Higgle: The B2B Sales Club

What if the real secret to sales success is in how you handle difficult people? In this episode, I sit down with Alex Sobol, Co-Founder of The Millennium Alliance, to look closely at the real traits that drive success in sales. Alex shares how he went from selling sponsorships straight out of college to building a global C-suite community that's now on track for $100 million in revenue. He believes that sales success has less to do with flashy tactics and more to do with work ethic, resilience, and the ability to handle difficult people without losing momentum. He explains why culture, accountability, and character start in the interview process, plus why he personally speaks to every potential hire. Alex later opens up about navigating uncertainty during COVID, the mindset behind scaling from 4 employees to 250, and the importance of staying relentlessly focused on the goal in front of you. We explore why founder-led selling doesn't automatically mean product-market fit, how to stress-test yourself for a career in sales, and what it really means to reverse-engineer success. Topics covered during this episode include: Why C-suite access is harder to earn than most sellers realize. How the high-impact model of The Millennium Alliance creates valuable conversations. Why private meetings change the way sponsors measure event success. Why sponsorship sales taught lessons to Alex that later shaped his business. How Alex and his other Co-Founder recognized an opportunity others seem to miss. How culture becomes more than a slogan during rapid growth. Why founder-led selling does not always prove a business can scale. How interview questions reveal traits a resume can easily hide. How difficult people can become a lesson instead of an obstacle. Why self-awareness may be the missing ingredient in many sales careers. How other, ordinary jobs can reveal whether someone is built for sales. How trained leaders become the real turning point in company growth. Why the first million is so dependent on blocking out noise and staying focused. Listen now to rethink how you handle pressure, rejection, and difficult people! Alex Sobol on LinkedIn: https://www.linkedin.com/in/alexsobol 

What happens when clients demand fewer people, lower fees, and measurable growth at the same time? In this episode, we're joined by Micki Meyer (Executive Director, Global Client Engagement - Health with Interpublic Group) to unpack the shifting economics of the agency world, including why traditional models are under serious pressure. We walk through the classic retainer, time-and-materials, and fixed-fee structures, leading us to discuss why AI is exposing their weaknesses faster than many expected. Micki shares what she's seeing inside large agency networks, challenging long-held assumptions about value, risk, and partnership. We dig into what AI actually unlocks beyond speed and savings, and why craft and distinct thinking matter more than ever. Micki explores what agencies must do to avoid becoming commoditized, and how compensation models may evolve into subscription floors with strategic premiums layered on top. We also discuss the collapse of bloated team structures, the future of junior talent, and how agencies must rethink hiring for curiosity and adaptability. Topics covered during this episode include: Why clients increasingly reject retainers without clear alignment on outcome. The structural weaknesses of time-and-materials pricing under AI acceleration. How fixed-fee deliverables create tension around procurement-driven cost pressure. The growing demand for performance-based compensation and shared risk structures. Why aligning on measurable success metrics is often harder than expected. How AI enables faster concept visualization for non-marketing stakeholders. The implications of AI commoditizing execution and production work. Why agencies must separate client-facing strategy from AI-powered production systems. The shift toward smaller, multifunctional pods instead of large account teams. What clients really mean when they ask for fewer people plus AI. Why safety, governance, and regulatory understanding are critical evaluation criteria. How subscription-based infrastructure models may replace hourly billing foundations. Why senior strategic thinking will command a rising premium. The impact of AI on junior talent pipelines and rotational learning models. How agencies must recruit for curiosity, adaptability, and AI fluency. If you want to understand where agency economics are heading next, this is an episode you can't afford to miss!   Micki Meyer on LinkedIn: https://www.linkedin.com/in/michelle-micki-meyer/ 

As production gets cheaper and faster, where does real agency value survive? In this episode, I sit down with Claire Lambell, Managing Director at Southpaw, to unpack what's really happening inside creative agencies as AI reshapes the industry. We dig into the pressure coming from automation, platform tools, and procurement, and ask the burning question: where does the strategic moat actually live now? Claire shares why the future isn't about making more creative faster, but about making the right creative, with stronger judgment, sharper storytelling, and deeper brand partnership. We explore why sameness is becoming a real threat and how agencies must rethink their positioning before the market forces it upon them. As our conversation unfolds, we debate whether production is becoming fully commoditized and what that means for pricing, talent, and business models. Claire talks about the tension between testing everything and trusting your gut, along with why craft, taste, and long-term narrative thinking may become even more valuable. We also check out the future of junior talent, the risk of over-relying on AI dashboards, and how agencies can move upstream into growth advisory roles. Topics covered during this episode include: The current fragile but buoyant agency market landscape. How AI advancements are increasing pressure on traditional agency models. The shift from just making more creative to making the right creative. How agencies must own client problem spaces strategically. The risk of descending into an "age of average" driven by identical AI insights. Why human craft and creative judgment remain critical differentiators. The importance of curating insights instead of executing all data. The three-layer model of cockpit, orchestration, and engine. How production commoditization threatens traditional profit centers. Why long-term narrative architecture outperforms disposable campaigns. The growing value of brand expression and consistent tone. How testing everything can undermine instinct and bold creativity. The importance of trusted client partnerships over supplier relationships. What AI can automate versus where humans must stay accountable. The ethical and cultural judgment gaps in current AI systems. Why agencies must evolve from execution partners to growth advisors. Don't miss this deep dive into where real creative value survives in the age of AI!   Claire Lambell on LinkedIn: https://www.linkedin.com/in/claire-lambell-a934382a/ 

What happens when you stop automating tasks and start reimagining the entire workflow? In this episode, we're alongside Rebecca Aliab Deng, Vice President of Business Operations at Cognitiv, to unpack what AI transformation actually looks like inside deep learning advertising platforms. We go beyond the hype and examine the real challenges: overwhelming volumes of AI tools, mismatched expectations, and the surprising realization that simply automating workflows isn't enough. Rebecca shares how her teams move from replicating old processes to reimagining outcomes entirely, and why operational readiness matters just as much as the technology itself. Rebecca explains that the pace of change, especially in procurement cycles, is forcing a fundamental rethink of how businesses evaluate and implement AI. We explore what this means for the future of agencies, storytelling, and cultural relevance in an AI-driven world. Rebecca offers a sharp perspective on why AI-generated creative still struggles to connect, and where human craft retains its edge. Then, we shift into a powerful conversation about the Women in Programmatic Network, sponsorship versus mentorship, and the structural shifts needed to create real opportunity. Topics covered during this episode include: The challenges businesses face of navigating an overwhelming amount of AI tools. How evaluating use cases prevents adopting superficial AI solutions. Why teams often rethink workflows after hands-on experimentation. The crucial shift from automating tasks to reimagining processes. How rapid AI development has disrupted traditional annual procurement cycles. What operational readiness means before scaling AI-generated outputs. Why efficiency gains must translate into higher-value brain space. The importance of defining clear jobs to be done by AI upfront. Why agentic AI hype still requires balanced human judgment. How AI creatives continue to struggle to resonate with audiences. The pressure on agency fee structures and output-based pricing. The origins of the Women in Programmatic Network. How systemic opportunity counters persistent pay disparities. Why women in organizations are often over-mentored yet under-sponsored. Tune in now to rethink AI, agencies, and opportunity from the inside out!   Rebecca Aliab Deng on LinkedIn: https://www.linkedin.com/in/rebeccaadeng/ 

Are agencies evolving into strategic partners, or becoming commoditized overnight by AI? In this second of two parts, Gareth Turner of Big Black Door joins me again to unpack what AI is really doing to marketing teams, agencies, and the role of the CMO. With his 30 years of brand-side experience, we get straight into the tension between strategy and execution. AI can move fast, but we explore why speed without direction is dangerous; Gareth shares a sharp analogy about a super car with a bad navigation system that perfectly captures the risk that brands face right now. We dig into what marketers actually need in an AI-enabled world, and why more output doesn't automatically mean more impact. As we go on, we tackle the tough questions: What should brands bring in-house? What is becoming commoditized? And what happens to junior talent if AI replaces entry-level work? We explore the collapse of the traditional agency pyramid, the rise of judgment and orchestration over production, and why truly agnostic strategic advice is becoming more valuable than ever. This conversation challenges assumptions about agencies, pricing models, and even career paths in marketing. Topics covered during this episode include: The evolving role of the CMO as conductor of marketing execution. How AI accelerates tactics, but does not replace human-led strategy. Why more marketing output does not necessarily guarantee greater impact. The evolution of agency models from creative to full service. Why CMOs need agnostic strategic partners, not biased advice. The importance of commercial judgment over self-serving recommendations. How executional work is becoming increasingly commoditized by AI. What brands should consider when deciding what to bring in-house. The shift from asset production to oversight and orchestration roles. Why experience enables leaders to instinctively challenge AI outputs. The risk of junior roles disappearing in an automated ecosystem. How the marketing talent pyramid may collapse over time due to AI breakthroughs. The possibility of new AI-native roles emerging unexpectedly. Why pricing models that are based on time and labor may fail. A final reminder to invest in thinking before accelerating execution. Tune in now to explore where real marketing value will sit in the next three years!   Gareth Turner on LinkedIn: https://www.linkedin.com/in/garethaturner/ 

What if the smartest move in marketing is to step back before doing more? We're welcoming Gareth Turner, Founder of Big Black Door, in this episode to check out what's really going on inside the modern CMO's world. We talk about the uncomfortable truth that most marketing leaders don't have enough budget to deliver their plans, and yet a staggering portion of that budget is wasted through poor briefs and misdirected work. Gareth challenges us to zoom out, rethink what the marketing team is actually there to do, and separate strategic clarity from tactical busywork. Later, we explore why so many teams optimize channels and campaigns before clarifying the job to be done. From driving penetration to improving visibility in-store, Gareth shares practical examples of how focused thinking unlocks measurable results (including what happens when an entire business aligns behind one clear goal). We also take a critical look at AI, agency roles, and why true partners should be willing to recommend something other than the service they sell. Topics covered during this episode include: Why poor briefs quietly waste a significant share of spending. What it means to zoom out from short-term business highs and lows. Why the changing agency world needs a client-side perspective too. What current research says about growth priorities and AI adoption. Why budget optimization often starts before real clarity exists. How strong CMOs get their thinking straight before choosing tactics. Why prioritizing initiatives is a clarity issue, not an execution one. How a single penetration goal aligns teams across the business. Why growth comes from first purchase before loyalty takes over. How AI changes tools without changing the marketing fundamentals underneath. Why media allocation should follow the growth problem being solved. What agencies miss when they confuse strategy with their service. Why independent advice matters when brands face expensive decisions. How true partners challenge clients instead of selling default solutions. Why judgment and orchestration matter more than polished execution alone. Listen now for an episode that cuts through the noise around AI, agencies, and modern marketing decisions!   Gareth Turner on LinkedIn: https://www.linkedin.com/in/garethaturner/ 

