The Metal Guys Talk Business

Hosts: Pete Comerford and Mike Bolton
Guest: Tom Mallens
Episode Title: Sales Techniques for Industrial Sales Professionals Part 1
Release Date: July 9th, 2024


Episode Summary:
In this episode, we dive deep into Tom Mallens' career journey, exploring how he transitioned from journalism to becoming a sought-after sales trainer. Tom shares his insights on the challenges faced by salespeople, the importance of structured sales training, and how he discovered his passion for helping others succeed in sales. We discuss the relevance of sales methodologies and the significant impact of proper training on sales performance.

Key Discussion Points:

1. Introduction to Tom Mallens:
  • Background in journalism and initial career in local newspapers and magazines.
  • Transition to sales with a Swiss company selling specialty adhesives.
  • Encountering common sales frustrations and discovering a passion for sales training.
2. The Impact of Sales Training:
  • The revelation from reading David Sandler's book "You Can't Teach a Kid to Ride a Bike at a Seminar".
  • How sales training changed Tom's approach to selling and increased his success.
3. Sales Challenges and Solutions:
  • Common issues faced by salespeople, such as price negotiation and unproductive meetings.
  • The importance of following a structured sales process to achieve better results.
  • Comparing sales skills to learning processes in other fields like sports and romance.
4. The Role of Sales Methodologies:
  • Explanation of the Sandler sales methodology.
  • The significance of having a process to follow, especially for those without natural sales talent.
  • How structured training can help average performers excel in sales.
5. Personal Development and Sales:
  • The correlation between personal confidence and professional success.
  • Tom’s personal experiences and anecdotes about overcoming shyness and improving social interactions.
Learn more about Tom Mallens:
SEASON THREE of The Metal Guys Talk Business is sponsored by:

SteelBuy - SteelBuy is a digital platform revolutionising the way businesses trade metal products online.

TW Metals - TW Metals is a stockholder and distributor of Nickel Alloy, Aluminium, Titanium and Stainless Steel products in a range of forms including Tube, Bar, Pipe, Extrusion as well as Sheets and Plates.

Comton Group - A recruitment agency powering employment in the Metal, Manufacturing, and Engineering sectors.

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The Metal Guys Talk Business is created and produced by Comton Group.

Contact us on our social media channels to discuss the podcast and recruitment solutions for your business. 

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Creators & Guests

Host
Mike Bolton
Co-founder of Comton Group
Host
Peter Comerford
Co-founder of Comton Group

What is The Metal Guys Talk Business?

Peter Comerford and Mike Bolton are The Metal Guys! They have worked in the metal sector for over 10 years, a huge global industry that produces more than a billion tonnes of material annually and affects all other industries and walks of life.

They now run a successful recruitment and marketing company servicing the metal and engineering sectors, making them ideally placed to provide impartial, independent insight into the industry, sitting outside the hierarchy of the various stages of the industry from raw material to finished product.

Under the moniker of The Metal Guys, the pair continue to gain insights from - and ask the difficult questions to - the decision makers and technical experts that you won't hear on any other podcast.

If you produce, work with or supply metal, then tune in and join the conversation.