Ep. 22- How Top Sales Leaders Build Trust and Close Complex Deals with Eamonn Hughes

Ep. 23- Ambition is the Foundation of Winning Sales with Dennis Deal Sorenson

Ambition transforms sales when you can see the full potential of every account and build a process to capture it. In this episode of the Supercharge Your Sales Velocity podcast, Fergal is joined by Dennis Deal Sorenson, CEO of Cove Group and co-founder of Horizons West. Dennis has built a reputation for turning sales teams into high-performing growth engines through his focus on ambition, strategy, and execution. Dennis explains how to look beyond quotas and short-term targets to uncover the total potential of an account. He shares his philosophy on ambition as the precursor to strategy, teaching sales leaders how to build multi-year account plans that expand thinking and unlock bigger deals. Together, they discuss the practical frameworks of strategic account planning, the GOST execution model, and the four Ps of sales: plan, prepare, practice, play. Timestamps 00:00 Introduction to Dennis Sorenson 01:20 The origins of ambition in sales 10:25 Building plans to unlock total potential 12:02 Overcoming objections and pushing past limitations 15:00 The four Ps of sales: plan, prepare, practice, play 17:57 Strategic account planning 23:12 Execution and the GOST framework 26:40 Using strategic planning for both accounts and prospects 28:07 The role of AI in sales strategy and execution 31:20 Talent, hiring, and building high-performing teams If you enjoyed this episode, make sure to subscribe to the podcast, share it with your network, and leave a review to help us reach more sales leaders! Connect with Fergal: Website: www.sysvelocity.com [https://www.sysvelocity.com/] Contact: Get In Touch [https://www.sysvelocity.com/contact] LinkedIn: Fergal O’Carroll [https://www.linkedin.com/in/fergalocarroll/?originalSubdomain=ie] Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops [https://www.sysvelocity.com/workshops] Connect with Dennis Sorenson LinkedIn: Dennis Deal Sorenson [https://www.linkedin.com/in/dennisdealsorenson/]

Ep. 22- How Top Sales Leaders Build Trust and Close Complex Deals with Eamonn Hughes

Enterprise sales isn’t about pushing products. You need trust, strategy, and innovation to win multi-million-dollar deals. Fergal is joined by Eamonn Hughes, VP of Corporate Financial Affairs at Johnson Controls. With over 30 years’ experience leading global sales teams and driving adoption of technologies from enterprise analytics to IoT and smart building solutions, Eamonn shares a career’s worth of insights into the art and craft of selling. He goes deep into methodologies such as challenger selling and insight-based selling, showing how to transform complex technology into compelling stories that win senior-level buy-in. The conversation also covers the transition from sales rep to sales leader, the vital role of coaching and mentoring, and how account planning can unlock growth in large enterprise accounts. Fergal and Eamonn finish the episode by exploring the impact of generative AI on enterprise sales. Timestamps 00:00 – Introducing guest Eamonn Hughes 01:35 – Lessons from the early days of sales 07:50 – Breaking into IoT and smart building innovation 14:09 – Coaching and mentoring in sales 20:50 – Account planning and strategies for enterprise growth 25:15 – Generative AI and the future of selling 30:17 – Get in touch with Eamonn If you enjoyed this conversation, don’t forget to subscribe to the podcast, leave a review on Apple Podcasts or Spotify, and share this episode with your network! Connect with Fergal: Website: www.sysvelocity.com [https://www.sysvelocity.com/] Contact: Get In Touch [https://www.sysvelocity.com/contact] LinkedIn: Fergal O’Carroll [https://www.linkedin.com/in/fergalocarroll/?originalSubdomain=ie] Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops [https://www.sysvelocity.com/workshops] Connect with Eamonn: LinkedIn: Eamonn Hughes [https://www.linkedin.com/in/eamonnh/]

EP. 21- Confidence Strategies for Sales Leaders and Tech Professionals With Vanessa Porter

Confidence is not just something you are born with, it is a skill you can build and use to change the way you show up in your career and relationships. Fergal is joined by Vanessa to explore the power of confidence in business, sales, and leadership. Vanessa shares her journey of moving from a technical role into becoming a trusted advisor, showing how confidence shaped the way she connected with others and built influence in her industry. Vanessa discusses the challenges facing the tech world, the opportunities and risks of AI and automation, and the importance of adapting to constant change. They also explore the role of sales coaching, cultural differences in communication, and the way human connection drives long term results. Toward the end of the conversation, Vanessa introduces mindfulness and breath work as practical tools for managing stress and staying focused. Timestamps 00:00 Introduction to Vanessa 01:17 The biggest challenges facing the tech industry today 02:05 Why confidence and human connection are essential for success 03:10 How sales coaching helps professionals become trusted advisors 05:20 Vanessa’s shift from technical expert to trusted advisor 07:50 Adapting to AI and rapid changes in technology 08:34 Vanessa’s approach to training and coaching teams 15:09 Understanding cultural differences in communication 20:14 Career advice, networking tips, and building strong relationships 28:32 The value of mindfulness and breath work in business 31:24 Closing reflections and how to connect with Vanessa If you found value in this episode, please subscribe, share it with your network, and rate/review the show! Connect with Fergal: Website: www.sysvelocity.com [https://www.sysvelocity.com/] Contact: Get In Touch [https://www.sysvelocity.com/contact] LinkedIn: Fergal O’Carroll [https://www.linkedin.com/in/fergalocarroll/?originalSubdomain=ie] Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops [https://www.sysvelocity.com/workshops] Connect with Vanessa: LinkedIn: Vanessa Porter [https://www.linkedin.com/in/vanessaporter1/] Website: https://www.beelinecommunications.com/ [https://www.beelinecommunications.com/]

