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What's Killing Your Sales? | Redefining Sales Podcast with Regan Barker

In this episode of the Redefining Sales podcast, we’re joined by Regan Barker, Head of Revenue Operations at Grant Thornton. Regan’s all about making sales strategies practical and effective for professional services organisations, combining data-driven insights with a no-nonsense attitude to achieve real growth. At the core of her work is building high-performing teams, fostering a culture of alignment, engagement, and innovation. Regan’s approach focuses on setting ambitious yet clear goals and blending them with fresh ideas to drive success. In this episode, we delve into why professional services are lagging behind, how to build sales capabilities in professionals like lawyers and accountants who may feel it’s not their job, proactive sales versus billable hours and KPIs, and more! 00:00 – Intro 03:37 – How to approach sales in professional services 06:01 – Why you NEED to change your mindset about sales 09:49 – How to build proactive sales into your day 13:44 – Overcoming initial barriers to selling 15:43 – The best way to change your mindset about sales 21:39 – Why company partners need sales skills 26:15 – Building a sales skillset 32:19 – Essential sales tools 38:16 – Good sales insights vs. Bad sales insights 41:55 – Why you need to be playing the long-term game 46:00 – How to structure KPIs 50:51 – How to deal with risk, Regan’s favourite book, and more! If you're looking to innovate your sales and go-to-market strategies in the professional services, tune in to hear Regan’s insights on sales transformation and leadership development. Check out Regan: ► LinkedIn:   / reganbarker   Connect with Abbie on: ► LinkedIn:   / abbiecwhite   ► Website: https://www.abbiewhite.com.au/ Get Abbie's sales insights delivered straight to your inbox: ► Subscribe to Sales Rev Up for sales insights every Wednesday:   / sales-rev-up-6885775832556605440   ► Join the Insiders for updates every Thursday: https://insidescoop.salesredefined.co... Find Sales Redefined on: ► LinkedIn:   / salesredefined   ► Website: https://www.salesredefined.com.au Enjoyed this episode and want more? Redefining Sales Podcast Playlist: https://tinyurl.com/Redefining-Sales-... #GoToMarket #SalesStrategy #ProfessionalGrowth #SalesLeadership #B2B