How do you win customers when AI becomes the gatekeeper between you and your audience? In this episode, I sit down with John Campbell, Head of Innovation & AI at ROAST, to unpack how AI is fundamentally reshaping search. We explore the shift from traditional search results to AI-generated answers, and why zero-click results are forcing businesses to rethink how they measure success. John explains how generative engines are changing discoverability, how buyer journeys are becoming less linear, and why simply ranking well on Google is no longer enough. We also get into the commercial implications, discussing how agencies are using AI to automate content, build internal tools, and increase efficiency. On the flip side, we also examine the risks of giving away too much value to clients in the process. We discuss how AI is impacting attribution, revenue models, and even entire service categories. If search is evolving from traffic generation to AI-driven recommendation, the big question becomes: how do you stay visible, competitive, and profitable in this new landscape? Topics covered during this episode include: The shift from SEO to GEO (generative engine optimization) How AI acts like a personal assistant reading sources, resulting in less link clicks from humans. The rise of AI-assisted vendor comparison at the end of buyer journeys. How prompt data reveals users comparing multiple providers simultaneously. Why ranking signals still influence generative engine recommendations. The growing importance of third-party review and directory websites. How structured website content improves visibility in AI responses. Why FAQs, transcripts, and HTML tables enhance discoverability. The early signs of advertising appearing inside AI-generated results. How subscription AI models may reshape digital advertising economics. How agencies are building niche tools using natural language coding. Why AI expands service offerings beyond traditional SEO boundaries. How discoverability now spans search, social platforms, and AI tools. The commercial risks of automating client-facing services without strategy. Why brands must actively monitor their visibility across AI search platforms. Don't get left behind. Tune in now to understand how AI is reshaping search and sales!   John Campbell on LinkedIn: https://www.linkedin.com/in/johnpcampbell/ 

Could a $5 gesture outperform your entire digital ad budget? In this second part of my conversation with Kris Rudeegraap, Co-CEO and Co-Founder of Sendoso, we start off by discussing the myths surrounding gifting in B2B sales and start tearing them apart. We hear how gifting isn't about flashy $500 items or gimmicks; it's about psychology, creativity, and timing. Kris explains why spending $30 on a thoughtful, well-timed gesture can outperform expensive ad clicks, and how response rates can jump 5-9x when gifting is layered into an omnichannel strategy. We talk about misconceptions around cost, mailing addresses, and whether gifting feels "cheesy." We explore how gifting works across the full buyer journey, from booking meetings to increasing demo show-up rates, nurturing referrals, and even driving renewals. Kris explains how AI is now powering smarter, more personalized gifting decisions, turning what once felt manual into something scalable and strategic. We get into ROI, conversion metrics, automation, and even the psychology of reciprocity and scarcity that makes gifting so powerful. Gifting isn't just about sending stuff, it's about creating pattern disrupts that buyers actually remember. Topics covered during this episode include: The big misconception that gifting is too expensive for modern B2B sales teams. Why comparing gifting ROI to paid digital ads completely changes the investment math. What creative, low-cost mailers demonstrate about effective pattern disruption in crowded markets. The myth that missing mailing addresses prevents successful direct mail outreach campaigns. How smart delivery tools solve remote work and office location challenges seamlessly. Why gifting strategies work for SMB deals, not just large enterprise contracts. The misconception that gifting feels outdated and awkward. How multichannel outreach strategies increase effectiveness far beyond email alone. Why personalization across international borders requires cultural awareness and thoughtful adaptation. The shift toward post-sales gifting to drive renewals and customer expansion revenue. How automation integrates gifting directly into CRM systems and sales workflows. The growing role of AI agents in selecting gifts and crafting messages. Why gifting consistently amplifies response rates 5-9x higher. How reallocating advertising budgets into gifting drives stronger long-term memorability. The psychology of reciprocity and scarcity principles behind gifting success. If you want to rethink outbound and discover what truly captures buyer attention, don't miss this episode!   Kris Rudeegraap on LinkedIn: https://www.linkedin.com/in/rudeegraap 

What happens when your biggest sales advantage suddenly disappears overnight? In this episode I sit down with Kris Rudeegraap, Co-CEO and Co-Founder of Sendoso. In this first of two parts, we rewind to the scrappy early days of his business when Kris was manually packing boxes at night just to stand out in sales. Kris shares how a personal frustration inside his own sales role sparked the idea for the platform that would later raise over $150 million in funding. We talk about pre-selling before the product is ready, building momentum through outbound, and why he refuses to wait for perfection before talking to customers. Kris breaks down the critical decisions that transformed early traction into scalable growth. He explains why hiring external salespeople early is essential to proving true product-market fit, how strategic tech partnerships accelerate momentum, and what it actually feels like to jump from $1M to nearly $5M in a year. We explore the realities of raising multiple funding rounds, building repeatable systems, and surrounding yourself with advisors who have seen the movie before. This all sets up part 2, where we'll take a close look at the advantages of using physical gifting to grow B2B relationships. Topics covered during this episode include: How a growth-hacker mindset shaped Kris' earliest sales experiments. The homemade mail merge system that gave him a competitive edge. What happened when new email automation tools eliminated that early advantage. How testing handwritten notes and surprise gifts opened unexpected sales conversations. Why pre-selling the unfinished product accelerated Kris' early market validation efforts. How disciplined outbound prospecting built the company's first meaningful pipeline. The surprisingly high response rates from personalized cold outreach campaigns. Why hiring SDRs and AEs early proved true scalable product-market fit. The danger of mistaking founder-driven passion for repeatable revenue traction. How strategic tech integrations can unlock exponential co-marketing and partnership growth. The deliberate investment Sendoso made in content and data to strengthen category authority. The importance of building a customer community filled with influential power users. How successive funding rounds accelerated hiring and infrastructure expansion. What consistent traction and repeatable systems signal to serious institutional investors. The mindset shift required to scale beyond pure founder-led hustle. Listen in to uncover the early decisions that shaped a nine-figure growth journey.   Kris Rudeegraap on LinkedIn: https://www.linkedin.com/in/rudeegraap 

In this episode we're welcoming Chris Davis, Managing Director (UK) at Hypetap, to unpack what influencer marketing really means beyond the buzzword. He explains why trust beats follower count, and how the algorithms have quietly rewritten the rules. Chris explains how a creator with a thousand followers can now outperform someone with a million, and why authenticity is the real currency that brands care about. Then, we turn the lens specifically towards B2B. I challenge Chris on what influence looks like in professional services, on LinkedIn, and inside niche industries. We talk about why going viral doesn't necessarily generate business, what changed in his own content strategy, and how misunderstanding what a client needs can kill a deal. We explore the tension between thought leadership and commercial intent, the rise of AI-written noise, and why consistency still wins every time. Topics covered during this episode include: How trust forms the foundation of authentic creator relationships. The ever increasing importance of compliance and creator accountability. What complexities arise when working with human creators instead of media inventory. How AI tools accelerate creator discovery and content analysis. Why follower count no longer guarantees content visibility like it did a few years ago. The rise of algorithm-driven content distribution and built-in virality. How niche creators thrive within specific professional communities. The implications of influencer strategy inside B2B environments. How a psychological theory can provide insight on digital relationship trust. The economic reality that most creators actually earn below minimum wage. The challenge of turning LinkedIn virality into real commercial leads. Why addressing immediate customer pain is way more effective than selling future vision. The importance of long-term consistency over short-term sales spikes. Listen now to uncover what's changing in influencer marketing before your competitors do!   Chris Davis on LinkedIn: https://uk.linkedin.com/in/chris-davis-01107318 

Are traditional go-to-market models quietly collapsing under the weight of AI? I'm picking up the conversation with Nikki Barua today by looking at what reinvention actually means when agentic AI reshapes sales, marketing, and go-to-market teams in real time. We talk about why old formulas built on volume, velocity, and hustle are breaking down, and why mass personalization is eroding trust instead of building it. Nikki explains how leaders must shift from chasing output to building outcomes, rethinking everything from funnels to pricing models. The conversation quickly expands beyond tools into decision-making chaos, longer buying cycles, and the growing pressure facing executives across industries. Nikki examines what happens when entire sectors feel the shockwaves of AI overnight and why slow, cautious moves may be more dangerous than imperfect action. She walks through how organizations can approach reinvention systematically and why static transformation plans no longer survive reality. We dig into what truly changes when companies commit to ongoing reinvention, how leadership teams align around uncertainty, and why people, not technology, ultimately determine whether AI becomes a moat or a meltdown. Topics covered during this episode include: The meaning of reinvention in a world that is being shaped by agentic AI. How traditional hustle-driven GTM models are beginning to fall apart. Why volume and velocity no longer translate into trust or results. The shift from linear funnels to adaptive, feedback-driven operating loops. The growing chaos executives face from markets, geopolitics, and AI disruption. Why decision-making paralysis emerges when everything becomes a variable. How outcome-based pricing reshapes trust between partners and clients. Why entire professional services sectors feel rapid AI-driven decimation. How leadership hesitation creates greater danger than fast iteration. Where organizations should begin when reinvention feels overwhelming. The role of diagnostics in identifying readiness and highest-ROI opportunities. Why static roadmaps fail in environments that rapidly change. How reinvention becomes an ongoing process rather than a one-time initiative. Why AI transformation is fundamentally a business transformation. Tune in and discover what it takes to adapt when transformation never ends!   Nikki Barua on LinkedIn: https://www.linkedin.com/in/nikkibarua 

What does it really take to shed an old identity and build an entirely new one from scratch? I sit down with Nikki Barua, Co-Founder of FlipWork, this week for the first of a two-parter. We go straight into the idea of reinvention, not as a buzzword, but as a lived experience shaped by survival, identity shifts, and relentless curiosity. We talk about how Nikki arrived in a new country with no resources, no safety net, and the uncomfortable reality of having to unlearn deeply held beliefs just to move forward. Nikki shares how reinvention isn't just about changing habits or careers, but about letting go of parts of yourself, confronting grief, and rebuilding identity from the inside out. We explore how belief systems evolve over time and why identity (not behaviour) is the real engine of change. We move through stories of role models, courage in unfamiliar systems, and the slow, often invisible work of rewiring how you think, speak, and show up. Nikki also begins to connect these personal reinvention themes to much larger questions about organizations, leadership, and the future of work. It sets the stage for what's coming in part two, hinting at how individual transformation scales into workforce reinvention in an era defined by constant disruption. Topics covered during this episode include: The role of isolation in forcing clarity around belonging and personal success. Why curiosity, courage, and contribution emerged as guiding personal values for Nikki. How courage looks different across cultures and social systems. The shift Nikki underwent from memorization-based learning to questioning authority. How identity change precedes sustainable behaviour change. Why belief systems must continuously evolve in changing environments. The idea of upgrading a human operating system intentionally. How adaptability becomes more important than intelligence or strength. Why large organizations struggle to move at the speed of disruption. The dangers of applying new technology to outdated organizational structures. How leadership courage is tested by uncertainty and rapid change. The emerging shift of humans from operators to orchestrators. Why work-based identity faces an existential challenge in the AI era. Start listening now and set the foundation for a much bigger conversation about the future of work!   Nikki Barua on LinkedIn: https://www.linkedin.com/in/nikkibarua 

