Higgle: The B2B Sales Club

Stefan Debois is a former SAP consultant who transitioned into entrepreneurship by founding his own software company, Pointerpro. He leverages his extensive experience with multinational giants to develop innovative automated assessment tools that help consultancies grow without increasing headcount. Clients of his include Deloitte and AstraZeneca. In this episode, we welcome Stefan to explore how his automated assessment tools are revolutionizing the consultancy industry, enabling businesses to scale efficiently. He provides insights into the power of benchmarks and thought leadership in consultancy, and demonstrates how paid diagnostic assessments can uncover opportunities for high-value projects. We also discuss how professional services providers can approach their content marketing strategy. Topics covered during this episode include: * How Stefan's software company evolved from a survey platform to an automated assessment niche. * Why automated assessments provide personalized advice to help businesses grow efficiently. * Stefan’s joy of using sports analogies when talking business. * How paid diagnostic assessments can bring in high-value project opportunities. * Why an optimized online presence is vital for driving inbound traffic and customer acquisition. * How Stefan’s digital marketing strategies have attracted major clients. * Why having a junior sales team can reduce overall sales costs. * How content marketing and thought leadership can expand a client base globally. * Why moving from time-and-materials billing to fixed price projects enhances efficiency and profitability. * How integrating collective knowledge into user-friendly digital solutions reinforces thought leadership. * How a transition from professional services to SaaS can change sales cycles and strategies. * Advice from Stefan to SaaS tech leaders who are launching their product and want to scale.   Stefan Debois on LinkedIn: https://www.linkedin.com/in/stefandebois/ [https://www.linkedin.com/in/stefandebois/]

The guest for this episode is Haris Halkic, a tech sales professional and LinkedIn content creator from Germany. With five years of experience as an account executive across various companies, he now runs the SalesDaily newsletter, providing sales resources and insights to its subscribers He explains revolutionary B2B sales strategies today, focusing on a multi-channel approach that combines LinkedIn, cold calling, and emails. We discuss the integration of AI tools to streamline sales processes, the resurgence of cold calling, and the importance of personalized outreach methods. Topics covered during this episode include: * How AI tools for note taking and call analysis enhance sales productivity. * Why cold calling is resurging post-pandemic within multi-channel strategies. * How training, dedication, and flexible scripts are vital for successful cold calling. * Why large enterprise sales organizations benefit more from cold calling than mid-market suppliers. * How engaging prospects on LinkedIn through meaningful comments can build relationships. * Why modern sales trends emphasize genuine human connections amidst AI proliferation. * How creativity in outreach, like using LinkedIn voice notes and short introduction videos, can be impactful. * Why many sales reps are reluctant to adopt basic yet effective sales tactics. * How digital sales rooms and AI tools aid in streamlining the sales process. * Why some enterprises restrict AI note takers due to data protection concerns. * How top sales performers prioritize revenue-generating activities and say no to non-essential tasks. * How personalized outreach methods, such as leaving voicemails, improve email open rates. * How the transition from corporate roles to the creator economy helps salespeople discover innovative tactics. * How remote settings challenge traditional sales training and support. * Why young sellers need increased training and support to adapt to the current sales environment.   Haris Halkic on LinkedIn: https://www.linkedin.com/in/haris-halkic/ [https://www.linkedin.com/in/haris-halkic/]

Today we’re talking all about transformative power of strategic partnerships in scaling tech companies. We’re joined by Barrett King, who is Senior Director, Revenue & Partnerships at New Breed as well as a former HubSpot leader. We explore his unconventional journey from the restaurant industry to becoming a B2B tech sales expert. Barrett shares key insights from HubSpot’s early days, highlighting the importance of market listening, exceptional customer support, and innovative partnership models. We also discuss the critical role of tech ecosystems, personal branding, and customer-centric sales approaches in driving growth.   Topics covered during this episode include: * Why Barrett’s transition from the culinary arts to B2B tech sales provides unique perspectives. * How HubSpot’s early market listening, customer support, and partnerships led to SaaS success. * Why tech ecosystems are crucial for company expansion and long-term growth. * How distributors, resellers, and VARs enhance go-to-market strategies. * Why customer retention and robust ecosystems drive business success. * How personal branding for sales teams contributes to overall company success. * Why salespeople need to be knowledgeable consultants, not just product sellers. * How improving conversion rates requires a blend of data analysis and incremental changes. * Why a strong company culture and mission belief inspire personal and organizational success. * Emphasizing quality over quantity in sales efforts involving tech. * Why customer service should be integrated into sales functions for better results. * How successful tech companies retain and expand existing customers for sustainable growth. * Why understanding customer problems deeply is essential for improving conversion rates. * How owning one’s social and email presence can elevate personal and company brand. * Why the conventional sales approach needs to evolve towards customer-centric methods.   Barrett King on LinkedIn: https://www.linkedin.com/in/barrettjking/ [https://www.linkedin.com/in/barrettjking/]

