Afleveringen
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Weâve all had that moment when a prospect says, âWe need you to build X.â
And the tempting response is: âBrilliant. Where do we send the invoice?â
But this weekâs episode reminded us that the better response is probably: âInteresting â how did you get to X?â
Thatâs where SPIN Selling comes in.
Situation.Problem.Implication.Need-Payoff.
Itâs a simple framework, but a useful one. Not because it magically closes deals while we sit back looking smug â sadly, no methodology has managed that yet â but because it helps structure better conversations.
We talked about how SPIN can be used in discovery, prospecting, account management, customer service, and even those moments when someone arrives already convinced they know the solution. It gives us a way to slow down, understand the real issue, and reflect the customerâs world back to them before leaping into advice mode.
We also compared it with Challenger Selling and landed on something that feels pretty important: these frameworks work best when theyâre combined thoughtfully, not treated like sacred tablets from Mount Sales.
Because, as usual, the answer is: âIt depends.â
Deeply annoying. Often true. -
Sales methodologies month has begun, and weâre starting with the Challenger Sale.
This one is all about helping customers think differently â which sounds noble until you realize it also means saying, âAre we sure thatâs actually the problem?â without getting escorted out of the room.
In this episode, we talk about:
How Challenger is built around teaching, tailoring, and taking controlWhy it works best in complex salesThe danger of using a heavyweight methodology on a lightweight opportunityHow consultative selling can uncover the real business issue hiding behind the obvious oneWe also get into the Digital Momentum Summit and how to think about ROI across prospects, clients, partners, and brand amplification â because apparently âit felt usefulâ is not always accepted by finance.
A useful one for anyone selling complex work, running events, or trying to prove that business development is more than just a mysterious cloud of coffees, conversations, and hopeful follow-ups.
#Sales #BusinessDevelopment #ChallengerSale #ConsultativeSelling #B2BMarketing #TeaAndTimbits
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Zijn er afleveringen die ontbreken?
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Complex selling sounds like it should require a giant tech stack, seven dashboards, and at least one acronym nobody fully understands.
But in this episode, we discovered something slightly annoying: the best tools are often the simplest ones.
We talked about:
â borrowing ideas from completely different industries
â using design thinking to untangle messy business problems
â reading broadly, not just another sales book
â showing up at events and learning from real conversations
â using note-takers, AI transcription, or even the ancient technology known as âpen and paperâ
â managing complex sales more like projects
â turning repeated customer friction points into useful contentThe slightly humbling conclusion?
Complex sales do not always need complex tools. They need curiosity, structure, perspective, and a willingness to say, âI donât know â who can help?â
Which is far less glamorous than a new platform subscription, but probably cheaper. And harder to lose than an Apple Pencil.
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Complex selling is never just about âthe buyerâ and âthe seller.â
We wish it were. It would make life much easier, and we could probably all spend less time in meetings pretending the spreadsheet is âbasically under control.â
In this episode, we talk about stakeholder engagement â the people inside and outside the deal who can quietly make everything work⊠or loudly make everything fall apart.
That includes executives, delivery teams, partners, suppliers, finance, operations, customer service, and sometimes the person who appears halfway through the process with a very strong opinion and absolutely no context.
The big takeaway?
Stakeholder management does not have to be perfect. But it does have to exist.
Even a simple list of who is involved, what they care about, what they are worried about, and how they affect the outcome can prevent a lot of firefighting later.
And if you are always firefighting, well⊠we may have accidentally diagnosed the problem.
In this weekâs episode, we get into:
Why stakeholder management goes beyond executive sellingHow to uncover hidden risks before they become expensive surprisesWhy internal delivery teams need to be involved earlierHow partners and suppliers shape the customer experienceWhy âknown unknownsâ are far better than âunknown unknownsâHave a listen, especially if your complex sales process currently relies on optimism, crossed fingers, and a heroic amount of Slack messages.
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This week, weâre recording together in London for a rare in-person episode, which naturally means things go slightly off the rails before we even get to the topic.
We kick things off with a story about hiring event security, where we learned the hard way that ticking qualification boxes doesnât always mean someone can actually do the job. Turns out âhaving the badgeâ and âbeing able to climb stairs without needing a lie downâ are apparently separate competencies.
From there, we dive into the world of complex selling and executive selling â and why most big deals are won (or lost) long before the final proposal lands.
