Sell Like You

Learn how critical thinking transforms your sales approach, from handling objections to making high-stakes decisions under pressure. Harriet sits down with critical thinking expert Bethan to explore why courage matters more than confidence, how cognitive biases influence buyer behaviour, and the one pause that can save you from costly mistakes. Practical strategies for UK and Australian sales professionals navigating complex deals, price negotiations, and leadership challenges. What You'll Learn How to apply the "pause" technique when feeling pressured to close deals or make rushed decisions Why courage is more critical than confidence in sales conversations (and the crucial difference between the two) Use the "Is it true? Is it logical? Is it relevant?" framework to challenge your own internal stories about cold calling, rejection, and failure How anchoring bias works in pricing negotiations and why buyers expect to "win" discounts Discover the halo effect and how your first impression creates assumptions about your credibility and expertise About Harriet Mellor Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she's known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence. About the Guest Bethan is a critical thinking expert, author, and consultant who specialises in helping professionals develop metacognitive skills—thinking about how we think. With extensive experience in education and organisational development, she's worked internationally helping teams apply critical thinking frameworks to decision-making, leadership challenges, and high-pressure situations. Her recent book explores the skills, knowledge, and attitudes that underpin effective critical thinking, with a particular focus on courage as the foundation for challenging outdated beliefs and making better decisions. Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellor Website: https://www.yoursalesco.com Resources & Links Mentioned Brené Brown – Research on courage and vulnerability The Power of Vulnerability (TED Talk) Brené Brown: The Call to Courage (Netflix) Daniel Kahneman – Thinking, Fast and Slow Book on Goodreads System 1 and System 2 thinking (Nobel Prize-winning research on decision-making) Adam Grant – Think Again Official Book Page Rethinking beliefs and avoiding preacher/lawyer mindsets Sir Ken Robinson – "Do Schools Kill Creativity?" TED Talk Watch on TED Cognitive Biases Discussed: Anchoring bias (pricing strategies) Sunk cost fallacy and status quo bias Halo effect (first impressions) Confirmation bias Logical fallacies (ad populum, appeal to authority, appeal to tradition) 78 Cognitive Bias Examples (2026) WYSIATI Concept – "What You See Is All There Is" WYSIATI Explained (Limiting our view of possibilities) More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

This episode dives into what AI really is, how large language models work, and why sales teams should be using them to amplify but not replace, their own intelligence. Harriet and Josh unpack the real risks around data, privacy and “free” AI tools, and how to build an AI strategy that actually supports your business goals instead of creating hidden exposure. You’ll hear practical examples from UK and Australian organisations, from sales teams using AI for research and proposals through to regulated industries needing on-prem, fully controlled AI environments. 🧠 What You’ll Learn Understand what large language models actually are and why they feel “superhuman” but still only work on probability, not truth. Learn how to use AI tools for research, drafting and consolidation without carelessly exposing sensitive data or unique IP. Discover a simple framework for AI strategy that starts with your business goals, then maps down to tasks, tools and guardrails. See how small, focused models and on-prem or private AI can give businesses full ownership, control and security over their data. Use Josh’s prompting fundamentals (persona, context, detailed prompt, clear outcome) to get better, more reliable outputs from any AI tool. 👤 About Harriet Mellor Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she’s known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence. 👥 About the Guest Josh is a consultant and AI strategist who helps organisations embed AI in a way that protects their data, IP and competitive advantage while driving real operational gains. As the creator of Hal, an on-prem and private AI platform, he works with leadership teams to design secure, task-focused AI deployments that fit tightly around existing processes and compliance requirements. Blending a deep understanding of large language models with commercial and governance experience, he specialises in building “human-in-the-loop” AI that genuinely supports teams rather than replacing them. 📣 Connect with Harriet Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellor Website: https://www.yoursalesco.com 🔗 Resources & Links Mentioned Hal: Josh’s private, on-prem AI platform for organisations needing full control and ownership of their AI environment. Gemini “Deep Research” for market and account research, prospecting lists and long-form reporting. Local AI (mobile app) for running small language models privately and offline on-device. Tools mentioned in conversation: ChatGPT, Claude, Grok, Co-Pilot, and other major LLM providers as contrasting approaches to AI use in business. 🎙️ More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