We are joined today by Gerry Hill who is RVP EMEA, Strategy and Alliance at ConnectAndSell. His company’s cloud-based dialing technology enables B2B businesses to have more conversations with their intended targets than serial dialing. With extensive experience in risk assessment, cost analysis, and market entry strategies, Gerry brings a wealth of knowledge to sales professionals navigating challenging markets. Gerry will take us on an exploration of innovative sales strategies, diving into mastering sales lead generation in tough markets, understanding private equity's role in business efficiency, and engaging senior prospects. He shares actionable insights on boosting sales productivity using agile teams and scientific approaches.   Topics covered during this episode include: * Why mastering sales lead generation in challenging markets is required for boosting sales team effectiveness. * The role of private equity in value creation and operational efficiency through operating partners. * Proactive strategies for slower markets, focusing on aggressive closing techniques and system improvements. * How to confidently engage with senior prospects and uncover opportunities to add substantial value. * The evolving landscape of sales strategies, emphasizing outbound sales and agile methodologies. * Benefits of small, specialized sales teams for productivity and morale. * Transforming lead generation by moving clients from fear to curiosity within seconds during cold calls. * Effective sales strategies emphasizing permission-based openers and confidence in outbound sales. * Why the emergence of operating partners in private equity is essential for enhancing company performance. * The necessity of balancing labor and valuing experienced talent in today's market. * How trusted advisors and value articulation become vital in down markets. * Importance of selling underlying technology rather than just products in the SaaS industry. * The role of executive buy-in and structured sprints in applying agile frameworks to sales. * How nurturing relationships over time is critical for long-term demand creation in outbound sales.   Gerry Hill on LinkedIn: https://uk.linkedin.com/in/beaccurate [https://uk.linkedin.com/in/beaccurate]

J Francisco Escobar, who is President & Founder of JFE International Consultants, as well as COO of Lake House Partners, joins us today. He is a seasoned marketing professional who transitioned from finance to marketing during his time at Texas Instruments. His unique journey and extensive experience in managing budgets and procurement have made him an expert in balancing creativity with fiscal responsibility.   In this episode, we’ll explore the balance between creativity and budget constraints in marketing. We hear about his change from finance to marketing and the difficult decisions that need to be made when selecting agency partners. Francisco also brings valuable insights into the impact of AI on marketing and agency models.   Topics covered during this episode include: * How J Francisco Escobar's finance background influenced his approach to marketing and procurement at Texas Instruments. * How maintaining advertising and travel budgets during tough times can capitalize on market opportunities. * Strategies for managing budgets and procurement within marketing communications. * How J Francisco's diplomatic upbringing and teaching influences shaped his career. * Why procurement plays a critical role in marketing and travel. * Insights on choosing agency partners and the role of search consultancies. * The pitfalls of search consultancies shifting focus to cost consulting. * Practical tips for ensuring a fair and efficient agency selection process. * The importance of genuine enthusiasm and thoroughness in agency presentations. * How AI is disrupting traditional agency compensation models. * Explanation of the four basic pricing models in procurement. * How AI introduces tech fees as a new dimension in monetization strategies. * The impact of AI on agency models and the potential for value-based pricing. * Benefits of agencies adopting AI to stay relevant and attractive to talent. * How agencies can leverage AI to blur lines between different marketing services. * Why client-side experience is valuable for agency professionals.     J Francisco Escobar on LinkedIn: https://www.linkedin.com/in/jfeintl [https://www.linkedin.com/in/jfeintl]