Weekly Scottish business podcast

Real talk for ambitious operators across Scotland and the UK.

Hosts Wicus van Biljon, Johnny Bisset, and Mike Annandale dig into the wins, wobbles, and working playbooks behind growing a resilient business. No fluff - just useful conversations with the people doing the work.

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  • Smart, straight-talking tips you can use the same week
  • Built in Scotland, shared around the world

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04/12/2025 · 44 mins

This One Sales Habit Is Killing Your Deals (And How To Fix It)

Are you still turning up, talking too much and wondering why prospects are not buying? In this episode of Business Babble, Mike, Johnny and Wicus sit down with Edinburgh based sales trainer Brendan Walsh (Hawthorne Business Group) to break down what good selling actually looks like in 2025.

What you’ll learn

  • Why everyone in business is in sales, whether you like it or not
  • How to run a first sales meeting where the prospect does 80% of the talking
  • The QDQ framework to drive better pipeline and more consistent results
  • How to handle objections without getting defensive or discounting on price
  • Why “no dickheads” should be a non negotiable rule for your ideal clients
  • The power of referrals, repeat business and preparation in B2B sales

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We exist to help founders and operators build the next wave of Scottish business success - without the guru nonsense.

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Meet the hosts

Three Scottish operators who still run businesses off mic.

Portrait of host Mike Annandale

Mike Annandale

Founder of award-winning letting agency moo-let, Mike champions better service for Scottish landlords and tenants while steering multiple ventures across property and golf.

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Portrait of host Johnny Bisset

Johnny Bisset

Trade entrepreneur behind JDB All Trades, Johnny coordinates full-service renovations across Scotland and brings that boots-on-the-ground rigour to every Business Babble conversation.

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Portrait of host Wicus van Biljon

Wicus van Biljon

Business Doctors advisor, Wicus works with Scottish SMEs to turn ambitious visions into executable plans, tightening operations while coaching founders through growth.

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