What actually moves the needle in 2026? In this quarterly kickoff episode, Harriet is joined by Tech Tent’s Lara to unpack what’s really working across sales and marketing — and what’s wasting your time.           From the obsession with net-new leads to the untappedgoldmine sitting in your CRM, this episode breaks down how top-performing B2Borgs are building sustainable pipeline, closing faster, and scaling with lessfluff and more focus.           If you lead revenue, marketing, or sales in a tech orservices business — this is your cheat code for Q1.Who This Episode Is For:           B2B tech & services leaders Revenue, sales & marketing execs   Founders planning scale or exit           Anyone tired of the same old “spray and pray” marketingtactics         Inside This Episode:           The Brand. Demand. Expand. framework shaping 2026revenue growth strategiesWhy most organisations still over-invest in demand andunder-invest in expansionHow to unlock the value sitting dormant in your CRM           Why April tends to slow down — and how to prepare now fora strong Q2           What most teams miss about strategic narrative andbuyer journeys           Why “100 meetings” isn’t the goal — and what actuallydrives pipeline           How to build trust and familiarity with your audienceusing multiple touchpoints                   Highlighted Concept: The 7‑11‑4 trust rule — a model for howbuyers build trust through repeated exposure across hours, touchpoints, andplatforms         Reference:Daniel Priestley on The Diary of a CEO (Apple Podcasts)

Harriet Mellor answers burning sales questions from clients, tackling common pitfalls like forcing closes and over-engineering proposals. Discover actionable insights on qualification, AI trends, and daily prospecting to build unbreakable pipelines and avoid burnout. Perfect for sales leaders seeking no-fluff strategies in competitive UK and Australian markets.What You’ll Learn- Unlearn the myth of dramatic closing asks and let sales flow naturally through qualification and discovery.- Prioritise deep qualification over fancy proposals to close more deals with real opportunities.- Prospect every day to eliminate pipeline stress and ensure consistent revenue growth.- Prepare for AI by upskilling now, while mastering timeless qualification to stay ahead in sales.- Embrace sales early: Lean in, learn fast, and ignore doubters to accelerate your career.About Harriet MellorHarriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she’s known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence.Connect with HarrietLinkedIn: https://www.linkedin.com/in/harriet-mellorWebsite: https://www.yoursalesco.comResources & Links MentionedEmail questions to [email protected] for future Q&A episodes.More from Sell Like You:Listen to top episodes: https://www.yoursalesco.com/podcastFollow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

Most salespeople say they “understand the buyer,” but very few know how to actually think like one. In this episode, Harriet breaks down how to map decision-making, influence timelines without pushing, and keep deals moving across long and complex cycles.Learn how to guide prospects, protect trust, and create momentum even when buyers delay, stall, or shift priorities.🧠 What You’ll Learn:Why pushing too early can damage trust — and what to do insteadHow to identify a buyer’s real timeline and map their internal decision processHow to educate prospects on realistic timeframes and influence timelines ethicallyWhat internal pressures CIOs, CTOs, CFOs and CEOs juggle during decision-makingHow to keep control of long-cycle deals without sounding salesy or desperateAbout Harriet Mellor:Harriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she’s known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth. Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence.Connect with HarrietLinkedIn: https://www.linkedin.com/in/harriet-mellorWebsite: https://www.yoursalesco.comMore from Sell Like You:Listen to top episodes: https://www.yoursalesco.com/podcast Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

Lost deals teach more than wins ever will, but only if you're willing to dig into what went wrong. Harriet breaks down why most deals are lost in qualification and discovery, how to go deeper with clients to uncover what really matters, and the questions that build stronger pipelines and more predictable revenue. If you're losing deals you thought were locked in, this episode will show you exactly where to start fixing your process. 🧠 What You'll LearnWhy most lost deals trace back to poor qualification and discovery, not pricing or competitionHow to use the iceberg framework to uncover client needs beneath the surface levelQuestions that build the full picture: risk factors, timelines, internal workflows and decision-making structureHow to maintain control when clients push for proposals or demos before you're readyWhy patterns in lost deals reveal gaps in your process, product positioning or pipeline source👤 About Harriet MellorHarriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she's known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth.Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation. Helping teams cut through the noise, build momentum, and win more deals with clarity and confidence. 📣 Connect with Harriet LinkedIn: https://www.linkedin.com/in/harriet-mellorWebsite: https://www.yoursalesco.com 🔗 Resources & Links MentionedLost Deal Review Template 🎙️ More from Sell Like You Listen to top episodes: https://www.yoursalesco.com/podcastFollow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

