Podcast appearances and mentions of benjamin dennehy

In this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being. Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com) About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his experiences. Key Discussion Points: The Epiphany Moment: Edward realised the need for change about five years into his sales career. This shift occurred when he stopped focusing on the technical aspects of the product and the prospect's role (like CBO or CEO) and instead looked inward, considering how his own actions were affecting the other person, viewing them as human beings. He began to think about how he would feel if someone was doing what he was doing to them. The second part of this transition was spending time to truly understand the prospect's world, recognising that they don't make impulse purchases and need to "sell" internally within their own organisation to get things done. Breaking Point: The old way of selling became unbearable, particularly during lockdown, when facing constant rejection alone in an apartment led to self-doubt. This coincided with him starting to listen to The Inquisitor podcast, which offered a new perspective on questioning people to understand their situation. The sense of rejection was the most difficult part of the old approach. Understanding Buyer Behaviour: Marcus highlights that buyers don't reject the salesperson, proposition, or product itself, but rather the uncertainty and lack of safety associated with the decision. Buyers want to make the right decision effectively and know that a purchase will deliver the intended outcome. Creating false urgency creates distrust. Learning and Improvement: Edward learned from ghosting experiences that prospects are not necessarily "mugging you off," but often have internal issues or priorities that take precedence. The key is to probe and ask tough questions (nicely) to understand the prospect's reality and qualify or disqualify opportunities early. This prevents "bulking up" pipelines with uncertainty, which can negatively impact forecasting up to the board and investors. Becoming an Ally: The moment of realisation that his job was to be the customer's ally, not their accomplice or adversary, came from slowly implementing client-centric approaches and seeing immediate positive results. Switching the tone in emails or meetings led to responses from non-responders, positive reactions, and feeling appreciated in the room. The Power of Client-Centricity: Edward found that adopting a client-centric approach, treating prospects as human beings with emotions, helps overcome imposter syndrome, especially for those without a deep scientific background in technical industries like pharma. This approach serves as a unique differentiator against salespeople who product push. Clients appreciate honesty, like direct answers to questions such as "Who is better, you or your competitor?". Improved Results: A major difference seen is that very little unqualified opportunity enters the pipeline. By asking questions and understanding the client's position and internal readiness, opportunities are typically only added at a later stage (like "submit proposal"). This results in a very high close rate for opportunities that do enter the CRM. This certainty is valuable for communicating upwards within the company. Prospecting for Life: Shifting the mentality from transacting or booking meetings to prospecting for a customer for life changes the entire conversation tone. The focus is on genuinely understanding the other human being and their pressures. Client Reaction and Referrals: When this shift occurs, people actually want to spend time with you and become just as invested in the conversation. The feeling of needing to chase disappears. Edward receives messages directly from prospects on their personal phones. He finds he needs to do less work on accounts because internal people know he isn't difficult to work with and will help them internally. People who were historically bombarded may reach out, demonstrating that less work structured differently leads to inbound interest. Activities Eliminated: Edward no longer wastes hours with "tire kickers" or spends time on "just checking in" follow-up emails. This time is reinvested in self-improvement or sales enablement. The customer-centric approach reduces waffle and uncertainty in pipeline discussions. Doing the Right Thing: A principled approach includes the absolute minimum gesture of honesty, such as advising a prospect that a competitor might offer a better, cheaper, or quicker solution if their request is out of scope. This is uncommon but helps differentiate a salesperson and build long-term memory with the prospect. Impact on Self: Being human-centric makes you a lot happier. You go home feeling like you've helped someone, which is often the antithesis of traditional sales. Done well, sales is about facilitating good decisions and empowering people. Engaging Broadly: Edward aims to engage with around 12 or more people within an account over the medium term, having interactions not solely focused on the sales process. It's important to get in touch with key people (like procurement or legal) before you need something from them. Working with Procurement: Edward learned that engaging with procurement with purely their interests at heart is pivotal. They are trying to save the company money and have specific KPIs; understanding these can help make their life easier and create internal advocates. The Power of Mentorship: A critical move was seeking mentorship from people he had previously interacted with, particularly those he might have "pissed off" as a salesperson, or people in roles like procurement. He crafted concise LinkedIn messages asking for 15 minutes a month of mentorship with "no strings attached" and a promise not to abuse the goodwill. The response rate has been incredibly high (above 90%). This provides invaluable insight into the customer's world, their internal pressures, and the emotional factors influencing decisions. No Need to Discount: Edward learned that discounting feels insincere and is effectively "lying to people". It should be avoided at all costs unless value has been clearly delivered and the prospect understands they need the product. Discounting hurts cash flow, forces more prospecting, and procurement remembers suppliers who are quick to discount. Owning Your Development: Edward advises people who are waiting for company training to stop pointing the finger. It is the individual salesperson's responsibility to train themselves. Finding role models (through podcasts, content, reaching out) and making yourself vulnerable by seeking feedback are key. How You Sell Matters More: Both Edward and Marcus agree that how you show up and how you sell matters more than what you sell. The intent behind the interaction will be remembered, not the technical details of the product. The Real Issue: The fundamental issue in sales is often time and relevance for the prospect at a given point in time, not the product itself. Becoming a Board Director: Edward's recent transition to a board director highlights the value of having frontline sales perspectives on boards, providing insights into market dynamics and customer reactions that senior execs might not have due to being removed from daily sales interactions. Final Challenge: Stop product pitching and focus on the prospect's world, their agendas, and their life. Treat them as human beings, understanding their needs and priorities, not just focusing on your own targets. Recommendations for Further Learning: Books: Demand Side Sales by Bob Moesta, Trust-Based Selling by Charlie Green, The Other Side of Sales by Mark Schenkeus, How to Make Friends and Influence People. Podcasts/Content: We Have a Meeting (WAM guys), Benjamin Dennehy, Jerry Hill. Community: Veblen Community (Callum Lang). Networking: Seek mentors through respectful outreach. Consider Sellers Anonymous. How to Connect: Edward Ingham: edward.ingham@biopharm-bd.com or reach out on LinkedIn. Marcus Cauchi: Get in touch regarding Sellers Anonymous or the Career Pathfinder. The conversation highlights the transformative power of shifting to a truly human-centric and principled approach in sales, leading to increased effectiveness, personal fulfillment, and stronger customer relationships.

