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 sales
• What mistakes people commonly make when prospecting into C-level
• The art of executive whispering
• How to create the right environment and culture to achieve high performance selling

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 successfully
• The importance of setting salespeople up for success during the onboarding process
• The impact of regular and effective sales coaching

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 marketplace
• The importance of establishing multiple engagement points with target accounts
• Why capturing the interest of a CEO might not be enough to win in B2B sales

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' attitude
• Upskilling your salespeople for maximum success
• Why losses are just as important as wins and how to come back stronger
• Why it's crucial not to overwhelm your buyers, or your sellers

Listen now.

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 diversity
• The flexibility of leadership in the digital age
• A key issue with Sales and Marketing alignment

...and more!

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 selling
• Maximising your consultancy approach by offering customers 'tailor-made solutions'
• The power of collaborating with external providers
• How to drive revenue growth quickly

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 storyteller
• The skills marketers need to add business value
• How measuring the impact of marketing can drive alignment and growth

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 partnership
• Why asking the right questions will inevitably lead to innovation and growth
• The importance of coaching employees to be inquisitive about fields outside of their area of expertise

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 marketing
• Why speed matters when meeting customer needs
• How alignment and culture start at the top
• Why peer-to-peer feedback is crucial to success

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 energy
• The benefits of applying the 'Red to Blue Mindset' model
• Why sales and marketing collaboration d12rives meaningful change