Higgle: The B2B Sales Club

Emma Thwaite, a seasoned expert in new business development and marketing, runs the consultancy Beckon and joins us this week. With 25 years of experience across large network agencies and independent creative firms, she specializes in drawing the right clients to agencies and supporting their growth. In this episode, we dig into the secrets of building long-term client relationships in B2B sales....

Kevin Hopp is an outbound sales trainer and consultant that specializes at helping B2B companies build phone-focused outbound motions. He joins us for this episode to talk all about the world of modern cold calling. We debunk the myth that cold calling is obsolete and explore how generational differences shape sales strategies. Through live experiments and practical advice, Kevin and I demonstrate...

Stephen Steers is a renowned sales consultant who has collaborated with industry giants like Google and Nike. He specializes in ContextSelling, emphasizing the importance of making sales interactions natural and relationship-focused. In this episode, Stephen reveals his secrets about ContextSelling. We explore how to engage clients effectively from the first call, emphasizing the importance of dis...

Remeny Armitage Royle, founder of Brilliant and Human, is an expert in building authentic B2B relationships. With over 20 years of experience in marketing and business development, she helps agencies understand and address their clients' true needs. In this episode, we'll explore the art of building genuine connections in B2B sales. Remeny shares her expertise on moving beyond transactional intera...

Kate Ross is the co-founder and MD of the social content agency eight&four Group. She started the business at the young age of 24 and has since developed a unique company culture that even embraces her love for wine. Kate's integration of personal passions with branding demonstrates her forward-thinking approach to marketing and agency leadership. We're diving into the ever-evolving world of marke...

Marcus Hemsley is the co-founder of Fountain Partnership - a Strategic Digital Marketing Agency and Google's Global Award Winner for Growing Businesses online. Fountain has a team of 41 who help a range of clients from well-funded start-ups to large corporate exceed their growth targets. They forecast upfront to minimise risk and optimise the full funnel to maximise ROI. They specialise in PPC, SE...

Debbie Kaplan is the Managing Director and Chief Delivery Officer at Mosaic, an integrated marketing agency known for its focus on experiential commerce, retail, media, and brand design. In this episode, we'll talk about critical aspects of lead qualification in B2B sales with Debbie. We're discussing how to differentiate promising leads from less viable ones, along with the emotional intelligence...

Claudia Stephenson is Managing Director, Europe at INVNT, a global brand storytelling agency. She has over 20 years of experience in brand activation and live events, and her team has developed several award-winning brand storytelling campaigns. We're talking with Claudia today about how to build relationships and develop business in the digital landscape, even when you can't meet your potential c...

David Miller is the CEO of Red Brick Road, an innovative strategic and creative agency based in London. With a background that includes taking a leap from stage actor to agency leader, David possesses a tonne of experience in advertising and marketing. We're welcoming David this week to discuss the retendering process as well as nurturing client-agency relationships. We'll touch upon pitching and...

Robert Leigh is the innovative founder of DeVono, a leading firm that advises on office space in London. He's an industry leader with deep insights into the post-pandemic evolution of work environments and office dynamics. His expertise extends to sales strategies, with a particular focus on the real estate sector. In this episode, we're talking all about office dynamics and sales strategy. Robert...

Dr. Anastasia Kārkliņa Gabriel is a cultural theorist, writer, social critic, and strategist specializing in inclusivity within marketing, media, and tech. Currently a senior insights lead at Reddit, she earned her doctorate in cultural studies from Duke University and has consulted for the world's top brands, including Nike, Samsung, Disney, Ulta Beauty, and AMEX, at agencies like Wieden+Kennedy,...

Claire Lambell is the Managing Director at Southpaw, a strategic creative agency that works with challenger brands (that is, brands that have a mindset of doing things differently). Her background is in sociology and social psychology, which she leverages to understand client motivations. This week, we're chatting with Claire all about client relationships and agency growth. We're discussing how t...