Today we are re-sharing one of our most controversial episodes so far, with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy. Benjamin joins Dominic as they discuss the art of selling and the common misconceptions about sales. This is truly a sixty-minute conversation that will change how you look at sales!Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.Timestamps(04:00) Book Recommendations and the Misconception of Sales Books(07:19) Why the UK's Most Hated Sales Trainer is Hated(09:08) The Problem with Traditional Sales Approaches(23:19) The Art of Asking and Answering Questions in Sales(28:44) Creating Comfort and Lowering Walls in Sales Conversations(31:25) Getting Prospects Emotional: The Purpose of a Prospecting Call(33:44) Consultative Selling: Asking Probing Questions and Understanding Pain Points(35:42) The Future of Cold Calling and the Rise of AI(39:03) The Myth of 'People Buy People'(45:49) The Risks and Rewards of Entrepreneurship(50:40) Mastering a Methodology: Continuous Improvement in Sales(51:33) Critical Thinking, Communication, and Emotional Control in Sales(59:51) Knowing When to Quit and When to Persevere in BusinessFollow Benjamin DennehyWebsite: https://www.uksmosthatedsalestrainer.com/LinkedIn: https://www.linkedin.com/in/benjamindennehy/?originalSubdomain=ukYouTube: http://www.youtube.com/c/UKsMostHatedSalesTrainerInstagram: https://www.instagram.com/benjamindennehy/Mentioned in this episode:Get Mind Your F**king Business

Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I've been reflecting on the superb guests I've had on the show. I thought I'd select a handful of soundbites from this year's podcast episodes to share with you. This isn't a comprehensive list - there have been so many standout moments - but these clips include tips, advice, or insights that stayed with me. I've shared 10 soundbites that I hope you find as useful or insightful as I did. Stick around until the end to hear a clip from one of the most popular episodes and one that I received the most positive feedback from listeners! You can also read more about each of these guests by visiting this episode's page on my website here: https://www.accountmanagementskills.com/top-10-tips-insights-from-the-podcast-in-2024-with-jenny-plant These episodes are mentioned: 1. Episode 125: Dan Pfister, "How to Win Back Clients for Exceptional ROI" 2. Episode 120 & 121: Carey Evans & Simon Rhind-Tutt, “What Your Client Don't Tell You” 3. Episode 116: Jack Skeels, "Why Agencies Need to Rethink Project Management" 4. Episode 117: Tim Williams, "Why Time-Based Pricing Doesn't Work" 5. Episode 114: Gareth Healey, "Stand Out or Die" 6. Episode 115: Tim Riesterer, “Why selling to client and prospects is different" 7. Episode 109: Michael Farmer, "Why the Agency Business Model Isn't Working" 8. Episode 91: Sharon Toerek, "How Agencies Are Navigating the Legalities of AI Use" 9. Episode 111: Alison Coward, "How a Workshop Culture Builds High-Performing 10. Episode 105: Benjamin Dennehy & Marcus Cauchi, "How to Sell" If you'd like to be kept up to date with who is coming on the podcast, the topics we're covering, receive tips about agency account management or to be notified about trainings I'm doing, you can sign up for my newsletter at my website: https://www.accountmanagementskills.com

In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.   Welcome to Part Two of Benjamin Dennehy's episode on Grow a Small Business.,In this episode host Michael Denehey interviews Benjamin Dennehy, founder of The UK's Most Hated Sales Trainer. Benjamin shares powerful strategies for mastering negotiation and sales, emphasizing the importance of demanding upfront payments and overcoming emotional attachment to your business. He also highlights how to handle company policies and the need for confidence in closing deals. Tune in for practical insights to elevate your sales game and business mindset. Key Takeaways for Small Business Owners: Prioritize Upfront Payment: Benjamin Dennehy stresses the importance of securing payment before starting any work. He believes that this approach prevents unnecessary chasing and demonstrates confidence in your value.   Challenge Company Policies: When faced with conflicting policies, like 60-day payment terms versus a 100% upfront policy, Dennehy showcases how sticking to your own policy can lead to better results and establish clear boundaries.   Embrace Rejection: Dennehy highlights that rejection is a natural part of sales and emphasizes the importance of not fearing it. He views rejection as a step toward finding quicker yeses. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   Detach Emotionally: Successful business owners should detach emotionally from their business. Dennehy advises that treating your business objectively helps in handling difficult prospects and avoids being swayed by personal attachments.   Charge for Consultations: Dennehy advises charging for initial consultation calls to filter out less serious prospects and avoid giving away valuable advice for free.   Consistent Prospecting: To improve sales outcomes, Dennehy emphasizes the need for consistent prospecting. Meeting a larger number of prospects reduces the pressure on each individual sale and improves overall performance. One action small business owners can take: One actionable tip from Benjamin Dennehy for small business owners is to stop being emotionally attached to their business. Dennehy advises business owners to treat their business as just another entity, not as their personal life. By doing so, they can better handle tough questions from prospects and avoid letting personal feelings impact business decisions. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.

In less than 20 minutes a week, we'll introduce you to an expert or business owner with deep experience in what they do. Grow you, grow your team, grow a small business.   In this episode of Grow a Small Business, host Michael Denehey interviews Benjamin Dennehy, founder of The UK's Most Hated Sales Trainer. With over a decade of experience in sales training, Benjamin shares how he's helped countless businesses improve their sales techniques and performance. He also discusses building a successful team and the strategies that have led to his business growth. Tune in for expert advice on transforming your sales approach. Key Takeaways for Small Business Owners: Master the Art of Asking Questions: Sales success is rooted in asking the right questions. It's not just about what you ask but how you ask it, to uncover true client needs.   Embrace Discomfort in Sales: Being direct and upfront in sales can be uncomfortable, but it's essential to build trust and gain respect from potential clients.   Understand Rejection: Rejection is part of the process. Learning how to handle and grow from rejection will make you a stronger and more resilient salesperson. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?   Be Prepared to Challenge Prospects: Don't be afraid to challenge prospects' assumptions. This can differentiate you from competitors and position you as a trusted advisor.   Focus on Process, Not Outcome: Focusing too much on the end goal can lead to failure. Prioritize following a strong sales process, and the results will naturally follow.   Build a Strong Sales Team Culture: Investing in your team's sales training and fostering a culture of accountability will improve overall performance and business success. One action small business owners can take:   One action small business owners can take is to revamp their sales approach by incorporating Socratic questioning. This technique involves asking insightful questions to guide prospects toward recognizing their own needs and challenges, rather than directly pitching your solutions. It helps in uncovering deeper insights and building stronger, more trust-based relationships with potential clients. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximize your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.

My most popular podcast episode was with the UK's Most Hated Sales Trainer, Benjamin Dennehy. So naturally I had to have him back for a second episode! We chatted about all types of important topics, including how to get over call reluctance, what to say during the call, and what the objective of a good call should be. Here's episode 1 if you missed it: https://youtube.com/live/W77G6nIywE0?feature=share Learn more: https://salesmatrixcourses.com/ --

