Higgle: The B2B Sales Club

Are SaaS firms ready to pivot from aggressive expansion to becoming trusted advisors for their clients? Roee Hartuv is a Revenue Architect at Winning by Design. WbD is a global B2B revenue consulting and training company that enables recurring revenue teams to architect sustainable growth. Leveraging its experience with high-growth companies, WbD applies scientific frameworks and proven models to...

What strategies can you employ to cultivate a positive sales mindset and build genuine client connections? We're talking about how to be your best self as a salesperson with John Golden in this week's show. He is the Chief Marketing and Strategy Officer at Pipeliner CRM, and redefines what it means to be a salesperson by embracing an entrepreneurial spirit. As we explore the challenges salespeople...

Could outsourcing your SDR function be the game-changing move your company needs for lead generation? Gabe Lullo, CEO of Alleyoop, brings an intriguing blend of skills to the table in this episode, including a background as a professional juggler. Gabe dissects the evolving role of sales development representatives (SDRs) and the often-overlooked costs associated with maintaining a sales team. He...

Could AI-driven insights be the key to transforming traditional B2B pricing models for a competitive edge? Today we're welcoming Rob Twells, Co-Founder & Managing Director of The Digital Maze. Rob shares insights on the importance of timing and relationship-building in achieving sales success, emphasizing a strategic focus on top-of-funnel activities. He highlights the significance of in-person me...

How can sales professionals navigate the shift from face-to-face interactions to digital-first strategies effectively? Lauren Palmer, VP of North America for Interlink, explores the transitions seen in B2B sales post-COVID in this episode. She emphasizes the growing demand for flexibility and the critical role of relationships in contemporary sales strategies. As the industry continues to evolve f...

Ready to hear some of the conversations I've loved this year? In this special festive edition, I've curated some of the most insightful moments the podcast has offered this year, providing a quick masterclass in negotiation and agency-client dynamics. The episode kicks off with the nuances of negotiation, where seasoned negotiator John Cornwell emphasizes the importance of distinguishing between d...

Stephen Kenwright, the guest on this episode, is the Director of Strategy and Digital Marketing at Ride Shotgun and was a co-founder of the creative agency Rise at 7. With a rich background in digital marketing, Stephen brings valuable insights into business exit strategies and scaling up startups. His experiences in navigating management buyouts and leveraging innovative marketing philosophies ha...

Hayk Hakobyan is the CEO and co-founder of InsightGenie, a customer intelligence technology company. He has an unconventional background, transitioning from training in breakdancing in Nepal to leading a fintech company. Hayk leverages his experiences to develop innovative strategies that integrate behavioural science with sales techniques. In this episode, we'll talk with Hayk about how his backg...

The McHardy Collective is a portfolio of independent studios, agencies, consultancies and creative technology companies. Founder Rich McHardy supports the leaders of those firms with new business generation and growth by joining the dots between them and prospects looking for creative support in areas such as content creation, live experience delivery, digital UX, audio, client relationship consul...

Andy Bounds' journey in enhancing how companies sell and communicate is not just a profession but a personal mission. Andy's work transcends borders, having impacted organisations in over 40 countries. From the bustling markets of Asia to the corporate boardrooms of America, his strategies and insights have helped shape the destinies of some of the world's most renowned companies, as well as small...

Bruno Gralpois, Co-founder and Principal of Agency Mania Solutions, is dedicated to enhancing client-agency partnerships. With leadership roles at Microsoft and Visa, his expertise in establishing Agency Management practices has culminated in over two decades of thought leadership. The bestseller "Agency Mania", authored by Bruno, played a key role in shaping Agency Management as a corporate disci...

Jeff Mains is a serial entrepreneur and growth expert known for building and exiting multiple successful companies. He is currently the CEO of a fintech SaaS company called Intelligent Contracts, and the founder of Champion Leadership Group. Jeff is also an author, with his upcoming book titled Captain's Keys: 4 Key People Every Successful Business Leader Needs, and host of the SaaS Fuel Podcast....

