Curious Leadership with Dominic Monkhouse

Is your sales team performing at their best? Do your sales managers have the right skills for the role? Are you following the best approach when hiring new salespeople?  If your answer to any if these questions is no, or even hesitation, this episode of The Melting Pot should be a compulsory listen for you today.  This week we have the immense pleasure of listening to and learning from Matt Dixon, one of the world’s leading experts on sales, customer service and customer experience. Matt is also the founding partner of DCM Insights. With a background in research, he brings a distinctive approach to understanding customer buying behaviours and the strategies top salespeople employ to meet evolving needs. Matt's extensive tenure at corporate executive board and his bestselling book The Challenger Sale firmly establish him as a leading figure in sales expertise. His unique persona as a "sales anthropologist" offers valuable insights into the scientific and psychological aspects of successful selling, making him a highly sought-after thought leader in the industry. In this episode, Matt dives into the best approaches to getting top talent in your sales team and the difference between a great salesperson and a great sales manager. He also shares why coaching is for him the most important trait of a sales manager. Then, he gives his own view on paying your salespeople commission, how to help your buyer overcome their ‘fear of messing out’, challenging the status quo and making the right decision.  If you are running a business, or you are in sales – even if you're not in sales and you run a company – or if you're frustrated and you want things in your business to run differently, this episode is for you.  Download and listen to learn more. On today’s podcast: Mastering sales strategies to engage customers effectively.How to attract the right talent to your sales team. Why the obsession with paying commissions to sales teams?Dealing with customer indecision during the sales processEffective sales techniques to address emotional factors and drive sales. Follow Matt Dixon:LinkedInDCM InsightsThe Challenger SaleThe Effortless ExperienceThe Challenger CustomerThe Jolt EffectBook recommendations:SPIN sellingMade to StickThe Power of HabitDriveMalcolm Gladwell’s booksDaniel Kahnemann’s books Enjoyed the show? Leave a Review 

Do you feel like you can never step away from the business? You've probably been told that as the leader, you should be involved in every decision and action to ensure success. But this approach only leads to burnout and limits the growth potential of your business, leaving you feeling overwhelmed and stuck.This week on The Melting Pot, we learned from Robbie Vann-Adibé, a seasoned entrepreneur and business leader with decades of experience in the startup world. Robbie started as a coder, learning the ropes from the ground up. His experience in the US, particularly on the West Coast, exposed him to the intricacies of building and scaling businesses. Through his involvement in companies like Illustra and Wineowners, he gained invaluable insights into the early stages of tech innovation and its impact on the market. In his conversation with Dominic, Robbie brings to light the challenges and triumphs of navigating the ever-evolving landscape of technology and business, showcasing the significance of timing and adaptation. In this episode, Robbie dives into building a strong team and effective delegation. He also emphasises the significance of finding technical and cultural fit when hiring new people and the importance of making oneself redundant as a manager by empowering the team to take over roles. He also discusses the ethical considerations in business and highlights the need for prioritising company values. If you’re a leader seeking to build a solid, cohesive team that will catapult your growth, don’t miss this fantastic conversation with Robbie. Download and listen to learn more. On today’s podcast: Mastering entrepreneurship and startup experiences for success.Unveiling the significance of cultural fit in hiring top talent.Bootstrapping versus Venture Capital funding.Cultivating a strong team and making oneself redundant for business growth.Upholding company values and ethics for sustainable success. Follow Robbie Vann-Adibé: LinkedInBook recommendations:  Nexus Enjoyed the show? Leave a Review 

If you're feeling frustrated with your current sales process, constantly hitting roadblocks, and struggling to achieve your growth targets, then you are not alone. Instead of seeing the scalable business growth you desire, you are pouring resources into outdated tactics, hoping for results that never materialise. It's time to break free from the cycle of inefficiency and disappointment and take control of your sales process. With the right strategies in place, you can transform your approach and achieve the improved efficiency and scalable business growth you've been striving for.To talk about this, we’ve invited back on the show no other than Justin Roff-Mars, a renowned figure in sales process engineering and a dear friend. In this episode, Justin emphasises the critical need for optimising sales processes to drive efficient business growth. He challenges the common misconception that solely doubling the size of the sales organisation results in doubling revenue, highlighting the importance of understanding the underlying reasons for growth. Justin’s insights on the misconception of account management, the significance of loose coupling between sales and operations, and his practical examples provide valuable guidance for businesses aiming to enhance their sales and operations processes. This conversation offers in-depth insights and practical strategies for sales executives and managers who seek to optimise their sales processes, improve efficiency, and achieve scalable business growth.  Download and listen to learn more. On today’s podcast: Engineer your sales process for maximum efficiency and growth.Optimise front-of-house operations to drive sales success.Understand key business growth factors to propel your sales.Embrace the importance of loose coupling in sales strategies.Continuously learn for ongoing sales improvement and succes. Follow Justin Roff-Marsh:WebsiteLinkedInSales Process EngineeringThe MachineBook recommendations: The 22 Immutable Laws of MarketingCrossing the ChasmInside The TornadoZero to OneEnjoyed the show? Leave a Review