258 Benjamin Dennehy About Being UKs Most Hated Sales Trainer And About Sales | What's On Your Mind? Personal Development, mindset & selling are on my mind all the time. My name is Peter and I created a weekly Podcast called What is on YOUR mind. Learn from my entrepreneurial guests how they overcame challenges, growth, failure and massive success.Benjamin Dennehy is The UK's Most Hated Sales Trainer, but why? Marketing of course. He made it up. There is no international body that measures hostility towards sales trainers. (should there be?)Having said that, he does make brutal observations that many in sales recognise and accept as true. Sometimes those truths hurt.Take, why are most people in sales?Answer - not by design but by default.Benjamin qualified as a Barrister and was called to the bar in New Zealand. Did he ever imagine he'd be in sales, let alone teaching it? Nope.Very few people wanted to be in sales as a kid (there's always the odd exception, so bully for you!). They wanted to be astronauts, lawyers, doctors etc - so what happened, how did they end up in sales?They grew up, got a degree in Sports Psychology and realised that in the real world no-one would pay them for that knowledge. They needed a job.Who's always hiring? That's right, Sales.They're young, thin, look good in a suit and can string a sentence together whilst not dribbling in the interview. That's all you need to qualify as a sales professional.So, the fact most people are doing a role that deep down they never wanted to do explains why so many are mediocre to average, at best.That hurts, but it's also true.This is why he's hated!Connect with Benjamin on social media:https://www.uksmosthatedsalestrainer.com/https://www.youtube.com/@benjamindennehyhttps://www.salesmatrixcourses.com/Subscribe to see more inspiring videos: https://www.youtube.com/c/petersnauwaertShare this video with a YouTuber friend: https://youtu.be/_xG7XebZ-dQ Leave your email address at http://www.psgrow.com and receive a weekly update when the new episode is availableSupport your podcast via Patreon https://www.patreon.com/psgrow?fan_landing=true or WhyDonate https://whydonate.nl/donate/PSGROW/enI use Willow, a Belgian software to post all social media posts on Twitter, Facebook, Instagram and LinkedIn. Willow's tool and consultants make sure you always know what, how and when to post. I personally am very satisfied with it because of its great ease of use.From easy scheduling to content inspiration and crystal clear analytics. Contact me at peter@psgrow.com if you want to enjoy 1 month free !For online recording, I use Riverside.fm to record high quality audio and video. I have been using Riverside.fm for more than 1 year as I was not happy about the audio quality of Zoom. Next to this, I also wanted to do something more with the video than just 2 faces next to each other. Check out Riverside.fm on https://riverside.fm/?utm_campaign=campaign_2&utm_medium=affiliate&utm_source=rewardful&via=peter-snauwaertMusic: Intro Peter Snauwaert (Copyright)Voice-over: Stemmig by Sara FiemsLet's connect:LinkedIn: https://www.linkedin.com/in/petersnauwaertTwitter: @petersnauwaertInstagram: @ps_growFacebook: https://www.facebook.com/PSGROWE-mail: peter@psgrow.com Get bonus content on Patreon Hosted on Acast. See acast.com/privacy for more information.

Welcome back to the Predictable Revenue Podcast! In today's episode, Collin Stewart is joined by Benjamin Dennehy, famously known as the UK's most hated sales trainer. Benjamin brings his unfiltered, brutally honest approach to sales training, sharing insights on why salespeople often struggle and how they can turn things around. Highlights include: Get Your Salespeople to Stop Slacking (01:24), The Sherpa Mentality in Sales (12:53), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

The 300th Episode! In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales. This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.04:00 Book Recommendations and the Misconception of Sales Books07:19 Why the UK's Most Hated Sales Trainer is Hated09:08 The Problem with Traditional Sales Approaches23:19 The Art of Asking and Answering Questions in Sales28:44 Creating Comfort and Lowering Walls in Sales Conversations31:25 Getting Prospects Emotional: The Purpose of a Prospecting Call33:44 Consultative Selling: Asking Probing Questions and Understanding Pain Points35:42 The Future of Cold Calling and the Rise of AI39:03 The Myth of 'People Buy People'45:49 The Risks and Rewards of Entrepreneurship50:40 Mastering a Methodology: Continuous Improvement in Sales51:33 Critical Thinking, Communication, and Emotional Control in Sales59:51 Knowing When to Quit and When to Persevere in Business

We were joined by the GOAT of cold calling - Benjamin Dennehy - The UKS most hated sales trainer. Benjamin opens up about what grinds his gears in our 100th episode of the show.We're launching our in person event together on the 5th June in Manchester where we'll teach all things sales and marketingBuy tickets here - https://buy.stripe.com/00geWferKeziag...June 5th 202410am - 4pmManchester - Luxury HotelSales + Cold Calling Masterclass£297 (Pay £50 deposit today - balance isn't due until May) Hosted on Acast. See acast.com/privacy for more information.

Today's conversation is with Benjamin Dennehy. Benjamin is the UK's Most Hated Sales Trainer and today we unlock his sales secrets which you can action. Expect to learn where the title of UK's most hate sales trainer comes from, and how Benjamin built his brand, business and service to escape a life he didn't want to live. I ask about the biggest mistakes sales people make, why sales isn't treated like a profession, how to be trusted rather than liked, the fundamentals of a good cold call, and just how Benjamin is so good at bouncing back questions to direct conversations where he wants them to go. This episode is packed with sales insight, but will also help you when it comes to understanding your psychology and that of those around you, and some great career and business advice from Benjamin on living life on your terms. This episode is brought to you by MyPodcastMasterclass, the video learning platform I've built to help you start, sustain, and scale your own podcast. Over the last 4 years, I've grown the show to the top 1% globally and along the way it's unlocked opportunities for my business, my personal brand, added incredible contacts to my network, and so much more. Most podcasts that start fail, over 90% don't make it past episode 8 and many that do never build a consistent high quality show with the guests they want. My podcast masterclass will give you the foundations, systems and processes to smash through those early barriers and build an impactful podcast in your niche. The link to enrol is in the show notes at https://mypodcastmasterclass.thinkific.com/courses/PodcastMasterclass Connect with Benjamin: LinkedIn - https://www.linkedin.com/in/benjamindennehy/ Sales Matrix - salesmatrixcourses.com YouTube - https://www.youtube.com/channel/UC50DMoaZxVftPQ14kLHpVMg Connect with Col: Instagram: https://www.instagram.com/col.cambro/ Email List - https://mailchi.mp/548e38ba5942/colincambro Support me: buymeacoffee.com/ColCamBro

Welcome to episode 105, I have invited two of my most popular podcast guests back for a second time, sales trainer legends; Marcus Cauchi and Benjamin Dennehey. ‌Both have been sales trainers for years and have worked with many agencies and tech companies. They shared some golden nuggets to help you with selling your agency's services. ‌I had to throw away the list of questions I'd prepared and let the conversation flow naturally because I wanted to capture as much of their collective sales wisdom and tips as possible. I hope you'll enjoy the longer length of this episode and ultimately come away with some practical things you can implement in your sales process. ‌‌· An understanding of the importance of having the ability to ask superb questions during the sales conversation with a prospect. · In our chat, Marcus and Benjamin role play a conversation and hopefully you can take the principles away and model some of the language they're using in your next sales conversation with a prospect. You can reach Marcus Cauchi on LinkedIn, via marcus@laughs-last.com, visit his website: https://www.laughs-last.com and The Inquisitor podcast. You can reach Benjamin at https://www.uksmosthatedsalestrainer.com/ If you'd like to chat to me about selling skills for agency account managers to help you with your your existing client accounts then you can go to my website https://www.accountmanagementskills.com and find out more about how I help build an entrepreneurial mindset in account management through my training programmes.‌

