Higgle: The B2B Sales Club

Could the art of collaboration transform your sales and marketing strategies for C-suite success? This time we sit down with Adam Miller, CEO of Elevate, to explore the art of aligning sales and marketing for B2B success. He explains the nuances of targeting C-suite decision makers in complex sales cycles, and shares his expertise on defining clear, actionable goals that drive business growth. We also tackle common misconceptions surrounding account-based marketing (ABM) and emphasize the importance of collaboration between sales and marketing teams. We address the critical issue of aligning expectations across business, sales, and marketing departments in a way that promotes long-term growth. Then, we explore the tension between short-term sales pressures and the necessity for strategic planning, illustrating the need for effective messaging and foresight in navigating the evolving landscape of B2B sales. Adam provides the tools you’ll need to harmonize your teams and thrive in the challenging terrain of B2B sales. Topics covered during this episode include: Why targeting C-suite decision-makers is crucial in complex B2B sales cycles. How defining clear, actionable goals can drive business growth and success. Why account-based marketing involves collaboration beyond just marketing teams. How tailored strategies can enhance both new and existing customer engagement. Why aligning expectations across departments is essential for long-term growth. How strategic, long-term planning prevents misalignment and inefficiencies in sales processes. Why immediate sales pressures can conflict with the need for long-term relationship building. How effective messaging can clarify a brand's unique market position and purpose. Why a lack of alignment between sales, marketing, and senior management can lead to dissatisfaction. How interdepartmental collaboration can uncover valuable insights for customer engagement. Why understanding an ideal customer profile is vital for targeted sales strategies. How technology advancements have increased the popularity of account-based marketing. Unlock actionable insights on harmonizing your sales and marketing efforts for lasting business impact. Listen now!   Adam Miller on LinkedIn: https://www.linkedin.com/in/millerjadam/

Are you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape? Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence.  Throughout our conversation, Brent and Karl introduce their innovative concept of framemaking, a strategy that aligns sales solutions with client priorities. This approach goes beyond typical sales tactics by fostering genuine, lasting relationships with clients, even when they choose competitors. Their ideas promise to shake up conventional sales methods. Topics covered during this episode include: Why buyer confidence should be supplier-agnostic and focus on customers' decision making abilities. How Brent and Karl met each other at Corporate Executive Board (now part of Gartner). Why nurturing customer decision confidence is crucial in B2B. How framemaking aligns sales solutions with client priorities to overcome decision complexity. Why the book emphasizes customer confidence over supplier trust for effective decision making. The impact of decision complexity, information overload, and outcome uncertainty. Why understanding clients' businesses deeply helps navigate obstacles and maintain deal momentum. How salespeople can anticipate and overcome potential deal barriers. Why gaining customer confidence involves addressing emotional and rational decision aspects. Listen now to learn how to revolutionize your B2B sales approach with innovative framemaking techniques that build lasting customer relationships.   Brent on LinkedIn: https://www.linkedin.com/in/brentadamson Karl on LinkedIn: https://www.linkedin.com/in/karl-schmidt-q

What secrets do successful businesses use to convert initial collaborations into long-term, profitable partnerships? Iain Scott, the CEO and Founder of Base Creative, joins today’s conversation as we get into the transformative power of strategic partnerships for business growth. He shares his journey of leveraging his digital marketing agency's success through unique alliances. With an intriguing mix of personal interests, Iain highlights how these passions have paved the way for building impactful connections with like-minded people. We explore the dynamics of white labeling, joint ventures, and agency referrals, uncovering how these collaborations can lead to remarkable client acquisition. Our conversation takes a deeper dive into the long-term benefits of partnership building, where trust and shared interests play a pivotal role. Iain introduces his "flywheel" strategy, emphasizing how positive experiences can turn partners into advocates. Topics covered during this episode include: How strategic partnerships can drive business growth, leveraging networks for client acquisition. How partnerships involving white labeling and joint ventures boost new client acquisition. Why non-competing agencies collaborate to meet demand and enhance service offerings. How the "acqui-hire" concept strengthens expertise by merging teams and skills. Why partnerships can be likened to dating, evolving into lasting, beneficial relationships. How consistent efforts and shared passions can turn business relationships into alliances. Why a "flywheel" strategy can turn partners into advocates through trust and positive experiences. How authentic connections can be built through shared interests and unconventional networking spaces. Why maintaining long-term partnerships requires scalability and inherited credibility. How aligning values with potential partners enhances connection and collaboration. How repetition bias keeps businesses front of mind with partners and clients. Why being deliberate about partnerships is essential for long-term success and growth. Learn the strategies behind successful agency collaborations and client acquisition in this must-listen episode!   Iain Scott on LinkedIn: https://www.linkedin.com/in/iaingscott

