Shows
The Sales Transformation Podcast#191 – The story of the Sales Mindsets on Higgle: The B2B Sales Club Podcast (Part 1) w/ Mike LanderThis week on The Sales Transformation Podcast we have the first part of an interview with Phil that first appeared on Higgle: The B2B Sales Club Podcast, hosted by Mike Lander. Mike was one of the people who very kindly supported us with our Global Sales Research project last year, and invited Phil on his show to ask him about how The Sales Mindsets were developed. Tune in next week for the second part where the discussion will move on to last year’s research project and how things have changed! ...
2026-01-2938 min
2026-01-2636 min
We The Sales Engineers: A Resource for Sales Engineers, by Sales EngineersUnlock The Mystery That Is Procurement with Mike LanderProcurement is a black box for the majority of Solution Engineers and even Salespeople. Many salespeople treat Procurement as the enemy thinking that their only job is to beat them up on price, so today I have Mike Lander on. Mike is a former head of Procurement but is now helping Sales understand procurement better so they can close deals faster. shownotes: https://wethesalesengineers.com/show326
2025-09-0849 min
The Sourcing HeroEp 220: Hitchhiker’s Guide to Procurement & Sales feat. Mike LanderProcurement thinks sales is always trying to sell them something that isn’t what they want, is over priced, or won’t live up to the hype. Sales thinks procurement is deliberately trying to throw a wrench in a long proposal process, only cares about price, and has no feelings at all.
What if they are both wrong?
In this episode of The Sourcing Hero podcast, Host Kelly Barner welcomes Mike Lander. Mike is the CEO of Piscari, a coaching firm that helps sell-side teams improve their negotiating skills, better understand procurement buyers, and - ulti...
2025-07-0131 min
Nuance with Mike Scala and Jay CarterNYC Mayoral Candidate Brad Lander ArrestedNYC Mayoral Candidate Brad Lander was Arrested in a confrontation with ICE.Nuance with Mike Scala and Jay Carter is a weekly video podcast that engages its audience through examination of current events from the unique perspectives of its hosts and guests.→ SUBSCRIBE TO Nuance with Mike Scala and Jay Carter ←Subscribe: https://bit.ly/3P9mI6FWatch Full Videos: https://www.youtube.com/@nuanceshow/
2025-06-181h 08
SaaS FuelMike Lander - Trust Over Relationship: A New Approach to B2B SalesWhy do deals stall even when your pipeline looks strong?In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.You’ll learn:How to build trust by focusing on the buyer’s world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk awa...
2025-05-2253 min
Build a Better Agency PodcastEpisode 499 Effective Strategies for Winning New Business with Mike LanderWelcome to another can't-miss episode of Build a Better Agency! This week, host Drew McLellan invites negotiation expert Mike Lander to shed light on a critical, and often misunderstood, stage of growing your agency: the art of winning new business and, crucially, negotiating strong client contracts. If your agency is hustling for fresh opportunities in the midst of economic uncertainty, this discussion is perfectly timed to help you secure the deals that matter—on terms that support your profitability and long-term growth. Mike Lander brings a unique dual perspective as both a former procurement director (the "buy si...
2025-04-2852 min
Higgle: The B2B Sales ClubEmpowering the Future of Sales Using AI and Innovation with Lauren PalmerHow can sales professionals navigate the shift from face-to-face interactions to digital-first strategies effectively? Lauren Palmer, VP of North America for Interlink, explores the transitions seen in B2B sales post-COVID in this episode. She emphasizes the growing demand for flexibility and the critical role of relationships in contemporary sales strategies. As the industry continues to evolve from traditional face-to-face interactions to a digital-first approach, Lauren shares insights on how AI and digital tools are reshaping outreach strategies, enabling sales professionals to cut through the digital noise and connect with prospects. The episode further digs...
2024-12-3028 min
Higgle: The B2B Sales ClubThe Best of B2B Pitching Tips, Building Client Relations, and MoreReady to hear some of the conversations I've loved this year? In this special festive edition, I've curated some of the most insightful moments the podcast has offered this year, providing a quick masterclass in negotiation and agency-client dynamics. The episode kicks off with the nuances of negotiation, where seasoned negotiator John Cornwell emphasizes the importance of distinguishing between demands and interests to achieve win-win outcomes. David Meikle then talks a lot about framing agency work as an investment rather than a cost as well as the agency-client relationships and the often-grueling pitch...
2024-12-2327 min
Higgle: The B2B Sales ClubAn Examination of Business Exits and Scaling with Stephen KenwrightStephen Kenwright, the guest on this episode, is the Director of Strategy and Digital Marketing at Ride Shotgun and was a co-founder of the creative agency Rise at 7. With a rich background in digital marketing, Stephen brings valuable insights into business exit strategies and scaling up startups. His experiences in navigating management buyouts and leveraging innovative marketing philosophies has led to his expertise in maintaining a competitive edge in the market. We are brought through Stephen's journey of co-founding Rise at 7 and navigating a management buyout in this episode, as he discusses the emotional and strategic layers...
2024-12-1637 min
Higgle: The B2B Sales ClubHow to Ethically Use Behavioural Science in B2B Sales with Hayk HakobyanHayk Hakobyan is the CEO and co-founder of InsightGenie, a customer intelligence technology company. He has an unconventional background, transitioning from training in breakdancing in Nepal to leading a fintech company. Hayk leverages his experiences to develop innovative strategies that integrate behavioural science with sales techniques. In this episode, we'll talk with Hayk about how his background influences his innovative sales strategies, particularly in customizing offers to resonate with procurement professionals. Additionally, we discuss the role of behavioural science in modern sales, examining its ethical implications and how understanding human behaviour can enhance strategic approaches. ...
2024-12-0932 min
Higgle: The B2B Sales ClubFrom Weak Cold Calls to Authentic Connections with Rich McHardyThe McHardy Collective is a portfolio of independent studios, agencies, consultancies and creative technology companies. Founder Rich McHardy supports the leaders of those firms with new business generation and growth by joining the dots between them and prospects looking for creative support in areas such as content creation, live experience delivery, digital UX, audio, client relationship consultancy and culture. Prior to launching The McHardy Collective in 2012, Rich spent 15 years sharpening my business development skills for several leading international agencies, including 5 years at WPP. In this conversation, we hear about Rich's story from overcoming phone anxiety...
