Although the words are sometimes used interchangeably, goals and objectives are not the same thing.

In this episode, Fergal looks at the difference between goals and objectives and why it matters.

He discusses the common mistakes people make when setting objectives and how to avoid these mistakes.

Using real-life examples, Fergal will show you some effective (and ineffective) objectives and how to align client initiatives with your objectives so you can build stronger client relationships and bigger sales wins.

Timestamps:

00:00 Recap of Episodes 2–4

02:45 The Difference Between Goals and Objectives

05:12 Common Mistakes in Objective Setting

13:39 Exercise: Identify Which Statements Are Objectives

18:00 Why It’s Important to Set Objectives

19:35 How to Create Effective Objectives

Be sure to rate, subscribe, and share the podcast if you found it helpful!

Download Fergal’s FREE GUIDE on how to get the revenue growth you crave and radically improve your sales velocity with these 11 practical strategies here.

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

In this episode of the Supercharge Your Sales Velocity Podcast, Fergal talks with Kristie K. Jones, a sales consultant, coach, speaker, and author of Selling Your Way In.

Kristie discusses her journey from growing up in a sales-focused family to building her own consultancy business.

Drawing from her book, Kristie provides advice on finding the right sales role, industry, and environment to succeed.

They also discuss the ongoing role of discovery in sales conversations and the impact of remote and hybrid work on the sales profession.

This episode is packed with useful takeaways for anyone starting out in sales or looking to advance their sales career.

Timestamps

00:00 Introduction to Kristie K. Jones and Her Career

01:08 Growing Up in a Sales-Focused Family

02:09 Kristie’s Path to Building a Consultancy Business

06:15 How Mentorship and Networking Shaped Kristie’s Career

09:19 Adapting to New Challenges in Modern Sales

14:13 The Shift to Remote Work and Its Impact on Sales Teams

18:47 Insights from Selling Your Way In

25:02 Finding the Right Sales Role and Industry for You

27:12 Why Mentorship is Important in Sales

29:50 Key Habits of the Top 10%

33:44 Discovery as a Process, Not an Event

35:44 It’s Not a No, It’s a ‘Not Right Now’

39:04 Strategies for Hiring and Retaining Top Sales Talent

45:08 Addressing Job Search Challenges

We hope you enjoyed this episode! If you did, please rate the show 5 stars and follow.

Be sure to connect with Kristie on LinkedIn and share your biggest takeaway from this episode.

Connect with Kristie:

Website: ⁠www.kristiekjones.com⁠

Kristie’s Book: ⁠Selling Your Way In⁠

LinkedIn: ⁠Kristie K. Jones⁠

Connect with Fergal:

Website: ⁠www.sysvelocity.com⁠

Contact: ⁠Get in Touch⁠

LinkedIn: ⁠Fergal O’Carroll

If you want to stand out from your competitors, then creating a joint vision statement is going to do this for you.

In this episode of The Supercharge Your Sales Velocity Podcast, Fergal looks at the importance of understanding your client’s initiatives and aligning them with a joint vision statement.

By focusing on creating alignment, he outlines how you can build stronger client relationships, differentiate yourself from competitors, and generate new sales opportunities.

From this episode, you’ll learn:

• Why understanding client initiatives is important for building trust and delivering value.
• How to create a joint vision statement that bridges client goals with your sales objectives.
• How to structure your joint vision statement with four essential components.
• Common pitfalls to avoid when creating a vision statement and how to overcome them.

Timestamps:

00:00 The Challenge of Unsolicited Proposals

03:41 Understanding Client Initiatives

09:15 Creating a Joint Vision Statement

14:21 Structuring Your Joint Vision Statement

We hope you found this episode valuable. Don’t forget to subscribe and rate the show if you enjoyed it!

Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops.

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get in Touch

LinkedIn: Fergal O’Carroll

An account plan requires coordination, creativity, and adaptability. In today’s episode, Fergal is going to chat about how a culture of key account planning can deliver truly exceptional client value and how that translates into growth for your business.

