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Are you truly in control of your career, or are you just reacting to circumstances?
In this episode, Susanna sits down with Denise Matthews, a powerhouse in recruitment and career coaching with over 30 years of experience.
Denise shares hard-hitting truths about the job market, the psychology of career transitions, and the strategies recruiters and job seekers need to truly stand out. She dives into how self-awareness is the key to career success—and why most people overlook it, the critical mistakes recruiters and job seekers make when navigating the market, and how to build long-term relationships that turn into real career opportunities.
Whether you're a recruiter, a job seeker, or someone rethinking your next move, this episode is packed with actionable insights. Listen now and take control of your career.
Must-Hear Insights and Key Moments
Know yourself before making a career move – Define your strengths, values, and ideal workplace to avoid aimless job searching and find long-term career satisfaction. Stand out strategically – Instead of mass applications, build relationships, engage on LinkedIn, and connect with decision-makers to create real opportunities. Overcome imposter syndrome – Use visualization, mentorship, and self-awareness to boost confidence and step into new roles with conviction. Assess company culture deeply – Ask about retention, leadership, and real-life values to ensure alignment before committing to a role. Prioritize long-term relationships – Great recruiters don’t just fill jobs; they build lasting connections that lead to sustained career growth. Develop mental resilience – Adapt to setbacks, reflect on your journey, and create a career plan that aligns with your values.About Denis Matthews
Denise Matthews has over 30 years of experience in talent acquisition and recruitment, working across small agencies, and large firms, and running her businesses. She has seen every side of recruitment—successes, failures, and the evolving industry landscape. A qualified executive and career coach (ILM Level 7), Denise specializes in mentoring senior leaders and middle management, helping them accelerate career progression, secure higher salaries, and gain the recognition they deserve.
She has a deep passion for matching the right talent to the right roles, emphasizing long-term career fulfillment. She also serves as a mentor with the Association of Business Mentors, where she supports professionals in unlocking their full potential. Her expertise spans leadership development, performance management, and navigating career transitions.
Denise’s coaching philosophy is rooted in self-awareness, strategic career planning, and leveraging strengths for success. Whether working with job seekers, recruiters, or business leaders, she challenges, develops, and supports individuals to reach their highest potential.
Connect with Denise Matthews
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Recruitment is full of tough lessons, but few people know them better than Greg Savage.
In this episode, we cut through the noise and get straight to what really makes a great recruiter—beyond just hitting KPIs. Greg shares unfiltered insights on why most training is a waste of time, the biggest mistakes recruiters make when handling counteroffers, and why elite recruiters master the art of influence, not just the science of the job.
He also calls out the industry’s obsession with AI, explaining why some tools are making things worse before they get better. If you want to sharpen your skills, boost your placements, and stay ahead in a changing market, this episode is a must-listen.
Must-Hear Insights and Key Moments
The biggest mistake recruitment leaders make in downturns – Greg explains why cutting back on training and marketing when times are tough is the exact opposite of what companies should be doing. Why most recruitment training is a waste of time – Greg shares his unfiltered view on why traditional training fails and what actually works to develop top-performing recruiters. The power of influence in recruitment – It’s not about automation alone—Greg breaks down how the best recruiters master persuasion, storytelling, and human connection to close deals. AI’s role in recruitment: Hype vs. reality – Greg discusses how AI is reshaping the industry, where it’s useful, and where it’s making things worse. Managing high performers: Why top billers still need coaching – Greg challenges the common practice of leaving top recruiters alone and explains how leaders can take them from good to great. Lessons from recruitment disasters – He shares some of his biggest mistakes in recruitment and what they taught him about resilience, accountability, and earning trust.About Greg Savage
Greg Savage is one of the most respected voices in the global recruitment and professional services industries. With a career spanning over four decades, he has built, scaled, and advised numerous successful recruitment businesses worldwide. As the founder of several thriving agencies and a sought-after speaker, Greg’s insights on leadership, business growth, and industry evolution have shaped the careers of countless recruiters.
He is the author of The Savage Truth, a book that blends his personal journey with valuable lessons on leadership, personal branding, and high-performance business strategies. His widely followed blog, The Savage Truth, is a go-to resource for recruiters looking to stay ahead in the industry. Recognized as a LinkedIn Top Voice, Greg continues to influence and mentor recruitment professionals through keynotes, masterclasses, and his online training academy.
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Is flexibility in the workplace truly achievable, or is it still a dream for many parents and professionals?
In this episode of The Counter Offer, Susanna is joined by Elizabeth Willetts, Founder of Investing in Women and host of the Work It Like a Mum podcast.
Elizabeth shares her path from redundancy during the pandemic to building a business focused on creating flexible work opportunities for women and parents. They discuss the barriers women encounter in finding part-time senior roles, the deeper issues behind the gender pay gap, and how employers can rethink flexibility.
