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Hosted by Sales Geek · 🇺🇸 US · EN · 19 episodes
Established thought leaders with verified media credentials.
The Sales Mastery Podcast: Deals, Discipline & Direction with DennyHosted by James Denny, Global Chief Operating Officer at Sales Geek, this podcast is for sales leaders, business owners and commercial operators responsible for revenue.With more than 35 years in sales and senior leadership, James explores the structural and behavioural forces that shape performance: qualification, forecasting, decision-making, pressure and leadership standards.Each episode centres on a single commercial tension and examines it through the lens of real-world experience.
Sales Geek hosts The Sales Mastery Podcast, a business show with 19 episodes published.
I want more accountability in this business. James Denny has heard that sentence in nearly every business he has walked into for ten years, and the answer to what it would look like is always the same. People would do wh
Monday, nine o'clock. Eight people go round the table reading out where their deals are, all of which you could have read in the CRM. Somebody raises a problem, four people pile in, twenty minutes vanish. At five to ten
A new salesperson starts on a Monday with a laptop, a login and a target. By Wednesday afternoon they have run out of things to read, so they start making calls, because calls look like work. Nine months later they are u
We hire salespeople on charm and we let them go for their wiring. James Denny on why the interview measures the wrong thing, and the ninety minute audition that measures the right one. Ask a leader why they hired somebod
Only 7% of sales teams forecast within 90% accuracy. So what's wrong with the other 93%? In Episode 15, James pulls apart the forecasting lie, why your CRM, your board deck and your finance model can all show different n
In this episode, James Denny tackles the Pipeline Velocity Problem: why smaller pipelines that move beat larger ones that don’t. He explains how to calculate pipeline velocity, why halving the sales cycle doubles revenue
In this episode, James explains why discipline is the defining factor in sales performance. He breaks down the five observable behaviours that appear in the top seventeen percent of salespeople and shows how discipline c
In this episode, James Denny takes a clear look at AI in sales. He explains why most organisations are using AI but cannot scale value from it, and why the real issue is leadership, not technology. James breaks down the
Most leaders avoid at least one performance conversation they know they need to have. In this episode, James Denny explains why those conversations get delayed, what it really costs the business, and how to handle underp
Most sales leaders believe they’re coaching. Most sales reps say they aren’t being coached at all. Both can’t be right. In this episode, James breaks down the Coaching Trap — why so many one‑to‑ones quietly turn into dea
Discounting feels small from the top line, but it destroys profit at the bottom line. In this episode, James breaks down why salespeople discount too early, what it really costs the business, and how leaders can build pr
In this episode of Sales Mastery, James Denny takes on one of the most overlooked disciplines in sales leadership: knowing when to kill a deal. Using research showing that sales professionals win, on average, just 47% of
In Episode 7 of Deals, Discipline & Direction with Denny, James Denny focuses on one of the most common and least recognised risks in sales: deal drift. These are the opportunities that appear active, sit comfortably in
Forecasting sits at the centre of commercial leadership, yet it is one of the most misunderstood disciplines in sales. In this episode of Deals, Discipline & Direction, James Denny explores why many forecasts look profes
Episode 5: The Macro Cost of Undermanaged Growth In this episode, James steps back from day-to-day sales execution and explores a much bigger question: how management capability inside SMEs shapes the entire UK economy.
In Episode 4 of Deals, Discipline & Direction with Denny, James Denny moves from diagnosing performance issues to defining responsibility. What does a sales leader actually do in commercial, accountable terms? And how do
Episode 3: Why Deals Don’t Really Fail at the End In Episode 3 of Sales Mastery - Deals, Discipline & Direction with Denny, James Denny turns his attention to the pipeline and a frustration every sales leader recognises:
Episode 2: Why Discipline Beats Motivation In Episode 2 of Deals, Discipline & Direction with Denny, James Denny takes on one of the most embedded beliefs in sales culture, that: motivation is the primary driver of perfo
Episode 1: Most Sales Problems Aren’t Sales Problems This is the first episode of Deals, Discipline & Direction with Denny, a new Sales Mastery series hosted by James Denny, Global COO of Sales Geek. In this opening conv
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The Sales Mastery Podcast is hosted by Sales Geek. The show is categorised under business and has published 19 episodes.
The Sales Mastery Podcast has published 19 episodes.
The Sales Mastery Podcast regularly covers business. It sits in the business category.
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Episodes of The Sales Mastery Podcast average 26 minutes. a focused format where a clear narrative arc and tight preparation matter most.
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