► For the final episode of the Business Growth Show in 2023 we have a treat for you! - Sam reveals the most downloaded audio podcast and most viewed YouTube episode since we started the show 4 years ago! ✔ Benjamin Dennehy joins Sam to share what you're trying to achieve at each stage and a breakdown on how to achieve it across: ✔ Initial cold calls ✔ Discovery calls ✔ Presenting/demo's ✔ Follow-ups ✔ When to walk away from a prospect who's not playing ball with you ✔ Closing deals ======================

In this episode of Get a Load of This podcast, Cameron Pechia, host of Get A Load of This Trucking Podcast also founder of Valley Trucking Insurance and UK's Most Hated Sales Trainer, Benjamin Dennehy, sit down and have a great conversation about sales tactics in the Transportation and Trucking Industry. From cold call lines to sales processes and having a game plan. Easy ways to open doors in calling on Freight and landing new relationships. This is a must-listen for anyone doing sales in the Freight Industry. Episode Highlights: The importance of sales skills in the trucking and transportation industry. Benjamin Dennehy's journey to becoming the UK's Most Hated Sales Trainer. The role of psychology and transactional analysis in sales. Strategies for effective cold calling and dealing with rejection. The significance of understanding and addressing customer needs. The evolution of sales techniques in the post-COVID world. Practical tips for trucking companies and freight brokers to improve their sales process. Resources Mentioned: Benjamin Dennehy LinkedIn The UK's Most Hated Sales Trainer® Cameron Pechia Thomas Comstock Ryan Young Valley Trucking Insurance

This week we sit down with Benjamin Dennehy to delve deep into the world of sales, and why people are so terrible at it...Filled with unpopular opinions, unfiltered truths and uncensored language that your Gran wouldn't be proud of, come sit with us as we quiz the mind of The UK's Most Hated Sales Trainer to see if you really are so s#*t at selling!

► What is this new magic: AKA 'relationship focused sales pipeline'? Sam tackles some home truths with The UK's Most Hated Sales Trainer: Benjamin Dennehy. They cover:

Welcome to Episode 95. This episode is particularly relevant for you if you're responsible for agency new business. I'm joined by Benjamin Dennehy, UK's Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency's services, , particularly if you've never received any professional sales training. Benjamin invites us to challenge our beliefs around pitching and giving away your ideas for free which is so typically entrenched in the marketing services industry. He also shares some great examples of how to approach things differently. NB: If you don't like swearing this isn't the episode for you. Please go and follow Benjamin on LinkedIn, his content is not only useful and practical it's very different to the usual stuff you see about sales. http://www.linkedin.com/in/benjamindennehy/ www.salesmatrixcourses.com www.uksmosthatedsalestrainer.com www.youtube.com/c/UKsMostHatedSalesTrainer If you're listening to this at the end of 2023, I'm opening enrolment soon for my one year Account Accelerator training and coaching programme that starts on 11th January 2024. It is designed to give those responsible for account growth in the agency the entrepreneurial skills and mindset to support the growth of your client accounts and your agency. If you're in account management at any level or you have someone in your team who this might be suitable for, please send me an email to jenny@accountmanagementskills.com or drop me a DM on LinkedIn and I'll let you have all the details when they're available so you can decide if it's a good fit. Places are limited for the January cohort. https://www.linkedin.com/in/jennyplant

An interview with Benjamin Dennehy, the. UK's Most Hated Sales Trainer.   We'll be discussing the following:   ✅  How to open a cold call ✅  How to get past a gatekeeper ✅  Objectives when you're on a call   About Benjamin:   Benjamin Dennehy is an engaging sales speaker and sales trainer who will explain that the barriers cemented within your selling process are the fault of your childhood programming, poor beliefs and general hatred of being in sales. Connect with Benjamin:   YouTube: https://www.youtube.com/channel/UC50DMoaZxVftPQ14kLHpVMg LinkedIn: https://uk.linkedin.com/in/benjamindennehy Website: https://www.uksmosthatedsalestrainer.com/

We recently hosted an event with Benjamin Dennhy so we got him back on the podcast to pick his brains around everything sales.If you're looking to get in front of new business check out:www.wehaveameeting.comFollow us on Linkedin:We Have A Meeting - https://www.linkedin.com/company/we-have-a-meetingJack Frimston - https://www.linkedin.com/in/jack-frimston-5010177b/Zac Thompson - https://www.linkedin.com/in/zac-thompson-33a9a39b/ Hosted on Acast. See acast.com/privacy for more information.

At our August Mastermind meeting of Champions, we had the one and only Benjamin Dennehy, the UK's Most Hated Sales Trainer on to talk about prospecting and sales. It was so good that we had to turn it into a podcast. We hope you enjoy this throwback episode!

► Which is best: website or sales rep? ► Benjamin Dennehy (The UK's Most Hated Sales Trainer) and Sam battle it out! ✔ Get a bunch of actionable tips to turn your website into a lead generation machine that you are proud of.

With sales training there aren't many guarantees although the degree of certainty does improve dependant on a number of factors. A clear strategy, willingness to learn & coach-ability, strong leadership, a sound and understood culture, buy-in. I try hard to live by the idiom "it's not about being right but about doing the right thing that matters." Behavioural change isn't easy - especially if you own the business or if you are a sales leader at manager or director level. Guesting on this episode of the Shift Control Sales is Benjamin Dennehy - self titled as The UK's most hated sales trainer. A befitting title for someone controversial and outspoken? Perhaps, but Benjamin's iconoclastic approach to sales training is definitely worth considering if you are serious about performance improvement in your team. We cover a lot of ground that might make for some uncomfortable listening for a few people...mainly sales leaders and business owners as he (and me) call out some behaviours that are responsible for underperforming sales teams. The odd curse word thrown in, it's a high paced episode that I hope offers a lot of value to those of you who are serious in changing the way you do things in sales.

In this episode of Agents Influence podcast, host Jason Cass interviews Callum Beecroft, Owner of the phonejacker®. Callum discusses how he helps companies connect with prospects by cold calling for them and shares his cold-calling mistakes so that others can learn from them. Episode Highlights: Callum shares that he is an iPhone user and the last app he downloaded was Sky Sports. (2:15) Callum explains that the reason he loves to win over hating to lose, and, in cold calling always tries to find the lesson in the loss. (3:55) Callum shares the conversation he had with Benjamin Dennehy that led him to start the phonejacker®. (10:56) Callum mentions that he also works for eCommerce businesses, and a marketing agency for prospecting, where he picks up the phone and sets meetings with the prospects that his clients want to meet with. (13:42) Callum shares his decision making and the things he considers on starting the phonejacker® and learning cold calling practices instead of being an employee of a company. (15:14) Callum explains that there is not much competition in the UK, and small businesses usually do not hire full-time employees. (19:05) Callum mentions that the name "The Phone Jacker" came from a TV show in the UK called "Fone Jacker". (20:42) Callum shares that the first thing he learned from his coach, Benjamin Dennehy, was to “be your own best friend”. (23:25) Callum talks about his online newsletter called "The Hang Up", which can be seen on his LinkedIn. (29:59) Key Quotes: "You've got to be your best own best friend. And that's in a prospect in a cold call instance, but even more so for me going self-employed." - Callum Beecroft "Are you better at what you're doing now than you were yesterday? Because if you can answer yes to that, then you're on the right track, and you just keep getting better. You learn from your mistakes and you grow and grow." - Callum Beecroft "I share lots of content, mostly cold calls, where I analyze them. And we look at the areas where I made some mistakes and what lessons I can learn from those mistakes, what I would have done differently." - Callum Beecroft Resources Mentioned: Callum Beecroft LinkedIn the phonejacker® The Hang Up Reach out to Jason Cass  Agency Intelligence

One of the biggest threats to your success in sales, and even in life, is your mindset. If you can't deal with the knockbacks and avoding constant comparison with others, then you'll struggle. To talk about this topic, I'm delighted to be joined in this episode by Benjamin Dennehy, The UKs Most Hated Sales Trainer who has built a strong and effective reputation in the sales space from being upfront and staying true to his personality. Along with the topics above, I'll be asking Benjamin what else gets missed when thinking about mindset in sales, along with some of his defining moments that led him to where he is today.

