Get the inside track on how to deliver success in qualified lead generation and sales conversion strategies. Join The Insiders for compelling interviews with today’s thought leaders in sales and marketing. Industry insight. Inspirational perspectives. Inside your world.
Jedd Williams (Head of Global Sales Acceleration at Poly) talks about how to integrate successful alliance partnerships into your sales strategy
On episode 24 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine talk to Jedd Williams (Head of Global Sales Acceleration at Poly) about his experience using B2B alliance partnerships and co-selling framework, and how customer needs have changed since working from home has become more prevalent. Jedd also discusses: How sales acceleration can drive revenue across broader organisations, the importance of collaboration across and within businesses, and how to scale your renewal rates by focusing on your product/service."We make sure that we're maximising the the size of the opportunity and getting the customer what they need early on in the process."
4/21/2023 • 28 minutes, 41 seconds
Jamie Mackenzie (Chief Marketing Officer at Sodexo Engage) talks about how marketing fundamentals play a key role in creating successful global product launches.
On episode 23 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine chat with Jamie Mackenzie (Chief Marketing Officer at Sodexo Engage) about how marketing fundamentals play a key role in creating successful global product launches, and the influence they have on the buyer journey. Jamie also discusses: Key considerations when implementing a global product launch, B2B vs B2C buyer mindset, and how tracking the right metrics and intergration of commercial functions can benefit business.
4/11/2023 • 37 minutes, 41 seconds
Philipp Humm, Founder of Power of Storytelling, discusses how captivating storytelling can enhance sales teams selling abilities
Philipp Humm (Founder of Power of Storytelling) explores how learning the art of storytelling can enhance sales teams selling abilities.In this episode Philipp also discusses:His first encounter with storytelling in a sales environmentThe effectiveness of dialogue in storytellingHow to practice storytelling to enable a shift in your selling journeyHow to implement constructive embarrassment productively
3/21/2023 • 30 minutes, 45 seconds
Jamal Reimer, Founder of Enterprise Sellers, discusses how implementing a high performance mindset and grand thinking enabled him to unlock the secret of megaselling.
Jamal Reimer (Founder of Enterprise Sellers) discusses how implementing a high performance mindset and 'grand thinking' enabled him to unlock the secret of mega-selling.In this episode Jamal also discusses:His career highs and lows throughout 20 years in salesWhat mistakes people commonly make when prospecting into C-levelThe art of executive whisperingHow to create the right environment and culture to achieve high performance selling
2/28/2023 • 32 minutes, 33 seconds
Richard Smith, VP of sales EMA at Allego, discusses how to make cold calling your most effective sales channel, and how implementing sales enablement technology can enhance sales performance.
Richard Smith (VP of sales EMEA at Allego) discusses making cold calling your most effective sales channel, and how implementing sales enablement technology can enhance sales performance.Richard fell into the profession after leaving University with an underwhelming Computer Science degree. He has performed all sales roles from lead generation to revenue contributor, and now leads a growing team as VP of Sales EMEA at Allego. He is passionate about coaching and developing others, particularly those just starting their career.In this episode Richard also discusses:How to create the right blend of touch points to reach prospects successfullyThe importance of setting salespeople up for success during the onboarding processThe impact of regular and effective sales coaching
2/13/2023 • 35 minutes, 18 seconds
Simon Ball, Market Director at Equans UK & Ireland, shares how to win new customers in a highly commoditised market and contrast low-cost competition with personalization and trust
Simon Ball (Market Director at Equans UK & Ireland) discusses the power of personalisation and how success in sales is always a team pursuit. Simon also discusses:How to beat low-cost competition in a commoditised marketplaceThe importance of establishing multiple engagement points with target accountsWhy capturing the interest of a CEO might not be enough to win in B2B sales
1/30/2023 • 31 minutes, 22 seconds
Jason Harvey, VP of Solution Sales EMEA at Zebra Technologies, unpacks the mindset shift from product selling to solution selling in the B2B technology market.
On episode 18 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Jason Harvey (VP of Solution Sales EMEA at Zebra Technologies) to talk about the shift from product selling to solution selling, and why creating a culture of innovation is key to driving growth in the industrial technology market. Jason also discusses:The importance of wielding a 'be curious' attitudeUpskilling your salespeople for maximum successWhy losses are just as important as wins and how to come back strongerWhy it's crucial not to overwhelm your buyers, or your sellersListen now.
1/4/2023 • 31 minutes, 10 seconds
Miguel Avalos, Head of Ads Marketing, Commerce & Vertical Growth Programs EMEA at Google, explores the connections between growth challenges, go to market strategy and diversity.
Miguel Avalos (Head of Ads Marketing, Commerce & Vertical Growth Programs EMEA at Google) joins hosts Richard Lane and Simon Hazeldine on The Insiders podcast to talk about overcoming growth challenges and developing winning go-to-market strategies.Miguel also discusses:The necessity to unleash talent through a culture of diversityThe flexibility of leadership in the digital ageA key issue with Sales and Marketing alignment...and more!