Are you missing out on consistent revenue because you don't truly understand how partnerships actually work? Dave Plunkett, Founder of Collaboration Junkie, joins us today to unpack what partnerships really are and why so many agencies don't utilize them properly. He explains the critical difference between referrals and true commercial partnerships, and why trust-based selling is becoming more powerful as outbound becomes noisier and less credible. Dave introduces his D.A.N.C.E. framework and challenges common assumptions about cross-referrals, tech partnerships, and why "having lots of coffees" doesn't equal a strategy. As we continue, we explore how to design systems that make partnerships scalable, how to reward referrals without creating awkward incentives, and why most businesses obsess over finding partners before doing the foundational work. Dave shares real examples of agencies generating significant revenue in just weeks by activating relationships they already have. We talk about ecosystem mapping, value chains, commercialization, co-marketing with tech platforms, and the subtle but powerful art of nurturing long-term trust. Topics covered during this episode include: The distinction between informal referrals and structured commercial partnerships. Why partnerships require shared commercial outcomes, not casual goodwill. How poor outbound personalization increases the value of partnerships. The importance of understanding your customer value chain position. How upstream partners generate more consistent referral opportunities. Why downstream partners create different commercial dynamics. Why the risk of assuming partnerships must be evenly reciprocal. What a compelling partner value proposition actually looks like. How to commercialize partnerships without awkward kickbacks. The structure and philosophy behind the D.A.N.C.E. framework. How systems and structure protect and scale partnerships. The difference between incentivizing and rewarding referrals. Why nurturing requires intentional strategic and personal communication. Why engagement comes last, not first, in partnership building. Real examples of rapid revenue generated through activated partnerships. If you want partnerships that actually generate revenue, listen now and learn this incredible framework!   Dave Plunkett on LinkedIn: https://www.linkedin.com/in/daveplunkett/ 

Are we hiding behind sales tech instead of actually knowing how to sell? Joe Fontana, Advisor / Founding VP of Sales at Dextego, is a sales leader who's been building teams since the 90s. In this episode, we go straight into the tension that's shaping modern B2B selling. We talk about why sales and marketing still struggle to align, what's broken about incentives and KPIs, and why SDR teams might belong inside marketing. Joe challenges the way we think about prospecting today, especially the growing dependence on automation and AI. As we unpack what's changed (and what hasn't), we realize we're circling a bigger question about whether sellers truly understand the fundamentals anymore. From cold calling myths to LinkedIn prospecting strategies, we look at what actually works in 2026. Joe shares hard truths about technology becoming a crutch, why most sellers couldn't survive without their tools, and what it really means to "come correct" when approaching a buyer. We explore why big deals can't be closed over email, how fear still drives avoidance of the phone, and what buyers actually need from sellers today. Topics covered during this episode include: How sales and marketing fail to see themselves as symbiotic partners. Why misaligned metrics create tension between quota and brand building. The structural disconnect between short-term sales targets and long-term marketing strategy. How SDR teams can bridge the gap when aligned under marketing. What modern SDRs learn from frontline prospecting data. The shift from pitching to leading with curiosity and learning. How thoughtful research separates professionals from automated noise. Why over-reliance on technology weakens fundamental selling skills. The risks of trusting automation without verifying personalization. How multi-channel outreach outperforms single-channel prospecting efforts. The stark contrast between past cold-calling resilience and today's avoidance. Why large B2B deals cannot close through email alone. The reality that buyers complete most research before engaging sellers. What modern buyers truly need: clarity, credibility, and risk reduction. Hit play now and rethink everything you've assumed about modern B2B selling!   Joe Fontana on LinkedIn: https://www.linkedin.com/in/joe-fontana75/ 

Has modern B2B sales become so automated that going "backwards" is actually the smartest move? Today we've got Stephanie Melodia, keynote speaker and Creator of Hacking Luck, and Tash Rebuck, Founder of TR Sales Consultancy, joining us to unpack what's really happening in B2B sales right now (and some of it is wildly unexpected). Tash shares why traditional outreach methods like cold calling and physical gifting are making a serious comeback, complete with superb response rates that leave mass AI email campaigns in the dust. Tash provides examples of outrageous but brilliant campaign ideas, the surprising data behind them, and why sending something tangible can spark conversations that digital channels simply can't. From there, I discuss the tension between sales and marketing with Stephanie, exploring why alignment can still feel elusive. We talk about the challenge of attribution in long B2B sales cycles, the fear around investing without immediate ROI, and the power of a single "north star" metric to unite teams. There's also a fun conversation about persuasion at the leadership level, experimentation, and what it really takes to drive net new growth in a noisy, skeptical market. Topics covered during this episode include: How physical gifting achieves over 20% response rates. An outrageous gift being sent out by a charity that effectively sparks conversations. The cost of booking enterprise meetings through creative outreach. Why cold calling response rates are rising again. The decline of mass AI-driven email personalization campaigns. How multichannel outreach can combine gifts, calls, LinkedIn, and email to get results. The challenge of reaching buyers on personal mobile devices rather than business ones. Why building connections matters more than booking instant meetings. The role of branding as lubrication for sales processes. How a "north star" metric can be used to align sales and marketing teams. The problem of attribution in long B2B sales cycles. Why leadership commitment determines marketing investment success. How diversifying outreach methods reduces reliance on one channel. The importance of mastering internal persuasion to secure buy-in. Why trying new sales experiments prevents stagnation and decline. Don't let outdated tactics hold you back. Listen now and explore bold new ways to win enterprise deals!   Stephanie Melodia on LinkedIn: https://www.linkedin.com/in/stephmelodia-keynotespeaker/ Tash Rebuck on LinkedIn: https://www.linkedin.com/in/tashrebuck/ 

How do you build real momentum when relationships, timing, and trust refuse to move in straight lines? I'm sitting down with Alice Dawlat, Director of Growth & Partnerships at REF Digital, letting you in on what business development really looks like when you come from a delivery-first background. We talk through her path from project management into leading growth, and why that transition is far more emotional and uncertain than most people expect. She shares how structure, organization, and precision don't disappear, they just have to evolve. We get into the uncomfortable moments where certainty doesn't exist yet, how trust is built before a contract is signed, and why the hand-off between selling and delivery can make or break everything. Later, we walk through what it takes to move from inbound opportunities to a deliberate outbound strategy. Alice talks about picking a niche, deciding who not to chase, and building credibility with people who don't know you yet. The conversation then explores how relationships start long before projects, why timing matters more than pressure, and how growth depends on resilience, alignment, and staying human in every interaction. Topics covered during this episode include: How structure, organization, and process shaped Alice's professional mindset. What triggers the shift from account leadership into business development responsibilities. How internal visibility gaps can reveal missed opportunities and broken information flow. The challenge of balancing certainty with ambiguity in early sales conversations. Why being overly detailed too early can create friction with potential clients. How negotiation really evolves through back-and-forth conversations rather than single presentations. The importance of translating sales context clearly for delivery teams. Why agencies relying only on inbound growth will eventually hit a ceiling. How outbound strategy starts with identifying the right decision-makers. Why events can become a powerful entry point for building first connections. How personalized outreach before events can create natural conversations. Why follow-up strategy prioritizes relevance over volume. How patience, resilience, and tenacity define long-term growth success. Check out this episode and discover why patience and clarity beat pressure every time!   Alice Dawlat on LinkedIn: https://www.linkedin.com/in/alicedawlat/ 

Can you believe that small moments of trust and safety matter more than any sales technique? In this second of two parts with Mike Mears, we shift the focus directly into sales, leadership, and the psychology behind real influence. We explore what Mike has learned throughout his career, including why one-way communication fails and how dialogue reveals what leaders often miss. The discussion quickly moves into how assumptions quietly damage sales performance, why curiosity consistently outperforms pressure, and how traits can shape success in sales. As the episode continues, we get into the path of safety, trust, clarity, and challenge, plus why skipping any step undermines everything that follows. We unpack social pain, how easily it's triggered, and why the brain remembers it longer than physical injury. Mike explains why trust is fragile, how consistency outweighs charisma, and how even small facial expressions can create lasting damage. Mike leaves us by talking about how steady course correction beats dramatic intervention when it comes to motivating teams and driving growth. Topics covered during this episode include: How short, focused messaging followed by dialogue creates stronger organizational alignment. What employee involvement reveals about decision-making, ownership, and long-term performance. How leadership behaviours directly influence sales environments. Why making assumptions about sales performance shortcuts understanding and limits improvement. How curiosity functions as a skill that can be developed rather than a fixed trait. What safety, trust, clarity, and challenge look like as a natural psychological sequence. How unfairness, exclusion, or uncertainty can instantly derail productive sales conversations. The importance of avoiding unintentional social pain in everyday customer interactions. How small gestures, consistency, and "free gifts" establish psychological safety and trust. What reciprocity reveals about human behaviour across psychology and anthropology. Why trust depends on credibility, reliability, intimacy, and minimized self-interest. How subtle facial expressions can damage trust long after the moment passes. Why visual storytelling and metaphors make messages more memorable. Uncover the unseen forces influencing trust, motivation, and performance in this episode!   Mike Mears on LinkedIn: https://www.linkedin.com/in/mike-mears-leadership-theoretician-4627a889/ The Check-in Cheat Code: https://piscari.com/wp-content/uploads/2026/01/Checkin-Cheat-Sheet.pdf The 15 Powerful Intrinsic Rewards: https://piscari.com/wp-content/uploads/2026/01/Intrinsic-Rewards.pdf

How do trust, certainty, and human behaviour decide outcomes when the stakes are extreme? In this first part of a two-part conversation, I'm welcoming Mike Mears, a former Chief of Human Capital at the CIA, to explore the hidden mechanics of leadership and human behaviour under immense pressure. We start with his unlikely path from West Point and Harvard Business School into covert intelligence work, and how that experience exposes patterns most people never get to see. From working undercover in dangerous environments to later building the CIA Leadership Academy, Mike shares stories that reveal how trust, fear, and certainty quietly drive human decisions before logic enters the picture. We examine how leaders influence behaviour when authority alone doesn't work, and why clarity matters more than motivation. Mike explains how the CIA studies cognitive bias, uncertainty, and insight moments in the brain, along with why those discoveries matter far beyond espionage. We also look into how certainty is created, why people hesitate even when solutions look obvious, and how small behaviours can shift outcomes in high-stakes situations. Topics covered during this episode include: How covert and overt roles inside the CIA create radically different leadership pressures. What operating in "denied areas" reveals about stress, risk, and decision-making under threat. Mike's transition into building the CIA Leadership Academy from first principles of human nature. How leadership training shifts when behaviours replace abstract values and traits. The importance of psychological safety as the foundation for trust and clarity. How cognitive bias influences judgment, even among highly trained intelligence analysts. The recruiting cycle of spotting, assessing, developing, and recruiting human assets. Why relationship development matters more than persuasion in high-risk commitments. How insight moments form in the brain outside logical, analytical thinking. Why certainty reduces perceived threat and unlocks forward movement. How reciprocity builds trust through consistent, meaningful exchanges. The limitations of traditional leadership levers like metrics and authority. Why simple human needs quietly mould engagement, motivation, and commitment. Listen now to explore how certainty and trust influence outcomes long before logic does!   Mike Mears on LinkedIn: https://www.linkedin.com/in/mike-mears-leadership-theoretician-4627a889/  The Check-in Cheat Code: https://piscari.com/wp-content/uploads/2026/01/Checkin-Cheat-Sheet.pdf The 15 Powerful Intrinsic Rewards: https://piscari.com/wp-content/uploads/2026/01/Intrinsic-Rewards.pdf