Simon Hewitt is a co-founder of Orange Panther Collective, an advertising startup that combines big agency expertise with the flexibility of a smaller shop. With a career spanning major firms like M&C Saatchi, AMV, BBC Creative, Leo Burnett, and Engine, Simon brings a wealth of experience. In this episode, Simon discusses the challenges he's faced in transitioning from big firms to a boutique agen...

Rob Harrison-Plastow is a researcher and strategic consultant specialising in understanding emotion and behaviour. He spent 8 years working in strategy at the University of Exeter before launching Source Nine with ex-2cv Founder Vincent Nolan where he now helps clients to create and communicate incredible emotional value so that they can win more customers, deepen trust and strengthen loyalty. Rob...

Bethan Vincent is an experienced B2B marketing leader and entrepreneur who has been driving accelerated revenue growth as a Marketing Director and Consultant for over a decade at Open Velocity. She is a regular speaker at international conferences and is podcast host of The Brave. This week we're talking about strategic marketing for B2B organizations with expert insights from Bethan. She unpacks...

Ramzi Marjaba is a solution specialist who transitioned from engineering to sales. With a background in communications engineering and over a decade of sales experience, he now coaches sales engineers on improving their soft skills and becoming invaluable assets in the sales process. He founded his business, We the Sales Engineers, in 2018. In this episode, we get into the role of Sales Engineers...

Stefan Debois is a former SAP consultant who transitioned into entrepreneurship by founding his own software company, Pointerpro. He leverages his extensive experience with multinational giants to develop innovative automated assessment tools that help consultancies grow without increasing headcount. Clients of his include Deloitte and AstraZeneca. In this episode, we welcome Stefan to explore how...

The guest for this episode is Haris Halkic, a tech sales professional and LinkedIn content creator from Germany. With five years of experience as an account executive across various companies, he now runs the SalesDaily newsletter, providing sales resources and insights to its subscribers He explains revolutionary B2B sales strategies today, focusing on a multi-channel approach that combines Linke...

Today we're talking all about transformative power of strategic partnerships in scaling tech companies. We're joined by Barrett King, who is Senior Director, Revenue & Partnerships at New Breed as well as a former HubSpot leader. We explore his unconventional journey from the restaurant industry to becoming a B2B tech sales expert. Barrett shares key insights from HubSpot's early days, highlightin...

We are joined today by Gerry Hill who is RVP EMEA, Strategy and Alliance at ConnectAndSell. His company's cloud-based dialing technology enables B2B businesses to have more conversations with their intended targets than serial dialing. With extensive experience in risk assessment, cost analysis, and market entry strategies, Gerry brings a wealth of knowledge to sales professionals navigating chall...

J Francisco Escobar, who is President & Founder of JFE International Consultants, as well as COO of Lake House Partners, joins us today. He is a seasoned marketing professional who transitioned from finance to marketing during his time at Texas Instruments. His unique journey and extensive experience in managing budgets and procurement have made him an expert in balancing creativity with fiscal re...

Today we're joined by Katy Howell, the founder of Immediate Future, which is a successful social media agency. She also has an intriguing background in science, having studied genetics and plant sciences. Katy transitioned from science to marketing, bringing an analytical perspective to her work. We'll discuss her journey from science to social media success, the critical role of empathy in unders...

Craig Letton is the CEO of Hyble, a world-class marketing technology company that serves the alcohol industry. With over 11 years of experience in this role, Craig has a proven track record of scaling the business, expanding into new markets, and delivering innovative solutions for global clients. Craig's core competencies include new business development, strategy, marketing management, and negot...

Jeremy Smith, the Managing Director at 4C Associates, joins us in this episode. 4C Associates is a 120+ person European focused Commercial, Procurement and Supply Chain consultancy delivering sustainable impact in Retail & Consumer, Life Sciences, Public Sector and Financial Services. He has been with 4C for about 13 years, and has amassed another 10 years of procurement consultancy before this te...

Andy Griffiths is Associate Director, Client Growth at Space & Time, a leading independent agency specializing in growth marketing through media and tech. Space & Time has clients spanning across retail, property, food & drink, health, charity, finance, B2B, sport, leisure and tourism With Andy, we're looking into the secrets to agency differentiation and mastering the art of intermediary relation...