Sales Expert Podcast

Sales Expert 21: Declan Breen, Challenger Sales Expert & AI Driven Sales Leader

In this episode of the Sales Expert Podcast, we sit down with Declan Breen, a highly experienced commercial leader known for driving revenue growth, building high performance sales teams, and helping organisations rethink how modern selling should work. Declan shares deep insights into the Challenger Sales methodology and explains why traditional sales approaches are no longer enough in today’s competitive B2B landscape. From understanding procurement psychology to reframing conversations in your favour, this episode is packed with practical advice for sales professionals who want to stand out and create real value. We also dive into one of the biggest shifts happening in sales right now: artificial intelligence. Declan discusses how AI is transforming both buying and selling behaviour, how salespeople can use it to increase efficiency and improve prospecting, and why relationship building will remain at the heart of successful sales. Whether you’re an experienced sales leader, a recruiter, a business owner, or someone starting out in sales, this conversation offers valuable insights into the future of commercial success. In this episode, we discuss: • Declan’s journey from life insurance sales to international commercial leadership • The importance of resilience and mentorship in building a sales career • What the Challenger Sales approach really means in practice • Why understanding procurement is critical in modern B2B sales • How to move beyond “show up and throw up” selling • The importance of tailoring your message to different decision makers • How to challenge customer thinking without sounding arrogant • The role of preparation, research, and insight in winning deals • Why relationships still matter in an AI driven world • How AI is changing the sales process for both buyers and sellers • Using AI to automate admin, CRM updates, meeting notes, and follow ups • How AI can help salespeople identify ideal customer profiles and opportunities • Why sales professionals need to start learning AI now • The future of sales and the growing role of AI agents in purchasing decisions Key takeaway from Declan: “People still buy from people. AI will make salespeople more efficient, but relationships and trust will always matter.” Connect with Declan Breen on LinkedIn to learn more about Challenger Sales and AI in sales leadership. Show Notes

Sales Expert 20: Michael Fitzgerald, CEO and Founder of One Page CRM

In this episode of the Sales Expert Podcast, hosts Oisin Browne and Darragh O’Connor are joined by Michael Fitzgerald, CEO and Founder of OnePageCRM, the Galway-based company behind the world’s first action-focused CRM. Used by small businesses in over 80 countries, OnePageCRM was named by Forbes Advisor as the Best Simple CRM in the World in 2024. Michael shares how a simple sketch on a napkin grew into a globally used software platform. He takes listeners through the accidental beginnings of OnePageCRM, his obsession with simplicity, and the importance of designing technology that works the way salespeople actually sell. * From idea to global product: How OnePageCRM was born out of necessity and built through customer feedback. * Product-led growth: Why Michael prioritised customer experience over advertising and grew through word of mouth. * Simplicity as strategy: How staying focused on ease of use and “zero admin” shaped OnePageCRM’s success. * Customer connection: The lessons learned from visiting users across the UK in a camper van to understand their real-world needs. * Sales philosophy: Why trust, consistency, and keeping promises form the true foundation of successful selling. “Sales is about making promises and keeping them. That’s how you build trust, and trust is what wins the sale.” Explore OnePageCRM at onepagecrm.com [https://www.onepagecrm.com]

Sales Expert 19: Joanne Sweeney, AI & Digital Marketing Specialist, Author of AI Playbook - The Strategic Guide to AI for Marketing and Communications

In this episode of the Sales Expert Podcast, hosts Oisin Browne and Darrell O’Connor sit down with Joanne Sweeney, a leading voice in digital strategy and social selling. Joanne shares how she blends storytelling, sales psychology, and artificial intelligence to help brands and professionals grow online. From her beginnings as a broadcast journalist to becoming a thought leader in digital transformation, Joanne unpacks her journey and offers practical insights for today’s sales professionals navigating the ever-evolving world of online engagement. * The evolution of sales: How storytelling fuels authentic marketing and relationship-driven selling. * The art of social selling: Practical tips for building a personal brand on LinkedIn and other platforms. * AI in sales: How to use tools like ChatGPT ethically and effectively for research, prep, and messaging. * Time-saving with tech: Why AI should remove the “drudge” work, not the human connection. * Future forecast: What the rise of AI agents means for sales professionals and how to stay ahead. “Visibility before you slide into someone’s DMs is crucial. Let people see your work, trust your voice, and understand your value before you make the ask.” * Website: publicsectormarketingpros.com * AI Podcast: AI in Six — Learn AI in just six minutes a day * LinkedIn: Joanne Sweeney [https://www.linkedin.com/in/joannesweeney]

Sales Expert 18: Sylvie Neylon, Founder of Neylons Facility Management & Author of ‘Stop Digging and Start Climbing’

In this episode of the Sales Expert Podcast, we speak with Sylvie Neylon, founder of Neylons Facility Management and author of Stop Digging and Start Climbing. Sylvie shares his remarkable journey from being made redundant at the age of 47 to building a company that grew to over €56 million in annual turnover and employed more than 1,500 people. He talks about securing his first major contract without a business plan, developing a company culture rooted in training and trust, and the creation of a unique in-house academy that gave Neylons a powerful competitive edge. Sylvie also reflects on leadership, building a board from within, and the emotional decision to sell the business. This episode is packed with insights for anyone in sales, business leadership, or entrepreneurship.

Sales Expert 17: Michael Flynn, AKA Mattress Mick, Irish businessman & owner of Mattress Mick

In this episode, we sits down with one of Ireland’s most iconic and unconventional entrepreneurs, Mattress Mick. From viral videos to building a household name in the bedding business, Mick shares how creative marketing, fearless branding, and staying connected to the community have been the cornerstones of his sales success. Discover how Mick turned a struggling business into a cultural phenomenon, and learn the powerful lessons he’s picked up along the way about resilience, reinvention, and the art of grabbing attention in a crowded market. What you’ll learn: 🛏️ How to build a memorable brand on a shoestring budget🎯 Why boldness beats blandness in sales and marketing📈 Mick’s unique approach to customer connection and loyalty🎬 Behind-the-scenes of the Mattress Mick documentary and viral fame Whether you're in sales, marketing, or just love a good entrepreneurial story, this episode is packed with energy, honesty, and hustle.