Hosted by: Mike Lander
Higgle: The B2B Sales Club
If you’re in sales and fed up with declining RFP win-rates, difficult procurement discussions, and using discounting as a negotiation tactic to get deals done, then The B2B Sales Club podcast is for you.
Ex-procurement director, Mike Lander, hosts the very latest sales podcast that is guaranteed to help you reduce discounting, improve RFP win-rates, and make quota. With special guests every week, you’ll learn what to do, what not to do, and how to improve your confidence.
Latest Episodes
Listen To The Latest Episodes
The Crucial Difference Between AI Efficiency and AI Transformation with Eric Fulwiler
What separates companies using AI for efficiency from those using it for transformation? Eric Fulwiler, Co-founder & CEO at Rival, joins us today to explore why many organizations are incorrectly approaching AI the same way they approached previous technological shifts. We discuss the difference between using AI to improve existing processes and redesigning entire operating…
Why Relationships Still Win in an AI-Driven Sales World with Carlo Girasoli
Why are so many sales teams chasing efficiency instead of trust? In this episode, we’re welcoming Carlo Girasoli to discuss why relationship-led business development continues to outperform high-volume outreach in complex B2B sales. We explore the difference between creating awareness and trying to create demand, and why many sales teams undermine future opportunities by pushing…
Who Wins When AI Makes Knowledge Work Cheap? With Sangeet Paul Choudary
What if the future belongs to those who redesign systems instead of simply using AI? In this episode I sit down with Sangeet Paul Choudary, best-selling author and Founder of Platformation Labs, to explore why AI is changing far more than individual jobs or workflows. We discuss why every industry is built around a set…
The AI Reinvention of Go-To-Market: Who Owns the Intelligence? with Jason Ryan
If algorithms can outperform your marketing team, what are you really paying for? This week I’m joined by Jason Ryan, Head of AI Strategy at Magnus Consulting, to unpack what happens when go-to-market strategy collides with AI. We take a look at the shift from traditional campaigns to always-on marketing systems that continuously test, learn,…
The AI-Driven Workforce Reset: Can Agencies Survive the Next 3 Years? with Paddy Woods
Is the industry sleepwalking into a talent collapse driven by AI and short-term thinking? In this episode I sit down with Paddy Woods, Founder of Fuse, to unpack a bold and urgent idea: the marketing and creative industry is heading toward a structural talent crisis. Paddy shares insights from his ”Workforce Transition Program for the…
The Secrets of How to Win Billion-Dollar Sales That Start Long Before the RFP with Shari Begun
How do you align global stakeholders and still keep price from dominating the conversation? In this episode, I sit down with Shari Begun, Vice President of Sales at GlobalFoundries. She leads strategic accounts in the semiconductor industry and manages several billion dollars in annual revenue. She takes us behind the scenes on what it actually…
Higgle: The B2B Sales Club
If you’re directly involved in selling to businesses, and frustrated with the whole RFP, Procurement and negotiation process, this show is for you.
You’ll learn from the mistakes of experienced guests, and get tips on how to win more RFPs, and get negotiations right every time.
Your Host
Mike Lander
I’m your host, Mike Lander, and I was an ex procurement director (buyer), so I’ll also be giving you my lessons learnt, and tools, to make you a better sales professional.
Special Guests
Some of our wonderful guests
Mike Lander
Chris Jones is the CEO at Space & Time, as well as a Board Director at EG Media
Mike Lander
Mike is the host of The B2B Sales Club and founder of Piscari