Mind Your F**king Business

Sales and marketing strategies can make or break your business. That's why we invited no other than TEDx speaker, advisor and business author, Simon Severino for a new episode of Mind Your F**king Business.In this episode, Simon unpacks the intricacies of coaching across multiple domains, from the sales floor to the spiritual journey, all aimed at accelerating both personal and professional growth. We'll explore the significance of clear communication within a team and why having a structured sales approach can mean the difference between closing a deal and watching it slip through your fingers.Dominic and Simon also talk about creating "flywheels" to drive business, the power of role-play in sales meetings to boost confidence, and why training is as essential in business as it is in sports.Simon also offers a treasure trove of advice for solo entrepreneurs—from establishing structured processes to reducing reliance on the founder within 90 days. He'll explain why some tech founders flounder with sales and how his strategies can turn the ship around and create a culture brimming with opportunities.Whether you're a solopreneur, a tech founder struggling with sales, or simply someone passionate about mastering the art of business, this episode is tailored for you.Download and listen today!On today’s podcast: How can solopreneurs focus on their GeniusThe Importance of role plays in sales90 days cycles to accelerate a big businessFollow Simon:WebsiteLinkedInRecommended reading:The Power Of MomentsThe Sales Acceleration FormulaEnjoyed the show? Leave a ReviewMentioned in this episode:Get Mind Your F**king Business

Today we have a very special episode for you. It’s the first of our newly branded Mind Your F**king Business podcast. If you are a leader struggling to steer your company through the complexities of transformation in the digital age, our guest this week will bring you the answers. John Rossman, former Amazon executive, and best-selling author, joined Dominic Monkhouse for a truly enlightening conversation.Not just content with shaping Amazon's strategies, John co-authored Big Bet Leadership, a crucial playbook for leaders navigating the uncharted waters of major transformations.In a riveting conversation, John dismantles the intricacies of innovative leadership, discussing everything from the dangers of "zombie projects" to finding your company's "fish hook in the eye." With insights drawn from his extensive background and expertise, John maps out the terrain of high-stakes decision-making with the precision and acumen that only a seasoned expert can offer.Whether you're at the helm of an enterprise or simply intrigued by the mechanics of successful strategic changes, this episode will equip you with the insights to set your compass towards triumph in a hyper-digital landscape.Download and listen today!On today’s podcast: The key elements and complexities of a Big BetFinding your company’s ‘Killer Feature’Dealing with Innovation ‘zombie projects’Looking to the future of businessFollow John:LinkedInBig Bet LeadershipThe Amazon WayRecommended reading:Elon MuskHow big things get donea...

Are you ready to explore the intersection of passion, leadership, and the groundbreaking world of AI in the tech industry? If you're intrigued by how AI is revolutionising the marketplace and the ways in which businesses can stay ahead of the curve, then this episode of The Melting Pot with Dominic Monkhouse is a must for you today.This week we had the pleasure of learning from Scott Chasin, Chief Technology Officer at Pax8, a leading cloud marketplace for managed service providers. Scott's extensive background in technology and cybersecurity, coupled with his transformative insights on artificial intelligence, positions him as a vanguard in the cloud commerce sector. His keen understanding of how passion drives quality within the workplace, and how it's cultivated through thoughtful leadership and a nurturing culture, makes Scott a true maven in engineering dynamic business environments.In this episode, Scott shares why he believes AI is not just evolutionary but revolutionary, and those who are not embracing it might soon find themselves out of business. He also shares the exciting journey of Pax8’s record months in operations—bucking the narrative of a global recession—and how their business model is innovatively leveraging AI to redefine the way software and hardware services are provided to small and medium-sized businesses. Scott delves into the Pax8 partner ecosystem, consisting of over 30,000 MSPs, and their strategy in utilising AI to fine-tune customer lifecycle solutions, thereby sculpting a three-sided marketplace ripe with opportunities.Moreover, Scott reflects on the resilience and adaptability required to thrive as a unicorn company, underscoring the importance of sustainable growth and conscientious execution. He also weighs in on the potential of remote work and the hybrid models that may shape the future of the workforce. Download and listen today!On today’s podcast: Embracing The AI RevolutionPax8: Passion And InnovationHow Can Leaders Develop People’s PassionHow To Hire And Retain Great PeopleFollow Scott:LinkedInPax8Recommended reading:This Is How They Tell Me The World EndsIn Plain SightEnjoyed the show? Leave a Review

