We’ve all sat in meetings where a lot of word are used, and nothing really gets said. 

In this episode, Bob and Jeremy talk about the language that’s crept into politics and management over the years. The phrases that sound confident and purposeful but often dodge the issue or leave everyone none the wiser.

Why do we accept that certain areas of work and public life are packed with oddly chosen terms that make our skin crawl or test our patience? And at what point did we lose the habit of just saying what we mean, simply and directly?

From political staples like “tough decisions” and “the national interest” to workplace favourites such “let’s take this offline” or “have you got the bandwidth?”, we look at what these phrases are really doing. Not just how annoying they are but how they affect leadership, trust, decision-making and everyday communication at work.

We also talk about standards. What comes as standard in the way your organisation communicates? Could your people explain what those phrases actually mean? And would things improve if clearer language became the norm rather than the exception?

If you’ve ever left a conversation feeling confused, irritated, or quietly switched off, this episode will strike a chord.

This podcast comes from Reality Training. For the last 25 years, we’ve transformed the customer interactions of many leading UK businesses and developed thousands of managers to be better at what they do.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Standards are essential for successful, growing brands. 

But here’s the real question: what are your standards?

Can your people clearly explain them?

Do they know what ‘good’ looks like day to day?

And are those standards actually being maintained or quietly ignored?

In this episode of The Reality of Business, Bob and Jeremy talk honestly about why standards have slipped across sales, service and leadership and why this is a leadership issue, not a people problem.

They explore how ‘expectations’ have replaced standards, why remote and hybrid working has made things harder to spot and enforce and how flexible management can drift into avoiding accountability altogether.

You’ll also hear why:

• Standards need to be visible, not just written down
• Leaders must enforce them, not hope for the best
• Metrics without behaviour attached can do more harm than good
• Customers now expect more than many organisations are delivering

Most importantly, they ask the question many businesses avoid: where do we start?

If you care about quality, consistency and protecting your brand as you grow, this episode will give you plenty to think about and act on.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

If you’re always busy but nothing really seems to move forward, this episode is for you.

In part two of our Team Leaders series, we take a closer look at what gets in the way of consistent leadership and how to get back on track. It’s a practical conversation about replacing firefighting with focus and giving your team (and yourself) a clearer sense of direction.

From endless meetings to shifting priorities, we explore what’s actually worth your time and how to make it count.

We cover:

• Spotting the difference between busy and making progress
• Using 3 daily non-negotiables to take control of your day
• Building a 90-day plan and creating a proper leader’s playbook
• Making sure your metrics match your values and culture
• Letting your calendar speak for your leadership
• Quietly fixing one small thing each week
• Seeing why remote accompaniment matters more than ever

Whether you’re new to leading a team or you’ve been doing it for years, this episode offers honest, realistic ways to manage your time, your work and your team.

Haven’t listened to Part 1 yet? That one’s all about managing people – worth going back for.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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If you lead a team, or have just started, this is part 1 of two episodes all about making that role easier and more effective.

We talk about the stuff that’s hard:

• What to do when someone says the rules don’t apply to them
• How to respond without backing down or starting a row
• Dealing with likeable people who still aren’t performing
• Helping quiet team members feel confident to speak
• Getting two people to work together when they clearly don’t want to

You’ll also hear how to open a meeting with purpose, give useful feedback, and create the kind of team environment where expectations are clear and people know what good looks like.

This episode is all about managing people – the day-to-day conversations, nudges, and challenges that come with the job.

Part 2 is coming soon, where we’ll look at managing time, workload, and getting out of firefighting mode.

Listen in and take one idea into your week!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Are your days full of meetings, messages, and madness? Feel like you’re reacting instead of creating?

In this episode, Bob and Jeremy take on the chaos of modern working life – hybrid schedules, constant pings, and the illusion of being ‘back-to-back’ busy – and show you how to get a real grip on your time.

From Stephen Covey’s time matrix to Ivy Lee’s brilliantly simple ‘Success Six’, they share practical tools to help you prioritise what matters, reclaim your focus, and feel accomplished – not just exhausted. You’ll also hear why Friday has quietly become the new Saturday, how retirement is being totally redefined, and why your energy peaks (not just your schedule) should shape your day.

Expect laughs, real-life examples, and five powerful tactics you can try today – from time blocking and batching comms, to deleting, delegating, and finally saying no.

You’ve got 24 hours a day… but are you flying the plane or clinging to the wing?

Tune in now and discover how to make time work for you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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What does it take to build a successful sales training business - and still be laughing 25 years on?

In this special anniversary episode, Bob and Jeremy reflect on the lessons, surprises, and stories they’ve collected over a quarter of a century of running a training company.

One of the biggest revelations? Learning to take business a little less personally. As Bob admits, “Every knockback felt like a blow to the heart” in those early days. Over time, they learned to separate self-worth from outcomes - building resilience, perspective, and a clearer sense of what drives long-term business success.

From standout leadership moments to spontaneous karaoke, the stories span cities, countries, and conference rooms. You’ll hear tales from Dublin to Delhi, and Amsterdam to Atlanta - all reinforcing a simple truth: business growth often comes from the unexpected. Whether it’s a three-hour wine-fuelled lunch in France, or a client mix-up that sparks a brand-new idea, there’s wisdom in the unplanned.

There’s practical insight here too - around investing in personal development, taking time to reset, and remembering that culture, connection, and not taking yourself too seriously are all part of a sustainable leadership journey.

Whether you’re leading a business, growing a team, or reflecting on your own path, this one’s for you.

What’s the biggest lesson you’ve learned in your own business journey? We'd love to hear your stories and questions!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Sales managers & salespeople: Be honest - have you ever assumed a customer wouldn’t go for the higher-priced option so you left it out altogether? 

You might be losing more sales than you think. It’s easy to filter choices for customers based on your own biases or assumptions, often without realising you’re doing it. But when you take the decision away from the buyer, you limit their options – and potentially their satisfaction.

From choosing the “cheap” option on a customer’s behalf to skipping over premium choices because “they won’t go for that”, this mindset is surprisingly common. In this episode, we share real stories (think chocolates, shoe shops, and scruffy car buyers) and explore the seven key psychological biases that influence how salespeople present – or don’t present - choice.

You’ll hear how things like time pressure, financial worries, stereotyping, and disloyal bonding can all affect how we sell, often working against the very outcome we’re aiming for.

Most importantly, we’ll share practical ways overcome these habits – helping you build trust, offer the full picture, and give your customers the confidence to choose what’s right for them.

Listen now for a fresh take on an old problem, and ask yourself, when was the last time you made a decision for your customer?

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Are values just words on a wall? Or something you’re willing to stand by – even when it’s hard?

In this episode, Bob & Jeremy take on the uncomfortable question many businesses are now facing: What happens to your integrity when you quietly scale back your DEI programme?

We’re seeing it everywhere - big names like Google, Pepsi, and investment banks are stepping back from the DEI work they once shouted about. And here’s the thing: it’s not just a budget decision. It’s a values decision.

So, we ask:

• What do those cuts really say about what you stand for?
• Are we really ‘past the point’ of needing DEI – or just bowing to political pressure?
• And can values mean anything if they change with the wind?

With real-world examples, a dash of satire (don’t miss Bob & Jeremy’s sketch), and some heartfelt debate, this episode digs deep into the link between inclusion, integrity, and business leadership.

Whether you’re leading a team, shaping company culture, or just wondering where your business stands – this is the conversation you won’t want to miss.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Don't you love a sales conference? 

Motivating your customer-facing teams to sell with greater enthusiasm... 

"There, you've had your sales conference - are you more motivated now?" 

"Yeah!" 

Really? 

Does your sales conference actually deliver the impact you’re hoping for? You’ve invested time, energy, and budget into your annual event – but does it truly equip your team to sell more effectively? A few hours of inspiration is great, but what if your event could turbocharge performance long after it ends?

In this episode, we explore how a well-planned sales conference can drive lasting success – far beyond just a typical social event. From skill development and team morale to employee retention and recruitment, we uncover the overlooked benefits that can make all the difference.

We also tackle the delicate balance between essential training and content overload. What do sales conferences really cost? We discuss the logistical and financial challenges of hosting large-scale events, share entertaining stories from conferences, and offer practical solutions to maximise your return on investment.

Looking ahead, we discuss the future of sales conferences – from AI integration to hybrid work models – and why maintaining high brand standards is crucial. Plus, we explore how unconventional speakers can bring fresh perspectives and real value to your team. 

If you want your next sales conference to have a real, measurable impact on your sales team, this episode is a must-listen!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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What if marketing could be as surprising and impactful as guerrilla warfare? 

In this episode of The Reality of Business, Bob – an enthusiast of military history – and Jeremy share insights into the art of ambushes and raids, translating these military principles into creative marketing campaigns that surprise and engage audiences in unexpected ways. 

