This week on Mind Your F**king Business, we have the immense pleasure of learning from Tom Searcy, a renowned expert in B2B sales strategy and the mind behind Hunt Big Sales. With a rich background in operations and a track record of aiding companies in doubling their size by targeting large accounts, Tom brings a blend of practical experience and strategic insight. Having scaled companies from under $10 million to over $100 million in annual sales, Tom’s consultancy specialises in helping businesses between $5 million and $250 million in annual sales achieve extraordinary growth. His systematic approach to sales is essential knowledge for any organisation looking to capture big contracts and drive substantial revenue.

In this episode, Tom shares the different stages of his process for successful sales, emphasising the significance of alignment and accurate problem identification before crafting proposals and closing deals. We delve into the power of personalised closing statements to reassure clients and differentiate from competitors, along with the importance of leveraging customer references to build trust and overcome objections.

Tom and Dominic discuss the challenges of being perceived as a risky option compared to larger competitors and how to address client fears to close deals effectively.

If you struggle to stand out in this crowded marketplace, download, watch and listen to the full conversation today!

On today’s podcast:

• Tom’s Stage-Gate Sales Process
• Removing the sales stigma
• How to maintain your credibility during the sales process

Follow Tom:

Hunt Big Sales

LinkedIn

The Secret to Big Sales

Recommended reading:

The Challenger Sale

100m Offers

100m Leads

Mentioned in this episode:

Get Mind Your F**king Business

Is your marketing team making the most strategic decisions with their budget? Do your marketing efforts align seamlessly with the latest digital platforms? If you question whether your brand could benefit from an in-house marketing shift, today's episode of Mind Your F**king Business is essential listening.

This week, we get to learn from John Readman, a marketing visionary and founder of Modo25, a company dedicated to transforming the landscape of in-house marketing teams. John brings a wealth of expertise in crafting platforms that not only enhance the efficiency of marketing budgets across diverse digital platforms like Google, Facebook, and TikTok but also streamline complex decision-making processes with the help of AI-driven insights.

In this episode, John delves deep into the mechanics of successful in-house marketing, the strategic deployment of budgets, and the revolutionary impact of his technology, ASK BOSCO®. He shares invaluable advice on building robust marketing teams and discusses the transformative effect of predictive analytics in optimising ad spending across numerous channels. John also shares his dedication to philanthropy through his charity cycling initiative, Ride25, which supports an orphanage in Uganda.

Whether you’re an entrepreneur eager to reclaim control of your marketing strategies or a seasoned marketer looking to innovate, this conversation will give you essential insights to revolutionise your marketing approach.

Download and listen today!

On today’s podcast:

• Cycling around the world for charity
• Bringing marketing services in-house
• The human element in business success

Follow John:

Ask Bosko®

Modo25

LinkedIn

Recommended reading:

The Extra Mile

Multipliers

Mentioned in this episode:

Get Mind Your F**king Business

Martin Reeves, Chairman of the BCG Henderson Institute, delves into the nuanced world of strategy, addressing its complexities in both personal and business spheres. In an engaging discussion, he highlights the scarcity of truly exceptional strategies and underscores the necessity of evaluating success progressively over time. Through his conversation with Dominic Monkhouse, Reeves elaborates on CEOs' critical role in executing strategies and the hurdles involved in preserving an innovative culture as organisations expand. He sheds light on why keeping strategies confidential can be beneficial, the adaptability required in strategic planning, and the risks posed by complacency and an inward focus.

This podcast highlights the vital role of imagination and creativity in spurring innovation and fostering organisational change. They dissect the challenges associated with implementing transformative ideas, emphasising the need to move beyond conventional procedures and navigate internal politics effectively. The power of storytelling and the ability to mobilise enthusiasm for new ideas are discussed as pivotal tools in driving change. The conversation touches on the importance of framing the right questions, the paradox of hierarchy and innovation, and the need for depoliticisation and depth of debate in business. Martin shares insights from his book 'The Imagination Machine' and recommends other books on innovation and strategy.

On today’s podcast:

• Great strategies are rare and enduring success is hard to achieve.
• The role of CEOs in strategy execution is important but not the dominant factor.
• Secrecy in strategy is not as valuable as having robust and evolvable scripts.
• Complacency and internal focus can hinder innovation and change.
• Imagination is a crucial aspect of strategy and should be given more attention. Change is a strategic problem that requires understanding the forces of change and resistance and working on both sides of the equation.
• Imagination is triggered by surprise and the ability to detect anomalies and changes in the world.
• Selling ideas and driving change requires storytelling, galvanising energy, and making it clear why the change is in everyone's best interest.
• Mental models can limit creativity and innovation, and it's important to challenge existing mental models and embrace counterfactual thinking.
• Depoliticisation and depth of debate are crucial for effective strategy and innovation.
• Ambidexterity is the ability to balance the focus on running the current business with preparing for the future.
• Diversity is important for variation and selection, but it requires a focus on both ethical and evolutionary aspects.
• Curiosity drives innovation and learning, and listening is a skill that can be continuously improved.
• Simplicity and focus are more valuable than comprehensive and exhaustive lists of strategies and actions.
• The biggest myth in business is that it's mostly a financial equation when in reality, it's about serving human ends and using human means to achieve them.

Follow Martin:

Website

LinkedIn

Your strategy needs a strategy

Recommended reading:

Co-Intelligence: Living and working with AI