Breaking B2B - B2B Marketing & Demand Generation Podcast

James explains why it's up to you to become a professional in your craft, how you can own your career and improve your self development. James is Director of Client OutBound Strategy & Training @ OutboundView. Sales training and coaching is a huge passion of his and he’s been doing it for 12 years. He's spent the last five years building outbound sales teams, and seeing what actually works - most recently in the outsourced/consulting sales development world. James is co-host of the "Assistant to the Regional" podcast - about the TV show "The Office" from the POV of a sales person. He also produces "The Lunch Break Podcast" . He’s a huge advocate for mindfulness in business - especially in sales! James shares how he went from acting and rapping in his younger days to getting into retail and eventually business to business sales through getting noticed via content he was putting out on YouTube! We go onto discuss how you can never fully master inside sales, and James shares some epic cold calling tips and marketing recommendations that can help you skyrocket your own sales & biz!

Shabri chats with Sam about levelling up a company fast & then selling it on... Shabri Lakhani is the founder and CEO of SalesWorks. She has over 10 years of experience within sales / sales development. She spent 7 years at the largest fintech in Europe (the private equity owned 'Finastra') where she successfully built a global team up from 2 to 50 people. In 2018, Shabri started Salesworks - a global training and consulting firm that works with B2B software companies from seed to scaling, purely focused on sales team development that has reimagined the legacy approach to training. Shabri shares with us her journey, from door to door sales in the US, right up to starting her own company. She recounts lessons learnt in resilience, how to establish your ideal customer, and why the first 30 seconds of your pitch are key. Shabri shares an unusual strategy to recruit great sales people. We then go on to talk about how she started and grew her business in just 2 short years, to the point of it being acquired. Take what Shabri has learnt along her journey to help you skyrocket your own sales & biz!

Christian shares why building flexibility in to your business is important, as well as in life, and how to offer this to your clients. Born in Spain, Marbella, Christian Burton is theCEO and Founder of Pipeline Upgrade, The UK´s Fastest growing appointment setting agency. Pipeline Upgrade uses a unique "pay per meeting" risk-free commercial model and is trusted by many major Tech companies to keep their sales going. Christian shares how he began with ambitions to become an architect, to selling door to door in London, through to getting into B2B sales. He's got plenty of actionable business, sales and digital marketing tips to pass on. We chat about knowing when to say NO and politely refuse business! Plus, we chat through tips to generate more appointments and how to effectively use videos to win new business that'll help you to skyrocket your own sales & biz!

Lisa shares how you can get the inside scoop on your buyers to close more sales! An experienced buyer and seller, former CIO/CMO Lisa Palmer is a GTM expert, and marketing professor that teaches students to treat themselves as the most important product that they will ever market. We chat through how to have business orientated conversations, and if LinkedIn Sales Navigator is really worth the investment. We also cover strategies for selling into B2B enterprises, and how you can integrate stories into your conversations with customers. Plus, Lisa shares her story up to up to today, with tonnes of actionable tips in sales, business and digital marketing strategies to help skyrocket your own sales & biz!

Want to avoid getting ghosted by prospects? There's nothing worse than having a great conversation with a prospect and they all of a sudden stop returning your calls, emails and LinkedIn messages and ghost you! I'm joined today by Richard Harris, Founder @ The Harris Consulting Group. We chat through ways to avoid the dreaded; "I'll think it over" at the end of a demo or presentation! He shares some awesome "break-up" emails to get you back in contact with prospects you thought were long-gone. Richard goes through his N.E.A.T. Selling philisophy to give you a solid sales process to use from today. We also learn Richards story, actionable tips and how he's leveraged partnerships and digital marketing to grow his business. Richard teaches reps how to earn the right to ask questions, which questions to ask and when to ask them. He's worked with Google, Zoom, Pandora, Visa, Pager Duty, Gainsight, and many more besides, to teach them about; sales, leadership, and the whole sales process. Richard believes success comes when people stop talking about what they do and get them to start talking about the pains they solve. He ties all this together by focusing on a more relaxed conversational selling style that helps people develop from strangers, to acquaintances, to eventual trusted business allies. Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews. Use Richard's wisdom today, to help skyrocket your own sales & biz!

