We Have A Meeting

Join our masterclass and get the free tools here - https://www.salesistherapy.com/ Jack and Zac walk you through everything you need to know to pick up the phone and book meetings like a pro. Openers, objections, gatekeepers, voicemails, and how to stop sounding like every other SDR who’s ever ruined someone’s afternoon. This is the same playbook we use to book thousands of meetings a year at WHAM. IMPORTANT 🚧 Watching isn’t enough. Cold calling is a contact sport. Do this 👇 1️⃣ Like the video and save it to your “Watch Later”. You’ll want it before your next call block. 2️⃣ Introduce yourself in the comments. Tell us your role and your worst ever cold call. Treat this like a community group. 3️⃣ Download the free Cold Calling Tools - https://www.salesistherapy.com/#toolkit 4️⃣ Follow the video steps properly. Then pick up the phone. Today. 5️⃣ Want us to book meetings for you instead? Have a chat with WHAM https://wehaveameeting.com 🏆 Get our bestselling book Sales Is Therapy https://www.amazon.co.uk/Sales-Therapy-Empathy-Driven-Results-ebook/dp/B0GJFNCJCS 🎧 Listen to the We Have A Meeting podcast https://podcasts.apple.com/us/podcast/we-have-a-meeting/id1609651289 📩 Join State of Sales, the newsletter for revenue and GTM leaders: https://stateofsales.co.uk Chapters 00:00:00 Welcome to the Show: Everything You Know About Sales Is Wrong 00:00:42 Openers: Humor, Honesty, and Room to Say No 00:03:31 The LinkedIn Opener That Gets 99% Acceptance 00:07:02 The Lost and Helpful Technique: Making Prospects Want to Help You 00:08:31 Value Propositions: Stop Talking About Yourself 00:10:24 The Recruitment Example: Problems Over Features 00:13:30 Pub Talk and Robert De Niro: Delivering Scripts Like It's the First Time 00:18:07 PEEMEES Framework: Qualifying Like a Therapist 00:19:04 Problem and Example: Getting Specific and Recent 00:26:57 Effect: Finding Personal and Professional Pain 00:28:48 Motivation: The Why Now Question That Changes Everything 00:32:06 Expectation: Setting Realistic Goals and Course Correcting 00:35:32 Emotion: The Late Night DJ and the Give Up Test 00:37:40 Objections: ACES Framework for Handling Pushback 00:41:53 The IKEA Curve: Getting Prospects to Build Their Own Solution 00:44:41 Breadcrumbing Back to Problem: The Art of Redirection 00:46:28 Closing: Ridiculous Questions and Test Closes 00:50:51 The Three Final Questions: Locking In Commitment 00:53:33 Your Sales Process Is Your USP: Final Thoughts Remember you will die. So you might as well make the call.

Can humour be learned, or are middle managers doomed? Renée Shaw is a writer, comedian and the brand and social brain behind tl;dv. She built a following on LinkedIn by being, in her words, an “unhinged goblin”. In this episode, Jack and Zac ask her the questions nobody else will. What KPI measures emotional availability? Should redundancies be announced via carousel? Has anyone ever really been “humbled to announce”? It’s daft. It’s also a proper lesson in standing out in a feed full of beige. Renée explains why funny content cuts through, how to be yourself online without losing your job, and what “personal brand” actually means once the follower count goes up. If you’ve ever cried choosing between “Agree?” and “Thoughts?”, this one’s for you. In this episode: 👉 Why humour beats “grateful for this journey” 👉 Being authentic online and still paying the rent 👉 What makes a post go viral, and what’s just a VP of Sales liking it 👉 Whether a horse could succeed in B2B SaaS ⏱️ Chapters Chapters 00:00:00 Welcome to the Show: Meet Renee Shaw, Synergy Expert and Corporate Satirist 00:00:52 Shareholder Value and the Glass of Water: Strong Arms in Corporate Environments 00:01:43 The Price of Going Too Far: LinkedIn Followers and Personal Brands 00:03:06 Bears vs Sharks and Corporate Discourse: The Mr. Ed Economy 00:10:24 Corporate Sentences for First Dates: Shipping Features and Circling Back 00:12:13 The Sam Altman Connection: GPT-1, Mary Had a Little Lamb, and Platonic Tension 00:14:49 Layoffs and Lay-Ons: Bringing Humanity to Performance Issues 00:17:27 Meet Todd the Puppet: The Best Right-Hand Man with Cluster B Tendencies 00:25:09 Tasmania, IBM, and Selling Your Skin: Monitor Lizards and Jensen Huang's Next Jacket 00:28:34 Business Ideas and Byzantine Empires: Airbnb for Divorce and Euthanasia Wordplay 00:30:15 The Future: AI Chickens, Large Language Beings, and Why Everyone Should Be Pretty 00:32:20 The Final Riff: Polly Fockett, Uncomfortable Shoes, and Not Belonging 🔗 Follow Renée LinkedIn: https://www.linkedin.com/in/reneeeshaw/ Website: https://reneeshaw.co/ Newsletter (Unsupervised): https://unsupervisednewsletter.substack.com YouTube: https://youtube.com/@pollyfockit TikTok: https://tiktok.com/@pollyfockit X: https://x.com/pollyfockit 🔗 We Have A Meeting Instagram: https://www.instagram.com/wehaveameetingpodcast/ State of Sales newsletter: https://stateofsales.co.uk 📘 Sales Is Therapy by Jack Frimston & Zac Thompson: [ADD LINK] WHAM: https://wehaveameeting.com 🎧 Subscribe for weekly conversations with founders, operators and big personalities on business and everything around it. #WeHaveAMeeting #LinkedIn #PersonalBrand #ContentCreation #BusinessPodcast