She also reflects on the mindset shifts and coaching that helped her turn challenges into opportunities. This episode offers advice on crafting a career that works for their lives, from preparing for interviews to making the most of LinkedIn.
Elizabeth also shares insights into her upcoming book, Flex, and the lessons she’s learned about balancing career and family.
This is an episode that will leave you with plenty to think about and tools to act on.
Must-Hear Insights and Key Moments
Elizabeth’s Journey to Flexibility: Elizabeth shares how redundancy during the pandemic inspired her to start Investing in Women, addressing the lack of flexible work options for mothers. Tackling the Gender Pay Gap: She highlights how limited part-time senior roles force women out of high-paying careers, perpetuating the gender pay gap. Turning Doubt into Action: Imposter syndrome is a universal struggle, but with the guidance of a business coach, Elizabeth built a company that aligns with her values and supports others. Finding Truly Flexible Employers: She shares tips on spotting flexible workplaces, like researching LinkedIn posts, Glassdoor reviews, and networking. Lessons from Flex: Elizabeth introduces her book, Flex, a guide to building a fulfilling career with insights on CVs, job pivots, and work-life balance.About Elizabeth Willets
Elizabeth Willetts is an experienced recruiter with over 17 years of expertise, including roles at Deloitte and Hays. She is the founder of Investing in Women, the UK’s leading flexible working recruitment company, job board, and community, dedicated to helping women find part-time and flexible roles.
Her mission is to close the gender pay gap by empowering women to pursue fulfilling careers that fit their lives without sacrificing time for family, hobbies, or personal goals. Inspired by her own challenges as a working mom, Elizabeth is passionate about creating opportunities for women to thrive in the workplace.
Elizabeth also hosts the Work It Like a Mum podcast, sharing stories of women balancing career and motherhood, and her debut book, Flex - a dynamic guide for anyone wanting to build a successful career ― on their terms is due out in January 2025.
As a mom to two daughters and owner of a Labradoodle, Elizabeth combines her professional and personal experiences to inspire and support women everywhere.
Mentioned in the Episode
Flex: Smart Strategies to Build A Successful Career Around Your Life Work it Like a Mum PodcastConnect with Elizabeth Willets
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What does it take to stay authentic and succeed in a world of challenges?
In this episode of The Counter Offer, Susanna sits down with Lee McQueen, entrepreneur, recruitment innovator, and winner of The Apprentice (Series 4). Lee shares his journey from humble beginnings to building multiple seven-figure businesses and reflects on the role of authenticity, resilience, and decisive action in achieving success.
The conversation covers Lee’s approach to recruitment, including his revolutionary take on hiring without CVs and his development of Phoenix 51, a platform that digitizes the assessment process.
Lee also discusses the lessons he learned from working with Lord Sugar, the importance of asking tough questions in recruitment, and why coachability is a key trait for success.
Packed with insights and inspiring stories, this episode is a must-listen for recruiters, entrepreneurs, and anyone striving to create a lasting impact in their field.
Must-Hear Insights and Key Moments
Authenticity on The Apprentice: Lee reflects on how staying true to himself during The Apprentice helped him win, emphasizing the importance of authenticity and relationship-building in both personal and professional settings. The CV-Free Recruitment Revolution: Lee explains how a mistake on his CV inspired him to create a recruitment model that focuses on behavior and competencies rather than traditional resumes, leading to the creation of Phoenix 51. Lessons from Lord Sugar: Key takeaways from working with Lord Sugar include simplifying processes, solving real problems, and taking consistent, decisive action. Navigating the Pandemic: The challenges of COVID-19 pushed the transition to virtual assessment centers, showing how adaptability can lead to innovation and business growth. The Importance of Tough Questions: Asking probing and sometimes uncomfortable questions is essential to understanding client needs and delivering impactful solutions. Why Coachability Matters: Being open to learning and feedback remains a cornerstone of personal and professional growth, a principle that drives Lee’s coaching approach.About Lee McQueen
Lee McQueen is the Founder and CEO of the award-winning software business Phoenix 51, a platform revolutionizing how organizations assess and recruit top talent. Best known as the winner of The Apprentice (Series 4), Lee has over 25 years of experience in recruitment and sales, having built multiple seven-figure businesses.
Passionate about changing traditional hiring methods, he champions assessing behaviors and competencies over CVs. Lee’s journey, from humble beginnings to business success, highlights his commitment to innovation, authenticity, and empowering organizations to thrive.
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Are you listening to the people around you—or just waiting to speak?
In this special Christmas episode of The Counter Offer, Susanna Gray-Jones sits down with a very special guest—her father, Lindsay Gray. With decades of experience across leadership, education, mediation, and volunteer work, Lindsay shares his timeless wisdom on how to navigate change, build trust, and manage burnout with grace.
He offers practical insights on how leaders can gain the trust of their teams, why understanding individuals is the foundation of effective leadership, and how to create balance to avoid burnout.