2024-12-0228 min
The Trivia Podcast: You Should Know Better!Jared Hillman vs. Natalie LanderThe cutest couple in all the land Jared Hillman (Monster Jam Revved Up Recaps) and Natalie Lander (The Middle) square off this week in a trivia throwdown where we tackle Hello Kitty, super slow animals, HBO shows, fast food, theater cities and a Double Duty theme round! Jared is playing for the Crohn's & Colitis Foundation while Natalie is playing for SHARE, Inc. Play along with us and be sure to subscribe, rate and review wherever you listen to pods and follow us @youshouldknowbetterpod!
2024-11-251h 05
Higgle: The B2B Sales ClubEvolving From Company-Centric to Client-Focused Strategies with Andy BoundsAndy Bounds' journey in enhancing how companies sell and communicate is not just a profession but a personal mission. Andy's work transcends borders, having impacted organisations in over 40 countries. From the bustling markets of Asia to the corporate boardrooms of America, his strategies and insights have helped shape the destinies of some of the world's most renowned companies, as well as small businesses poised for growth. His ability to connect with diverse audiences, understanding their unique challenges, and crafting bespoke solutions, marks him as a versatile and empathetic guide in the realms of sales and communication. Awarded...
2024-11-2531 min
Higgle: The B2B Sales ClubA Deep Dive into the Evolving Landscape of Marketing Agencies with Bruno GralpoisBruno Gralpois, Co-founder and Principal of Agency Mania Solutions, is dedicated to enhancing client-agency partnerships. With leadership roles at Microsoft and Visa, his expertise in establishing Agency Management practices has culminated in over two decades of thought leadership. The bestseller "Agency Mania", authored by Bruno, played a key role in shaping Agency Management as a corporate discipline. In this episode, we're hearing all about the evolving landscape of marketing agencies with Bruno. We check out how agencies are transitioning into strategic partners, focusing on efficiency and cost-effectiveness. Bruno shares his insights on the predicted global ad spend...
2024-11-1837 min
Negotiate AnythingMike Lander: Why Trust Can Be Your Secret Negotiation WeaponWant to share your thoughts?Fill out our listener formRequest A Customized Workshop For Your CompanyIn this episode of Negotiate Anything, Kwame Christian, Esq., M.A. welcomes negotiation expert Mike Lander, an ex-procurement director with over two decades of experience in both buying and selling. Mike shares insights from his unique study on sales negotiation, breaking down the traits of the most successful negotiators. They explore the crucial role of trust in achieving better negotiation outcomes and delve into the complexities of navigating sales interactions with procurement professionals. T...
2024-11-1225 min
Higgle: The B2B Sales ClubWhen Founders Need to Hire a Sales Team with Jeff MainsJeff Mains is a serial entrepreneur and growth expert known for building and exiting multiple successful companies. He is currently the CEO of a fintech SaaS company called Intelligent Contracts, and the founder of Champion Leadership Group. Jeff is also an author, with his upcoming book titled Captain's Keys: 4 Key People Every Successful Business Leader Needs, and host of the SaaS Fuel Podcast. We explore the art of scaling businesses with Jeff today, focusing on building effective sales teams and lead generation strategies. Jeff shares insights on transitioning from founder-led sales to structured teams, and we discuss...
2024-11-1131 min
Higgle: The B2B Sales ClubInsights on Balancing Creative Freedom and Strategy with Simon HewittSimon Hewitt is a co-founder of Orange Panther Collective, an advertising startup that combines big agency expertise with the flexibility of a smaller shop. With a career spanning major firms like M&C Saatchi, AMV, BBC Creative, Leo Burnett, and Engine, Simon brings a wealth of experience. In this episode, Simon discusses the challenges he's faced in transitioning from big firms to a boutique agency, emphasizing the importance of balancing creativity and strategy. Simon shares valuable insights on building authentic client relationships and crafting impactful, culturally relevant advertising. Topics covered during this episode include:...
2024-11-0436 min
Higgle: The B2B Sales ClubReimagining Marketing Through an Emotional Lens with Rob Harrison-PlastowRob Harrison-Plastow is a researcher and strategic consultant specialising in understanding emotion and behaviour. He spent 8 years working in strategy at the University of Exeter before launching Source Nine with ex-2cv Founder Vincent Nolan where he now helps clients to create and communicate incredible emotional value so that they can win more customers, deepen trust and strengthen loyalty. Rob combines emotional insights with qualitative research to revolutionize brand strategy and marketing. His company has developed a model called The Empathy Framework, a cutting-edge model which unlocks a logic to emotion. Today, along with Rob, we'll explore...
2024-10-2829 min
Higgle: The B2B Sales ClubRethink Your B2B Marketing Strategy with Expert Advice from Bethan VincentBethan Vincent is an experienced B2B marketing leader and entrepreneur who has been driving accelerated revenue growth as a Marketing Director and Consultant for over a decade at Open Velocity. She is a regular speaker at international conferences and is podcast host of The Brave. This week we're talking about strategic marketing for B2B organizations with expert insights from Bethan. She unpacks the critical differences between strategic and tactical marketing, emphasizing the importance of aligning services with the genuine needs and pain points of the target audience. We explore effective positioning and differentiation strategies, the...
2024-10-2133 min
Higgle: The B2B Sales ClubThe Critical Impact of Sales Engineers in B2B Sales with Ramzi MarjabaRamzi Marjaba is a solution specialist who transitioned from engineering to sales. With a background in communications engineering and over a decade of sales experience, he now coaches sales engineers on improving their soft skills and becoming invaluable assets in the sales process. He founded his business, We the Sales Engineers, in 2018. In this episode, we get into the role of Sales Engineers (SEs) in bridging the gap between complex business problems and advanced technical solutions. We explore how SEs, equipped with both technical skills and business savvy, build trust with clients, diagnose issues, and drive successful...
2024-10-1433 min
Higgle: The B2B Sales ClubScaling Your Consultancy Via Automated Assessments with Stefan DeboisStefan 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...
2024-10-0727 min
Higgle: The B2B Sales ClubMulti-Channel Strategies, AI Integration, and the Revival of Cold Calling with Haris HalkicThe 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...
2024-09-3032 min
Surf and SalesS5E34 - Mike Lander - How to leverage procurement to your advantage in salesMike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How to talk about risk in a proactive way. What are you waiting for? Time to reserve your spot at www.surfandsales.com
2024-09-2350 min
Higgle: The B2B Sales ClubRevolutionizing Sales through Customer-Centric Approaches with Barrett KingToday 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 e...
2024-09-2338 min
Higgle: The B2B Sales ClubInnovative Sales Strategies in Challenging Economies with Gerry HillWe 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...
