ISP Podcast | The Institute of Sales Professionals

In this episode of the ISP Podcast, Jason Wyatt (Global After-Sales & Technical Training Manager at JCB) shares powerful insights into what truly drives sales performance in modern B2B environments. With decades of experience developing sales capability, technical training, and after-sales excellence across global markets, Jason explains why the most effective salespeople focus on people, clarity, and consistent activity.From his early days selling shoes on Oxford High Street to leading global training programmes for one of the world’s most recognised engineering brands, Jason reveals what actually works in real-world selling — and why many organisations overcomplicate what should be simple.Key Takeaways:✅ Why simplicity wins in sales — and how complexity slows deals down✅ How top performers create clarity, confidence and trust with customers✅ The real reasons sales processes break (and how to fix them)✅ What new and developing salespeople must focus on to accelerate their careerThis episode is packed with practical, actionable guidance for salespeople, sales leaders, and organisations looking to improve customer experience, sales effectiveness and after-sales performance.#salesleadership #b2bsales #SalesProfession #ProfessionalSelling #SalesTraining #SalesDevelopment #SalesMindset #SalesTips#ISP #InstituteOfSalesProfessionals

She didn't plan to be a sales leader. She followed her curiosity — and it changed everything.In this epiosde, Helga Saraiva-Stewart speaks with Jordan Abbott about how she works with startups, scaleups, NGOs, and global companies, helping leaders replace “telling” with “listening.”Her approach? Stop acting like the expert and start acting like the learner.✅ How curiosity builds trust faster than confidence✅ Why listening creates more influence than authority✅ The mindset shift that makes difficult conversations easierIf you want to become the leader people choose to follow — not the one they have to follow — this episode is for you.#SalesLeadership #CuriosityDrivenLeadership #ListeningSkills #SalesProfessionals#LeadershipDevelopment #ContinuousLearning #CoachingCulture #PersonalGrowth#ProfessionalDevelopment #BetterConversations

From Birmingham’s Rag Market to leading sales teams across the UK, Carol Kelly, Managing Director at KSA Learning and Fellow of the Institute of Sales Professionals, shares how curiosity, coaching, and listening have shaped her success.✅ Discover why slowing down your sales process can actually speed up results.✅ Learn how to lead through listening rather than telling.✅ Hear how sales leadership has evolved from instruction to inspiration.Subscribe for more conversations that demystify the sales profession and celebrate the people who make it thrive.#ISPPodcast #SalesLeadership #SalesProfessionals #CoachingCulture #ListeningSkills #PersonalGrowth #SalesCareer #LeadershipDevelopment #CarolKelly #KSALearning

In this episode, Jordan talks to Brett Davis who cuts through the fluff to talk about what really builds trust in modern sales — and it’s not another clever pitch deck. With his trademark honesty, Brett explains how curiosity, consistency, and showing up for your customers make all the difference. No jargon, no nonsense — just proper sales wisdom from someone who’s lived it.✅ How to build genuine trust without the corporate buzzwords✅ Why consistency beats charisma when it comes to credibility✅ The small daily habits that separate top performers from the rest👉 Subscribe for more episodes of the ISP Podcast, where leading voices in sales share the ideas, challenges, and strategies shaping the profession.🔗 Visit the-isp.org to learn more.#SalesPodcast #SalesProfessionals #B2BSales #SalesLeadership #TrustInSales #ProfessionalSelling #SalesPerformance #SalesTips #ISPPodcast

In this episode of the ISP Podcast, Jordan is joined by Steve Radford, author of the upcoming How to Sell and founding Fellow of the ISP. Steve shares how he went from “hating” what he thought sales was to dedicating his career to elevating the profession through learning and development.✅ Why many people misunderstand what sales really is✅ How education and self-awareness can transform a sales career✅ The power of doing it better — inspired by Thomas Edison’s famous quoteFrom field rep to founder to educator, Steve’s story shows that selling isn’t about manipulation — it’s about understanding people and helping them relax enough to be themselves.#SalesPodcast #ProfessionalSelling #SalesEducation #SalesLeadership #B2BSales #InstituteOfSalesProfessionals

In this episode of the ISP Podcast, Jordan sits down with Ryan O’Sullivan — author of Building B2B Relationships, PhD graduate, and Fellow of the ISP. Ryan shares how his international studies and career shift from finance to sales leadership shaped his perspective on what really drives success in sales.✅ Why in-person conversations are still the most powerful way to build trust✅ How global experiences influenced Ryan’s approach to leadership and relationships✅ Practical lessons from Building B2B Relationships that every salesperson can useWhether you’re starting your career or leading a team, this conversation will remind you why sales is still about human connection first.#SalesPodcast #B2BRelationships #SalesLeadership #ProfessionalSelling #TrustInSales #InstituteOfSalesProfessionals

In this episode of the ISP Podcast, John Tunstall (Managing Partner at Intelligent Solutions) and Doug Strycharczyk (Managing Director at AQR International) reveal how resilience, self-belief, and adaptability combine to create true mental toughness. Here’s what you’ll take away: ✅ Why resilience alone won’t carry you — and what else you need to thrive ✅ How to build self-belief and confidence even in high-pressure situations ✅ The mental toughness framework that separates good salespeople from great ones #salespodcast #b2bsales MentalToughness #SalesPerformance #Resilience #SelfBelief #Adaptability #B2BSales #SalesMindset #SalesProfessionals #ISPPodcast

In this episode of the ISP Podcast, Chloe Lasserre-Zucchini, Director of Enterprise Sales at ServiceNow, shares her journey from Paris to Silicon Valley to Dublin.She reveals how:1️⃣ Believing in others builds lasting confidence2️⃣ Emotional intelligence transforms leadership3️⃣ Authenticity creates real impact in salesA powerful reminder that leadership is a journey, not a destination.#SalesLeadership #WomenInSales #EmotionalIntelligence #ISPpodcast #PersonalBrand

In this episode of the ISP Podcast, we sit down with Adam Gray, co-founder of DLA Ignite and Fellow of the Institute of Sales Professionals.Adam opens up about his unconventional journey—from aspiring violinist to digital sales strategist—and the fears and setbacks he had to overcome along the way. We explore lessons Adam learned building a career at the intersection of sales, social, and strategy.Key takeaways:✅Why fear of rejection holds so many salespeople back✅How to turn perceived inadequacy into strength✅Why resilience and authenticity matter more than bravadoIf you’ve ever doubted yourself in sales, this conversation will show you how to find your voice, own your story, and thrive.👉 Subscribe to the ISP Podcast for more real conversations with the sales leaders of tomorrow.#isppodcast #SalesCareers #SalesPodcast #PersonalGrowth #Resilience #SalesProfessionals #DLAignite #FearOfRejection #salestips

In this season finale of the ISP Next Gen Podcast, we sit down with Lauren Collins, Business Development Manager at Chilli Apple, to explore the mindset and strategies that separate top sales professionals from the rest.How does genuine curiosity lead to better results?What does it really take to close high-value deals?Why is sales more than just selling?🔑 Key Takeaways:✅ The secret to handling rejection without losing confidence✅ How being consultative leads to stronger client relationships✅ The mindset shift that helps close long sales cyclesDon’t miss this final episode of Season 2—packed with insights, real-world experiences, and expert strategies to level up your sales game!🎧 Available now on Spotify, YouTube, Apple Podcasts, and more!#SalesSuccess #CareerGrowth #SalesMindset #SalesTips #BreakingIntoSales #YoungProfessionals #SalesCareer