Lindsay’s journey highlights the importance of stepping into uncomfortable situations, learning from mistakes, and recognizing the power of listening.
Whether you’re a recruiter, a manager stepping into a new leadership role, or someone looking for ways to manage stress and create more balance in life, this episode is filled with invaluable lessons to help you thrive.
Listen now and take the first step toward a stronger, more balanced version of yourself!
Must-Hear Insights and Key Moments
Embracing Change in Leadership: Lindsay shares how to manage change effectively, gain trust in a new role, and balance respect for existing systems with necessary improvements. Handling Tough Conversations: Practical advice on approaching managers with ideas for change, focusing on positivity, preparation, and finding the right communication method. Overcoming Burnout and Stress: Lindsay opens up about his personal experience with burnout, the warning signs he missed, and the steps he took to recover and restore balance. Supporting Colleagues Through Challenges: Drawing from his Samaritan work, Lindsay explains how to recognize when someone is struggling and approach them with care and understanding. The Power of Calm Leadership: He discusses how leaders create the atmosphere of an organization and why staying calm and composed earns respect and builds trust. Timeless Advice for Life: Lindsay’s one key piece of wisdom: "Take your time with every individual and look for the good in them."About Lindsay Gray
Lindsay Gray is an experienced consultant, mediator, and educator with a career spanning over 40 years in education, music, and charity development. He served as Headmaster of The Cathedral School and Director of the Royal School of Church Music.
Currently, he is a Samaritans volunteer, Founder & Director of Caritas Consort, and a trusted advisor in education and choral music. Passionate about mental health and leadership, Lindsay’s career reflects his dedication to helping others and fostering positive change.
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What if the life you want is just one gutsy decision away?
In this episode, Susanna Gray-Jones welcomes Tiarna Mccormack, a bold Rec2rec professional whose career journey is a masterclass in taking risks and reaping rewards. From selling dream holidays to building a thriving recruitment career across continents, Tiarna proves that stepping outside your comfort zone can open doors you never imagined.
This episode brings strategies for choosing the right recruitment market, mastering salary negotiations, and building authentic relationships with candidates and clients.
Tiarna’s honest insights on career transitions, navigating counteroffers, and finding fulfillment offer a refreshing perspective for recruiters at any stage of their journey.
Whether you're aiming for the next level in recruitment or seeking inspiration to make your own gutsy move, this conversation will leave you empowered and ready to take action.
This episode is your nudge to leap!
Must-Hear Insights and Key Moments
Tiarna’s Bold Career Shift: From managing sales at Flight Centre to entering the recruitment industry, Tiarna shares how her passion for people and travel led her to a thriving career in Rectorec. The Power of Listening: They discuss the often-overlooked skill of active listening in recruitment, emphasizing how truly understanding candidates and clients can set recruiters apart. Navigating Counteroffers: Tiarna breaks down her approach to guiding candidates through salary negotiations and counteroffers, ensuring long-term satisfaction rather than short-term fixes. Choosing the Right Recruitment Market: Tiarna offers insights into identifying resilient and lucrative markets, such as tech, private equity, and ESG, while highlighting the importance of recruiting in a field you genuinely connect with. The Role of Guts in Career Success: Reflecting on how stepping outside her comfort zone—from moving to new countries to starting her first podcast—has fueled her personal and professional growth.About Tiarna Mccormak
Tiarna Mccormack is a recruitment professional with over 10 years of experience, specializing in connecting senior talent with recruitment agencies. She has held key roles, including Director, Associate Partner, and Regional Director, across sectors such as HR, Technology, Life Sciences, and Accountancy & Finance. Tiarna focuses on executive search, interim solutions, and talent acquisition while helping senior professionals achieve their career goals.
Her approach centers on building strong relationships, emphasizing the importance of communication and trust in recruitment. Tiarna is also committed to coaching and mentoring, supporting individuals in unlocking their potential and advancing their careers.
Outside of work, Tiarna enjoys traveling, yoga, and spending time with friends over a glass of wine. She believes in fostering meaningful connections and creating opportunities for others. For senior-level recruitment support or career advice, Tiarna is an experienced and trusted partner to collaborate with.
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Can a recruiter’s greatest success come from redefining the game and putting relationships above all else?
In this episode, Susanna Gray-Jones sits down with Josh Brandon, founder of Qualiteach, to explore the journey of building an exceptional recruitment business.
Josh shares how his purpose, rooted in family and a relentless pursuit of quality, drives him to create a reputable name in education recruitment.
From starting his own company at a young age to the unique challenges of staying boutique, Josh opens up about his early hurdles, the importance of relationships, and the value of caring deeply for clients and staff.
This is a must-listen for recruiters aiming to achieve career success and a meaningful impact in their roles.