We explore:
Why executive selling is more than just presenting to senior leadershipHow to use your own executives as part of the sales strategyThe importance of coaching leadership teams before customer meetingsWhy one uninformed stakeholder can derail an entire dealHow to tactfully expand conversations to include hidden decision-makersThe role of context, repetition, and preparation in complex salesWhy executives need exposure to real customer conversationsAlong the way, we also accidentally turn the conversation into relationship advice and realise that executive communication skills might be just as useful at home as they are in the boardroom.
Itâs a practical, slightly chaotic conversation about influence, credibility, preparation, and the human side of complex deals.
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This week, we dive headfirst into the world of complex deals and team selling â and discover that the secret to winning big opportunities isnât bringing eleven people and a 300-slide deck into a meeting. In fact⊠itâs usually the opposite.
We explore why complex deals are more often lost to internal chaos than to competitors, how healthy businesses create healthier sales processes, and why clarity beats noise every single time. Along the way, we talk about overloaded pipelines, managing urgency without panic, executive sponsorship, customer alignment, and the importance of having one person truly âownâ the opportunity.
Thereâs also a cautionary tale involving eleven people heading into a defense contractor meeting⊠which thankfully became two people and three slides before anyone got hurt.
As always, we manage to make complex sales sound both strategic and mildly ridiculous â which, honestly, is probably the most accurate description of enterprise selling anyoneâs ever come up with.
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In this bonus episode, we doubled down on what actually drives healthy teams and resultsâand spoiler alert: itâs not luck, and itâs definitely not another fancy spreadsheet.
We kicked things off with a simple but powerful reminder: just showing up (literally, in person) can unlock opportunities you didnât even know existed. Turns out, a casual âwhile youâre hereâŠâ can be worth six figures. Not bad for a day out of the office.
From there, we unpacked our slightly cheesy but surprisingly effective framework: capability, culture, capacity, and consistency. We talked about why consistency is usually the first thing to slip (guilty), and how without it, everything else quietly falls apart.
We also got into the habit most teams get wrongâonly reviewing what went badly. Instead, we made the case for digging into wins and understanding what actually worked (because letâs be honest, âwe lost on priceâ tells you absolutely nothing).
And finally, we brought it all together with one key idea: healthy businesses are built by design, not by accident. No shortcuts, no magicâjust deliberate effort, reflection, and a bit of resilience when things donât go to plan.
If youâve been chasing better results without stepping back to look at how youâre operating, this oneâs for you.
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This week, we wrap up our âHealthy Team, Healthy Resultsâ series with a tools episodeâbut not the kind youâd expect.
We kick things off with a story that perfectly proves why getting out from behind the screen still matters. What started as a routine 15-minute client meeting turned into a game-changing discovery⊠all because we were physically in the room. Turns out, you canât replicate hallway chats and off-script insights on Zoom (weâve triedâawkwardly).
From there, we dig into toolsânot just the usual suspects like CRMs and calendarsâbut the ones that actually support culture, collaboration, and long-term business health. Think corporate social media used properly (yes, really), peer-to-peer recognition platforms, learning systems that donât make you want to cry, and even⊠office chairs.
The big takeaway? Tools donât fix broken processesâthey amplify whatever discipline you already have. So if things are messy⊠well⊠congratulations, youâve just bought yourself a faster mess.
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We used to think âhealthy bodyâ in business conversations meant⊠well⊠eating a salad and pretending we enjoy it.
Turns out, itâs a bit more important than that.
In our latest episode, we got into something that doesnât get talked about enough:
> Leaders set the tone â not just with strategy, but with how they live and workIf youâre constantly stressed, skipping breaks, and powering through holidays⊠guess what your team thinks ânormalâ looks like?
A few things we discussed:
Why blocking vacation time in advance actually worksThe difference between customer service and customer experience (and why it matters more than you think)How a lack of structure quietly leads to burnout, bad decisions, and takeout-for-the-third-time-this-week energyAnd why âtreating yourselfâ can become a slippery slope if youâre not carefulNone of this is revolutionary.
But it is the stuff that quietly separates healthy teams from chaotic ones.Weâre not perfect at it (far from it), but weâre trying to be more intentional â and this episode was a good reminder.
If youâve ever said âIâll take a break after this weekâ⊠this oneâs for you.
#Leadership #TeamCulture #Wellbeing #BusinessGrowth #CustomerExperience
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In our latest episode, we got into a conversation that started with a global meeting powered by live AI translation (very cool, slightly sci-fi), and quickly turned into something deeper:
Why do some teams just work⊠while others feel like chaos in slow motion?
