The Death of a Salesman

In this episode, I am joined by Joe Barron, content manager at Cognism  Joe caught my attention after I read one of his blogs titled - "Cognism's recipe for creating content worth $88,270 in annual revenue" This is the perrenial challenge of any content marketing role for sales, prove to me this is working. In Joe's blog, he builds on these themes : "Proving that content is not only worthy of bein...

In this episode, I am joined by the brilliant Jon Selig.  Jon's headline on LinkedIn reads "Half sales guy. Half stand-up comic. All parental disappointment. I help sellers create punchlines that build pipeline". He then goes on to say : "Comedy Writing for Sales Teams" helps sales teams reverse-engineer a deeper understanding of your prospects, the problems you solve for them, your differentiator...

In this episode, I am joined by Lukasz Maroszczyk. Lukasz describes himself as,  a Global Senior Digital Marketing Manager, SEO Program Lead, Digital Selling - Account-Based Marketing program architect with Signify. He caught my attention with his detailed article on LinkedIn about how he launched a social selling program globally, with some hard metrics to back up some of the numbers. The executi...

In this episode, I am joined by Julie Marshall, founder of Join up the Dots Consultancy. Julie's career spans both sides of the Marketing agency world. She worked at brands such as Bacardi - Martini, and Rothmans - yes we did veer into Formula 1 sponsorship and her Vauxhall Cavalier. Julie was also a Global New Business Development lead at Flock, managing teams across New York, London & Hong Kong....

We will spend a combined total of 12 trillion hours online in 2021.  We spend an average time of 6hrs 56m online every day. The top 3 favourite social media platforms are Whatsapp, Facebook & Instagram. Over 70% of all age groups still use a web-based email platform. There are over 4bn active social media users. I could go on. All of this research and more comes from the brilliant Simon Kemp and h...

The power of disinformation is nothing new. We have seen history repeat itself. However, what has happened and continues to happen across the internet today, can be described as, terrifying. Are we at a tipping point? Depending on which camp you are in - the major platforms - no we are not, we have it under control, to - everyone else, yes, we as a society need to do something about it. As we have...

"Let people be people" - this is how Jim Bloomfield and I sign off this episode. Jim runs Bloojam Consulting, and they help sales leaders and teams understand the psychology behind the behaviours of sales teams and perfomance. The Why, the What and the How, if you will.  "To quote Daniel Pink, "We're all in sales now." And yet how many people in client-facing roles imagined that selling would be c...

In this episode, I am joined by Devon Banks. Devon is a 2 x LinkedIn Sales Star and recently joined Haas Alert as their only BDR. She shares her story of how she had to change her direction of travel last year, 2020, due to covid decimating the hospitality industry where she held the position of GM for Training & Development for Wild Wing Hospitality Inc - Canada's largest Chicken Wing company. He...

Peter studies combining data science with behavioural science, looking at Internal Bias, Needs, History, Stimulus & Context, External Influences & Wants. I interviewed Peter 12 months ago at the beginning of the pandemic, where we discussed how organisations were having to react to the changing way people were buying, as we had been forced into an online remote environment. This also impacted the...

What do 4000 years of geometry, Pythagoras theorem, and the future of sales have in common? I discuss this and other things with Justin Michael and Patrick Joyce of JMC Consulting. They are ripping up the rule book of the sales process and methodology. As we move into a post-pandemic world (This sounds like a Michael Bay movie) the way we sell in B2B is being upended.  What channels should we be u...

"AI is my sword. Sales data is my shield. The AI Sales Revolution has begun. Arm yourselves, brothers and sisters." This is the headline of Rob Turley on LinkedIn, who is my guest today.  Rob is the co-founder of White Rabbit Intel where he describes their purpose as : "Driving the vision, mission, and strategy of White Rabbit Intel--making advanced artificial intelligence analytics easily availab...

In this episode, we are going global with social. I am joined by Anita Veszeli, Global Head of Social Engagement & Advocacy at Ericsson.  Anita describes what she does as this "At Ericsson I enjoy a unique position with oversight of all social media, employee advocacy and influencer marketing across our global business. This bird’s eye view enables me to create a social-first strategy which helps...

