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TTWYK - https://www.ttwyk.com/ 78% of salespeople missed their sales targets in 2025. Niraj Kapur thinks it's going to get worse in 2026 - and he knows exactly why. In this episode of TTWYK (Tell Them What You Know), I sit down with Niraj Kapur - sales trainer, LinkedIn strategist, three-time author, and founder of Everybody Works In Sales. Niraj has trained over 500 companies including Salesforce, Barclays, and Exertis, and has spent 31 years in sales. We get into the real state of B2B sales in 2026. Why AI is disrupting the coaching and training industry. Why most business owners are making a £20-a-month decision that will cost them far more long term. And why sales - despite what people think - hasn't actually changed in 250 years. This is an honest, unscripted conversation between two people who've been around long enough to know the difference between what works and what just looks like it works. --- 🕐 TIMESTAMPS 00:00 - Introduction 02:00 - Wanting to be the first Indian Bon Jovi - rejection, racism, and what it taught him about sales 08:00 - 23 years in corporate: what he learned and what he had to unlearn 14:00 - Why he posts his wins AND his losses on LinkedIn every month 22:00 - The wedding post that re-activated a ghosted prospect 28:00 - LinkedIn as a trust platform - not a broadcast or sales platform 35:00 - Is AI killing the coaching industry? The £20 vs £3,000 question 42:00 - 78% of salespeople missed targets in 2025 - here's why 48:00 - How to make progress when the pipeline falls off a cliff 54:00 - Nice guys and the long game - kindness as a business strategy 01:00:00 - "Sales is dead" - Niraj's reaction to the quote 01:03:00 - The four closing questions: what he knows, what broke him, what's next --- 💡 WHAT YOU'LL LEARN IN THIS EPISODE - Why business owners replacing sales trainers with AI tools are making a costly mistake - How Niraj uses radical honesty on LinkedIn to generate inbound leads - Why personal posts on LinkedIn outperform business posts - with real examples - The truth about detaching from outcomes while still caring about results - How to stay consistent when nothing is working - Why sales hasn't fundamentally changed - and what has - The 8 things Niraj does to generate business (and why doing just one will fail you) --- 🎙️ ABOUT TTWYK TTWYK - Tell Them What You Know - is the podcast for founders, CEOs and MDs who have real experience, real opinions, and real stories worth hearing. No scripts. No PR versions. Just honest conversations that pull out the knowledge most business owners never share publicly. Hosted by Stefan Boyle - LinkedIn ghostwriter and personal brand strategist for UK B2B founders. New episodes every month. --- 🔗 FIND NIRAJ KAPUR LinkedIn: linkedin.com/in/nirajkapur Website: everybodyworksinsales.com YouTube: search Everybody Works In Sales --- 🔗 FIND STEFAN BOYLE LinkedIn: linkedin.com/in/stefanboyleghostwriter Website: https://www.ttwyk.com/ Want to find out if your LinkedIn profile is working as hard as it should? Take the free scorecard: https://stefan-fnwmiomb.scoreapp.com --- https://www.ttwyk.com/linkedin-ghostwriter #sales #linkedinmarketing #salestraining #b2bsales #linkedinstrategy #salescoaching #personalbranding #aiinsales #businessgrowth #salesleadership #ukbusiness #b2bmarketing #salestips #linkedincontent #ttwyk

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