This week we're diving deep into customer experience, leadership, and the relentless pursuit of excellence with a returning guest, Joseph Michelli. He is an organisational consultant extraordinaire and the author behind Customer Magic – The Macquarie Way, his new book out on Kindle today in the UK. Joseph shares his insights on the non-negotiable personality traits for success in technology careers, the inherent service gene, the grit to work hard, and the strategic vision to see beyond immediate gratification. He will unpack the fascinating story of Macquarie Technology Group and their bold move from outsourcing to onshoring, hiring savvy university students part-time, and creating a formidable talent pool.Macquarie’s contrarian approach has positioned them exceptionally well in the tech world. Joseph will their clever transition from legacy systems to dominating the cloud business, their diverse revenue streams, and their winning philosophy which intertwines top-tier customer service with solid profitability.A deeply insightful episode with Joseph. He never disappoints. Download and listen today to enjoy the full conversation!On today’s podcast: The Macquarie WayWhat it takes to be a great place to workA high-performing hiring processMcquarie’s contrarian approachFollow Joseph:WebsiteLinkedInX Customer Magic – The Macquarie WayRecommended reading:Think Like A HorseEnjoyed the show? Leave a Review

This week on The Melting Pot, we dive into the depths of business value, purpose, and profitability with none other than the inquisitive and insightful Bo Burlingham. As a journalist and the author of excellent books including Finish Big: How Great Entrepreneurs Exit Their Companies on Top, and Small Giants: Companies That Choose to Be Great Instead of Big,  Bo is no stranger to the keys to long-lasting business success.In this episode, Bo imparts wisdom gleaned from 40 years in business, shedding light on dynamic business models and discussing the principles vital for business resilience. He talks about protecting gross margins, the perils of debt, and the agility needed to adapt to industry changes.Bo also introduces us to the world of "evergreen companies" – organisations rejecting the short-termism of outside funding in favour of purpose-driven, employee-focused, and steady internal growth.This episode is a treasure trove of business acumen, discussing the qualities that make a company not just big, but genuinely great—impacting communities, forming personal connections with customers, and employing unique organisational strategies.Download and listen today! On today’s podcast: Evergreen companies and what they have in commonWhat makes a great businessSmall Giants: what makes them successful and how can they failThe Great Game Of Business: key takeaways Follow Bo: WebsiteLinkedInSmall GiantsFinish BigRecommended reading:No Man’s LandThe Great Game of Business a...

This week we're set for a riveting discussion with Andrew McAfee, a Principal Research Scientist at MIT and the ingenious author of The Geek Way. In this episode, Andrew and Dominic explore the realm of “geek companies" — organisations that defy the conventional corporate playbook through their technology-driven services and groundbreaking strategies.Andrew shared his unique perspective on why companies like Uber and Airbnb – while not traditional tech firms – epitomise the behaviours and characteristics of this new breed of business. He will explore the essential norms that set these companies apart—science, speed, ownership, and openness—and how these principles fuel high performance and break the shackles of hierarchy and deference that often hold back conventional organisations.During this insightful conversation, Dominic and Andrew dived into the birth of the agile movement, the fallacy of the "Liars’ Club," and the critical importance of autonomy and empowerment in nurturing a successful, forward-thinking workforce. Don’t miss this genuinely insightful episode where we blend the ingredients of business performance, corporate culture, and high-performing teams into a concoction that's bound to challenge your perceptions.Download and listen today! On today’s podcast: What is the Geek WayThe Core Norms of Geek CompaniesSo-Called Tech Firms: Are They Really? Lessons From Jeff Bezos and Elon MuskThe Importance of Transparency and Speed in Project Management Follow Andrew:WebsiteLinkedInTwitterThe Geek WayRecommended reading:The Knowledge MachineElon MuskHow Big Things Get Donea...

