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PODCAST

ISP Podcast | The Institute of Sales Professionals

ISP Podcast - Jordan Abbott

Hollywood... Scrap that, history hasn"t exactly painted sales in the best light. As a result, there is a stigma that surrounds the profession. This podcast has been created to give young professionals an insight into what a career in sales looks like and shares tips and guidance on where to start and what pitfalls to avoid if they desire to pursue a career in sales.

business careers

All Episodes

00:29:32

“You’re Not Selling Shoes… You’re Selling Confidence”...

ISP Podcast | The Institute of Sales Professionals ·

2025/11/19

In this episode of the ISP Podcast, Jason Wyatt (Global After-Sales & Technical Training Manager at JCB) shares powerful insights into what truly drives sales performance in modern B2B environments. With decades of experience developing sales capability, technical training, and after-sales excellence across global markets, Jason explains why the most effective salespeople focus on people, clarity, and consistent activity.From his early days selling shoes on Oxford High Street to leading global

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00:31:41

“It took me years to learn to listen properly” -...

ISP Podcast | The Institute of Sales Professionals ·

2025/11/12

She didn't plan to be a sales leader. She followed her curiosity — and it changed everything.In this epiosde, Helga Saraiva-Stewart speaks with Jordan Abbott about how she works with startups, scaleups, NGOs, and global companies, helping leaders replace “telling” with “listening.”Her approach? Stop acting like the expert and start acting like the learner.✅ How curiosity builds trust faster than confidence✅ Why listening creates more influence than authority✅ The mindset shift that makes

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00:34:09

"You don't have to talk, you just have to listen" -...

ISP Podcast | The Institute of Sales Professionals ·

2025/11/05

From Birmingham’s Rag Market to leading sales teams across the UK, Carol Kelly, Managing Director at KSA Learning and Fellow of the Institute of Sales Professionals, shares how curiosity, coaching, and listening have shaped her success.✅ Discover why slowing down your sales process can actually speed up results.✅ Learn how to lead through listening rather than telling.✅ Hear how sales leadership has evolved from instruction to inspiration.Subscribe for more conversations that demystify the sales

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00:34:57

“You Gotta Start Somewhere, Right?” - Brett Davis...

ISP Podcast | The Institute of Sales Professionals ·

2025/10/29

In this episode, Jordan talks to Brett Davis who cuts through the fluff to talk about what really builds trust in modern sales — and it’s not another clever pitch deck. With his trademark honesty, Brett explains how curiosity, consistency, and showing up for your customers make all the difference. No jargon, no nonsense — just proper sales wisdom from someone who’s lived it.✅ How to build genuine trust without the corporate buzzwords✅ Why consistency beats charisma when it comes to credibility✅ The

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00:27:31

“There’s Always a Way to Do It Better”

ISP Podcast | The Institute of Sales Professionals ·

2025/10/15

In this episode of the ISP Podcast, Jordan is joined by Steve Radford, author of the upcoming How to Sell and founding Fellow of the ISP. Steve shares how he went from “hating” what he thought sales was to dedicating his career to elevating the profession through learning and development.✅ Why many people misunderstand what sales really is✅ How education and self-awareness can transform a sales career✅ The power of doing it better — inspired by Thomas Edison’s famous quoteFrom field rep to founder

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00:41:20

“Reading the Room Beats Reading the Screen”

ISP Podcast | The Institute of Sales Professionals ·

2025/10/08

In this episode of the ISP Podcast, Jordan sits down with Ryan O’Sullivan — author of Building B2B Relationships, PhD graduate, and Fellow of the ISP. Ryan shares how his international studies and career shift from finance to sales leadership shaped his perspective on what really drives success in sales.✅ Why in-person conversations are still the most powerful way to build trust✅ How global experiences influenced Ryan’s approach to leadership and relationships✅ Practical lessons from Building B2B

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00:32:16

"The answer is between your ears" - John Tunstall &...

ISP Podcast | The Institute of Sales Professionals ·

2025/10/01

In this episode of the ISP Podcast, John Tunstall (Managing Partner at Intelligent Solutions) and Doug Strycharczyk (Managing Director at AQR International) reveal how resilience, self-belief, and adaptability combine to create true mental toughness. Here’s what you’ll take away: ✅ Why resilience alone won’t carry you — and what else you need to thrive ✅ How to build self-belief and confidence even in high-pressure situations ✅ The mental toughness framework that separates good salespeople from

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00:38:06

"Emotional intelligence is my superpower" - Chloe...

ISP Podcast | The Institute of Sales Professionals ·

2025/09/24

In this episode of the ISP Podcast, Chloe Lasserre-Zucchini, Director of Enterprise Sales at ServiceNow, shares her journey from Paris to Silicon Valley to Dublin.She reveals how:1️⃣ Believing in others builds lasting confidence2️⃣ Emotional intelligence transforms leadership3️⃣ Authenticity creates real impact in salesA powerful reminder that leadership is a journey, not a destination.#SalesLeadership #WomenInSales #EmotionalIntelligence #ISPpodcast #PersonalBrand

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00:35:20

“Fear, Failure & Finding Your Voice” – Adam Gray @...

ISP Podcast | The Institute of Sales Professionals ·

2025/09/17

In this episode of the ISP Podcast, we sit down with Adam Gray, co-founder of DLA Ignite and Fellow of the Institute of Sales Professionals.Adam opens up about his unconventional journey—from aspiring violinist to digital sales strategist—and the fears and setbacks he had to overcome along the way. We explore lessons Adam learned building a career at the intersection of sales, social, and strategy.Key takeaways:✅Why fear of rejection holds so many salespeople back✅How to turn perceived inadequacy

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00:33:18

"Surrounded by idiots... it took 230 days!' - ISP...