AI tools can automate outreach, but they'll never replace the trust, connection and relationships built through face-to-face conversations. Harriet explores why human-to-human selling still drives the biggest wins, how to balance technology with in-person engagement, and the strategies top sales teams use to build genuine client relationships that lead to long-term revenue growth. Whether you're relying on remote meetings or drowning in automation, this episode will remind you what really matters in sales.🧠 What You'll LearnWhy in-person meetings still deliver the highest-impact client outcomes, even in an AI-driven worldHow to use proximity as a strategic outreach tool to book more face-to-face conversationsThe mindset shift from "hitting revenue targets" to "creating impact" that transforms sales performanceHow to capture client intel that builds relationships without feeling disingenuous or salesyWhy your sales role is actually a mini business within a business, and how to run it like one👤 About Harriet MellorHarriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. A sales strategist with over 20 years of international experience, she's known for helping teams across the UK and Australia turn structure, focus, and consistency into revenue growth.Respected for her straight-talking, no-fluff approach, Harriet brings practical sales strategy and leadership insight to every conversation—helping teams cut through the noise, build momentum, and win more deals with clarity and confidence.📣 Connect with HarrietLinkedIn: https://www.linkedin.com/in/harrietmcfarland/Website: https://www.yoursalesco.com🎙️ More from Sell Like YouListen to top episodes: https://www.yoursalesco.com/podcastFollow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

As the year winds down, most sales teams slow down - but the best reps are planning for momentum. In this solo episode, Harriet breaks down how to approach Q4 with clarity and structure, especially in the Australian market. Learn how to balance relationship-building with smart pipeline planning so you start the new year strong.What You’ll Learn:Why Q4 requires a different sales rhythmHow to shift from prospecting to nurturing during quieter monthsHow to align your schedule with client availability for maximum impactThe month-by-month plan Harriet uses to prepare teams for the new yearAbout Harriet Mellor: Harriet Mellor is a sales enablement leader and the host of the Sell Like You podcast. She helps B2B sales teams develop repeatable, human-first selling strategies that drive pipeline growth and client loyalty.Connect with Harriet: LinkedIn: https://www.linkedin.com/in/harrietMellor Website: https://www.yoursalesco.comResources & Links Mentioned: Free Sales Playbook: https://www.yoursalesco.com/playbook Listen to top episodes: https://www.yoursalesco.com/podcastMore from Sell Like You Follow us on LinkedIn: https://www.linkedin.com/company/yoursalesco

After six weeks on the road across Australia and the US, Harriet shares what it actually takes to keep prospecting momentum alive while travelling, expanding into new markets, and leading global client engagements. From CRM discipline to proximity-based outreach, this solo episode dives into the sales systems and habits that drive consistent pipeline success - anywhere in the world. What You’ll Learn: How to manage high-volume prospecting while travelling Why proximity is one of the most underrated prospecting strategies The “onion layer” approach to multi-threaded outreach How Harriet used collaboration to open the US market About Harriet Mellor: Harriet Mellor is the Founder of Your Sales Co and host of the Sell Like You podcast. With over a decade of sales enablement experience and a client portfolio spanning the UK, Australia, and the US, she helps sales teams turn dormant CRM data into qualified meetings through her signature Lead Development as a Service model. Connect with Harriet: LinkedIn: https://www.linkedin.com/in/harrietmellor Website: https://www.yoursalesco.com Resources & Links Mentioned: Sales Gravy: https://www.salesgravy.com Fanatical Prospecting by Jeb Blount: https://salesgravy.com/fanatical-prospecting/ Pipedrive CRM: https://www.pipedrive.com More from Sell Like YouListen to top episodes: https://youtu.be/trUFKb0F5iAFollow us on LinkedIn: https://www.linkedin.com/company/your-sales-co/

Should your top-performing sales reps be pre-qualifying leads? Probably not.In this short but practical episode, Harriet Mellor breaks down why top reps should stay focused on closing, not early-stage qualification.You’ll learn how to build smarter, scalable sales qualification systems using frameworks like BANT, MEDDIC, and SPIN, supported by SDRs, AI tools, and virtual assistants.Perfect for sales leaders across the UK, Australia, and global B2B markets looking to improve sales productivity and protect their team’s selling time.What You’ll LearnWhy top sales reps shouldn’t spend time on early-stage lead qualificationHow pre-qualification frameworks protect your team’s time and pipeline efficiencyThe role of AI, SDRs, and VAs in modern lead managementHow to apply qualification models like BANT, MEDDIC, and SPIN to scale fasterWhy every rep — even senior ones — still needs a prospecting rhythmAbout Harriet MellorHarriet Mellor is the founder of Your Sales Co and host of the Sell Like You podcast. With over a decade of experience helping global sales teams modernise their approach, Harriet brings real-world insights on how to build scalable, high-performing sales systems.Connect with HarrietLinkedIn: https://www.linkedin.com/in/harriet-mellor/Website: https://www.yoursalesco.comMore from Sell Like YouListen to top episodes: https://youtu.be/trUFKb0F5iAFollow us on LinkedIn: https://www.linkedin.com/company/your-sales-co/