They revisit the revolutionary ideas of J. Conrad Levinson, the visionary of guerrilla marketing in the 1980s, whose concepts revolutionised the advertising industry. Think of iconic campaigns like the Marlborough Man for Marlboro cigarettes and Tony the Tiger for Kellogg’s Frosties – they’re proof of how unconventional tactics can leave a lasting impact.

Fast forward to today, where bold ideas drive the digital landscape. Remember the BBC's Dracula campaign or 3M’s security glass challenge? These viral campaigns didn’t just grab attention; they showcased the immense potential of guerrilla marketing. In this episode, we’ll also explore lessons from The Drum (publisher for the marketing and media industries), the role of soundtracks in branding, and the Fearless Girl/Wall Street Bull stunt in New York that sparked powerful conversations about gender diversity. 

Whether you're a seasoned marketer or simply fascinated by unconventional strategies, this episode is packed with insights to inspire your next unforgettable campaign.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Struggling to retain loyal customers? Feeling the pressure of rising costs or sustainability demands? In this episode, we’re to help you work out the secrets of business success in 2025 and come out stronger than ever.

We kick things off with a light-hearted sketch before exploring practical strategies to keep your best customers engaged and scale your business without sacrificing quality. Using insights from trusted sources like Forbes, we'll share ways to meet evolving customer expectations while staying ahead of the curve.

Worried about keeping up with industry changes? We discuss how resilience and adaptability can give you the edge, along with tips for breaking down silos in your teams to boost efficiency. Plus, with political and economic shifts reshaping priorities, especially around sustainability, we’ll explain why going green still matters – particularly for industries like food and drink.

Feeling the pinch of rising minimum wages or national insurance costs? Discover innovative ways to empower and motivate your without relying solely on pay rises. From hybrid working models and leadership development to multi-skilling, we’ll give you tools to keep your employees engaged and productive. 

Finally, we tackle the challenge of expansion: how to grow your business while staying true to your brand identity. With lessons from Gordon Ramsay's business experiences, you’ll see why focusing on your core strengths is key to long-term success. 

Packed with relatable advice, real-life examples, and a touch of humour, this episode will leave you feeling ready to take on 2025 with confidence and clarity.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Digital nomads: A lifestyle revolution or a passing trend?

Can remote work truly free us from the traditional office, blending adventure with productivity? Or is it an overhyped fad destined to fade away?

Join us as we explore the intriguing world of digital nomads – exploring the rise of this global phenomenon and the unexpected challenges it brings.

Through engaging anecdotes and a fictional exchange between a CEO and a director debating the push for more in-office days, we reveal the realities of working remotely abroad. Discover how millions are embracing this liberating lifestyle, and how it compares to the entire working population of the UK.

We uncover the staggering growth of digital nomad communities, the origins of the term, and the appeal of new visas offered by countries like Portugal and Spain. Whether you’re a millennial seeking adventure or a seasoned traveller chasing freedom, we look at how technology is reshaping work in a globalised world.

But it’s not all glamour. We examine the pros and cons of life on the move – balancing exploration with safety concerns, time zone headaches, and the realities of adapting to local cultures. What does this shift mean for businesses and economies? And how can companies harness this trend to create dynamic workforces?

Whether you’re considering a digital nomad lifestyle or just curious about this cultural shift, this episode offers a thought-provoking look into how remote work can blossom into a truly enriching existence. Tune in for insights, inspiration, and practical advice!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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What truly makes employees want to stay, grow, and give their best?

In this insightful episode, Bob and Jeremy discuss the complex world of employee motivation and retention, blending historical perspective with actionable strategies to help you rethink workplace satisfaction.

Starting with Henry Ford’s revolutionary workweek reforms, their discussion moves through decades of evolving workplace culture, reaching today’s pressing need for flexibility and autonomy. Bob and Jeremy explore Gallup’s latest findings on why employees choose to leave – from salary concerns to management styles – and share practical ways to address these challenges, transforming them into opportunities for engagement and retention.

With insights from renowned models like Herzberg’s two-factor theory and Hackman & Oldham’s Job Characteristic Model, the conversation highlights how purpose, personal growth, and a supportive culture contribute to sustained motivation. Relatable sales scenarios illustrate why a balance of intrinsic motivators (like achievement) and extrinsic rewards (like bonuses) is crucial for long-term commitment. 

You’ll also uncover the impact of flexibility, feedback, and authentic leadership in building connections with today’s diverse workforce, especially for Gen Z and millennials who prioritise value alignment. Packed with real-world examples and effective tips, this episode equips you to create a workplace where employees feel appreciated, motivated, and ready to excel.

Tune in to discover how you can foster a culture that not only retains talent but inspires people to give their best every day.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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How do you measure a company's performance effectively? 

Join us for a lively exploration of performance measurement in organisations, complete with a humorous sketch that pokes fun at the murky world of target setting. We unravel the history of performance measurement, tracing its roots from the chaos of the Industrial Revolution to the precision of today's AI-driven insights. Discover how methodologies have evolved over centuries and how companies today strive to balance efficiency with societal goals like sustainability and corporate social responsibility.

From the post-war emphasis on customer satisfaction to the balanced performance measures of the 1980s, we highlight how the landscape has dramatically shifted. The conversation then takes a modern twist with the introduction of tools like the balanced scorecard and OKRs, and how real-time insights provided by big data and advanced analytics are disrupting traditional metrics. Are OKRs poised to replace KPIs, or do they coexist in a complex performance ecosystem? What the hell does that even mean?

Finally, we dive into the challenges inherent in the traditional focus on quarterly targets, particularly in large public organisations. The implications for employee morale and the systemic pressures tied to these targets are scrutinised, as is the critical relationship between learning and growth. With a blend of humour and insight, we critique the flaws of conventional metrics and advocate for a more holistic approach that values employee well-being and customer experience. 

Tune in for an episode that promises to transform the way you think about performance measurement and its role in personal and organisational growth.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Ever wondered how you can transform a toxic workplace relationship into a thriving collaboration? 

In this episode, we unravel the example case of Maureen and examine how executive coaching can turn around even the most challenging team dynamics. We delve into the core principles of coaching as a client-centered, goal-driven partnership that stands apart from traditional training methods. By exploring the evolution of coaching practices from their mid-20th century roots to today's sophisticated blend of psychology and productivity enhancement, we shed light on the powerful impact coaching can have on personal and professional growth.
 
Trace the fascinating journey of business coaching from the 1980s to the present day, where concepts borrowed from sports performance have reshaped corporate strategies. We highlight key milestones like the founding of the International Coaching Federation in 1995 and dissect the nuanced differences between coaching and mentoring. Gain insights into how modern neuroscience and positive psychology are revolutionizing coaching practices, fostering mental health, engagement, and happiness in the workplace. This episode provides a comprehensive look at how these advancements are making waves in executive coaching today.
 
We explore the mixed receptiveness among coachees and the challenges of helping individuals who resist change or are uncomfortable with self-reflection. Learn why continuous growth and pushing beyond comfort zones are essential for sustained success and how long-term investment in coaching can drive significant organisational benefits. We discuss the financial aspects of coaching and advocate for broader access through technology. For those seeking to explore further, we recommend influential figures like Timothy Gallwey and Marshall Goldsmith, particularly Goldsmith's innovative 360-degree feedback concept. Join us for an enlightening discussion on the ever-evolving world of executive coaching.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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In the fourth and final episode of The Reality of Business mini-series, inspired by their upcoming book Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob Morrell and Jeremy Blake uncover the essential steps to building a loyal, trustworthy workforce that will transform your business.

Throughout this episode, Bob and Jeremy reflect on crucial lessons covered in the series – spotting disloyal bonding, eradicating strategic lies, and building a culture of integrity. They offer actionable strategies for attracting employees who share your values, improving management practices, and training your team to prioritise long-term loyalty over short-term gains. You’ll also hear real-world examples showcasing how senior leadership can address toxic behaviours that sabotage your company’s success.

Listen now for the final insights you need to create a high-trust organisation. And don’t forget – this is your last chance to pre-order Whose Side Are You On? Disloyal Bonding and Strategic Lies before it launches on 1st October 2024. Pre-order your copy now on Amazon.co.uk!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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In the third episode of our mini-series inspired by Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob & Jeremy continue their examination of deceptive business practices that manipulate customer loyalty – such as disloyal bonding and strategic lies.

Through insightful role-plays, they reveal real-world examples: a coffee shop falsely promoting recyclable materials, a tailor’s deceptive discount schemes, and a car service misleading customers with unnecessary software upgrades, showing that even major brands aren’t immune to dishonesty.

But it doesn’t end there. This episode also highlights the dangers of ignoring customer complaints, especially in cultures where feedback is scarce (like the UK). Bob and Jeremy show how this negligence can lead to financial losses and the breakdown of customer trust.

Don’t miss this engaging discussion as they gear up for the launch of Whose Side Are You On? on 1st October 2024. Pre-order your copy now on Amazon.co.uk! And stay tuned for the next episode in the series, where they’ll provide practical strategies for businesses to recognise these issues and retain loyal customers through exceptional service.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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What happens when businesses prioritise short-term gains over long-term integrity?