Are you harnessing the untapped genius within your organisation and leading with the conviction needed to navigate through chaos? If you're questioning your leadership methods or your ability to break down complex concepts, we have an absolutely fascinating episode for you. This week we delve into the mind of Simon Bowen, a mastermind in distilling intuitive brilliance into structured know-how. Simon is celebrated for applying geometric principles to streamline and demystify dense ideas, transforming the way leaders communicate. Beyond his expertise, Simon also shares his experiences winning an extraordinary array of prizes by finding and analysing patterns, showcasing the practicality of his analytical strategies.During their conversation, Simon shared his critical views on leadership, especially during pivotal organisational growth spurts. Dominic and Simon also discussed pushing through discomfort to maintain a connection with teams, irrespective of size. Simon also uncovers the compelling art of visual storytelling, presenting a methodology that flips resistance to engagement.For anyone involved in business, sales, marketing, or simply intrigued by the mastery of influential communication, this episode promises to equip you with strategies for leadership and clarity.A quick note: to fully enjoy this episode we recommend you to watch it on YouTube. It’s a truly remarkable episode worth watching to experience and understand Simon’s insights. Download and listen today!On today’s podcast:  The power of drawings to understand the worldThinking in models and patternsUnpacking the Genius: from intuitive to organisedThe different dimensions of value Follow Simon:WebsiteLinkedInRecommended reading:Go-Givers SeriesNapoleon HillOutwitting the Devila...

Are you leveraging the full potential of your sales team? Do you have a clear strategy for hiring and nurturing top sales talent? And, are you curious about how to infuse your sales approach with vigour and vision? If you’re grappling with these considerations, then today's episode of The Melting Pot is an essential listen for you.This week, we learned from Jamie Hamer, CEO and co-founder of Bolt Cover, a trailblazing insurance tech startup revolutionising the way insurers connect with retailers and manufacturers. Jamie isn’t just a seasoned CEO – he’s a master salesman with a passion for building high-performance sales cultures and an eye for what it takes to succeed in transactional sales environments.In this episode, Jamie uncovers the art of defining values, setting expectations, and the power of hiring through referrals. He delves into the intricate relationship between sales team dynamics and business growth stages, advocating for data-driven decision-making as outlined in his sales-focused book, The Exceptional Sales Career. Jamie’s book is not just a collection of anecdotes; it’s a testament to the strength of networking, evidenced by his lucrative investment in a US solar company. He also offers practical advice from evaluating business ideas to the nuances of introverted versus extroverted selling. Furthermore, our discussion pivots to the balance between office and remote working settings, the integration of insurance products into retail, and the tailored approach needed for sales team management.For business leaders and entrepreneurs, the insights Jamie offers on the importance of patiently refining business ideas, coupled with the practical coaching tips he shares from his tenure at Southwestern Consulting, stand out as essential guidance for those striving for excellence.Download and listen today! On today’s podcast:Connecting insurers to independent retailers and manufacturersThe keys to hiring great salespeopleHow to build high-performance sales teamsThe importance of self-talkFollow Jamie Hamer: WebsiteLinkedInThe Exceptional Sales CareerRecommended reading:The Challenger SaleThe Jolt Effecta...

Are you tapping into the mind of Generation Z effectively? Have you considered the nuances of their consumer behaviour and their impact on your brand strategy? If you find yourself second-guessing or simply curious, this week’s episode of The Melting Pot is a must-listen for you.This week, we learned from Jay Richards, the innovative entrepreneur behind the game-changing platform, Imagen Insights. Having been sought out by the NFL’s head of retail to craft a marketing campaign rich with Gen Z insights, Jay recognised a persistent challenge for brands: how to rapidly and effectively engage with this dynamic demographic. Out of this, Imagen Insights was born – connecting companies like Amazon, Google, Nike, and others with Gen Z to shape their product design, marketing strategies, and macro-level brand questions.During their conversation, we’ll learn more about Jay’s innovative '’Imagen Index', its applicability beyond the limits of social listening, and the nuanced dynamics it reveals within Gen Z's political and social engagement, particularly in the context of the ongoing U.S. election cycle. They further discuss the pandemic’s lasting impacts on youth development, the rise of zero-party data, and the integration of AI within research methodologies.For business leaders, marketers, and strategists seeking a rigorous, informed approach to engaging with Gen Z, Jay offers not only his perspective but also practical tools that eschew performativity for authenticity. Download and listen today! On today’s podcast:Understanding Gen ZThe Imagen Index The role of social listening and social mediaGen Z’s core values and political viewsUsing AI in qualitative research Follow Jay Richards: WebsiteLinkedInRecommended reading:The Psychology of MoneyHookedElon MuskSteve JobsViola Davis: Finding Me Enjoyed the show? Leave a Review  