Must-Hear Insights and Key Moments
Josh’s “Why”: Josh shares that his family motivates him daily, while professionally, he aims to be recognized for quality over size in the recruitment world. Founding Qualiteach: He discusses starting Qualiteach at a young age, viewing it as “starting a desk” to reduce fear, with support from a mentor. Long-Term Focus: Josh explains Qualiteach’s emphasis on long-term placements, inspired by his special education background, to build stability and strong relationships. Value of Relationships: He stresses that recruitment success relies on understanding each school’s needs rather than quick, transactional placements. Prioritizing Organic Growth and Integrity: Josh advises aspiring entrepreneurs to focus on organic growth, invest in back-office support, and put integrity and care at the forefront, emphasizing that sustainable success goes beyond just billing.About Josh Brandon
Josh Brandon is the founder of Qualiteach, an education recruitment consultancy he launched in December 2015 with a mission to deliver unmatched service in the sector. With 14 years of dedicated experience in education recruitment, Josh brings a wealth of expertise and a strong commitment to quality, reliability, and trustworthiness.
Under his leadership, Qualiteach has grown to include approximately 40 employees across three regional offices, serving a broad network of schools and educational institutions.
Josh’s approach is rooted in a belief in fostering a positive, supportive work environment where each team member is empowered to reach their full potential.
This culture of encouragement and professional growth has become a cornerstone of Qualiteach’s success, allowing the company to thrive and make a meaningful impact in the lives of both candidates and clients. Whether helping schools find exceptional educators or guiding professionals to fulfilling roles, Josh remains steadfast in his commitment to excellence.
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What does it take to elevate your recruiting career from average to elite?
In this episode, Susanna Gray-Jones is joined by the esteemed recruitment trainer, Alan Clarke, founder of RecruiterFit. With over 27 years of industry expertise, Alan shares his mission of empowering recruiters to refine their skills and build resilience in a demanding field.
He dives into the art of developing essential recruiting techniques and enhancing softer skills that many overlook, emphasizing how mastering these can elevate one's career from ordinary to elite.
Alan's unique blend of practical insights and motivational guidance helps listeners tap into their fullest potential, pushing beyond perceived limits to succeed in today’s tough market.
They also explore the mindset shifts that separate top-performing recruiters from the rest and discuss why investing in continuous improvement and self-discipline is key to navigating the industry's highs and lows.
Must-Hear Insights and Key Moments
Getting RecruiterFit – Alan’s mission is to help recruiters build resilience and sharpen both hard and soft skills to elevate their performance. Mastering the Basics – Success in recruitment starts with consistently excelling at fundamentals like thorough candidate qualification and understanding the client's real needs. Deep Qualifying – Going beyond surface-level motivations, Alan recommends uncovering six or more reasons a candidate wants to move, ensuring a stronger commitment. Referrals Done Right – Referrals are strategic when done well. Alan shares tips for framing referral requests that tap into top-performer networks. Building Resilience – In a tough market, keep relationships active with long-term thinking, even if immediate opportunities aren’t there. Backfill Opportunities – Leverage open roles left by placed candidates. Backfilling is a powerful, often overlooked way to secure new business.About Alan Clarke
Alan Clarke is an experienced recruitment trainer with over 25 years in the industry, having trained more than 11,500 recruiters across 17 countries. From new consultants to business owners, Alan equips professionals with the essential skills to excel in recruitment, build successful desks, and lead teams effectively.
As the founder of RecruiterFit, he offers a wide range of tailored training programs, from induction to advanced management courses, all aligned with each client’s unique brand and values.
His resources extend beyond the classroom, featuring over 100 online training videos and practical 'Response Handlers' for managing client and candidate calls.
Alan’s dedication to enhancing recruitment standards and his commitment to empowering recruiters have established him as a highly valued mentor and expert in the industry.
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What truly drives a recruiter to succeed—passion for people, or the pursuit of profit?
In this episode, Susanna Gray-Jones sits down with Martin Keddie, Associate Director at Axcis Education Recruitment. Martin’s unique journey from performing arts to becoming a top-billing recruiter in the education sector reveals how diverse experiences can shape a successful career in recruitment.
Martin shares how his background as a teaching assistant and performer equipped him to navigate the challenges of recruitment. He discusses his rapid progression within Axcis, highlighting the importance of discipline, people skills, and a commitment to supporting children with special educational needs.
Hear Martin’s practical advice on staying calm under pressure, building strong client and candidate relationships, and how personal growth can lead to long-term success in recruitment.
This episode is a must-listen for recruiters looking to elevate their game and build a rewarding, impactful career in the recruitment industry.
