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If we always spoke with people who agreed with us, life would be... well...dull.
Kevin Dixon of Boxxstep is very opinionated when it comes to sales, the sales process and what buyers expect from us. We do share a lot of similar views, but we also have differing trains of thought on some areas. Dive IN and listen to us hammer it out.
Above is a video version, below is the Podcast:
Sometimes, feeling out of your comfort zone can be a positive thing, and this is one of those times.
Tim is a VERY smart cookie, academically and professionally. I wasn't sure i'd be able to raise my game and hold down a conversation with him... alas, I was quickly put at ease by Tim... testament to his very warm and welcoming nature.
We talk about the brain, marketing and how the two things are connected. AI, machine learning... all part of his PHD in computer sciences.
Darren has a long history in the telecommunication industry, from starting out as an apprentice thrown in at the deep end, to now running a rapidly growing business of his own.
I sit down with him to hear about the journey, challenges, and the things he learned along the way that make him a fantastic leader.
Serial Entrepreneur, business expert and all round fantastic guy, Rivers Corbet joins me on this episode of Business Source... or should i say 'Sauce', to discuss his journey that has seen him pivot his chef business into an online platform during the pandemic.
Rivers oozes enthusiasm, experience and ideas, it was a genuine pleasure chatting with him. I'm confident you'll take away lots of great points.
Ian is a close friend of mine and has been an inspiration to me of late when it came to me taking time out for paternity leave.
He shares his career journey with the BBC and others and how he was lucky enough to be able to take an extended paternity break to care for his two children and share the parental responsibilities with his amazing wife Claire.
It's a long chat but well worth the listen / view.
PS. We recorded this one just before Christmas so please forgive the jumpers!
This weeks conversation is truthful, constructive and forward-thinking. How do WE as humans in the Sales world need to adapt ourselves and our approach to the modern buying environment? (Like switching your TV from the old analogue signal to the digital feed).
Tim Hughes give his wonderful insights, thoughts and opinions as well as some valuable tips to take away.
When our business is thriving and we begin to think about expanding into new countries/markets, we often fall foul to lots of local laws/regulations, we don't necessarily understand the hiring laws and quite frankly, we don't tend to have existing relationships in new territories.
This is where Charles Smee and his team can help expedite things.
Roland Vanbuchin is an Entrepreneur, Author of the Dream Selling Business and CEO at VANX Digital. He lived in Russia, Germany, Ireland, the Netherlands and Switzerland. Gaining experience in the go-to market strategies, digital selling actives and sales enablement in Fortune 100 companies like Dropbox Business, BMC Software and Oracle Corporation.
In 2020, Vanbuchin resigned from his post at the Corporation and transitioned from Intrapreneur to Entrepreneur. Joined by former SAP, Google and Citrix professionals Vanbuchin build VANX Digital which is headquartered in Zug, Switzerland with business ventures all around the globe.
Michael's LISTEN, INNOVATE, GROW approach to Sales & marketing coaching really is standout and resonates with me a lot.
His 'buyer centric' philosophy really makes you think about your sales process and whether you are actually connected to your customer or just doing it how you 'want' it to be.
Michael is also a guest speaker and mentor, which he loves, but his passions are travel and athletics.
Did I mention he's a Canadian living in Sydney!
This year has been the weirdest, most bizarre business period of my lifetime. With that comes the need to review what you have, how you got there and just what the hell you're going to do in order to survive.
Jon Simmonds shares his journey in business and how he had to think quickly about how to pivot his Social Media Marketing business.
Even with a business geared towards modern marketing strategies, it doesn't mean your business is safe from disruption or complete decimation during a pandemic.
If you think your business is safe, think again. In fact, think some more... keep going, never stop thinking. As responsible business owners, we must never rest in our pursuit of keeping our business current, but also looking to diversify and strengthen our position.
Finance is never a sexy subject, nor is it one we are comfortable talking about, particularly when things aren't going well. Like they aren't for many businesses in 2020.
It's reassuring to know that there are options available to make like a little easier. Invoicing Factoring is one such option.
Armand Roux of GRENKE shares their approach in supporting SMEs with cashflow challenges.
We also discuss all things Dorking Rugby Club where Armand is Director of Rugby and a well-respected member of the community, helping over 600 children learn the game each year.
THAT is some title! Albeit it's made up! But it does make you wonder... why is he the UKs most hated sales trainer?
