Curious Leadership with Dominic Monkhouse

Are you leveraging the full potential of your sales team? Do you have a clear strategy for hiring and nurturing top sales talent? And, are you curious about how to infuse your sales approach with vigour and vision? If you’re grappling with these considerations, then today's episode of The Melting Pot is an essential listen for you.This week, we learned from Jamie Hamer, CEO and co-founder of Bolt Cover, a trailblazing insurance tech startup revolutionising the way insurers connect with retailers and manufacturers. Jamie isn’t just a seasoned CEO – he’s a master salesman with a passion for building high-performance sales cultures and an eye for what it takes to succeed in transactional sales environments.In this episode, Jamie uncovers the art of defining values, setting expectations, and the power of hiring through referrals. He delves into the intricate relationship between sales team dynamics and business growth stages, advocating for data-driven decision-making as outlined in his sales-focused book, The Exceptional Sales Career. Jamie’s book is not just a collection of anecdotes; it’s a testament to the strength of networking, evidenced by his lucrative investment in a US solar company. He also offers practical advice from evaluating business ideas to the nuances of introverted versus extroverted selling. Furthermore, our discussion pivots to the balance between office and remote working settings, the integration of insurance products into retail, and the tailored approach needed for sales team management.For business leaders and entrepreneurs, the insights Jamie offers on the importance of patiently refining business ideas, coupled with the practical coaching tips he shares from his tenure at Southwestern Consulting, stand out as essential guidance for those striving for excellence.Download and listen today! On today’s podcast:Connecting insurers to independent retailers and manufacturersThe keys to hiring great salespeopleHow to build high-performance sales teamsThe importance of self-talkFollow Jamie Hamer: WebsiteLinkedInThe Exceptional Sales CareerRecommended reading:The Challenger SaleThe Jolt Effect

Are you tapping into the mind of Generation Z effectively? Have you considered the nuances of their consumer behaviour and their impact on your brand strategy? If you find yourself second-guessing or simply curious, this week’s episode of The Melting Pot is a must-listen for you.This week, we learned from Jay Richards, the innovative entrepreneur behind the game-changing platform, Imagen Insights. Having been sought out by the NFL’s head of retail to craft a marketing campaign rich with Gen Z insights, Jay recognised a persistent challenge for brands: how to rapidly and effectively engage with this dynamic demographic. Out of this, Imagen Insights was born – connecting companies like Amazon, Google, Nike, and others with Gen Z to shape their product design, marketing strategies, and macro-level brand questions.During their conversation, we’ll learn more about Jay’s innovative '’Imagen Index', its applicability beyond the limits of social listening, and the nuanced dynamics it reveals within Gen Z's political and social engagement, particularly in the context of the ongoing U.S. election cycle. They further discuss the pandemic’s lasting impacts on youth development, the rise of zero-party data, and the integration of AI within research methodologies.For business leaders, marketers, and strategists seeking a rigorous, informed approach to engaging with Gen Z, Jay offers not only his perspective but also practical tools that eschew performativity for authenticity. Download and listen today! On today’s podcast:Understanding Gen ZThe Imagen Index The role of social listening and social mediaGen Z’s core values and political viewsUsing AI in qualitative research Follow Jay Richards: WebsiteLinkedInRecommended reading:The Psychology of MoneyHookedElon MuskSteve JobsViola Davis: Finding Me Enjoyed the show? Leave a Review  

Is your business strategy truly positioning you for success? Are you cutting through the noise to deliver a unique and compelling message to your customers? If you're grappling with these pivotal questions and contemplating the essence of an effective strategy, today's episode of The Melting Pot is tailored just for you.This week we learned from Alex Smith, Founder of Basic Arts and the author of No Bulsh*t Strategy: A Founder's Guide to Crafting a Strategy That Actually Works, a tour de force aimed at demystifying strategic planning and bringing it within reach of every entrepreneur. With his unorthodox approach to strategic thought, Alex challenges conventional paradigms, believing that strategy needs to be fun, engaging, and, most importantly, straightforward.During their conversation, Dominic and Alex take us on a journey through Tesla's revolutionary market model, a testament to thinking outside the box and engineering consumer perceptions. Alex also shares the importance of authenticity over mimicking competitors and how personal and team relationships outside the office can significantly enhance strategic outcomes.Whether you're an established CEO or a novice entrepreneur, this is a thought-provoking episode emphasising the role of empathy in customer relations and the importance of aligning your value proposition with market trends. Download and listen today! On today’s podcast: The truth about strategy and how it gets doneUnlocking the value of building relationships within the executive teamThe importance of talking with your customers to understand the problem you’re solvingTesla's outstanding original strategy Follow Alex: WebsiteLinkedInNewsletterNo Bullsh*t StrategyRecommended reading:Nassim Taleb’s BooksElon MuskSteve JobsEnjoyed the show? Leave a Review 

This week on The Melting Pot we learned from the CEO of Fluffy, Pavel Gertsberg. In this episode, Pavel offers us an inside look at the transformation of Fluffy from its roots as a pet insurance company to a comprehensive pet health business that's reimagining support for pet owners. With the rise of pet ownership, particularly after the pandemic, Pavel discusses the fresh challenges that new pet parents face and how Fluffy aims to ease the stress that accompanies caring for our four-legged companions. He'll share how Fluffy’s digital vet clinic and subscription model aim to revolutionise the industry by providing cost-efficient, accessible, in-house pet care.Drawing from his rich background in startups and revenue acceleration, Pavel cautions against the siren call of growth hacking in the early stages. Instead, he advocates for founders to get their hands dirty to find the elusive product-market fit before scaling. How can we develop products that resonate with our customers emotionally? Pavel will help us find the answer using the example of Airbnb’s approach. During this conversation, Dominic and Pavel will also discuss their views on the unpredictable nature of B2C businesses, the strategic advantages the UK presents for B2B enterprises, and the complexities of globalisation for financial firms.Download and listen today! On today’s podcast: An innovative approach to pet healthcareThe impact of COVID on the pet insurance industryThe importance of product market fit before scalingExploring the complexities of globalisation for financial firms Follow Pavel Gertsberg: WebsiteLinkedInFluffyRecommended reading:Paul Graham’s essays Enjoyed the show? Leave a Review 

This week on The Melting Pot we welcomed back a special guest. We're diving into today’s international economic landscape, and the critical debates surrounding Germany's own industrial landscape with none other than the renowned pricing expert and consultant, Hermann Simon.As ever, Simon leaves us with an extremely insightful episode where he explores the provocative argument for Germany's deindustrialisation, the challenges and strategies for managing automation, and the intriguing concept of hidden champions—those mid-sized market leaders in niche sectors that silently dominate the global stage. He examines Germany's rich history of entrepreneurial internationalisation and technological innovation (both fundamental pillars in the DNA of German entrepreneurs), as Hermann shares insights on everything from the inner workings of seed-sorting machines to autonomous driving achievements.During their conversation, Simon and Dominic discuss the complexities of immigration, the need for skilled talent, and Simon's perspective on the essential balance for effective integration. Plus, insights into pricing strategies amid inflation, the significance of education and vocational training in shaping a skilled workforce, and a glimpse at the future role of AI and raw materials in industries like automotive.To top it off, Hermann imparts his wisdom on staying optimistic amid a global economy peppered with uncertainties but also ripe with opportunities. So, gear up for a thought-provoking journey through the economic, technological, and social realities that shape our world. Download and listen to learn more. On today’s podcast: Inflation and its effect on pricing strategyGermany vs UK’s economyWhy Are Hidden Champions ‘Hidden’The DNA of German entrepreneursDeindustrialisation in Germany Follow Hermann Simon: WebsiteLinkedInHidden Champions in the Chinese CenturyConfessions of the Pricing ManBeating InflationBook recommendations Elon MuskForged in Crisis Previous episodes with Hermann:

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 selling

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?

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