Must-Hear Insights and Key Moments
Diverse Experiences Lead to Success: Martin’s background in performing arts and education shaped his approach to recruitment, showing how transferable skills from different industries can set you apart as a recruiter. Passion Over Profit: Martin emphasizes that his motivation for entering recruitment wasn't driven by money but by a genuine desire to help people—particularly in supporting children with special educational needs. The Power of Discipline and Adaptability: Drawing from his experience as a performer, Martin highlights the critical need for discipline and adaptability in recruitment, whether it's navigating client relationships or handling last-minute challenges. Relationships Are Everything: Building and nurturing strong relationships with candidates and clients is a cornerstone of recruitment success, proving that trust and communication are more important than transactional thinking. Proactive Career Growth: Taking the initiative to pursue additional qualifications and create new roles within an organization is a powerful way to advance your career and shape your own path. Staying Calm in Crisis: Martin shares his strategies for remaining calm during high-stress situations, a key trait for thriving in recruitment where unpredictability is common.About Martin Keddie
Martin Keddie is the Associate Director of HR & Candidate Management at Axcis Education Recruitment, with over 13 years of experience in education recruitment. Based in Greater London, Martin specializes in placing talented individuals into special educational needs (SEN) roles, helping to make a meaningful impact in the lives of vulnerable children.
Martin’s career began in musical theater, and he later transitioned into recruitment, bringing his discipline and adaptability from the performing arts into his work. He quickly rose through the ranks at Axcis, starting as a Senior Team Leader, then moving to Branch Manager, and eventually becoming Associate Director.
Known for his calm leadership and people-first approach, Martin is passionate about fostering strong relationships with candidates and clients alike. His HR expertise, coupled with his Associate CIPD qualification, allows him to mentor and support his team, ensuring they excel in the field of SEN recruitment.
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Are you investing enough in your growth or just chasing short-term wins?
This week, we’re bringing back the most listened-to episode on The Counter Offer! Join Susanna Gray-Jones and guest co-host Luke Smith as they sit down with Nick Murphy, CEO of Tradewind Recruitment, to explore the journey behind building a thriving recruitment business.
From his early days in Sydney to leading Tradewind’s growth in the UK, Nick shares the key strategies that have driven his success.
Nick discusses how Tradewind has grown from a £26 million turnover to over £100 million, expanding across 11 locations in the UK. He emphasizes Tradewind’s focus on investing in people and creating a supportive culture that empowers recruiters to excel.
It’s not just about competitive commission structures; it’s about long-term growth and building a legacy.
The conversation delves into what sets Tradewind apart from other big players, highlighting their commitment to candidate development, compliance, and a strong support system. This episode is especially significant, not only because it's the most listened to episode to date but also because it marks a major milestone—Nick Murphy's 10-year anniversary at Tradewind. His decade-long leadership at the helm of this recruitment powerhouse showcases his unwavering dedication to growth and innovation. With a proven track record of success, Nick's insights into building and scaling a business are more relevant than ever.
This conversation offers a rare opportunity to learn from a leader who has shaped an industry and continues to invest in the future of recruitment.
If you’re serious about advancing your recruitment career, this conversation is packed with actionable strategies you won’t want to miss!
Must-Hear Insights and Key Moments
Tradewind's Growth Story: Nick Murphy shares how Tradewind Recruitment expanded from a £26 million turnover to over £100 million, growing its presence to 11 locations across the UK. Investment in People: The emphasis on investing in staff development and creating a supportive work environment that empowers recruiters to excel, rather than just focusing on commission structures. Navigating Challenges: Insights into how Tradewind handled the difficulties during the COVID-19 pandemic by prioritizing the well-being of both employees and candidates. Long-Term Vision: Tradewind’s commitment to building a legacy by reinvesting profits into candidate development, compliance, and technology. What Sets Tradewind Apart: Exploration of how Tradewind's unique culture and management style differentiate it from competitors, focusing on a people-first approach. Leadership Philosophy: Nick Murphy’s approach to leadership, emphasizes resilience, humility, and the importance of maintaining a positive mindset during tough times.About Nick Murphy
Nick Murphy is the Group CEO of Tradewind Recruitment, SANZA Teaching Agency, and Accelerate Teaching. With over two decades of experience in recruitment and education, Nick has led the expansion of Tradewind to 11 locations across the UK.
Starting his career in Sydney in banking and finance recruitment, he later took on key roles at Capita Education Resourcing and Hays, honing his strategic and leadership skills.
Nick is known for his people-first approach, investing in team growth, and creating a supportive work culture. His focus on resilience, accountability, and innovation has set Tradewind apart as a market leader.
Beyond his role at Tradewind, Nick serves as a Board Trustee at Latchmere Academy Trust, driving positive change in education.
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Do you feel under target? It’s a frustrating place to be, and it’s easy to let the pressure overwhelm you.
But what if being under target isn’t the failure you think it is? What if it’s actually an opportunity to reassess, refocus, and elevate your recruitment game?
In this episode, I open up about my own experiences with missing targets, something every recruiter faces sooner or later. Instead of letting it define you, this is the perfect time to evaluate where you can improve and implement new strategies.
