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:
► YouTube:    / @abbie_white  
► LinkedIn:   / abbiecwhite  
► Website: https://www.abbiewhite.com.au/
► Subscribe to our LinkedIn weekly insights with the Sales REV UP

Follow Sales Redefined on:
► LinkedIn:   / salesredefined  

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