Persuasion Lab
Welcome to the Persuasion Lab podcast where we discuss all things commercial & persuasion in the B2B world. Because we live in an increasingly competitive and radically transparent world, your ability to have your voice heard is crucial to your success. Whether you are a salesperson, a sales manager, sales leader, or company founder, your ability to go to market in a powerful way will determine your success. In this podcast, we focus on the neuroscience and best practices of all things B2B commercial. If you are a salesperson, you will gain incredible advice on how to become a top seller even during economic downturns. You will learn the fundamental science behind why some sales approaches are harmful to your success and how to implement powerful techniques and strategies that are backed by good quality science. If you are a sales leader or company founder, you will gain access to some of the most comprehensive best practices and approaches to create a high-performing commercial team in a shorter space of time. You will also gain access to over 15 years of my research with over 422 B2B buyers across 10 industries and 9 functional responsibilities. Those findings will give you one of the most comprehensive insights about what made them buy a specific solution and what sellers did to earn their business and loyalty. This is one of the most comprehensive podcasts covering every facet of what it takes to create commercial success. You will learn from foremost experts ranging from human behaviour, neuroscience, psychology, coaching sales, talent and even how your health impacts your focus and abilities in business.
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Episodes
Sunday Jun 25, 2023
Sunday Jun 25, 2023
Andy is one of the titans of SaaS sales leaders. He has held senior leadership positions in various companies like Oracle, Yext, DocuSign and is currently the VP & General Manager EMEA & ANZ at Highspot. His achievements to date are:
Led teams through 2 IPOs and complex acquisitions by large companies like Oracle.
Scaled EMEA revenues from zero to $30m.
Built sales, marketing and service teams from 10 to over 150.
Delivered 2.5x YoY growth for DocuSign in 2020
Retained 90% of his team following the acquisition of Responsys by Oracle
Grown Highspot revenues by over 500% since joining two years ago
In this episode, we discuss how buyer habits are changing and how you need to change your sales approach, the qualities of top performers, the importance of Attainment, and how to become an incredible sales leader.
You can connect with Andy at: https://www.linkedin.com/in/andychampion/
And at: andy.champion@highspot.com
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for founders and sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via https://www.proverbialdoor.com/get-in-touch
Tuesday May 23, 2023
Tuesday May 23, 2023
Nate is a well-known voice on the topic of buyer-centric approaches in sales. He is an entrepreneur and through his new venture, Fluint, he is now on a mission to help buyers get the right deals done, while helping sellers shape internal buying conversations, even when they’re not in the room.
In this episode, we discuss incredible tactics to deeply understand your buyer, the importance of spending time with your buyers, why mastering the breaks is just as valuable as your horsepower, and how to use drama to increase your sales.
You can connect with Nate at: https://www.linkedin.com/in/natenasralla/
And at: https://www.fluint.io/blog to read more about his advice on how to sell with your customers instead of to them.
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for founders and sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via https://www.proverbialdoor.com/get-in-touch
Monday Apr 03, 2023
Monday Apr 03, 2023
Niraj is a LinkedIn top voice in Sales. He is the author of 2 bestselling books on sales and has just released his 3rd. Over his 25 years of sales experience, he has worked in well-known brands like The Motley Fool, Centaur Media and Informa. His company, Everybody Works in Sales, delivers sales coaching and LinkedIn training, and he has worked with a lot of companies, including top brands like Barclays and Sainsbury’s, and over 300 SMEs. If that’s not enough, he has almost 100 recommendations on LinkedIn about his great work and the results he delivers for his clients.
In this episode, we discuss how you can sell with integrity, how to stand out from your competitors through simple acts of kindness, how to send great LinkedIn messages that convert, how to do great follow-up, and great questions to use. You can connect with Niraj at: https://www.linkedin.com/in/nkapur/
And at: https://everybodyworksinsales.com/
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for founders and sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via https://www.proverbialdoor.com/get-in-touch
Tuesday Mar 14, 2023
Tuesday Mar 14, 2023
Tim Hughes is a veteran of over 36 years. He has led sales for well-known brands like Oracle, Fujitsu, DSP and Capgemini. Since 2016 he has dived deep into the world of social selling and is a contributor for the likes of RevGenius and PowerMBA. He is currently the CEO and Co-Founder of DLA Ignite. Their mission is to help businesses tap into the world of Social Media to better connect with their network, whether customers, suppliers, partners or future employees.
In this episode, we discuss how your current social approach could be harming your business relationships. We also discuss how you can authentically stand out in an incredibly noisy world and how you can use social media to intelligently prospect buyers.