I’ll share actionable tips like breaking down big goals into manageable steps, refining your follow-up process, and shifting your mindset to see challenges as stepping stones to success.
It's about taking control of what you can and using resilience to turn setbacks into opportunities.
If you’re feeling the weight of being under target, this episode will give you the tools and strategies to push through and get back on track.
Must-Hear Insights and Key Moments
Turn Being Under Target Into An Opportunity: Missing targets doesn’t have to feel like a failure. Instead, see it as a moment to reassess, discover new strategies, and elevate your recruitment performance. Control Your Actions, Not Your Outcomes: You can’t always control how clients or candidates will react, but you can control your actions and mindset. Consistent, focused actions lead to success over time. Use Time-Blocking For Focused Productivity: Break your day into 15-20 minute blocks of focused time to avoid burnout and stay on track with important tasks that drive results. Elevate Your Follow-Up Process: Going beyond just making calls—small personal touches like sending thank-you notes can make a big difference and help you stand out in your follow-up. Resilience Means Learning From Setbacks: True resilience is using setbacks to propel yourself forward. Every challenge is an opportunity to grow and improve. Prioritize Positive Affirmations And Self-Care: Keep your mindset in check with daily positive affirmations, and maintain balance through simple self-care practices like exercise and meditation to stay motivated.Words of Wisdom: Standout Quotes from This Episode
“Find a way to enjoy the process.” — Susanna Gray-Jones
“See being under target, not as a threat to your job, not as a threat to your career and your life, but see it very much as an opportunity to push yourself and to discover new strategies.” — Susanna Gray-Jones
“Focus on what you can control.” — Susanna Gray-Jones
“We can't always control the reactions of others, but we can control our actions and our reactions to how they react to us.” — Susanna Gray-Jones
“Learn from others, seek advice from people who are doing well.” — Susanna Gray-Jones
“Feedback is a gift.” — Susanna Gray-Jones
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Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow.
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Ever wondered what separates exceptional salespeople from the rest?
In this episode, Susanna Gray-Jones chats with sales expert Romy Sembi about mastering the sales process and staying motivated. Romy reveals how understanding the "DNA of selling" and employing a scientific approach can drive success.
They delve into how visual goals can fuel motivation and the role of managers in recognizing what drives their teams. Romy also shares his expertise in spotting superstar salespeople, focusing on assessing behaviors, adaptability, and openness to feedback.
Highlighting the importance of investing in people, Romy reminds us that today's "little person" could become tomorrow's CEO.
This episode is a treasure trove of actionable advice for sales professionals and managers alike, offering a fresh perspective on achieving sales success.
Must-Hear Insights and Key Moments
Understanding the "DNA of Selling": Romy Sembi emphasizes the importance of grasping the fundamental elements of successful selling, which can be mapped and systematically applied to drive results. Motivation Through Visual Goals: Keeping a visual reminder of goals, such as a picture of something you desire, can significantly enhance motivation and drive to achieve targets. Tailoring Management Approaches: Effective sales managers must understand and adapt to the individual motivators of their team members to foster a productive environment. Assessing Salespeople's Potential: During interviews, evaluating a candidate's behavior, adaptability, and responsiveness to feedback is crucial for identifying top-performing salespeople. Role of Feedback in Improvement: Embracing and applying feedback is vital for growth. Romy highlights the importance of being open to direction and continuously improving based on constructive criticism. Investing in People for Long-Term Success: Romy underscores the value of investing in individuals, noting that today’s “little person” could become a future leader or CEO, making long-term support and development essential.About Romy Sembi
Romy Sembi brings over 24 years of expertise in sales training and recruitment, working across 56 countries with a deep understanding of cultural nuances and global business dynamics. As the founder of Aura Sales, Romy has a distinguished track record of elevating sales performance through customized training and strategic recruitment solutions.
His career spans a diverse range of industries and includes collaborations with high-profile companies such as Indeed, Souq.com, and eBay.
Romy’s approach is rooted in his ability to seamlessly integrate into sales teams and adapt training programs to fit unique business propositions. He emphasizes the importance of translating classroom learning into real-world application, ensuring that sales strategies are not only developed but effectively implemented.
With a focus on both global and startup environments, Romy is adept at providing insights and practices that drive tangible results. His commitment to empowering salespeople and fostering a culture of excellence makes him a valuable partner in achieving sustained success and growth.
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Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow.
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What if the key to elevating your recruitment process is reevaluating how you assess and onboard new hires?
In this episode, Susanna talks to Bobby Banerjee, a seasoned recruitment strategist to explore optimizing recruitment and onboarding strategies. They discuss how to balance thoroughness with efficiency in interviews and the value of role plays for on-the-spot candidate assessment.
Bobby advocates for a streamlined process, suggesting flexible interview stages and avoiding overly complex assessments that could deter top talent. They discuss the ideal timing for evaluating new hires and emphasize the importance of setting clear expectations and assessing competencies beyond immediate billings.