Is your brand caught in the cycle of short-term gains due to outdated RFP processes? In this episode, we’re examining the nuances of agency operations with Leah Power, EVP, Strategic Operations Consultant at the Institute of Canadian Agencies. We unravel the overwhelming nature of agency pitches and explore the challenges agencies face, from the RFP process to building long-term relationships. Leah shares her valuable insights into navigating economic turbulence, emphasizing the importance of moving beyond commoditized views of agency services. We challenge traditional agency selection methods, likening them to recruiting a CEO rather than a mere transaction. By highlighting the pitfalls of the current RFP process, Leah advocates for a more tactful approach that focuses on transparency, trust, and competency. We also discuss the critical role of account departments in making strong client relationships and the necessity of trust as a foundation for growth. Topics covered during this episode include: Why the traditional RFP process commoditizes agency services, impacting long-term relationships. How agencies can have sustainable growth through innovative strategies and trust building. How nurturing existing client relationships contributes to long-term agency success and growth. Why traditional agency selection processes may be inefficient for complex services. How procurement practices affect agency and brand dynamics amid economic challenges. Why agencies must adapt business development strategies beyond RFPs for sustained success. How transparency and credibility are crucial for strengthening agency-client relationships. Why understanding an agency’s journey and handling challenges is vital in the selection process. How collaboration and alignment between agencies and brands enhance mutual growth. Why long-term thinking in business strategies can mitigate pitfalls in agency operations. How alternative approaches to procurement can better align with business growth needs. Join us for a deep dive into agency dynamics and uncover alternative approaches to enhance collaboration and sustainable success!   Leah Power on LinkedIn: https://www.linkedin.com/in/leah-power-3486998/

Could formalized training in media planning and buying be the key to elevating industry standards? Adam Hopkinson, the innovative founder of PASHN, takes us into the world of media buying this week. We examine the crucial role of media planners and buyers, exploring the need for robust training and formal qualifications in the industry. Adam argues for the elevation of training standards to match other professions, ensuring that media professionals can manage client budgets effectively and confidently. We later discuss the often-misunderstood world of sales within the marketing and media sectors. We challenge the negative stereotypes associated with sales, advocating for specialization and integrity in service offerings. We also touch on the balance between remote work and face-to-face interactions, recognizing the value of networking and podcasting in building meaningful industry connections.  Topics covered during this episode include: How Adam bridges media and art through his agency. Why training and qualifications in media are crucial for managing client budgets effectively. How stereotypes in sales can be dispelled to emphasize the value of specialization. Why building genuine, trusting relationships with clients is essential in media and marketing. How maintaining authenticity in service offerings is crucial for client trust. Why industry recognition of qualifications is needed in advertising media. Why the trusted advisor model is gaining relevance in today's information-rich world. Why maintaining integrity in service offerings prevents dilution of core competencies. The blurring of the line between work and personal life with clients. How remote work and in-person interactions can balance industry relationships. What risks there are when being a purely remote employee. Why you should encourage your team to network as much as possible. Discover how to elevate your sales and media expertise by building genuine relationships and fostering trust in a media-driven world!   Adam Hopkinson on LinkedIn: https://www.linkedin.com/in/ahopkinson1