► Wanna learn how to nail cold calls? Benjamin Dennehy (The UK's Most Hated Sales Trainer) joins Sam to share a step-by-step of cold calls - from the phycology behind them, the key goals, best openers and the key outcomes you should aim for. ► Connect with Benjamin Dennehy on LinkedIn: https://www.linkedin.com/in/karihanson/ ⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹ ✔ Never miss an episode + get free marketing tips + guides + bonus resources to your inbox every Monday: http://businessgrowth.email Please check out our sponsors... ⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹ Chili Piper - Advanced scheduling software that helps B2B revenue teams double their conversion rates, increase customer satisfaction, and reach new levels of productivity - https://www.chilipiper.com/bgs ⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹ Web Choice - We Build Custom Websites & SEO Strategies That Generate Leads & Sales: https://www.webdesignchoice.co.uk/ ⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹⇹

At our August Mastermind meeting of Champions, we had the one and only Benjamin Dennehy, the UK's Most Hated Sales Trainer on to talk about prospecting and sales. It was so good that we had to turn it into a podcast. We hope you enjoy!

When was the last time you saw a startups GTM strategy focus mainly on outbound sales cold calls? Pretty much never. Most early stage businesses skip this crucial step in preference for some less extroverted, passive direct response style digital ads instead. Big, big mistake. We've all seen the scene at the end of The Wolf of Wall Street where Jordan Belfort uses the simple 'Sell me this pen' exercise to teach people about sales. People who don't know how to sell, immediately start talking about the pen - it's color, the shape, the finish, the ink, it's cost… But, good salespeople know better than that. They start asking questions and identifying problems which the pen can solve. This requires, empathy, a brain and above all, a deeper understanding of how people buy. Isn't it funny, in our lives, how often do we start in reverse? Orthodox sales behavior is all wrong. We start with our product and how good we think it is, instead of the customer and their situation. It seems so obvious, but this simple oversight causes billions upon billions of wasted sales and marketing resources every year. It causes salespeople to believe they can sell (when they can't) and marketers to think they're doing effective marketing when they're not. What often happens is the sales and marketing function quickly devolves into a volume-based shouting match with everyone hoping someone will listen. Most of the time, the market just doesn't care. They look at this company's work and instantly know they just don't get it. They don't get them, and what they want. How do you make them care? How do you sell? Today, we're talking with Benjamin Dennehy to clear up this mess. He helps train sales teams and consults to companies all around the world. Self-branded as the UK's most hated sales trainer, part-time LinkedIn male model, Trump hat aficionado...He's got personality, he's got the right words, but above all he knows sales, because he actually does it. So if you've ever wanted to sell, you need to listen to this episode. Maybe you're trying to convince a manager of your idea. Maybe you're trying to convince the kids to get in the car. Maybe you're trying to get a hotter partner on the dating circuit. Or selling yourself on the corner downtown…Whatever it is. You'll get a crash course in how to do it properly by listening to the next 59mins. I was literally laughing out loud while editing this yesterday. Ben's entertaining and this chat is an easy listen. It's not technical. It's wildly frank. Funnily enough, there's no shortage of sales gurus out there, who are so good at selling, they have everyone fooled. But most can't sell, personally. Ben can. And that's why we're talking What is sales? What's the difference between sales and a transaction? What's the difference between an AE, SDR, BDM? What's the best sales software to use? What are the critical missteps people make in sales that you should avoid? And what's his sales process? It's like this

If you are responsible for uncovering some new business this year and this podcast episode with the fabulous Benjamin Dennehy doesn't deliver some information that will prove incredibly useful to help you do just that – while making you smile at the same time – I will be amazed.Benjamin is a man you might know better by his working title the “UK's Most Hated Sales Trainer” - which may or may not be true - what is beyond doubt though, is how much this man knows about sales.If you've watched any of his videos or seen him speak you'll know he will happily pick up the phone and make a cold call in front of a live audience – this man walks the talk and then some - and I promise you - he is going to shake up how you think about your sales role over the next 30 minutes.In this episode, Benjamin shares some incredible insights - stuff like…The best way to start a cold call – and why you're falling down straight after “Hello”Why you need to STOP answering questionsHow he successfully booked an appointment with a cold prospect – even though the prospect had no idea who he was or what he did – even at the end of the call – with the appointment in the diaryWhy you should have no emotional attachment to the outcome of your sales calls And that doesn't even cover half of it

We had the absolute pleasure of having Mr Benjamin D AKA The UKS Most Hated Sales Trainer.We spoke about the secret to selling, what inspired him and what's next in the world of sales.If you want to get better at sales, this is the episode to listen to... Hosted on Acast. See acast.com/privacy for more information.

Tune in for one of the funniest episodes of Selling With Love so far! Do you think you are a professional salesperson? Benjamin disagrees. Benjamin speaks his truth without fear or second thought. Once you become a good salesperson, you can start choosing your clients, you can stop prospecting, and you can have the courage for asking face-punching questions. If you don't, you aren't there yet! Benjamin Dennehy is the founder of The UK's Most Hated Sales Trainer. He's worked as Sales Consultant and trainer, and through his brutal communication he's able to achieve powerful and honest transformations. He works with companies by leading conferences and workshops. He also coaches individuals online via his club and bootcamps. Listen out for: The Real Purpose of prospecting What Sales Is NOT Why You MUST ask difficult question Behaviors of Professional Salespeople Why You Should Choose Your Clients (Not the other way around) Bonus: Benjamin's site: The UK's Most Hated Sales Trainer: https://www.uksmosthatedsalestrainer.com/ Benjamin's Linkedin Profile: https://www.linkedin.com/in/benjamindennehy New to Selling with Love Podcast? Download the first chapter of the Selling With Love book FOR FREE: https://www.sellingwithlove.com/freebie Subscribe to the YouTube Channel HERE: https://youtube.com/c/sellingwithlove?sub_confirmation=1 I'd love to connect with you. You can find me, your host, Jason Marc Campbell on the following Channels: Instagram: https://www.instagram.com/jasonmarccampbell LinkedIn: https://www.linkedin.com/in/jasonmarccampbell *Selling with Love Podcast was previously known as Superhumans at Work by Mindvalley. #BenjaminDennehy #JasonMarcCampbell #SellingWithLove

----------------------Watch the episode on YoutubeReady to explode your ad campaign results but don't know how? Whether you are running ads for your own business, or for your clients' we can help! Visit - https://theadsclinic.com/To join our Lets Run Facebook Ads Facebook group click here: https://www.facebook.com/groups/letsrunsocialadsFind Benjamin here

Benjamin and I have closely analysed the internet to identify whey the human race is well and truly fucked.

