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 activation
• How marketing’s role doesn’t stop at generating interest and awareness
• Why setting clear objectives is critical to running successful demand generation campaigns

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 profile
• The importance of sharing authentic content with your network
• Simplifying technology to maximise sales efficiency

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 simple
• The psychology of sales: how 'value' is different to different people
• Customer satisfaction and how it relates to the changing world of sales
• The value diversity brings by attracting the right talent

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-makers
• How showing you care will make you stand out to buyers
• The importance of networking and building a brand: visibility = opportunity

An 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.

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 customer
• Leveraging multichannel approaches to achieve sales excellence
• Moving from a responsive to a prescriptive approach avoiding information overload

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 narrative
• The different challenges experienced by customers in different countries
• Using workshops, frameworks and toolkits to bring Marketing and Sales together

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.

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.

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 Product
• The shifts in consumer behaviour and what the future of Sales will look like as we experience the further digitalisation and virtualisation of selling
• How vital it is to ask the customers what they want

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 customer
• How the ethos at Fellowes has led to sales and marketing teams working in harmony for the benefit of the customer
• How focusing outcomes can allow for the setting of realistic goals without preventing the freedom to innovate