From being fired four times at the start of his sales career to becoming one of the most insightful voices in sales today, Fergal is joined by Alan Versteeg, co-founder and Chief Revenue Officer at Growth Matters International.
Alan shares his transformative journey and the frameworks he now teaches to global sales organisations. He has helped sales teams in over 45 countries elevate performance by turning sales managers into real sales leaders.
In this conversation, Alan and Fergal discuss why sales must be treated as a profession, how to shift away from random selling toward deliberate practice, and why sellers need to act more like guides than vendors.
Alan also breaks down the difference between coaching and mentoring, and how proper pipeline and deal review frameworks lead to forecast accuracy and sustainable growth.
Finally, they explore the powerful role AI plays in sales and how to use it effectively so you don’t get left behind.
Timestamps:
00:00 Alan’s advice to his younger self
04:20 The importance of continuous learning in sales
05:32 Why salespeople should act like Sherpas, not vendors
06:55 Effective sales coaching
11:30 Challenges in pipeline management and forecasting
16:06 Sales pressure and organisational culture
17:39 The ineffectiveness of traditional sales tactics
20:21 What true impact looks like in a sales role
23:06 Account planning mistakes most teams make
28:50 The role of AI in sales efficiency and effectiveness
34:27 Where to connect with Alan
If you enjoyed this episode, make sure to share it with someone you think will find it helpful. See you again next week!
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
Connect with Alan:
LinkedIn: Alan Versteeg
Website: https://www.growthmattersintl.com/
Popular Podcasts
Boysober
Have you ever wondered what life might be like if you stopped worrying about being wanted, and focused on understanding what you actually want? That was the question Hope Woodard asked herself after a string of situationships inspired her to take a break from sex and dating. She went "boysober," a personal concept that sparked a global movement among women looking to prioritize themselves over men. Now, Hope is looking to expand the ways we explore our relationship to relationships. Taking a bold, unfiltered look into modern love, romance, and self-discovery, Boysober will dive into messy stories about dating, sex, love, friendship, and breaking generational patterns—all with humor, vulnerability, and a fresh perspective.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com