Why you should ALWAYS be upfront with your customers! Mickeli Bedore is the Chief Revenue Officer and Co-Founder of Closers Media. He's the creator/host of 'Coffee&Closers', a conversation between specialists who aim to help entrepreneurs and those new to sales, to close good business faster. Mickeli is a 2x dad, a 3x founder featured in Men's Journal, Touch of Modern, Uncrate, etc, and he's a 4x corporate sales Presidents Club award winner! We talk about how Mickeli went from selling frozen pizzas, to getting into high ticket selling. We discuss what upfront contracts are and why they make the best use of both your own & your customers' time. You will learn how to uncover prospects pain points and budgets, and how to qualify in or out, fast. Plus we explain how to sell even if you HATE selling and why sales can be great to anyone. Mickeli also shares actionable marketing strategies that he's used to scale his own business, all things you can implement too to help skyrocket your own sales & biz!

Can asking questions really win you more business? Today Sam talks to Deb, the author of 'DISCOVER Questions®', and co-author of 'Stop Selling & Start Leading'. She is founder of 'The Sales Experts Channel', an international keynote speaker, and a certified sales and executive coach. She’s been inducted into The Sales Hall of Fame and has been named one of the "65 Most Influential Women in Business" and a Top 30 Global Sales Guru. Deb founded People First Productivity Solutions (PFPS) to help clients “build organisational strength by putting people first.” We learn Deb's story including wanting to be a journalist and getting into sales. We talk about what it takes to be a great manager. Deb shares why asking more questions is the key to landing more sales along with her top recommended digital marketing strategies including SEO and some more unsual techniques. Deb's insight can help inform your strategies & help skyrocket your own sales & biz!

Want to set more meetings from today? Armand is the Director of Sales @ Carta, he leads a team of 40+ SMB, AE's and SDR's. He's also host of the '30 Minutes to President's Club' Podcast & is USC's 'Entrepreneur of the Year'! Armand walks us through his journey, going through his numerous business experiences. He lays down the best ways to prospect and set more meetings using email, the telephone and LinkedIn. Armand will teach you how to become an outreach and prospecting WARRIOR - enabling you to fill your pipeline with a regular flow of quality meetings. Armand gives us insight into his drives, both in business and his personal life. We discuss how digital marketing influenced his roles and fuelled growth, before he tells us the one thing we should be doing with digital marketing that will benefit our business'! Let Armand's digital marketing recommendations & experiences help skyrocket your own sales & biz!

Louise is the Founder of 'Retrained Search' - From consultancy services, manager to client partner, Louise has worked in senior roles on the front-line of recruitment for twenty years. Louise's knowledge of retained search and associated services is profound, with an approach to implementing and selling them that is straightforward, open and results-driven. Louise tells us how she intitially had no intention to start her own business. She shares her story up to now with the lessons learnt along the way in the cut throat world of recruitment. Louise explains how selling in the US varies to the UK and why 'getting it done' is better than 'getting it perfect'. We also chat through the importance of being human in all your sales conversations. We go on to discuss how Louise started and grew her own business, and shares some key tips on how to know when it's the right time to go on your own and the strategies she's utilised to scale her co. Use Louise's truly insightful tips to help skyrocket your own sales & biz!

Transform your business with the help of LinkedIn! Dennis Brown has built 3 multi-million dollar businesses during his 25 year career as an entrepreneur. During that time his companies have been ranked 7x on the prestigious Inc. 5000 Fastest Growing company list. He’s the author of “The 7 Habits of Highly Successful LinkedIn Users” and has generated over $20 million in new business from LinkedIn and social selling. He’s also the host of the top 50 rated marketing podcast 'Growth Experts', where he and his guests share proven growth strategies, tactics and tools. Dennis explains how he had no entrepreneurial drive in his younger days, whilst studying law...until he got into selling and got the taste for his own business. We chat through how Dennis built up companies to 8 figures (and had some huge lows with businesses crashing down on him along the way), and actionable lessons learned in sales and business. We go on to discuss how Dennis went from a complete social media sceptic, through to getting started on LinkedIn, and then it playing a huge role in building is latest business to $80 million dollars in revenue. Plus he explains why he then moved on to LinkedIn training and the system he used to generate over $20 million with LinkedIn! Use Dennis' LinkedIn advice to help skyrocket your own sales & biz!