In this episode, Kay sits down with Ian Moyse — a powerhouse in sales leadership and cloud technology, recognised by Oracle, SAP, IBM, and more. With multiple industry accolades including UK Sales Director of the Year and Top 50 Keynote Sales Speaker worldwide, Ian has built and exited multiple organisations while helping countless businesses drive sales productivity and sustainable revenue growth. Ian reveals why sales isn’t about “more calls” or “convincing people,” but about smart questioning, listening, and creating mutual value. From his early career at IBM to becoming Chief Revenue Officer at OneUp Sales, Ian shares golden nuggets on what makes sales authentic, scalable, and human. Expect a masterclass in modern sales strategy, mindset, and how to build trust that lasts beyond a single transaction.
What to expect in this episode:
(00:00) – Meet Ian Moyse: Sales Leader, Cloud Expert & Keynote Speaker
(05:00) – From Programmer at IBM to Sales Leadership: The Accidental Pivot
(07:30) – Sales as a Force for Good: Redefining a “Dirty Word”
(10:00) – Numbers vs Productivity: Why More Calls ≠ More Sales
(14:00) – The Power of Better Data, Better Questions, and Better Conversations
(18:00) – Formulaic Sales vs Human Sales: Breaking the Script
(23:00) – Active Listening: Why the Best Salespeople Ask Why
(28:00) – Building Rapport and Trust That Outlasts a Single Deal
(32:00) – Sales Isn’t Convincing: Why Value Creates Retention in the Subscription Era
(38:00) – Learning from Losses: The Art of Debriefing and Improving
(43:00) – Why Sales Is About Integrity, Authenticity, and Long-Term Relationships
About Ian Moyse
Ian Moyse is Chief Revenue Officer at OneUp Sales and an award-winning sales leader with decades of experience in cloud technology and sales management. Twice named in the Top 50 Keynote Sales Speakers globally, Ian has led multiple organisations to growth and successful exits. He regularly judges industry awards including Women in Sales, Top Sales Awards, and UK Cloud Awards, and is a recognised social influencer by Oracle, SAP, and IBM. Ian is passionate about making sales a skilled, respected profession that focuses on authenticity, value, and long-term relationships.
Connect with Ian Moyse
Website: https://www.oneupsales.co.uk/
LinkedIn: https://www.linkedin.com/in/ianmoyse/
Email: ian.moyse@oneupsales.co.uk
Twitter: https://twitter.com/imoyse
Facebook: https://www.facebook.com/imoyse
Instagram: https://www.instagram.com/ian_moyse/
YouTube: https://www.youtube.com/c/IanMoyse1
Connect with Kay Suthar!
Website: https://makeyourmarkagency.com/
Podcast Website: https://www.makeyourmarkpodcast.com/
LinkedIn: https://www.linkedin.com/in/kay-suthar-make-your-mark/
Come and join us on our Facebook group Podcast PowerHouse: https://www.facebook.com/groups/482037820744114
Email: kay@makeyourmarkagency.com
FREE Gifts from Kay Suthar the Host:
FREE Gifts from Kay Suthar:
3 Ultimate Secrets to Getting Booked on Podcasts: https://getbookedonpodcast.com
5 Simple Steps to Launch Your Podcast in 14 Days: https://14daystolaunch.com
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