12/8/2022 • 34 minutes, 31 seconds
Dirk Gauwberg, Global Operational Marketing Director at AXA Partners, talks about storytelling and distributing meaningful content that reflects the buyer journey.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Dirk Gauwberg (Global Operational Marketing Director at AXA Partners) to discuss the power of storytelling and distributing meaningful content that reflects your customers' buying journey. He also discusses:Adapting sales pitches to reflect modern, buyer-first sellingMaximising your consultancy approach by offering customers 'tailor-made solutions'The power of collaborating with external providersHow to drive revenue growth quickly
11/21/2022 • 33 minutes, 38 seconds
Catherine Dutton, Vice President of EMEA Marketing at Pegasystems, shares her insights on how to make marketing your business' most valuable asset.
On episode 15 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine welcome marketing expert Catherine Dutton (Vice President of EMEA Marketing) from Pegasystems. Catherine shares how qualifying and nurturing leads appropriately can win more customers and drive growth. She also discusses:Why it's important to be a data-driven storytellerThe skills marketers need to add business valueHow measuring the impact of marketing can drive alignment and growth"Marketers need to be flexible, adaptable, and think more strategically, alongside being able to use insight and analysis to inform your conversations both internally and externally."
11/4/2022 • 31 minutes, 12 seconds
Mercer UK's Chief Growth Officer, Nick McClelland, and Chief Marketing Officer, Aine Bryn, highlight why sales and marketing should always be curious about one another.
On episode 14 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine celebrate a milestone, welcoming sales and marketing duo Nick McClelland (Chief Growth Officer) and Aine Bryn (Chief Marketing Officer) from Mercer UK. The pair talk about the never-ending relay race that exists between Marketing and Sales, and why one can't work without the other. They also discuss:How curiosity is the key to a great sales and marketing partnershipWhy asking the right questions will inevitably lead to innovation and growthThe importance of coaching employees to be inquisitive about fields outside of their area of expertise
10/20/2022 • 40 minutes, 53 seconds
Emma Roffey, VP of Marketing EMEAR at Cisco, talks about the nuances between sales and marketing, and the one thing that should always unite them - the customer.
Hosts Richard Lane and Simon Hazeldine are joined by Emma Roffey (VP Marketing EMEAR at Cisco) to discuss the importance of always maintaining a "customer-first philosophy." Emma also discusses:The defining characteristic that separates sales and marketingWhy speed matters when meeting customer needs How alignment and culture start at the top Why peer-to-peer feedback is crucial to success
10/10/2022 • 36 minutes, 23 seconds
Darren Cassidy, Managing Director UK&I at Xerox, discusses the importance of practicing 'adaptive leadership' to navigate change in the ever-evolving world of sales.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Darren Cassidy (Managing Director UK&I at Xerox) to talk about how adaptive leadership can help businesses navigate change. Darren also discusses:How sales leaders must be clear about where they want teams dedicating their time and energyThe benefits of applying the 'Red to Blue Mindset' modelWhy sales and marketing collaboration d12rives meaningful change
9/27/2022 • 34 minutes, 43 seconds
Darren Atkins, Marketing Director at Sabre, talks about the role played by marketing in the integration with sales and how to achieve the "holy grail" of marketing to revenue correlation.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Darren Atkins (Marketing Director at Sabre) to talk about the integration of Marketing and Sales and highlights how this can only be fully achieved by reimagining the role of Marketing. Darren also discusses:The diffused shift in focus from lead generation to brand activationHow marketing’s role doesn’t stop at generating interest and awarenessWhy setting clear objectives is critical to running successful demand generation campaigns
9/14/2022 • 34 minutes, 7 seconds
Franklin Williams, Director of Global Commercial Excellence at Thermo Fisher Scientific, gets candid about leveraging LinkedIn to succeed in the world of social selling.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine spoke with Franklin Williams (Director of Global Commercial Excellence at Thermo Fisher Scientific) to discuss how businesses can drive up revenue and EBITDA with social selling. Franklin also discussed:How to add value and drive trust through your LinkedIn profileThe importance of sharing authentic content with your networkSimplifying technology to maximise sales efficiency
9/7/2022 • 37 minutes, 54 seconds
Neil Ritchie, Head of Global Marketing & Sales for Motion Services at ABB, talks about the importance of mediating between a global revenue strategy and its local execution.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Neil Ritchie (Head of Global Marketing & Sales for Motion Services at ABB) to discuss the importance of mediating between a global strategy and its local execution. Neil also discussed:His 3 core principles for strategic success: find the right people, empower them to do the right thing, and keep it simpleThe psychology of sales: how 'value' is different to different peopleCustomer satisfaction and how it relates to the changing world of salesThe value diversity brings by attracting the right talent
8/17/2022 • 33 minutes, 20 seconds
Graham Hawkins, Founder & CEO of SalesTribe, discusses the importance of using storytelling and sense-making to strengthen your sales process.