Why is mass personalization with AI actually making it harder to win deals? I sit down with Freya Ward, Associate Managing Director at Headley Media, for her second appearance on the show to unpack how the B2B buying journey has fundamentally changed...and why so many sales strategies are now misaligned with reality. We dig into the shift toward long, independent research cycles and the rise of "hidden buyers" who shape decisions without ever speaking to sales. We explore why awareness, familiarity, and internal justification matter more than pushing for sales-ready leads, especially when buying committees are larger, risk-averse, and under pressure to justify decisions internally. We also get into the impact of AI, personalization, and data on trust. We examine why mass personalization often backfires, how buyer fatigue is quietly eroding confidence, and why more content doesn't always mean more influence. Freya breaks down the differences between first-party and zero-party data, how explicit intent changes engagement, and why true personalization still requires human effort. Topics covered during this episode include: The shift toward buyers completing most research independently before engaging sales teams. How elongated buying cycles now stretch from months into years for complex B2B purchases. Why hidden buyers like procurement, finance, legal, and HR influence decisions earlier. The growing size and complexity of B2B buying committees and internal decision dynamics. How trust and brand familiarity reduce perceived risk during internal justification stages. Why sales and marketing alignment becomes essential in modern buying environments. How AI enables scale but often creates noise instead of meaningful personalization. The erosion of buyer confidence caused by overwhelming content and generic outreach. What first-party data really represents in a remote, multi-device buying world. Why zero-party data provides clearer intent through explicit buyer-provided information. The role of content in supporting buyers during long research and evaluation phases. How ecosystem-based selling gains advantage through shared relationships and alignment. The importance of multi-channel presence across calls, email, social, and communities. Listen now to uncover what's quietly shaping buying decisions long before sales ever gets involved!   Freya Ward on LinkedIn: https://www.linkedin.com/in/freya-ward/ 

Can a fairly short book really build authority faster than years of content marketing? Julie Trelstad, Head of US Publishing at Amlet.ai, joins me this week to unpack how books quietly remain one of the most powerful tools for building authority and trust. Julie shares insights from her decades of publishing experience to explain why a book doesn't need to be long or traditional to be impactful. We talk about narrow points of view, short-format books, and why speed to market often matters more than prestige. She shares how credibility is baked into authorship itself, and how professionals can carve out a "category of one" by publishing focused, practical ideas instead of overwhelmingly long reads. We then explore the real mechanics behind publishing today, including self-publishing, hybrid models, and why discovery almost never happens on Amazon. Julie also gives advice on how AI can support the writing process without replacing the author's voice, and why emerging ideas around digital rights and content licensing may redefine how expertise is monetized. Topics covered during this episode include: What defines a differentiated point of view within crowded business publishing categories. How shorter books deliver clarity, speed, and higher practical impact. Why worrying about redundancy often prevents experts from publishing at all. How AI tools can analyze existing content to uncover unique perspectives. The importance of writing with a specific reader clearly in mind. How professional editors can be utilized to convey your thoughts in business-focused books. The differences between self-publishing, traditional, and hybrid publishing models. Why Amazon works as distribution, but not as discovery. How email lists consistently outperform other book sales channels. What pricing strategies make low-friction book purchases more effective. How advertising only works once book pricing crosses certain thresholds. The practical cost ranges for editing and proofreading short-format books. How AI supports outlining, cleanup, and clarity without replacing authorship. The emerging value of licensing content for AI training and data usage. Why publishing now creates future revenue opportunities beyond book sales. Check out the incredible insights in this chat to discover how a short, focused book can instantly elevate credibility and open new opportunities!   Julie Trelstad on LinkedIn: https://www.linkedin.com/in/julietrelstad 

What actually cuts through when buyers ignore almost every email and call? I'm welcoming Mike Fantis, VP Managing Partner at DAC Group/London, to unpack what's really happening in modern sales and why so much outreach simply doesn't work anymore. We talk about how digital convenience has created lazy habits, from bulk emails to hollow personalization, and why buyers have learned to tune it all out. He explains that tactics are not as important as the fundamentals: value, relevance, and understanding how businesses actually operate. Mike explains why long-term relationship building, pipeline thinking, and showing insight before there's ever a brief are extremely important. We get into how pitches are really won before anyone enters the room, why chemistry and clarity matter more than volume, and how agencies lose by trying to be everything to everyone. Mike also shares insights on omnichannel disconnects, retail blind spots, and why answering today's brief isn't enough without planning for tomorrow's business reality. Topics covered during this episode include: How digital measurement created shortcuts and encouraged lazy sales behavior. Why bulk emails and mass outreach fail to create meaningful engagement. How buyer skepticism increases as personalization becomes automated. The reality of inbox overload and diminishing attention windows. Why building new relationships now requires long-term pipeline thinking. How existing clients and referrals drive the most reliable growth. What role intermediaries and pitch consultants play in modern briefs. How focused, research-led outreach has replaced high-volume activity. Observations about omnichannel and brand-to-local disconnects. How digital and physical teams create friction inside organizations. Why showing real-time customer insight creates immediate relevance. How pitches are shaped long before the formal presentation. The value of rehearsal, structure, and clear takeaways in presentations. Why differentiation depends on saying no and owning a clear position. Don't miss this conversation on standing out when everyone sounds alike!   Mike Fantis on LinkedIn: https://www.linkedin.com/in/michaelfantis/ 

Can saying no to a perfect deal actually unlock a bigger win? I'm joined by Phil Squire, and we explore what really drives success in complex sales when trust, access, and credibility are on the line. We talk through research that shows dramatic shifts in win rates when teams focus on a small set of positive mindsets—and what changes when organizations stop chasing every opportunity. We dig into the real cost of bidding, why some tenders are unwinnable before they start, and how procurement processes can unintentionally block the very behaviors buyers say they value. Along the way, Phil shares a story that turns conventional sales logic upside down. We then move beyond stories into what's changed since the original research. I walk through how mindset can be measured, practiced, and developed over time, and why most sellers still fall short even when they think they're doing well. We explore why values are different from personality, how leaders shape behavior through systems and incentives, and why the rise of AI is raising expectations instead of lowering them. The conversation closes with a sharp look at originality, authenticity, and what it now takes to be genuinely credible in front of skeptical buyers. Topics covered during this episode include: How the research links specific sales mindsets to sharply improved win rates. The impact of choosing not to bid on deals with low probability of success. Why lack of stakeholder access makes it impossible to sell in a client-centric way. The true financial cost of pursuing large, complex tenders without relationships. The story of declining a tender and triggering a deeper buyer conversation. How early honesty reframes credibility before a formal bid even begins. What site visits can reveal that written tenders fail to capture. The hidden risks embedded in service expectations and contract structures. How insight-based feedback can reshape a tender without manipulating outcomes. The role of innovation conversations outside of formal procurement processes. What self-assessment data reveals about mindset gaps across sales teams. Why scoring well in one area fails without balance across all mindsets. How values differ from personality, and why values can change over time. The emerging tension between artificial intelligence and intellectual authenticity. Prepare to be fascinated when you hear why doing less can sometimes win you far more!   Phil Squire on LinkedIn: https://www.linkedin.com/in/philipsquire/ 

Why do most sales conversations quietly fail before anyone realizes what went wrong? Today, I sit down with Philip Squire, CEO of Consalia, to explore a research journey that begins with a deceptively simple question: how do customers actually want to be sold to? In this first of a two-part series, we go back to the early interviews that sparked his doctoral research, where senior buyers openly shared stories of sales conversations that worked (and far more that didn't). We reflect on the surprising intensity of their responses, the emotional energy behind their frustrations, and how a single off-script question revealed just how few salespeople are getting it right. We follow the evolution from early data collection into a much deeper inquiry about what really drives sales behaviour, checking out why traditional competency models fail to explain buyer dissatisfaction, as well as how a pivotal shift can reframe everything around values rather than tactics. Philip finishes up part one by giving a preview of some of his findings that challenge long-standing assumptions about selling. Topics covered during this episode include: The early background behind launching a research project focused on buyer perspectives. How initial customer interviews unexpectedly evolved into a much larger academic inquiry. What senior buyers revealed when asked to share real sales success and failure stories. How emotional intensity emerges when buyers describe poor sales experiences. What percentage of sales interactions buyers consider genuinely valuable. The realization that traditional sales training fails to address buyer frustrations. What patterns emerged after dozens of in-depth qualitative buyer conversations. Why early research findings feel disappointingly obvious and incomplete. Why behavioural analysis alone fails to explain consistent buyer dissatisfaction. The shift toward examining underlying values rather than observable actions. How culture affects behaviour, while core values remain consistent globally. The introduction of negative values that damage trust early in sales conversations. The contrasting positive values buyers associate with effective sales relationships. Why creativity and boldness only work when credibility is already established. Check out this episode to hear the research that reframes what buyers really respond to!   Philip Squire on LinkedIn: https://www.linkedin.com/in/philipsquire/ 

What happens when brilliant delivery is no longer enough to keep clients loyal? It's time to explore what truly drives sustainable agency growth by unpacking two decades of relationship data with Emma Hillary, Head of Growth & Marketing at Verity Relationship Intelligence. We focus on why great work alone no longer guarantees retention, even when client satisfaction appears high. Emma breaks down the findings of Verity's 2025 Relationship Report, which identifies six traits shared by high-performing agencies, challenging the assumption that results always come first. We dig into why understanding clients as humans, not just as briefs or businesses, creates a stronger foundation for trust, confidence, and long-term value. Emma explains what's happening beneath the surface of modern client–agency relationships, and we talk about efficiency complaints, post-pandemic pressure, and why relationships often become strained even when delivery improves. We examine the hidden cost of transactional behaviours, the imbalance that can form between clients and agencies, and how feedback can become a growth lever instead of a threat. Finally, we look into why team satisfaction is declining while client ratings rise, and what that tension reveals about the future of agency models. Topics covered during this episode include: How leaning into negative client feedback should uncover valuable insight instead of defensiveness. What relationship intelligence means beyond contacts, chemistry, or likability. How agencies attempt to commercialize relationships through measurement and benchmarking. Why Verity's research challenges the belief that work quality alone drives growth. How client expectations escalated after pandemic-era delivery pressures. What a confidence gap reveals about satisfaction today versus belief in the future. Why strategic vision and innovation strongly influence future client confidence. How talent shifts and "juniorization" of talent affect perceived strategic value. The importance of retention as a growth strategy rather than a defensive metric. Why organic growth is cheaper and more durable than constant new business wins. How inefficiency complaints now include emotional ease, not just process failures. What data reveals about experience outweighing output in recommendation decisions. How leadership care and recognition buffer against toxic client behaviour. The risks of parent/child dynamics forming in client relationships. How empathy, listening, and curiosity reset power imbalances. Uncover what really keeps clients committed beyond the work itself in this episode!   Emma Hillary on LinkedIn: https://www.linkedin.com/in/emma-hillary-49b5aa9/ 

