Closed Circuit Selling™ w/ Adem Manderovic + George Coudounaris

With the ever changing landscape that we find ourselves in.. have you ever wondered, how we could do better, but without all the manual touchpoint? 

I know I have. 

Sure, buying signals are all the rage now, but what if that would be all in one place mixed with who what where why. 

If you are thinking multi index points of joint ventures, and it’s got you excited, well you now have reason to be. 

Years ago, the best go to market strategists realised that leaning into other’s within your niche’s key target audience might be a treasure trove for your ideal customers. 

But no one has mastered how to actually do this, from multiple places with the right signals at scale. 

Well, my next guest has. 

If you care about doing more with less, but better, then this one is not to be missed.

I bring to you, Founder of @MoxieGTM  Richard F Purcell  , for episode 88, BBB. 

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

“A firm believer in the life you live and the things you do today are testament to the person that you are and how you will be judged later. “

THAT is the type of the Authenticity, accountability, truth, honesty and integrity you will come to expect from the mastery of Ben Logan and Hoodies Magazine!

“It’s the whole system thats broken, nobody is really going, why do we put up with the lies of this lot? Why are we not actually saying, no we understand, but whats the truth?”

Throughout the pandemic. Like me, many found a sense of reason in the literal accuracy of Ben Logan. 

Ben, pulled no punches with the cut throat decisive clarity in what he saw in all aspects of mismanagement. Not just in government, but in all pillars of society. 

And with that clarity mixed with the market conditions at the time, created it a recipe for success. And a cult following. 

Realising this, that not only did his word-smithery have power, but that very attention could be so much more. 

And with that, the voice of that reason Hoodies was formed. 

Now, Hoodies boasts expert delivery in business, fashion, food, wine and is at the foundational crossroads of what you may have seen at the beginning of some the world’s biggest magazines. 

This morning I sat down with Editor in Chief, Ben Logan for episode 87 @BBB 

DO NOT, miss your chance to get in now at foundation!

Why Hoodies? Because it matters.

Hoodies, is a monthly online magazine, news service and podcast that has been set up for people tired of all the BS we are fed from Politicians, Bureaucrats and the woke cancel culture.

A wave is coming, which side will you be on? 

Link in comments to the most recent issue, to see what all the hype is about for yourselves. 

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

What is the biggest professional transition you have ever seen? 

Surely, this one, has to come close? 

Never before have I heard of a commercial lawyer turning their back on everything they have learned in law school, to not only transition into a Demand Marketer, but having done so creating their own well known global brand and agency, the way in which my next guest has. 

Ive credited him with some of the best commercial literary I’ve ever witnessed. 

Perhaps drawing inspiration from summary briefs and being able to communicate audience specific messaging in the past has given George a severe advantage in how he now methodologically provides commercial cut through with the B2B Playbook. 

George’s journey of growth of self discovery was formed from his internal measures relating to wanting to achieve a better result than any performance marketer could. 

Leaving him, with an accurate lense and recipe framework to create demand which he calls the 5 BEs Framework for demand generation.

For those that have followed me over the past four years, you will recognise  a lot of what George has said, I mirror, through my own discoveries, creating my own demand frameworks through sheer necessity having been in large organisations which were handcuffed to Sales Led Growth measurements, only leaving marketing the ability to create No Intent Lead Gen. 

Don’t just take my word for it, hear George’s expert delivery for yourself. 

I bring to you, CO Founder of @B2B Playbook George Coudounaris , for episode 86, BBB. 

Within this one you will find :

+ George’s origin story

+ George’s journey from SEO, Performance marketing and a pivot from a market title of Sustainable Marketing changed everything

+George’s introduction to the @B2B Playbooks 5 BEs Framework for demand generation.

+ Our joint alignment on why proper demand receipts for success is so important 

+ Why Sales Led Growth organisations have caused the misalignment between sales, marketing and customer success. 

+ How that very fact was exasperated from certain tools that changed how marketers were measured, changing their day to day activities

+ Will B2B lean into better marketing practices from our B2C counterparts?

