Castuner

Tea and Timbits

Scott Snowden + Andy Montgomery-Gawron

Global perspectives on business development to help you prosper. "Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make change happen. Brought to you weekly by Andy Montgomery-Gawron and Scott Snowden, you'll get validation that you're on the right track and you'll come away with ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine on things they wish they'd known long ago - most of which they've just figured out.

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Avsnitt

154 avsnitt

  1. Building Trust: Awards, Applause & the Occasional Ego Trip 20:44
  2. LIVE from Abbey Road Studios: Building Trust in an AI World 15:49
  3. Your client logos aren't case studies. Sorry. 20:28
  4. BONUS: Due Diligence: How Much Is Enough? 22:40
  5. Negotiation Tools: Because “I Thought We Agreed…” Is Not a Strategy 22:17
  6. The Negotiation Playbook: Prepare the Plays, Don’t Script the Customer 25:00
  7. Don’t Let the Contract Kill the Deal 21:48
  8. Negotiation Without the Arm-Wrestling: Why Collaboration Wins 21:09
  9. Stop Buying Tools. Fix Your Sales Process First. 23:45
  10. Proposal Formats: Give the Buyer What They Need (Not Just What They Asked For) 22:51
  11. RFPs: Win It, Reshape It, or Walk Away 21:30
  12. Proof Before Promises: Building Proposals That Make “Yes” Easier 26:48
  13. Executive Visibility Without Becoming LinkedIn Wallpaper 24:50
  14. The Marketing Tool Shed: Build the Engine Before Buying More Spanners 25:04
  15. Build Your Own Marketing Engine: Turning Visibility into Sales 22:27
  16. Marketing Departments: Helpful Engine or Fancy Lead Confetti? 24:47
  17. Showing Up Before People Look You Up 27:37
  18. Sales Methodologies: Less Theory, More Toolbox 28:24
  19. Sandler Sales: When to Stop Chasing and Start Qualifying 24:42
  20. SPIN Selling: Asking Better Questions Without Sounding Like a Sales Robot 21:19
  21. Challenger Selling: “That’s Not Your Real Problem” 24:18
  22. Complex Selling Tools: Turns Out It’s Mostly Pens, People, and Not Panicking 23:06
  23. Stakeholder Engagement: Herding Cats Without Setting the Sales Process on Fire 21:11
  24. Complex Selling: Executive Selling Isn’t Just Suits in a Boardroom 22:09
  25. Big Deals: Why Team Selling Isn’t a Crowd Sport 25:10
  26. Show Up, Stay Sharp, and Stop Guessing: The Real Work Behind Healthy Results 21:57
  27. Fifteen Minutes That Changed Everything (And Why Zoom Never Will) 21:59
  28. Healthy Leaders, Healthy Teams: Why Your Calendar Might Be Your Best Workout 20:04
  29. Culture Isn’t a Poster: Why Your Team Feels It (or Doesn’t) 19:43
  30. Don’t Be the April Fool: Why Great Teams Train the Basics (Relentlessly) 19:53
  31. Process, But Make It Flexible: Tools, Tactics & a Tiny Bit of Chaos 23:41
  32. The Cleanest Growth Channel (If You Actually Ask for Them) 20:22
  33. Partnerships That Actually Work 20:35
  34. Social Media Isn’t a Megaphone — It’s a Conversation 22:05
  35. Sales Process Tools That Actually Work 23:12
  36. Is Your Sales Process a Control Freak or a Coach? 22:42
  37. Implementation Is a Team Sport 22:12
  38. Mind the Gap: Building a Sales Process That Actually Works 21:17
  39. Sticky Notes, Dashboards & Delusions: Our Favourite Strategy Tools 20:28
  40. Built to Sell: Getting Sales Team Design Right 21:02
  41. Forecast This! Making Budgeting Less Boring (Sort of) 24:21
  42. Strategy & Planning - How to Build a Plan 21:20
  43. New Year Bonus - Look Back - Look Forward 26:16
  44. Biz Dev Tools - For Personal Productivity 22:58
  45. Biz Dev Tools - For Team Productivity 19:55
  46. Biz Dev Tools - CRM 23:18
  47. Biz Dev Tools - AI 21:10
  48. Forecasting & Pipeline - Pipeline Stages 20:34
  49. Forecasting & Pipeline - Target Market Analysis 20:17
  50. Forecasting & Pipeline - Elements of a Robust Forecast 19:23