The Sales Circle | With Rob Spence

Season 2 | Episode 62 | Cold Calling in 2026: How Sales Teams Win in a Smarter, Harder MarketCold calling isn’t dead — but by 2026, it looks very different from the version most sales teams know today. As buyer behaviour evolves, AI reshapes prospecting, and decision-makers become harder to reach, traditional cold calling tactics are no longer enough to generate consistent results.In this episode, we explore what effective cold calling really means in 2026. From intelligent list-building and AI-assisted research to value-led conversations and modern call frameworks, we break down how top-performing sales teams are turning cold outreach into warm, relevant, and high-impact conversations.Whether you’re a sales leader looking to improve call performance, a rep struggling with connect rates, or an organisation rethinking its outbound strategy for the future, this episode delivers practical insights to help you cold call smarter — not louder.In this episode:What cold calling success looks like in 2026How AI and data are transforming prospect research and call preparationModern cold calling frameworks that earn attention and trustThe mindset and communication skills reps need to handle resistance and rejectionCoaching and call-review strategies that drive continuous improvementCold calling in 2026 belongs to sales professionals who are prepared, relevant, and confident — not those relying on outdated scripts and volume-based approaches. Discover how to modernise your outbound strategy and turn cold calls into meaningful sales conversations that convert.📚 Book of the Week: Cold Calling For Chickens 👉 https://www.amazon.co.uk/Cold-Calling-Chickens-Bob-Etherington/dp/1904879810/ref=sr_1_2?crid=8XH2960YDAHH&dib=eyJ2IjoiMSJ9.GgNCsG3mMQ6fpLLhOg5xit6fS9jo80VV1d9eMtN77EObkon6cqdtA5OMC-XQZnK7.62p9hTMdERITXyN5kKj2XGhqS4sen_b5-2SaxoxBUxc&dib_tag=se&keywords=cold+calling+for+chickens&qid=1765800718&sprefix=cold+calling+for+%2Caps%2C93&sr=8-2🎓 Boost Your Cold Calling & Outbound Skills with Paragon Sales Solutions Training 👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Optimise Your Sales Outreach & Follow-Up with Monday.com Work OS 👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes every Thursday. Subscribe now to stay ahead of the tools, techniques, and strategies shaping the future of sales.

Season 2 | Episode 61 | Training for Tomorrow: Developing the Skills Sales Teams Need in 2026The sales landscape is evolving faster than ever — and the skills that kept teams competitive in the past won’t be enough to win in 2026. As technology accelerates, buyer expectations shift, and new tools redefine how we work, sales teams must constantly adapt, learn, and grow.In this episode, we explore what “future-ready” really means for today’s sales professionals. From AI-powered workflows to modern communication habits, coaching styles, and performance mindsets, we break down the core capabilities every rep and leader needs to stay effective and relevant in the year ahead.Whether you’re a sales manager building a high-performing team, a rep looking to strengthen your skills, or an organisation planning your 2026 development strategy, this episode delivers practical insights to help you train smarter — not just harder.In this episode:The essential skills every sales team must develop for 2026How to build a culture of continuous learning & adaptabilityThe new role of AI, automation, and digital tools in sales trainingCoaching frameworks that improve performance and accountabilityPractical ways to future-proof your team and stay ahead of industry shiftsThe future belongs to teams who embrace change, invest in development, and commit to continuous improvement. Discover how to build a sales organisation that’s ready for tomorrow’s challenges — and confident in their ability to win.📚 Book of the Week: The Heart of Success by Rob Parsons👉 https://amzn.to/48SfHBW🎓 Boost Your Sales Skills with Paragon Sales Solutions Training 👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Optimise Your Sales Workflow with Monday.com Work OS 👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes every Thursday. Subscribe now to stay ahead of the tools, trends, and strategies shaping the future of sales.

Season 2 | Episode 60 | How to Sell Effectively From HomeSelling from home is no longer a temporary solution — it’s a core part of the modern sales landscape. As virtual selling becomes the norm, reps and leaders alike must learn how to build meaningful relationships, run high-impact meetings, and maintain productivity without ever stepping into an office.In this episode, we dive into what it really takes to sell effectively in a remote-first world. From creating a professional home setup to mastering digital communication and building trust through screens, we break down the habits and strategies top remote sellers use to stay at the top of their game.Whether you’re a sales rep navigating virtual calls, a leader empowering a dispersed team, or a hybrid worker looking to sharpen your remote selling edge, this episode will equip you with practical tools to elevate your performance from anywhere.In this episode:How to build rapport and trust from a distanceCommunication best practices for impactful remote sellingTools and workflows that boost focus, productivity, and follow-throughActionable frameworks to help you sell confidently and effectively from homeThe future of remote sales belongs to those who can connect deeply, communicate clearly, and stay accountable no matter where they’re working. Discover how to turn your home workspace into a powerful sales engine in 2025 and beyond.📚 Book of the Week: The Art of War - Sun Tzo 🎓 Boost Your Sales Skills with Paragon Sales Solutions Training👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Optimise Your Sales Workflow with Monday.com Work OS👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes every Thursday. Subscribe now to stay ahead of the tools, trends, and strategies driving the future of sales.