+ If marketers were allowed to market properly, they would enable organisational success through flatter faster structures.

Like many that our now tasked with doing more with less, but more effectively than this one 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

This week we have a 7x ex-head of sales - turned marketing expert on The B2B Playbook - Adem Manderovic! He's combined his unique experience as both an 'old school' seller and a modern marketer to bring us an advanced, holistic Demand Generation framework called Closed Circuit Selling. Tune in and learn:+ why marketers need to 'Catalogue the Market' + how and why you need to validate a channel before you begin+ why marketers need to 'go backwards to go forwards' And most importantly, the business acumen that has been lost by marketers and sales people alike that is now more important than ever. -----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/GET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------00:00 Welcome and Introduction to Adem Manderovic05:00 Understanding Commercial Acumen in B2B10:00 The Concept of Closed Circuit Selling15:00 Addressing Sales and Marketing Disconnection20:00 Effective Demand Generation Tactics25:00 Enhancing Customer Journeys and Experiences30:00 Marketing and Sales Alignment Strategies35:00 Crafting Persuasive Sales Content40:00 Future Trends in B2B Sales and Marketing45:00 Wrapping Up: Key Insights and Takeaways-----------------------------------------------------

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

Diverse backgrounds, and skills, at times either make or break someone to be their best self. 

Speaking with Barratt, it’s clearly evident from the how he articulates he operates from heart centred integrity. 

Barratts journey perhaps would have needed a few hours to unpack. 

However, if like me, you resonate with those that are out there truly making a difference to inspire people from within, then this episode cant be missed. 

The way in which he demonstates building safety and care for those who are selected to work with him, should be replicated across the nation as the benchmark. 

I bring to you, CEO and Founder of EFCOMM Barrett Kennett, for episode 84, BBB. 

Find more from Barratt

https://www.linkedin.com/in/barrattkennett/

Barratt's mentioned book can also be found here

https://www.amazon.com.au/LEADERSHIP-SALES-SIMPLE-STEPS-SUCCESS-ebook/dp/B09K8TVLP5

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

Probably the most candid and complete interview I have ever undertaken. 

If you want to learn how I gained the lense that I do. 

Then this is not one to miss. 

Taken from DXB Deal Room Podcast

Thanks again @Shane Mahi

Adem Manderovic: Unconventional Wisdom & Unique Perspectives 

Description:

Welcome to another episode of the DXB Deal Room Podcast, where today we have the privilege of hosting Adam Manderovic. Known for his intriguing content on LinkedIn and his distinctive approach to life and business, Adem stands out with his unique perspectives and straightforward insights.

🔍 Understanding Unique Personalities:

Delve into what makes Adam one of the unique personalities among many.

Explore Adam's approach to standing out in a crowd and making an impact.

🌐 Adam's Global Insights:

Discover how Adam's experiences across various industries have shaped his viewpoints.

Learn about Adam's ability to find common sense solutions across different sectors and situations.

🗣️ Who is Adem Manderovic?

Hear Adem discuss who he is in his own words - the person in the corner calling it as he sees it.

Understand Adam's philosophy on life, work, and his approach to problem-solving.

🤔 What Does Adam Do?

Gain insight into Adam's current endeavours and how his unique approach influences his work.

Explore the ways in which Adam applies his diverse experiences to current challenges and opportunities.

This episode is not just a conversation; it's a journey into the mind of someone who sees the world differently. Adem Manderovic’s insights and perspectives are sure to leave you with new ways of thinking about your own life and career.

🎧 Tune in now to this fascinating episode on our YouTube channel.

Remember to Like, Subscribe & Share to stay updated with the latest from the DXB Deal Room Podcast.

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

Seeing things as clearly as some do can be a blessing or a curse. 

Watching CT from afar, one thing stuck out to me, he calls things as he sees them and doesn’t shy away from the facts. 

He is easily able to  translate commercial acumen into business cases, but also set for organisational success with clear decisive deliberate actions. 