The last time the world changed this much, we swapped feudalism for factories and rewrote the rules of money, work and power. Daniel Priestley thinks it’s happening again, right now. In his view AI isn’t just another tech trend. It sits with the printing press, the railways and electricity. That means a new political system is coming, then a new monetary system, then a completely different idea of what a life and a career can look like. And if it sounds far-fetched, Britain has been here before. Between 1825 and 1835 we had a banking crisis, a pandemic, a game-changing new technology, a debate about wealth inequality, and six prime ministers in ten years. Sound familiar? Daniel has spent 25 years building companies. He’s started them, scaled them, sold them, bought them and invested in them. He sold an IT services company to a publicly listed company in New York, spun out ScoreApp, and recently sold one of his publishing companies to Forbes Books. He also wrote the foreword to Sales Is Therapy, so he is legally obliged to come back. He rejoins hosts Jack Frimston and Zac Thompson three years after they last sat down in Wandsworth. He explains what founders should be doing before the shift lands, why every copywriter needs to stop competing with the calculator, and why half the business value on your street is sitting with someone aged 62 to 80 who wants to sell. His numbers are specific. The world watches 500 billion short-form videos a day, roughly 100 per person with internet. LinkedIn views halved this year while engagement stayed exactly the same, because the algorithm is now a matchmaker, not a megaphone. Only about 4% of people pay for AI. He spends a couple of hundred grand a month on Meta ads without blinking, then thinks twice about going from the $20 to the $200 ChatGPT plan. Baby boomers hold 50% of all businesses by revenue and valuation, and every one of them needs a buyer. Chapters Chapters 00:00:00 Welcome to the Show: Meet Daniel Priestley, Entrepreneur Navigating the AI Revolution 00:01:32 The Printing Press Moment: Why AI Changes Everything Like the Industrial Age Did 00:03:00 The Resourcefulness Question: Making the Most of Massive Opportunity 00:05:46 The Death of the Technician: Why AI Wants You to Be a Leader, Not a Cog 00:08:16 The Entrepreneurial Skill Set: Six Pillars Every Kid Should Learn 00:10:11 Build to Sell Even If You Never Sell: The Beautiful Business Mindset 00:13:18 Short Form, Long Form, Lead Form: The Path from Attention to Money 00:14:10 The Semantic Algorithm Era: Matchmaking Ideas with the People Who Need Them 00:20:29 Trust is the Premium Product: Why Founder-Led Brands Win in the AI Age 00:24:21 The Hype Cycle Prediction: Boom, Bust, Stagnation, and the Pattern from 1825 00:34:54 The Baby Boomer Business Opportunity: 50% of All Equity Up for Grabs 00:36:26 Passion, Problem, Payment: The Three Pillars Before You Start Anything 00:38:23 Shiny Object Syndrome: Default Yes People Need Default No Friends 00:41:02 Cool vs Fearful Marketing: Which One Has More Longevity? 00:43:38 Rapid Fire: Sales, Assets, and Why Your First Customer is About Data, Not Money Hashtags #DanielPriestley #FundingCircle #BackedByFundingCircle #KeyPersonOfInfluence #ScoreApp #Entrepreneurship #AI #BuildToSell #SmallBusiness #BusinessFinance #ShortFormVideo #StartupFounder #ScalingUp #BusinessPodcast #Manchester #WeHaveAMeeting Connect with Daniel Priestley: Dent Global: https://www.dent.global ScoreApp: https://www.scoreapp.com LinkedIn: https://www.linkedin.com/in/danielpriestley/ Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Brought to you by Funding Circle: business finance that backs you. Fast, flexible loans to help UK small businesses grow. Find out more at https://www.fundingcircle.com/uk/ Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.