Season 2 | Episode 59 | Adapting to Change: Building an Agile Sales Team for 2025 and BeyondChange has always been a constant in sales — but the pace we’re experiencing now is unprecedented. New technologies, shifting buyer expectations, evolving market pressures, and rapid organisational transformation are redefining what it means to be a successful seller.To thrive in 2025 and beyond, sales teams must move faster, stay flexible, and build a culture that embraces change rather than resists it.In this episode, we explore what “agility” really looks like in a modern sales organisation — and how top-performing teams are adapting their strategies, processes, and mindsets to stay competitive. From dynamic sales enablement to continuous learning and cross-functional collaboration, we break down the essential elements of building a team that can pivot quickly and perform consistently in any environment.Whether you’re a sales manager navigating constant change or a rep looking to future-proof your skill set, this episode is packed with practical insights to help you build a stronger, more adaptable sales organisation ready for whatever comes next.In this episode:The key forces driving rapid change in today’s sales environmentWhat defines an agile sales team — and why it matters more than everHow to develop adaptive sellers through coaching, training, and learning systemsHow sales teams are transforming how they operateActionable frameworks to build a flexible, future-ready sales cultureThe future of sales belongs to teams who can learn fast, adapt fast, and execute with confidence in uncertain times. Discover how to build an agile sales organisation that’s ready for 2025 and beyond.📚 Book of the Week: Relationship Selling by Rob Spence🎓 Boost Your Sales Skills with Paragon Sales Solutions Training👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Optimise Your Sales Workflow with Monday.com Work OS👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes every Thursday. Subscribe now to stay ahead of the tools, trends, and strategies shaping the next era of sales.

Season 2 | Episode 57 | Overcoming Sales Challenges: Prospecting and Lead Qualification in the AI EraProspecting has never been easy — and in today’s evolving sales landscape, it’s becoming even more complex. With buyers bombarded by outreach and decision-making cycles growing longer, sellers must adapt fast. The good news? AI is transforming the way we identify, engage, and qualify leads, helping modern sellers break through the noise with greater accuracy and efficiency.In this episode, we dig into how leading sales teams are using artificial intelligence to overcome the biggest prospecting challenges of the digital age. From intelligent lead scoring to automated research and predictive insights, we’ll explore how technology is reshaping the early stages of the sales funnel — and what sellers need to do to stay ahead.But while AI can streamline workflows and sharpen targeting, successful prospecting still requires human intuition, creativity, and connection. We’ll unpack how to blend data-driven precision with authentic outreach to build trust, spark meaningful conversations, and convert more high-quality prospects.Whether you’re a sales rep trying to improve your pipeline or a sales leader looking to modernise your team’s prospecting strategy, this episode will give you practical, actionable ways to elevate your approach in the AI era.In this episode:The biggest prospecting challenges facing sellers todayHow AI-powered tools enhance research, targeting, and lead scoringStrategies for qualifying leads more effectively without losing the human elementReal-life examples of AI-driven prospecting workflows that workFrameworks and best practices for building a scalable, modern prospecting engineThe future of prospecting is smarter, faster, and more predictive than ever. Learn how to harness AI to find better leads, start better conversations, and build a stronger pipeline.📚 Book of the Week: Selling the invisible Henry Beckworth 🎓 Boost Your Sales Skills with Paragon Sales Solutions Training👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Optimise Your Sales Workflow with Monday.com Work OS👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes drop every Thursday. Subscribe now and stay ahead of the trends, tools, and technologies reshaping the future of sales.

Season 2 | Episode 57 | Value-Based Selling: Why Focusing on Customer Value is Key to Closing DealsIn a world where buyers are more informed and discerning than ever, selling on features and price alone just doesn’t cut it. Modern customers want to understand how your solution creates real value for their business — and that’s where value-based selling comes in.In this episode, we dive deep into the mindset and methods behind value-based selling — a proven approach that shifts the focus from what you’re selling to the impact it delivers. You’ll learn how top-performing sales professionals uncover, communicate, and quantify value at every stage of the buying journey to build stronger relationships and close deals with confidence.From aligning your pitch with business outcomes to demonstrating ROI through data and storytelling, value-based selling helps you position yourself not as a vendor — but as a trusted advisor who drives measurable results.Whether you’re a sales leader looking to elevate your team’s approach or an individual rep eager to win more meaningful deals, this episode will show you how to make value your most powerful differentiator.In this episode:What value-based selling really means (and why it works)How to uncover what your customers truly valueTechniques to connect to your customersHow to quantify and communicate effectivelyThe frameworks and tools that help sellers consistently sell on value, not priceThe future of selling is value-driven. Learn how to create meaningful impact, build trust, and close deals by putting customer value front and centre.📚 Book of the Week: How To Get Rich by Felix Dennis👉 https://amzn.to/3JxoHDS🎓 Enhance Your Sales Edge with Paragon Sales Solutions Sales Training👉 https://www.paragonsalessolutions.co.uk/online-sales-courses/📈 Streamline Your Workflow with Monday.com Work OS👉 https://try.monday.com/w6un6aq14jsb-wzpmg4🎙️ New episodes drop every Thursday. Subscribe now to stay ahead of the trends, tools, and tactics shaping the next generation of selling.