Ep. 20- Growing on LinkedIn and Overcoming Imposter Syndrome with Dr. Elisha Foust

What does it take to thrive in sales, lead with diversity, and grow a business from scratch on LinkedIn? Dr Elisha Foust joins Fergal to talk about how she went from getting a PhD in ethics to leading sales and go-to-market teams in some of the world’s biggest enterprises and startups. She talks about why she thrived in the energy of sales teams, the lessons she learned from the pressure of being a sales manager and how she founded the Women of Teradata network to champion diversity in tech. Now the founder of Future By Design, Elisha talks about LinkedIn growth, selling yourself as a founder, handling adversity, and reframing imposter syndrome. Timestamps 00:00 Intro to Elisha Foust 01:00 How Elisha went from academia to sales 03:14 Leading the Women of Teradata network 05:17 A balanced look at the future of DEI initiatives 08:05 First experiences with sales and leading sales teams 14:13 Accountability when running your own business 16:36 The story behind founding Future By Design 18:03 How Elisha grew her business through LinkedIn marketing 22:08 Building resilience and handling adversity in your career 24:38 Reframing imposter syndrome and building confidence 28:26 Practical advice for anyone starting a business 31:34 The future of sales in the age of AI 34:11 Connect with Elisha If you enjoyed this episode, please subscribe to Supercharge Your Sales Velocity Podcast and leave us a review. It really helps us reach more people in the sales community! Connect with Fergal: Website: www.sysvelocity.com [https://www.sysvelocity.com/] Contact: Get In Touch [https://www.sysvelocity.com/contact] LinkedIn: Fergal O’Carroll [https://www.linkedin.com/in/fergalocarroll/?originalSubdomain=ie] Connect with Elisha Website: www.future-by-design.co.uk [https://www.future-by-design.co.uk/] LinkedIn: Elisha Foust [https://www.linkedin.com/in/elishafoust/]

Ep. 19- Applying a Sales Mindset to Land Your Next Job with Steve Fiore

To kick off Season 3 of the podcast, Fergal sits down with Steve Fiore, a seasoned sales and customer success leader with over 25 years of experience driving revenue and leading high-performing teams. In this chat, Steve opens up about the highs and lows of his career. After being losing his job, he decided to approach the job search in a completely different way and treat it as he would a prospect. He talks about how focusing on the right opportunities, being clear on your ideal company profile, and building confidence can completely change how you approach finding your next role. He shares practical advice for anyone in sales or customer success, from staying resilient during slow periods to setting better boundaries so work doesn’t take over your life. You will also hear about Steve’s time as an adjunct professor, his TEDx talk on productivity, and why confidence, whether in selling or job hunting, is one of the biggest differentiators you can bring. Timestamps 00:00 Intro to Steve Fiore 01:04 Career transitions and the value of taking time off 02:35 The right strategy to search for a job 06:12 The importance of networking 06:54 Standing out from other applicants 09:31 The reality of job hunting 15:03 Job search tips and spotting red flags 16:54 How scammers target job seekers 17:40 Building confidence 20:43 Steve’s advice on staying out of debt 23:44 Steve’s experience as an adjunct professor 27:51 Productivity lessons learned during COVID 30:37 Setting boundaries and balancing work with life 35:44 How to connect with Steve If you enjoyed this episode, don’t forget to subscribe to the Supercharge Your Sales Velocity Podcast for more insights from top sales leaders. Please rate and review the show to help us reach more listeners. Connect with Fergal: Website: www.sysvelocity.com [https://www.sysvelocity.com/] Contact: Get In Touch [https://www.sysvelocity.com/contact] LinkedIn: Fergal O’Carroll [https://www.linkedin.com/in/fergalocarroll/?originalSubdomain=ie] Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops [https://www.sysvelocity.com/workshops] Connect with Steve: * LinkedIn: Steve Fiore [https://www.linkedin.com/in/stevenmfiore/] * TEDx Talk: How Drinking Olive Oil and Curiosity Changed My Life [https://www.youtube.com/watch?v=APrXAa7Tn6E] * Webstie:  www.rootedandrefinedliving.com [http://www.rootedandrefinedliving.com/]