How can you ensure your marketing and sales strategies are not just aligned, but actively collaborating for shared success? Today we’re joined by Caroline Hodson, Managing Director of WoolfHodson, to explore how to build a robust sales and marketing engine in the ever-changing B2B landscape. Caroline explains the critical role technology plays in crafting personalized and compliant marketing strategies, and we discuss how these elements can drive business objectives. We confront misconceptions about AI's capabilities, especially regarding unstructured data, with Caroline sharing her insights on the necessity of structured data and clear objectives for AI to produce meaningful results. We also examine the crucial need for marketing and sales alignment, advocating for a proactive partnership rather than a mere agreement. Topics covered during this episode include: The importance of building a sales and marketing engine. Why data and technology are pivotal for personalized and compliant marketing strategies. How integration of people and change management ensures successful marketing strategy adoption. Why businesses must deliver personalized experiences, similar to Netflix and Amazon. How a unified data view is essential to fully leverage AI capabilities. Why AI struggles with unstructured data without proper structure and clear objectives. Why marketing and sales alignment must evolve into active collaboration and shared goals. How a balanced approach to brand and performance marketing helps achieve business objectives. Why CMOs face increasing pressure to demonstrate their impact on sales outcomes. How changing consumer expectations influence the B2B marketing landscape. How clarity and organization in data management are critical for a competitive advantage. Why constant adaptation and data excellence are needed in an ever-changing market landscape. Discover how to revolutionize your B2B marketing strategy with cutting-edge insights on data, technology, and AI. Tune in now!   Caroline Hodson on LinkedIn: https://www.linkedin.com/in/caroline-hodson-88425719

Are you ready to redefine your agency's strategies for a competitive edge? Emily Metcalfe, a strategic marketing consultant, is here to guide us through the future of agency growth and client relationships. Emily dissects the crowded UK market, showcasing the critical need for agencies to articulate unique value propositions that go beyond generic descriptors. We discuss the importance of fostering genuine client relationships and how agencies, often born from passion rather than market needs, must adapt their strategies to stand out. Emily's insights challenge the outdated outreach methods, urging us to focus on building meaningful connections through authenticity and craft. As we navigate the competitive landscape, Emily offers valuable strategies for agencies facing increasing pressure from larger networks. She emphasizes the power of specialization and strategic use of AI, advocating for a "shrink to grow" approach that consolidates strengths and maintains long-term growth. Topics covered during this episode include: How agencies must articulate unique value propositions in the crowded UK market. Why many agencies start from passion rather than market needs. How genuine client relationships surpass outdated outreach methods, causing authentic engagement. Why specialization and strategic AI use are crucial in competitive agency landscapes. How enabling technologies and acquisitions shifts agency competition. Why a "shrink to grow" strategy aids long-term agency growth amidst market challenges. How focusing on clear client strategies and proven success enhances agency management. Why client-focused approaches lead to compelling proposals. Why patience and persistence transform client relationships into lasting partnerships. Why avoiding panic-driven strategies helps agencies maintain stability and growth potential. How strategic use of marketing materials can address client concerns and offer tailored solutions. Don't miss this masterclass in agency management that offers actionable insights on standing out and thriving in a competitive landscape!   Emily Metcalfe on LinkedIn: https://www.linkedin.com/in/emily-metcalfe100/

How can cultural strengths and technical expertise from Latin America unlock new opportunities in the European tech market? John Birtwhistle has worked in technology consulting for nearly 20 years; developing and implementing commercial strategies aligning to goals and objectives with an aim to accelerate growth. Utilising best of breed technology and analysis to create commercial opportunities through automation, increased efficiencies, business development and cost savings. Having joined FCamara in the summer of 2024, he is responsible for executing the GTM strategy and bringing a well established LATAM brand to the UK. John shares fascinating insights in this episode on how Latin American companies are making waves in sectors like fintech and e-commerce, using their cultural strengths and technical expertise to capitalize on opportunities in countries throughout Europe. He emphasizes the importance of trust and relationship-building in navigating global markets and offers advice on how to maintain open lines of communication with stakeholders and become a reliable advisor. We discuss the challenges of entering new markets, adapting strategies, and balancing quality perception with pricing, especially when offering offshoring capabilities. John’s stories highlight the value of a strong network and clear messaging, proving how these elements can unlock significant business opportunities across the globe. Topics covered during this episode include: John’s abnormal transition from a holiday rep to a tech consultancy leader. Why Latin American companies excel in European tech markets through cultural strengths and technical expertise. How strategic networking and trust-building are crucial in navigating global business landscapes. Why the UK and European markets are attractive for Latin American tech firms despite market saturation. Why translating marketing strategies across regions presents both challenges and opportunities. How Brazil has been advancing in enterprise-scale technology, particularly in financial services. Why trusted relationships and strategic marketing are vital for entering new geographic markets. How leveraging existing networks leads to business opportunities and successful deals. Why having a clear message and point of view enhances business development efforts worldwide. How simple acts like sharing valuable information can nurture trusted business relationships. Why resilience and confidence are essential in pursuing business opportunities in new territories. Join us as we unravel the surprising advancements in the Latin American tech scene and gain insights into successful global market entry strategies!   John Birtwhistle on LinkedIn: https://uk.linkedin.com/in/johnbirtwhistle