In the second episode of a special mini-series inspired by their upcoming book, Whose Side Are You On? Disloyal Bonding and Strategic Lies, Bob and Jeremy explore the hidden dangers of strategic lies in the corporate world.

When businesses prioritise short-term gains – whether to boost senior executives’ desire for bonuses or prepare for a sale – they often sacrifice long-term customer trust and company reputation.

Listen as they share real-world examples of how offering special deals to win back old customers can alienate loyal ones, ultimately eroding the value of your services. Plus, hear about a cheese producer who thrives by standing firm against deceptive practices, proving that integrity can be a game-changer in business.

Bob & Jeremy also explore the world of advertising, where quantity often trumps quality. They share a personal story of being pushed to sell large volumes of ineffective ads and how this relates to the broader theme of corporate dishonesty.

Whether you’re a small business owner or part of a larger organisation, this episode is a must-listen if you want to understand the fine line between smart strategy and ethical integrity – and learn how to protect your business for the long run.

Whose Side Are You On? Disloyal Bonding and Strategic Lies is released on 1st October 2024. Pre-order your copy now on Amazon.co.uk!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Have you ever wondered if offering a small favour to a customer could unravel an entire organization's integrity? Join Jeremy Blake and Bob Morrell as they illuminate the hidden world of disloyal bonding and strategic lies within contact centres and beyond. In this episode, inspired by their upcoming book "Whose Side Are You On? Disloyal Bonding and Strategic Lies," they uncover the ways employees create a false sense of camaraderie with customers through special treatment and discounts, often unknowingly undermining company policies. This unconscious behaviour erodes not just organizational culture but also the trust companies strive to build with their customers.

Listen as we delve into the high cost of deception in achieving conversion rates that seem too good to be true. Short-term gains for individuals come at the expense of long-term organisational viability and ethical values. Managers may miss these deceptive tactics in their quest to meet targets, while higher-level executives might exploit these skills for personal gain, only to leave the company grappling with the fallout. This conversation sets the stage for our next episode, where we will explore the strategic planning behind these deceptive practices. Don't miss this eye-opening discussion about integrity, trust, and the unseen impact of disloyal bonding.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

This introduction is written by an AI bot provided by the podcast broadcaster.  The description is edited slightly but it saves an hour of work every time a new episode is published. Bob Morrell and Jeremy Blake unravel the intriguing evolution of artificial intelligence, from its mythological origins to today’s cutting-edge innovations. You'll learn how ancient legends, like medieval golems and modern cinematic portrayals like Ex Machina, have shaped humanity's understanding of AI. With humorous anecdotes and personal stories, your hosts simplify complex concepts such as reasoning, algorithms, and neural networks.

The journey through history highlights the contributions of early thinkers including Aristotle and Alan Turing, whose pioneering work laid the groundwork for AI as an academic discipline. Let's explore the advantages AI brings to business, from boosting productivity and improving user experiences to offering strategic competitive advantages. However, let's not shy away from discussing AI’s limitations, especially in capturing human nuance, emotion, and creativity. By referencing popular culture and sharing personal experiences, this podcast makes these sophisticated topics easily accessible and enjoyable.

Finally, let's find out how AI can transform business strategy, using real-world examples to illustrate its practical applications. From automating processes and decisions to enhancing marketing strategies and website improvements, AI's potential seems limitless. But there are potential pitfalls, including inherent biases and the challenge of mimicking human conditions like ADHD. Whether you’re a business leader or just AI-curious, this episode promises to equip you with invaluable insights to navigate the ever-changing landscape of AI from a layman's perspective, all while understanding its fascinating quirks and limitations.

Bob and Jeremy's new book, Whose Side Are You On? Disloyal Bonding and Strategic Lies, is released on 1st October 2024. Pre-order your copy now on Amazon.co.uk!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Have you ever wondered what it takes to make a lasting impression at a networking event? 

This episode kicks off with a hilarious sketch showcasing some common networking blunders, reminding us all about the importance of making a strong first impression. We dive into practical tips on overcoming shyness, avoiding snap judgments, and dressing for success, all illustrated with personal stories that range from triumphant to toe-curlingly awkward. Whether you're a seasoned pro or just starting out, our insights are designed to help you navigate the often intimidating world of networking with confidence and ease.
 
But what separates a good conversation from a memorable one? Tune in as we uncover strategies to keep your networking lively and engaging. Stay ahead of the curve by being well-versed in current events and interesting titbits about the venue, show genuine curiosity about others, and sidestep the usual "What do you do?" with more creative questions. We also share a funny anecdote about networking in an unconventional setting, proving that a sense of humour can be one of your best tools. Plus, punctuality tips and ways to make sure your interactions leave a lasting impression are all part of the package.
 
Networking isn't just about exchanging business cards anymore. As we navigate the blend of traditional and digital methods, we highlight the importance of observing others, the practicality of digital QR codes, and how to thrive in a hybrid work environment. Discover the benefits of creating personalised networking groups and why live events are golden opportunities for personal PR. Join us for a fun, informative, and heartfelt exploration of how to truly master the art of networking.

As we wrap up this season, we thank our loyal listeners, encourage feedback, and look forward to returning with fresh content after our summer break.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Elections are great ways to learn about the best public speaking. Rishi Sunak, Keir Starmer, and Nigel Farage, as well as a huge number of supporting cast members will be trying their best to influence us over the next few weeks and any of us can study how good they really are. 

We all need, sometimes to elevate our voices and captivate audiences, whether it's during an election season frenzy or at an intimate family gathering. We discuss the intricacies of public speaking, dissecting the pros and cons of different styles. Discover how to craft a message that resonates, whether you're addressing farmers, industrial workers, or wedding guests. 

We'll guide you through the complexities of audience engagement, sharing actionable advice on tailoring your speeches to touch the hearts and minds of your listeners, ensuring your words leave an impact.
 
Navigating the art of communication is a dance of timing, humour, and respect. Discover the secrets to managing stage fright, the strategic use of cue cards, and the delicate balance of humour to keep your audience hooked. You'll learn how to handle unexpected reactions and respect your audience's time, enhancing your delivery to make every word count.
 
Step into the shoes of history's most influential orators, from Churchill to contemporary figures, to understand how their speeches have shaped public discourse and inspired change. By analysing notable speeches, we highlight the importance of preparation and the undeniable power of rehearsal. Whether it's igniting a nation's spirit in times of war or creating unforgettable personal memories, the essence of public speaking can define legacies. 

Join us as we explore timeless techniques that empower you to leave your own mark on the world through the spoken word. Plus, can a politicians speech really persuade you to vote for them? 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

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Senior Managers have an important question to answer – what development is going to make them better at what they do? Or do they need any at all? 

Unlock the full potential of senior leadership with expert insights from Bob & Jeremy, executive coaches who bring to life the varied activities that are available. This episode promises an eye-opening journey through the world of senior management development, weighing the benefits of various growth strategies. They probe the effectiveness of conventional methods like intensive therapy and elite programmes, as well as the transformative potential of less orthodox approaches, including team-building missions across the globe. As they scrutinise these diverse options, they also ponder the controversial notion that maybe, for some executives, the best development strategy might be no structured development at all.
 
They also debate whether relying on the tried-and-true instincts that have guided seasoned professionals throughout their careers is more valuable than chasing the latest innovations? Bob & Jeremy lend their rich perspective of years of senior coaching to reveal how a blend of harrowing deadlines and common sense shapes different management styles and, ultimately, the fate of an organisation's success.
 
Finally, they illuminate the avenues for nurturing creativity and innovation in senior leadership roles, crucial elements for sidestepping the pitfalls of organisational complacency.  They delve into the authenticity of senior management development experiences, highlighting the importance of continuous self-improvement in an ever-evolving marketplace. By the end of the discussion, you'll be equipped with a clearer vision for the most effective development paths for you or your organisation's senior management, ensuring that leaders are not just well-trained, but truly transformational, and motivated.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Ever been caught at the end of a meal, wallet in hand, wondering just how much to tip - or if at all? 

That's the exact conundrum we unpack in today's lively podcast, where we navigate the new Employment Allocation of Tips Act 2023, set to revolutionise UK's service industry. Join us as we delve into the principles of fairness and transparency in tip distribution, sharing tales from across the globe that highlight just how varied tipping practices can be. We've got the latest guidance for businesses too, ensuring they're on track with the upcoming legal standards.
 
Now, let's talk about the money side of things. Have you ever pondered why that bottle of wine at dinner seemed pricey, only to find out about the hefty service charge, on top of that mark-up, later? We're pulling back the curtain on the economics of tipping within the restaurant scene, from how service charges might fatten up revenue, to the ongoing debate over menu pricing that includes it all. We even sprinkle in some personal experiences and cultural contrasts between UK and US tipping habits, seasoning our discussion with a little global flavour.
 