What if the biggest sales opportunities you're missing could be unlocked simply by changing how you follow up? We're talking with Evelyn Oluwole today, AKA "The Follow-Up Queen," digging into the experiences that shaped her journey to leading major global accounts. Evelyn, who is the Senior Sales Director at WeTransfer, challenges the assumptions many of us carry about what real selling actually requires. She opens up about why legitimately listening to potential clients still beats every piece of technology, how knowing just two pieces of information can transform a cold call, and why she believes sales remains the least-trained yet most business-critical profession. Evelyn then talks about her impressive expertise in follow-up conversations, along with why she thinks most deals fall apart not because of a bad pitch, but because the strategy afterward is weak or non-existent. She shares how timing, value, and multi-touch outreach can completely change the trajectory of a deal, and she breaks down a recent six-figure win that came from persistence, intention, and the right kind of visibility. We also discuss how AI can elevate, not replace, the work we do, and why using it well could become the next major competitive edge. Topics covered during this episode include: How listening is a foundational skill Evelyn learned from cold-calling small business owners. How using a person's name and business details earns the next 15 seconds of the call. How understanding research tools can sharpen your ability to personalize quickly. Why formal sales training disappears as sellers advance into senior roles. Why the lack of structured development weakens long-term sales effectiveness. How remote work reduces peer learning that once happened naturally in shared offices. The positives of experiencing embarrassment, and why it's something we're often missing out on. What makes follow-up become the defining indicator of genuine interest and commitment. How timing follow-ups depends on deal size, decision makers, and internal processes. Increasing response likelihood by adding value to every follow-up. How multi-channel touchpoints strengthen visibility and trust. A six-figure deal that Evelyn was recently able to secure through strong follow-ups. Why trust building requires relevance, credibility, and low self-interest. How AI eliminates tedious research and improves email structure and prioritization. How treating AI as a "bright intern" can optimize its usefulness. Listen now to discover the strategies that turn conversations into real opportunities!   Evelyn Oluwole on LinkedIn: https://www.linkedin.com/in/evelynoluwole/  Evelyn Oluwole on Instagram: https://www.instagram.com/thefollowupqueen/ 

What if the key to closing more sales lies in understanding body language and reading the room effectively? Kevin Kelly, an international keynote speaker and author, takes us through his Three A's framework (awareness, attention, and action) in this episode. We explore the secrets to forming genuine connections with clients, where likability and trustworthiness take center stage. Curious about how self-awareness can boost your sales game? Kevin and I unpack this fascinating topic, offering compelling stories that highlight how understanding yourself can reshape your interactions and lead to greater sales success. As we navigate the evolving B2B sales landscape, we offer powerful insights on engaging buyers early and building lasting client relationships. Ever wondered how storytelling can revolutionize your sales conversations? Kevin shares captivating experiences, illustrating how aligning your narrative with clients' needs can transform them into loyal advocates. We also tackle the art of reading body language and why resilience and patience are key tools for any salesperson. Topics covered during this episode include: How presence, likability, and trustworthiness are crucial in forming client connections. Why self-awareness is vital for managing impressions and relationships in sales settings. How attention can be captured through compelling narratives. Why action, resilience, and persistence are essential in pursuing sales goals. A study that reveals a gap between perceived and actual self-awareness. Why lack of self-awareness affects communication, with a focus on listening and interaction. How B2B sales often begin with referrals, stressing the importance of early engagement. Why building friendships and transforming them into client advocacy is critical. Why storytelling aligns sales conversations with client needs, focusing on ROI. How collaboration and discussion documents engage clients in co-creative processes. Why resilience, patience, and consistent follow-up are keys to closing sales deals. Transform your approach to sales by mastering the Three A's framework and enhancing communication!   Kevin Kelly on LinkedIn: https://www.linkedin.com/in/kevinkelly1/ 

Could the power of active listening and effective questioning be the missing link to winning more sales? We're getting deep into the art of crafting persuasive sales presentations with the insightful Tom Martin, Founder & President of Converse Digital, in this episode. Together, we unlock the secrets of using authenticity and vulnerability to transform ordinary pitches into extraordinary ones. Are you tired of feeling like your presentations fall flat? Discover how embracing imperfections and structuring your arguments clearly can resonate more with your audience. Plus, Tom reveals the science behind managing your audience's cognitive load, ensuring your message sticks long after the presentation ends. We also explore the critical role of active listening in sales calls. Ever wondered why some pitches just don't land? We tackle the pitfalls of confrontational language and the magic of asking insightful questions. Tom and I uncover how truly engaging with clients can lead to unexpected insights and lasting partnerships, with tips that will allow you to revolutionize your sales approach and win over clients with genuine connections. Topics covered during this episode include: How embracing vulnerability and authenticity can enhance your pitch. Why being comfortable with imperfections can help forge genuine connections. How structuring arguments clearly enhances understanding and message retention in pitches. Why managing your audience's cognitive load is crucial for memorable sales pitches. How building a "yellow brick road" in presentations guides the audience through the argument. How active listening in sales calls uncovers crucial insights and enhances understanding. Why asking insightful questions can differentiate your agency and win accounts. How engaging in discovery calls can uncover unexpected insights during client interactions. How avoiding the word "why" can prevent confrontational language and foster productive dialogue. Why asking "what" or "how" questions encourages clients to share more information. Tune in to discover the secrets of crafting persuasive sales presentations and learn how authenticity and active listening can transform your pitch!   Tom Martin on LinkedIn: https://www.linkedin.com/in/tommartinjr/ 

What are the often-overlooked red flags and chemistry factors that can make or break your agency's success in the RFP process? I'm thrilled to welcome Michelle Cleary, a seasoned marketing procurement professional with Anywhere Real Estate, to unravel the myths and unlock the potential of procurement in agency collaborations. Michelle shares her unique insights into how early engagement with procurement can transform it from a perceived bureaucratic hurdle into a strategic partner that adds immense value. We discuss the art of procurement, exploring how it can foster strong, successful relationships and elevate agency performance. As we continue on, Michelle sheds light on the complexities of the agency selection process and the nuances of running a successful RFP. She emphasizes the importance of embracing niche expertise and recognizing the value of team chemistry in building successful partnerships. Michelle offers practical advice on how agencies can stand out, adapt to client needs, and build trust through transparency and personal interactions. Topics covered during this episode include: How Michelle uses her expertise to challenge misconceptions about procurement in marketing. Why not over-relying on incumbent agencies can lead to better marketing outcomes. How niche expertise, especially in multicultural marketing, is a valuable asset in the US market. Why team chemistry is crucial in agency selection and successful partnerships. How Michelle provides actionable tips for agencies to stand out and build trust. Why listening and adapting to client feedback are essential during the RFP process. How understanding procurement's strategic value can unlock significant opportunities for agencies. Why procurement's relational approach can be either a challenge or a benefit for agencies. How transparency and personalization are key to successful engagement with procurement professionals. Don't miss this episode to gain actionable insights on navigating agency selection and RFP processes for standout marketing strategies!   Michelle Cleary on LinkedIn: https://www.linkedin.com/in/michelle-c-b3828b9/ 

Could AI leaders be the new key players in achieving financial revenue targets, or is this just another tech myth? In the second of two parts, we welcome back Waseem Ali, former Chief Data Officer at Lloyd's and now CEO at Rockborne. Waseem offers an expert's perspective on the role of AI and data leaders, arguing for their potential to directly influence financial revenue targets. We discuss the myth of AI as the cure-all to everything in business, and highlight the essential role of high-quality data and human judgment in driving successful outcomes. As we explore further, we uncover the dynamic shifts in knowledge management driven by generative AI and its implications for businesses today. Waseem shares his journey from traditional content moderation to mastering sophisticated AI systems, emphasizing the ongoing need for training and data privacy. We examine how industry giants like Amazon leverage AI to fortify their competitive moats and enhance customer experiences. Tying the discussion back to the consulting industry, we talk about AI's dual potential to both reshape and empower traditional roles. Topics covered during this episode include: How AI is influencing business strategies across various industries. Why AI leaders should have revenue goals due to AI's business growth potential. How quality data and continuous model training are crucial for effective AI solutions. Why human judgment is vital in defining AI outcomes and embracing failures to drive growth. How generative AI is impacting knowledge management and business processes. Why safeguarding sensitive client data is imperative in AI applications. How companies at the forefront of technology such as Amazon use AI to strengthen their competitive advantage. Why AI could either reshape or empower traditional roles in the consulting industry. How businesses must strategically harness AI for operational and customer relationship benefits. Why cultural challenges can make or break new technology implementations in businesses. Join us as we explore the balance between AI innovation and human judgment in driving business success in today's rapidly evolving market!   Waseem Ali on LinkedIn: https://www.linkedin.com/in/waseemali-data 

How can businesses ensure responsible innovation without getting lost in the AI hype, and what role does upping your skills play in this journey? Waseem Ali, former Chief Data Officer at Lloyd's and now CEO at Rockborne, is here to share his top insights on thriving in an AI-driven market. As we explore the ever-evolving landscape of job roles influenced by technological advancements, Waseem shares his thoughts on the critical importance of staying in-touch with AI and data literacy. Drawing from his extensive career in healthcare, consulting, and corporate leadership, Waseem emphasizes the need for a balanced blend of technical expertise and business acumen to navigate the future of work effectively. Throughout this first part of a two-part series, we uncover the challenges and opportunities businesses face as they juggle cost constraints while embracing generative AI technologies. Waseem shines light on the democratization of data skills across organizations, stressing that AI should serve as a tool for augmentation rather than replacement. We discuss the significance of upskilling contractors with AI literacy and equipping them with the right tools to enhance their roles. Waseem advocates for a workforce that adapts to technological advancements, ensuring AI expands job functions and opens new avenues for growth. Topics covered during this episode include: Why the recruitment landscape is changing with the rise of generative AI technologies. How businesses are balancing cost constraints with the need to adopt AI advancements. Why democratizing data skills across organizations is essential for growth. How AI can augment job functions rather than replace them. The reasons behind an increasing demand for training in AI and data literacy. How organizations can integrate AI responsibly to enhance their operations. Why bridging technical expertise with business acumen is crucial for successful AI implementation. How AI can assist in educational settings by automating tasks while maintaining human oversight. Why a workforce adaptable to technological advancements is necessary for future success. How organizations can navigate economic challenges while embracing AI technologies. Why human skills are important for translating AI concepts into actionable business strategies. Discover how AI is reshaping careers and learn strategies for staying ahead in this episode!   Waseem Ali on LinkedIn: https://www.linkedin.com/in/waseemali-data 

How can emotional intelligence and cultural sensitivity transform your B2B sales strategy in a world dominated by automation? Joining the podcast today is Oya Mustafa, the Chief Growth Officer at Not Normal Group. We get into a deep discussion about transformative power of emotional intelligence in B2B sales, discussing how human-centric approaches can outshine the surging trend of AI. Oya passionately shares her insights on building trust through genuine human connections and the crucial role of emotional intelligence and cultural sensitivity in business development. We explore the paradigm shift from transactional to transformational growth, highlighting the importance of long-term relationship building over short-term sales metrics. Oya and I scrutinize the limitations of AI in fostering genuine connections, emphasizing the need for patience, authenticity, and consistent brand narratives. Our conversation explains the importance of strategic engagement that transcends quarterly targets, advocating for sustainable success through enduring trust. Topics covered during this episode include: How emotional intelligence and cultural sensitivity are vital in differentiating businesses. How Oya emphasizes the role of trust in human-centric business development. How automation and AI have limitations in creating genuine human connections in sales. Why transformational growth should focus on trust and authenticity over immediate success. How aligning internal stakeholders is crucial to overcoming existing supplier relationships. Why intentional and authentic engagement strategies are necessary for sustainable success. How consistent and emotionally engaging brand narratives foster human connections. Why short-term sales strategies are inadequate for meaningful, lasting business development. How skepticism towards cold contacts necessitates genuine relationship-building efforts. Explore strategies for building lasting business relationships in the age of AI by listening to this enlightening episode!   Oya Mustafa on LinkedIn: https://www.linkedin.com/in/oya-mustafa-3144612b/ 

