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The Essentially Prudent Podcast chronicles our present station in this multiverse - the goings back and forth as we constantly experiment to reach the 'ever after' we desire and deserve. Each week, join your host 𝗠𝗮𝗱𝘇 𝗟𝗶𝗺, as we all go over, around, or under life's roadblocks. Let's have a cuppa over discussions with experts on family and health, make finance personal, and relax with lifestyle chit-chat. Get ready for 𝗖𝗵𝗶𝗸𝗮 𝗦𝗮 𝗟𝗮𝗯𝗮𝗱𝗮 - Filipino style. 𝗔𝗻𝗼 𝗡𝗮 𝗡𝗮𝗺𝗮𝗻 𝗬𝗮𝗻?!? Product Reviews and ...
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The Luxury of Choice podcast is a sales skills and knowledge podcast brought to you by the training team of george james ltd. Each month Jonathan Cooper, Pru Layton and Steve Vaughan discuss various aspects of technical sales methodologies and skills. The mid month show features a guest interview with a subject matter expert in a relevant field. George james ltd is a specialist training, executive recruitment and consulting business operating in the life science, laboratory equipment, medica ...
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Behind your Sales Target? Here's what you need to do.
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34:19
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In this episode, Steve, Pru and Jonathan discuss what to do if a salesperson is behind target. They emphasize the importance of not panicking and instead evaluating why they are behind and taking ownership of their actions. They suggest reflecting on what they have been doing and identifying any areas for improvement. They also discuss the differen…
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Mark Davison - CEO of Grant Instruments- leading a scientific equipment manufacturer in 2024
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36:32
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36:32
In this episode of The Luxury Choice podcast, host Steve Vaughan interviews Mark Davison, the CEO of Grant Instruments, a scientific equipment brand. Mark shares his background and career journey, including his experience in the pharmaceutical industry and his role in preventing the production and distribution of fake drugs. They discuss the role o…
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Closing and Agreeing the Next Steps in Sales
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32:50
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32:50
In this episode, Steve and Pru discuss the topic of closing in sales. They define closing as the final step of the sales process where the customer agrees to place an order. However, they also emphasize that closing is not just about getting the order, but also about getting commitment to the next step in the sales process. They discuss the importa…
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Samuel Issacs - Digital Marketing in the Medical Devices Industry
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32:12
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32:12
In this interview episode, Steve chats to Samuel Issacs. Sam is the Head of Marketing at Niox. He discusses the impact of digital marketing on the medical devices industry and the importance of internal marketing. He shares insights on marketing strategies, the role of passion in marketing, and the use of LinkedIn for marketing activities. The conv…
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In this episode, Steve, Pru and Jonathan discuss customer objections in the sales process. They define customer objections as concerns or disagreements raised by customers that can halt the sales process. They explore the reasons why customers raise objections, including misunderstandings, competitor influence, biased opinions, and the need for cer…
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Jo Keeler: Building effective teamwork using Belbin team roles
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34:04
In this episode, Steve Vaughan interviews Joe Keeler, the Managing Director of Belbin Ltd. They discuss the concept of Belbin team roles and how they can help teams work better together. The Belbin team roles theory originated from research conducted at Henley Business School in the 1960s and has since been applied in various industries. The theory…
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In this second of a two part series on effective negotiations, Steve, Pru and Jonathan discuss the practical aspects of negotiating with a professional purchaser. They talk about how to achieve a win:win, how to effectively trade, seeking agreement, why you can enjoy a negotiation, why you shoudn't offer percentage discounts, and why the purchaser …
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Manel Berga - Successful social selling using LinkedIn
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38:47
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38:47
In this episode, Steve's guest is Manel Berga. Manel is responsible for lead generation and lead management for Novonesis, with a particular focus on using LinkedIn to find, nurture and actively manage prospects using LinkedIn. Steve and Manel discuss how sales people can proactively identify and reach out to potential customers successfully and ef…
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In this first of a two part series, Steve, Pru and Jonathan look at what are the key steps in planning and preparation for an effective negotiation. They discuss, amongst other topics: What is a Win/Win Knowing your position before starting the negotiation Who should be on the team Should you take your boss Why you should look forward to a negotiat…
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Jiteen Ahmed- Purchasing and supplier engagement at a leading UK university
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36:12
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In this Luxury of Choice interview episode, Steve meets Jiteen Ahmed. Jiteen is Head of Technical Services in the colleague of Health and Life Sciences at Aston University, UK. He is also chair of the Southern Universities Purchasing Consortium. In a wide ranging discussion, Jiteen and Steve discuss : Why suppliers to UK universities MUST have a su…
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Decision Makers - how to get to see them and what they will want to talk about
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29:34
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29:34
In technical sales, at some stage in the sales process we have to engage with ultimate decision makers. Often senior people in the account, they are unlikely to want to have technical conversations; instead they will want to know about return on investment Investment, any pereceived risk, and how any purchase would fit into the organisation's strat…
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Why Cold Calling isn't Dead - Anthony Stears, The Telephone Assassin
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39:00
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39:00
In this Luxury of Choice Interview show, Steve talks to Anthony Stears, The Telephone Assassin. Anthony is a leading expert on Telephone Engagement, specialising in helping businesses to improve customer service and sales results via the telephone. They discuss: How to get more appointments using the phone What are the " 3P's" of proactive telephon…
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Professional Product Demonstrations - The Do's and Don'ts
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48:44
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48:44