► We breakdown the full cycle from initial call to winning deals! Benjamin Dennehy is; The UK's Most Hated Sales Trainer!

With a title like “the UK's Most Hated Sales Trainer,” you know that you're likely going to ruffle some feathers. You're going to make some people uncomfortable. Because you've likely not achieved that title by telling people what they want to hear. Which is why, on this episode of B2B Revenue Acceleration, we sat down with Benjamin Dennehy for a conversation all about his career journey and how he came to be known as the UK's Most Hated Sales Trainer. We talked about Benjamin's sales and prospecting best practices, why anybody can have a career in sales, why you shouldn't automatically hire someone with sales experience for your sales role, the pros and cons of LinkedIn Prospecting, and the right ways to use CRMs as an SDR. To hear this interview and many more like it, subscribe to the B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Benjamin has a unique approach that turns sales on its head. He's shockingly blunt about the failings of most sales professionals out thereAs a master of prospecting and sidestepping gatekeepers, Benjamin is a breath of fresh air, and is full of practical tips and tactics to open doors.Whether you're in sales or not, this chat is full of gems! Website: DodgeWoodall.comInstagram: @Dodge.WoodallLinkedIn: Dodge Woodall See acast.com/privacy for privacy and opt-out information.

As we move closer to our 150th Episode, we thought it would be fun to re-visit our 100th Episode Special, where we turned the tables and for the first time ever, Darryl was the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft's dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!

Benjamin Dennehy The UK's Most Hated Sales Trainer shares how to get past a gate keeper if you don't have a contact name. Get more info at https://www.UksMostHatedSalesTrainer.com/

Benjamin Dennehy joins us in the Habitz Podcast studio to talk you through how to make more sales. Sales doesn't need to be complicated. People are scared to pick up the phone and they're scared to sell. Being a good salesperson doesn't mean you hammer the phone and do the same thing 100 times over. Good sales techniques come from self-evaluation, regular performance check-ups and learning from mistakes. Ben is known as the UK's most hated sales trainer, but he knows what he's talking about. If you need some no-nonsense sales training, he's your guy.

In this episode you can hear Benjamin Dennehy , Bogdan Crudu and Andrei Crudu talk about the need for courage, how to track your success, what is decision making and the pitfalls of selling. Show notes on https://techieleadership.com/show91

In this episode you can hear Benjamin Dennehy , Bogdan Crudu and Andrei Crudu talk about the need for courage, how to track your success, what is decision making and the pitfalls of selling. Some value points you can expect: It takes a good amount of courage to become a decent salesperson Getting good at […] The post UK’s most hated sales trainer – with Benjamin Dennehy – 091 appeared first on Techie Leadership.

In this episode of Agents Influence podcast, host Jason Cass interviews Benjamin Dennehy, Managing Director at The UK's Most Hated Sales Trainer®. Benjamin talks about the sales process and his knowledge, and expertise in being a salesman. Episode Highlights: Jason introduces Benjamin Dennehy. (1:42) Benjamin mentions his YouTube channel called The UK's Most Hated Sales Trainer, and it’s about cold calling people live while filming it. (5:34)Benjamin mentions that most salespeople think that it’s the winning personality because they only remember 20% of people that buy from them, and they're selling to 20% of the people that have their personality. (6:56)Benjamin thinks that luck is preparation when meeting opportunities. (8:21) Benjamin shares a story about his job at a company that specializes in setting appointments. (15:07) Benjamin shares that when he was turning into the person he was pretending to be, he started to figure out how selling works. (18:35) Benjamin realized that buyers don’t tell the truth. All people lie to a salesman about everything and there's nothing a prospect can say that's not off ground. (22:07) Benjamin mentions that salesmen don't have control and they always defer to prospects. (24:35) Benjamin shares that the hardest part is not trying to be liked and most salesmen believe that you have to be liked to sell. (26:00) Benjamin mentions that every salesman should be 100% commissioned and shouldn't be paid basic, at all. (28:20) Benjamin shares that if you follow a process religiously and get better at it, even though you might not like the outcome, it will still be the right outcome. That’s why he follows a strict process. (30:30) Benjamin mentions that everything he does breaks a patent, and it works because the buyers were expecting him to act a certain way. (50:16) Benjamin shares that his advice for everyone is to pick a book about sales and do everything that’s on the book repeatedly, and regardless of what the system is, you'll be successful. (1:02:36) Key Quotes: “To be good at sales, you have to be good at basically duplicating and mirroring the person you're selling to and giving them the personality they need to feel comfortable to buy.” - Benjamin Dennehy “It’s all about control, and what I realized is salesmen never have control. They always defer to prospects. Another rule, the man with the gold makes the rules. Somewhere along the line, salesmen and people were taught that if you've got the money, you've got the power. But I realized very quickly, your money is useless if no one's willing to take it.” - Benjamin DennehyResources Mentioned: Agency Intelligence We Got Your Podcast Reach out to Jason Cass Benjamin Dennehy LinkedIn The UK's Most Hated Sales Trainer® YouTube- The UK's Most Hated Sales Trainer Advertisers: Hanover Agency Performance Partners Veruna

Benjamin Dennehy is an engaging sales speaker, Interim sales director, and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate, and help your salespeople understand why they struggle with many of their daily sales frustrations. LinkedIn https://www.linkedin.com/in/benjamindennehy/

It’s our 100th episode of this podcast! Can you believe it?!   We decided to turn the tables for this very special offering of INSIDE Inside Sales and for the first time ever, Darryl will be the guest. Now who could we possibly find that would be up to the challenge of interviewing VanillaSoft’s dynamic, bombastic, and fashion icon of a Chief Revenue Officer? All-Star guest and fan favourite Benjamin Dennehy joins us for his record-setting 4th time to dig deep and dive into all things Darryl Praill. Learn everything you wanted to know about the who, why, and how about your humble host as we celebrate this milestone episode of INSIDE Inside Sales!   About Darryl's guest: Benjamin Dennehy is an engaging sales speaker, Interim sales director and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help your sales people understand why they struggle with many of their daily sales frustrations. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

In our latest podcast episode Raul Porojan and Benjamin Dennehy (self-identified “UK’s Most Hated Sales Trainer”) explore the mindset that leads to success in sales. Why are most salespeople average at best? What makes winners different? And what role does training play in building up a well-oiled sales organisation?

The UK's Most Hated Sales Trainer, Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred' style will educate, inspire, motivate and help your sales people understand why they struggle with many of their daily sales frustrations. A hard hitting episode!

Marc talks to Benjamin who proclaims to be the 'UK's most hated sales trainer'. They talk about the art of cold calling and why so many people are reluctant to do it in the first place. Benjamin also gives some of his best tips to be more successful in a sales role and why it is only our own limiting beliefs that prevent us from being successful in the first place.