To put it bluntly, as Benjamin does, it's because he tells you the things you don't always want to hear. He makes you feel uncomfortable, makes you do things you don't want to be doing...but SHOULD be doing.
We are all guilty from time to time of being complacent. We forget to do the things that got us to where we are, we think we know it all and that someone wearing red braces and a red baseball cap could never teach us something new. WRONG
If you're struggling to sell and can't understand why, I highly recommend watching/listening to this one. But hold on to your hats... it's going to be a bumpy ride.
When I was presented with the chance to chat with an International Bird Watching Tour Guide, naturally, as a CRM consultant, I said YES!
I mean wow... how do our two worlds ever collide? Through the power of relationships.
You might think, what can other businesses learn from such an obscure industry? But there lays the key point. It's an industry... a big one. One that relies heavily exclusively on travel, repeat business (recurring revenue) and diversifying to stay current and attract new clients.
I'm sure you'll love Jesse's approach to life and business. He's a warm, caring, passionate, HIGHLY intelligent human that I felt a connection with. I feel I've made a friend for life.
Did I mention he was a Mathematics University Teacher in a previous life!!!
With all that's going on, staying focused in Sales is a real challenge. It's affected every business globally, whether that be positively or negatively. Some have had significant challenges due to being overloaded with orders/work, but for many, surviving has been difficult.
So how do we as salespeople remain motivated, focused and make the best use of our time?
Janice shares her wisdom with me covering areas such as customer success, strategic selling and how the buyers have become smart to the shortcuts salespeople try to make to get the sale.
We also talk about how it can also be healthy to cull your client bank of customers that demand the earth but pay very little.
Low Revenue / High Need - lowest 10-20% of your client base
Reasonable Revenue / Low Need - Sweet spot
High Revenue / High Need - Top 10-20% of your client base
A key take away for me is about ensuring your end-to-end customer experience is solid and that each business unit contributes and understands their part.
As founder of MG Sales Performance, Mark shares some great advice on how to differentiate yourself in a sales commoditised environment. Meaning, it's unlikely you are selling something 'New' or 'Unique'... if you are, you're in the hot seat.
Mark walks us through why he believes traditional training models don't work and how MG Sales Performance offers a fresh, modern approach. Most importantly, he explains why training is not a 'once a year' activity!
We discuss the vital new team all companies need 'Customer Success'. A team dedicated to your existing PAYING clients.
For some, staying in a job just isn't cutting it for them. They have this yearning to break free and go it alone. To take that leap of faith... in themselves, to become an entrepreneur.
There are MANY risks associated with starting a company, so many things to put in place before you can launch the business, where do you start, who do you trust, co-founders to consider and that scariest of situations to deal with... will customers pay for what I've created?
I sit down for a fascinating chat with entrepreneur and co-founder of Hoist, Hector Forwood. He shares his exciting journey with some valuable insights that we can all learn from.
If you're thinking of jacking it all in and doing it for yourself, I highly recommend you watch/listen to this episode.
Ian Moyse is more than just a senior leader in the tech world...
He's a Sales Trainer, Coach, Digital Disrupter, Social Media Influencer and LinkedIn Legend.
I sat down for a nice cosy fireside chat with him to hear the story of his business, how it was affected and how they pivoted.
Ian also shares his views on 'selling' and how salespeople should and can be adapting, pivoting and reshaping the way they sell in order to remain... well frankly, employed.
We discuss what to consider now that the people you are looking to reach are no longer at their desk phones and cannot be called using web conference platforms. Which means getting access to mobile numbers basically. So it becomes a data issue.
All that and more.
A subject that really is of interest to me is SECURITY. Internet and device security to be specific.
So when i was given the opportunity to sit and chat with Iain Cundy of Section 20 Solutions, I jumped at the chance.
Iain has a VERY clear passion for ensuring that the world and EVERYTHING is secure, I actually don't think he'll stop until he's achieved that goal!
In this episode, you'll hear some VERY useful security tips, software, hardware strategies that I'm sure you'll all need at some point.
We also talk about the DARK WEB and how to spoof Googles trackers.
Warning – This episode is a little longer than normal but that’s because there is just so much content that we wanted to discuss. We literally could have chatted for another 5 hours.