Is your business strategy truly positioning you for success? Are you cutting through the noise to deliver a unique and compelling message to your customers? If you're grappling with these pivotal questions and contemplating the essence of an effective strategy, today's episode of The Melting Pot is tailored just for you.This week we learned from Alex Smith, Founder of Basic Arts and the author of No Bulsh*t Strategy: A Founder's Guide to Crafting a Strategy That Actually Works, a tour de force aimed at demystifying strategic planning and bringing it within reach of every entrepreneur. With his unorthodox approach to strategic thought, Alex challenges conventional paradigms, believing that strategy needs to be fun, engaging, and, most importantly, straightforward.During their conversation, Dominic and Alex take us on a journey through Tesla's revolutionary market model, a testament to thinking outside the box and engineering consumer perceptions. Alex also shares the importance of authenticity over mimicking competitors and how personal and team relationships outside the office can significantly enhance strategic outcomes.Whether you're an established CEO or a novice entrepreneur, this is a thought-provoking episode emphasising the role of empathy in customer relations and the importance of aligning your value proposition with market trends. Download and listen today! On today’s podcast: The truth about strategy and how it gets doneUnlocking the value of building relationships within the executive teamThe importance of talking with your customers to understand the problem you’re solvingTesla's outstanding original strategy Follow Alex: WebsiteLinkedInNewsletterNo Bullsh*t StrategyRecommended reading:Nassim Taleb’s BooksElon MuskSteve JobsEnjoyed the show? Leave a Review 

This week on The Melting Pot we learned from the CEO of Fluffy, Pavel Gertsberg. In this episode, Pavel offers us an inside look at the transformation of Fluffy from its roots as a pet insurance company to a comprehensive pet health business that's reimagining support for pet owners. With the rise of pet ownership, particularly after the pandemic, Pavel discusses the fresh challenges that new pet parents face and how Fluffy aims to ease the stress that accompanies caring for our four-legged companions. He'll share how Fluffy’s digital vet clinic and subscription model aim to revolutionise the industry by providing cost-efficient, accessible, in-house pet care.Drawing from his rich background in startups and revenue acceleration, Pavel cautions against the siren call of growth hacking in the early stages. Instead, he advocates for founders to get their hands dirty to find the elusive product-market fit before scaling. How can we develop products that resonate with our customers emotionally? Pavel will help us find the answer using the example of Airbnb’s approach. During this conversation, Dominic and Pavel will also discuss their views on the unpredictable nature of B2C businesses, the strategic advantages the UK presents for B2B enterprises, and the complexities of globalisation for financial firms.Download and listen today! On today’s podcast: An innovative approach to pet healthcareThe impact of COVID on the pet insurance industryThe importance of product market fit before scalingExploring the complexities of globalisation for financial firms Follow Pavel Gertsberg: WebsiteLinkedInFluffyRecommended reading:Paul Graham’s essays Enjoyed the show? Leave a Review 

This week on The Melting Pot we welcomed back a special guest. We're diving into today’s international economic landscape, and the critical debates surrounding Germany's own industrial landscape with none other than the renowned pricing expert and consultant, Hermann Simon.As ever, Simon leaves us with an extremely insightful episode where he explores the provocative argument for Germany's deindustrialisation, the challenges and strategies for managing automation, and the intriguing concept of hidden champions—those mid-sized market leaders in niche sectors that silently dominate the global stage. He examines Germany's rich history of entrepreneurial internationalisation and technological innovation (both fundamental pillars in the DNA of German entrepreneurs), as Hermann shares insights on everything from the inner workings of seed-sorting machines to autonomous driving achievements.During their conversation, Simon and Dominic discuss the complexities of immigration, the need for skilled talent, and Simon's perspective on the essential balance for effective integration. Plus, insights into pricing strategies amid inflation, the significance of education and vocational training in shaping a skilled workforce, and a glimpse at the future role of AI and raw materials in industries like automotive.To top it off, Hermann imparts his wisdom on staying optimistic amid a global economy peppered with uncertainties but also ripe with opportunities. So, gear up for a thought-provoking journey through the economic, technological, and social realities that shape our world. Download and listen to learn more. On today’s podcast: Inflation and its effect on pricing strategyGermany vs UK’s economyWhy Are Hidden Champions ‘Hidden’The DNA of German entrepreneursDeindustrialisation in Germany Follow Hermann Simon: WebsiteLinkedInHidden Champions in the Chinese CenturyConfessions of the Pricing ManBeating InflationBook recommendations Elon MuskForged in Crisis Previous episodes with Hermann:

Is your sales team performing at their best? Do your sales managers have the right skills for the role? Are you following the best approach when hiring new salespeople?  If your answer to any if these questions is no, or even hesitation, this episode of The Melting Pot should be a compulsory listen for you today.  This week we have the immense pleasure of listening to and learning from Matt Dixon, one of the world’s leading experts on sales, customer service and customer experience. Matt is also the founding partner of DCM Insights. With a background in research, he brings a distinctive approach to understanding customer buying behaviours and the strategies top salespeople employ to meet evolving needs. Matt's extensive tenure at corporate executive board and his bestselling book The Challenger Sale firmly establish him as a leading figure in sales expertise. His unique persona as a "sales anthropologist" offers valuable insights into the scientific and psychological aspects of successful selling, making him a highly sought-after thought leader in the industry. In this episode, Matt dives into the best approaches to getting top talent in your sales team and the difference between a great salesperson and a great sales manager. He also shares why coaching is for him the most important trait of a sales manager. Then, he gives his own view on paying your salespeople commission, how to help your buyer overcome their ‘fear of messing out’, challenging the status quo and making the right decision.  If you are running a business, or you are in sales – even if you're not in sales and you run a company – or if you're frustrated and you want things in your business to run differently, this episode is for you.  Download and listen to learn more. On today’s podcast: Mastering sales strategies to engage customers effectively.How to attract the right talent to your sales team. Why the obsession with paying commissions to sales teams?Dealing with customer indecision during the sales processEffective sales techniques to address emotional factors and drive sales. Follow Matt Dixon:LinkedInDCM InsightsThe Challenger SaleThe Effortless ExperienceThe Challenger CustomerThe Jolt EffectBook recommendations:SPIN sellinga...

Do you feel like you can never step away from the business? You've probably been told that as the leader, you should be involved in every decision and action to ensure success. But this approach only leads to burnout and limits the growth potential of your business, leaving you feeling overwhelmed and stuck.This week on The Melting Pot, we learned from Robbie Vann-Adibé, a seasoned entrepreneur and business leader with decades of experience in the startup world. Robbie started as a coder, learning the ropes from the ground up. His experience in the US, particularly on the West Coast, exposed him to the intricacies of building and scaling businesses. Through his involvement in companies like Illustra and Wineowners, he gained invaluable insights into the early stages of tech innovation and its impact on the market. In his conversation with Dominic, Robbie brings to light the challenges and triumphs of navigating the ever-evolving landscape of technology and business, showcasing the significance of timing and adaptation. In this episode, Robbie dives into building a strong team and effective delegation. He also emphasises the significance of finding technical and cultural fit when hiring new people and the importance of making oneself redundant as a manager by empowering the team to take over roles. He also discusses the ethical considerations in business and highlights the need for prioritising company values. If you’re a leader seeking to build a solid, cohesive team that will catapult your growth, don’t miss this fantastic conversation with Robbie. Download and listen to learn more. On today’s podcast: Mastering entrepreneurship and startup experiences for success.Unveiling the significance of cultural fit in hiring top talent.Bootstrapping versus Venture Capital funding.Cultivating a strong team and making oneself redundant for business growth.Upholding company values and ethics for sustainable success. Follow Robbie Vann-Adibé: LinkedInBook recommendations:  Nexus Enjoyed the show? Leave a Review 