Everybody has an opinion. Whether it be insightful, genius, misguided, or even just the rantings of an obnoxious troll, wherever you look opinions are easy to come across. These varied opinions can enhance or destroy even the most enlightened dialogues, and often can lead us to wonder what we ourselves are bringing to these conversations. Are we helping or hurting our cause? In this episode of INSIDE Inside Sales, Darryl is joined by a special guest who is making a record third appearance – the legendary Benjamin Dennehy, the UK’s Most Hated Sales Trainer. Darryl and Benjamin forego the normal podcast routine and rant about the issues facing sales professionals during a global lockdown. They trade barbs on such issues as the “Give Back Movement”, selling during a pandemic, and just being yourself. You’re not going to want to miss the fireworks in this episode of INSIDE Inside Sales! About Darry's guest: Benjamin Dennehy is an engaging sales speaker, Interim sales director, and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate, and help your salespeople understand why they struggle with many of their daily sales frustrations. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

In this episode, I speak with the UK's most hated sales trainer, Benjamin Dennehy.  Benjamin has been a mentor of mine for a while now, so I was really excited to have him on the show to give his honest advice and opinion on the world of software sales and how we can all improve, with what he teaches.   We covered some of the areas that hold software sellers back and where they go wrong within their approach.   We discussed why it's only our fault as salespeople when we are behind quota and how it's important to identify that and take accountability and improve ourselves moving forward.  As Benjamin says, not everyone will do what he teaches or agree with his approach, but I think he will help a lot of SaaS sellers that want to listen.

Both controversial and cunning in the ways of behavioural science and sales, Benjamin Dennehy is an expert in challenging beliefs around money. These secrets of selling from the UK’s most hated sales trainer will allow you to not only discover new predictors of success and recruit the right candidates for any sales roles, but battle against money concepts, subservience and tired belief systems in an industry where profit is king. Chances are that your “best practice” is not the best practice. In this episode you’ll learn why. Watch the full episode on YouTube Benjamin Dennehy grew up in New Zealand before travelling to the UK for life experience, working in pubs. When the time came to get a “real job”, he studied in law but fell into a role as a recruitment consultant. His recruitment record was abysmal – recruiting nobody in six months. However, his aptitude for lead generation and setting up appointments was through the roof. So began a new direction. Fast forward through years of sales development and prospecting, Benjamin is now working with people that have the desire, motivation and ambition to change. Benjamin Dennehy is an engaging sales speaker, interim sales director and sales trainer who will explain that the barriers cemented within your selling process ARE your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. His ‘no holds barred’ presentation will educate, inspire, motivate and help sales people to understand why they struggle with many of their daily sales frustrations. Episode highlights -  Why you need to play to your strengths, even if you don’t realise you’re good at something until you start doing it. When you need to make the decision between working for someone else or making money for yourself, doing what you do best in a self employed role. How to avoid creating pitch briefs for prospects, where you’re essentially working for free and giving them your ideas. Why so many sales people don’t know why people buy things, which is imperative to understanding purchase behaviour and reasons for spend. How to understand what emotions drive purchases, and how your sales technique can be altered to appreciate this new truth. The real reason for purchase is often very different from what a prospect tells you it is. Hear about what the purpose of selling is and what you need to amend in your pitch or approach to make your prospecting universally appealing to any customer. How you can gain more control in your prospecting calls, and why at times you should even be looking for the hard “no” if they’re not the right person you need. How you can get past the gatekeepers and what you should be saying to the real decision makers. Why you need to emulate the person you’re trying to get through to. Why you need to learn how to ask questions in a way that doesn’t upset people. How it may not be confidence that’s causing lack of sales performance and what you can do to remedy the situation through a change of beliefs. Why comparing sales techniques, including training and daily approach, with other industries such as healthcare or the legal system will change your mind on how a salesperson should be behaving. Why price shouldn’t be an issue and how the best salespeople can unveil how you can get around the “you’re too expensive” dismissal. How a great salesperson wouldn’t necessarily be a great manager, and why this career path and promotion may be detrimental to overall results for a business. Why some sales-related positions in a business really shouldn’t have a sales target placed above them. The need for management skills sometimes outweighs the additional budget needs or cost.   Join Matthew Januszek in conversation with Benjamin Dennehy…

It’s a new year and a new decade. It’s also no coincidence that 2020 also refers to vision with perfect clarity. In this very special episode of INSIDE Inside Sales, Darryl goes solo to recap the best tips and tactics from the previous year. If you want to be equipped with some solid, proven, and powerful advice, then this episode is an absolute can’t-miss! Reviewing the lessons learned in 5 episodes from 2019 (featuring industry experts such as Andy Paul, Jason Bay, Benjamin Dennehy, Randy Riemersma, and Mike Weinberg), Darryl will discuss easily actionable steps to intentionally invest in yourself, as well as provide you with some effective tools that will help transform you into the Rockstar Sales Leader you know you can be! Make it a truly Happy and Prosperous New Year by starting off listening to this highly impactful episode of INSIDE Inside Sales! Connect with Darryl Praill on Twitter or LinkedIn   ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Benjamin Dennehy is a sales trainer. Being able to sell is a skill many people want. The ability to control your income by selling things for other people sounds like a pretty easy way to make money. So why do so many salespeople struggle to be effective? Benjamin identifies the key failures he sees on the sales floor, breaks down his best  principles for a good selling framework, gives his thoughts on Grant Cardone vs Jordan Belfort and much more. Extra Stuff: Check out Benjamin's LinkedIn - https://www.linkedin.com/in/benjamindennehy Jordan Belfort vs Grant Cardone - https://youtu.be/-Ls3KDa7PMY Mike & Benjamin React To Jordan vs Grant - https://youtu.be/0WynqwgqtzE Take a break from alcohol and upgrade your life - https://6monthssober.com/podcast Check out everything I recommend from books to products - https://www.amazon.co.uk/shop/modernwisdom - Get in touch. Join the discussion with me and other like minded listeners in the episode comments on the MW YouTube Channel or message me... Instagram: https://www.instagram.com/chriswillx Twitter: https://www.twitter.com/chriswillx YouTube: https://www.youtube.com/ModernWisdomPodcast Email: modernwisdompodcast@gmail.com

Benjamin Dennehy and Jordan Dearlove join James and Josh on the sofa!

Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process are your parents’ fault! Dennehy brings brutality and charm to the sales experience many have never encountered before. As the UK’s most hated sales trainer, his ‘no holds barred’ presentation style educates, inspires, motivates and helps your salespeople understand why they struggle with many of their daily sales frustrations. Making phone calls, sending emails, and connecting on LinkedIn does not mean you’re actually prospecting, let alone selling. Benjamin Dennehy, the UK’s most hated Sales Trainer, talks about the difference between Prospecting and Selling and why you’re probably doing both wrong.