There seems to be more tribalism than ever happening on social at the moment. You are wrong, I am right. I will not engage in a conversation with you and hear your side of the conversation. End of. The sales world is no different. This works, that doesn't work. You are wrong, I am right. I have been guilty of it myself in the past. I am now listening to the other side of the conversation. I am lea...

In this episode, I am joined by Seth Marrs, Principal Analyst, Sales Operations at Forrester. Seth wrote a blog back in February 2020 which piqued my interest. It starts : Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations Integrating sales tools to build an iterative process enables sales teams to win more E-commerce guided selling, configure, price...

In this episode, I am joined by Rob Flaska (as in Alaska). I met Rob in the crazy world of Clubhouse, listening in to his story on how he used TikTok to become an "Antfluencer" - yes, it is a thing. How did he do this? He watched how others were using the app. His work colleagues decided to have a competition on who could keep ants alive for the longest in an ant farm. Rob decided to document his...

Steve Wills believes you can. Why? He has done it himself. Steve is a former Partner from EY and now describes himself as semi-professional. Having left EY in 2019, he now advises Professional Service firms on how they can build a culture, strategy, and playbook for having a sales led culture in a Partnership environment, including managing the EY / Microsoft Alliance across EMEA. He learned the h...

In this episode, I am joined by String Nguyen. String is a 4 x LinkedIn Top Voice, founder of the Trusted Voice, and a Lenovo Brand Ambassador for ANZ. How has she done all of this? Using social media to create a personal brand and amplify her voice. This is her story and how she did it. She also shares her framework of the 7 Vs for doing this : Vision Values Volk Visuals Voice Validation Victory...

In this episode, I am joined by Amir S Dhillon. Amir shares his story about his journey and relationship with this mental health.  We talk about the money he has raised over years for Mind https://www.mind.org.uk/ and why this is important to him. We discuss why we believe mental health still carries a stigma. We look at how mental health is being managed in the workplace, the rise of the mental h...

In this episode, I am joined by Jeremy Dalton from PwC.  Jeremy leads PwC's VR/AR team, helping clients understand, quantify, and implement the benefits of virtual reality and augmented reality technology (sometimes collectively referred to as XR, immersive technologies or spatial computing). We chat about his journey into the world of Virtual Reality and Augmented Reality. He shares real-world ex...

I don't mean, do they like your product or service. What are their personal values as humans? What is it that is important to them?  Values such as Family, Trust, Experiences, and more. If you truly understand this, then you can begin to create the right type of content and copy which will act as a magnet, attracting your target audience to you, rather than repel them. Welcome to the world of Valu...

In this episode, I chat with Richard van der Blom, a social selling expert. Richard advises organizations around the world on how to implement social selling effectively as well as providing advice on content strategy, digital marketing, lead generation, and marketing consulting. Through his own frustration at seeing a picture of salad perform much better on LinkedIn than his article on social sel...

It's automagical!   In this episode, I am joined by Kate Bradley Chernis, the CEO & co-founder of Lately, a new content distribution tool.   Lately, which uses AI to automatically learn what sales and marketing messaging your customers are most likely to engage with so you can STOP GUESSING. It then builds a writing model, based on this data, to transform longform content like blogs, podcasts and...

In this episode, I chat with Jonathan Hollis , one of the co-founders of Mountside Ventures. I met Jonathan when he was at PwC, running their Scale-up programme , which I mentor on. 9 months ago he and some of his colleagues, spun out Mountside Ventures with a view to change how VCs and Scale-ups can connect and raise capital. This is both on the Fund side as well as the Scale-up side.  We discuss...

"86% of communications by sales, marketing & account teams are off-target and irrelevant." In this episode, we're going to take this social and talk about how sales and marketing can become more relevant on LinkedIn to win status quo accounts. Today my guests are Kristina Jaramillo (President of Personal ABM and Stop the Sales Drop) and her partner Eric Gruber. Personal ABM stands for Personal Acc...

It's time to rethink your outbound email marketing & prospecting strategy. We can no longer rely on the old templated, spray, and pray approach. Your target market deserves more respect than this. In this episode, I chat with Kristina Finseth. Not only is she a fan of avocados, she has worked both in a direct sales role and also marketing. She is now the Growth Marketing lead at Interseller. Inter...