Nikki Gatenby is an agency specialist non-exec director and cognitive behavioural coach - with a laser focus on helping founders to build their agencies into highly valuable assets, by creating both agency and client value over time. Having led, owned, managed and grown pioneering agencies in London, Paris and Brighton, Nikki understands what it takes to create business success. Her last agency we...

Cain Ullah is a career consultant and digital transformation expert, as well as the founder of Red Badger. He has a fantastic ability to foster long-term client relationships, as well as a knack for guiding large organizations through strategic and executional challenges in digital product transformation. In this episode, Cain shares his point of view on the essential practice of building trust in...

Catherine Allison is the founder of Master the Art, an organization dedicated to enhancing communication skills. With a diverse background in creative agencies and acting, she excels in teaching individuals how to display gravitas and confidence while maintaining authenticity. In this episode, we'll chat with Catherine about the world of professional communication. She'll let us in on the keys to...

A former FTSE100 Marketing Director, since selling his human insight and coaching business Chemistry in 2015, Simon Cooper has been leading, facilitating, and coaching change across a range of organisations. A Partner at Positive Momentum, Simon has many years of business change and growth experience having been a Marketing Director at Cable & Wireless following a career in commercial leadership r...

Kristin Gower is the Global President at EssenceMediacom, specializing in B2B marketing. With a background as a competitive horse rider and a rich international career, Kristin brings a wealth of experience in crafting effective B2B strategies. Her insights span across research, strategy, demand management, marketing technology, customer experience, content, and analytics. With Kristin, we're expl...

Derek Rey is the CEO of Demand Inc and Lasso AI, boasting a history of generating over 100,000 meetings and driving a $7 billion client pipeline. Derek has mastered the integration of AI in sales, providing innovative strategies that transform the traditional approaches to sales development and cold emailing. In this episode, we'll check out how artificial intelligence is revolutionizing the sales...

This week we're joined by Geoff Griffiths, the CEO of Builtvisible. His company is a specialist organic marketing agency. A former professional rugby player, he gives his thoughts on the realm of digital marketing, focusing on team dynamics, resilience, and strategic partnerships. His approach to leadership is heavily influenced by the teamwork and loyalty cultivated on the sports field. We'll be...

Gavin Stone is a body language expert with over two decades of experience in the intelligence community, which he now applies to sales strategies. As a best-selling author and a top-ranked expert in his field, Gavin has mastered the art of psychological profiling and non-verbal communication to influence and negotiate effectively. With Gavin's guidance, we'll learn all about the world of non-verba...

Today we're welcoming Jenny Plant, an expert in training agency account managers, and a former agency account manager herself. With a rich history in the field since the early 90s, she can provide deep insights into client engagement and business growth. She's also had a stint client-side as a marketing manager and nearly started her own agency after a successful freelance project. In this episode...

Ted McKenna is a co-founder of DCM Insights and a co-author of the book The JOLT Effect. With a background in research and sales effectiveness, he specializes in B2B sales strategies and customer indecision. His expertise at DCM is built on the analysis of 2.5 million sales conversations, providing insights into the psychology of buying and the dynamics of trust in sales. In this episode, we're di...

Richard Boon is CEO at Webmart, an award-winning B Corp. Richard is a sustainable marketing leader with over 18 years of experience in working with globally recognised brands. Richard has led contract pitches and built bid teams to achieve recurring success in Marketing procurement. Leaning on transparency, challenger sale and implementation of continual improvement cycles, Richard has evolved Web...

Miles Welch is a Partner with Milestone Advisory, a leading advisory firm specialising in growth, fundraising, and M&A for the marketing and related tech sectors. Miles is recognized for his innovative thinking and expertise in digital advertising. As an advisor, he aids agencies in differentiation, growth, and negotiation, ensuring their success in a competitive market. Alongside Miles, we'll dis...

Allen Adamson is a noted industry expert in all disciplines of branding. He has worked with a broad spectrum of consumer and corporate businesses in industries ranging from packaged goods and technology, to health care and financial services, to hospitality and entertainment. Given his broad perspective and depth of experience, Allen is able to help clients see and seize opportunities before the c...