If you're feeling frustrated with your current sales process, constantly hitting roadblocks, and struggling to achieve your growth targets, then you are not alone. Instead of seeing the scalable business growth you desire, you are pouring resources into outdated tactics, hoping for results that never materialise. It's time to break free from the cycle of inefficiency and disappointment and take control of your sales process. With the right strategies in place, you can transform your approach and achieve the improved efficiency and scalable business growth you've been striving for.To talk about this, we’ve invited back on the show no other than Justin Roff-Mars, a renowned figure in sales process engineering and a dear friend. In this episode, Justin emphasises the critical need for optimising sales processes to drive efficient business growth. He challenges the common misconception that solely doubling the size of the sales organisation results in doubling revenue, highlighting the importance of understanding the underlying reasons for growth. Justin’s insights on the misconception of account management, the significance of loose coupling between sales and operations, and his practical examples provide valuable guidance for businesses aiming to enhance their sales and operations processes. This conversation offers in-depth insights and practical strategies for sales executives and managers who seek to optimise their sales processes, improve efficiency, and achieve scalable business growth.  Download and listen to learn more. On today’s podcast: Engineer your sales process for maximum efficiency and growth.Optimise front-of-house operations to drive sales success.Understand key business growth factors to propel your sales.Embrace the importance of loose coupling in sales strategies.Continuously learn for ongoing sales improvement and succes. Follow Justin Roff-Marsh:WebsiteLinkedInSales Process EngineeringThe MachineBook recommendations: The 22 Immutable Laws of MarketingCrossing the ChasmInside The TornadoZero to OneEnjoyed the show?

This week on The Melting Pot, we learned from Benj Miller, the CEO of System & Soul. Benj brings a refreshing perspective to the challenge of transitioning from a founder-centric to a collective mindset. His journey began with the realisation that the bass line in a jazz performance symbolises the essential cadence needed to provide consistency and empowerment. Having witnessed founders' struggle to elevate their best technicians into leadership roles without adequate support, Benj learned the importance of clear, candid conversations to align individual motivations with the needs of the business. As a business coach and serial entrepreneur, Benj has an extensive background in founding and managing ten successful businesses. Specialising in crafting a business operating framework based on his own entrepreneurial journey, Benj has honed his expertise in guiding senior leadership teams of stage two companies through the challenging shift from a founder-centric to a team-led approach. With a focus on developing purpose-driven cultures and fostering collective mindsets within organisations, he brings a wealth of practical insights and strategies to help leaders navigate this pivotal transformation for long-term success and sustainable growth.His unique approach incorporates the "six dimensions of compensation," acknowledging that effective leadership goes beyond financial rewards. By sharing his own experiences, Benj's storytelling captivates and inspires, demonstrating the transformative power of embracing a purpose-driven culture and nurturing a collective mindset within growing organisationsDownload and listen to learn more. On today’s podcast: Cultivate a purpose-driven culture for long-term success.Clarify expectations when hiring for organizational success.Build a successful organization with clear direction and purpose.Shift from a founder-centric mindset to a collective approach.Establish a clear destination statement for organizational alignment. Follow Benj Miller: System & SoulLinkedInSystem & Soul podcastBook recommendations: RenegadesThe Only Leaders Worth* FollowingLeadership and self deceptionFeck PerfuctionEnjoyed the show? Leave a Review  

Do you feel your marketing efforts are not getting you the results you need? Are you frustrated by the lack of customer engagement and differentiation in the market? But what if there's a better way to achieve clear differentiation and increased customer engagement? This week on The Melting Pot, we invited the world’s foremost authority on product positioning and author of the book Obviously Awesome and Sales Pitch, April Dunford. In this episode, April delves into the significance of effective positioning in marketing and its impact on the success or failure of tactical execution. She shares her journey of learning about positioning and the frustration she faced when existing resources did not provide a clear process for implementation, leading her to develop her own methodology.  April emphasises the critical role of positioning in marketing and the need for a clear and effective process to determine and implement positioning strategies. Her insights provide valuable guidance for companies struggling with positioning and developing impactful sales pitches, highlighting the importance of understanding markets, competition, and customer value. Download and listen to learn more. On today’s podcast: Mastering the art of positioning for marketing success.Crafting compelling sales pitches that win over clients.Tailoring product value to meet customer needs effectively.Uncovering untapped niche markets through experimentation.Streamlining the process for clear and impactful positioning. Follow April Dunford: WebsiteLinkedInApril’s booksBook recommendations: The Challenger SalePositioning The Battle For Your Mind Enjoyed the show? Leave a Review