On our special episode of The Insiders Podcast, hosts Richard Lane and Simon Hazeldine are joined by Graham Hawkins (Founder & CEO of SalesTribe). Graham discusses the importance of using storytelling and sense-making as part of the sales process, and how to sell smarter in a world of smarter buyers. Graham also explores:How the role of salespeople has evolved: they are no longer the information givers, but the sense-makersHow showing you care will make you stand out to buyersThe importance of networking and building a brand: visibility = opportunityAn expert in his field, Graham is a keynote speaker in the world of digital and data-led selling. He is also the Founder & CEO of SalesTribe, a business dedicated to improving sales capability and providing salespeople with new career opportunities.
8/10/2022 • 26 minutes, 4 seconds
Sascha Rahman, Head of Strategic Marketing & Sales Excellence at ifm, discusses how to manage the risk of buyers' remorse by coordinating sales and customer success capabilities.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Sascha Rahman (Head of Strategic Marketing & Sales Excellence at ifm) who discusses how to manage the risk of customer regret by effectively coordinating sales and customer success teams. Sascha also talks about...The importance of team composition to deliver the right solutions to the customerLeveraging multichannel approaches to achieve sales excellenceMoving from a responsive to a prescriptive approach avoiding information overload
8/2/2022 • 30 minutes, 26 seconds
Ivy Petit, Global Marketing Director at Veolia Water Technologies, discusses the importance of developing a marketing narrative that channels the customer's voice through aligned Sales and Marketing.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Ivy Petit (Global Marketing Director at Veolia Water Technologies) to discuss the importance of channelling the customer's voice through aligned Sales and Marketing. Ivy also provides insight into... Developing a value proposition canvas and customer-focused marketing narrativeThe different challenges experienced by customers in different countriesUsing workshops, frameworks and toolkits to bring Marketing and Sales together
7/20/2022 • 29 minutes, 20 seconds
Ricky Sevta, Chief Revenue Officer at simPRO discusses the importance of maintaining a startup mentality in a growing business.
On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Ricky Sevta (Chief Revenue Officer at simPRO) to discuss the importance of maintaining a startup mentality as your business grows.
7/8/2022 • 35 minutes, 11 seconds
Peter Schopf, Head of Sales MindSphere for EMEA at Siemens Digital Industries Software, discusses the global differences in the adoption of the digitalisation of Sales and the importance of knowledge management in the replication of business success.
On the latest episode of The Insiders podcast, Peter Schopf (Head of Sales MindSphere for EMEA at Siemens Digital Industries Software) joins hosts Simon Hazeldine and Richard Lane to explore the importance of understanding customer journeys in telecommunications and IoT Sales.
6/24/2022 • 33 minutes, 20 seconds
Ryan Bott, Global Vice President of Revenue at Sodexo discusses the importance of curating a positive perception amongst customers and the future digitisation of sales
On the latest episode of The Insiders podcast, Ryan Bott (Global Vice President of Revenue at Sodexo) joins hosts Simon Hazeldine and Richard Lane to explore the importance of curating a positive perception of the company, salesperson and the product amongst customers. Ryan also discusses:How to use Three Ps to grow your business - Pipeline, Productivity and ProductThe shifts in consumer behaviour and what the future of Sales will look like as we experience the further digitalisation and virtualisation of sellingHow vital it is to ask the customers what they want
6/10/2022 • 35 minutes, 2 seconds
James Webb, Vice President of Marketing Central Europe & EU at Fellowes Brands, discusses evolving salespeople into Sales and Marketing hybrids.
On the latest episode of The Insiders podcast, James Webb (VP Central Europe and EU Marketing at Fellowes Brands) joins hosts Simon Hazeldine and Richard Lane to discuss the evolution of salespeople into Sales-Marketing hybrids and his expertise from his joint sales-marketing role:How transactional and consultative selling can be tailored to the needs of the customerHow the ethos at Fellowes has led to sales and marketing teams working in harmony for the benefit of the customerHow focusing outcomes can allow for the setting of realistic goals without preventing the freedom to innovate
5/16/2022 • 29 minutes, 36 seconds
Emma Botfield, Managing Director UK & Ireland at RS Components, discusses 'Mar-Sales' and uniting the competing "in-laws" of Sales and Marketing to create a powerful force
In the first episode of The Insiders Podcast, Emma Botfield, Managing Director UK & Ireland at RS Components, joins hosts Simon Hazeldine and Richard Lane to discuss her insights into the world of 'Mar-Sales' - her term for the marriage between Marketing and Sales - Emma likens the two to a competing pair of in-laws, who if managed correctly, can be a powerful force. Emma also provides insight into... The changes in 'Mar-Sales' brought about by the pandemicLooking for long-term partnerships rather than short contract winsThe importance of perceiving 'Mar-Sales' as a career and her intentions to ensure that the industry becomes a desirable destination for women and people from different ethnicities, cultures and backgrounds.