You can connect with Tim at: https://www.linkedin.com/in/timothyhughessocialselling/
And at: https://twitter.com/Timothy_Hughes
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for founders and sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via https://www.proverbialdoor.com/get-in-touch
Wednesday Feb 08, 2023
Wednesday Feb 08, 2023
Ian Moyse has been in the software industry for over three decades and has held many sales leadership roles in small and large firms. He is currently the Head of Sales for ChAI. He is a Fellow of the Institute of Sales Management and is considered a top 10 Thought Leader in several fields, including Cloud and 5G and is also a top 50 Influencer in AI.
In this episode, we discuss how you can prepare for a recession, how the best sellers have thrived in past recessions, how leaders can raise their teams and business in a recession.
You can connect with Ian at: https://www.linkedin.com/in/ianmoyse/
And at: https://www.ianmoyse.co.uk/
And at: https://twitter.com/imoyse
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com
Tuesday Jan 17, 2023
Tuesday Jan 17, 2023
Natalie is a marketing professional who helps B2B companies give their prospects a better buying experience. She has held various Directorship roles, including Chief of Staff. She is currently the Head of Growth & Operations for Navattic, which helps companies create interactive product demos to enhance the buyer experience.
In this episode, we discuss how you can use interactive demos on your website to pre-qualify a buyer and increase your conversion rates, plus how to cut your sales cycle in half by having a buyer-led approach.
You can connect with Natalie at: https://www.linkedin.com/in/natalie-marcotullio/
You can learn more about Navattic at: https://www.navattic.com/
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com
Wednesday Dec 07, 2022
Wednesday Dec 07, 2022
Zach is a renowned specialist in international sales growth. For 33 years, he has sold and led sales teams in about 135 countries on all 7 continents, including Antarctica. His career includes helping companies enter the Middle East, he has sold used American military devices in Eastern Europe and Central Africa, sold medical imaging technology in Emerging Markets and Asia. He was also a Sales Director for Comverse, a Nasdaq 100 company where he took on the South Asia market that was considered a hopeless region for growth. Within 4 years he increased annual sales from $500k to over $30M, that is a 1,475% YoY increase.
In this episode, Zach and I discuss how to sell across different countries and cultures, what common mistakes business leaders make when expanding to new countries and how to leverage partnerships for incredible growth.
You can connect with Zach at: https://www.linkedin.com/in/international-sales-growth/
You can also check out his website: https://www.globalsalesmentor.com/
Here are links to the 2 books Zach recommends:
Culture's Consequences: https://www.amazon.co.uk/Cultures-Consequences-Comparing-Institutions-Organizations/dp/0803973241
The Culture Map: https://www.amazon.co.uk/Culture-Map-Decoding-People-Cultures/dp/1610392760/ref=sr_1_1?keywords=the+culture+map&qid=1670445572&s=books&sr=1-1
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com
Thursday Dec 01, 2022
Thursday Dec 01, 2022
Alex has been in the sales profession for over 26 years, 22 of which in the martech industry. In that time, he has worked in recruitment, credit agencies, martech firms and enterprise software. He was the EMEA head of marketing cloud services at Oracle for over 6 years. He is now the founder of Supero.
In this episode, Alex and I discuss what it means to be buyer-centric, how you can become buyer-centric and how to successfully increase your average sale value.
You can connect with Alex at: https://www.linkedin.com/in/martech-growth-guy/
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com
Tuesday Nov 22, 2022
Tuesday Nov 22, 2022
Phil Araujo is an experienced Product Leader who has worked for companies like Fujitsu and JTI. He has helped spearhead the development of very interesting products in the field of driving application and SaaS recruitment. For the last decade, he has helped companies transform the way they develop products.
In this episode, Phil and I discuss how sales can better partner with their product colleagues to increase sales. We discuss how product can give sellers valuable information that will help them in their outbound process and present compelling ROI. We also discuss what information sellers can give product that can help improve your product's competitive advantage.
You can connect with Phil at: https://www.linkedin.com/in/philippearaujo/
You can also follow Phil's blog at: https://philaraujo1.medium.com/
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com
Thursday Nov 17, 2022
Thursday Nov 17, 2022
Aaron Evans has been in the sales enablement space for over 14 years and co-founded Flow State, which specialises in working with B2B sales professionals. He was voted one of the top 20 global sales enablement influencers and has helped thousands of sales managers and professionals in both large companies and startups. He also helped take an HR tech business IPO in 2014.
In this episode, Aaron and I discuss how to create a sales enablement strategy that works, why it's vital for profitable growth, when is the right time to consider having sales enablement in your business, and what great sales enablement looks like.
You can connect with Aaron at: https://www.linkedin.com/in/aaronevanssalesenablement/
Learn more about Flow State at: https://flowstatesales.co.uk/
You can find the video version of this podcast, plus many more interviews and topics like financial acumen and company analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.
Follow me on LinkedIn where I regularly share advice for sales professionals https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/newsletter
If you want to learn more about how my coaching programs can help you and your team raise your sales & commercial success, then you can contact me via enquiries@proverbialdoor.com