In a world of traditional market targeting, one man's journey took an unexpected turn. His quest to solve sales and marketing challenges led him to a groundbreaking discovery that changed everything. The impact was profound, revolutionising go-to-market strategies and driving unparalleled success. In this episode, we learned from Paul Gilhooly, Vice President overseeing EMEA expansion and growth at 6sense. With two decades of experience in sales, primarily within the Martech sector of the SaaS industry, Paul has gained valuable expertise in leveraging data and AI to optimise go-to-market strategies. His focus lies in navigating the transition from a lead-based model to an account-based model, aiding companies in effectively prioritising their accounts. Through his in-depth knowledge of predictive analytics, customer data platforms, and AI, Paul offers practical insights to businesses seeking to enhance their sales and marketing approaches in the current competitive market landscape. A must-listen if you’re looking to boost your sales and marketing performance.  Download and listen to hear more. On today’s podcast: Unlocking the potential of AI for go-to-market success.Maximising sales impact through Account-Based Marketing and intent data insights.Streamlining sales processes with an AI-driven platform.Enhancing collaboration for improved marketing and sales synergy.Harnessing the power of AI to drive better sales outcomes. Follow Paul Gilhooly:6senseLinkedInBook recommendations: No Forms, No Spam, No Cold Calls Enjoyed the show? Leave a Review  

This week on The Melting Pot we learned from Massimiliano Pogliani, an Italian entrepreneur with an incredible experience in brand development. Throughout his career, he has helped turn Nespresso into a global brand, he has taken Vertu, a luxury Nokia product, continued its development, and sold it on to private equity. Massimiliano was also the first Chief Executive Officer at Illy Coffee who wasn’t a family member. In this episode, Massimiliano shares the playbook he used at Nespresso to turn a locally managed product into a global premium brand, how they got to the point where 50% of their sales were coming through referrals, and how they built a community that was referring and acting as ambassadors and salespeople for their product and their brand. He also talks about the cultural transformation he undertook at Illy Coffee and how he found the promoters within the company that allowed him to do it. Massimiliano shares the essential pillars of building a premium brand, focusing on product excellence, emotional engagement, and consistent brand management. His insights, drawn from his roles at Vertu and Nespresso, offer valuable lessons on exceeding customer expectations, creating a brand community, and fostering emotional attachment with consumers. His emphasis on personal connections, team management, and the development of a cohesive brand culture provides valuable insights for luxury brand managers looking to create meaningful and emotionally engaging brand experiences.A fantastic conversation about building and running three amazing businesses and brands.Download and listen to learn more.On today’s podcast: The pillars of creating a luxury brandPositioning Nespresso as a global luxury brandThe importance of living your brandChanging the culture at Illy CoffeeHow to find the promoters within the business to change your culture Follow Massimiliano Pogliani:Px3 PartnersLinkedInBook recommendations: Who Moved My CheeseOut of the Maze Enjoyed the show? Leave a Review 

Change is inevitable, but making it stick in an organisation can be a monumental challenge. Our guest on The Melting Pot this week, Luke Battye, tackles this issue head-on. As a founder and managing partner of consultancy Sprint Valley, Luke helps companies embed the Change Reflex — empowering teams not just to accept but embrace and enact change.  Luke shares real examples where he applies the frameworks and behavioural science-based techniques with multinationals to help them deliver better performance and growth. One great example is the Etihad Stadium in Manchester. Luke and the team helped them improve their efficiency in serving food and drinks at halftime to their 60,000 fans by looking at how fast food chains like McDonald’s drive consumer behaviour and decision-making. He also dived into how he used peer learning and body cams to boost sales performance for field-based sales teams. Luke emphasises that enacting organisational change starts with building psychological safety through trust in leadership competency, integrity and benevolence. Download and listen to learn more. On today’s podcast: Diving into the Change ReflexUnderstanding and shifting consumer behaviourRelying on behaviour rather than opinions: the Friendship MethodThe importance of self-awareness in leadershipHelping salespeople improve performance  Follow Luke Battye:The Change ReflexSprint ValleyChangeMakers AnonymousLinkedInEnjoyed the show? Leave a Review