2024-09-1635 min
Higgle: The B2B Sales ClubStrategies for Balancing Artistic Vision Against Budget Constraints with J Francisco EscobarJ 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 s...
2024-09-0942 min
Higgle: The B2B Sales ClubRelationship Building Through Empathy, Networking, and Authenticity with Katy HowellToday we're joined by Katy Howell, the founder of Immediate Future, which is a successful social media agency. She also has an intriguing background in science, having studied genetics and plant sciences. Katy transitioned from science to marketing, bringing an analytical perspective to her work. We'll discuss her journey from science to social media success, the critical role of empathy in understanding buyers, and practical strategies for effective networking. Katy also shares tips on how you can stand out in the crowded B2B market through passion, expertise, and authentic connections. Topics covered during this...
2024-09-0236 min
Higgle: The B2B Sales ClubUtilizing B2B Sales to Shift from Small Business to Global Leader with Craig LettonCraig Letton is the CEO of Hyble, a world-class marketing technology company that serves the alcohol industry. With over 11 years of experience in this role, Craig has a proven track record of scaling the business, expanding into new markets, and delivering innovative solutions for global clients. Craig's core competencies include new business development, strategy, marketing management, and negotiation. He has transformed Hyble from a family business into a software provider that is used by leading drinks brands and distributors in over 50 countries, such as Bacardi, Carlsberg, Campari, and Diageo. Under his leadership, Hyble has grown revenue 10X...
2024-08-2636 min
Conquer Local Podcast731: Expert Tips for Winning Procurement Deals | Mike LanderEver wondered what it's like to be on both sides of the sales negotiation table?Our guest this week, Mike Lander, CEO of Piscari and Chairman of Re:signal, is a successful entrepreneur, an ex-procurement director, and a highly sought-after sales & negotiation consultant. He's not only grown companies to over £20 million in revenue but has also negotiated hundreds of deals worth over £500 million as a buyer.Mike's unique perspective gives him invaluable insights into how to qualify leads better, convert more deals, and land the best possible outcomes, especially when dealing with tough procurement teams....
2024-08-2123 min
Higgle: The B2B Sales ClubSecrets to Effective Procurement in Competitive Markets with Jeremy SmithJeremy Smith, the Managing Director at 4C Associates, joins us in this episode. 4C Associates is a 120+ person European focused Commercial, Procurement and Supply Chain consultancy delivering sustainable impact in Retail & Consumer, Life Sciences, Public Sector and Financial Services. He has been with 4C for about 13 years, and has amassed another 10 years of procurement consultancy before this tenure. Backed by Jeremy's decades of expertise, we explore effective methods for standing out in competitive markets, the importance of low-maintenance introductions, and the value of referrals. He explains exactly what procurement professionals look for when evaluating suppliers in RFP...
2024-08-1937 min
Higgle: The B2B Sales ClubMaking the Most of Intermediary Partnerships with Andy GriffithsAndy Griffiths is Associate Director, Client Growth at Space & Time, a leading independent agency specializing in growth marketing through media and tech. Space & Time has clients spanning across retail, property, food & drink, health, charity, finance, B2B, sport, leisure and tourism With Andy, we're looking into the secrets to agency differentiation and mastering the art of intermediary relationships. We discuss how agencies can make a lasting impression during initial chemistry calls, the benefits and challenges of collaborating with intermediaries, and evolving strategies to stand out in a continuously crowded market. Topics covered during this episode...
2024-08-1246 min
Payback TimeS5E29 - How to Win Large B2B Contracts: 5 Essential Sales Tips With Mike LanderAre you wondering how to win large B2B contracts?
Ever wondered what makes the difference between a successful enterprise sale and a missed opportunity? If you’re building an enterprise SaaS business and want to close large contracts more effectively, this episode is for you.
Sean hosts Mike Lander the CEO of Piscari, a seasoned expert in procurement and sales strategy, shares five crucial tips to help you avoid wasting months on bids that don’t progress. His insights on navigating the procurement process are essential for tackling the challenges of selling to large orga...
2024-08-0641 min
Higgle: The B2B Sales ClubLeveraging Existing Networks to Strengthen Your B2B Pipeline with Emma ThwaiteEmma Thwaite, a seasoned expert in new business development and marketing, runs the consultancy Beckon and joins us this week. With 25 years of experience across large network agencies and independent creative firms, she specializes in drawing the right clients to agencies and supporting their growth. In this episode, we dig into the secrets of building long-term client relationships in B2B sales. We check out how to transform thin pipelines into rich opportunities and ways to craft value-driven communication. Emma shares her expertise on becoming a trusted partner, building impactful pitch teams, and creating meaningful, profitable relationships. ...
2024-08-0536 min
TheInquisitor Podcast with Marcus CauchiTrust, Risk & Authentic Sales Strategies with Procurement Expert Mike LanderEpisode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales.
Key Highlights:
Background and Experience:
Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers.
Buyer and Seller Dynamics:
The discussion explores the common mistakes salespeople make, such as...
2024-08-0149 min
Higgle: The B2B Sales ClubStrategies for Modern Cold Call Success with Kevin HoppKevin Hopp is an outbound sales trainer and consultant that specializes at helping B2B companies build phone-focused outbound motions. He joins us for this episode to talk all about the world of modern cold calling. We debunk the myth that cold calling is obsolete and explore how generational differences shape sales strategies. Through live experiments and practical advice, Kevin and I demonstrate how even the most hesitant sales reps can transform cold calls into meaningful conversations. Also, we'll emphasize the importance of building trust and using technology, such as dialers, to enhance productivity. Topics covered during...
2024-07-2936 min
Higgle: The B2B Sales ClubContextSelling: Tips and Techniques for Effective Sales Calls with Stephen SteersStephen Steers is a renowned sales consultant who has collaborated with industry giants like Google and Nike. He specializes in ContextSelling, emphasizing the importance of making sales interactions natural and relationship-focused. In this episode, Stephen reveals his secrets about ContextSelling. We explore how to engage clients effectively from the first call, emphasizing the importance of discovery calls and a compelling value proposition. Stephen also shares his proven strategies and frameworks for elevating conversion rates and building stronger client relationships. Topics covered during this episode include: An introduction to ContextSelling, the method that Stephen created...
