth Timestamps 00:00 Introduction to Brett James 01:04 Brett's Career Journey 03:32 Transition to Leadership Role 07:51 The Daily Habits That Separate Top Performers 10:19 Impact of Remote Work on Sales Teams 11:39 Pipeline Management Strategies 13:20 The Discovery Process 15:35 Hunter vs. Farmer Sales Roles 18:21 Challenges in Sales Leadership 22:28 Falling into Hero Mode and the Importance of Coaching in Sales 29:56 Improving Sales Velocity 35:32 Advice for Aspiring Sales Leaders We hope you enjoyed this episode! If you did, please subscribe and leave a review. Connect with Brett: LinkedIn: Brett James Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Although the words are sometimes used interchangeably, goals and objectives are not the same thing. In this episode, Fergal looks at the difference between goals and objectives and why it matters. He discusses the common mistakes people make when setting objectives and how to avoid these mistakes. Using real-life examples, Fergal will show you some effective (and ineffective) objectives and how to align client initiatives with your objectives so you can build stronger client relationships and bigger sales wins. Timestamps: 00:00 Recap of Episodes 2–4 02:45 The Difference Between Goals and Objectives 05:12 Common Mistakes in Objective Setting 13:39 Exercise: Identify Which Statements Are Objectives 18:00 Why It’s Important to Set Objectives 19:35 How to Create Effective Objectives Be sure to rate, subscribe, and share the podcast if you found it helpful! Download Fergal’s FREE GUIDE on how to get the revenue growth you crave and radically improve your sales velocity with these 11 practical strategies here. Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll

In this episode of the Supercharge Your Sales Velocity Podcast, Fergal talks with Kristie K. Jones, a sales consultant, coach, speaker, and author of Selling Your Way In. Kristie discusses her journey from growing up in a sales-focused family to building her own consultancy business. Drawing from her book, Kristie provides advice on finding the right sales role, industry, and environment to succeed. They also discuss the ongoing role of discovery in sales conversations and the impact of remote and hybrid work on the sales profession. This episode is packed with useful takeaways for anyone starting out in sales or looking to advance their sales career. Timestamps 00:00 Introduction to Kristie K. Jones and Her Career 01:08 Growing Up in a Sales-Focused Family 02:09 Kristie’s Path to Building a Consultancy Business 06:15 How Mentorship and Networking Shaped Kristie’s Career 09:19 Adapting to New Challenges in Modern Sales 14:13 The Shift to Remote Work and Its Impact on Sales Teams 18:47 Insights from Selling Your Way In 25:02 Finding the Right Sales Role and Industry for You 27:12 Why Mentorship is Important in Sales 29:50 Key Habits of the Top 10% 33:44 Discovery as a Process, Not an Event 35:44 It’s Not a No, It’s a ‘Not Right Now’ 39:04 Strategies for Hiring and Retaining Top Sales Talent 45:08 Addressing Job Search Challenges We hope you enjoyed this episode! If you did, please rate the show 5 stars and follow. Be sure to connect with Kristie on LinkedIn and share your biggest takeaway from this episode. Connect with Kristie: Website: ⁠www.kristiekjones.com⁠ Kristie’s Book: ⁠Selling Your Way In⁠ LinkedIn: ⁠Kristie K. Jones⁠ Connect with Fergal: Website: www.sysvelocity.com⁠ Contact: ⁠Get in Touch⁠ LinkedIn: ⁠Fergal O’Carroll

If you want to stand out from your competitors, then creating a joint vision statement is going to do this for you. In this episode of The Supercharge Your Sales Velocity Podcast, Fergal looks at the importance of understanding your client’s initiatives and aligning them with a joint vision statement. By focusing on creating alignment, he outlines how you can build stronger client relationships, differentiate yourself from competitors, and generate new sales opportunities. From this episode, you’ll learn: Why understanding client initiatives is important for building trust and delivering value. How to create a joint vision statement that bridges client goals with your sales objectives. How to structure your joint vision statement with four essential components. Common pitfalls to avoid when creating a vision statement and how to overcome them. Timestamps: 00:00 The Challenge of Unsolicited Proposals 03:41 Understanding Client Initiatives 09:15 Creating a Joint Vision Statement 14:21 Structuring Your Joint Vision Statement We hope you found this episode valuable. Don’t forget to subscribe and rate the show if you enjoyed it! Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops. Connect with Fergal: Website: www.sysvelocity.com Contact: Get in Touch LinkedIn: Fergal O’Carroll

