Bob and Jeremy's Conflab

Send us a textAre values just words on a wall? Or something you're willing to stand by – even when it's hard?In this episode, Bob & Jeremy take on the uncomfortable question many businesses are now facing: What happens to your integrity when you quietly scale back your DEI programme?We're seeing it everywhere - big names like Google, Pepsi, and investment banks are stepping back from the DEI work they once shouted about. And here's the thing: it's not just a budget decision. It's a values decision.So, we ask:What do those cuts really say about what you stand for?Are we really ‘past the point' of needing DEI – or just bowing to political pressure?And can values mean anything if they change with the wind?With real-world examples, a dash of satire (don't miss Bob & Jeremy's sketch), and some heartfelt debate, this episode digs deep into the link between inclusion, integrity, and business leadership.Whether you're leading a team, shaping company culture, or just wondering where your business stands – this is the conversation you won't want to miss.For more info, free resources, useful content & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textDon't you love a sales conference? Motivating your customer-facing teams to sell with greater enthusiasm... "There, you've had your sales conference - are you more motivated now?" "Yeah!" Really? Does your sales conference actually deliver the impact you're hoping for? You've invested time, energy, and budget into your annual event – but does it truly equip your team to sell more effectively? A few hours of inspiration is great, but what if your event could turbocharge performance long after it ends?In this episode, we explore how a well-planned sales conference can drive lasting success – far beyond just a typical social event. From skill development and team morale to employee retention and recruitment, we uncover the overlooked benefits that can make all the difference.We also tackle the delicate balance between essential training and content overload. What do sales conferences really cost? We discuss the logistical and financial challenges of hosting large-scale events, share entertaining stories from conferences, and offer practical solutions to maximise your return on investment.Looking ahead, we discuss the future of sales conferences – from AI integration to hybrid work models – and why maintaining high brand standards is crucial. Plus, we explore how unconventional speakers can bring fresh perspectives and real value to your team. If you want your next sales conference to have a real, measurable impact on your sales team, this episode is a must-listen!For more info, free resources, useful content & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textWhat if marketing could be as surprising and impactful as guerrilla warfare? In this episode of The Reality of Business, Bob – an enthusiast of military history – and Jeremy share insights into the art of ambushes and raids, translating these military principles into creative marketing campaigns that surprise and engage audiences in unexpected ways. They revisit the revolutionary ideas of J. Conrad Levinson, the visionary of guerrilla marketing in the 1980s, whose concepts revolutionised the advertising industry. Think of iconic campaigns like the Marlborough Man for Marlboro cigarettes and Tony the Tiger for Kellogg's Frosties – they're proof of how unconventional tactics can leave a lasting impact.Fast forward to today, where bold ideas drive the digital landscape. Remember the BBC's Dracula campaign or 3M's security glass challenge? These viral campaigns didn't just grab attention; they showcased the immense potential of guerrilla marketing. In this episode, we'll also explore lessons from The Drum (publisher for the marketing and media industries), the role of soundtracks in branding, and the Fearless Girl/Wall Street Bull stunt in New York that sparked powerful conversations about gender diversity. Whether you're a seasoned marketer or simply fascinated by unconventional strategies, this episode is packed with insights to inspire your next unforgettable campaign.For more info, free resources, useful content & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textStruggling to retain loyal customers? Feeling the pressure of rising costs or sustainability demands? In this episode, we're to help you work out the secrets of business success in 2025 and come out stronger than ever.We kick things off with a light-hearted sketch before exploring practical strategies to keep your best customers engaged and scale your business without sacrificing quality. Using insights from trusted sources like Forbes, we'll share ways to meet evolving customer expectations while staying ahead of the curve.Worried about keeping up with industry changes? We discuss how resilience and adaptability can give you the edge, along with tips for breaking down silos in your teams to boost efficiency. Plus, with political and economic shifts reshaping priorities, especially around sustainability, we'll explain why going green still matters – particularly for industries like food and drink.Feeling the pinch of rising minimum wages or national insurance costs? Discover innovative ways to empower and motivate your without relying solely on pay rises. From hybrid working models and leadership development to multi-skilling, we'll give you tools to keep your employees engaged and productive. Finally, we tackle the challenge of expansion: how to grow your business while staying true to your brand identity. With lessons from Gordon Ramsay's business experiences, you'll see why focusing on your core strengths is key to long-term success. Packed with relatable advice, real-life examples, and a touch of humour, this episode will leave you feeling ready to take on 2025 with confidence and clarity.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textDigital nomads: A lifestyle revolution or a passing trend?Can remote work truly free us from the traditional office, blending adventure with productivity? Or is it an overhyped fad destined to fade away?Join us as we explore the intriguing world of digital nomads – exploring the rise of this global phenomenon and the unexpected challenges it brings.Through engaging anecdotes and a fictional exchange between a CEO and a director debating the push for more in-office days, we reveal the realities of working remotely abroad. Discover how millions are embracing this liberating lifestyle, and how it compares to the entire working population of the UK.We uncover the staggering growth of digital nomad communities, the origins of the term, and the appeal of new visas offered by countries like Portugal and Spain. Whether you're a millennial seeking adventure or a seasoned traveller chasing freedom, we look at how technology is reshaping work in a globalised world.But it's not all glamour. We examine the pros and cons of life on the move – balancing exploration with safety concerns, time zone headaches, and the realities of adapting to local cultures. What does this shift mean for businesses and economies? And how can companies harness this trend to create dynamic workforces?Whether you're considering a digital nomad lifestyle or just curious about this cultural shift, this episode offers a thought-provoking look into how remote work can blossom into a truly enriching existence. Tune in for insights, inspiration, and practical advice!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textWhat truly makes employees want to stay, grow, and give their best?In this insightful episode, Bob and Jeremy discuss the complex world of employee motivation and retention, blending historical perspective with actionable strategies to help you rethink workplace satisfaction.Starting with Henry Ford's revolutionary workweek reforms, their discussion moves through decades of evolving workplace culture, reaching today's pressing need for flexibility and autonomy. Bob and Jeremy explore Gallup's latest findings on why employees choose to leave – from salary concerns to management styles – and share practical ways to address these challenges, transforming them into opportunities for engagement and retention.With insights from renowned models like Herzberg's two-factor theory and Hackman & Oldham's Job Characteristic Model, the conversation highlights how purpose, personal growth, and a supportive culture contribute to sustained motivation. Relatable sales scenarios illustrate why a balance of intrinsic motivators (like achievement) and extrinsic rewards (like bonuses) is crucial for long-term commitment. You'll also uncover the impact of flexibility, feedback, and authentic leadership in building connections with today's diverse workforce, especially for Gen Z and millennials who prioritise value alignment. Packed with real-world examples and effective tips, this episode equips you to create a workplace where employees feel appreciated, motivated, and ready to excel.Tune in to discover how you can foster a culture that not only retains talent but inspires people to give their best every day.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textHow do you measure a company's performance effectively? Join us for a lively exploration of performance measurement in organisations, complete with a humorous sketch that pokes fun at the murky world of target setting.  We unravel the history of performance measurement, tracing its roots from the chaos of the Industrial Revolution to the precision of today's AI-driven insights. Discover how methodologies have evolved over centuries and how companies today strive to balance efficiency with societal goals like sustainability and corporate social responsibility.From the post-war emphasis on customer satisfaction to the balanced performance measures of the 1980s, we highlight how the landscape has dramatically shifted. The conversation then takes a modern twist with the introduction of tools like the balanced scorecard and OKRs, and how real-time insights provided by big data and advanced analytics are disrupting traditional metrics. Are OKRs poised to replace KPIs, or do they coexist in a complex performance ecosystem? What the hell does that even mean?Finally, we dive into the challenges inherent in the traditional focus on quarterly targets, particularly in large public organizations. The implications for employee morale and the systemic pressures tied to these targets are scrutinised, as is the critical relationship between learning and growth. With a blend of humour and insight, we critique the flaws of conventional metrics and advocate for a more holistic approach that values employee well-being and customer experience. Tune in for an episode that promises to transform the way you think about performance measurement and its role in personal and organisational growth.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textEver wondered how you can transform a toxic workplace relationship into a thriving collaboration? In this episode, we unravel the example case of Maureen and examine how executive coaching can turn around even the most challenging team dynamics. We delve into the core principles of coaching as a client-centered, goal-driven partnership that stands apart from traditional training methods. By exploring the evolution of coaching practices from their mid-20th century roots to today's sophisticated blend of psychology and productivity enhancement, we shed light on the powerful impact coaching can have on personal and professional growth. Trace the fascinating journey of business coaching from the 1980s to the present day, where concepts borrowed from sports performance have reshaped corporate strategies. We highlight key milestones like the founding of the International Coaching Federation in 1995 and dissect the nuanced differences between coaching and mentoring. Gain insights into how modern neuroscience and positive psychology are revolutionizing coaching practices, fostering mental health, engagement, and happiness in the workplace. This episode provides a comprehensive look at how these advancements are making waves in executive coaching today. We explore the mixed receptiveness among coachees and the challenges of helping individuals who resist change or are uncomfortable with self-reflection. Learn why continuous growth and pushing beyond comfort zones are essential for sustained success and how long-term investment in coaching can drive significant organisational benefits. We discuss the financial aspects of coaching and advocate for broader access through technology. For those seeking to explore further, we recommend influential figures like Timothy Gallwey and Marshall Goldsmith, particularly Goldsmith's innovative 360-degree feedback concept. Join us for an enlightening discussion on the ever-evolving world of executive coaching.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textIn the fourth and final episode of The Reality of Business mini-series, inspired by their upcoming book Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob Morrell and Jeremy Blake uncover the essential steps to building a loyal, trustworthy workforce that will transform your business.Throughout this episode, Bob and Jeremy reflect on crucial lessons covered in the series – spotting disloyal bonding, eradicating strategic lies, and building a culture of integrity. They offer actionable strategies for attracting employees who share your values, improving management practices, and training your team to prioritise long-term loyalty over short-term gains. You'll also hear real-world examples showcasing how senior leadership can address toxic behaviours that sabotage your company's success.Listen now for the final insights you need to create a high-trust organisation. And don't forget – this is your last chance to pre-order Whose Side Are You On? Disloyal Bonding and Strategic Lies before it launches on 1st October 2024. Pre-order your copy now on Amazon.co.uk!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textIn the third episode of our mini-series inspired by Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob & Jeremy continue their examination of deceptive business practices that manipulate customer loyalty – such as disloyal bonding and strategic lies.Through insightful role-plays, they reveal real-world examples: a coffee shop falsely promoting recyclable materials, a tailor's deceptive discount schemes, and a car service misleading customers with unnecessary software upgrades, showing that even major brands aren't immune to dishonesty.But it doesn't end there. This episode also highlights the dangers of ignoring customer complaints, especially in cultures where feedback is scarce (like the UK). Bob and Jeremy show how this negligence can lead to financial losses and the breakdown of customer trust. Don't miss this engaging discussion as they gear up for the launch of Whose Side Are You On? on 1st October 2024. Pre-order your copy now on Amazon.co.uk! And stay tuned for the next episode in the series, where they'll provide practical strategies for businesses to recognise these issues and retain loyal customers through exceptional service.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textWhat happens when businesses prioritise short-term gains over long-term integrity? In the second episode of a special mini-series inspired by their upcoming book, Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob and Jeremy explore the hidden dangers of strategic lies in the corporate world.When businesses prioritise short-term gains – whether to boost senior executives' desire for bonuses or prepare for a sale – they often sacrifice long-term customer trust and company reputation.Listen as they share real-world examples of how offering special deals to win back old customers can alienate loyal ones, ultimately eroding the value of your services. Plus, hear about a cheese producer who thrives by standing firm against deceptive practices, proving that integrity can be a game-changer in business.Bob & Jeremy also explore the world of advertising, where quantity often trumps quality. They share a personal story of being pushed to sell large volumes of ineffective ads and how this relates to the broader theme of corporate dishonesty.Whether you're a small business owner or part of a larger organisation, this episode is a must-listen if you want to understand the fine line between smart strategy and ethical integrity – and learn how to protect your business for the long run.Whose Side Are You On? Disloyal Bonding and Strategic Lies is released on 1st October 2024. Pre-order your copy now on Amazon.co.uk!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textWhat happens when small favours or special treatment for customers start to undermine an entire organisation's integrity?In this episode of The Reality of Business, hosts Jeremy Blake and Bob Morrell explore the concept of disloyal bonding and strategic lies, inspired by their new book, Whose Side Are You On?.They uncover how seemingly harmless actions in customer relations – like offering discounts or preferential treatment – can create a false sense of loyalty, slowly eroding company policies, trust, and culture. These hidden dynamics often go unnoticed by managers and executives, but come at a steep price for long-term business success.Join Bob and Jeremy as the examine the high cost of deception in achieving conversion rates that seem too good to be true. While short-term gains may benefit individuals, they often come at the expense of an organisation's long-term viability and ethical values. Managers might overlook these deceptive tactics in their drive to meet targets, while higher-level executives might exploit them for personal gain - leaving the company to deal with the fallout.This conversation sets the stage for our next episode, where we'll explore the strategic planning behind these deceptive practices. Don't miss this eye-opening discussion on integrity, trust, and the unseen impact of disloyal bonding.Whose Side Are You On? Disloyal Bonding and Strategic Lies is released on 1st October 2024. Pre-order your copy now on Amazon.co.uk!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a textThis introduction is written by an AI bot provided by the podcast broadcaster.  The description is edited slightly but it saves an hour of work every time a new episode is published. Bob Morrell and Jeremy Blake unravel the intriguing evolution of artificial intelligence, from its mythological origins to today's cutting-edge innovations. You'll learn how ancient legends, like medieval golems and modern cinematic portrayals like Ex Machina, have shaped humanity's understanding of AI. With humorous anecdotes and personal stories, your hosts simplify complex concepts such as reasoning, algorithms, and neural networks.The journey through history highlights the contributions of early thinkers including Aristotle and Alan Turing, whose pioneering work laid the groundwork for AI as an academic discipline. Let's explore the advantages AI brings to business, from boosting productivity and improving user experiences to offering strategic competitive advantages. However, let's not shy away from discussing AI's limitations, especially in capturing human nuance, emotion, and creativity. By referencing popular culture and sharing personal experiences, this podcast makes these sophisticated topics easily accessible and enjoyable.Finally, let's find out how AI can transform business strategy, using real-world examples to illustrate its practical applications. From automating processes and decisions to enhancing marketing strategies and website improvements, AI's potential seems limitless. But there are potential pitfalls, including inherent biases and the challenge of mimicking human conditions like ADHD. Whether you're a business leader or just AI-curious, this episode promises to equip you with invaluable insights to navigate the ever-changing landscape of AI from a layman's perspective, all while understanding its fascinating quirks and limitations.Bob and Jeremy's new book, Whose Side Are You On? Disloyal Bonding and Strategic Lies, is released on 1st October 2024. Pre-order your copy now on Amazon.co.uk!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Have you ever wondered what it takes to make a lasting impression at a networking event? This episode kicks off with a hilarious sketch showcasing some common networking blunders, reminding us all about the importance of making a strong first impression. We dive into practical tips on overcoming shyness, avoiding snap judgments, and dressing for success, all illustrated with personal stories that range from triumphant to toe-curlingly awkward. Whether you're a seasoned pro or just starting out, our insights are designed to help you navigate the often intimidating world of networking with confidence and ease. But what separates a good conversation from a memorable one? Tune in as we uncover strategies to keep your networking lively and engaging. Stay ahead of the curve by being well-versed in current events and interesting titbits about the venue, show genuine curiosity about others, and sidestep the usual "What do you do?" with more creative questions. We also share a funny anecdote about networking in an unconventional setting, proving that a sense of humour can be one of your best tools. Plus, punctuality tips and ways to make sure your interactions leave a lasting impression are all part of the package. Networking isn't just about exchanging business cards anymore. As we navigate the blend of traditional and digital methods, we highlight the importance of observing others, the practicality of digital QR codes, and how to thrive in a hybrid work environment. Discover the benefits of creating personalised networking groups and why live events are golden opportunities for personal PR. Join us for a fun, informative, and heartfelt exploration of how to truly master the art of networking.As we wrap up this season, we thank our loyal listeners, encourage feedback, and look forward to returning with fresh content after our summer break.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Elections are great ways to learn about the best public speaking. Rishi Sunak, Keir Starmer, and Nigel Farage, as well as a huge number of supporting cast members will be trying their best to influence us over the next few weeks and any of us can study how good they really are. We all need, sometimes to elevate our voices and captivate audiences, whether it's during an election season frenzy or at an intimate family gathering. We discuss the intricacies of public speaking, dissecting the pros and cons of different styles. Discover how to craft a message that resonates, whether you're addressing farmers, industrial workers, or wedding guests. We'll guide you through the complexities of audience engagement, sharing actionable advice on tailoring your speeches to touch the hearts and minds of your listeners, ensuring your words leave an impact. Navigating the art of communication is a dance of timing, humour, and respect. Discover the secrets to managing stage fright, the strategic use of cue cards, and the delicate balance of humour to keep your audience hooked. You'll learn how to handle unexpected reactions and respect your audience's time, enhancing your delivery to make every word count. Step into the shoes of history's most influential orators, from Churchill to contemporary figures, to understand how their speeches have shaped public discourse and inspired change. By analysing notable speeches, we highlight the importance of preparation and the undeniable power of rehearsal. Whether it's igniting a nation's spirit in times of war or creating unforgettable personal memories, the essence of public speaking can define legacies. Join us as we explore timeless techniques that empower you to leave your own mark on the world through the spoken word. Plus, can a politicians speech really persuade you to vote for them? For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Senior Managers have an important question to answer – what development is going to make them better at what they do? Or do they need any at all? Unlock the full potential of senior leadership with expert insights from Bob & Jeremy, executive coaches who bring to life the varied activities that are available. This episode promises an eye-opening journey through the world of senior management development, weighing the benefits of various growth strategies. They probe the effectiveness of conventional methods like intensive therapy and elite programmes, as well as the transformative potential of less orthodox approaches, including team-building missions across the globe. As they scrutinise these diverse options, they also ponder the controversial notion that maybe, for some executives, the best development strategy might be no structured development at all. They also debate whether relying on the tried-and-true instincts that have guided seasoned professionals throughout their careers is more valuable than chasing the latest innovations? Bob & Jeremy lend their rich perspective of years of senior coaching to reveal how a blend of harrowing deadlines and common sense shapes different management styles and, ultimately, the fate of an organisation's success. Finally, they illuminate the avenues for nurturing creativity and innovation in senior leadership roles, crucial elements for sidestepping the pitfalls of organisational complacency.  They delve into the authenticity of senior management development experiences, highlighting the importance of continuous self-improvement in an ever-evolving marketplace. By the end of the discussion, you'll be equipped with a clearer vision for the most effective development paths for you or your organisation's senior management, ensuring that leaders are not just well-trained, but truly transformational, and motivated.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Ever been caught at the end of a meal, wallet in hand, wondering just how much to tip—or if at all? That's the exact conundrum we unpack in today's lively podcast, where we navigate the new Employment Allocation of Tips Act 2023, set to revolutionize UK's service industry. Join us as we delve into the principles of fairness and transparency in tip distribution, sharing tales from across the globe that highlight just how varied tipping practices can be. We've got the latest guidance for businesses too, ensuring they're on track with the upcoming legal standards.  Now, let's talk about the money side of things. Have you ever pondered why that bottle of wine at dinner seemed pricey, only to find out about the hefty service charge, on top of that mark-up, later? We're pulling back the curtain on the economics of tipping within the restaurant scene, from how service charges might fatten up revenue, to the ongoing debate over menu pricing that includes it all. We even sprinkle in some personal experiences and cultural contrasts between UK and US tipping habits, seasoning our discussion with a little global flavour.  For a heartier serving of insight, we recall those standout moments in customer service—both the dazzling and the dismal. Like that time when the absence of lemon in a lemon chicken dish had us questioning the very essence of gratuity. Or the awkwardness of contesting a service charge in sunny California, where tipping expectations had us tangled in a social and financial faux pas. Through these stories, we explore the intricate dance of respect and reward in the service industry, leaving you with a taste of the emotional and economic layers of tipping.  The new rules are going to shake things up – and adds increased complexity to this emotional subject. Please listen and share For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