He also introduces his innovative assessment tool, designed to provide deeper insights into candidates' behaviors and potential, moving beyond traditional CV metrics.
Tune in now and learn how to enhance your recruitment process!
Must-Hear Insights and Key Moments
Streamline Your Process: Bobby shares how to create a more efficient recruitment process by recommending flexible interview stages and avoiding overly complex assessments that can discourage top candidates. Role Play for Real Insights: He highlights the effectiveness of role plays during interviews to assess candidates' skills and responses on the spot. Timing for Evaluation: Bobby explains the importance of evaluating new hires over a six to nine-month period to get an accurate sense of their potential and fit. Beyond Billings: He emphasizes setting clear expectations and evaluating candidates' competencies beyond immediate billings to ensure long-term success. Innovative Assessment Tool: Bobby introduces his new tool designed to provide deeper insights into candidates' behaviors and potential, moving past traditional CV metrics.About Bobby Banerjee
Bobby Banerjee is a respected Director of Learning known for his expertise in recruitment training and coaching. He has trained over 500 recruiters, from trainees to senior leaders in FTSE 250 companies.
Specializing in customized recruitment training for onboarding, performance coaching, and talent acquisition teams, Bobby leverages his background as a recruitment consultant to address the real-world challenges faced by salespeople.
He won the LPI’s Innovation in Learning Award in 2020 for his role in the FurLearn initiative during COVID-19. His training programs are designed to help consultants achieve faster billing and greater confidence.
Connect with Bobby Banerjee:
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Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow.
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When someone compliments you, don't downplay it—own it and say thank you. It will empower you and affirm your worth.
In this episode, Susanna sits down with Cynthia Barnes, a top LinkedIn voice, keynote speaker, and trailblazer in sales and diversity. Cynthia is known for her powerful presence and inspirational messages on equality and personal growth.
They dive deep into the essence of owning one's achievements and how to overcome societal expectations and embrace authenticity. She emphasizes the importance of diversity in the workplace and how unconscious biases can hinder growth. Cynthia also addresses women's challenges in male-dominated industries and offers practical advice for those facing imposter syndrome. Cynthia's wisdom and experience provide a roadmap for personal and professional empowerment, making this a must-listen for recruiters and professionals striving for excellence!
Must-Hear Insights and Key Moments
Embracing Compliments: Cynthia emphasizes the importance of accepting compliments graciously. Owning and acknowledging your achievements can significantly boost your confidence and affirm your self-worth. Overcoming Societal Expectations: Cynthia shares her journey of navigating and overcoming societal expectations, encouraging listeners to embrace their true selves and reject limiting beliefs. Confidence vs. Warmth: She discusses the delicate balance between confidence and warmth, especially for women in leadership roles. Striking this balance can enhance your effectiveness as a leader while maintaining approachability. Diversity in the Workplace: Cynthia underscores the importance of diversity and how unconscious biases can hinder organizational growth. She advocates for actively addressing these biases to create a more inclusive environment. Supportive Networks for Women: She highlights the challenges women face in male-dominated industries and the critical need for supportive networks that foster growth and encourage women to thrive.About Cynthia Barnes
Cynthia Barnes is a transformative leader renowned for igniting confidence and driving results in both the sales and nonprofit sectors. As the founder of the "Own Your Awesome" program, she has empowered sales professionals to overcome self-doubt and achieve impressive performance increases of 30-100%.
Currently serving as Director of Development at the Home Furnishing Association, Barnes applies her expertise to build meaningful donor relationships and enhance fundraising success. Her background includes work with major companies such as Google Cloud, Salesforce, Bridgestone, and Toyota, and she is celebrated for significantly increasing female sales hires by 64%.
A dynamic speaker and thought leader, Barnes is recognized as a LinkedIn Top Voice and a 4X Salesforce Top Sales Influencer. With two books and a TEDx talk to her name, she is dedicated to inspiring and equipping others to reach their full potential.
Connect with Cynthia Barnes:
Website LinkedIn Instagram FacebookFollow The Counter Offer:
LinkedIn Host LinkedIn Podcast InstagramCheck out our sponsor: Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow.
Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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In this rogue episode, Susanna invites her friend and mentor, Luke Smith, Director of Envisage Search, to discuss some areas of the recruitment industry that you may not hear or think about very often. They explore the qualities of a good client and a decent recruitment company. Luke shares his vast experience in executive search, explaining the challenges and stigmas in the industry. They delve into best practices for supporting recruiters, the importance of company values, and effective hiring strategies. The episode also covers personal growth, the significance of curiosity and accountability, and advice for those considering starting their own recruitment businesses.
Connect with Luke
Connect with Susanna
Join dozens of the top sales and business leaders and connect with Nian Fiedler to be a resource to you in the podcast space.
