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What if the problem with sales is not the activity itself, but the story we tell ourselves about it? In this episode of Human Wise, Helen Wada is joined by Jim Bloomfield, founder of Blue Jam and psychometrics specialist with over 20 years’ experience developing top talent across leadership and sales.

Together, they unpack why so many professionals feel uncomfortable with selling, and how reframing sales as value creation, not self-promotion, transforms both confidence and results. Drawing on behavioural science, psychometrics, and real-world commercial experience, Jim explains why high-performing salespeople are not the most money-driven, but the most client-focused. This conversation challenges the myths around sales and shows how leadership and sales share the same human DNA.

If you work in professional services, lead a commercial team, or are building your own business, this episode will help you sell in a way that feels authentic and aligned to who you are.

Topics Discussed

• Why sales feels “icky” and where that mindset comes from
• The psychology behind high-performing salespeople
• Authenticity and trust in commercial conversations
• How psychometrics reveal sales strengths and blind spots
• Why leadership and sales skills are more aligned than we think
• Building intentional, consistent business development habits
• How AI changes sales, but does not remove the human interface
• Turning technical experts into confident business developers

View extended shownotes here

Further links to follow:

Helen Wada: https://uk.linkedin.com/in/helen-wada

The Human Advantage: https://www.thehumanadvantage.co.uk/