How do you get through to a company's decision-maker? You're not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively?  Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where. Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working? For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

What makes a sales strategy irresistible? This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process. As we peel back the layers of sales psychology, we tackle the science around competitive tenders, emphasising the power of timing and presentation order. By blending our professional experiences with established principles, we explore the art of convincing customers of a product's value and the significance of brand integrity. We discuss the importance of aligning a sales team's mindset with their company's value proposition and how this alignment can drive customer loyalty and improved sales metrics. And remember, it's not about catering to outlier customers, but rather, focusing on high-frequency behaviours that are your ticket to sales success. Wrapping things up, we share actionable tips and strategies to enhance your sales conversations from average to exceptional. We dive into resources like Elmer Wheeler's language techniques and Dr. Robert Cialdini's persuasion principles, demonstrating how they can create a compelling sales narrative. Additionally, we talk about the importance of curiosity in understanding customer behaviour for targeting the right buyers. And for those hungry for more, our book The Perfect Storm is mentioned, offering 30 methods to weather any business climate. So tune in, absorb these insights, and let's transform the way you think about sales, sales training and behavioural science.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

In our latest episode, we examine new research into the level of customer satisfaction in the UK, where the landscape has shifted dramatically in recent years. We start by discussing the reasons behind the decline in customer's experiences, from the pandemic's shake-up of our shopping habits, to Brexit and the economic and political whirlwinds influencing staffing.  As we navigate the transformation of customer service, we acknowledge the impact of digital communication, which has both streamlined and complicated customer interactions. In a candid conversation, we highlight the fresh challenges confronting a new breed of contact centre employee, less tethered to traditional phone-based support. Brexit's ripple effects on staffing and the dissonance between consumer expectations and business realities allow us to delve into the tough questions facing the service industry today. To cap off, we share personal tales that bring home the significance of stellar customer service in the sales journey. We debate the nuances of the UK's tipping culture and its influence on team cohesion and fairness, alongside technology's role in reshaping these interactions. Considering the varied expectations across service sectors, we prompt a broader dialogue on societal norms and dependency on tips for income.Join us for an episode that doesn't just talk about customer service—but elevates it to an art form, but one we know something about – the art of selling - crucial to the success of any thriving business.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Do sales targets work? In this episode we study sales targets and expose their problems. Unpack the dilemma of arbitrary figures with us, as we get into the reasons of how these numbers can warp sales strategies, leading to short-term wins but potentially jeopardise your company's future. And if you think corporate life can't be dramatic, wait till you hear our Inglourious Basterds inspired sketch that throws a spotlight on the darker side of meeting – or not meeting -  those targets. Join us as we tear down the façade of sales target setting with real-world tales. Like the time we based a sales goal on a daughter's maths homework—yes, you heard that right. It's a romp through the whimsy and folly of figures plucked from thin air, with a sobering look at how they can lead to sales tactics that damage more than just team morale. We're sharing the raw and unvarnished truth about the psychological toll and the potential for lasting harm to profitability and reputation. Through it all, we advocate for sales objectives that are grounded in reality and integrity, because in the end, what's a number without a solid foundation? So tune in for a session that offers not just laughs, but lessons in the fine art of setting sales targets, or how to approach the subject of sales targets, that truly benefit everyone.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Join us for a down-to-earth journey through the highs and lows of launching a career in today's job market. In this episode, we dive headfirst into the unpredictable world of early employment – offering practical advice, real insights, and a roadmap to success.We'll take you on a tour of the first-job scene, sharing stories of the issues faced by young adults stepping into today's job market. We look at the challenges of self-employment, explore the shifting trends in university degrees, and address the complexities of dealing with student debt. Drawing from frontline experiences in retail and telemarketing, we unveil valuable lessons learned during these pivotal moments.Our focus then shifts to contemporary launchpads for entry-level positions, with a spotlight on contact centres. We look at how these workplaces are transforming to connect with a younger, tech-savvy crowd. We'll explore the appeal of certain companies and break down the essential sales skills that power business growth. It's a close-up look at the know-how needed for professional success.Get set to kickstart a career with practical insights and strategies to thrive in today's ever-changing business world!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

2024 Reflect and Reset: How are your resolutions going? Why do those January promises often slip through our fingers?  How can you to be a part of the resilient 9% that Arnold Schwarzenegger says, actually achieve their goals.We're looking at goal setting to habit-forming, and how peering into the rear-view mirror at the year gone by can sharpen your focus on the road ahead. Join us for a reflective ride on leadership, trust-building, and the secret to kick-starting 2024 with strong intent and unstoppable momentum.We look at a number of key things for you to focus in on, and also suggest strategies that will help you keep on track. You can also request our ‘Success 6' guide by emailing hello@realitytraining.com that will help you maintain your planning.2024 is going to be another big year for everyone - are there any small years? - let's learn from last year, make this year a great one, and learn some things about yourself!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Team Leaders Do's & Don'ts - Why are some teams better than others? In our latest episode of Bob & Jeremy's Conflab, we dig deep into the do's & don'ts that differentiate a thriving team from a struggling one. This episode is jam-packed with our personal research, tips and tricks on effective leadership, emphasising the need for leaders to be more than just bosses - but coaches and talent scouts, ensuring the right team members are on board and performing well.We've all heard leadership theory, but what does it look like in practice? We're giving you a quick tour of leadership with a humorous twist - discussing the do's & don'ts, from the importance of praise to the pitfalls of acting like a youth football team coach. The ticket to successful leadership is not a one-size-fits-all approach; it's about empowering, empathising, and setting clear expectations.As we wrap up this enlightening journey, we're not just saying goodbye to a year well spent, but we're also looking forward to a promising future. We take a moment to appreciate you - our listeners, and reflect on the milestones we've crossed together in the past year. Here's to making work more enjoyable and cultivating positive team environments in 2024! We can't wait to continue this journey with you, and we guarantee you won't want to miss what's coming next!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