Product demonstrations are a key part of any sales process in technical equipment sales. In this episode Steve, Pru and Jonathan discuss the do's and don't of a great demonstration; including how to prepare, the key questions to ask, the importance of timing and what is a "puppy dog close"! The team also discuss some questions from listeners to the…
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Debbie Airey- Experienced Sales Leader at Halma plc- A Luxury of Choice Interview
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29:35
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29:35
For this interview episode Steve talks with Debbie Airey. Debbie is an experienced and successful Sales Leader within Halma plc, a global group of life saving businesses, and one of the UK's most admired companies. After 4 successful years with the Halma business Crowcon, where she has doubled sales, she is starting a new role at another group busi…
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10 great New Year's resolutions for salespeople in technical sales
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30:57
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Steve, Jonathan and Pru are back for the first show of 2024, and their topic is 10 great New Year's resolutions for salespeople in technical sales. They discuss: Why the start of the year is a great time to work on your personal development Why looking back on what you did- or didn't- do last year is a great place to start your plans for 2024 Why s…
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This special holiday season episode features Steve reflecting on 2023 and outlining the plans for the show in 2024. We want to hear from you! If you have any sales or business related question you would like to ask the team, or if you have a suggestion for a guest interview we would love to hear from you. Email us at podcast@georgejames-training.co…
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The Culture Challenge and the impact of toxic culture in business
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For this month's interview show Steve talks with three HR and business professionals about the impact of culture on sales and business. Becky Crisp, Katy Davies and Jo Boyd discuss with Steve: How company culture is not just about having some words on a piece of paper! Why culture doesn't (just) come from the boardroom but from the whole organisati…
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How to make a great sales visit to a customer
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33:40
Steve Vaughan is joined by three new members of the george james training team for a discussion on what makes a great sales call, and some key do's and don't for a professional visit to a customer. Steve, Jayne, Christian and Pascal discuss, amongst other topics : Why there is no excuse for not being fully prepared! The importance of having a clear…
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Mental Fitness in business - Luke Evans of Heddway
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40:25
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40:25
On our latest interview show, Steve talks to Luke Evans from Heddway. Luke specializes in provided training for mental fitness and a positive mental approach. Luke tells Steve: How his personal journey from growing up in the Welsh Valley's to working as a trainer for a leading pharmaceutical company has led to him starting his own business to provi…
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Kick Off Meetings - the Do's and Don't for a successful event
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33:38
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33:38
In this weeks show Steve, Pru and Jonathan discuss kick off meetings. Many businesses with a calendar financial year will right now be planning their start the year meeting for 2024, so this episode will be really helpful for anyone working on their event. The team discuss: Why less is more when it comes to the agenda; Why having a theme is a great…
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LinkedIn and marketing - interview with Martina Neville, Detta Consults
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33:26
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In this 2nd of our interview shows, Steve talks to Martina Neville, PhD of Detta Consults. Martina is a specialist and subject matter expert in the field of life science marketing. This is a thought proving show that will for sure get you thinking! Martina tells Steve: Why companies move too quickly into tactical marketing communications before get…
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Qualification of Sales Opportunities - the why and the how!
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37:20
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37:20
In this latest episode, Jonathan, Pru and Steve, the training team of george james ltd discuss qualification of sales opportunities. Qualification is a key part of any well managed sales processes. The team discuss: Why you don't have to run with every sales opportunity Why commercial qualification is just as important as technical qualification Wh…
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Channel Partner Recruitment and Management - Interview with Sharon Eaton, BioChannel Partners
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34:55
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The Luxury of Choice Podcast now becomes a two episodes per month show, with our first guest, Sharon Eaton of BioChannel Partners. Sharon has over 30 years of expertise in working with, managing and finding channel partners in the laboratory equipment and life science markets. BioChannel Partners have been in business for over 20 years and speciali…
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What is a Sales Process? And why do I need one?
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30:00
For this second podcast from the training team at george james ltd, Steve, Pru and Jonathan discuss the Sales Process. They talk about : Why do businesses and sales teams need a process Why selling isn't just all about charisma and being a good talker! Why the best sales processes are simple and easy to understand How having a sales process means y…
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The Luxury of Choice is a new podcast brought to you by the sales training team of george james ltd, and is a great listen for anyone in technical B2B sales. In this first episode Steve, Jonathan and Pru discuss: What is a "Luxury of Choice" ? Why sales people should always keep prospecting What stops sales people prospecting Why sales people shoul…
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So many things can bog you down even before you get started. While beautiful, giving birth to an idea and actually fleshing it out in the world can be messy and well, overwhelming. In this episode, I actually share two stories of beginnings. A driver to top seller who just took it by the horns and started to sell with what he learned while in his c…
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Trailer - Welcome to the Essentially Prudent Podcast!
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Hello Oroquieta and Hello World! Welcome to the ESSENTIALLY PRUDENT Podcast! Finally we are here! They say that we make up to 35,000 decisions in a single day. That many things to think about can exhaust our energy and willpower. Now, just how much of these can we really smartly consider before we just shift to auto-pilot mode or worse, into the “b…
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