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
How to Turn Proprietary Data Into a Real Advantage with Craig Letton
What happens when your biggest customer tells you that you’re behind the curve? Craig Letton, CEO of hyble, returns to the podcast for a second appearance. This time, he’s letting us in on what it actually takes to rebuild a product around AI. We start with the year Craig spent trying to bolt AI onto…
What Silence From Your Outbound Prospects Really Means with Dave Corlett
What separates persistence that builds relationships from persistence that quietly burns them? In this episode I sit down with Dave Corlett, Growth Director at Shaped By, to unpack the business development principles that have survived nearly two decades of market change. Dave explains how a deliberately low-profile community he built of in-house creative leaders has…
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,…
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