What is sweary coaching? Toss out those conventional coaching models and try something refreshingly direct. We're here to guide you through a unique approach: the SFC model. It's all about being brutally honest about what you genuinely don't care about in your life or work. We believe that by eliminating these elements, you make space for the things that truly matter, sparking motivation and success.We dive head-on into thought-provoking discussions about the importance of investing energy and passion into what truly matters in work and life. But beware, not everyone is on the same page. The workplace is a jungle filled with various characters, including the infamous vampires who kill any pleasure in our working lives. Their negativity can dim even the brightest of passions. We share personal experiences and offer practical tips on how to handle such individuals. Spoiler alert: self-coaching plays a crucial role in navigating these murky waters.As we wrap up our enlightening discussion, we ponder on self-coaching and how it can help you identify your priorities. Ask yourself, what truly matters? Who might be hindering your success? We've been there, stuck in jobs we didn't care about and dreading every workday. But trust us, with the right approach, you can turn things around. So, join us in exploring this fresh perspective on coaching, learning to handle difficult individuals, and self-coaching. It's time to step up, be honest, and start giving a f about what truly matters in your life.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

What's funny these days? Ever wondered how the landscape of humour has evolved in the business world over the past decade? Prepare to discover, through our lively conversation, how comedy has shifted gears, for better or worse, in the day-to-day corporate realm. From recounting our experience of revising the 'Auntie Close' training method into the 'Emergency Close', to delving into why humour is a necessity even amidst global chaos - we leave no stone unturned.We also take you on a journey through the changing face of comedy and how societal norms influence humour and the ease with which it can offend. With insights from Rowan Atkinson's campaign to defend the freedom of humour, we explore the fine line between humour and offence. As we bring humour into the workplace, prepare for a fascinating exploration of the four types - affiliative, self-enhancing, aggressive, and self-defeating, and their profound impact on workplace dynamics. We share personal anecdotes from our own careers and offer a goldmine of insights on the do's and don'ts of humour at work. From humour as a performance enhancer, to mastering the perfect punchline, this episode promises a perfect blend of laughter and learning. So, buckle up and get ready to view humour in business from a whole new perspective.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Is UK management just not good enough? Ever wondered why UK companies are still struggling to recover from the 2008 financial crisis, while their international counterparts seem to have moved on? Curious about why no UK company features among the world's top 25? Join us on Bob and Jeremy's Conflab to explore these realities and delve into the heart of the UK's management crisis. We dissect the factors behind this problem, from the lack of tech giants and innovators, to a surprising satisfaction with mediocre financial success among the UK's entrepreneurs.Imagine a scenario where 80% of senior positions are occupied by 'accidental managers'. Sounds like a recipe for disaster, doesn't it? Well, that's precisely what's happening in the UK, according to a recent survey by the Chartered Management Institute and YouGov. These managers, unprepared for their roles, demonstrate poor leadership and are responsible for poor morale and plummeting productivity. The lack of appropriate investment in training managers and the resulting impact on employee performance and loyalty is another alarming trend we discuss.What are the solutions? We discuss the role of 'accidental sales managers' and the harmful impact of short-term strategies. We highlight the importance of every customer interaction and the potential benefits of investing in quality managers with the appropriate skill set. Wrapping up this enlightening episode, we share a quote from the visionary Steve Jobs, encapsulating the essence of customer experience. This conversation promises to be both eye-opening and thought-provoking, so make sure to tune in!For more info, free resources, useful content and our blog posts please visit www.realitytraining.comReality Training - Selling Certainty

In this podcast, brought to you by Reality Training, we report on our recent teambuilding trip to the codebreakers site, Bletchley Park in Buckinghamshire. We learnt how the teams there, through WW2, broke the codes of the enemy and how that contributed to the winning of the war. By the end of the war over 8500 people, mostly women it must be said, were working at the site, deciphering, and translating messages, and using this intelligence to direct the course of the conflict. At this site, the very first pieces of modern technology were created. The first computers, the first machines that were used to calculate the answer to impossible questions. It's well worth a visit. This visit taught us a great deal about ‘backroom' people, whose contribution to an effort or organisation, is often forgotten, and how essential their roles can be in creating success. In this case, most of the people on this site would have returned to their homes after the war with no heralding of their achievements.Please listen, reflect, and share. For more info, free resources, useful content and our blog posts please visit www.realitytraining.comReality Training - Selling Certainty

What is it like to walk 500 miles across the top of Spain? In this podcast, Bob tells Jeremy all about his extraordinary trip to Santiago. It is a story of resilience, agony, inspiration and endurance. Find out whether you could do something like this and think about what it might give you. Please listen and share with anyone you know who will be inspired by Bob's remarkable story!For more info, free resources, useful content and our blog posts please visit www.realitytraining.comReality Training - Selling Certainty

Following hot on the heels of our popular ‘Conferences' and ‘Exhibitions' Do's & Don'ts episodes, we move on to Team Building!Love them or hate them, team building activities inject a dose of fun into the work routine and play a vital role in helping your team work better together. But not all team building activities are created equal! Dreaded by some people, many admit they'd rather be catching up on emails.So, if you've got a team building event on your to-do list, how can you make sure it's not one of those ‘counting down the minutes' affairs?Join Bob & Jeremy as they spin tales from their own adventures and share real-life stories from our listeners. They're on a mission to uncover the awesome, the awkward, and the just plain absurd in team building activities. Plus, they're armed with some golden do's and don'ts, along with insights from the experts.Download, give it a listen, and share with your team. With these insights up your sleeve, you'll be all set to tackle the world of team building with a grin!For more info, free resources, useful content and our blog posts please visit www.realitytraining.comReality Training - Selling Certainty

Business Decision-Making Tips – How do you make a decision? What are the different ways decisions are made? What are the problems that companies face with this process? Are they always rational? "A good decision is made with knowledge, not numbers" – who said that? Listen and find out! Are your decisions aligned to your values? Do you use a system for decisions? Do you use a committee? Do you employ Sooty? Or are you Mister Corbett? Do you use your power to make decisions? This podcast explores this subject in some depth and will help you understand how you currently do things and how you can change your processes. Please listen, enjoy and share! For more info, free resources, useful content and our blog posts please visit www.realitytraining.comReality Training - Selling Certainty

