Our insights
The Blog
Ideas, observations and practical advice from the Reality team
Our blog gets into the sales, leadership and customer experience challenges we come across in our work with clients – and the things happening in business that get Bob, Jeremy and the rest of the Reality team talking.
You’ll find practical ideas on selling, coaching and managing people, alongside thoughts on customer conversations, workplace culture, AI and the changing expectations of the people we work with and sell to.
Some articles start with a conversation on one of our podcasts. Others start with something we’ve noticed, questioned or found ourselves talking about. Either way, they’re written to give you something useful to think about – and perhaps something to try.
Job Interview? These Are the Questions You Should Ask the Interviewer
by Bob Morrell
Going into a job interview? You need some really hot questions to get the interviewer thinking, and at the same time prove your skill in being able to peel back the lid on the job’s potential…
Interview Questions for Employers: Stop Asking the Same Questions
by Bob Morrell
Employers - how many times have you read through the same set of interview questions?
Why Do Salespeople Love Glengarry Glen Ross?
by Bob Morrell
Why has Glengarry Glen Ross become the film every salesperson knows?
Bob explores its lasting influence, memorable quotes and what it still teaches about selling today…
Price Integrity: Why Salespeople Discount Too Quickly
by Bob Morrell
Have you ever had a sales conversation going well until the price comes up?
Incentives at Work: Why Some Motivate and Others Don’t
by Bob Morrell
Ever been offered an incentive at work and thought… is that really going to make a difference?
Explaining VAPs: Selling the Value That Matters to Them
by Bob Morrell
You’ve had the conversation, the customer’s told you what matters to them and now you’re about to pitch something that doesn’t quite match.
People Management Without the Drama
by Bob Morrell
You’re in a team leader role. Whether it’s brand new or you’ve been doing it a while, you’ll already know this: managing people can be brilliant and maddening, in the space of a single day.
From Frantic to Focused: Rethinking Time in Sales Leadership
by Bob Morrell
Ever had one of those days where you were flat-out busy… and yet your to-do list somehow got longer?
7 Common Leadership Coaching Mistakes (and How to Avoid Them)
by Jeremy Blake
When leadership coaching’s done well, it changes everything.
Leaders with strong coaching skills build confidence, lift performance, and help people do their best work.
25 Years of Bob, Jeremy & Reality: What Have We Learned?
by Bob Morrell
Drama school is an interesting social experiment. After a few years of having your egos massaged you are launched into the business of ‘show’.
10 Example B2C Sales Questions That Win a Customer’s Trust (and the Sale)
by Jeremy Blake
Great sales conversations don’t sound like selling – they sound like understanding.
Selling Biases: Are You Taking Choices Away From Customers?
by Bob Morrell
When you’re selling, have you ever decided - silently, on your customer’s behalf - that they wouldn’t go for the pricier option, so you didn’t even mention it?