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How well do you know your competitors?

In this episode, Bob and Jeremy look at how sales managers and team leaders can respond more effectively to competitors. Instead of relying on assumptions, they explore the value of running real competitor checks – picking up the phone, testing the buying experience, and seeing what happens.

They talk about how competitor behaviour, not just products or pricing, can influence sales performance, and how teams can use simple benchmarking to improve their own approach.

There’s also a practical look at identifying gaps in the customer experience and using them to strengthen your position in a competitive sales market.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Why do so many salespeople reach for a discount the moment things get uncomfortable?

In this episode of The Reality is Sales Training, Bob and Jeremy look at price integrity – why it matters, and what happens when you don’t believe in your price.

They explore why arbitrary discounting creeps in, how your own mindset affects how you present cost, and why confidence in value is what really drives sales. There’s also a simple takeaway: say the price… and stop.

If you’ve ever felt awkward talking about price, or found yourself discounting too quickly, this one will hit home.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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A lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands.

In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging.

You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and outcomes to help people decide, and avoiding the habits that stop salespeople going back to warm prospects. There’s also a look at the mindset issues that get in the way, and a follow-up phrase that probably needs to disappear from sales conversations for good.

If deals are stalling after a strong start, this episode will help you get clearer, more consistent, and more effective with your follow-up.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.