Weâve both seen businesses where:
The values are beautifully written⊠but completely ignoredEveryone is âbusyâ⊠but nothing moves forwardAnd somehow everything is urgent all the timeAnd weâve also seen the opposite:
Clear expectationsReal accountabilityDifferent working styles⊠but shared standardsThatâs culture.
Not perks. Not posters. Not pizza Fridays.
Just clarity, consistency, and what actually gets reinforced when no oneâs looking.
If youâre leading a team right now, ask yourself one question:
âWhat behaviours are we accidentally rewarding?âThat answer will tell you everything.
Give it a listen if youâre trying to build a healthier team (or fix one thatâs gone a bit sideways like ours have in the pastâŠ)
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Ever sat through âtrainingâ where you click play, zone out, and hope thereâs no quiz at the end? đ
Yeah⊠weâve all been there.
In our latest episode, we talk about why most training doesnât workâand what actually does.
Turns out:
Itâs not about more contentItâs not about clever hacksAnd itâs definitely not about ticking a boxItâs about changing behaviour.
We break down:
Why great teams obsess over the basics (yes⊠again)
Why managers need to be trained before their teams
And a simple framework (EDIP) that actually makes training stickAlso⊠a gentle reminder:
You can take your work seriously without taking yourself too seriously.That might just be the secret ingredient.
Give it a listen if you want your team to stop âdoing trainingâ⊠and start actually improving.
#SalesLeadership #Training #TeamPerformance #B2B #Leadership
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We wrapped up our sales channels series the only way we know howâby slightly going off-script.
This week, we dove into the tools behind partnerships, social selling, and referrals⊠but not before questioning whether following âthe processâ too perfectly might actually slow you down. Turns out, sometimes the best move is to politely ignore your own rules.
We explored CRMs as your system of record, why most reporting is⊠letâs say âaspirational,â and how tools like analytics platforms, social schedulers, and even good old-fashioned PDFs can make or break your channel strategy.
Big takeaway? Tools matter. Process matters. But common sense might matter just a little bit more.
(Also, our audio worked this time, which frankly deserves its own celebration.)
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In this episode , we stumble through a slightly chaotic start (audio equipment: 1, us: 0) before diving into one of the most powerful â and most underused â sales channels in business: referrals.
We talk about why referrals are the cleanest path to growth, how trust transfers instantly when someone introduces you, and why simply doing good work isnât always enough to generate them.
Along the way we explore:
Why referrals donât scale organically unless youâre intentionalThe difference between testimonials and real referralsHow to ask for introductions without making it awkwardWhy sometimes your clients treat you like their secret weaponAnd how offering referrals first can unlock more opportunities than asking for themWe also kick things off with a story about walking into a situation wildly underqualified⊠and still coming out on top â proving that preparation and curiosity can sometimes beat credentials.
If youâre looking for practical ways to grow your business through trust, relationships, and a little strategic asking, this oneâs for you.
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This week we kick off a new theme: sales channelsâand where your next stream of revenue might come from.
Naturally, we start with one of our favourite topics: partnerships.
We explore the difference between partnerships that look good on paper and the ones that genuinely generate business. From big-name ecosystem partnerships to informal alliances with trusted peers, we share what actually creates valueâand whatâs just logo-swapping.
Along the way we talk about:
Why storytelling is one of the most powerful tools in sales
The difference between brand partnerships vs. revenue partnerships
Why mutual value matters more than equality in a partnership
How strategic alliances can quietly expand your reach
The importance of measuring partnerships instead of letting them run on autopilot
As usual, we also wander slightly off course (in a very British-Canadian way), but we eventually arrive at a simple truth:
A real partnership isn't about signing an agreement.
It's about creating value together that neither side could create alone.Grab a cup of tea (and maybe a donut) and join us.
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In this episode, we continue our March theme of sales channels and turn our attention to one that many businesses misunderstand: social media.
We share a story about collaborating with peers to launch a research initiativeâan example of how networks can amplify reach far beyond what any one of us could do alone. Itâs a reminder that in a world increasingly flooded with AI-generated content, authentic voices and real collaboration stand out more than ever.
From there, we dive into how social media fits into the sales ecosystem. We talk about why itâs not just a broadcasting platform, how it helps build credibility before the first meeting, and why showing up with a point of view matters more than posting constantly.
