Closed Circuit Selling™ w/ Adem Manderovic + George Coudounaris

Did you know that peer advocacy can rapidly accelerate not only yourself but all those around you? 

Well my next guest, has done just that, and then some at scale. 

With multiple posts gaining subsequent viralty I needed to speak with the man behind these master moves for myself.

Haris’s story is possibly different from what you would expect, turning from complete left field into a massive household name, where it matters!!

I bring to you @Haris Halkic Founder @ SalesDaily.co 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

You've finally got your target customer to a meeting. It's taken even more touchpoints than research says it should. How do you make sure you don't screw it up?

How can you maximize your chances of winning their business?

And once you've won it, making sure it gets past legal, finance - and to make sure they stick around as a happy customer?

Today we're taking you through what you need to cover so you can nail your demo, live quoting day, or however else it is you're meeting with your target customer.

This is part of our mini-series with 7x ex-head of sales, Adem Manderovic. We're combining marketing and sales forces to build a revenue engine with total alignment. The outcome? A more efficient acquisition system that leads to sustainable growth.

Today we are sharing step 3 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.

Step 3 is all about maximizing your chances of winning a deal.

Tune in and learn:

+ Why mega deals are the gold standard for business growth

+ Essential components for deal success, including market cataloging and objection handling

+ How to adapt mega deal strategies for smaller contracts

If you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework.

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SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

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00:00 Unlocking the Secrets of Mega Deals

02:10 Why Mega Deals are the Gold Standard

03:40 Essential Components for Deal Success

05:50 The Power of Live Quoting Days

07:20 Introducing Your A-Team to Clients

08:40 Aligning Expectations and Overcoming Objections

10:20 Navigating Legal and Credit Processes

11:50 The Commercial Pack: Sealing the Deal

13:20 Adapting Mega Deal Strategies for Smaller Contracts

14:40 Key Benefits of Partnership Alignment

15:30 The Importance of Customer Success Planning

16:10 Wrapping Up: Next Steps in the Framework

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

If you want more customers to buy your product or service, you need to build trust with them first. Trust that you won’t let them down, that you will deliver the outcomes expected, and that they won’t regret their decision for choosing your company.

Companies that are focussed on ‘selling the meeting’ don’t build trust. In an effort to look for the ‘needle in the haystack’ that’s willing to buy from you now, their hungry SDR team churn and burn the market. Ever downloaded an eBook and had a sales team call you non-stop for the next few months?

Doesn’t build a great deal of trust does it?

(We go deep into the problems with ‘selling the meeting’, the Predictable Revenue modelling and why it’s hurting your business in pt.1 of our mini-series).

But how do you build trust? Is it through content? Events? Ads?

We have a system that you can use to consistently build trust with your prospective buyers, which is a key part of your revenue engine.

Today we are sharing step 2 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.

Step 2 is all about building relationships with your target customers and getting them to buy from you.

Tune in and learn:

+ Why trust is essential to your revenue engine

+ The 4 components to building trust

+ How to accelerate the trust building process

If you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework.

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SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

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00:00 Unveiling the Ultimate Business Growth Engine

02:00 The Power of Targeted Marketing: Setting Up for Success

04:40 Building Bridges of Trust: The 5 Stages of Awareness

08:10 Real-Life Example: How Content Drives Purchasing Decisions

11:30 Next-Level Content: Making Lives Better Beyond Your Product

14:00 The Secret Recipe for Overcoming Objections

17:10 Distribution Tactics: Getting Your Message to the Right People

20:20 One-to-One Interactions: The Art of Personalized Selling

23:40 Shortening Sales Cycles: The Power of Education

26:30 The Future of B2B Sales: Mega Deal Room Tactics Revealed

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

This is one is one of  the most impactful, no nonsense interviews that I have ever untaken in my life. 

Where this one goes will likely give the many three months free consulting, that is easily applied to you, and your market. 

It stands to reason, why Tom and I hit this one for such a home run, given our backgrounds came up from not ONLY before the Predictable Revenue split outs, but from working the back end of deals in financial services first and the automotive industry first. 

So what do you get when we discuss two decades of experience, half a million cold calls, and endless strategic approaches? 

Well you will need to tune into find out.. 

