How Can 2 Old Farts Fix The World of Selling?

#GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management. We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers are better informed than ever salespeople have to adjust to what works TODAY, not rely on what used to work yesterday. We dig into how great salespeople build credibility by how they sell not what they sell. Geoff explains why you should always tell your customer when you're doing something good for your customer. He leaned how to up sell from his very canny mother. I share a fabulous tip to grow your profitable revenues and reduce my prospecting burden by 95%. Geoff is a consummate storyteller.  We had such a laugh on this episode. Listen for the shooting story to learn why so many managers are so ineffective after having been successful in sales. The conversation evolves into the importance of focus, clarity and common purpose. He introduces the concept of the #talkingbottom. It is depressingly funny as it descends into how broken culture spirals into disappointing customer experience and a culture of blame and excuses. Geoff makes 2 brilliant book suggestions for your reading list. Contact Geoff via LinkedIn Websites geoffburch.com  (Company Website) geoffburch.com  (Blog) Email [email protected] -- If you enjoyed this interview, please comment, like and share with your network. If you'd like to join our mailing list click here You'll receive monthly tips, early access to my latest content and news