Advertise on podcast: The Reality of Business

Send us a text 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 downLeaders must enforce them, not hope for the bestMetrics without behaviour attached can do more harm than goodCustomers now expect more than many organisations are deliveringMost 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

Send us a text 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 progressUsing 3 daily non-negotiables to take control of your dayBuilding a 90-day plan and creating a proper leader’s playbookMaking sure your metrics match your values and cultureLetting your calendar speak for your leadershipQuietly fixing one small thing each weekSeeing why remote accompaniment matters more than everWhether 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. Reality Training - Selling Certainty

Send us a text 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 themHow to respond without backing down or starting a rowDealing with likeable people who still aren’t performingHelping quiet team members feel confident to speakGetting two people to work together when they clearly don’t want toYou’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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty

Send us a text 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. Reality Training - Selling Certainty