For a heartier serving of insight, we recall those standout moments in customer service — both the dazzling and the dismal. Like that time when the absence of lemon in a lemon chicken dish had us questioning the very essence of gratuity. Or the awkwardness of contesting a service charge in sunny California, where tipping expectations had us tangled in a social and financial faux pas. Through these stories, we explore the intricate dance of respect and reward in the service industry, leaving you with a taste of the emotional and economic layers of tipping. 

 The new rules are going to shake things up – and adds increased complexity to this emotional subject. Please listen and share!
 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

How do you get through to a company's decision-maker? 

You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively? 
 
Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where. 

Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working? 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What makes a sales strategy irresistible?

This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process.
 
As we peel back the layers of sales psychology, we tackle the science around competitive tenders, emphasising the power of timing and presentation order. By blending our professional experiences with established principles, we explore the art of convincing customers of a product's value and the significance of brand integrity. We discuss the importance of aligning a sales team's mindset with their company's value proposition and how this alignment can drive customer loyalty and improved sales metrics. And remember, it's not about catering to outlier customers, but rather, focusing on high-frequency behaviours that are your ticket to sales success.
 
Wrapping things up, we share actionable tips and strategies to enhance your sales conversations from average to exceptional. We dive into resources like Elmer Wheeler's language techniques and Dr. Robert Cialdini's persuasion principles, demonstrating how they can create a compelling sales narrative. Additionally, we talk about the importance of curiosity in understanding customer behaviour for targeting the right buyers. And for those hungry for more, our book The Perfect Storm is mentioned, offering 30 methods to weather any business climate. 

So tune in, absorb these insights, and let's transform the way you think about sales, sales training and behavioural science.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In our latest episode, we examine new research into the level of customer satisfaction in the UK, where the landscape has shifted dramatically in recent years. We start by discussing the reasons behind the decline in customer’s experiences, from the pandemic's shake-up of our shopping habits, to Brexit and the economic and political whirlwinds influencing staffing. 
 
As we navigate the transformation of customer service, we acknowledge the impact of digital communication, which has both streamlined and complicated customer interactions. In a candid conversation, we highlight the fresh challenges confronting a new breed of contact centre employee, less tethered to traditional phone-based support. Brexit's ripple effects on staffing and the dissonance between consumer expectations and business realities allow us to delve into the tough questions facing the service industry today.
 
To cap off, we share personal tales that bring home the significance of stellar customer service in the sales journey. We debate the nuances of the UK's tipping culture and its influence on team cohesion and fairness, alongside technology's role in reshaping these interactions. Considering the varied expectations across service sectors, we prompt a broader dialogue on societal norms and dependency on tips for income.

Join us for an episode that doesn't just talk about customer service—but elevates it to an art form, but one we know something about – the art of selling - crucial to the success of any thriving business.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Do sales targets work?

In this episode we study sales targets and expose their problems. Unpack the dilemma of arbitrary figures with us, as we get into the reasons of how these numbers can warp sales strategies, leading to short-term wins but potentially jeopardise your company's future. And if you think corporate life can't be dramatic, wait till you hear our Inglourious Basterds inspired sketch that throws a spotlight on the darker side of meeting – or not meeting -  those targets.
 
Join us as we tear down the façade of sales target setting with real-world tales. Like the time we based a sales goal on a daughter's maths homework—yes, you heard that right. It's a romp through the whimsy and folly of figures plucked from thin air, with a sobering look at how they can lead to sales tactics that damage more than just team morale. We're sharing the raw and unvarnished truth about the psychological toll and the potential for lasting harm to profitability and reputation. Through it all, we advocate for sales objectives that are grounded in reality and integrity, because in the end, what's a number without a solid foundation? 

So tune in for a session that offers not just laughs, but lessons in the fine art of setting sales targets, or how to approach the subject of sales targets, that truly benefit everyone.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Join us for a down-to-earth journey through the highs and lows of launching a career in today’s job market. In this episode, we dive headfirst into the unpredictable world of early employment – offering practical advice, real insights, and a roadmap to success.

We’ll take you on a tour of the first-job scene, sharing stories of the issues faced by young adults stepping into today’s job market. We look at the challenges of self-employment, explore the shifting trends in university degrees, and address the complexities of dealing with student debt. Drawing from frontline experiences in retail and telemarketing, we unveil valuable lessons learned during these pivotal moments.

Our focus then shifts to contemporary launchpads for entry-level positions, with a spotlight on contact centres. We look at how these workplaces are transforming to connect with a younger, tech-savvy crowd. We’ll explore the appeal of certain companies and break down the essential sales skills that power business growth. It’s a close-up look at the know-how needed for professional success.

Get set to kickstart a career with practical insights and strategies to thrive in today’s ever-changing business world!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

2024 Reflect and Reset: How are your resolutions going? 

Why do those January promises often slip through our fingers?  How can you to be a part of the resilient 9% that Arnold Schwarzenegger says, actually achieve their goals.

We're looking at goal setting to habit-forming, and how peering into the rear-view mirror at the year gone by can sharpen your focus on the road ahead. Join us for a reflective ride on leadership, trust-building, and the secret to kick-starting 2024 with strong intent and unstoppable momentum.

We look at a number of key things for you to focus in on, and also suggest strategies that will help you keep on track. You can also request our ‘Success 6’ guide by emailing hello@realitytraining.com that will help you maintain your planning.

2024 is going to be another big year for everyone - are there any small years? - let's learn from last year, make this year a great one, and learn some things about yourself!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Team Leaders Do's & Don'ts - Why are some teams better than others?

In our latest episode of Bob & Jeremy's Conflab, we dig deep into the do's & don'ts that differentiate a thriving team from a struggling one. This episode is jam-packed with our personal research, tips and tricks on effective leadership, emphasising the need for leaders to be more than just bosses - but coaches and talent scouts, ensuring the right team members are on board and performing well.

We've all heard leadership theory, but what does it look like in practice? We're giving you a quick tour of leadership with a humorous twist - discussing the do's & don'ts, from the importance of praise to the pitfalls of acting like a youth football team coach. The ticket to successful leadership is not a one-size-fits-all approach; it's about empowering, empathising, and setting clear expectations.

As we wrap up this enlightening journey, we're not just saying goodbye to a year well spent, but we're also looking forward to a promising future. We take a moment to appreciate you - our listeners, and reflect on the milestones we've crossed together in the past year. Here's to making work more enjoyable and cultivating positive team environments in 2024! We can't wait to continue this journey with you, and we guarantee you won't want to miss what's coming next!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What is sweary coaching? Toss out those conventional coaching models and try something refreshingly direct. We're here to guide you through a unique approach: the SFC model. It's all about being brutally honest about what you genuinely don’t care about in your life or work. We believe that by eliminating these elements, you make space for the things that truly matter, sparking motivation and success.

We dive head-on into thought-provoking discussions about the importance of investing energy and passion into what truly matters in work and life. But beware, not everyone is on the same page. The workplace is a jungle filled with various characters, including the infamous vampires who kill any pleasure in our working lives. Their negativity can dim even the brightest of passions. We share personal experiences and offer practical tips on how to handle such individuals. Spoiler alert: self-coaching plays a crucial role in navigating these murky waters.

As we wrap up our enlightening discussion, we ponder on self-coaching and how it can help you identify your priorities. Ask yourself, what truly matters? Who might be hindering your success? We've been there, stuck in jobs we didn't care about and dreading every workday. But trust us, with the right approach, you can turn things around. So, join us in exploring this fresh perspective on coaching, learning to handle difficult individuals, and self-coaching. It's time to step up, be honest, and start giving a f about what truly matters in your life.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What’s funny these days? Ever wondered how the landscape of humour has evolved in the business world over the past decade? Prepare to discover, through our lively conversation, how comedy has shifted gears, for better or worse, in the day-to-day corporate realm. From recounting our experience of revising the 'Auntie Close' training method into the 'Emergency Close', to delving into why humour is a necessity even amidst global chaos - we leave no stone unturned.

We also take you on a journey through the changing face of comedy and how societal norms influence humour and the ease with which it can offend. With insights from Rowan Atkinson's campaign to defend the freedom of humour, we explore the fine line between humour and offence. 

As we bring humour into the workplace, prepare for a fascinating exploration of the four types - affiliative, self-enhancing, aggressive, and self-defeating, and their profound impact on workplace dynamics. We share personal anecdotes from our own careers and offer a goldmine of insights on the do's and don’ts of humour at work. From humour as a performance enhancer, to mastering the perfect punchline, this episode promises a perfect blend of laughter and learning. So, buckle up and get ready to view humour in business from a whole new perspective.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Is UK management just not good enough? Ever wondered why UK companies are still struggling to recover from the 2008 financial crisis, while their international counterparts seem to have moved on? Curious about why no UK company features among the world's top 25? 

Join us on Bob and Jeremy's Conflab to explore these realities and delve into the heart of the UK's management crisis. We dissect the factors behind this problem, from the lack of tech giants and innovators, to a surprising satisfaction with mediocre financial success among the UK's entrepreneurs.