We also cover:
Why LinkedIn isnât the only platform that matters for business
The difference between thought leadership and content noise
How often you actually need to post (spoiler: less than you think)
Why experimentation beats perfection
The importance of knowing who your content is actually for
In short: social media shouldnât feel like shouting into the void. Done well, it becomes a bridge between conversations, relationships, and real opportunities.
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Greetings from Cambridge (where itâs damp but dignified) and Toronto (where winter is clinging on like an overenthusiastic house guest)
In this episode, we wrap up our February focus on the sales process by diving into the tools that actually support it â without falling into the classic trap of buying shiny software to fix a process you havenât defined.
We kick things off with a story about presentation overload (yes, weâve all been there). When you show all the work instead of clarifying the intention, you lose the room. So we talk about starting with the outcome, guiding the journey, and trimming the fluff â sometimes by half.
Then we explore the tools that support the three pillars weâve been building all month:
Building the sales process â Digital whiteboards like Miro and Figma to brainstorm and structure.
Implementing the process â A properly configured CRM (emphasis on properly).
Managing performance â Dashboards, reporting tools like Microsoft Power BI, and call intelligence tools such as Gong and Chorus.
Prospecting smarter â Using LinkedIn Sales Navigator or ZoomInfo to feed the funnel with intention, not hope.
And somewhere in there, we quietly champion checklists, presentation templates, and the radical idea of defining your process before buying tech.
Itâs practical. Itâs slightly self-deprecating. And yes â we probably got mildly passionate about dashboards again.
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Is your sales process helping your team win, or just giving off strong "compliance factory" vibes? đ
In this episode, we get real about what happens after youâve built your sales process. Managing it isnât about beating people with a CRM stickâitâs about coaching, adapting, and focusing on outcomes over task completion.
We chat:> What to do with those rogue lone wolves (who keep winning)
> Why âyesâ and ânoâ are the only good answers in sales
> How leaders accidentally kill their own process with micromanagement
> And Andyâs self-roast for falling into the âplanning foreverâ trap with his book project. (Accountability is live, folks.)Tune in for laughs, lessons, and the occasional uncomfortable truth!
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One of us is podcasting from beside a backyard rink. The other? A hotel at Heathrow. Together, we're solving the worldâs sales implementation problemsâbad Wi-Fi and all.
In our latest episode, we unpack what it really takes to implement a sales process. Not âannounce it and prayâ... but actually make it stick.
Some takeaways we loved:
â Salespeople use processes that help them winânot ones theyâre told to use
â You donât roll out a sales processâyou install a new standard
â Leadership isnât just inspection; itâs asking the curious questions that unlock growthWe also debate:
âĄïž Should tools be rolled out with the process or phased in?
âĄïž Can you really change habits without changing hearts?Tune in if youâve ever faced blank stares during a sales kickoff. Or if you're leading one soon. Or if you just like awkward podcast silences and Heathrow ambience.
#SalesLeadership #SalesEnablement #TeaAndTimbits #SalesProcess #ImplementationNotImposition #B2Bsales #Podcast
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We just kicked off a brand-new theme for February: SALES PROCESS! (We know, hold your excitement... or donât.)
In this episode, we:
> Share how one company went from chaos to $37M in revenue gains by implementing the right rhythm
> Talk about why skipping the basics is like building IKEA furniture without the screws
> Break down how to qualify leads, align internal teams, and not let your CRM boss you aroundPlus, we discuss the one thing almost everyone forgets to include: how to coach your sales team using the actual process. đ€Ż
Whether you're sales-adjacent or living in the pipeline daily, you'll walk away with ideas you can implement right now. Or at the very least, you'll hear us confuse "tactical" with "tactile" at some point.
#sales #B2B #salesprocess #leadgeneration #foundationsmatter #businessgrowth #TandTimbits #podcastlife
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We're closing out January with a bangâand a whiteboard markerâas we round up our favourite tools for strategy and planning. From digital whiteboards to the unavoidable CRM groan, we're getting real about the tech we love, the tools we tolerate, and the dashboards that make us feel like data wizards. There's talk of Notion (if you can stay disciplined), the mighty Power BI, and a nod to Trello and Asana. We also get a bit deep on risk matrices, reclaiming downtime, and whether the weather is just gaslighting us. If your strategy plan includes "panic and wing it," this oneâs for you.
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