Épisodes

  • Ep 15 - Bethan Vincent: Why B2B Business Confidence Isn't Delivering on Growth

    Ep 15 - Bethan Vincent: Why B2B Business Confidence Isn't Delivering on Growth
    Sep 30 2024
    In this episode of the H2H Sales Automation Podcast, I sit down with Bethan Vincent, founder and managing partner at Open Velocity, to explore why B2B business confidence isn't translating into growth. We delve into her comprehensive report, Marketing Vulnerabilities in Tech and IP-Led Companies, and discuss the challenges tech companies face in gaining traction. Bethan shares insights on the importance of having solid marketing foundations, the pitfalls of a sales-led growth approach, and the critical role of understanding your target audience. We also touch on the evolving dynamics of B2B marketing, the value of third-party trust, and how to maintain a human touch in an increasingly automated world. Tune in for a thought-provoking discussion that could reshape your approach to B2B sales and marketing.
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    23 min
  • Ep 16 - Glenn Poulos: Automate to scale, personalize to win.

    Ep 16 - Glenn Poulos: Automate to scale, personalize to win.
    Oct 2 2024
    In Episode 16 of the H2H Sales Automation Podcast, I sit down with Glenn Poulos, award-winning author of Never Sit in the Lobby, to discuss the balance between automation and personalization in sales. Glenn shares his journey from starting as a technical sales rep in 1985 to becoming a business coach and public speaker. We delve into the evolution of sales tools from fax machines to CRMs and AI, and Glenn emphasizes the irreplaceable value of human interaction in sales. Discover actionable insights on when to automate and when to engage personally to truly connect with customers and scale your business. Tune in for a compelling conversation that bridges the gap between technology and human touch in sales.
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    25 min
  • Ep 17 - Steven Tomlin: HubSpot Implementation: Is It Worth the Investment?

    Ep 17 - Steven Tomlin: HubSpot Implementation: Is It Worth the Investment?
    Oct 2 2024
    Implementing HubSpot requires careful planning and a focus on your team. By crafting a well-thought-out strategy and maintaining a human-centered approach, you can ensure a successful implementation that drives positive results for your business.
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    25 min
  • Ep 1 - Emma McCarthy: How to Present a Sales Demo Call

    Ep 1 - Emma McCarthy: How to Present a Sales Demo Call
    Oct 2 2024
    In the inaugural episode of the H2H Sales Automation Podcast, I sit down with Emma McCarthy, a channel account manager from HubSpot, to explore the art of presenting a successful sales demo call. Emma shares her insights on adopting a human-to-human approach in sales, emphasizing the importance of customizing demos to align with client needs. We delve into the CGP framework, highlighting the significance of understanding a client's goals, plans, and challenges. Emma also reveals common pitfalls to avoid, such as overwhelming prospects with unnecessary information. Tune in to discover how to make your sales demos more effective and engaging, ensuring they are a vital step in validating and confirming your solutions. Join us as we build a business based on human connections, not just transactions.
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    24 min
  • Ep 2 - Stuart Lotherington: When does a lead become sales-qualified?

    Ep 2 - Stuart Lotherington: When does a lead become sales-qualified?
    Oct 2 2024
    In episode 2 of the H2H Sales Automation Podcast, I dive into the crucial question: When does a lead become sales-qualified? Joined by Stuart Lotherington, Director of SBR Consulting, we explore the nuances of transforming marketing qualified leads (MQLs) into sales qualified leads (SQLs). Stuart shares insights from his extensive experience, emphasizing the importance of a customer-centric, consultative approach in sales. We discuss the role of sales development reps (SDRs) and account executives (AEs) in qualifying leads, and the significance of understanding your ideal client profile. Additionally, we touch on the impact of virtual sales environments and how to maintain effective communication and relationship-building online. Tune in for actionable tips to enhance your sales process and embrace a human-to-human approach in automation.
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    23 min
  • Ep 3 - Anna Drogon: Key Takeaways from Inbound 2022

    Ep 3 - Anna Drogon: Key Takeaways from Inbound 2022
    Oct 2 2024
    Join me on Episode 3 of the H2H Sales Automation Podcast as I sit down with Anna Drogon, HubSpot Marketing Coach, to unpack our experiences at Inbound 2022. Discover how the event emphasized the transition from customer management to customer connection, highlighting the importance of personalization in a digitally disconnected world. Anna shares insights on the significance of data-driven, tailored marketing strategies and the evolving role of community in business growth. We also explore key takeaways from HubSpot's latest CRM innovations, including enhanced data quality and payment systems. Tune in to learn how to optimize customer connections and embrace the human-to-human approach in sales and marketing.
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    20 min
  • Ep 4 - Stephanie Robinson: How to Grow in Challenging Times

    Ep 4 - Stephanie Robinson: How to Grow in Challenging Times
    Oct 2 2024
    Join me, Bart, on episode four of the H2H Sales Automation Podcast as I sit down with Stephanie Robinson, Managing Director and Business Growth Coach. In this engaging 20-minute interview, Stephanie shares her journey from a recruitment agent in London to a successful entrepreneur and business coach. We discuss the importance of taking holidays, recruiting the right people, and maintaining a positive mindset during challenging times. Stephanie also delves into the concept of "know, like, trust" and how it plays a crucial role in building authentic relationships. Tune in to learn actionable strategies for growing your business the human way.
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    22 min
  • Ep 5 - David Chevalier CEO, Surfe: Never Automate the Human Connection

    Ep 5 - David Chevalier CEO, Surfe: Never Automate the Human Connection
    Oct 2 2024
    In Episode 5 of the H2H Sales Automation Podcast, I sit down with David Chevalier, CEO of Surfe, to explore the importance of maintaining the human connection in sales automation. David shares his unique journey from banking to entrepreneurship and how his productivity software, Surfe, helps sales teams work smarter. We delve into the challenges of modern sales, the importance of personalized outreach, and how Surfe integrates with tools like LinkedIn and CRM systems to streamline data entry and enhance productivity. Discover how Surfe can save time, increase pipeline efficiency, and ensure that automation never replaces genuine human interaction.
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    25 min