ISP Podcast | The Institute of Sales Professionals ·

2025/03/10

In this season finale of the ISP Next Gen Podcast, we sit down with Lauren Collins, Business Development Manager at Chilli Apple, to explore the mindset and strategies that separate top sales professionals from the rest.How does genuine curiosity lead to better results?What does it really take to close high-value deals?Why is sales more than just selling?🔑 Key Takeaways:✅ The secret to handling rejection without losing confidence✅ How being consultative leads to stronger client relationships✅ The

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00:35:12

“The buyer’s not your boss, you’re not a narcissist!”...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/24

Ever wondered how people break into sales, build confidence, and make a great career for themselves?In this episode, we sit down with Freddie Lodge, Chief Revenue Officer at Certify, to break down what it really takes to succeed in the world of sales. From believing in your right to be an equal in sales meetings to excellent visual presentations on cam, Freddie shares real talk about navigating the industry, building confidence, and proving your worth.🔑 What you’ll take away:✅ Mindset over magic –

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00:29:46

"Dive deep not wide" - ISP NextGen Podcast with...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/17

Jordan sits down with Sherman Urrutia, a seasoned sales professional who started in the trenches of boiler-room selling in high school and worked his way up to sales leadership in ai tech sales. He shares his unfiltered experiences, lessons learned, and actionable advice for young professionals looking to thrive in the competitive world of sales.🔊 Whether you’re considering a career in sales or already getting started, this episode is packed with real-world insights you won’t find in a textbook.Key

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00:21:42

National Apprenticeship Special, Episode 7 - with...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/14

🎧In this episode of the NextGen Podcast, we sit down with Natalie Murray - head of apprenticeships at Consalia - who introduces Jordan Abbott (M.ISP) to...Caleb S., an apprentice who navigated his career from buying and selling shoes as a side gig to hosting high-level sales meetings with 'big people in big companies' and Ella Cooper, who’s absolutely thriving in her apprenticeship; to dive deep into what apprenticeships REALLY offer. We cover everything—from why one of them left university

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00:21:58

National Apprenticeship Week Special, Episode 6 -...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/13

🎙️ In this special episode for National Apprenticeship Week, we chat with Georgia Cooke, an internal manager at Shoptalk, about her journey through apprenticeships and how she shaped her career.From starting out selling fish cakes at farmers' markets to becoming a sales leader, Georgia shares the real impact of hands-on learning and why apprenticeships are a game-changer for young professionals.If you're thinking about your next steps—whether it's university, work, or an apprenticeship—this episode

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00:21:33

National Apprenticeship Week Special , Episode 5 -...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/12

In this episode, we sit down with Lucas Laurie, Business Development Manager at Siemens, to talk about his journey into sales, the power of mentorship, and the surprising benefits of apprenticeships.🚀 From walking the floors of top automotive and food & beverage companies to gaining invaluable insights from industry leaders, Lucas shares his experiences and key takeaways that can help you level up your sales game.🔑 3 Key Takeaways from this Episode:1️⃣ Why mentorship is a game-changer – How

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00:15:44

National Apprenticeship Week Special, Episode 4 -...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/12

In this episode, Jordan sits down with Maria Jose Deben Amparan to talk about the real challenges and wins of completing the Level 4 Apprenticeship in sales, while balancing life.From juggling work and family to finding success in an apprenticeship and at a later stage than some, Maria shares her journey and the lessons she’s learned along the way.🎯 Top 3 Takeaways:✅ How to navigate an apprenticeship and make the most of every opportunity✅ The reality of balancing career growth with personal

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00:14:37

National Apprenticeship Week Special, Episode 3 -...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/11

Ever wondered what it’s really like to do an apprenticeship? Chris Gelderd, Bid Manager at OCS UK, joins Jordan to share his experience completing the Level 4 Sales Executive apprenticeship—from creative writing challenges to understanding the mindset of a sales professional.💡 In this episode, we cover:✅ How apprenticeships help you connect with your audience and build real skills✅ The unexpected ways they prepare you for career growth✅ First-hand insights from someone who's been through it

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00:14:14

National Apprenticeship Week Special Episode 2 - with...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/11

🎙 ISP NextGen Podcast – National Apprenticeship Week Special!🚀 Just finished university? Looking for a career path that actually makes sense? In this special National Apprenticeship Week episode, we’re diving into the real-world experiences of young professionals who have chosen sales apprenticeships over traditional routes.Join us as Jordan chats with Megan Binns, a Business Success Sales Representative, about how a Level 4 Sales Executive Apprenticeship shaped her career, opened doors, and gave

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00:20:38

National Apprenticeship Week Special, Episode 1 -...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/10

In this episode, we celebrate National Apprenticeship Week by exploring the impact of the Level 4 sales apprenticeship. Jordan Abbot (ISP NextGen) speaks with Libby Doel and Imogen Ransom (inside sales account managers, Dell Technologies), about their journeys and key learnings.🔑 Key Takeaways:✅ How apprenticeships provide a fast track into sales and professional growth✅ The importance of presentation skills in career success✅ Insights into the day-to-day life of an Inside Sales Account Manager✅

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00:28:43

ISP NextGen Podcast | Amarjit Mudhar (Founder @...

ISP Podcast | The Institute of Sales Professionals ·

2025/02/10

What does it take to succeed in sales?In this episode of the ISP NextGen Podcast, we sit down with Amarjit Mudhar, founder of Hunter Ops, to uncover the secrets behind high-performance sales strategies. From the power of cold calling—which accounts for 60-70% of booked meetings—to the mental resilience required to thrive, Amz shares her journey and insights to help you elevate your game. We discuss: ✅ The real key to booking more meetings ✅ Why mental health matters in sales ✅ The mindset

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