2024-07-2239 min
Higgle: The B2B Sales ClubInnovative Approaches for Strengthening Client Relationships with Remeny Armitage RoyleRemeny Armitage Royle, founder of Brilliant and Human, is an expert in building authentic B2B relationships. With over 20 years of experience in marketing and business development, she helps agencies understand and address their clients' true needs. In this episode, we'll explore the art of building genuine connections in B2B sales. Remeny shares her expertise on moving beyond transactional interactions to truly understand client needs. We discuss the impact of AI, the importance of in-person mentorship, and point out some strategies for maintaining strong client relationships in remote settings. Topics covered during this episode...
2024-07-1537 min
Higgle: The B2B Sales ClubB2B Marketing in the Age of AI with Kate RossKate Ross is the co-founder and MD of the social content agency eight&four Group. She started the business at the young age of 24 and has since developed a unique company culture that even embraces her love for wine. Kate's integration of personal passions with branding demonstrates her forward-thinking approach to marketing and agency leadership. We're diving into the ever-evolving world of marketing in the AI era with Kate in this episode. We're discussing exactly how marketing agencies can differentiate themselves amidst the rapid technological advancements. We explore the shift from creative to technical prowess in agency...
2024-07-0832 min
Higgle: The B2B Sales ClubCultivating Long-Lasting B2B Relationships for Increased Customer Lifetime Value with Marcus HemsleyMarcus Hemsley is the co-founder of Fountain Partnership - a Strategic Digital Marketing Agency and Google's Global Award Winner for Growing Businesses online. Fountain has a team of 41 who help a range of clients from well-funded start-ups to large corporate exceed their growth targets. They forecast upfront to minimise risk and optimise the full funnel to maximise ROI. They specialise in PPC, SEO, and conversion rate optimisation. Marcus also founded the Million Tree Pledge, a non for profit that help SMEs take big action on the climate crisis. He is also a director of Reconnect, a company...
2024-07-0130 min
Higgle: The B2B Sales ClubElevating Your Sales Game Through Effective Lead Scrutiny with Debbie KaplanDebbie Kaplan is the Managing Director and Chief Delivery Officer at Mosaic, an integrated marketing agency known for its focus on experiential commerce, retail, media, and brand design. In this episode, we'll talk about critical aspects of lead qualification in B2B sales with Debbie. We're discussing how to differentiate promising leads from less viable ones, along with the emotional intelligence required to make strategic decisions. We'll also look at the complicated process of procurement and agency selection, analyzing the impact on the success of pitches. Topics covered during this episode include: How lead...
2024-06-2434 min
Higgle: The B2B Sales ClubOvercoming Sales Ghosting Using Respectful Persistence with Claudia Stephenson Claudia Stephenson is Managing Director, Europe at INVNT, a global brand storytelling agency. She has over 20 years of experience in brand activation and live events, and her team has developed several award-winning brand storytelling campaigns. We're talking with Claudia today about how to build relationships and develop business in the digital landscape, even when you can't meet your potential clients face-to-face. We share our combined expertise on creating dynamic, diverse teams and cultivating meaningful connections remotely. We tackle the challenge of sales "ghosting" and discuss the power of emotional intelligence and...
2024-06-1737 min
Higgle: The B2B Sales ClubTips on the Retender Process and Sustaining Agency-Client Relationships with David Miller David Miller is the CEO of Red Brick Road, an innovative strategic and creative agency based in London. With a background that includes taking a leap from stage actor to agency leader, David possesses a tonne of experience in advertising and marketing. We're welcoming David this week to discuss the retendering process as well as nurturing client-agency relationships. We'll touch upon pitching and explore how emotional intelligence plays a vital role in re-securing trust. David explains how agencies can wield the power of optimism, innovation, and AI to keep partnerships strong...
2024-06-1030 min
Higgle: The B2B Sales ClubOffice Dynamics and Sales Strategy in London's Business World with Robert Leigh Robert Leigh is the innovative founder of DeVono, a leading firm that advises on office space in London. He's an industry leader with deep insights into the post-pandemic evolution of work environments and office dynamics. His expertise extends to sales strategies, with a particular focus on the real estate sector. In this episode, we're talking all about office dynamics and sales strategy. Robert explains the challenges of the post-pandemic office landscape and the irreplaceable vibrancy of physical workspaces. Later, we hear about how strategic timing and providing value can build lasting...
2024-06-0337 min
Higgle: The B2B Sales ClubUnderstanding Cultural Intelligence in Marketing with Dr. Anastasia Kārkliņa Gabriel Dr. Anastasia Kārkliņa Gabriel is a cultural theorist, writer, social critic, and strategist specializing in inclusivity within marketing, media, and tech. Currently a senior insights lead at Reddit, she earned her doctorate in cultural studies from Duke University and has consulted for the world's top brands, including Nike, Samsung, Disney, Ulta Beauty, and AMEX, at agencies like Wieden+Kennedy, Dentsu Creative, and McCann, among others. A lifelong activist, Dr. Gabriel helps brands ignite cultural innovation and leverage the power of media for good. Her insights have been featured in the American Marketing Association (AMA), the As...
2024-05-2737 min
Higgle: The B2B Sales ClubForming Successful Client Partnerships in B2B Marketing with Claire Lambell Claire Lambell is the Managing Director at Southpaw, a strategic creative agency that works with challenger brands (that is, brands that have a mindset of doing things differently). Her background is in sociology and social psychology, which she leverages to understand client motivations. This week, we're chatting with Claire all about client relationships and agency growth. We're discussing how to align agency values with client needs, the strategy behind successful pitches, and the importance of early engagement with procurement teams to secure a strong relationship. We'll hear personal experiences and insights...
2024-05-2029 min
Higgle: The B2B Sales ClubWinning More by Pitching Less in Agency Sales with Nikki Gatenby Nikki Gatenby is an agency specialist non-exec director and cognitive behavioural coach - with a laser focus on helping founders to build their agencies into highly valuable assets, by creating both agency and client value over time. Having led, owned, managed and grown pioneering agencies in London, Paris and Brighton, Nikki understands what it takes to create business success. Her last agency went from Brighton to global, from marketing services to two SaaS technology products (answerthepublic and coveragebook), both now independently bigger than the agency...
2024-05-1333 min
Higgle: The B2B Sales ClubHow to Create Long-Term Business Credibility and Sustainability with Cain Ullah Cain Ullah is a career consultant and digital transformation expert, as well as the founder of Red Badger. He has a fantastic ability to foster long-term client relationships, as well as a knack for guiding large organizations through strategic and executional challenges in digital product transformation. In this episode, Cain shares his point of view on the essential practice of building trust in professional relationships. He'll provide tips on how to craft genuine connections that go beyond transactional interactions, which helps in fostering credibility and nurturing sustainable business growth. We're discussing...