Are you ready to discover the magic of combining scientific insights with emotional connections in brand strategy? Ulli Appelbaum, Founder & Chief Strategy Officer at First The Trousers Then The Shoes, joins us in this episode to explore the nuanced world of brand strategy. As he shares his wealth of experience in creating brand clarity and emotional connections, we examine how the science of brand associations can elevate a business beyond just its logo, turning it into a series of memorable connections. From discussing the 95-5 rule to understanding how charisma and honesty foster genuine client relationships, Ulli offers incredibly valuable insights for anyone looking to master the craft of branding. Ulli later reveals the blend of science and creativity that fuels successful brand strategies. He introduces the fascinating concept of building brand predisposition for future buyers and emphasizes the importance of differentiation in a crowded marketplace. We also explore how creative strategies can be inspired by unique influences, and how charisma and honesty can lead to long-lasting partnerships, even if it means admitting when you're not the best fit for a project. Topics covered during this episode include: How brand clarity significantly enhances business growth, and how it can be compared to a Japanese tea ceremony. Why scientific knowledge and experiential learning are crucial in brand strategy development. How brands need to be more than just logos. Why evidence-based marketing is essential for differentiating brands in crowded marketplaces. How the 95-5 rule emphasizes building brand predisposition for future buyers. Why emotional connections and authenticity are key in building client relationships. How charisma and honesty foster long-lasting partnerships. Why consistency, clarity, and emotional engagement are pivotal in building strong brand associations. How personality and team chemistry can impact the success of business pitches and presentations. The reasoning behind the name First The Trousers Then The Shoes. Listen to this episode for expert insights on building strong brand associations and learn why emotional resonance is key to winning over clients in a competitive market!   Ulli Appelbaum on LinkedIn: https://www.linkedin.com/in/ulliappelbaum/ 

What secrets do expert negotiators use to transform conflicts into win-win situations? Andres Lares, Managing Partner of the Shapiro Negotiations Institute, joins us to share his wealth of negotiation experience in this episode. We explore the transformative power of empathy and emotional intelligence in achieving successful outcomes, as Andres emphasizes the importance of considering the other party's needs and transforming negotiations into collaborative efforts. By focusing on curiosity and the art of asking the right questions, we uncover strategies to build rapport and gather valuable insights, ultimately ensuring both parties walk away satisfied. We also talk about strategic collaboration, examining the dynamics between sales and procurement using models like the Kraljic matrix. We get into the importance of preparation and ethical conduct, discussing how understanding your BATNA can enhance leverage without sacrificing integrity. Through engaging examples, Andres also highlights the significance of trust and transparency. Topics covered during this episode include: How empathy and emotional intelligence will enhance your negotiation skills. Why considering the needs of both parties is required for collaborative agreements. How curiosity and strategic questioning build rapport and gather insights. Why strategic collaboration is vital in sales and procurement relationships. How the Kraljic matrix and Thomas-Kilmann model can be used to respond to conflict. Why preparation and curiosity are key to successful negotiations. How trading variables avoids fixed-sum scenarios and facilitates win-win outcomes. Why transparency and avoiding false deadlines are crucial for ethical negotiations. How leveraging BATNA influences negotiation power and confidence. Why building strong relationships is essential for resilience in market challenges. The PAID acronym that Andres used to guide preparation in negotiations. How negotiating ethically prevents eroding trust and maintains long-term relationships. Why understanding counterpart's alternatives is important for negotiation strategy. Enhance your negotiation leverage and ethical standards by exploring the valuable insights shared in this conversation with an absolute expert!   Andres Lares on LinkedIn: https://www.linkedin.com/in/andreslares/ 

Are you curious about the strategies that can turn a simple proposal into a winning formula for sustainable agency growth? We're welcoming Anna Stone today, Head of Growth at True and a veteran in business development, to unravel the evolution of agency growth strategies from the days of cold calling to the modern era of video calls and personalized outreach. Anna shares her insights on how meaningful client engagement can transcend hard selling, emphasizing the importance of building genuine relationships. We dig into the necessity of adapting to new communication methods, while still maintaining the core principle of understanding client motivations. Anna and I explore the art of crafting a compelling business growth strategy, outlining the critical steps of identifying your business's core purpose and setting measurable goals to ensure sustainable growth. Our conversation highlights the significance of knowing your ideal clients and creating a clear, jargon-free elevator pitch that showcases your unique strengths. Finally, we uncover the intricacies of proposal writing, stressing the need to balance credibility with a warm human touch. Topics covered during this episode include: How Anna started her career at a cold calling agency, and how that space has evolved. How the tools for cold outreach have evolved whilst the importance of relationship building remains. How understanding the "why" behind client decisions can tailor effective sales strategies. Why transparent communication is essential in overcoming artificial processes in pitching. How to define your business's core purpose and set measurable goals for sustained growth. Why recognizing your ideal clients helps in crafting a clear sales message. How to create engaging proposal documents that utilize credibility and personalization. Why establishing credibility early is crucial in proposal documents to secure agency growth. How to use relevant case studies to highlight agency distinctiveness in proposals. Why relationship building remains a core principle in modern business development. How asking the right questions uncovers client motivations and enhances competitive advantage. Why having a distinctive agency identity contributes to long-term client relationships. Explore how modern communication methods can enhance your client connections and drive agency growth!   Anna Stone on LinkedIn: https://www.linkedin.com/in/annastoneis/ 

What if listening is the ultimate skill missing from your sales toolkit? Brooke Pinkney, Managing Director at Broadley Speaking, joins us today to challenge the pitfalls of short-term thinking in sales strategies and emphasize the importance of patience and long-term planning. Brooke also examines the misconception that quick-fix solutions can resolve the complexities of significant B2B purchases involving multiple decision-makers. We discuss the need for businesses to accurately diagnose their sales challenges and engage in meaningful interactions over extended sales cycles, avoiding the trap of getting lost in endless planning. Shifting our focus to the realm of personalization, we explore how authenticity and genuine human connections are paramount in today's AI-driven sales landscape. Brooke advocates for prioritizing a select few prospects, allowing for deeper research and personalized outreach that resonates. We stress the critical importance of listening and turning sales interactions into conversations where prospects feel heard and valued. Topics covered during this episode include: Why success in B2B sales requires patience and a long-term, thoughtful approach. How short sprint campaigns often fail to address complex sales journeys. Why diagnosing fundamental sales problems is crucial for effective strategy development. How personalization and human connection are vital in today's AI-driven sales environment. How listening transforms sales interactions into meaningful conversations. Why building trust with senior buyers in remote settings is essential for lasting relationships. How LinkedIn Sales Navigator and ChatGPT can assist in researching and understanding prospects. Why authenticity and genuine interest are key to fostering trust and rapport. Why being proactive rather than reactive is vital in responding to sales opportunities. Discover how patience and personalization can revolutionize your B2B sales strategy!   Brooke Pinkney on LinkedIn: https://uk.linkedin.com/in/brooke-p-09879084

What simple daily practices can dramatically boost your sales success and negotiation outcomes? We're getting deep into the power of mindset and authenticity in this week's episode. Joining me is the insightful David Meade, an expert in high-performing teams, who sheds light on how small, daily changes can significantly impact sales outcomes. We discuss the importance of adopting a growth mindset to enhance openness and collaboration, which are essential for finding common ground in sales conversations. With reference to expert studies, we explore how building rapport before negotiations can boost trust and lead to more successful outcomes.  To transition from salesperson to trusted advisor, we check out how to build a personal brand and thought leadership in today's attention economy. We highlight the importance of balancing competence with authenticity, and emphasize how vulnerability, through the pratfall effect, can enhance credibility and trustworthiness. Later, David gives tips on public speaking, such as the "Batman effect" to boost confidence and ensure your audience retains key takeaways. Topics covered during this episode include: How adopting a growth mindset enhances openness, collaboration, and success in sales conversations. Why building rapport before negotiations can increase trust and successful outcomes. How small daily changes, like arriving early, can improve sales efforts significantly. Why balancing competence with authenticity in sales can enhance credibility and trustworthiness. How acknowledging minor imperfections through the pratfall effect can boost relatability. Why becoming a trusted advisor involves building a personal brand and thought leadership. How the "Batman effect" can boost confidence during public speaking engagements. Why interactive reflection helps audiences retain key takeaways from presentations. How thorough research and human connection differentiate salespeople in today's attention economy. How practical advice on mindset, rapport, and authenticity supports navigating a dynamic business environment. Elevate your sales and public speaking skills by exploring the dynamic techniques discussed in this engaging podcast episode!   David Meade on LinkedIn: https://www.linkedin.com/in/davidmeadelive/

Are you prepared to tackle the challenges of AI governance and leverage its potential for innovation in digital marketing? In this episode we sit down with Sumeet Vermani, Founder & Chief Marketing Officer of SKV Consulting, to unlock the secrets of implementing AI in business. We explore the vital need for aligning AI strategies with broader business objectives, going beyond the mere trendiness of technology. Sumeet shares how AI adoption is prompting cultural shifts in organizations, influenced by platforms like Google. Through Sumeet's first-hand experiences, we emphasize the importance of strategic planning to ensure AI initiatives contribute to long-term business success. As we navigate the challenges of AI governance and compliance, particularly in light of EU regulations, the discussion emphasizes the critical role of precision in regulatory navigation. Sumeet and I highlight the competitive advantage of proprietary data, cautioning against its misuse in AI training. Sumeet shares his thoughts on maximizing AI's potential in the digital space, urging businesses to innovate and experiment with next-gen SEO strategies like AEO and GEO. Topics covered during this episode include: Why AI adoption necessitates a cultural shift toward outsourcing thinking. How strategic planning ensures AI initiatives support long-term business success. Why navigating AI governance and compliance is challenging, especially with complex EU regulations. How organizations must align with compliance standards to mitigate jurisdictional risks. Why proprietary data should be protected as a competitive edge in AI training. How to avoid misuse of customer data in AI deployment to protect brand integrity. How businesses can maximize AI potential in digital marketing by embracing AEO and GEO. Why it's important to start small and solve specific business problems with AI solutions. How the rapid adoption of AI technology is driven by user-friendly interfaces. Why critical thinking remains vital despite the convenience of AI-driven solutions. How effective AI deployment requires understanding its broader impact on business operations. Why it's important to integrate AI tools with existing technology to improve efficiency. Discover how to leverage AI for long-term success while mastering compliance and innovation in the ever-evolving digital marketing space!   Sumeet Vermani on LinkedIn: https://www.linkedin.com/in/sumeetvermani/ 

