Price Isn't The Problem, You Are /w Helen Frost

The Surprising Business of Selling Smell /w Ben Holmes (Vectair Systems)

In this episode of the You've Got Sales Podcast, David Revell sits down with Ben Holmes, UK Sales Manager at Vectair Systems, to discuss building a long-term career in sales, transitioning from individual contributor to sales leader, and the future of the hygiene industry.Ben shares how he started his career on the shop floor before moving into sales with PHS Group and later Lyreco, developing deep expertise in the hygiene sector over more than a decade. Today, he leads the UK sales team at Vector Systems, a global air care and hygiene brand operating in over 90 countries.The conversation explores how the hygiene industry has evolved since COVID-19, the growing importance of sustainability and air care, and the fascinating science behind scent and customer perception. Ben also explains how businesses are increasingly using fragrance as part of the overall customer experience, from care homes to gyms and retail environments.Beyond the industry itself, David and Ben dive into the realities of working in sales today: the role of LinkedIn in modern selling, why authenticity is becoming more valuable in an AI-driven world, and how successful salespeople focus on building trust rather than simply competing on price.Ben also shares insights from his recent transition into sales leadership, discussing what it means to help others perform at their best, why communication and trust matter inside a sales team, and how lessons from sport, martial arts, and high-performance psychology shape his leadership style.This episode is packed with lessons for salespeople, sales leaders, and anyone interested in building a long-term career in business development.Chapter Markers00:00 Introduction to Ben Holmes01:00 Starting a career in the hygiene industry03:30 How COVID changed hygiene standards06:00 The challenge of odours in healthcare environments08:00 The science of scent and customer perception10:00 Inside Vector Systems and their air care innovation14:00 Fascinating examples of scent marketing18:00 How sales has changed in the last decade20:00 The power of LinkedIn for modern salespeople24:00 Why people still buy from people27:00 Selling niche products through distributors31:00 Moving from sales into leadership34:00 Lessons from high-performance thinking38:00 Understanding true sales performance43:00 Sales targets, resilience, and mindset48:00 Lessons from martial arts and discipline50:00 Leadership, trust, and empowering a team

Our MD Was Stealing From The Business /w Dan Oliver

In this episode, David Revell interviews Dan Oliver, the managing director of Fat Boys Catering Equipment, who shares his remarkable journey from being a chef to a sales leader. The conversation delves into the challenges faced by the business, particularly a significant fraud incident that threatened its existence. Dan discusses the importance of leadership, trust, and open communication in navigating tough times, as well as the resilience shown by his team. The episode concludes with a look at the future prospects for Fat Boys, highlighting the lessons learned and the positive culture that has emerged from adversity. Chapters 00:00 From Chef to Sales Leader: A Unique Journey 08:58 Leadership Philosophy: Trust and Support 17:58 The Impact of Micromanagement on Teams 24:54 Finding the Right Talent: Work Ethic vs. Experience 26:44 Embracing the Learning Curve 30:04 Navigating Business Challenges 38:34 Building Team Resilience 44:40 The Emotional Toll of Leadership 49:00 Transparency in Adversity 54:05 Looking Ahead: A Bright Future

Less than 2% of salespeople actually work hard /w Stuart Turnbull

In this episode, David Revell sits down with Stuart Turnbull, a 20-year sales veteran who’s gone from door-to-door sales to leading strategy and growth at Bunzl Cleaning & Hygiene — one of the world’s largest distribution groups. But this isn’t a story about numbers or titles. It’s about mindset, resilience, and leadership. Stuart shares how curiosity, humility, and an obsession with developing people have defined his career — and how those same traits can turn an average salesperson into a top performer. * 00:00:00 Introduction and Stuart's Sales Journey * 00:10:00 Building a Resilient Sales Culture * 00:20:00 The Evolving Role of Buyers * 00:30:00 Leadership and Effective Questioning * 00:40:00 Sales and Sports: Strategic Parallels * 00:50:00 Fostering Growth and Development in Sales Teams * 01:00:00 Understanding Customer Needs * 01:10:00 Selling Benefits Over Features * 01:20:00 Encouraging Team Growth and Development

Price Isn't The Problem, You Are /w Helen Frost

In this conversation, Helen Frost shares her insights on the evolution of sales, the importance of trust and communication in leadership, and the challenges faced by young salespeople in a digital world. She emphasizes the need for a balance between face-to-face interactions and digital communication, as well as the significance of creating a supportive environment for new recruits. Helen also discusses the dangers of micromanagement and the value of radical honesty in business relationships. As the director of corporate accounts at Nationwide Hygiene Group, she highlights the company's customer-centric approach and innovative practices aimed at sustainability and long-term success. Chapters 00:00 Introduction to Helen Frost's Journey 03:22 The Impact of COVID on Sales Practices 08:35 Building a Supportive Network for Young Salespeople 11:29 The Importance of One-on-One Meetings 14:15 Learning Through Observation 17:37 Core Pillars of Leadership 21:47 The Value of Trust and Transparency in Leadership 24:01 Best and Worst Leadership Advice 27:37 The Dynamics of Friendships and Team Roles 28:48 Understanding Employee Retention: Beyond Salary 30:13 The Impact of Micromanagement on Creativity 32:00 Leadership Styles: Finding the Balance 33:12 Transparency in Recruitment: Setting Expectations 34:34 Long-Term Relationships in Recruitment 35:58 Radical Honesty in Business Practices 38:44 The Changing Landscape of Sales 41:05 The Importance of Relationships in Business 43:01 The Shift Towards Authenticity in Business 44:52 The Need for Reflection and Creative Time 47:50 Innovations at Nationwide Hygiene Group

Why 95% of salespeople should NEVER go into management /w Paul Morton

In this conversation, Paul Morton discusses the evolution of sales leadership, emphasising the importance of curiosity, courage, and a genuine desire to help others succeed. He introduces the concept of extra-dependent teams, highlighting the unique dynamics of sales teams compared to traditional teams. Paul stresses the need for accountability and collaboration within sales teams, while also addressing the challenges of remote work and the role of AI and VR in enhancing sales processes. He concludes with reflections on the selfishness of service and the importance of human connection in leadership. Chapters 00:00 Introduction to Paul Morton and Leadership Evolution 02:08 The Heart of Sales Leadership 06:46 Understanding Career Progression in Sales 09:43 The Concept of Extra-Dependent Teams 17:38 Accountability and Individual Targets in Sales 19:26 The Dynamics of Competition in Sales Teams 28:06 Building Cohesion in Remote Sales Teams 34:34 The Unseen Connections in Communication 38:06 The Role of AR and VR in Learning 41:33 AI's Place in Leadership and Human Interaction 45:31 The Future of AI in Sales and Customer Service 50:04 The Human Element in Technology and Service