2024-05-0639 min
Higgle: The B2B Sales ClubThe Art of Gravitas and Authentic Conversation with Catherine Allison Catherine Allison is the founder of Master the Art, an organization dedicated to enhancing communication skills. With a diverse background in creative agencies and acting, she excels in teaching individuals how to display gravitas and confidence while maintaining authenticity. In this episode, we'll chat with Catherine about the world of professional communication. She'll let us in on the keys to projecting gravitas and authenticity in the workplace. We'll hear about practical strategies and insights to help you command respect and influence with ease, all while keeping your unique voice front and...
2024-04-2941 min
Higgle: The B2B Sales ClubThe Art of Sales Leadership and Team Empowerment with Simon Cooper A former FTSE100 Marketing Director, since selling his human insight and coaching business Chemistry in 2015, Simon Cooper has been leading, facilitating, and coaching change across a range of organisations. A Partner at Positive Momentum, Simon has many years of business change and growth experience having been a Marketing Director at Cable & Wireless following a career in commercial leadership roles in technology, consulting, and telecommunications businesses. After Cable & Wireless Simon grew the human insight consultancy Chemistry from a start-up in a village in England to standing...
2024-04-2237 min
Higgle: The B2B Sales ClubThe Five Pillars of B2B Marketing Success with Kristin Gower Kristin Gower is the Global President at EssenceMediacom, specializing in B2B marketing. With a background as a competitive horse rider and a rich international career, Kristin brings a wealth of experience in crafting effective B2B strategies. Her insights span across research, strategy, demand management, marketing technology, customer experience, content, and analytics. With Kristin, we're exploring the essential pillars of B2B marketing success and discussing how to create impactful client relationships and win competitive tenders. We'll learn about the art of negotiation and how to elevate our marketing game...
2024-04-1541 min
Higgle: The B2B Sales ClubUnleashing AI's Potential in Modern Sales Techniques and Cold Emailing with Derek Rey Derek Rey is the CEO of Demand Inc and Lasso AI, boasting a history of generating over 100,000 meetings and driving a $7 billion client pipeline. Derek has mastered the integration of AI in sales, providing innovative strategies that transform the traditional approaches to sales development and cold emailing. In this episode, we'll check out how artificial intelligence is revolutionizing the sales industry. Derek explains the critical role AI can play in enhancing productivity and crafting personalized cold email strategies, and we'll examine the balance between technology and human connection in sales. He...
2024-04-0842 min
Higgle: The B2B Sales ClubLeveraging Team Dynamics for Business Success with Geoff Griffiths This week we're joined by Geoff Griffiths, the CEO of Builtvisible. His company is a specialist organic marketing agency. A former professional rugby player, he gives his thoughts on the realm of digital marketing, focusing on team dynamics, resilience, and strategic partnerships. His approach to leadership is heavily influenced by the teamwork and loyalty cultivated on the sports field. We'll be discussing the world of high-performance teams and strategic marketing partnerships. We'll unpack the parallels between sports dynamics and business success, exploring how to navigate the complexities of SEO, and crafting...
2024-04-0135 min
Higgle: The B2B Sales ClubExamining Body Language and Psychological Sales Tactics with Gavin Stone Gavin Stone is a body language expert with over two decades of experience in the intelligence community, which he now applies to sales strategies. As a best-selling author and a top-ranked expert in his field, Gavin has mastered the art of psychological profiling and non-verbal communication to influence and negotiate effectively. With Gavin's guidance, we'll learn all about the world of non-verbal cues and psychological sales tactics. We'll be unpacking the strategies used to recruit assets and extract information, revealing how these techniques can unlock success in sales. Gavin also gives...
2024-03-2534 min
Higgle: The B2B Sales ClubHarnessing Account Management for Agency Expansion Success with Jenny Plant Today we're welcoming Jenny Plant, an expert in training agency account managers, and a former agency account manager herself. With a rich history in the field since the early 90s, she can provide deep insights into client engagement and business growth. She's also had a stint client-side as a marketing manager and nearly started her own agency after a successful freelance project. In this episode, we'll discuss account management and how it can be a game changer for agency growth. Jenny sheds light on how agencies can capitalize on their account...
2024-03-1834 min
Higgle: The B2B Sales ClubHow to Become a Buyer's Trusted Ally with Ted McKenna Ted McKenna is a co-founder of DCM Insights and a co-author of the book The JOLT Effect. With a background in research and sales effectiveness, he specializes in B2B sales strategies and customer indecision. His expertise at DCM is built on the analysis of 2.5 million sales conversations, providing insights into the psychology of buying and the dynamics of trust in sales. In this episode, we're discussing how sales teams can overcome buyer indecision and fears to close more deals. As AI reshapes the sales landscape, we're examining strategies to build...
2024-03-1136 min
Higgle: The B2B Sales ClubExamining the Challenger Sale Concept with Richard Boon Richard Boon is CEO at Webmart, an award-winning B Corp. Richard is a sustainable marketing leader with over 18 years of experience in working with globally recognised brands. Richard has led contract pitches and built bid teams to achieve recurring success in Marketing procurement. Leaning on transparency, challenger sale and implementation of continual improvement cycles, Richard has evolved Webmart from a radical outsider to an established and compelling choice. Alongside Richard, we're discussing everything from the evolution of sales pitches to integrating sustainability and technology for better business outcomes. We also dissect...
2024-03-0431 min
Higgle: The B2B Sales ClubInnovative Strategies for Agency Growth and Client Acquisition with Miles Welch Miles Welch is a Partner with Milestone Advisory, a leading advisory firm specialising in growth, fundraising, and M&A for the marketing and related tech sectors. Miles is recognized for his innovative thinking and expertise in digital advertising. As an advisor, he aids agencies in differentiation, growth, and negotiation, ensuring their success in a competitive market. Alongside Miles, we'll dissect the intricacies of agency differentiation and share powerful strategies for winning business contracts. Miles also talks about transitioning from cancer research to advertising, crafting unique value propositions, and negotiating effectively to...
2024-02-2640 min
Higgle: The B2B Sales ClubAllen Adamson on Securing Deals with Storytelling, Preparation, and Agency-Client Synergy Allen Adamson is a noted industry expert in all disciplines of branding. He has worked with a broad spectrum of consumer and corporate businesses in industries ranging from packaged goods and technology, to health care and financial services, to hospitality and entertainment. Given his broad perspective and depth of experience, Allen is able to help clients see and seize opportunities before the competition, activating solutions that enable them to shift ahead of the market, generating long-term value and increased brand equity. He and his teams help clients identify what truly matters to the audiences they serve – what is...