How can a UK-based business successfully navigate the complexities of expanding into the competitive US market without losing its foothold at home? Today we're welcoming back Jennifer Quigley-Jones, the Founder and CEO of Digital Voices, as she talks about boldly expanding her UK-based business into the vibrant US market. She shares her strategic decision to reinvest $400,000 of retained profits, choosing long-term growth over personal dividends. We also learn about her innovative approaches to scaling operations and refining sales strategies within the ad agency industry. Jennifer's story is not just about financial commitment, but also about empowering her senior leadership team to drive innovation and focus on growth. Jennifer offers valuable cultural insights in contrasting the UK's business environment with that of the US. Her experiences highlight the importance of trust, creativity, and boldness in business expansion. She takes us through her mindset regarding the navigation of new markets and the dedication required to succeed in a competitive landscape. Topics covered during this episode include: Why reinvesting $400,000 of retained profits was crucial for Jennifer's US expansion. How Jenny's strategic leadership and empowering her team enabled business growth. Why networking and chance encounters, like at Soho House, are vital in new markets. How cultural differences between UK and US markets influence business strategies. Why long-term consultative relationships and unique marketing events build trust with clients. How Jenny's approach contrasts aggressive sales tactics with value-driven, relationship-focused strategies. Why attending and hosting events like South by Southwest fosters business connections. How leveraging personal experiences, such as a helicopter ride, exemplifies bold business moves. Why founders should prepare thoroughly before entering the US market for sustainable growth. How investing in a strong senior leadership team allows founders to focus on innovation. Why offering guaranteed results builds trust with US clients in competitive markets. How setting realistic hiring budgets is crucial for US business operations. Listen now to explore the cultural nuances of US business expansion and how creative marketing tactics can elevate your brand's success!   Digital Voices: https://www.digitalvoices.com/ Jennifer on LinkedIn: https://www.linkedin.com/in/jennifer-quigley-jones/ Jennifer on Instagram: https://www.instagram.com/jenqj/ Jennifer on TikTok: https://www.tiktok.com/@j.quigleyjones 

How can agencies build trust and articulate value to excel in complex third-sector negotiations? Jenny Kitchen, the CEO of Yoyo Design, is with us today to explore the transformative journey of a digital agency evolving into a leader in the third sector. She explains how Yoyo Design strategically partnered with technology like Umbraco and collaborated with organizations such as the RNLI to fuel their growth and establish a strong foothold in the sector. Jenny shares personal stories from her time in rural France, which have shaped her leadership approach, emphasizing creativity, strategic partnerships, and intentional growth. Her insights reveal how agencies can carve out their niche in competitive markets by embracing early engagement, collaboration, and digital sophistication. Jenny opens up about the importance of building trust and articulating value, especially in complex negotiations within the third sector. She discusses the lessons Yoyo Design has learned from their journey to B Corp certification, including tracking conversion rates and refining their qualification strategies. We also touch on the nuances of negotiating contracts in the private versus public sectors and the role of digital sophistication in aligning business strategies. Topics covered during this episode include: How Yoyo Design transitioned from sector-agnostic to a leader in the third sector. Why strategic partnerships with Umbraco fueled Yoyo Design's growth. How collaboration with the RNLI marked a pivotal shift for Yoyo Design. Why trust and articulating value are crucial in third-sector negotiations. How becoming a certified B Corp influenced Yoyo Design's market opportunities. Why tracking conversion rates and qualifying leads maximizes win rates and reduces effort. How aligning digital projects with business strategies requires clear communication of value. Why building trust leads to better negotiation outcomes and client relationships. How intentional niching and strategic alliances drive growth and competitive advantage. Why digital agencies should focus on niche markets to improve conversion rates and storytelling. How early stakeholder involvement in the third sector streamlines project delivery and decision-making. Join us to explore the journey of evolving a digital agency into a third sector leader and gain actionable insights for your growth strategy!   Jenny Kitchen on LinkedIn: https://www.linkedin.com/in/jenny-kitchen/

What strategies can agencies implement to harness the power of referrals and retention for sustainable growth? Tom Poynter is a seasoned industry expert who has honed his skills at prestigious companies and is currently Managing Director at Keel. In this discussion, we get into the importance of niche specialization in the competitive landscape of UK agencies, where 25,000 entities vie for attention. Tom argues that being a jack-of-all-trades isn't enough anymore. We explore how agencies can thrive by focusing on specific sectors and developing a deep understanding of client needs. We also tackle the specifics of sustainable agency growth, highlighting the power of referrals and client retention. Tom shares personal experiences and strategies that emphasize viewing each client as a potential ambassador. By nurturing relationships and delivering excellent work, agencies can build a network of advocacy, reducing the constant pursuit of new business. Later, we discuss the shift towards multimedia storytelling and impactful positioning, essential for engaging today's B2B buyers. Topics covered during this episode include: How specialization is crucial for B2B agencies to differentiate in a competitive market. Why B2B buyers prioritize expertise over general offerings in agency services. How niche focus helps agencies thrive by understanding specific client sectors deeply. Why referrals and client retention are vital for sustainable agency growth. How delivering excellent work can transform clients into ambassadors for the agency. Why multimedia storytelling is essential for engaging modern B2B buyers. How impactful positioning and content strategies maintain agency distinctiveness. Why thought leadership and trade events are key for continued business growth. How agency evolution and strategic adjustments drive high-impact creative work. Why clear brand and communication alignment enhance client relationships and sales efforts. Tune in to discover how niche specialization can revolutionize your B2B agency's growth strategy in a competitive market!   Tom Poynter on LinkedIn: https://www.linkedin.com/in/tom-poynter-571b7a/

Are you ready to discover how aligning purpose-driven initiatives with business goals can elevate your marketing campaigns? Becky Hipkiss, the New Business Director at We Are Futures, joins us today as she shares her journey from client services to becoming a standout figure in business development. She opens up about her unique experiences, including her side hustle as a micro-influencer, where she enjoys perks like gifted holidays without focusing on monetization. We dive into her knack for strategic deal-making and her award-winning achievements, like being named the BD100 Rising Star, which have sparked reflections on her career path. We hear about intriguing concepts like "pester power," exploring how the influence of young people can shape marketing strategies beyond just consumer products. Becky provides insightful commentary on the evolving landscape of business strategies, emphasizing the significance of corporate social responsibility and diversity and inclusion. As traditional procurement processes fade, she highlights the importance of co-creation and personalized outreach in forming strategic partnerships. Topics covered during this episode include: Why children's influence, or "pester power," can be significant in shaping marketing strategies. How aligning marketing strategies with business goals ensures campaigns are purposeful and profitable. Why corporate social responsibility is vital in evolving business strategies. How agencies can benefit from co-creation and risk-sharing with clients for mutual growth. Why personalized outreach is crucial for successful business development in agencies. How young people's perspectives are essential in crafting impactful marketing strategies. Why long-term, purpose-driven initiatives are necessary for achieving measurable business outcomes. How Becky balances her professional role with her passion as a micro-influencer. Why purpose-led agencies often undervalue their potential for driving brand advocacy and profit. Why traditional procurement processes are becoming less effective compared to strategic partnerships. Join us as we dive into the world of corporate social responsibility and learn how to co-create and risk-share with clients for meaningful outcomes!   Becky Hipkiss on LinkedIn: https://uk.linkedin.com/in/beckyhipkiss

How can embracing friction in sales negotiations unlock more creative and effective deal-making strategies? Saad a Saad is a negotiation consultant with Corporate Visions and the author of In the Lead: Mastering Your Sales Negotiation. We explore the art of negotiation beyond mere price discussions in this episode, focusing on the nuances that differentiate sales contexts from others. Saad shares invaluable insights on how to present justifiable pricing, build strong client relationships from the get-go, and employ strategic frameworks like the Kraljic matrix for B2B success. Whether you're a seasoned negotiator or just beginning your journey, this episode offers a wealth of knowledge to enhance your negotiation prowess. We examine the balance of trust and friction in negotiations, revealing how a bit of strategic tension can spur creativity and innovation. We also discuss the importance of positioning oneself as a valuable supplier and how to articulate value effectively to avoid being perceived as a commodity. Through Saad's six principles for successful negotiations, we uncover the significance of setting ambitious goals and maintaining logical propositions. Topics covered during this episode include: How Saad distinguishes sales negotiation from other contexts, emphasizing justifiable pricing strategies. Why strategic frameworks like the Kraljic matrix are needed for B2B success. How early client interactions set expectations and build strong relationships. Why balancing trust and strategic friction enhances negotiation outcomes. How friction fosters creativity and challenges assumptions in sales discussions. How being perceived as a unique supplier impacts negotiation dynamics. Why discounting without value exchange affects perceptions of worth. How to maintain logical propositions and ambitious goals in complex negotiations. Why friction is critical for finding the right agreement, not just any agreement. How to strategically prepare for negotiations with well-defined objectives. Why being compelling and trustworthy is crucial in B2B sales negotiations. Power up your negotiation skills and unlock B2B success with strategic insights and frameworks discussed in this must-listen episode!   Saad a Saad on LinkedIn: https://www.linkedin.com/in/saadasaad/

What are the surprising findings about client awareness of agency services, and how can agencies bridge this gap? In this episode, I sit down with Remeny Armitage once again, Founder of Brilliant and Human, to discuss the intricacies of client-agency relationships. Remeny's extensive research reveals a surprising gap: 40% of agencies acknowledge that their clients might not fully understand the breadth of services they offer. We get into the significance of genuine engagement and human connection in business, exploring how these elements can transform success and client retention. Remeny also provides insight on the role of AI and powerful strategies to enhance agency-client dynamics. We later uncover strategies that shift agency-client interactions from transactional to relationship-driven. This includes drawing fascinating parallels with the consulting industry, highlighting how building commercial confidence within agency teams can position them as trusted advisors. This not only enhances client loyalty, but also opens doors for growth. From refining onboarding and communication processes to moving from hourly billing to value-based engagements, this episode reveals all! Topics covered during this episode include: Why authentic engagement and humanity are pivotal in client retention and success. How looking at similarities in the consulting industry can help agencies become trusted advisors. Why refining onboarding and communication processes enhance the client experience. How transitioning from hourly billing to value-oriented engagements benefits both agencies and clients. Why agencies should market their services effectively to existing clients. How proactive strategic thinking and challenging client assumptions drive loyalty. Why building commercial confidence within agency teams leads to better client interactions. Why agencies need to demonstrate human value amidst AI advancements in the industry. How improving agency-client dynamics can unlock new revenue streams and opportunities.   Listen now to uncover the surprising dynamics of client-agency partnerships and learn how to become a trusted advisor!   Remeny Armitage on LinkedIn: https://uk.linkedin.com/in/remeny

What are the critical steps for aligning leadership and embracing change to drive business transformation in the marketing industry? This week I sit down with Caroline Johnson, Co-Founder of The Business Model Company, to get an inside look at her groundbreaking approach to transforming business models in the global marketing services industry. Caroline shares her extensive experience in evolving traditional service-centric models into productized strategies that foster sustainable growth. We explore the intricacies of creating, delivering, and capturing value, and discuss the importance of aligning these elements within an effective operating model. Caroline's insights are particularly relevant for creative agencies facing declining revenue models and low net margins, as she outlines innovative strategies to optimize value creation and adopt new pricing models. She emphasizes the importance of leadership alignment, recognizing limitations, and embracing change as essential components of business transformation. Her advice for agency leaders focuses on redefining creative services and establishing multiple 'front doors' to cater to diverse client needs, moving beyond traditional campaign-based services Topics covered during this episode include: Clear definitions of business model, operating model, and productization. Why transitioning from service-centric to productized strategies can enhance value in marketing services. Why mid-size agencies face financial challenges with declining revenue models and low net margins. How repackaging services into distinct fronts optimizes value while preserving creativity. Why adopting new pricing models can help agencies turn challenges into financial opportunities. How leadership alignment and embracing change are critical for future success in agencies. How creating multiple 'front doors' allows agencies to cater to diverse client needs. Why shifting to authentic, program-led models offers flexibility and innovation for agencies. Incorrect assumptions some agencies have towards changing their business model. How varying pricing models can enhance financial viability in new service offerings. Listen now to explore how you can redefine your agency's business model for long-term success and financial viability!   Caroline Johnson on LinkedIn: https://www.linkedin.com/in/caroline-johnson-tbmc/

