BBB - Adem Manderovic

Adem Manderovic discusses the fundamentals of B2B marketing and sales, emphasizing the importance of aligning marketing and sales efforts. He challenges the traditional approach of selling the meeting and instead focuses on building relationships and providing value to prospects, while uncovering whats needed for organisational success. Showcasing this documented methodology and why this creates o...

You put so much time, effort and money into winning new customers. But keeping them, preventing churn, and looking for expansion opportunities is what helps take your organisation to the next level. Otherwise you’re just constantly trying to fill a bucket with holes in it. So many organisations don’t have a smooth onboarding process to ensure the customer sticks around. Even fewer know how to look...

Outside of the Tech SaaS bubble, some would say the real skillsets can be found.  Have you ever wondered what are the pieces the full funnel, that bring together organisational alignment?  Selling the meeting, isnt all it’s cracked up to be.  As apart from these clickbaity gimmicky manipulation tactics, what happens AFTER the meeting to become billed and banked revenue, is MORE important than tric...

Did you know that peer advocacy can rapidly accelerate not only yourself but all those around you?  Well my next guest, has done just that, and then some at scale.  With multiple posts gaining subsequent viralty I needed to speak with the man behind these master moves for myself. Haris’s story is possibly different from what you would expect, turning from complete left field into a massive househo...

You've finally got your target customer to a meeting. It's taken even more touchpoints than research says it should. How do you make sure you don't screw it up? How can you maximize your chances of winning their business? And once you've won it, making sure it gets past legal, finance - and to make sure they stick around as a happy customer? Today we're taking you through what...

If you want more customers to buy your product or service, you need to build trust with them first. Trust that you won’t let them down, that you will deliver the outcomes expected, and that they won’t regret their decision for choosing your company. Companies that are focussed on ‘selling the meeting’ don’t build trust. In an effort to look for the ‘needle in the haystack’ that’s willing to buy fr...

This is one is one of  the most impactful, no nonsense interviews that I have ever untaken in my life.  Where this one goes will likely give the many three months free consulting, that is easily applied to you, and your market.  It stands to reason, why Tom and I hit this one for such a home run, given our backgrounds came up from not ONLY before the Predictable Revenue split outs, but from workin...

If you're a CMO, CRO or Head of Sales, you should be asking yourself: how can our teams work better together to drive more revenue, in a more efficient way? We've come across so many organizations that have bloated methods for acquiring customers. They're loaded to the brim with hungry SDRs who have 'book the meeting at all costs' as their mandate. They've handcuffed market...

From bootstrapping startups from 0-$10M three times… to what you see today with the call it as it is attitude carving your linkedin feed my next guest has all but redefined the category in which he finds himself.  Taking on some of the global heavyweights is no mean feat.  But to come up time and time again as the victor means this person exemplifies what it is to when, and the matter which you ne...

Are you struggling to acquire new customers profitably? Do you have a bloated sales team that are trying to find the needle in the haystack? Are customers churning after being sold a dream you can't deliver on? You may have been setup to fail with a sales-led model that just won't work for your business as you scale. To answer your prayers for a 'better way', we've teamed up wi...

It’s always super interesting to me, to find those that have that same inspired vision, and break apart what gave them that lens and ability to see what appears missed on the majority.  Paul, speaks of his marketing journey from Australia, Silicon Valley and back again.  This episode without shadow of doubt is the most in-depth look, at why globally companies are failing with Sales Led Growth, not...

Unlike NEC beating apple to the tablet market and failing for being too early, the story of what one man on a mission to bring flavour, life and fun into true health is nothing but truly inspiring.  Sometimes in life, we see gaps in the market of what could be.. but it takes a different level of inspired action to execute and create at a level, where quite Franky mostly fail.  The story of how not...

Sales Led Growth is a scam! Sure it would be easy to say something seemingly so outlandish, if this wasn’t the finding from more and more professionals whom have been in the trenches with results more than most could dream in a lifetime.  So for my next guest, to come from heavy in the doing, with overwhelming success, to now like myself, understand the commercial repercussions of Sales Led Growth...