2024-02-1933 min
Higgle: The B2B Sales ClubCrafting Top-Notch Business Proposals with Stephen Cribbett Stephen Cribbett, co-founder of Versiti, is a seasoned expert in business development and crafting winning business proposals. His background includes work with design and brand agencies, utilizing a consultative and listening-oriented approach to sales. This week we're diving into the strategies that set apart successful business proposals, along with how to secure wins in a competitive market. We also hear about how Stephen's love for motorsport translates into the precision and strategic thinking needed in sales. We'll even unpack the challenges small agencies face and the tactics they can utilize to...
2024-02-1230 min
Higgle: The B2B Sales ClubThe Competitive Edge in B2B Sales Through Relationship Building with Jonathan McCallum Jonathan McCallum joined George P. Johnson UK, over seven years ago as Vice President, Chief Strategy Officer and was promoted in 2021 to Managing Director UK & Nordics. With his experience rooted in strategy, Jonathan McCallum leads the agency's approach to strategy fueled experience design and underpins the importance of being client-centric. Building on the momentum the agency had seen, in 2022 Jonathan led the UK team to achieve significant growth despite the turbulent industry landscape; opening new offices across the globe, doubling in size and welcoming new global partners. His work spans across GPJ's client portfolio, overseeing teams like...
2024-02-0534 min
Higgle: The B2B Sales ClubCrafting Financial Success Through Creative Innovation with Emma de la Fosse Emma, the Chief Creative Officer at Edelman UK, joins us this week. With a diverse background that spans brand advertising, direct, and digital, Emma began her career as a PA before transitioning into a leading creative role. At Edelman, she is responsible for all of the creative output of the business. In this episode, Emma explains all about creativity in business. We learn about the unique path her career has evolved on, and tackle the challenge of preserving creativity in corporate negotiations. We also explore how to value creative outcomes over...
2024-01-2931 min
Higgle: The B2B Sales ClubLeveraging Emotional Intelligence in Sales with Trenton Moss Experience the future of sales and marketing with our latest guest, Trenton Moss, founder of Team Sterka. With his finger on the pulse of technology's impact on business, Trenton provides a unique perspective on how emotional intelligence and people skills can streamline decision-making and lead to business growth. Drawing on his 15 years of experience running his own agency, Trenton and I examine the current state of the pitch process, the obstacles of procurement, and how his agency experienced a 35% growth through a client leadership program. ...
2024-01-2237 min
Higgle: The B2B Sales ClubNavigating the Aging Population in Business with Avivah Wittenberg-Cox Avivah Wittenberg-Cox is CEO, writer, speaker, coach, consultant, change agent – depending on the call and the context. She is a global expert on 21st century leadership, gender and generational balance, longevity and the future of work and careers. She is a Harvard 2022 Advanced Leadership Fellow and is helping individuals and organisations manage the transitions and extensions of the 2nd and 3rd Quarters of 100-year lives. Themes summarised in her latest graphic book Thriving to 100 – Through Life's 4 Quarters. She is an Ambassador for the Stanford Center on Longevity, and the Global Peter Drucker Forum, and sits on the Boar...
2024-01-1529 min
Higgle: The B2B Sales ClubMaximizing Sales Win Rates with Kevin Gibbons Today we're welcoming Kevin Gibbons, the founder of Re:signal, a strategy-driven SEO and content marketing agency in London. His company works with clients such as Asics and Under Armour, and has just recently launched its US operations. Kevin shares his journey from being a reluctant salesperson to an overwhelmingly successful entrepreneur and offers insights on his agency's growth. We'll explore the nuances of maximizing sales win rates, the art of negotiation, and the significance of empathy in the sales process. Kevin gives an inside look at selling SEO services, revealing...
2024-01-0831 min
Higgle: The B2B Sales ClubHow An Open Mindset Ensures Successful Negotiations with Kris Tait Kris Tait is the Managing Director, US at Croud. He's spent the last 12 years building his career in sales with the company, and has seen it grow from 5 to 500 employees in that time. His journey from a shy child to a sales expert even includes a unique stint with Butlers in the Buff. He credits an open mindset and strategic storytelling as keys to his success. We'll hear from Kris about how he became the sales professional he is today, discussing the power that his open mindset brings to procurement and...
2024-01-0136 min
Higgle: The B2B Sales ClubGareth Turner, Ex-Brand Marketing Director, on How to Win More Pitches Gareth Turner is the former Head of Marketing at Weetabix, where he oversaw the long-term brand strategy for the nation's favourite cereal. He has over 23 years' experience working within food and drink and has also had the pleasure of leading the marketing for household name brands like John Smith's, Bulmers, Lurpak, and Arla in local and global roles. Career highlights (so far) include buying a racehorse for John Smith's, new product launches like Bulmers fruit ciders and the partnership between the FA senior men's and women's teams and Weetabix. In 2021 Gareth's...
2023-12-2636 min
Higgle: The B2B Sales ClubScaling a Successful Marketing Agency: Insights from Tim Ringel Tim Ringel is a seasoned entrepreneur who has a history of building successful marketing agencies. His path from a performance marketing agency to running a stock market-listed company has transformed his approach to scaling. Tim is also currently leading his new venture, Meet The People, which is based in New York City. We'll discuss Tim's unique career trajectory, the power of creativity in marketing, and his strategies for business success amidst the pandemic. We also explore the potential of a customer-centric approach in agency business models and the impact of AI...
2023-12-1842 min
Higgle: The B2B Sales ClubWhy You Need to Understand What Motivates Your Customer with Anant Sharma Anant Sharma is the CEO and founder of design consultancy Matter of Form. Most of Matter of Form's work starts with brand, so the company usually works with large organizations in retail, hospitality, and luxury. They help these organizations to revisit their founding spirit and bring it to the current world that they operate in. Anant discusses the art of understanding the motivations that fuel negotiations, the value of trust, and the challenges of selling big ideas to top executives. Additionally, we'll hear about the importance of consultancy in business problem...
2023-12-1139 min
Higgle: The B2B Sales ClubThe Masterminds and Creativity Behind Cazoo's Incredible Launch: Lucas Bergmans Lucas was most recently Group Marketing Director at Cazoo, a used car start-up founded in early 2019 with a mission to transform the way people buy used cars. From national launch in early 2020, Cazoo has now sold over 120,000 cars, has over £1.2bn in annual revenues and over 80% awareness in the UK. He spent the first 15 years of his Marketing career on major FMCG brands such as Old El Paso, Haagen-Dazs, Heineken and Pepsi. The last eight years have been spent in marketing leadership roles at MoneySuperMarket, Aviva and Cazoo. We'll hear about t...
