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
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
Wednesday Nov 09, 2022
Wednesday Nov 09, 2022
Matt Dixon is the author of 4 books on Sales and Customer Experience, including the world-renowned Challenger Sale. An accomplished business researcher, he is a sought-after advisor to corporate leadership teams worldwide on topics ranging from sales and marketing effectiveness to customer experience and customer service strategy. He is also a frequent contributor to Harvard Business Review, with more than 20 print and online articles to his credit. His latest book, The JOLT Effect: How High Performers Overcome Customer Indecision, was co-authored with Ted McKenna and was released in September 2022.
In this episode, Matt and I discuss what it takes to become a successful salesperson. He shares insights from his latest research about how the most successful sellers accelerate deal decisions, how to avoid ghosting in your pipeline, and why beating the status quo will reduce your deal win probability by 84%.
You can connect with Matt at: https://www.linkedin.com/in/matthewxdixon/
Learn more about the Jolt Effect at: https://www.jolteffect.com/
You can also learn more about DCM Insights at https://www.dcminsights.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 professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/
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 03, 2022
Thursday Nov 03, 2022
Susanne Jacobs is on a mission to help make work better so that we all live a life on purpose. Her impressive career spans almost 3 decades, with 19 years as head of Finance Operations and People for KPMG Europe. Susanne has led research into the neurobiology of trust and intrinsic motivation and, on the back of her academic knowledge and leadership experience, founded a company called The Seven. She has since helped many companies develop their leaders to establish a truly inclusive culture of trust and psychological safety.
In this episode, Susanne and I discuss what psychological safety really means, how you can create trust and safety in your business and what results you can expect from creating such a culture in your business.
You can connect with Susanne at: https://www.linkedin.com/in/susanne-jacobs-a896a312/
You can also learn more about The Seven at https://theseven.org.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 professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/
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 Oct 27, 2022
Thursday Oct 27, 2022
Frederic Bruneau is the CEO & Co-Founder of Foxy Nerds. He helps B2B professionals and thought leaders raise their brand by utilising the power of new media such as podcasts. He is a serial entrepreneur and started his 1st business in college.
In this episode, Frederic and I discuss how people can become influencers in the B2B space, what are some of the best media channels to create massive awareness and credibility for your brand, and how to leverage new media to increase your sales, without increasing your Cost of Customer Acquisition.
You can connect with Frederic at: https://www.linkedin.com/in/fredericbruneau/ or email him at fred@foxynerds.studio
You can also learn more about Foxy Nerds at https://www.foxynerds.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 professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/
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