Imagine a scenario where 80% of senior positions are occupied by 'accidental managers'. Sounds like a recipe for disaster, doesn't it? 

Well, that's precisely what's happening in the UK, according to a recent survey by the Chartered Management Institute and YouGov. These managers, unprepared for their roles, demonstrate poor leadership and are responsible for poor morale and plummeting productivity. The lack of appropriate investment in training managers and the resulting impact on employee performance and loyalty is another alarming trend we discuss.

What are the solutions? We discuss the role of 'accidental sales managers' and the harmful impact of short-term strategies. We highlight the importance of every customer interaction and the potential benefits of investing in quality managers with the appropriate skill set. Wrapping up this enlightening episode, we share a quote from the visionary Steve Jobs, encapsulating the essence of customer experience. 

This conversation promises to be both eye-opening and thought-provoking, so make sure to tune in!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this podcast, brought to you by Reality Training, we report on our recent teambuilding trip to the codebreakers site, Bletchley Park in Buckinghamshire. 

We learnt how the teams there, through WW2, broke the codes of the enemy and how that contributed to the winning of the war. By the end of the war over 8500 people, mostly women it must be said, were working at the site, deciphering, and translating messages, and using this intelligence to direct the course of the conflict. 

At this site, the very first pieces of modern technology were created. The first computers, the first machines that were used to calculate the answer to impossible questions. It’s well worth a visit. 

This visit taught us a great deal about ‘backroom’ people, whose contribution to an effort or organisation, is often forgotten, and how essential their roles can be in creating success. In this case, most of the people on this site would have returned to their homes after the war with no heralding of their achievements.

Please listen, reflect, and share. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What is it like to walk 500 miles across the top of Spain? 

In this podcast, Bob tells Jeremy all about his extraordinary trip to Santiago. It is a story of resilience, agony, inspiration and endurance. 

Find out whether you could do something like this and think about what it might give you. 

Please listen and share with anyone you know who will be inspired by Bob's remarkable story!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Following hot on the heels of our popular ‘Conferences’ and ‘Exhibitions’ Do’s & Don’ts episodes, we move on to Team Building!

Love them or hate them, team building activities inject a dose of fun into the work routine and play a vital role in helping your team work better together. But not all team building activities are created equal! Dreaded by some people, many admit they’d rather be catching up on emails.

So, if you’ve got a team building event on your to-do list, how can you make sure it’s not one of those ‘counting down the minutes’ affairs?

Join Bob & Jeremy as they spin tales from their own adventures and share real-life stories from our listeners. They’re on a mission to uncover the awesome, the awkward, and the just plain absurd in team building activities. Plus, they’re armed with some golden do’s and don’ts, along with insights from the experts.

Download, give it a listen, and share with your team. With these insights up your sleeve, you’ll be all set to tackle the world of team building with a grin!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Business Decision-Making Tips – How do you make a decision? What are the different ways decisions are made? What are the problems that companies face with this process? Are they always rational? 

"A good decision is made with knowledge, not numbers" – who said that? Listen and find out!

 Are your decisions aligned to your values? Do you use a system for decisions? Do you use a committee? Do you employ Sooty? Or are you Mister Corbett? Do you use your power to make decisions? 

This podcast explores this subject in some depth and will help you understand how you currently do things and how you can change your processes. 

Please listen, enjoy and share! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Jeremy interviews his uncle as he hits 80 with no plans for retirement.

“Marketing moves consumers to the product and merchandising moves your product to the consumers.”

Tim began his career in advertising in the 1960s and went on to own and run a motor vehicle parts and accessories business.

There is lots to learn from as Tim moves between reflection and how he feels about business today.

1. His hot tip for research in a pre-internet world that you could engage in right now.
2. His biggest success in a deal where he signed to sell 10,000 in year one and had sold 70,000 in 6 months.
3. His big hit with licensing Looney Tunes characters.
4. His staff retention method that will resonate well with fans of the 4-day week.
5. How he met Jeremy’s father at Sanderson and which client was the best to sell wallpaper to.
6. What he does now representing an Italian business in the UK, playing the long game.
7. The time he had with a Woolworths buyer, that perhaps played a part in their downfall.
8. The number one value needed in a salesperson, and the sales leader’s most important habit.
9. Discover Tim’s 4 must-knows and must do skills to put yourself in the best position for success.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Following hot on the heels of our popular dos & don’ts for conferences episode, we explore Exhibitions.

Exhibitions are your chance to show off. Whether you’re showcasing a product, a skill, or a service, these events provide an excellent opportunity to collect leads, make sales, build relationships, and much more. But when planning and running a show-stopping exhibition stand there’s a lot that can go wrong, and there are some definite dos and don’ts.

Have you set your goals and expectations? Have you researched your competitors? Are your team thoroughly briefed? Have you created a buzz? Is your stand the sort you would approach? Have you created helpful promotional material?

Whether you’re a first-time or experienced exhibitor, or even an attendee, follow Bob & Jeremy’s research and tips on how you can avoid common mistakes and make your next expo a resounding success.

Download, review, and share this fun-filled episode with your team.

This will leave you smiling and ready to excel at your next exhibition!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode, we explore the importance of collaboration and look at the key dynamic principles that mean we are more likely to collaborate with our colleagues effectively. 

These 5 principles will help each individual increase their feeling of ‘self-worth’. 

Bob and Jeremy consider:

• the importance of being empowered to make decisions
• the difficulties that status can cause
• the importance of striving for integrity
• how leadership and their plans are essential
• and lastly, the key questions about where and how we work

All of these develop our feelings of self-worth. 

Please listen, rate, review – and share! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

As conference speakers and presenters, we always rehearse. Whereas lots of people don’t. If they did then any audience would receive something far more impactful. What are the four stages of rehearsal? Understanding, Exploration, and the other two? Listen and find out! 

The more you rehearse the better the quality. Some people think they don’t need to at all. That’s a self-certification bias. Many speakers never rehearse. Most presentations are overwritten. What’s Harold Pinter’s perspective? Ken Loach? Jack Nicholson? Al Pacino? David Lean? Alec Guinness? Luke Radley? Hermann Ebbinghaus? Terry Wogan? Michael Gearin-Tosh? Bob Marley? Bob & Jeremy?  

Plus, enjoy our new feature: 3 is the magic number! Don’t keep winging it! You’ll never under-rehearse again! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Get facts and trivia about tea that you knew you never wanted to know! 

In this episode, we champion the tea break at work. Tea breaks produce so many benefits to your health and well-being and your ability to do your job better. 

We discuss the top five reasons why you should have a tea break at work, and we share 10 ways to have an in-person or virtual tea break with your colleagues. 

As a savvy CEO, self-employed individual, or SME business owner, it's crucial to revive and make tea breaks mandatory. Neglecting to do so will affect the quality of work and the morale of all! 

With millions submerged in emails and meetings, the tea break is a healthy respite; and when you learn the cost of a tea break, compared to a visit to a café, there is no financial reason why you can’t revive this practice in your workplace. 

Plus, enjoy a special guest appearance from Jeremy's new cat, Glenn!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Conference Organisers & Speakers: Are You Ready To Get It Right?

Planning a conference? Whether you're running the event, speaking on stage, or curating the agenda, there's a fine line between a forgettable gathering and a conference people rave about.

In this episode, Bob and Jeremy - who have spent over 15 years attending and speaking at conferences worldwide - share their ultimate list of Do's & Don'ts to help you create a dynamic, engaging, and well-received event.

You'll discover:

• How to choose speakers that captivate (and spot the ones who bore audiences to tears)
• Whether panel discussions and awards add value - or just add time
• The key elements that make or break a conference experience
• Speaker tips to keep your audience engaged and you at the top of your game

Conferences are back - let's make them unforgettable. Expect insights, laughs, and plenty of note-taking!

Listen now and start planning a conference that people will actually enjoy!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Why do people go on strike? 

In the this podcast, Bob and Jeremy comment on the recent wave of strikes taking place across the UK, look at the history of strikes, and how effective or not they can be, and consider what it would be like if other groups went on strike and how it would affect us. 

Using research and remembering the 70s and 80s this podcast frames the importance of striking as a human right and clarifies the subject. Bob and Jeremy’s approach to the subject takes a complex political construct and morphs it into a rendering which is utterly simplistic. 

Please share and review!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Over 50s have been retiring in droves since the pandemic, many have moved more quickly and this has adversely affected lots of organisations.  

On this podcast, episode Bob & Jeremy explore:

a) the reasons why and the stats of early retirement;
b) the alternatives to retirement; and
c) some avant-garde ideas about how to live in retirement if you don't have much of a financial cushion.

This episode will be useful for anyone approaching retirement, or anyone who employs people approaching retirement.

Please listen and share!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

How do people sell things? What is the history of modern sales? And sales techniques? What can we learn from 200 years of selling and sales structures? 

In this podcast episode, Bob and Jeremy explore how sales structures and methodologies have developed and changed over the years. 