In this episode, Fergal looks at:

• The five stages of key account planning maturity
• Why collaboration with your clients in developing a joint plan leads to sustainable success
• How to create a relationship map and engagement plan to prioritise your key accounts effectively
• How to conduct a SWOT analysis to identify strengths, weaknesses, opportunities, and threats in your client accounts

By the end of this episode, you’ll have actionable steps to implement for more predictable and scalable revenue growth.

Timestamps: 00:00 The importance of key account planning 05:15 Targeting the right clients 06:09 Evaluating key account management maturity 07:38 5 stages of key account planning maturity 13:28 Building your key account plan 19:36 Example of a plan not shared with the client 22:51 First stage of account plan: current status 26:51 Run through of what you need to complete to summarise the current status 31:24 SWOT analysis 33:24 Review engagement plan

We hope you found this episode valuable. Don’t forget to subscribe and rate the show if you enjoyed it!

Learn how to boost client retention and revenue with Fergal’s key account planning workshops

Downloadable resources mentioned:

• Key Account Planning Maturity Model Guide
• Key Account Plan Summary Template

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

In today’s episode, Fergal is giving you 11 practical strategies that you can implement to boost your sales velocity and achieve predictable revenue growth.

Fergal gives a recap of the sales velocity metric, breaking it down into the four key components:

1. Opportunity volume
2. Deal size
3. Win rate
4. Sales cycle length

He also looks at how to apply a key account planning framework to gain more opportunities and create long-term client relationships.

Fergal shares actionable strategies for defining an ideal client profile, creating targeted buyer persona messaging, and streamlining your sales processes.

The episode finishes with an AI takeaway that you can use immediately to get faster insights from long-form content.

By the end of the episode, you’ll walk away with a deeper understanding of how to achieve predictable revenue growth!

Timestamps

00:00 Overview of sales velocity

02:36 Strategies for driving opportunity volume

05:36 Key account planning framework

09:23 Building blocks for new prospects

11:37 Maximising deal size

14:39 Boosting win rates

18:44 Shortening the sales cycle

21:16 Leveraging AI for faster insights and learning

25:15 Get your free guide

Download Fergal’s FREE GUIDE on how to get the revenue growth you crave and radically improve your sales velocity with these 11 practical strategies: https://www.sysvelocity.com/download-sv-guide

Learn how to boost client retention and revenue with Fergal’s key account planning workshops

Thank you so much for tuning into Episode 2 of the Supercharge Your Sales Velocity Podcast!

If you enjoyed the episode, please rate the show 5 stars and subscribe.

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Welcome to the very first episode of the Supercharge Your Sales Velocity Podcast!

In this episode, Fergal shares the story of his first business venture from the 80s, his career journey to date, and what inspired him to finally launch his own business after decades in the industry.

He discusses the advancements in AI and how sellers should utilise this technology so that they don’t get left behind.

With a 6-point checklist that Fergal created, you’ll be able to see if your business is ready for predictable growth.

Finally, Fergal introduces the sales velocity metric and explains how you can calculate your sales velocity using four key metrics:

1. Number of opportunities
2. Average deal size
3. Win rate
4. Sales cycle length

Timestamps:

00:00 Welcome to the Supercharge Your Sales Velocity Podcast

01:12 Fergal starting his own business

06:28 The evolution of technology and AI

09:19 How this podcast will work

09:46 Is your business ready for predictable growth?

15:57 Understanding and calculating sales velocity

18:07 Improving sales velocity metrics

Thank you so much for tuning into the first episode of the Supercharge Your Sales Velocity Podcast!

If you enjoyed the episode, please rate the show 5 stars and subscribe.

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll

Welcome to The Supercharge Your Sales Velocity Podcast with Fergal O’Carroll.

THE podcast for sellers and sales leaders, empowering you to drive more opportunities, bigger deals, and faster wins.

Subscribe now as Fergal shares practical strategies and proven tactics to win new sales, enhance client retention, stand out from the competition, and deliver the revenue growth you crave!

Connect with Fergal:

Website: www.sysvelocity.com

Contact: Get In Touch

LinkedIn: Fergal O’Carroll