Many small business owners struggle with sales, not because they lack a great product or service, but because they’re uncomfortable “selling themselves.” They overinvest in polished branding, only to freeze when it’s time to show up and connect. If this sounds familiar, you’re not alone and this episode is for you.

Discover how to bridge the gap between marketing and sales to create a more authentic, customer-focused business. We'll explore how to overcome the fear of rejection, build momentum without burning out, and use real conversations to unlock smarter strategies that actually work.

In this episode of Dealing with Goliath, host Al McBride speaks with Ciaran and Rachel McKenna of Wood Hazel Consultancy. With decades of combined experience in sales and marketing, they share practical advice for reluctant salespeople and growing teams on how to align their message, process, and customer experience.

Listen now to sharpen your edge and build a business that connects and converts.

GUEST BIOS:

Ciaran and Rachel McKenna run Wood Hazel Sales and Marketing Management Consultancy.

Ciaran boasts a robust career in senior management and sales leadership. Known for his excellent track record in boosting profit growth under various market conditions, he is recognized for his great listening skills, intuition, and fearless commitment to accountability, often asking the tough questions that drive progress. He is profoundly supportive, always considering the holistic development of his clients

Rachel McKenna is a seasoned marketing professional and mentor with a strong commercial sense, having cultivated her expertise primarily in the financial services sector across the UK and Ireland, alongside experiences in retail and startups, which has equipped her to lead marketing teams highly successfully. She values the authentic qualities of individuals and champions the belief that our unique differences enhance our collective strength.

TOPICS EXPLORED:

• Bridging the gap between sales and marketing for aligned customer engagement
• Why authentic branding starts with the business owner's true personality
• The role of collaboration and listening in cross-functional business success
• How real-time customer conversations outperform costly market research
• Overcoming fear of selling: shifting mindset from ‘sales’ to ‘helping’
• Building confidence for “reluctant salespeople” to grow their business
• Common pitfalls small business owners face in marketing and sales alignment
• The danger of misaligned branding that doesn’t match the service experience
• Reframing rejection in sales: why “no” is often more valuable than “maybe”

RESOURCES: 
 Wood Hazel : https://woodhazel.ie/ 

YouTube:  https://www.youtube.com/@woodhazelconsulting4473 

CONNECT: 

On LinkedIn:
Ciaran McKenna https://www.linkedin.com/in/ciaran-mc-kenna-3b24318b/

Rachel McKenna https://www.linkedin.com/in/rachel-mckenna-25a56237/

If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

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