With the ever changing landscape that we find ourselves in.. have you ever wondered, how we could do better, but without all the manual touchpoint?  I know I have.  Sure, buying signals are all the rage now, but what if that would be all in one place mixed with who what where why.  If you are thinking multi index points of joint ventures, and it’s got you excited, well you now have reason to be. ...

“A firm believer in the life you live and the things you do today are testament to the person that you are and how you will be judged later. “ THAT is the type of the Authenticity, accountability, truth, honesty and integrity you will come to expect from the mastery of Ben Logan and Hoodies Magazine! “It’s the whole system thats broken, nobody is really going, why do we put up with the lies of thi...

What is the biggest professional transition you have ever seen?  Surely, this one, has to come close?  Never before have I heard of a commercial lawyer turning their back on everything they have learned in law school, to not only transition into a Demand Marketer, but having done so creating their own well known global brand and agency, the way in which my next guest has.  Ive credited him with so...

This week we have a 7x ex-head of sales - turned marketing expert on The B2B Playbook - Adem Manderovic! He's combined his unique experience as both an 'old school' seller and a modern marketer to bring us an advanced, holistic Demand Generation framework called Closed Circuit Selling. Tune in and learn:+ why marketers need to 'Catalogue the Market' + how and why you need to va...

Diverse backgrounds, and skills, at times either make or break someone to be their best self.  Speaking with Barratt, it’s clearly evident from the how he articulates he operates from heart centred integrity.  Barratts journey perhaps would have needed a few hours to unpack.  However, if like me, you resonate with those that are out there truly making a difference to inspire people from within, th...

Probably the most candid and complete interview I have ever undertaken.  If you want to learn how I gained the lense that I do.  Then this is not one to miss.  Taken from DXB Deal Room Podcast Thanks again @Shane Mahi Adem Manderovic: Unconventional Wisdom & Unique Perspectives  Description: Welcome to another episode of the DXB Deal Room Podcast, where today we have the privilege of hosting A...

Seeing things as clearly as some do can be a blessing or a curse.  Watching CT from afar, one thing stuck out to me, he calls things as he sees them and doesn’t shy away from the facts.  He is easily able to  translate commercial acumen into business cases, but also set for organisational success with clear decisive deliberate actions.  We are going to need more and more skilful concise operators...

The simplicity of #ClosedCircuitSelling only works, if you lean into ALL components.  As @Scott Martinis recently discussed your contact data, targeting and list segmentation needs to be right.  That would look something like this ;  TARGETING  What are the triggers and cross reference points that enable you to sell their story?  Company / persona research. -Account level, why is this good for the...

Unless you have been living under a rock for the entirety of your sales and marketing career, my next guest needs know introduction.  Having shaped, ne pioneered whats what in sales and marketing for the past thirty five years, and documented these very predictions in his books The Joshua Principle (into its 10th printing) and of course Combo Prospecting and Tech Powered Sales its safe to say Tony...

I dont know about you but with the world where it currently is, being secure and being secure in business for that matter is not something to take lightly. After years at the forefront of some of APAC’s movers and shakers in the innovative space, my next guest saw a further market niche and decided that is where he could truly make his mark. Fast forward, from 2020 to now, Onwardly is an award win...

Have you exhausted all the traditional means of your go to market strategy, and feel tired of the same same mundane? Are you at the point of realisation that you know you need market disruption but dont know where to start? My next guest could very well be exactly what the doctor ordered! If you haven’t seen the creative brilliance of Lewis Ellis, I strongly recommend tuning into this one! Lewis E...

In this episode the tables have turned where I was a guest on #DeconstructingData by #BDEX with the one and only #JessieLizak. If you truly want to get further in depth in all things #ClosedCircuitSelling and #CommercialAccessGates then stay tuned for this one, which I couldn’t be more excited to bring you for episode 77 Better Business Building! Additional thanks to #BDEX David Finkelstein, and #...