This week on The Melting Pot, we learned from Benj Miller, the CEO of System & Soul. Benj brings a refreshing perspective to the challenge of transitioning from a founder-centric to a collective mindset. His journey began with the realisation that the bass line in a jazz performance symbolises the essential cadence needed to provide consistency and empowerment. Having witnessed founders' struggle to elevate their best technicians into leadership roles without adequate support, Benj learned the importance of clear, candid conversations to align individual motivations with the needs of the business. As a business coach and serial entrepreneur, Benj has an extensive background in founding and managing ten successful businesses. Specialising in crafting a business operating framework based on his own entrepreneurial journey, Benj has honed his expertise in guiding senior leadership teams of stage two companies through the challenging shift from a founder-centric to a team-led approach. With a focus on developing purpose-driven cultures and fostering collective mindsets within organisations, he brings a wealth of practical insights and strategies to help leaders navigate this pivotal transformation for long-term success and sustainable growth.His unique approach incorporates the "six dimensions of compensation," acknowledging that effective leadership goes beyond financial rewards. By sharing his own experiences, Benj's storytelling captivates and inspires, demonstrating the transformative power of embracing a purpose-driven culture and nurturing a collective mindset within growing organisationsDownload and listen to learn more. On today’s podcast: Cultivate a purpose-driven culture for long-term success.Clarify expectations when hiring for organizational success.Build a successful organization with clear direction and purpose.Shift from a founder-centric mindset to a collective approach.Establish a clear destination statement for organizational alignment. Follow Benj Miller: System & SoulLinkedInSystem & Soul podcastBook recommendations: RenegadesThe Only Leaders Worth* FollowingLeadership and self deceptionFeck PerfuctionEnjoyed the show? Leave a Review  

Do you feel your marketing efforts are not getting you the results you need? Are you frustrated by the lack of customer engagement and differentiation in the market? But what if there's a better way to achieve clear differentiation and increased customer engagement? This week on The Melting Pot, we invited the world’s foremost authority on product positioning and author of the book Obviously Awesome and Sales Pitch, April Dunford. In this episode, April delves into the significance of effective positioning in marketing and its impact on the success or failure of tactical execution. She shares her journey of learning about positioning and the frustration she faced when existing resources did not provide a clear process for implementation, leading her to develop her own methodology.  April emphasises the critical role of positioning in marketing and the need for a clear and effective process to determine and implement positioning strategies. Her insights provide valuable guidance for companies struggling with positioning and developing impactful sales pitches, highlighting the importance of understanding markets, competition, and customer value. Download and listen to learn more. On today’s podcast: Mastering the art of positioning for marketing success.Crafting compelling sales pitches that win over clients.Tailoring product value to meet customer needs effectively.Uncovering untapped niche markets through experimentation.Streamlining the process for clear and impactful positioning. Follow April Dunford: WebsiteLinkedInApril’s booksBook recommendations: The Challenger SalePositioning The Battle For Your Mind Enjoyed the show? Leave a Review

In a world of traditional market targeting, one man's journey took an unexpected turn. His quest to solve sales and marketing challenges led him to a groundbreaking discovery that changed everything. The impact was profound, revolutionising go-to-market strategies and driving unparalleled success. In this episode, we learned from Paul Gilhooly, Vice President overseeing EMEA expansion and growth at 6sense. With two decades of experience in sales, primarily within the Martech sector of the SaaS industry, Paul has gained valuable expertise in leveraging data and AI to optimise go-to-market strategies. His focus lies in navigating the transition from a lead-based model to an account-based model, aiding companies in effectively prioritising their accounts. Through his in-depth knowledge of predictive analytics, customer data platforms, and AI, Paul offers practical insights to businesses seeking to enhance their sales and marketing approaches in the current competitive market landscape. A must-listen if you’re looking to boost your sales and marketing performance.  Download and listen to hear more. On today’s podcast: Unlocking the potential of AI for go-to-market success.Maximising sales impact through Account-Based Marketing and intent data insights.Streamlining sales processes with an AI-driven platform.Enhancing collaboration for improved marketing and sales synergy.Harnessing the power of AI to drive better sales outcomes. Follow Paul Gilhooly:6senseLinkedInBook recommendations: No Forms, No Spam, No Cold Calls Enjoyed the show? Leave a Review  

