Advertise on podcast: The Sales Craft Podcast with Joe Dalton

If you use LinkedIn to generate business, there’s a good chance valuable conversations are disappearing inside your inbox. You connect with someone. You have a good conversation. You mean to follow up. Then three weeks later… they’re gone. In this episode, I’m joined by Robin Labrot, founder of TalkToHumans, to look at how to build a better sales process around LinkedIn — without turning your outreach into automated AI spam. We talk about: • Why LinkedIn DMs become impossible to manage • How to organise and prioritise the right conversations • Why your existing LinkedIn network could contain your best opportunities • How AI can help analyse your network without replacing the human conversation • Better follow-up and keeping prospects from slipping through the cracks • Connecting LinkedIn with your CRM • Finding emails and contact details directly from your network • Why authentic conversations are becoming even more valuable in the age of AI • Where Robin sees LinkedIn and TalkToHumans heading next One of the biggest takeaways from the conversation: Your next customer may not be someone you need to find. They may already be sitting inside your LinkedIn network. 👉 Try TalkToHumans here: https://app.talktohumans.app/r/GMAKiVDLRq_c_zR1 SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

Ted Mc Lyman, a veteran Marine Corps lieutenant colonel and reformed financial advisor, shares insights on how human behavior, biology, and culture influence our relationship with money. He discusses the flaws in traditional financial systems and offers a practical framework for aligning financial habits with personal values and natural wiring. Chapters 00:00 Introduction: The Flaws in Financial Industry Assumptions 02:03 The Influence of Culture and Biology on Money Habits 04:50 Why We Don't Talk About Money and Financial Literacy 08:08 The Impact of Technology and Marketing on Spending Behavior 12:01 The Money Behavior System: Embracing Your Unique Wiring 18:02 Aligning Values and Beliefs for Financial Peace 21:59 The Future of Financial Advice: Behavior Before Products 26:02 Building a Movement for Better Money Habits money behavior, financial literacy, human psychology, financial planning, behavioral finance, money mindset, financial education, personal finance, money habits, financial industry SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this episode, Marie Le Roux shares insights on navigating the transition from a successful career to a calling, the importance of purpose at midlife, and how to leverage AI and strategic planning to create a meaningful life. Discover practical steps and inspiring stories to help you find your true purpose and build a legacy. 00:00 Introduction to Purpose and Midlife Transition 01:56 The Question: Is This All There Is? 03:53 Strategic Navigation from Success to Calling 06:09 Luxury and Accessibility in Pursuing Your Dream 07:57 Finding Clues and Clarity in Life 10:08 The Role of Jealousy and Childhood Dreams 11:59 The Power of Problems and Opportunities 14:01 Planning for Financial and Personal Freedom 16:10 Using AI to Enhance Business and Life 18:03 Helping Clients Transition to Their Calling 20:05 The Importance of Authenticity and Self-Discovery 22:11 Building a Legacy and Sustainable Impact 24:02 Overcoming Challenges and Adversity 25:56 The Role of Clarity, Belief, and Action 28:06 The Big Questions: Who Am I and Why Am I Here? 30:05 The Power of Small Steps and Long-Term Vision 31:57 Finding Your Essence and Authentic Self 33:52 The Gift of Adversity and Life Lessons 35:54 Final Reflections and Practical Advice SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

What happens when more than 30 years of sales experience meets 24 years of FBI negotiation experience? In this episode, Joe Dalton sits down with Chris Voss, former FBI lead international kidnapping negotiator and author of Never Split the Difference, for a practical discussion on what really makes sales and negotiation work. This is more than an interview. It’s a conversation between two practitioners comparing the methods, principles and best practices they use to understand people, uncover what is really being said and move important conversations forward. Joe brings decades of experience in sales and commercial conversations, while Chris draws on lessons learned from some of the highest-stakes negotiations imaginable. Together, they explore tactical empathy, listening, mirroring, handling objections, reading the person across the table, uncovering hidden information and knowing when to walk away from a bad deal. They also discuss why great salespeople are often quieter than people expect, why “that’s right” can be more powerful than “yes,” and why the strongest negotiators focus less on convincing and more on understanding. Along the way, Joe and Chris discover a number of striking similarities between the principles they each use in sales and negotiation. A fascinating conversation about human behaviour, communication and the skills behind better commercial outcomes. Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this episode, Dr. DeMartini shares his insights on the fascinating topic of breakthrough brands. We explore the concept of fear of success and discover how it is often intertwined with other fears that influence our decisions and actions. As the founder of the Demartini Institute and a leading authority on human behavior, Dr. DeMartini brings a wealth of knowledge and experience to our conversation. SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this episode, Morgan Parry, founder of Tribl Agency, shares his journey from engineering to becoming a LinkedIn content creator and discusses the evolving landscape of social media, AI, and content strategy. Discover insights on building brand, the impact of algorithms, and how to leverage human creativity in a digital world. Morgan shares insights on authentic content creation, the importance of trust in videos, personalized outreach strategies, and long-term content planning. Discover how to build genuine relationships and leverage timeless principles for success on LinkedIn and beyond. Key Topics Morgan's transition from engineering to online marketing The impact of LinkedIn algorithm changes and premium features The role of impressions and brand building on social media The influence of AI on content creation and decision-making Strategies for standing out and building trust online Authentic content creation Trust-building through videos Personalized outreach strategies Long-term content planning and storytelling The importance of boundaries and credibility in business The role of philosophy and mindset in success Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