Speaking with  @Tom Slocum CEO @SD Labs For episode 95 

→If you find yourself wondering how we got here in terms of landscape. 

→If you find yourself wondering WILL other verticals take on fundamentals across the funnel, and what were they? 

→If you find yourself, nodding your head..thinking I need to hear this…  you will not be alone. 

We could have dissected this for another three hours, but we have some of the most practical ways to apply better business all in one episode that will hit the mark. 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

If you're a CMO, CRO or Head of Sales, you should be asking yourself: how can our teams work better together to drive more revenue, in a more efficient way?

We've come across so many organizations that have bloated methods for acquiring customers. They're loaded to the brim with hungry SDRs who have 'book the meeting at all costs' as their mandate. They've handcuffed marketing and reduced them to 'lead gen' to feed the sales machine.

The result? A 'spray and pray' method that doesn't work unless you have serious cash to burn. Marketing, sales and customer success are incentivised to behave in ways that compete with each other. A poor customer experience. And a high level of churn and dissatisfaction at customer success.

To answer your prayers for a 'better way', we've teamed up with 7x ex Head of Sales, Adem Manderovic, to bring you a combined marketing and sales system that will completely align your business. It will help you build a growth engine that allows you to win more customers for less, and reduce churn.

It gets sales, marketing and customer success to all play on the same team.

Today we are sharing step 1 of our framework to create complete end-to-end organizational alignment. This is the solution to start driving a much more efficient acquisition system.

Step 1 is all about laying the foundations in place for your revenue engine before you go-to-market.

Tune in and learn:

+ How to define your next best market

+ How to reposition your business to make it a 'no brainer' for future customers

+ How to prioritize your next targets by cataloguing the market

If you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

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00:00 Welcome to the B2B Playbook: Creating a Business Growth Engine

01:28 Why Understanding Your Best Market is Crucial for Success

03:41 The Four-Step Process to Drive Better Commercial Outcomes

05:42 Step 1: Identifying Your Best Customers Using the 80/20 Rule

08:40 Step 2: Deep Dive into Customer Understanding

11:22 Uncovering Hidden Insights from Lost Deals and Churned Clients

13:50 The Power of Direct Customer Interviews vs. Data Analysis

16:20 Step 3: Updating Your Positioning and Messaging

17:52 Step 4: Cataloging the Market - A Lost Art in Modern Sales

20:20 The Benefits of Building Relationships Through Market Research

22:08 Wrapping Up: The Foundation for a Successful Growth Engine

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

From bootstrapping startups from 0-$10M three times… to what you see today with the call it as it is attitude carving your linkedin feed my next guest has all but redefined the category in which he finds himself. 

Taking on some of the global heavyweights is no mean feat. 

But to come up time and time again as the victor means this person exemplifies what it is to when, and the matter which you need to do it.

Speaking with  @Adam Robinson CEO retention.com and RB2B  For episode 93 

We get into more of the backstory of what he saw when others didn’t, and how he was able to capitalise on the way things should have been delivered from the outset. 

We touch on whats possibly next, and will Saas lean into other industry norms. 

Whether you sit on the spectrum of wanting to do better with less, this is not one to miss. 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

Are you struggling to acquire new customers profitably? Do you have a bloated sales team that are trying to find the needle in the haystack? Are customers churning after being sold a dream you can't deliver on?

You may have been setup to fail with a sales-led model that just won't work for your business as you scale.

To answer your prayers for a 'better way', we've teamed up with 7x ex Head of Sales, Adem Manderovic, to bring you a combined marketing and sales system that will completely align your business. It will help you build a growth engine that allows you to win more customers for less, and reduce churn.

It gets sales, marketing and customer success to all play on the same team.

Tune in and learn:

+ The end-to-end process for building a growth engine

+ Why the predictable revenue model has set you up to fail

+ Why marketing aren't able to do real marketing

If you're struggling to hit targets and are feeling the pain of churning and burning the market, make sure you check out this mini-series where we detail our 5-step framework.

-----------------------------------------------------

SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

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00:00 Introducing the Mini-Series on Business Growth

01:10 Meet Adam Manderovic: 7x Head of Sales

02:10 The Gap in B2B Go-to-Market Strategies

03:40 Revolutionizing Sales Proposals with Animations

05:00 Aligning Marketing and Sales for Revenue Growth

06:40 What is a Business Growth Engine?

08:10 The Impact of Venture Capital on Marketing Metrics

09:50 The MQL Trap: Why Traditional Lead Gen Fails

11:30 Lost Marketing Fundamentals in B2B

13:10 The 5 Stages of Buyer Awareness

14:30 Targeting the 97%: Beyond Active Buyers

15:40 The Reality of Your Addressable Market

16:50 Why Only 0.6% of Your Market is Accessible

17:50 The Loss of Key Business Development Skills

18:40 Bringing Back Commercial Acumen to Marketing and Sales

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-generation-course

S06 E144 - The B2B Playbook

↳Whether you are a founder that doesn’t wasn’t to be held over a barrel, by those that can do. 

↳Whether you are a leader in any part of the funnel, that wants to better understand how to become irreplaceable 

↳Whether you are a CEO, that wants to better understand how to do more with less. 

↳Whether you know organizationally you have a silo problem, but cant put a finger on how to fix it. 

Then this is the series for you. 

Backwards to go forwards 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

It’s always super interesting to me, to find those that have that same inspired vision, and break apart what gave them that lens and ability to see what appears missed on the majority. 

Paul, speaks of his marketing journey from Australia, Silicon Valley and back again. 

This episode without shadow of doubt is the most in-depth look, at why globally companies are failing with Sales Led Growth, not only that outline, but what can be done to course correct as quickly as possible. 

If you are a marketer, head of sales, head of customer success, a founder and know something is wrong but cant put your finger on what. 

You know your cost of acquisition is continually going up.

You know you have constant churn both internally and externally. 

Then, this episode is for you. 

We dissect practical steps with what changes you can implement, in an easy to understand language. 

Breaking down myths, barriers, and all the excuses along the way!

I bring to you that @Paul Thomson Head of Marketing of @Letterdrop  for episode 91  BBB - 🎙 Podcast - Adem Manderovic 

Links in comments. 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

Unlike NEC beating apple to the tablet market and failing for being too early, the story of what one man on a mission to bring flavour, life and fun into true health is nothing but truly inspiring. 

Sometimes in life, we see gaps in the market of what could be.. but it takes a different level of inspired action to execute and create at a level, where quite Franky mostly fail. 

The story of how not only Nutrition Republic came to be in not only an inspiring one, creating menu items in line with their brand and mission, but it also happened at exactly the right time of certain social medias becoming highly prevalent in our day to day. 

And the result? 

A cult following for those that want to not only be healthy, but have enjoyable experiences while doing it. 

At its peak, Nutrition Republic, and Ilija Sumracki’s vision, filled line ups in the street. 

Quickly growing to four stores, and an admirable wholesale to boot. 

Ilija joins us to share some of that vision, that growth, the ups the downs.. and most importantly his why, and what he learned along the journey. 

If inspiring journeys, and building brands in markets that haven’t been done before, then this one is for you!

I bring to you that @Ilija Sumracki Founder of @Nutrition Republic  for episode 90  BBB - 🎙 Podcast - Adem Manderovic 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠

Sales Led Growth is a scam!

Sure it would be easy to say something seemingly so outlandish, if this wasn’t the finding from more and more professionals whom have been in the trenches with results more than most could dream in a lifetime. 

So for my next guest, to come from heavy in the doing, with overwhelming success, to now like myself, understand the commercial repercussions of Sales Led Growth causing organisational failures across the board, something must have stuck with him, to provide him that lens, right? 

In this episode we touch on Sam’s journey, from high pressure commission only roles, to leading high ticket teams, to his very Ahuh moments, where also like me when in management still broke sales records that exceeded the teams performance with some of that very finding. 

If you like many know something is wrong with your go to market, but can’t quite put your finger on what that is, and can’t forge your path forward, this one is not one to miss. 

I bring to you that @Sam Shaper  Founder of @Shapers  for episode 89, BBB - 🎙 Podcast - Adem Manderovic . 

The book ⁠⁠https://www.amazon.com.au/Closed-Circuit-Selling-Predictable-Unpredictable/dp/B0GQ2YV52Y/⁠⁠

Partner page ⁠⁠https://theb2bplaybook.com/ccs-resources⁠⁠

More about our programs ⁠⁠https://theb2bplaybook.com/cro-school⁠