If you’re a customer, you will be on the receiving end of a sales structure; if you’re in sales, you will be learning your own, which will be based on some of the structures we talk about here. 

This walk down memory lane features acting, fun stories and masses of ideas about ways to persuade people and businesses to part with money. Please listen and share! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Ever wondered what motivation is and how to increase it?

This episode looks at areas that are within your control to improve your own motivation and to motivate others.

 Why you should be careful with incentives. 

The art of reflection to work out when you’re at you’re best. 

We are often so tough on ourselves that we don’t give ourselves a break - it is about recognising a setback and then making a course correction.

We are able to say to ourselves when thinking about other people’s behaviour, “tomorrow is another day.” We can extend that to ourselves and improve our self-care.

It is completely okay to allow yourself to regroup. 

Hear John Cleese’s method of getting your subconscious to solve your problem. 

Hear also about what Bob is learning from his training to become a Samaritan and how that’s got him really motivated.

Listen, comment, share, what is your method to motivate and self-motivate?

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

How are your New Year's resolutions? 

In this podcast, Bob & Jeremy look at why we set resolutions and how poorly we keep them. What was Bob's impossible goal and how does Jeremy help him? What are the most common resolutions? 

Please listen, and share. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Are you moving towards a 4-day week for your company? There are a number of major trials taking place to see if society and business can cope with working 4 days instead of 5. Does this mean longer hours on the 4 days? Does it mean your holiday entitlement and contractual obligations change? In this podcast Bob and Jeremy explore the pros and cons of working 4 days. For some organisations it’s going to be a really tough one, for others, pretty easy. What would you do with the extra time? 
Recorded Dec 2022

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode Jeremy interviews Professor Nigel Adams of Buckingham University.  Nigel runs the Business Enterprise and Innovation Unit there.

We look at the topic of entrepreneurialism, can it be taught? How entrepreneurship is evolving, the need for more female entrepreneurs and much more. Leave with some valuable insights and ideas when it comes to the people you employ or the mindset you can adopt to have a fresh perspective on innovation. Always the networker even invites you for coffee and conversation too.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Are your people Quietly Quitting? Or are you Quietly Firing someone? Is the discretionary effort you expect from people declining? 
And what does that mean for businesses and organisations? Are 50% of the World’s workforce quietly quitting? 
This podcast explores the issues and helps you think about how you respond. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

New Managers – what do they need? 

There are 55,000 plus vacancies for managers in the UK. Some people want to advance, but many don’t. Many managers have left their professions so new ones could feasibly be pretty clueless and unsure what to do. Most managers have had no training. We talk about received behaviour. 
How does ‘stepping into management’ really work? We look at how you manage people, work processes and clients. Can you be a coaching manager? Are you simply a manager or are you a leader? What’s the difference? Can you run a meeting? Can you present? Here are some top tips that help you begin successfully. Time to reset. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

With the cost-of-living crisis continuing and prices increasing faster than wages who we employ and how we employ them is important.

It is also urgent for many industries and sectors. 


The great resignation has meant lots of people in their 50s have chosen to stop working, 1.5 million in the UK.  With that knowledge and experience disappearing, what are your options as an employer?

We look at people, character types, age versus experience and help you consider who should be joining you and your team, large or small.

We also consider the huge effect of Covid 19 and share some examples of people who no longer want to be ‘going into work’.

Is your organisation, Office first, Hybrid or Remote First? The answer to that also informs who and how you can replace or expand your workforce.

Tune in and come away with some ideas and at the very least some more angles to take into discussion with your colleagues, fellow owners or directors over who should be joining you right now.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Special Edition: Bob & Ann’s Conflab. Bob talks to Ann Harris, Ops Manager, Executive Coach and Sales Trainer of Reality Training. She gives her many years of experience and perspective on how companies can manage a large scale training project. To train hundreds, or thousands of people is a difficult project to make happen, and there are many tips, ideas and strategies that should be engaged within the early stages that will lead greatly to the success of the programme. If you need to train high numbers of people, this podcast is essential listening. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this short punchy episode we go back over two decades and select the five best clients we have ever and look at exactly how we won them with five very different business development methods.

 In a digital age how can you use some of the methods we used to win new clients for your business?

It’s likely you or your organisation are using only one or two of these methods and not in the same way we did. 

Get some ideas and inspiration to try something new, something different,  and something unexpected.

We’d love to hear your responses in the review section about how you have won your best clients.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Leaders need principles and beliefs to follow. What are your values? What rules do you follow to help you lead effectively? Bob and Jeremy look at inspirational quotes and strategies from leaders and thinkers that are highly effective. Drucker, Seddon, Alexander the Great, Wellington, Nelson, Jobs, Joubert, Diogenes, Laloux, Blake, Morrell, and the Dalai Lama, some of the greatest leaders ever – all help us with this essential subject. This podcast sits nicely with our episodes on sales maxims and inspirational quotes.  

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Looking for some Inspiration? What inspires you?
This podcast highlights some memorable, entertaining and sometimes, life changing quotes, and strategies that anyone can take, be inspired by, and be helped by. Jerry Maguire, (Tom Cruise), Gore Vidal, David Niven, Judi Dench, Charles Dickens, Julian Blake, Dudley Moore, Daniel Auteuil, Laura, (French-Spanish) Fabrice Luccini, – all of these are sources of inspiration. 
Listen in for some fun and laughs – and to find some free and useful inspiration. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

One definition of a maxim is ‘a short, pithy statement expressing a general truth or rule of conduct’. We’re aiming for less pith and more general rule of conduct. 

After talking about my early obsession of collecting stickers from car part manufacturers, we move into the words, phrases and ways to behave that have and continue to mean a lot to us.

We express and expand on what our favourite maxims mean, and we give some examples of how they’ve helped us to achieve a result. 

We also say why our own maxim resonates so well.

We’d love to know which sales maxims you live by and use with the teams and individuals you work with. Pop them in the reviews section.

This will help you plan a powerful sales meeting or tune into get some motivation just when you need it.

Featuring wise words from Zig Ziglar, David Mamet, Woody Allen, Brian Tracy, Paul Arden, David Ogilvy, Oscar Wilde and Ken Blanchard.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Sales Managers are employed to maximise the efforts of the sales team. They are charged with assessing and improving the sales skills, knowledge and increasing the performance of each salesperson. One the best ways to do this, but one of the least used, is what they call ‘ride along’ in the US, or sales accompaniment in the UK, where the Sales Manager attends the meetings with the salesperson, witnesses how they interact, and then focuses on improvements. 
In this episode we focus in on the best way to make this experience a positive one, the pros and cons of this approach and help Sales Managers and team members see the benefit of teaming up and trying to be better at what we do. This should be something all team members experience, even top performers, because everyone can improve. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Lifetime Value is a concept that values the true worth of a customer. It’s a difficult metric because most of us work to short term targets. Many organisations forget about the true value and focus on now or the next 2 years. This skews the way we serve and sell, and the two terms fight for prominence.
In this podcast Bob and Jeremy debate and relate stories that illustrate these issues and suggest more enlightened thinking. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In a time of soaring prices customers need to work out how they can afford things, and salespeople need to work on how to sell things at a higher price. This podcast gives top tips on how to sell with confidence, how to negotiate, and discount, and handle price objections. People and companies will still need to buy stuff, but they will need to pay more. So the way we explain the new prices, and also restate the value, may help us to sell. We need to understand ROI – return on investment. We need to use different tactics to get across the new prices – and also make sure our new prices are covering our new costs. Inflation is something we need to understand, and to react to, trying to take a medium/long term view if we can. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Is sales the centre of your world? The responsibility to sales performance rests with you for your team, department or the whole business? 

If so, this podcast episode is for you.
 
 We look at the position and define the priorities. We discuss sales leader as motivator and give you ideas on how to plan to be far more effective this year. 

 People need priorities. They need to know what wastes their time and in this episode we’ll reveal what the biggest waste of your time is too. 

 Discover how to ensure you accomplish the goals you are after by freeing up more value time.
 As a sales leader you need to deal with the great redundancy and realise how people’s values need to be able to coexist with yours and the organisation’s culture far more than at any other time in your working life. 

 Beware…as you move further away from customers and clients you can lose your understanding of how to deal with them, many sales leaders lose the ability to know what behaviours will make a difference in any kind of sales conversation their people will encounter. Find out the simple remedy to put this right. 

 If you get some valuable ideas to work with, please take a couple of minutes to rate us and review us, thank you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In the light of a recent politician’s car crash speech at the CBI, we unpick what went wrong from a presentation skills perspective. 
We’ve been training people to present for many years and this disaster gives us all some key tips to use in the future to make sure we don’t ever need to ask for forgiveness because our presentation has fallen apart.
As veterans of many conference sessions these tips could make your next speech! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

After a digression taking us through the byways and back roads of Kent and Bucks, we focus in on the world of conferences. 
Over the years we’ve been double act speakers at many types of company and association conferences all over the UK and also in the US, Middle East and Europe. 
Why are you having an annual conference? What are you getting everyone together for? What’s the purpose of this event?
 We can give you a series of tips and ideas which will help you create more effective conferences and also expose some of the facades that conferences sit behind! 
Tell us about your conferences when you rate and review us!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Most salespeople work for commission and bonuses. The question is are these still motivational reasons to perform well, or do they skew performance?