How did this marketing agency transform its approach to become a leading expert in the engineering and manufacturing sector during the pandemic? In this episode we're welcoming Rob Dando, MD & Co-Founder of FINALLY Agency, to get insights from his fascinating journey that took him from web development to becoming a leading figure in niche marketing for engineering and manufacturing. We explore how FINALLY Agency's strategic pivot during the COVID-19 pandemic allowed them to leverage Rob's technical background and family connections to become trusted advisors within their niche. Through his impactful stories, Rob emphasizes the importance of aligning personal interests with business strategies, and the critical role that genuine relationships play in business success. As we get into the intricacies of niche marketing, Rob shares innovative tactics like transforming trade show booths into eye-catching bars to spark curiosity among attendees. He discusses the strategic use of LinkedIn to connect with the UK manufacturing industry, as well as the power of speaking at industry events to build brand authority. We also touch on the importance of balancing traditional methods with digital strategies, particularly in family-owned engineering businesses transitioning to new leadership. Rob also underscores the significance of authenticity and trust, drawing on timeless wisdom from his 99-year-old grandfather that "people buy from people." Topics covered during this episode include: How Rob transitioned from a web developer to a marketing expert in engineering. How FINALLY Agency's strategic pivot during the pandemic enhanced its reputation in the engineering sector. Why building trust and crafting strategies are crucial in niche marketing for engineering. How trade shows and LinkedIn have been incredibly valuable for Rob's business. Why genuine relationships and understanding technical needs are vital for client retention. Why balancing traditional methods with digital strategies is essential for growth, especially in family-owned businesses. How strategic changes, like simply updating a LinkedIn profile, can aid in niching and personal branding. Deciding where to put your budget in the context of trade shows. Why it's important to focus on a niche market while remaining open to aligned opportunities. How long it took FINALLY Agency to get their first inbound lead and what it demonstrates. Why Rob believes niching is now essential, not just a "nice to have." Harness the power of niching down for business success and learn the art of building genuine relationships in this compelling episode!   Rob Dando on LinkedIn: https://www.linkedin.com/in/robertdando/

How did a mere £500 and a unique perspective lead to a groundbreaking influencer marketing agency? In this first of two parts, we're welcoming Jennifer Quigley-Jones, the founder and CEO of Digital Voices. She takes us through her incredible journey from working on refugee economic integration to establishing a thriving agency with just £500. We examine the world of influencer marketing, examining its evolution and how it has become an essential part of brand strategies, particularly for major players that work with Jennifer such as Unilever, PepsiCo, and Adobe. Jennifer shares how influencers are pivotal in creating genuine, hyper-local connections that resonate with modern consumers, transforming traditional marketing channels. We also explore the intricacies of Jennifer's business model, which is focused on delivering guaranteed results and ensuring client satisfaction. From landing Rolls-Royce as a client to navigating the challenges of the COVID-19 pandemic, she opens up about the trials and triumphs of growing an agency from the ground up. She shares her insights on innovation, thought leadership, and the importance of transparent communication in building lasting client relationships. Topics covered during this episode include: Why influencer marketing is becoming a significant part of brand strategies, proven by Jennifer's clients. How authenticity and human connection drive consumer engagement in modern marketing. Why Jennifer emphasizes a results-driven business model by prioritizing client satisfaction. How landing Rolls-Royce as a client marked a breakthrough in Jennifer's journey. Why traditional agency norms are challenged by Jennifer's approach, which guarantees results. How Jennifer's agency leverages transparent communication to build trust with clients. Why the US market is considered open and welcoming to new agencies like Jennifer's. How COVID-19 impacted agency growth and accelerated changes in the marketing landscape. How Jennifer uses innovation and entrepreneurship inspired by diverse fields to drive success. Why sharing challenges and fostering genuine connections leads to sustained business success. Discover the transformative power of influencer marketing and entrepreneurial resilience by checking out this insightful episode now!   Digital Voices: https://www.digitalvoices.com/ Jennifer on LinkedIn: https://www.linkedin.com/in/jennifer-quigley-jones/ Jennifer on Instagram: https://www.instagram.com/jenqj/ Jennifer on TikTok: https://www.tiktok.com/@j.quigleyjones 

What if you could scale your sales pipeline with minimal staff and maximum efficiency using AI? I sit down with tech sales expert Frank Sondors this week to explore how AI and lean teams are reshaping the B2B sales landscape. Frank, with his extensive background at Google and various B2B SaaS companies, shares his journey of building efficient sales pipelines without the traditional large sales teams. He challenges the old-school sales model that equates success with team size and reveals how he scaled his company, Salesforge, to $3 million ARR in just 11 months. We dig into the nitty-gritty of scaling a business with minimal staffing, discussing the strategic use of AI agents and an innovative "traffic light" system for performance evaluation. Frank reveals the secrets behind how he scored 100 meetings a week while leveraging every available channel to create a robust growth strategy. Our conversation highlights the power of SEO, AI-generated content, and personalized messaging in outbound sales. We wrap up with three potent paths for business growth, advocating for a blended approach that maximizes the strengths of AI, self-management, and strategic partnerships. Topics covered during this episode include: Why traditional sales models equating success with team size are challenged by Frank. How Frank scaled to $3 million ARR in 11 months and now sits at about 40 employees. Why a culturally diverse workforce and AI agents are crucial for efficiency and growth. How the "traffic light" system can be used for performance evaluation in fast-paced environments. Why agencies are preferred over individual hiring for specialized tasks to maintain profitability. How first impressions in B2B sales can be influenced by website aesthetics. How Frank managed to get 100 meetings weekly using channels like LinkedIn. Why SEO, AI-generated content, and personalized messaging revolutionize outbound sales. How an AI sales development representative is redefining the sales landscape at Salesforge. How a four-pillar framework can assess employee performance in sales teams. Why maintaining productivity in a rapidly growing business is vital. How a company's strategic product strategy can unlock more revenue. Discover cutting-edge strategies to revolutionize your B2B sales with AI and lean teams by tuning into this transformative episode with an outstanding scaling expert!   Frank Sondors on LinkedIn: https://uk.linkedin.com/in/franksondors

Could the evolving landscape of marketing procurement be the key to mastering the new frontier in sales? We're welcoming back Jon Peppiatt today, former Chairman at BBH London, for the second of a two-part episode. We explore the intricacies of AI-enabled service delivery, plus innovative pricing models that align with both agency and client goals. Jon sheds light on the historical challenges and successes of performance-related pay models and explains the bravery required in financial negotiations. We also emphasize the importance of crafting compelling commercial narratives that highlight the mutual benefits in agency-client relationships. Later, we turn our focus to the evolving landscape of agency models and procurement. We contrast the strengths of large networks against independent agencies, and the strategic choices involved in content distribution across diverse channels. Our discussion of agency leadership dynamics and the significance of the freelance model reveals the importance of aligning agency values with employee expectations. Topics covered during this episode include: How innovative pricing models can align agency objectives with client goals in B2B sales. Why performance-related pay models face challenges despite their potential benefits. AI-enabled service delivery and how it is reshaping agency pricing structures. Why agencies must tell compelling narratives to demonstrate their value. How modern marketing procurement requires strategic content distribution across multiple channels. Why the role of pitch consultants is growing in helping clients navigate agency landscapes. How agencies can benefit from integrating services within large companies. Why the freelance model is becoming more and more popular in agency operations. How fostering an inclusive culture can enhance business success for agencies. Why bringing CEOs from adjacent industries can offer fresh perspectives in agency leadership. Why agencies need a proactive talent strategy to retain and nurture future leaders. Elevate your approach to agency management and client relations by exploring the cutting-edge insights shared in this episode!   Jon Peppiatt on LinkedIn: https://uk.linkedin.com/in/jon-peppiatt

Get ready to learn the 5 transformative principles that can elevate your B2B sales performance to new heights! Harry Kendlbacher, CEO & Managing Partner of Global Performance Group, has a wealth of experience and innovative strategies to enhance B2B sales, especially in unpredictable economic climates. Together in this episode, we explore the nuances of decision-making in sales, emphasizing the hidden costs of inaction. Harry reveals the 5 principles that he has directly seen increase win rates, providing a fresh perspective on what it truly means to drive high performance in sales. Continuing on, we further uncover the art of crafting effective B2B sales strategies and negotiation skills. Harry and I dissect the critical elements of deal qualification, along with the importance of aligning with an ideal customer profile. We challenge the myth that negotiation is merely a final step, showcasing that early strategic agreements can significantly boost win rates. Our conversation then shifts towards transforming sales tactics into strategic client engagements, stressing the importance of urgency and understanding decision making drivers. Harry also shares valuable insights on mentoring salespeople in the world of remote work. Topics covered during this episode include: Why addressing the cost of inaction is crucial in boosting sales cycles. How effective deal qualification should align with the ideal customer profile. Why negotiation should not be viewed as just the final step of the sales process. How key agreements can transform sales processes from robotic routines to strategic engagements. Why sales teams should focus on understanding what really drives decision making. How mentoring salespeople in a remote-first environment can enhance their competence and confidence. Why practicing negotiation skills is vital for building salespeople's effectiveness. How the Kraljic matrix can help in understanding supplier positions during negotiations. Why moving beyond traditional sales methods is essential for sales success today. Why avoiding premature problem-solving can lead to richer client discussions. Don't miss the secrets shared in this episode on how to drastically increase your win rates!   Harry Kendlbacher on LinkedIn: https://www.linkedin.com/in/harry-kendlbacher-77a9659/

What strategies can still lead to fruitful in-person event outcomes in challenging economic times? I'm thrilled to have both Jade Howgrave-Graham and Lucy Francis from Lemon Lane join me to explore their impactful business in the B2B events industry. They tell us all about how their personal passions have uniquely shaped their professional journey, particularly in navigating the shift toward virtual and hybrid event formats accelerated by the pandemic. Their insights reveal how these changes have challenged the industry to rethink event planning and execution in today's complex economic landscape. We discuss the critical elements of creating impactful and sustainable events, stressing the importance of understanding audience perceptions and the role of procurement in building trust and maximizing value. Jade and Lucy also share captivating stories from past events, showcasing how creativity and strategic planning can overcome challenges. Perhaps most importantly, they also explain what metrics to look at to determine if an event was successful. Topics covered during this episode include: Why Jade and Lucy's personal passions have been essential in shaping their approach to event management. How the pandemic accelerated the shift to virtual and hybrid event formats. Why aligning event goals with audience perceptions is crucial for selecting effective formats. How sustainability and logistical factors influence decisions in event planning. Why early procurement involvement builds trust and maximizes event value. How word-of-mouth and referrals are vital for client acquisition in Jade and Lucy's industry. Why credibility and thought leadership are key in evolving sales strategies. How travel experiences emotionally impact individuals and affect the event industry. Strategies the two used to overcome imposter syndrome. How technology advancements have transformed expectations and delivery in the events industry. Why measuring event impact is critical for justifying expenses, especially in a tough economy. Jump into the evolving world of B2B events and learn how to navigate client acquisition and procurement strategies for maximum impact!   Jade on LinkedIn: https://uk.linkedin.com/in/jadeaustin  Lucy on LinkedIn: https://uk.linkedin.com/in/lucyfrancislemonlane