We are going to need more and more skilful concise operators like CT for whats to come in the business revolution. 

For those that, like when I speak of backwards to go forwards and give outlines and examples this one is not to be missed. 

I bring to you, CEO and Founder of Skrillo, CT Falk, for episode 82, BBB. 

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

The simplicity of #ClosedCircuitSelling only works, if you lean into ALL components. 

As @Scott Martinis recently discussed your contact data, targeting and list segmentation needs to be right. 

That would look something like this ; 

TARGETING 

What are the triggers and cross reference points that enable you to sell their story? 

Company / persona research.

-Account level, why is this good for them? - based on their goals and mission. 

-Job boards, hiring, new to role, financials, -if tasked with implementing changes, growing?, budget?

-@Apollo. - Check comparisons of companies you have won with in the past. 

[email protected] - DISC personality profiled, and list segmented -> what content per persona. 

I personally will look at easier ways to frame this with @clay again shortly. Thank you @varun 

AT ALL TIMES 

Cross reference that with ; 

Previous — Closed / Lost - Bid Contracts and RFP/RFQ - interviews, what were the actual objections. List them. 

Educational to get you here + isolating and overcoming objections = promise land. Build that. 

CATALOGUING THE MARKET

First pass needs to be  catalogue - contract discussion.

-Who are you with? 

-What do you like about it? 

-How long have been with them before? 

-Is there anything you would like to change? 

-If you ever went to tender, what would the winning bid proposal need to contain? 

-Permission - Would it be okay if I call back within x timeframe to see if anything has changed? 

You now have permission, their contract information and their key drivers for change. 

You will craft creative to dial in against that - and then use things like permission based creative to shortcut the long sales cycles. 

Account manager for a contract you dont yet have is the key. 🔐 

NOW apply some Permission Based Creative to a catalogued market 💡 

Set yourselves for success. 

1. Call company and ask for permission to show them (via a video content listed above ) showing them how win, and where it would get’s them. 

OR

1. Email: what you have found, showing them where you can help them get to, thats specific to them. Ask if it’s relevant. 

1. Combo’s - cell phone, voicemail (Name only)  @LinkedIn, @WhatsApp., email title voicemail. and ask if they received and their thoughts on the content. 

1. If they haven’t yet received be direct but ask for permission to show them what you have found. 

YOU, and your company are now set for success. 

BUT in order to shift to this modelling you need to be looking at removing

-meetings up

-meetings held

-app rate

-contract rates

Redefined Success looks like; 

-billed and banked revenue 

against ; 

-Minimal internal billables (legal, credit, customer success time to activate) 

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

Unless you have been living under a rock for the entirety of your sales and marketing career, my next guest needs know introduction. 

Having shaped, ne pioneered whats what in sales and marketing for the past thirty five years, and documented these very predictions in his books The Joshua Principle (into its 10th printing) and of course Combo Prospecting and Tech Powered Sales its safe to say Tony J Hughes, is one of if not the authority on whats to come. 

If always ups killing and staying relevant is important to you in your career, then this is not one to miss!

I couldn’t be more excited to bring this to you, Author, Speaker and Sales IQ Global CEO Tony J Hughes!

Tony joins me for a discussion around whats shaped some of those predictions and possibly whats to come for Episode 80, Better Business Building!!

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

I dont know about you but with the world where it currently is, being secure and being secure in business for that matter is not something to take lightly.

After years at the forefront of some of APAC’s movers and shakers in the innovative space, my next guest saw a further market niche and decided that is where he could truly make his mark.

Fast forward, from 2020 to now, Onwardly is an award winning cyber Saas platform that helps you build and scale in the comfort whilst knowing your baby is well protected.

If hearing truly inspiring people tell their truth, their story and their roadmap to success gets you inspired to operate from a space of clarity then this is not one to miss.

I am excited to bring to you, Phil Howie CEO and Founder of Onwardly!

Phil and I sit down across the ditch for episode 79 Better Business Building!

Phil also has his own show based out of Auckland New Zealand, if this is something you would like to hear more about

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