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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In this episode of The Counter Offer, Susanna welcomes Carlo Milo, a renowned fitness coach and owner of Pure Health and Fitness in Dubai. They discuss the vital, but often overlooked, connection between fitness and business success.
Carlo explains his approach which emphasizes sustainable lifestyle changes over a 90-day period. He shares insights on the importance of nutrition, sleep, and discipline, and offers practical advice for maintaining a healthy routine even with a busy schedule. Carlo and Susanna also just how far healthy habits and fitness can lead to enhanced productivity, confidence, stronger relationships, and overall well-being.More about Carlo:
LinkedIn
Executive health, fitness and performance coaching, with our ‘SHRED IN 12’ programme. He has transformed the lives of thousands of busy executives by educating them on the correct nutrition, training and lifestyle.
Carlo believes that being fit and healthy is the key ingredient to living your most successful, productive and prolonged life.Connect with Susanna
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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In this episode Susanna welcomes someone with an incredible story. Somone who often blazed her own way to achieve success. Danielle Cobo, Author, Keynote Speaker, and Leadership and Sales Corporate Trainer joins the show to discusse her life as a mother, her new book 'Unstoppable Grit', and her definition of grit.
Danielle shares her personal experiences with overcoming imposter syndrome, burnout, and the importance of setting courageous goals. She outlines her framework for goal setting, the Cobo Framework, and emphasizes the significance of identifying opportunities linked to achieving specific goals. She also provides insights into recognizing signs of stress and the importance of being intentional in daily routines.
Connect with Danielle Cobo below:
https://linktr.ee/DanielleCobo
Unstoppable Grit Book Link: https://amzn.to/4aMVbD0
Book Video: https://vimeo.com/905826133?share=copy
About Danielle:
https://www.daniellecobo.com/meetingprofessionals
LinkedIn: https://www.linkedin.com/in/daniellecobo/
Instagram: https://www.instagram.com/thedaniellecobo/?hl=en
Facebook: https://www.facebook.com/TheDanielleCobo/
Twitter: https://twitter.com/DanielleCobo
Website: www.DanielleCobo.com
TikTok: https://www.tiktok.com/@daniellecobo
Unstoppable Grit YouTube: https://youtube.com/@UnstoppableGritPodcast?si=EeZHgq4cyZ3PbT9Q
Unstoppable Grit Podcast with Danielle Cobo on Spotify: https://open.spotify.com/show/0ROM7ru95TF06XzKhTcO5V?si=M1eyb3ZvS8C_sjlz2EGbGg
Unstoppable Grit Podcast with Danielle Cobo on Apple Podcast: https://podcasts.apple.com/us/podcast/unstoppable-grit-podcast-with-danielle-cobo/id15717976
Connect with Susanna
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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Today is another big show, with another big-name guest. Susanna welcomes Richard Smith, managing director of SALT in the Middle East and North Africa. He discusses his career trajectory from running a startup to leading the region's largest digital specialist recruitment firm. He and Susanna talk about the differences between corporate and startup environments, the significance of work-life balance, and his no-nonsense recruitment approach. Richard also shares insights on leadership versus management, the importance of coachability in recruiting, his future goals for SALT, and strategies for success.Connect with Richard
Connect with Susanna
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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Welcome to season FOUR of The Counter Offer! And Susanna isn't just kicking it off big, she's kicking it off huge! Today's guest is author, speaker, and renowned psychotherapist, Anna Mathur. She and Susanna discuss the importance of focus, mindset, and clear routines for achieving success. Anna shares her 'why' and the drive to help others with her psychotherapeutic knowledge and personal story. She explores the challenges of perfectionism, people-pleasing, social media, and burnout. They also give some peaks into Anna's new book on life's uncomfortable truths and offer advice on confidence, self-care, and managing stress in the modern world
Follow Anna on IG @annamathurPre-order Anna's upcoming book The Uncomfortable Truth publishing 8th August 2024
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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She finally got her!! Susanna successfully welcomes Kati Lynch, a sales director with Tradwind, SANZA, with 20 years of experience, Kati shares her insights into the challenges and rewards of education recruitment, the importance of maintaining a positive, humble mindset, and the strategies for success and retention in this high speed industry. She and Susanna discuss the value of relationship-building, active listening, and continuous learning for both personal growth and professional excellence.Find more about Kati
Connect with Susanna
Check out our sponsor Soul Space Studio
Step into a world where breath becomes your greatest ally, an ever-present guide that reminds you of your inherent ability to find calm amidst the day-to-day. Tap into your inner strength and create profound shifts in your physical, mental, and emotional well-being at work.
Soul Space Studio workplace wellbeing workshops and programmes can help your teams: reduce stress levels, create thriving cultures, deepen connection, and expand creative flow. Check out - www.soulspace-studio.com for more information
USE CODE: COUNTEROFFER for 10% discount
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