In this special episode of 'OnBD with ALF' host and General Manager of ALF Insight, Amanda Rosevear welcomes co-founders of the BD100, Jody Osman and Rich McHardy, to discuss everything you need to know about submitting your application to the prestigious awards. 

Rich and Jody share why they created the BD100, and talk us through the nomination and submission processes, along with tips for crafting a standout entry. 

They also explain additional categories such as Win of the Year, Team of the Year, and the newly introduced Industry Impact Award. With key insights and advice, this episode is essential for anyone in business development looking to boost their sales strategies and gain recognition. 

Listen now to learn how to get involved and make the most of the BD100 community.

00:00 Introduction

02:06 The Importance of the BD100 Community

04:44 How to Get Nominated for the BD100

24:04 Additional Categories and Awards

26:47 Key Dates and Final Tips

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear meets Katie Street, Founder and MD of Street Agency and podcast host of 'Marketing in the Madness.' 

Katie shares her journey from falling into sales at a young age to running her own successful marketing agency. They delve into the importance of human-centred, people-powered marketing in the age of AI, discuss content creation strategies, and provide insights on building a personal brand in business development. 

Listen in for actionable advice and inspiring stories to elevate your sales game.

00:43 Meet Katie Street: Career Journey and Insights

04:30 The Power of People-Powered Marketing

06:33 Challenges and Strategies in Personal Branding

11:40 Creating Valuable Content for Your Audience

18:44 Effective Audience Engagement and Outreach

24:06 The Overwhelming Email Overload

24:36 Human-Centric Marketing Strategies

25:12 Company-Wide Marketing Efforts

26:39 The Future of Personal Branding

29:07 Gen Z and the Evolution of Sales

32:11 Creating Authentic Content

36:55 Quick Fire Questions with Katie

42:49 Conclusion and Final Thoughts

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Debra Sharron, a seasoned sales trainer and founder of Media Sales Training. 

They discuss Debra’s journey into media sales, the current trends and challenges in the industry, and expert advice on sales success. The conversation also touches on the importance of consultative selling, the significance of face-to-face meetings, and strategies for building relationships with clients. Debra also shares insights on how to avoid being ghosted by prospects and explains why there’s a need for authenticity in sales. 

Plus, Debra answers our quickfire questions that reveal her thoughts on sales, success and her favourite hype song.

00:00 Introduction 

02:00 Debra's Journey into Media Sales

06:21 Current Trends in Media Sales

09:14 Consultative Selling in Today's Market

12:18 The Importance of Face-to-Face Meetings

20:40 Challenges Faced by Salespeople

24:05 Impact of Hybrid Working on Sales

30:30 Building Relationships in Sales

34:24 Keys to a Successful Sales Team

36:57 Quickfire Questions with Debra

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this episode, Amanda Rosevear speaks with Nick Adams, CEO of Sense, about the evolution of new business strategies in the experiential marketing sector. 

Nick shares insights from his extensive career, discussing the challenges agencies face in winning clients today, the importance of data in sales, and the shift towards more transactional relationships. 

Find out how Sense identifies their top prospects, the opportunities of collaborating with other agencies and the value of building genuine relationships in a fast-paced industry.

00:00 Introduction

00:43 Meet Nick Adams, CEO of Sense

01:09 Nick Adams' Career Journey

03:22 Evolution of New Business Strategies

06:08 Balancing Outbound and Inbound Marketing

11:10 Challenges in Winning New Clients

12:10 Specialising vs. Generalising in Brand Experience

18:58 Importance of Data in New Business

23:17 Impact of COVID on Client Relationships

26:08 The Shift in Client Expectations

27:14 The Importance of Chemistry in Client Relationships

29:47 The Future of Relationship Building in Sales

32:26 Adapting New Business Strategies

34:00 Collaborations and Audience Segmentation

38:30 Quickfire Questions with Nick

43:30 Final Thoughts 

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry.

Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context. 

Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants. 

00:43 Meet the Legend: Steve Cox

01:20 Steve Cox's Journey in Media

03:58 Transition to Out-of-Home Advertising

05:36 Challenges and Strategies for Smaller Media Owners

09:06 The Five-Step Sales Process

19:06 Common Mistakes in Media Sales

22:55 Understanding Audience Behaviour

23:41 Marketing to Brands and Agencies

24:40 The Importance of Agency Relationships

25:39 Targeting Small and Local Brands

26:49 Effective Communication with Agencies

31:30 The Value of Agility and Passion

33:35 Quickfire Questions with Steve

42:20 Final Thoughts

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Dawn Le Men, Sales Director at Boom Radio, to discover the importance of the ‘silver pound’ audience and how Boom Radio has gone from strength to strength in the radio industry.

Dawn discusses her extensive career in media, including the transition from television to radio, and the unique challenges and successes of working in a start-up environment. 

Amanda and Dawn talk about the challenges of selling to brands, the impact of industry changes and the rise of AI. 

00:00 Introduction and Background

01:00 Career Journey in Media

05:54 Transition to Radio and a Startup Environment

11:51 Success of Boom Radio

14:37 Understanding the Silver Pound Audience

19:17 Challenges in Selling to Brands

22:16 Navigating Industry Changes

24:33 Memorable Wins and Lessons Learned

29:02 Quickfire Questions and Personal Insights

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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Podcast host and General Manager of ALF Insight, Amanda Rosevear, speaks with Ian Harris, founder of Agency Hackers.

Ian shares his journey from journalism to building a thriving membership community for independent agency leaders. 

He discusses the importance of truly understanding what people want, the challenges agencies face in growth and client acquisition, and the successful formula behind his events and why Ibiza has proved to be such a popular location. 

Amanda and Ian also discuss the importance of inclusivity in industry, leveraging LinkedIn for personal branding and business growth, and the value of authentic communication and relationship building in business development. 

00:00 Introduction to Agency Hackers and Ian's Journey

07:19 Building Community: The Success of Agency Hackers

10:10 The Formula for Successful Events

16:55 Challenges in Agency Growth and Client Acquisition

23:19 Implementing Effective New Business Processes

28:09 Inclusivity in Agency Leadership

29:52 The Viral Success of Ibiza Events

31:33 Navigating LinkedIn for Business Growth

36:00 The Balance of Personal Branding

41:09 Effective Communication in Business Development

46:17 The Importance of Relationship Building

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this episode, host and General Manager of ALF Insight, Amanda Rosevear, chats to Laura Vipond, Chief Growth Officer at Ogilvy. 

They discuss Laura's career journey, the importance of new business culture, and the strategies Ogilvy employs for agency growth. Laura shares her knowledge of how best to understand client needs, the evolving pitch process, and why she promotes the Positive Pitch Pledge, aimed at improving the pitching experience for both agencies and clients. 

The conversation also touches on the importance of emotional intelligence in business development and the long-term strategies for building client relationships.

Plus, Laura answers the OnBD Quickfire Questions revealing which animated movie title best describes her career.

00:00 Introduction to Laura Vipond and Her Career Journey

03:53 Understanding Agency Growth Models

08:13 The Importance of New Business Culture

11:06 Ogilvy's New Business Strategy

15:02 Identifying and Filling the Pipeline

18:47 The Long Game: Asparagus Growth Strategy

21:12 Evolving Pitch Processes and Client Expectations

27:04 The Positive Pitch Pledge

32:50 Quickfire Questions and Key Takeaways

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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Host and General Manager of ALF Insight, Amanda Rosevear is joined by Steve Cording, Head of Culture, Sport and TelCo at The Standard, the long-established regional newspaper for London. 

Steve shares his journey from sports journalism to media sales, the evolution of The Standard, the importance of storytelling, and the need for adaptability in the changing media landscape. 

Amanda and Steve also chat about navigating redundancy, the impact of AI on media, the future of audience engagement and the importance of multi-platform strategies. 

00:00 Introduction to Steve Cording and His Role

06:06 The Evolution of The Standard

08:49 Adapting to Change in Media

11:55 Team Dynamics and Learning

15:02 Skills and Adaptation in a Changing Environment

18:07 The Impact of AI on Media

21:07 Future Predictions for Media and Audience Engagement

26:30 The Importance of Affiliate Partnerships and Loyalty

27:18 Multi-Platform Strategies for Modern Brands

29:47 Adapting to Change

30:35 Support and Optimism for the Future

32:03 The Role of Sports in Media Engagement

32:57 Navigating Redundancies in the Media Industry

36:10 Transitioning from Editorial to Sales

39:06 The Role of Video in Sales Communication

41:03 Advice for Newcomers in the Industry

42:12 What Makes a Great Salesperson?

45:30 OnBD Quickfire Questions

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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In this first episode of the new series, 'OnBD with ALF', host and General Manager of ALF Insight, Amanda Rosevear, delves into the intricacies of successful business development with guests, Rich McHardy, founder of The McHardy Collective, and Jody Osman, Chief Growth Officer at Propeller Group. The pair are also known for being the founders of The BD100. 

The episode explores what differentiates a good business developer from a great one, through the lens of The BD100—a community and annual awards event recognising top-performing business developers. 

Rich and Jody discuss the evolving nature of business development roles, characteristics of standout professionals, and the significance of creativity, strategy, and personality in sales. 

Plus hear what advice our guests would give their younger selves and what they’d name a movie about their life, as Amanda tasks them with answering the OnBD quickfire questions.  

The episode concludes with insights on future trends in business development and information about the upcoming BD100 Awards event at The Drum Labs.

00:00 Introduction to OnBD with ALF

00:47 Meet the Guests: Jody Osman and Rich McHardy

01:18 The BD100: Origins and Purpose

02:01 The BD100: Nomination and Judging Process

03:21 Key Traits of Top Business Developers

04:55 The Importance of Personality in BD

17:35 Recognising Rising Stars in BD

20:44 Evolution of Business Development

22:49 The Expanding Role of Business Developers

23:58 The Evolution of Business Development

24:23 Balancing Stress and Support in Business Development

26:07 The Importance of Research and Personalisation

27:23 Building and Leveraging Relationships

28:40 Advice for Aspiring Business Developers

31:24 Quick Fire Questions: Insights and Reflections

39:12 Upcoming BD100 Event and Conclusion

If you want to do business with the UK’s leading brands, request an ALF Insight demo.

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