Chester Maglo shares his personal journey with sleep apnea and how improving sleep can transform productivity and health. This episode explores personalized sleep strategies, the impact of sleep on mental clarity, and practical tips to enhance sleep quality. Chapters 00:00 Introduction to Chester Maglo and his passion for sleep 02:28 Understanding sleep apnea versus snoring 05:12 Helping others with sleep issues beyond sleep apnea 06:20 The importance of personalized sleep strategies 10:14 The significance of sleep consistency and routine 11:35 Managing anxiety and racing thoughts at bedtime 12:47 Closing the book on the day for better sleep 14:33 Why extra sleep can cause exhaustion 16:01 Benefits of stabilizing sleep and improving energy 17:56 The impact of sleep on performance and health 20:13 Prevalence of sleep issues in the UK 21:28 Most rewarding case: shifting mindset and improving sleep 23:52 Effects of seasons and light on sleep patterns 25:19 Addressing persistent tiredness despite good habits 27:22 The overlooked importance of sleep for health 29:32 Treat sleep like a vital health and performance lever 30:54 Common mistakes and misconceptions about sleep tracking 32:26 The power of quick action and implementation 34:09 The mindset and beliefs that influence sleep and success 35:12 How to connect with Chester Maglo for personalized help Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

Mark Lamoncha In this episode, Joe Dalton sits down with Mark Lamoncha, CEO of Humtown and the 2026 SBA National Small Business Person of the Year, to explore leadership, company culture, innovation, and what it really takes to navigate challenging times in business. Mark shares how the experiences and lessons he gained from the economic challenges of 2009 onward transformed the way he leads Humtown today. From putting people and purpose at the centre of the business to embracing continuous learning and innovation, Mark offers a fascinating perspective on building a stronger and more resilient organisation. An inventor, author, TEDx speaker, advanced manufacturing and workforce transformation leader, and pioneer in 3D sand printing, Mark's story is one of constantly learning, adapting, and finding better ways to lead. 00:00 Introduction and overview of the episode 04:00 Reinventing the business during the recession 07:47 Co-mentoring and leadership development 12:14 Building a positive culture through brand and values 15:53 Helping others find their true purpose 18:04 Advice for those unhappy in their careers 20:01 The importance of work-life balance and energy management 22:03 Creating a culture beyond profit 24:06 The principles of Brehan law and integrity 26:00 The power of positive brand and living currency 27:59 The impact of leadership and legacy 30:00 Aligning talent with purpose and interest 31:59 The most important decision in life and business 33:54 The value of faith and commitment in success 35:58 Writing your own story and finding significance 38:01 The importance of authenticity and self-awareness 39:57 The influence of culture and positive energy 42:13 Lessons learned from mistakes and challenges 44:09 Evolving beliefs about leadership and success 46:04 Final thoughts: challenges, opportunities, and continuous improvement SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this episode, Alan Blakeborough from https://launchpadtv.com shares his journey from military service to entrepreneurship, emphasizing the importance of resilience, customer discovery, and the military mindset in building successful businesses. He discusses the challenges veterans face in transitioning to civilian entrepreneurship and offers practical advice for aspiring entrepreneurs. 00:00 Introduction and guest background 02:06 Alan's journey from fencing to entrepreneurship 04:02 Connecting life experiences and future reflections 05:16 Lessons learned from entrepreneurship and military discipline 08:13 Challenges in acquiring clients and making change 09:42 Simplifying systems and reducing friction 11:16 Pivoting and adapting in startups 13:15 Overcoming failure and building resilience 16:14 The importance of asking for help 17:09 Supporting veterans in entrepreneurship 26:30 Future plans to support military veterans 29:50 The value of camaraderie and teamwork 36:50 Lessons from mistakes and customer discovery 38:28 Recommended business books and future outlook 40:06 The role of human connection and empathy in AI 41:28 Effective communication and closing deals 42:09 Key business advice and final thoughts Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this episode, Michael Coffey, M&A Strategist, shares insights from his extensive experience in manufacturing, distribution, and M&A, emphasizing the importance of culture, local adaptation, and strategic planning for business success. We explore how global companies can navigate cultural differences, optimize operations, and learn from challenges like tariffs and recessions. Joe Dalton  Key Topics The importance of culture in M&A success Strategies for global expansion and local adaptation Operational excellence and lean manufacturing principles Impact of tariffs and geopolitics on supply chains Lessons learned from recessions and market downturns The Gale Force model: global aim, local execution Leadership and people management in manufacturing The role of technology and innovation in industry Building sustainable and resilient businesses The significance of continuous learning and reflection Manufacturing, Distribution, M&A, Culture, Strategy, Global Business, Leadership, Operations, Tariffs, Recession SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this insightful interview, Doug shares his 34 years of experience in the skilled trades industry, discussing the importance of niche focus, the undervaluation of trades, the impact of AI, and strategies for success and resilience in business. Chapters 00:00 The Journey of an Electrical Contractor 02:31 Niche Focus and Business Strategy 05:07 The Value of Skilled Trades 07:42 Education and Vocational Training 10:20 Challenges in the Trade Industry 12:59 The Importance of Apprenticeships 15:52 Building a Successful Business 18:24 Mentorship and Workforce Development 22:16 The Role of Apprenticeships in Skilled Trades 23:26 AI's Impact on Employment and Skilled Trades 28:30 Health, Safety, and Culture in the Industry 32:19 Lessons Learned from Business Challenges 35:51 The Intersection of Racing and Business 37:52 Business Books and Their Relevance Joe Dalton  Resources TradeMentor.org - https://tradementor.org https://www.transamseries.com skilled trades, entrepreneurship, apprenticeships, AI impact, business resilience, career pathways, trade industry, safety culture SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this insightful interview with Steve McKinney, we explore the journey of writing a book on global mindset, the importance of cultural awareness in leadership, and practical strategies for developing a global perspective. Discover how curiosity, humility, and adaptive leadership can transform organizations in a connected world. 00:00 Introduction and Book Launch 02:01 The Importance of Global Mindset 04:43 The Journey of Writing a Book 07:31 Practical Applications of Global Mindset 09:58 Leadership Lessons from Experience 12:41 Cultural Differences and Communication 15:02 Authenticity and Trust in Leadership 17:39 Curiosity and Open-Mindedness 20:20 The Role of Experience in Leadership 22:48 Conclusion and Future Insights 27:39 Unlocking Hidden Talent in Organizations 30:17 The Importance of Humility and Curiosity in Leadership 32:34 Adopting a Coaching Leadership Style 33:47 Practical Steps for Leaders to Improve 36:04 Understanding Global Marketing Strategies 38:28 The Role of Smaller Companies in a Competitive Market 39:26 Fostering a Global Mindset for Better Relationships 42:50 Becoming a Trusted Advisor in Business 46:26 Cultural Insights and the Power of Music SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this insightful interview, Fergal Dignan shares the journey of PacSana, a remote care platform revolutionizing elderly care at home. Discover how technology, trust, and a compassionate approach are transforming aging and healthcare, with practical insights for families and industry professionals. Joe Dalton Introduction to Healthcare Innovation 02:30 The Journey into Healthcare Technology 05:03 Understanding the Care Ecosystem 07:46 Proactive vs. Reactive Care 10:14 PacSana: A Remote Care Solution 12:59 The Importance of Movement and Monitoring 15:27 Building Trust in Healthcare Technology 18:09 Compassion in Caregiving 21:09 Aging Well: Insights from Data 25:15 Planning for Longevity and Health 26:19 The Importance of Early Engagement 28:18 Building Meaningful Relationships in Business 30:37 Leadership and Resilience in Business 32:42 Learning from Mistakes and Market Insights 37:31 Balancing Passion and Profit in Business 40:26 Finding Clarity Amidst Chaos 43:06 Recommended Reads for Business and Life SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