2023-12-0428 min
Higgle: The B2B Sales ClubStrategies for Successful Deal Structures with Andrew Jeffs On this episode we're joined by corporate finance advisor Andrew Jeffs. He helps founders effectively approach the process of negotiations and deals when they're ready to sell their business. Andrew finds his work lively because every client is different, every negotiation is different, and every deal is different. Today, Andrew shares the secrets to successful negotiations, how to stay cool and calm when the tone of the deal goes sideways, and how to identify your strengths no matter which side of the deal you're on. ...
2023-11-2726 min
Higgle: The B2B Sales ClubShowing Authenticity in Negotiations with John Cornwell On this episode we're joined by John Cornwell, who is the Chief Commercial Officer at Ogilvy Worldwide. John has been with Ogilvy for a number of years in various roles, but his current one focuses on their commercial strategy, including their pricing strategies, positioning, and training and development. John talks about his experience with, and tips for, negotiating successfully. In negotiations, John emphasizes the importance of authenticity and credibility. This, along with understanding the interests (versus demands) of both parties, supports coming to an outcome both parties can be happy with.
2023-11-2028 min
Higgle: The B2B Sales ClubMoving Beyond Cost: A New Approach to Marketing ROI with David Meikle Today we're joined by David Meikle, an author, consultant, intermediary, and trainer. He operates within what he calls the "triangle of doom" in marketing where he acts as an intermediary. David emphasizes that cost plays too great a role in the marketing space. What the client actually gets is not a return on cost, but rather a return on their investment. David shares with us a better way of approaching this conversation with clients and why it leads to a more effective partnership on both sides.
2023-11-1338 min
Higgle: The B2B Sales ClubClient-Led Growth Marketing with Chris Jones of Space & Time Today we're joined by Chris Jones, the CEO of Space & Time, which is an independent agency focused on solution-agnostic and client-led growth marketing. Their unique operating model allows them to combine efforts from different areas and provide the most effective solutions for their clients. Chris believes in focusing on output versus input, because what matters in their industry the most is the end result. An increasing number of clients are adopting a value-based pricing model which aligns interests of all parties. Topics covered during this...
2023-11-0533 min
2023-08-2500 min
Make Your Mark PodcastMYM 96: | Harnessing Negotiation Skills to Future-Proof Your Business, with Mike LanderSend us a textJoin Kay Suthar in this week's episode of Make Your Mark Podcast as she sits down with Mike Lander, a successful entrepreneur and expert negotiator based in the UK. Mike shares his personal story of overcoming academic underperformance and shyness to become a successful business owner. He emphasizes the importance of preparation and risk management in negotiations, providing practical tips on how to anchor the deal, anticipate objections, and clarify decision-making power. Tune in to learn from Mike's wealth of experience and gain insights on how to take control of negotiations and achieve...
2023-05-2456 min
What's Working Now81. Negotiate Like A Pro: Mike Lander's 4 Step Framework for Lifelong LearningWe hear the inspiring story of Mike Lander, a successful entrepreneur and master negotiator who defied the odds and proved that hard work and dedication can lead to success. From being told he wasn't "bright enough" at 16 to raising over £6.5 million of acquisition growth capital, Mike shares his journey of determination and self-education. He also introduces his four-part framework for successful negotiation, which draws on William Ury's 'Best Alternative to a Negotiated Agreement' and emphasizes the power of lifelong learning. Tune in to discover how you too can transform your life and career with revolutionary negotiation techniques and find f...
2023-03-2842 min
YES, BRAND with Hersh RephunNegotiating Improv and $500M in Deals with Mike LanderIf you haven't heard of Mike Lander, this is the best way to meet him: relaxed, having a few laughs, and dropping wisdom nuggets about the art of negotiation. He's a master at it, that's his brand at first glance. But there's so much more to Mike, as you'll see when we discover the similarities between high stakes dealmaking and improvisational comedy.
Mike is also the Chairman of a successful SEO Agency https://resignal.com/
Find Mike:
https://piscari.com/
https://higgle.piscari.com/
https://www.linkedin.com/in/mikelander/
2023-01-0452 min
The Business of Sales PodcastThe Business of Sales, Episode #157 -Negotiating with Mike LanderDo you know the difference between a client's demands and their interest? Tune in to this episode- with Mike Lander and learn a little bit more about negotiation and how to use it in sales! Visit www.higgle.piscardi.com and grab yourself Mike's book to help you even more!
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2022-12-0827 min
20% - The Marketing Procurement PodcastGrownup Conversations w/ Mike LanderPiscari’s Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Lander https://piscari.com/ https://www.linkedin.com/in/mikelander/ Hear more from Mike on his podcast “It’s a Good S...
2022-11-3044 min
Exit InsightsMike Lander - Exit Planning and Negotiation PreparationSend us a textMike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He’s raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA.Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world’s largest RPO/MSP organisations worth i...
2022-06-2032 min
DealQuest Podcast with Corey KupferEpisode 171: Win-win or Win-lose with Mike LanderMike Lander is a successful entrepreneur and an expert negotiator based in London, UK with a proven track record of buying, growing and selling businesses. He has a valuable perspective on dealing with commercial deals. He worked on both sides, as a procurement director in MSP organizations and as an entrepreneur. Mike has negotiated hundreds of deals. He is the ideal person to give negotiation lessons based on his experience.
Win-Win Negotiations
Mike shares that one thing to always keep in mind when in a negotiation is the true motivation of the counterparty. H...
2022-05-0450 min
GEMS with Genesis Amaris KempEp. 334 - How to NEGOTIATE Anything BETTER with Mike LanderNegotiating is NOT rocket science it just takes skill.
In this segment, Mike Lander shares the secret sauce on how to master negotiations.
1. Objectives
2. Timelines and Milestones
3. Negotiation Variables
4. Issues or Challenges from the Deal
Know the difference between these to set yourself up for success.
1. Preparation
2. Confidence
3. Framework
WHO IS MIKE?
Mike Lander is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses...
2022-03-3131 min
Yeukai Business ShowEpisode 401: Mike Lander | The Hidden Entrepreneurship Breakthrough That Promises To Revolutionize Your Negotiation And Sales LifeWelcome to Episode 401 of the Yeukai Business Show.