An account plan requires coordination, creativity, and adaptability. In today’s episode, Fergal is going to chat about how a culture of key account planning can deliver truly exceptional client value and how that translates into growth for your business. In this episode, Fergal looks at: The five stages of key account planning maturity Why collaboration with your clients in developing a joint plan leads to sustainable success How to create a relationship map and engagement plan to prioritise your key accounts effectively How to conduct a SWOT analysis to identify strengths, weaknesses, opportunities, and threats in your client accounts By the end of this episode, you’ll have actionable steps to implement for more predictable and scalable revenue growth. Timestamps: 00:00 The importance of key account planning 05:15 Targeting the right clients 06:09 Evaluating key account management maturity 07:38 5 stages of key account planning maturity 13:28 Building your key account plan 19:36 Example of a plan not shared with the client 22:51 First stage of account plan: current status 26:51 Run through of what you need to complete to summarise the current status 31:24 SWOT analysis 33:24 Review engagement plan We hope you found this episode valuable. Don’t forget to subscribe and rate the show if you enjoyed it! Learn how to boost client retention and revenue with Fergal’s key account planning workshops Downloadable resources mentioned: Key Account Planning Maturity Model Guide Key Account Plan Summary Template Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll

In today’s episode, Fergal is giving you 11 practical strategies that you can implement to boost your sales velocity and achieve predictable revenue growth. Fergal gives a recap of the sales velocity metric, breaking it down into the four key components: Opportunity volume Deal size Win rate Sales cycle length He also looks at how to apply a key account planning framework to gain more opportunities and create long-term client relationships. Fergal shares actionable strategies for defining an ideal client profile, creating targeted buyer persona messaging, and streamlining your sales processes. The episode finishes with an AI takeaway that you can use immediately to get faster insights from long-form content. By the end of the episode, you’ll walk away with a deeper understanding of how to achieve predictable revenue growth! Timestamps 00:00 Overview of sales velocity 02:36 Strategies for driving opportunity volume 05:36 Key account planning framework 09:23 Building blocks for new prospects 11:37 Maximising deal size 14:39 Boosting win rates 18:44 Shortening the sales cycle 21:16 Leveraging AI for faster insights and learning 25:15 Get your free guide Download Fergal’s FREE GUIDE on how to get the revenue growth you crave and radically improve your sales velocity with these 11 practical strategies: https://www.sysvelocity.com/download-sv-guide Learn how to boost client retention and revenue with Fergal’s key account planning workshops Thank you so much for tuning into Episode 2 of the Supercharge Your Sales Velocity Podcast! If you enjoyed the episode, please rate the show 5 stars and subscribe. Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll

Welcome to the very first episode of the Supercharge Your Sales Velocity Podcast! In this episode, Fergal shares the story of his first business venture from the 80s, his career journey to date, and what inspired him to finally launch his own business after decades in the industry. He discusses the advancements in AI and how sellers should utilise this technology so that they don’t get left behind. With a 6-point checklist that Fergal created, you’ll be able to see if your business is ready for predictable growth. Finally, Fergal introduces the sales velocity metric and explains how you can calculate your sales velocity using four key metrics: Number of opportunities Average deal size Win rate Sales cycle length Timestamps: 00:00 Welcome to the Supercharge Your Sales Velocity Podcast 01:12 Fergal starting his own business 06:28 The evolution of technology and AI 09:19 How this podcast will work 09:46 Is your business ready for predictable growth? 15:57 Understanding and calculating sales velocity 18:07 Improving sales velocity metrics Thank you so much for tuning into the first episode of the Supercharge Your Sales Velocity Podcast! If you enjoyed the episode, please rate the show 5 stars and subscribe. Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll

Welcome to The Supercharge Your Sales Velocity Podcast with Fergal O’Carroll. THE podcast for sellers and sales leaders, empowering you to drive more opportunities, bigger deals, and faster wins. Subscribe now as Fergal shares practical strategies and proven tactics to win new sales, enhance client retention, stand out from the competition, and deliver the revenue growth you crave! Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll