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 self04:20 The importance of continuous learning in sales05:32 Why salespeople should act like Sherpas, not vendors06:55 Effective sales coaching11:30 Challenges in pipeline management and forecasting16:06 Sales pressure and organisational culture17:39 The ineffectiveness of traditional sales tactics20:21 What true impact looks like in a sales role23:06 Account planning mistakes most teams make28:50 The role of AI in sales efficiency and effectiveness34:27 Where to connect with AlanIf 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.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Alan:LinkedIn: Alan VersteegWebsite: https://www.growthmattersintl.com/

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