Could digital sales rooms be the game changer your sales team needs to overcome channel conflict and boost revenue? Jason Nyhus serves as President of Shopware, a market leading open source commerce platform with over 50,000 clients, which enables retail brands to quickly scale their businesses and easily sell across every channel. He was previously SVP of sales, marketing and partnerships at Digital River. He is a highly accomplished sales, marketing and partnership leader with over 20 years of experience in ecommerce, driving revenue growth and market adoption in the technology industry. His global expertise spans various product/service types, including SaaS, E-commerce, Cloud, and B2B, as well as several customer verticals, such as enterprise software, publishing, and consumer electronics. We’re welcoming Jason today to break down the myth of B2B consumerization and explore the unique challenges and intricacies of B2B commerce. He explains why treating B2B transactions like B2C is a strategic misstep, often resulting in unmet needs for businesses. Jason gets further into the details by shedding light on the distinct purchasing behaviours and governance that set B2B apart from B2C. We also discuss how platforms like Shopify, despite claiming to cater to both markets, often fall short in addressing the specific demands of B2B transactions. We explore the transformative power of technology in B2B sales, particularly through digital sales rooms. These innovative tools are not just about enhancing sales efficiency, but are completely redefining how customer interactions are handled in today's digital landscape. We discuss strategies for maximizing sales through both direct and distribution channels, while addressing conflicts that often arise. Topics covered during this episode include: How the myth of B2B consumerization misleads businesses and fails to meet B2B needs. Why treating B2B transactions like B2C is not a good approach to take. How platforms claiming to serve B2B and B2C often miss B2B requirements. Why B2B sales processes and governance differ significantly from B2C. How digital sales rooms can enhance sales efficiency and redefine customer interactions. Why empowering sales teams can resolve channel conflicts and boost overall sales. Why investing in sales education is crucial for economic growth and professional appeal. How understanding potentially underserved customers can unlock new growth opportunities. Why digital experiences are vital in the predominantly digital B2B buyer's journey. How B2B commerce platforms should focus on orchestration and customization. Why capitalizing expenses benefits distributors in high-volume, low-margin environments. Why Jason believes that curation is key when presenting offerings to clients. Elevate your sales game by exploring transformative strategies for maximizing B2B growth in this must-listen episode!   Jason Nyhus on LinkedIn: https://www.linkedin.com/in/jasonnyhus

What secrets do boutique consultancies need to unlock to build long-lasting client relationships? John Godfrey, Commercial Director at Red Badger, is here to give his insights on the challenges boutique consultancies face, especially when competing with industry giants. John shares invaluable insights on transitioning from a reliance on networks to building scalable and repeatable sales pipelines. We explore the myth of the "little black book" and discuss how to establish long-lasting client relationships that sustain growth, showing the critical differences between networking and true business development. As our conversation brings us into partnerships, we highlight how borrowing credibility from established entities can accelerate a boutique consultancy's path to becoming a trusted advisor in the C-suite market. John also shares his thoughts on the importance of hiring versatile leaders who can expand a consultancy's reach and refine its market propositions. Topics covered during this episode include: How boutique consultancies can differentiate from bigger companies through niche specialization. Why moving from networking to building scalable sales pipelines is crucial for growth. Why building trust and shared history is vital for establishing professional relationships. How transforming cold contacts into clients requires tailored strategies and client readiness. Why strategic partnerships accelerate boutique consultancies' credibility and market presence. How partnering with established entities can boost trust in specific markets. The importance of not being boring to the niche you’re trying to attract. How hiring versatile leaders can expand consultancy reach and market propositions. How the distinction between awareness, credibility, and trusted advisor status impacts client relationships. Why experimentation in marketing strategies is fundamental in finding success.   Don't miss this episode for actionable insights on becoming a trusted advisor and breaking the cycle of feast and famine in boutique consultancies!   John Godfrey on LinkedIn: https://uk.linkedin.com/in/johngod