It's all too easy to fall into the pigeon hole of what society says we should be and the career path we should take. Not so for Bimbola Kila of Diamond Shine cleaning in Nigeria.
Faced not only with starting a business in a challenging country, but also being a woman entrepreneur was something that wasn't considered 'normal'. Bimbola faced adversity and went ahead with her goals regardless, creating a successful cleaning company hiring 30+ employees with government contracts.
She also shares how she pivoted the business to offer sanitising services in a Covid world. Oh... and she was running the business remotely (with support from her business partner), whilst studying for TWO... yes 2 degrees here in the UK.
This really is a very inspiring episode.
When it comes to investing our money, no matter how much or how little, the risks are the same, we invest what we can afford. Putting it in the right place can be a daunting thought. I sit down with Stuart Hudson, Chartered Financial Planner, co-founder in AAG Wealth Management, friend and golfing buddy.
DISCLAIMER – This episode is NOT financial advice and as such you should not base your investments on what you hear. It’s two people, two business owners chatting about business and life in general.
Stuarts business had to keep going through lockdown as people were rightly concerned about their investments and needed to know that their money was still being managed and not part-time. They help individuals, families and businesses.
He shares his challenge in managing a 30 person team via conference call, managing the working day along with home-schooling 2 children. And also what does the office environment look like post covid?
When Rinku Banger decided to start his new business in February 2020, little did he know what was about to ensue just 4 weeks later.
Taking the plunge and starting your own business is a huge undertaking, risky, scary and takes a huge amount of motivation. To be in the embryonic stages when the country went into lockdown must have really put the pressure on.
In this next episode of Business Source, Rinku shares his inspirational story, how he had to adapt, quickly, and talks about the challenges of hiring for his new business during lockdown.
We share some common tips on how to keep yourself motivated whilst working from home, taking away the distractions and how to stay sharp.
As usual, we both share some interesting books that have helped us along the way.
A topic I am all too familiar with, SaaS. I've been involved in the SaaS industry since 2006 having worked for a global Internet, Email and Data Security vendor. I wanted to chat with someone in the same space to understand how their business has been impacted over the past 6 months.
I'm thankful to Aaron Browning of FrontSpin, a BDR Outreach Platform, for joining me in this episode. For some, this past 6 months hasn't affected their businesses too badly, and FrontSpin, I'm pleased to say, is one of them. Aaron shares the growing pain they encountered as well as how they had to change their approach to sales.
As usual, we both share some interesting books to read.
In our next episode of Business Source, I'm delighted to be joined by double award winning Amazon Best Selling Author, Expert Sales Trainer and Keynote Speaker, Niraj Kapur.
As someone who's business is 95% face-to-face, Niraj shares the impact to his business and how even he as a coach, needs coaching in order to stay ahead of the game.
We talk omni-Channel, personal development, mindset... and... we both share about detoxing your life, a fascinating concept!
Pick up some fantastic tips that we can all use in our daily lives to keep motivated, on track and sharp, with some fabulous book recommendations from both Niraj and myself (book listing below).
In Episode 3, I chat with John Hayes, a close friend and supplier to Connecting Business, about digital marketing solutions, innovative ideas to remain fresh and above all, communicating with your clients.
All too often I've seen businesses that are only interested in talking to new prospects and they lose sight of the people / businesses that are already spending money with them.
I also share the things we've tried and the different methods, from email, to video to LinkedIn campaigns.
In the second of the series, I chat with Loren Jenkins, Business/Performance Coach and Yoga Instructor about the importance of looking after yourself both physically and mentally.
These past 6 months have surely taken its toll on us as humans, as husbands, wife's, partners, but also as employees, leaders and owners.
I share some insights into how I choose to keep healthy with physical exercise and books and Loren shares some valuable insights around yoga and breathing that could really make all the difference to your state of mind.
To set the scene:
I’ve known Gavin Ingham since 2004 when he became a sales coach to the team I worked within at Websense (now ForcePoint). Many of his teachings and guidance really did stick with me throughout my sales career and into running my own business.
I sat down with him to hear how he’s coping with the new normal, how it has impacted his business and learn how to take responsibility in order to effect your own outcome.
Similarly, I share how the things Gavin talks about relate to what I’m seeing with our clients and prospects, sharing what I hope are some valuable tips for getting yourself, your teams, your company, back on track for the best chance of success.
Without any of the three individually, it’s unlikely that you would succeed.