Amanda Watts shares insights on building trust, authenticity, and value in business, emphasizing the importance of being a trusted advisor in a digital world dominated by AI and commoditization. Discover how to stand out, create meaningful relationships, and leave a lasting legacy through authentic connection and clear messaging. The Concept of a Trusted Advisor 03:19 The Impact of AI on Authenticity 06:59 Finding Your Unique Voice in a Digital World 10:35 Creating a Lasting Digital Legacy 14:10 Overcoming Adversity and Defining Success 22:23 Overcoming Fear for a Better Future 23:45 The Importance of Value and Authenticity 25:36 Shifting from Fear to Love 27:26 The Power of Clarity in Business 30:14 Building a Productized Business Model 34:30 The Role of Trust in Client Relationships 37:37 Lessons Learned from Mistakes 40:08 The Value of Writing Your Own Business Book Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.

In this insightful interview, Rohit Sharma shares expert strategies on leveraging LinkedIn for healthcare professionals, the impact of AI on content creation, and practical tips for building credibility and generating leads in the digital age. 00:00 Welcome and Introduction to LinkedIn's Potential 01:47 Navigating LinkedIn for Healthcare Professionals 04:20 The Role of AI in Content Creation 06:49 The Importance of Authenticity in Messaging 09:31 Building a Strong LinkedIn Profile 11:49 Effective Engagement Strategies on LinkedIn 14:26 Understanding the Healthcare Market on LinkedIn 16:53 Tips for Healthcare and Health Tech Organizations 19:27 Transitioning Conversations on LinkedIn 22:02 Final Thoughts and Recommendations LinkedIn marketing, healthcare industry, AI content creation, lead generation, personal branding, healthcare marketing, social media strategy, digital marketing, medical professionals, content strategy Joe Dalton SALES CRAFT COMMERCIAL STANDARDHAVE A LEAN SYSTEM THAT CLOSES 33% MORE DEALS Hosted on Acast. See acast.com/privacy for more information.