This podcast explores the world of commissions and basic pay, and suggests some new ways to remunerate people that might be more motivational.

After training salespeople for more than 20 years we have seen many new commission plans introduced – and now we want to question their validity. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

By 1910 5.8 million phones were in use and five years later the transcontinental telephone line began to operate.

Now there are an estimated 53 plus million people using a smart phone, and the phone is so smart that people don’t use the phone element as much!

They use their email. In this episode we look at what you should really not be doing in your emails to engage prospects, and which phrases you should retire immediately.

Too many people are living in their inbox and won’t call people, write letters or see them face to face. Of course in a WFA anywhere world and with C19 here are times when you can’t.

Claude C. Hopkins the marketing giant would be keen to translate his methods to email, we look at how he made people desire samples and what they can mean for the information you wish to share.

Reconsider the quality of your written communication and connect other mediums and channels together making things more engaging for your clients and prospects and you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

McKellen has just completed his second run as Hamlet, his first was 50 years ago. Sir Ian is 82 and played the lead in Sean Mathias’s age, gender and colour blind production. 

After a brief reminiscence over cigarette brands of the past and wondering how vapers can get excited by branding and advertising as we once did; we look at the play, the character of Hamlet and his skills.

This version proves that age is only a number. Ian has the gait of youth.

Hamlet has to be able to persuade a number of people to help him in his quest to find out if his Father has been poisoned and then to aid him in revenge.

He even influences the players who visit the castle to enact a scene that will help him see if Claudius is guilty.

In business persuading people to take action is the goal, not just to like what you have said and how you said it. We explain how Hamlet follows Aristotle’s famous consideration of Ethos, Logos and Pathos.

I hope this play starts a trend on and off the stage. We should be age, gender and colour blind and the more we are, the more diverse and exciting our lives will be.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Following our recent podcast about ‘Glengarry Glen Ross’ this episode takes a brief look at other, famous sales related films.
These include, ‘Boiler Room’, ‘Tin Men’ ‘The Wolf on Wall Street’ ‘Fargo’ and ‘Jerry Maguire’. What are the scenes, lines and scenarios that get across the talent, skill or cunning of the salesperson? Are all the portrayals negative stereotypes? What are the positives we can take from these examples? Hear two ex-actors, now sales trainers, reflecting on what might once have been their swan song. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

We explore this stellar sales film of 1992, which began life as a stage play at the National with Bob’s best man playing the prospect who changes his mind.

What is it that David Mamet does so well with his writing that makes this story one of the films sales professional love and want to recount lines from?

Well the characters are as sharply drawn as they are filthy tongued for one thing, so the dialogue fizzes and sparks.

Secondly it is the story of desperation, and what a person can be led to do when your job is on the line.

The iconic scene stealing delivery from Blake, Alec Baldwin in the film, Bob is this episode, is relished and understood for its brutality, as well as its honesty.

If you know this film you’ll enjoy us bringing it to life with additional nerd facts, if you’re new to it, then you’ll be watching it very soon. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this podcast Bob and Jeremy explore Leadership Levels – and Disloyal Bonding from Head Office. 
Are you strategically forcing your people to bond with customers in a way that puts your own company at a disadvantage? What are the Head Office decisions which sound like a good idea, but actually damage your business? The effect of internal meetings and decisions and the knock-on effect once they get to the frontline, are huge. We give examples of really poor strategies which companies just don’t understand. When there is a complaint, how many consumers talk to their friends about how poorly you’ve dealt with them? How divorced is your Head Office from your customers? What are the financial risks of these terrible decisions? This podcast connects the customer all the way to the CEO, and challenges them to do the right thing. 
 
We also have some fun imagining what the world would be like if businesses ran interviews on the basis of the different levels of leadership explored in Vlatka Hlupic's The Management Shift.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode we focus in on the major sweeping changes retailers need to make to survive in our post pandemic society.

Having first worked with the two biggest high street names in Travel, your hosts have gone on to work with many leading and world class retailers and helped them to change the way they operate with regards to sales, service and leadership.

In this episode we talk about the mistakes that retailers seem to be unprepared to face up to and change. The low pay problem that causes low skills in customer facing and management personnel.

We look back on the discovery Elmer Wheeler made when an advertising salesperson in the 1930's and talk about how the problem is still unfixed. Retailers must become 'phygital', a term from McKinsey that makes the experiences consumers have in a physical or digital sense wholly connected and not separate silos.

In a world that doesn't need targets, perhaps retail must now have a conversion rate obsession; as with declining footfall it will need to rocket its' sales conversion rate to make the bricks and mortar maths add up.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Should people still go to University and saddle themselves with £60k+ worth of debt? Should they mortgage their futures for the hope of a better start? Does University give them that? If we are all living longer, why do we try and cram all of our education into the first 20 years? Time to rethink time, value, and money. Your hosts give you several different perspectives, as fathers of teenagers facing these choices, the pros and cons and the advantages and disadvantages of taking different paths. Have you really considered different options? As an employer what do you really value? 

This debate is right and timely, given the previous year of remote teaching and Covid ravaging campuses up and down the country - and we expect our students to be okay with that? To pay for that? Or is it all worth it in the end? 

Bob and Jeremy both went to a second rate drama school in Oxford, and had completely polar opposites when it came to education. Their experience as students, workers, returners, and employers gives a fresh look at this difficult subject. We'd love your opinion too - please rate and review - thanks. Once again, we must credit Charlie Morrell for his theme tune, and thank our colleague Ann Harris for her delicate but witheringly emphatic editing and cutting, which renders the listener an experience which is both wholesome, and surprisingly, not in any way tiresome. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

When lockdown hit presenteeism bias became even more challenged. 
If people aren't in the building how can I trust them?!
Often the least trustworthy people project, unconsciously biased...

In this episode we look at:
Confirmation Bias
Action Bias 
Declinism Bias
Ageism 

With remote working here to stay we discuss how we now view people working from home; whether they are single, or a busy parent, we never judged them in quite the same way when we shared a workplace...

We offer some ways for businesses to deal with the changing ways of work. 
Adapting is vital. Different yes, but not always difficult.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

This episode is about you.
Are you interested in how you are perceived?
Would you like to change people's perceptions?
Get ways to work out what you stand for and a method to develop your personal brand.
Listen out for the fun and insightful exercise that requires you to spend time talking and learning from someone you admire in your business or marketplace.
We discuss mixing or sharing parts of your personal life on social media, and we look at the role someone who doesn't know you well can play in helping you decide what you want to share, say, write or produce.
We also have a go at saying what each other projects as a personal brand, with unexpected if not unwelcome things revealed.

If you like this episode and want to subscribe or tell your friends or clients about it we are already grateful.
Feel you can rate us and write a review? Thank you!
We gain more listeners from referrals and reviews than any other marketing.
Putting someone onto a new podcast can make their walks, runs and cleaning tasks that much more enjoyable...
Get in touch at jeremy@realitytraining.com with any comments and suggestions.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Bob and I go into the appraisal jungle.
When we consider the time, effort and outcome - should we bother anymore?
Is the appraisal another business habit that should be retired in 2021?
Or with thought, and a revitalised approach can it be upgraded and be a force for good.
You'll hear a case study of what Adobe have done instead of the appraisal, take note of the numbers, especially if you need some social proof to reboot things in your organisation.
We consider the 'appraiser' and the 'appraisee'. Yes - a made up word.
What if the appraiser is untrained or worse, a bully?
Money - that's a biggie, why bother if it isn't about you earning more?
Performance - ahhh is that why we are bothering isn't it!
 An appraisal has the lofty goal of improving performance. So what if a very different thing occurs.
We argue, well we agree, that perhaps the appraisal that exits in most organisations is one that encourages something else, something more scary that you may never have realised.

What do your top performers, the mavericks, the 'intrapreneurs' need?

You will be left with two big things to focus on and improve for when you have your next appraisal, or 360 degree appraisal.
Ironic that its 360 degrees, as appraisals are usually every 365 days, so it comes up short if you allow me to mix my units of measure!

Leave a review and tell us what you think the future of appraisals should be. Thank you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

The second part of the interview where Jeremy talks with actor Ed Stoppard.
Ed talks about what he does when he isn't acting. 
He shares the advice actor Nigel Lindsay gave him to help him think differently and creatively about earning and living and the fact of periods of not working.
Ed speaks eloquently about his Father Tom Stoppard and his writing process and you'll get a real insight in to what it was like growing up with a playwright trying to focus on plays and scripts.
I share with him what his Father told me about the writing process when I asked about writing when I was was fourteen. Ed then talks about his new journey into writing also.
We dip into lots of topics including history, research, Reality TV versus drama, when it seemed it was all over, reading for US tele and  how working in the USA has changed, streaming services and his current favourite new TV binge. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode Jeremy interviews the actor Ed Stoppard.
From his early break in Polanski's oscar winning film The Pianist, through to the series Knightfall, the recent Brave New World and having to leave the West End production of Tom Stoppard's Leopoldstat as Coronvairus spread, Ed is enjoying a varied and growing career.