In this episode, Mike Lander discusses how to level up your negotiation and sales life.
So, if you want to know more about negotiation, tune in now!
In this episode, you'll discover:
Piscari Sales Negotiation and RFP support overview110821 The Drum and Piscari case study 110821 Versiti Case Study
About Mike Lander
Mike is a successful entrepreneur and expert negotiator, with a proven track record of buying, growing, and selling businesses for large seven-figure sums. Mike ha...
2022-03-0946 min
The Smart Passive Income Online Business and Blogging PodcastHow to Negotiate ANYTHING with Guest Host Mike Lander#540 I've been hogging the mic here on the SPI Podcast. Yeah, I've shared some airspace with some amazing guests in the 500+ episodes we've published. But there are still so many talented, amazing teachers and storytellers in our community. I wanted to see what would happen if we had some of them join us on Fridays to share what they know with all of us. So today, we have the pleasure of bringing in SPI Pro community member Mike Lander, who you might remember from an earlier episode of AskPat. Mike helps people become better negotiators. He packs a ton...
2022-01-0717 min
Will Work 4 PodcastHow to negotiate effectively with Mike LanderD & B sit down with Mike Lander, Chief Executive Officer for Piscari Ltd to hear his advice on how to approach any contract negotiation. He speaks of the need for preparation, deliberation, and calm as the methods to effectively and assertively establish your needs and negotiate with your employer. It's a great episode for anyone preparing for a performance review, asking for a raise, or looking to agree to a new contract in the new year.
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Send in a voice message: https://anchor.fm/willwork4podcast/message
2021-12-2242 min
The Prosperity Perspective24. Become Masters of Negotiation with Mike LanderWe meet another amazing post-corporate, self-operated businessman who could not resist the call of entrepreneurism on today’s episode of The Prosperity Perspective Podcast. Host Liam Leonard talks allocation preparation and the core elements of what EVERY entrepreneur should know before they decide to launch, along with our guest Mike Lander, who has had his fair share of trials and errors. But like so many other intelligent businesspeople, Mike wanted to lead a life where he wasn’t married to the office/climbing the ladder, and he wanted to use his personal skills to help others in a succ...
2021-11-0231 min
The Professional Speaking Show: Master the Stage, Book More Gigs, and Grow Your Impact with IntegritySometimes Split the Difference: Business Negotiation | Mike LanderShould you really NEVER split the difference in a business negotiation?There are some things we all need to know how to do to succeed in life and negotiation is one of those things. Chris Voss famously says that everything is negotiation. My guest today is an expert business negotiator and negotiation trainer who has always been in the world of business negotiations and boy oh boy, does he have some lessons for us!My guest is Mike Lander from Piscari. Mike is a successful entrepreneur and expert negotiator with a proven track record of...
2021-09-0749 min
Happy Career Formula with Jette Stubbs23. Negotiation Framework: Steps to Negotiate in Jobs or a Business with Negotiation Expert, Mike Lander of Piscari.comIf you've ever questioned, do you ever sweat when it's time to negotiate money? Today, where speaking with Mike Lander from Piscari.com who has negotiated on behalf of major corporations and negotiated the purchase of his first business. Mike teaches the negotiation framework he uses. Take notes. Connect with Mike:https://piscari.com/https://www.linkedin.com/in/mikelanderTake the Quiz: Discover What Type of Professional Are You? https://www.jettestubbs.com/quizLearn what stage you are at in your professional growth and the t...
2021-07-1541 min
Honey, I Blew Up The BusinessThe Psychology Of Negotiation with Mike LanderIn this episode of Honey I Blew Up The Business Dan is joined by Mike Lander, CEO at Piscari and one of London’s leading dealmakers. He’s negotiated hundreds of deals worth over £400m in aggregate and bootstrapped businesses which he sold for 7 figures. At Piscari, Mike helps smaller companies negotiate better deals with big companies. He co-hosts the “It’s a Good Start” podcast where he discusses entrepreneurship for digital and marketing agencies, vlogs and writes for the marketing press. Mike shares the human and financial impact of getting into things you don’t understand. He also talks about stickin...
2021-07-1449 min
Captain Hoff's Podcast - Business, Investing & Life!How to Negotiate Like a Pro with Mike LanderMike Lander is a master negotiator, author, and CEO of Piscari, which trains execs how to negotiate the right way. He shares the structure and process that professional negotiators use to get what they want.
2021-07-0135 min
Founders Space: Mentors & MastersHow to Negotiate Like a Pro with Mike LanderMike Lander is a master negotiator, author, and CEO of Piscari, which trains execs how to negotiate the right way. He shares the structure and process that professional negotiators use to get what they want.
2021-07-0135 min
The Virtual CMOHow to Negotiate with Business Clients with Mike LanderIn episode 69, host Eric Dickmann interviews Mike Lander. Mike has had an eclectic career including engineering, project management, high-value consulting, and entrepreneurship. His start in life was like any kid growing up in a working-class family. His first job was at 16 when he left school and joined an engineering company as an apprentice. The remarkable bit was at the age of 42, Mike raised several million pounds from a UK bank and grew a consultancy to over 120 people.Mike is an accomplished entrepreneur, Chairman, Chartered Director, and seasoned Board Advisor. Mike now specializes in helping suppliers negotiate better...
2021-05-1736 min
GYDA - Grow Your Digital AgencyGYDA Talks - How Smart Procurement Can Save Your Agency £££ - with Mike Lander, PiscariIn this GYDA Talks, Robert talks to Mike Lander. Mike is a successful entrepreneur and expert negotiator with a proven track record of buying, growing, and selling businesses for seven-figure sums. He’s raised over £6.5m of acquisition/growth capital in his career and grown companies to over £20m revenue and £4m EBITDA.Mike has a uniquely valuable perspective on negotiating commercial deals, having worked on both sides of the table as a Procurement Director and an entrepreneur. In one of his roles, Mike worked as a Procurement Director for what is now one of the world’s large...
2021-05-1014 min
Contract HeroesHow to negotiate win-win deals with procurement professionals - Mike LanderMike Lander is the CEO of Piscari, a London based consulting firm specialized in Procurement.He provides negotiaton advise to founders, CEOs, and directors to improve their negotiation capabilities of their commercial teams and provide deep insights into the mind of the procurement buyer. Procurement departments are always under pressure to take care of every cent of their budget. You need to always research your customers and look for data that can help you in the negotiations. If you don't do your research, the other side will have the upper hand. The market o...
2021-04-0631 min