This week on The Melting Pot we learned from Massimiliano Pogliani, an Italian entrepreneur with an incredible experience in brand development. Throughout his career, he has helped turn Nespresso into a global brand, he has taken Vertu, a luxury Nokia product, continued its development, and sold it on to private equity. Massimiliano was also the first Chief Executive Officer at Illy Coffee who wasn’t a family member. In this episode, Massimiliano shares the playbook he used at Nespresso to turn a locally managed product into a global premium brand, how they got to the point where 50% of their sales were coming through referrals, and how they built a community that was referring and acting as ambassadors and salespeople for their product and their brand. He also talks about the cultural transformation he undertook at Illy Coffee and how he found the promoters within the company that allowed him to do it. Massimiliano shares the essential pillars of building a premium brand, focusing on product excellence, emotional engagement, and consistent brand management. His insights, drawn from his roles at Vertu and Nespresso, offer valuable lessons on exceeding customer expectations, creating a brand community, and fostering emotional attachment with consumers. His emphasis on personal connections, team management, and the development of a cohesive brand culture provides valuable insights for luxury brand managers looking to create meaningful and emotionally engaging brand experiences.A fantastic conversation about building and running three amazing businesses and brands.Download and listen to learn more.On today’s podcast: The pillars of creating a luxury brandPositioning Nespresso as a global luxury brandThe importance of living your brandChanging the culture at Illy CoffeeHow to find the promoters within the business to change your culture Follow Massimiliano Pogliani:Px3 PartnersLinkedInBook recommendations: Who Moved My CheeseOut of the Maze Enjoyed the show? Leave a Review 

Change is inevitable, but making it stick in an organisation can be a monumental challenge. Our guest on The Melting Pot this week, Luke Battye, tackles this issue head-on. As a founder and managing partner of consultancy Sprint Valley, Luke helps companies embed the Change Reflex — empowering teams not just to accept but embrace and enact change.  Luke shares real examples where he applies the frameworks and behavioural science-based techniques with multinationals to help them deliver better performance and growth. One great example is the Etihad Stadium in Manchester. Luke and the team helped them improve their efficiency in serving food and drinks at halftime to their 60,000 fans by looking at how fast food chains like McDonald’s drive consumer behaviour and decision-making. He also dived into how he used peer learning and body cams to boost sales performance for field-based sales teams. Luke emphasises that enacting organisational change starts with building psychological safety through trust in leadership competency, integrity and benevolence. Download and listen to learn more. On today’s podcast: Diving into the Change ReflexUnderstanding and shifting consumer behaviourRelying on behaviour rather than opinions: the Friendship MethodThe importance of self-awareness in leadershipHelping salespeople improve performance  Follow Luke Battye:The Change ReflexSprint ValleyChangeMakers AnonymousLinkedInEnjoyed the show? Leave a Review

In the face of personal loss, Jeannie Arthur found herself searching for a new purpose. Little did she know her journey would take an unexpected turn towards scaling a remote team. With doubts and a lack of confidence, she stepped up as CEO and embarked on a rapid growth journey. But what happened next? How did this remote team achieve such unprecedented success?In this week’s episode, we learned from Jeannie Arthur, the former CEO of Qunifi and current Group Chief Transformation Officer at Dstiny. Jeannie shares her journey of joining Qunifi during the pandemic and successfully scaling the remote team from four people to 70 employees with an impressive $20 million in annual recurring revenue (ARR) in just 18 months. Her background as an engineer, management consultant, and entrepreneur in B2B SaaS businesses brings a unique perspective to the discussion. Jeannie highlights the importance of intentional communication, remote fit during hiring, and democratising culture and engagement in a remote organisation. Whether you're a CEO or COO leading a remote team, this episode is packed with practical ideas to inspire you in your own journey to success.Download and listen to learn more. On today’s podcast: Scaling a remote organisation Exploring intentional communication and engagementDemocratising culture in a remote organisationThe challenges of finding the right people for remote-fitGetting the team involved in driving engagement Follow Jeannie Arthur:DstinySedexLinkedInBook recommendations:  Team TopologiesThe Effortless ExperienceScaling Customer Success Enjoyed the show? Leave a Review

In a world where growth and innovation are the lifeblood of businesses, two seasoned experts unveil a secret weapon for entrepreneurs and business leaders. Matthew May and Pablo Dominguez shatter the perception that lean principles are solely for startups and scale-ups. Brace yourself for a mind-bending twist as they reveal how lean thinking can revolutionise go-to-market strategies for companies of any size. Matthew May and Pablo Dominguez are the authors of the book What a Unicorn Knows: How Leading Entrepreneurs Use Lean Principles to Drive Sustainable Growth. Matthew works for Insight Partners, a private equity VC firm in New York, where he runs the Lean Scale Up program, helping scale-ups remove obstacles to growth. With a background in strategy and a decade of experience with Toyota, Matthew brings a unique perspective to the application of lean principles. Pablo, also with Insight Partners, supports their advisory teams and has a strong focus on sales effectiveness. With over five years of experience working with portfolio companies, Pablo brings valuable insights to the table. Together, they offer practical examples and templates in their book to help businesses of all sizes drive consistent growth and innovation through lean thinking.Download and listen to learn more. On today’s podcast: Diving into the Unicorn ModelThe five foundational principles of the Unicorn ModelImproving the quote-to-cash process by removing wasteThe value of frontline employeesThe importance of leadership to foster innovation  Follow Matthew May and Pablo Dominguez:Insight PartnersPablo’s LinkedInMatthew’s LinkedInWhat A Unicorn KnowsBook recommendations: GreenlightsJust Because (Chidlren’s book)In Pursuit of EleganceThe Elegant SolutionEnjoyed the show? Leave a Review