He talks about the early days, drama school, getting an agent and starting to work and much more.

I upset him rather, when I introduce him to the concept of measuring your conversion rate.

Our sales minded listeners will enjoy his reaction!

This is part one of a two part interview, part two coming soon...

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

While recovering from cancer James discovered cycling and until December held the world record for the longest distance cycled in 7 days. 

He's rasied millions for charity and while attempting new records works with foundations and and inspires people to achieve more with their lives.

He joins me from his home in Portugal  having just talked to Eddie Izzard during his challenge of running 31 marathons in 31 days. 

We cover a number of topics and have fun doing it. Listen to what he says about measuring performance, stats and progress; as well as the differences between physical and mental fitness. 
You'll come away feeling a great deal better about the progress you have  already made and are making right now.

Now get on your bike and press play!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

No smell, no trains, no gigs, no embrace...

Changed priorities, countryside, lie-ins, gardening...

We look back on quite a year with our 2020 vision in the rear view mirror.

We chat about what has been turned on its head and how you and all organisations have had to change beyond all recognition.
The year that presenteeism became obselete to all but the most committed sociopaths!

We will back with Season 2 in January 2021!
Thank you so much for listening to this episode and any of the other 15 episodes you've made time for in our first season. It means a huge deal.

Happy festive greetings from your conflabbers, Bob and Jeremy

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

It's that time of year when people start having their office christmas parties.
What about this year?

We share some fun research on the topic.
You'll learn which job role thinks most about handing their notice in, the day after the office party!
You can also take advantage of our must know tips to ensure party survival.
You'll also pick up a valuable marketing lesson we learned years ago while promoting christmas parties.

Come away with our top 3 suggestions of what you could do this year.

Plus a bonus tip for the more creative and courageous of you: How to get someone famous to join your christmas party, especially this year...

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Have you ever sat through a never-ending meeting with no conclusive decisions taken? We've all been there, and it's time to break the cycle. In today's episode, we take a hard look at the reality of most professional meetings - the lack of structure, impromptu calls, and the fear of appearing unbusy leading to wasted time and energy. We dig into the dynamics of remote work and how it's changing the way we communicate.

But that's not all! We also dive into the fascinating world of meeting terminology. From negotiations and presentations to demonstrations, we discuss the impact that language has on how we view and conduct these conversations. And yes, we do talk about puppets Sooty and Sweep - trust us, there's a valuable lesson in there about communication. Get ready to reimagine meetings and improve your productivity with us on this intriguing episode!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In what seems like another age, we began our business with a stand up set to get our delegates on side and open to learning with some comedy.

 We worked at being a comedy double act, writing and rehearsing, we still do.
 
 Elmer Wheeler said, "Your first ten words are more important than your next ten thousand."
 
 With that wisdom in mind why are so many people's first ten words dull, uninviting and inaudible?!
 
 We discuss the first principle in our core work The 5 Principles, 'The Effective Opening', and share some dreadful real openers with you, as well as great ways to begin conversations. 
 
 It should make you think twice about how you begin your next sales or service conversation.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

"We pursue the things in life that matter so much to us, and we bother to follow up.
Why doesn't this come through in sales?"

Bob and I go after the Achilles Heel of so many businesses, lack of professional follow up .

Managers are paid to make sure sales calls happen. 
It seems many feel their role is not to manage people to convert those leads into sales.

We've been with people in charge of thousands of employees and millions of pounds of revenue, and they think follow up might annoy the customers.

What's the problem with Follow Up?
Please tell us in a review of this podcast and we'll read and discuss your reasoning in a future connected episode.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode Bob and I talk about the election in the USA,  which leads us on to talking about leadership and finally lockdown.
At the same time you'll get my top tip of a drink made by monks; after Bob suggests I get tonsured.
Bob talks about parenting his new hound Margot, after getting a little Basil Fawlty with her.
And he shares the thing Margot does with his wife and him that his teenagers no longer do.
We talk about the changes with lockdown this time, our teacher wives environments, and plug something for you and our international listeners to join us on. 

What did Big Ben say to the Leaning tower of Pisa?
"I've got the time if you've got the inclination."
If you have both please give Bob and Jeremy's Conflab your rating and review. Thank you.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Why are companies so obsessed about measuring promoters and detractors?
We explain what NPS is and who created it.
We go behind the scenes of some of our own experiences in working internationally with clients; and share with you some of the questionable tactics some firms use to increase their NPS score.
Finally we put forward some new ways to work with this KPI, if you must...

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode we talk about whether we should continue working from home or head back in.
We talk about the huge changes that have already taken place in how we view work and our workplaces; and the knock on effect on the wider locations around those places.
We share research from conversations with friends working in cities, and in a rural location with employees.
Can cities be redesigned and will they need to be?
Where can or should you be sitting and working or using your stand up desk?
Listen in and see what you feel is the answer.
Let us know your thoughts on this topic in a review...

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

Sales isn't taught in school. Yet all children are natural salespeople and persuasive,they just don't all go into sales.

So picture a young person, after their education and even their degree, arriving at their first job and hearing, "so our main objective is to sell more and more of these products and services!"
Gulp. 

When we do talks in schools and we ask: "Who wants to work in sales?" No hands go up.
Listen and see what our next question is that has a lot of hands go up.

A change isn't upon us, the change is here. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

What if your employees were disloyally bonding with your customers without even realising it? Imagine the impact of such a situation on your brand's value and reputation. 

Dive into this fascinating discussion with us as we dissect the concept of disloyal bonding, a term coined by our very own host, Jeremy. Uncover the many ways this phenomenon subtly infiltrates into our professional interactions, in scenarios ranging from blaming the system for a product's unavailability to unnecessarily slashing prices and devaluing your offerings. Discover why this pattern is particularly prevalent in specific sectors such as software and travel.

But that's not all. We'll also pull back the curtain on how this seemingly harmless tactic can slowly erode a company's reputation and long-term brand value. Sharing a few of our own personal customer service anecdotes, we'll illustrate how employees often resort to disloyal bonding as a psychological defense mechanism. So, join us for this enlightening conversation as we challenge you to rethink your understanding of customer interactions, loyalty, and brand value. Trust us; this a journey of discovery you don't want to miss out on!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

We look back on our first trip to train salespeople and managers in the US.
Us teach North Americans to sell? The land of Zig Ziglar and Elmer Wheeler... 
We talk about the great characters we met and the fun and at times bizzare experiences we had, mostly outside of training. We throw in a few sales stories for good measure too. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

We have had some of our best ever experiences working with travel companies- agency businesses, operators, tourist boards and associations. We've bee booked to speak around the world and we are not alone in wanting the travel industry to grow back to better times, and it will. We comment on some of the strange business quirks of travel firms and give travel people hope and some crucial practices to enage in, right now. You'll also hear why Bob and I no longer share a room together! 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

We have a lot of fun discussing company values. Can they be created by you or by some agency? In the Covid 19 era and beyond do you even need a set of company values? 
Bob and I share our research into this topic which throws up some fun and startling revelations. Discover what many of the top 100 companies on the New York Stock Exchange have in common when it comes to their values. Hear what one fast growing company have to say on the matter and see what you feel about the language and ambitions they have for their values and how this reaches their customers. 
Swear Word Warning. Please not for our younger listeners or those offended by swearing, we use the full word of what BS stands for, and when sharing the story of a Silicon Valley firm we share their language which contains an F word. 

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In this episode Bob and I talk about our experience of training in India. How much we learned while delivering training and in some areas we didn't expect. We talk about the journey, the food, buying clothing and a cricket bat, getting the analogies right, great nights at Strikers, spending time with a top music star and his band, and much more.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In our second episode we discuss the future of employment. Following a virtual live debate where Jeremy was against the motion and Bob was for it, we then heard from our audience. They responded to what we had presented and added some highly valuable insights and observations that were from a geographical and cultural standpoint as well as opinions from the industries and marketplaces they served. This podcast is Bob and I debriefing that debate for you and iluminating some of the areas we touched on. In the light or should I say darkness of Covid 19, is self employment set to thrive? Listen and join the debate.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

In our first podcast we debrief a live debate we held on Zoom titled The Age of Targeting is over. On the toss of a coin from one of the participating audience Jeremy was for the motion and Bob against. In between our short presentations we heard from our audience over what they felt about targeting and the arguments we had made.
This first episode looks at the topic of targeting in the light of the lockdown due to Coronavirus and ask if and how targeting can work so. Listen and see where you stand.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty