Podcast

Higgle: The B2B Sales Club Podcast

Forming Successful Client Partnerships in B2B Marketing with Claire Lambell

Claire Lambell is the Managing Director at Southpaw, a strategic creative agency that works with challenger brands (that is, brands that have a mindset of doing things differently). Her background is in sociology and social psychology, which she leverages to understand client motivations. This week, we’re chatting with Claire all about client relationships and agency…

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Winning More by Pitching Less in Agency Sales with Nikki Gatenby

Nikki Gatenby is an agency specialist non-exec director and cognitive behavioural coach – with a laser focus on helping founders to build their agencies into highly valuable assets, by creating both agency and client value over time. Having led, owned, managed and grown pioneering agencies in London, Paris and Brighton, Nikki understands what it takes…

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How to Create Long-Term Business Credibility and Sustainability with Cain Ullah

Cain Ullah is a career consultant and digital transformation expert, as well as the founder of Red Badger. He has a fantastic ability to foster long-term client relationships, as well as a knack for guiding large organizations through strategic and executional challenges in digital product transformation. In this episode, Cain shares his point of view…

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The Art of Gravitas and Authentic Conversation with Catherine Allison

Catherine Allison is the founder of Master the Art, an organization dedicated to enhancing communication skills. With a diverse background in creative agencies and acting, she excels in teaching individuals how to display gravitas and confidence while maintaining authenticity. In this episode, we’ll chat with Catherine about the world of professional communication. She’ll let us…

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The Art of Sales Leadership and Team Empowerment with Simon Cooper

A former FTSE100 Marketing Director, since selling his human insight and coaching business Chemistry in 2015, Simon Cooper has been leading, facilitating, and coaching change across a range of organisations. A Partner at Positive Momentum, Simon has many years of business change and growth experience having been a Marketing Director at Cable & Wireless following…

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The Five Pillars of B2B Marketing Success with Kristin Gower

Kristin Gower is the Global President at EssenceMediacom, specializing in B2B marketing. With a background as a competitive horse rider and a rich international career, Kristin brings a wealth of experience in crafting effective B2B strategies. Her insights span across research, strategy, demand management, marketing technology, customer experience, content, and analytics. With Kristin, we’re exploring…

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Leveraging Team Dynamics for Business Success with Geoff Griffiths

This week we’re joined by Geoff Griffiths, the CEO of Builtvisible. His company is a specialist organic marketing agency. A former professional rugby player, he gives his thoughts on the realm of digital marketing, focusing on team dynamics, resilience, and strategic partnerships. His approach to leadership is heavily influenced by the teamwork and loyalty cultivated…

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Examining Body Language and Psychological Sales Tactics with Gavin Stone

Gavin Stone is a body language expert with over two decades of experience in the intelligence community, which he now applies to sales strategies. As a best-selling author and a top-ranked expert in his field, Gavin has mastered the art of psychological profiling and non-verbal communication to influence and negotiate effectively. With Gavin’s guidance, we’ll…

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Harnessing Account Management for Agency Expansion Success with Jenny Plant

Today we’re welcoming Jenny Plant, an expert in training agency account managers, and a former agency account manager herself. With a rich history in the field since the early 90s, she can provide deep insights into client engagement and business growth. She’s also had a stint client-side as a marketing manager and nearly started her…

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How to Become a Buyer’s Trusted Ally with Ted McKenna

Ted McKenna is a co-founder of DCM Insights and a co-author of the book The JOLT Effect. With a background in research and sales effectiveness, he specializes in B2B sales strategies and customer indecision. His expertise at DCM is built on the analysis of 2.5 million sales conversations, providing insights into the psychology of buying…

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Examining the Challenger Sale Concept with Richard Boon

Richard Boon is CEO at Webmart, an award-winning B Corp. Richard is a sustainable marketing leader with over 18 years of experience in working with globally recognised brands. Richard has led contract pitches and built bid teams to achieve recurring success in Marketing procurement. Leaning on transparency, challenger sale and implementation of continual improvement cycles,…

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Innovative Strategies for Agency Growth and Client Acquisition with Miles Welch

Miles Welch is a Partner with Milestone Advisory, a leading advisory firm specialising in growth, fundraising, and M&A for the marketing and related tech sectors. Miles is recognized for his innovative thinking and expertise in digital advertising. As an advisor, he aids agencies in differentiation, growth, and negotiation, ensuring their success in a competitive market….

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Crafting Top-Notch Business Proposals with Stephen Cribbett

Stephen Cribbett, co-founder of Versiti, is a seasoned expert in business development and crafting winning business proposals. His background includes work with design and brand agencies, utilizing a consultative and listening-oriented approach to sales. This week we’re diving into the strategies that set apart successful business proposals, along with how to secure wins in a…

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Crafting Financial Success Through Creative Innovation with Emma de la Fosse

Emma, the Chief Creative Officer at Edelman UK, joins us this week. With a diverse background that spans brand advertising, direct, and digital, Emma began her career as a PA before transitioning into a leading creative role. At Edelman, she is responsible for all of the creative output of the business. In this episode, Emma…

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Leveraging Emotional Intelligence in Sales with Trenton Moss

Experience the future of sales and marketing with our latest guest, Trenton Moss, founder of Team Sterka. With his finger on the pulse of technology’s impact on business, Trenton provides a unique perspective on how emotional intelligence and people skills can streamline decision-making and lead to business growth. Drawing on his 15 years of experience…

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Navigating the Aging Population in Business with Avivah Wittenberg-Cox

Avivah Wittenberg-Cox is CEO, writer, speaker, coach, consultant, change agent – depending on the call and the context. She is a global expert on 21st century leadership, gender and generational balance, longevity and the future of work and careers. She is a Harvard 2022 Advanced Leadership Fellow and is helping individuals and organisations manage the…

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Maximizing Sales Win Rates with Kevin Gibbons

Today we’re welcoming Kevin Gibbons, the founder of Re:signal, a strategy-driven SEO and content marketing agency in London. His company works with clients such as Asics and Under Armour, and has just recently launched its US operations. Kevin shares his journey from being a reluctant salesperson to an overwhelmingly successful entrepreneur and offers insights on…

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Gareth Turner, ex-brand Marketing Director, on how to win more pitches

Gareth Turner is the former Head of Marketing at Weetabix, where he oversaw the long-term brand strategy for the nation’s favourite cereal. He has over 23 years’ experience working within food and drink and has also had the pleasure of leading the marketing for household name brands like John Smith’s, Bulmers, Lurpak, and Arla in…

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Scaling a Successful Marketing Agency: Insights from Tim Ringel

Tim Ringel is a seasoned entrepreneur who has a history of building successful marketing agencies. His path from a performance marketing agency to running a stock market-listed company has transformed his approach to scaling. Tim is also currently leading his new venture, Meet The People, which is based in New York City. We’ll discuss Tim’s…

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Why You Need to Understand What Motivates Your Customer with Anant Sharma

Anant Sharma is the CEO and founder of design consultancy Matter of Form. Most of Matter of Form’s work starts with brand, so the company usually works with large organizations in retail, hospitality, and luxury. They help these organizations to revisit their founding spirit and bring it to the current world that they operate in….

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Strategies for Successful Deal Structures with Andrew Jeffs

On this episode we’re joined by corporate finance advisor Andrew Jeffs. He helps founders effectively approach the process of negotiations and deals when they’re ready to sell their business. Andrew finds his work lively because every client is different, every negotiation is different, and every deal is different. Today, Andrew shares the secrets to successful…

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Showing Authenticity in Negotiations with John Cornwell

On this episode we’re joined by John Cornwell, who is the Chief Commercial Officer at Ogilvy Worldwide. John has been with Ogilvy for a number of years in various roles, but his current one focuses on their commercial strategy, including their pricing strategies, positioning, and training and development. John talks about his experience with, and…

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Moving Beyond Cost: A New Approach to Marketing ROI with David Meikle

Today we’re joined by David Meikle, an author, consultant, intermediary, and trainer. He operates within what he calls the “triangle of doom” in marketing where he acts as an intermediary. David emphasizes that cost plays too great a role in the marketing space. What the client actually gets is not a return on cost, but…

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Client-Led Growth Marketing with Chris Jones of Space & Time

Today we’re joined by Chris Jones, the CEO of Space & Time, which is an independent agency focused on solution-agnostic and client-led growth marketing. Their unique operating model allows them to combine efforts from different areas and provide the most effective solutions for their clients. Chris believes in focusing on output versus input, because what…

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