In this episode we enter a fierce debate with the UKs most hated sales trainer, Benjamin Dennehy about whether you should prioritise a prospect with latent pain or go after prospects with budget and live projects instead. Check us out on LinkedIn for all our latest content linkedin.com/company/inward-revenue-consulting

Warning - episode #2 Sales and Stuff with Benjamin Dennehy is not for the faint-hearted. He isn't the UK's most hated Sales Trainer for nothing. In this episode, Mike and Benjamin tell you how to really get past the gatekeeper and make more sales. Why your Sales Manager is a glorified order-taker. And how to avoid time wasters in meetings. The feedback on the podcast (on the Mike Winnet youtube channel) has been immense - lot's of salespeople enjoying the no bullsh*t sales talk. If you want to watch the podcast and see the animations - head over to www.youtube.com/mikewinnet. Don't forget you can find Mike and Benjamin calling out social sellers on LinkedIn. Thanks for listening.

Making phone calls, sending emails, and connecting on LinkedIn does not mean you’re actually prospecting, let alone selling. Benjamin Dennehy, the UK’s most hated Sales Trainer, talks about the difference between Prospecting and Selling and why you’re probably doing both wrong. Benjamin Dennehy is an engaging sales speaker and trainer, who will explain that the barriers cemented within your selling process is your parents’ fault! Dennehy brings an antipodean brutality and charm to the sales experience many have never encountered before. As the UK’s most hated sales trainer, his ‘no holds barred’ presentation style educates, inspires, motivates and helps your sales people understand why they struggle with many of their daily sales frustrations.

Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. If you have long sales cycles, qualifying becomes more important as you could waste a lot of time until you find out they are not going to purchase. People are afraid of picking up the phone because you have been raised to not talk to strangers or to always be able to have an answer for someone of authority. For those that say the phone is dead, he always tells them to prove it, he has yet to have anyone show him a better system. He feels most salespeople are order takers and not sales people. A salesperson does not have to beg for the meeting or for the prospects time. Sales people will ask the tough questions that order takers are to afraid to ask because the answer may be no. A good salesperson will know that the prospect has the problem that you can solve, so you can call the shots moving forward. A sales person is in control of the process. He does not qualify his prospects, he disqualifies. He looks for all the reasons to you are not going to move forward. If he can not get around the no's with the prospect than he does not move forward. Sales people with less experience or knowledge of the product will tend to do one thing much better than the experienced sales person, which is they will ask better questions as they are trying to understand. Discounting is 100% profit because you can not discount your costs. The easiest way to build report is “disarming honesty” or giving permission to reject. The only thing a sales person can control is their behavior. The 3 key things that drive success in sales is; Behavior attitude and technique If a salesperson can stop focusing on the end game (closing the deal) it will change the way you conduct yourself with the questions you ask and the answers you provide. This will make you better at selling and getting to the truth. LinkedIn: https://www.linkedin.com/in/sales-training-southeast-uk/   Final Five What is your favorite sales or leadership book? David Sandler - You cant teach a kid to ride a bike at a seminar Do you have someone that you follow/read for sales/leadership ideas? - Marcus Cauchy Are you available 24/7? Do you have strict personal time boundaries? Strict personal time boundries What is your favorite tool used for sales? LinkedIn What one piece of advice do you have for all the founders/CEOs/VP Sales out there? No one cares, they want to know what problem does it fix for me, how can it fix it and if it does fix it, will it make my life better.

Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. If you have long sales cycles, qualifying becomes more important as you could waste a lot of time until you find out they are not […] The post Problems in a sales pipeline – Benjamin Dennehy appeared first on Startup Sales.

Benjamin Dennehy is widely known as the UK's Most Hated Sales Trainer. His direct, blunt, honest and truthful assessment of sales either endears him to his audience or causes extreme discomfort. He challenges traditional understandings of the roles played salesmen and prospects. He holds up an ugly mirror and makes those who profess to be sales professionals to take a long hard look into it. Many don't like what they see, and a few hate him for it. You may dislike his style, his dress sense and even his red c c Make Salesmen Great Again cap, but love him or hate him, the logical consistency and truth of what he says can't be ignored or reasoned away.Do you want to Subscribe to Joe Dalton podcastsDiscover the top ten tips that Joe has discovered from the 100s of people he has interviewed on is radio shows CLICK HERE See acast.com/privacy for privacy and opt-out information.

Benjamin is a straight-talking sales trainer who cuts through the waffle to get to the point. He is focused on helping sales people do the best they can, as long as they realise they need and, most importantly, want help. Listen to this entertaining chat as Benjamin talks through how he got the title of the UK's Most Hated Sales Trainer, how he helps people and how this is relevant to many outside of sales too.  You Can't Teach a Kid to Ride a Bike at a Seminar (David Sandler) Benjamin Dennehy on LinkedIn Don't forget, to get in touch with me either try the contact page of the site or follow me on Twitter, where I can be found at @Jenny_Radcliffe

Welcome to The Inquisitor Podcast - Episode 1:  How To Fail BIG at Prospecting In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting.  No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teach selling not trainers who teach the theory of sales. Everything they teach, they do, their clients do and work in real life with real customers today in any industry. You'll explore how to fail at prospecting and how you are getting in your own way. You'll get examples of what you can do to become excellent at identifying prospects, engaging them, closing them on a qualified appointment. Together we'll help you discover why gatekeepers have such power over unprepared salespeople and how to get past them simply. We crush the myths that surround gatekeepers, cold calling and explore the psychological head-trash most salespeople carry with them to self-sabotage and prevent their own success. Prospects don't hate cold calling. They hate bad salespeople who make bad cold calls, steal their time and interrupt. They love great salespeople who engage efficiently, offer insights, get permission to proceed and will invite you in if you learn what we discuss in this episode. A weak pipeline puts you at the mercy of prospects in EVERY deal and causes you to give away your power, squander leverage and race to the bottom on price, overservicing and free consulting. You'll learn how to establish YOUR RIGHTS as a seller. You'll discover how to CREATE EQUAL BUSINESS STATURE with DECISION MAKERS. You'll understand the psychology of buyers, sellers and gatekeepers. And you'll get access to loads of excellent and free resources to help you become a prospecting expert. _____________________________________________________________________________________________________________________ Benjamin has made his living for the last 10 years prospecting by phone and in the last 4 years as a Sandler trainer in the South East of England. He is a long-suffering associate in our franchise. He started his Sandler journey as my client telemarketing for media agencies in London. Marcus has been in sales for 30 years and with Sandler since 2004. He has trained in the UK and internationally across 450+ segments of the market - tangible, intangible, products, services, start-ups, SMEs, large multi-nationals with over 70 nationalities. He trains salespeople, managers executives, professionals, trades and owners in direct sales, enterprise sales, channel sales, sales management and sales recruitment. His book of Partner-Centric Channel Sales Management is due to be published in 2018. _____________________________________________________________________________________________________________________ Marcus and Benjamin are currently interviewing new students to join our waiting list for Q2/2018 on our Sales Mastery and Sandler Management programmes. If you are interested in joining either of these programmes in Reading or Southampton email scauchi@sandler.com with your preferred location. For teams of 10+ based in the South East of England, we may consider in-house programmes. Email with your contact details to discuss.