Jeremy interviews his uncle as he hits 80 with no plans for retirement.“Marketing moves consumers to the product and merchandising moves your product to the consumers.”Tim began his career in advertising in the 1960s and went on to own and run a motor vehicle parts and accessories business.There is lots to learn from as Tim moves between reflection and how he feels about business today.His hot tip for research in a pre-internet world that you could engage in right now.His biggest success in a deal where he signed to sell 10,000 in year one and had sold 70,000 in 6 months.His big hit with licensing Looney Tunes characters.His staff retention method that will resonate well with fans of the 4-day week.How he met Jeremy's father at Sanderson and which client was the best to sell wallpaper to.What he does now representing an Italian business in the UK, playing the long game.The time he had with a Woolworths buyer, that perhaps played a part in their downfall.The number one value needed in a salesperson, and the sales leader's most important habit.Discover Tim's 4 must-knows and must do skills to put yourself in the best position for success.

Following hot on the heels of our popular dos & don'ts for conferences episode, we explore Exhibitions.Exhibitions are your chance to show off. Whether you're showcasing a product, a skill, or a service, these events provide an excellent opportunity to collect leads, make sales, build relationships, and much more. But when planning and running a show-stopping exhibition stand there's a lot that can go wrong, and there are some definite dos and don'ts.Have you set your goals and expectations? Have you researched your competitors? Are your team thoroughly briefed? Have you created a buzz? Is your stand the sort you would approach? Have you created helpful promotional material?Whether you're a first-time or experienced exhibitor, or even an attendee, follow Bob & Jeremy's research and tips on how you can avoid common mistakes and make your next expo a resounding success.Download, review, and share this fun-filled episode with your team.This will leave you smiling and ready to excel at your next exhibition!

In this episode, we explore the importance of collaboration and look at the key dynamic principles that mean we are more likely to collaborate with our colleagues effectively. These 5 principles will help each individual increase their feeling of ‘self-worth'. Bob and Jeremy consider:the importance of being empowered to make decisionsthe difficulties that status can causethe importance of striving for integrityhow leadership and their plans are essentialand lastly, the key questions about where and how we workAll of these develop our feelings of self-worth. Please listen, rate, review – and share! 

As conference speakers and presenters, we always rehearse. Whereas lots of people don't. If they did then any audience would receive something far more impactful. What are the four stages of rehearsal? Understanding, Exploration, and the other two? Listen and find out! The more you rehearse the better the quality. Some people think they don't need to at all. That's a self-certification bias. Many speakers never rehearse. Most presentations are overwritten. What's Harold Pinter's perspective? Ken Loach? Jack Nicholson? Al Pacino? David Lean? Alec Guinness? Luke Radley? Hermann Ebbinghaus? Terry Wogan? Michael Gearin-Tosh? Bob Marley? Bob & Jeremy?  Plus, enjoy our new feature: 3 is the magic number! Don't keep winging it! You'll never under-rehearse again! 

Get facts and trivia about tea that you knew you never wanted to know! In this episode, we champion the tea break at work. Tea breaks produce so many benefits to your health and well-being and your ability to do your job better. We discuss the top five reasons why you should have a tea break at work, and we share 10 ways to have an in-person or virtual tea break with your colleagues. As a savvy CEO, self-employed individual, or SME business owner, it's crucial to revive and make tea breaks mandatory. Neglecting to do so will affect the quality of work and the morale of all! With millions submerged in emails and meetings, the tea break is a healthy respite; and when you learn the cost of a tea break, compared to a visit to a café, there is no financial reason why you can't revive this practice in your workplace. Plus, enjoy a special guest appearance from Jeremy's new cat, Glenn!

Conference Organisers! Are you preparing to welcome an audience and a group of speakers? If you are, then this podcast will give you all the Do's and Don'ts that will make sure you have an interactive, fully engaged, well received and well reported conference. Who are your speakers? What do you do about awards? Do you run panel sessions? Why? Who are the dullest speakers? Who makes the conference? And if you are listening to this as speaker we give you plenty of things to work on to keep your audience happy and you at the top of your game.With over 15 years' experience of speaking at and attending conferences all over the world, Bob and Jeremy have compiled an effective list and these tips will certainly challenge you to create a really worthwhile conference. Conferences are back on, let's make them really good! This podcast will make you laugh, and get you scribbling notes! 

Why do people go on strike? In the this podcast, Bob and Jeremy comment on the recent wave of strikes taking place across the UK, look at the history of strikes, and how effective or not they can be, and consider what it would be like if other groups went on strike and how it would affect us. Using research and remembering the 70s and 80s this podcast frames the importance of striking as a human right and clarifies the subject. Bob and Jeremy's approach to the subject takes a complex political construct and morphs it into a rendering which is utterly simplistic. Please share and review! 

Over 50s have been retiring in droves since the pandemic, many have moved more quickly and this has adversely affected lots of organisations.  On this podcast, episode Bob & Jeremy explore:a) the reasons why and the stats of early retirement;b) the alternatives to retirement; andc) some avant-garde ideas about how to live in retirement if you don't have much of a financial cushion.This episode will be useful for anyone approaching retirement, or anyone who employs people approaching retirement.Please listen and share!

How do people sell things? What is the history of modern sales? And sales techniques? What can we learn from 200 years of selling and sales structures? In this podcast episode, Bob and Jeremy explore how sales structures and methodologies have developed and changed over the years. If you're a customer, you will be on the receiving end of a sales structure; if you're in sales, you will be learning your own, which will be based on some of the structures we talk about here. This walk down memory lane features acting, fun stories and masses of ideas about ways to persuade people and businesses to part with money. Please listen and share! 

Ever wondered what motivation is and how to increase it?This episode looks at areas that are within your control to improve your own motivation and to motivate others. Why you should be careful with incentives. The art of reflection to work out when you're at you're best. We are often so tough on ourselves that we don't give ourselves a break - it is about recognising a setback and then making a course correction.We are able to say to ourselves when thinking about other people's behaviour, “tomorrow is another day.” We can extend that to ourselves and improve our self-care.It is completely okay to allow yourself to regroup. Hear John Cleese's method of getting your subconscious to solve your problem. Hear also about what Bob is learning from his training to become a Samaritan and how that's got him really motivated.Listen, comment, share, what is your method to motivate and self-motivate? 

How are your New Year's resolutions? In this podcast, Bob & Jeremy look at why we set resolutions and how poorly we keep them. What was Bob's impossible goal and how does Jeremy help him? What are the most common resolutions? Please listen, and share. 

Are you moving towards a 4-day week for your company? There are a number of major trials taking place to see if society and business can cope with working 4 days instead of 5. Does this mean longer hours on the 4 days? Does it mean your holiday entitlement and contractual obligations change? In this podcast Bob and Jeremy explore the pros and cons of working 4 days. For some organisations it's going to be a really tough one, for others, pretty easy. What would you do with the extra time? Recorded Dec 2022

In this episode Jeremy interviews Professor Nigel Adams of Buckingham University.  Nigel runs the Business Enterprise and Innovation Unit there.We look at the topic of entrepreneurialism, can it be taught? How entrepreneurship is evolving, the need for more female entrepreneurs and much more. Leave with some valuable insights and ideas when it comes to the people you employ or the mindset you can adopt to have a fresh perspective on innovation. Always the networker even invites you for coffee and conversation too.

Are your people Quietly Quitting? Or are you Quietly Firing someone? Is the discretionary effort you expect from people declining? And what does that mean for businesses and organisations? Are 50% of the World's workforce quietly quitting? This podcast explores the issues and helps you think about how you respond. 

New Managers – what do they need? There are 55,000 plus vacancies for managers in the UK. Some people want to advance, but many don't. Many managers have left their professions so new ones could feasibly be pretty clueless and unsure what to do. Most managers have had no training. We talk about received behaviour. How does ‘stepping into management' really work? We look at how you manage people, work processes and clients. Can you be a coaching manager? Are you simply a manager or are you a leader? What's the difference? Can you run a meeting? Can you present? Here are some top tips that help you begin successfully. Time to reset. 

With the cost-of-living crisis continuing and prices increasing faster than wages who we employ and how we employ them is important.It is also urgent for many industries and sectors. The great resignation has meant lots of people in their 50s have chosen to stop working, 1.5 million in the UK.  With that knowledge and experience disappearing, what are your options as an employer?We look at people, character types, age versus experience and help you consider who should be joining you and your team, large or small.We also consider the huge effect of Covid 19 and share some examples of people who no longer want to be ‘going into work'.Is your organisation, Office first, Hybrid or Remote First? The answer to that also informs who and how you can replace or expand your workforce.Tune in and come away with some ideas and at the very least some more angles to take into discussion with your colleagues, fellow owners or directors over who should be joining you right now. 

Special Edition: Bob & Ann's Conflab. Bob talks to Ann Harris, Ops Manager, Executive Coach and Sales Trainer of Reality Training. She gives her many years of experience and perspective on how companies can manage a large scale training project. To train hundreds, or thousands of people is a difficult project to make happen, and there are many tips, ideas and strategies that should be engaged within the early stages that will lead greatly to the success of the programme. If you need to train high numbers of people, this podcast is essential listening.   

In this short punchy episode we go back over two decades and select the five best clients we have ever and look at exactly how we won them with five very different business development methods. In a digital age how can you use some of the methods we used to win new clients for your business?It's likely you or your organisation are using only one or two of these methods and not in the same way we did. Get some ideas and inspiration to try something new, something different,  and something unexpected.We'd love to hear your responses in the review section about how you have won your best clients.

Leaders need principles and beliefs to follow. What are your values? What rules do you follow to help you lead effectively? Bob and Jeremy look at inspirational quotes and strategies from leaders and thinkers that are highly effective. Drucker, Seddon, Alexander the Great, Wellington, Nelson, Jobs, Joubert, Diogenes, Laloux, Blake, Morrell, and the Dalai Lama, some of the greatest leaders ever – all help us with this essential subject. This podcast sits nicely with our episodes on sales maxims and inspirational quotes.  

Looking for some Inspiration? What inspires you? This podcast highlights some memorable, entertaining and sometimes, life changing quotes, and strategies that anyone can take, be inspired by, and be helped by. Jerry Maguire, (Tom Cruise), Gore Vidal, David Niven, Judi Dench, Charles Dickens, Julian Blake, Dudley Moore, Daniel Auteuil, Laura, (French-Spanish) Fabrice Luccini, – all of these are sources of inspiration. Listen in for some fun and laughs – and to find some free and useful inspiration.