Mark Roberge started out writing code. He studied at MIT, found entrepreneurship at 23, and ran a string of startups, a number of which failed. The last one was HubSpot, where he was the fourth employee and founding CRO, and he took it through IPO. He has taught sales at Harvard Business School for the last 11 years. He is also a deacon at his church, a daily meditator, and a man who reads every spiritual doctrine he can get his hands on. Mark joins hosts Jack Frimston and Zac Thompson to explain why a million in revenue and a hundred customers is not product market fit, why promoting your best rep to manager is one of the most reliably destructive things a founder can do, and why the sales teams winning right now are the ones that can prove how much of the week their reps actually spend talking to buyers. He sits in 40 to 50 board meetings a quarter and has been close to around 500 startups trying to scale. The numbers he gives here are brutally specific: mid-market reps on 50K to 75K ACVs take four to six months to ramp, carry an 800K to 1M quota, cost around 150K, and one in four never makes it. Enterprise reps on 200K to 800K deals can take a year. The industry rep-to-manager ratio is seven to one, and he thinks AI takes it to fifteen. Reps have historically spent about 25% of the week actually selling. He believes today's tools get that to 75%, and that alone is a 3x. Along the way: the 150,000-meeting study on talk time, why the best salesperson you know is a therapist who asks eight questions, the founder who raised eight million and hired 15 reps the next week, Africa skipping fibre and going straight to cell towers, what he'd build if we populated Mars, the five hours a week he blocks out to build Claude skills. Chapters Chapters 00:00:00 Welcome to the Show: Meet Mark Roberge, Harvard Professor and Former HubSpot CRO 00:02:55 The Emergency Room of Founder Problems: What Mark Sees in 50 Board Meetings Every Quarter 00:06:22 The Product Market Fit Trap: Why 100 Customers and 1 Million in Revenue Means Nothing 00:08:51 The Therapy Session Masterclass: Why the Best Salespeople Talk Less Than Half the Time 00:12:56 The AI-First Career Advantage: Why It's the Best Time Ever to Start Your Professional Life 00:14:35 The Cloud Skills Pipeline: How Mark Uses AI to Automate His Entire Professional Workflow 00:18:14 The Buyer Journey Framework: Taking an Outside-In Approach to Building Your Sales Playbook 00:24:18 The 15 Reps in One Week Disaster: Why Founders Scale Sales Like a Factory Making Cookies 00:27:39 The Pace Over Panic Strategy: Establishing a Forever Hiring Rhythm That Actually Works 00:37:47 The Brutal Hiring Truth: Ramp Times, Quotas, and Failure Rates Across SMB, Mid-Market, and Enterprise 00:44:08 The 75 Percent Selling Time Revolution: How AI Will 3X Sales Productivity This Year 00:48:16 The Leapfrog Opportunity: Why Companies Without CRMs Have the Biggest AI Advantage 00:49:33 The Science of Scaling and Mental Health: How to Find Mark and Support the Mission Hashtags #MarkRoberge #TheScienceOfScaling #HubSpot #Stage2Capital #HarvardBusinessSchool #ProductMarketFit #GoToMarket #SaaS #StartupFounder #SalesLeadership #ScalingRevenue #VentureCapital #AIinSales #B2BSales #SalesPodcast #Manchester #WeHaveAMeeting Connect with Mark Roberge: Stage 2 Capital: https://www.stage2.capital The Science of Scaling: https://www.stage2.capital/science-of-scaling-book LinkedIn: https://www.linkedin.com/in/markroberge/ Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Brought to you by Nooks: the AI-powered platform helping teams automate outbound sales and book more qualified meetings. Learn more at https://www.nooks.ai/wehaveameeting Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who've built it from the ground up.

Geraint Anderson thinks he might be a psychopath. So he got himself tested. He fell into the City by accident, while he was selling trinkets on beaches and smoking weed. He turned up to the interview in a £6 Oxfam suit, and the interview involved four bottles of champagne and a strip club. Nine years later the former intern was running the second-highest ranked team in London. Then he wrote an anonymous column exposing everything he’d seen, which became Cityboy: Beer and Loathing in the Square Mile. It sold over 400,000 copies in seven countries. A forensic psychologist has since told him he’s not a psychopath. She also told him he can turn the dark triad up and down whenever he likes. Geraint joins hosts Jack Frimston and Zac Thompson for the most honest conversation we’ve had about manipulation, in the City and everywhere else. He explains why he kept a spreadsheet of every client’s wife, dog and football team. He explains why he made clients his “best friends” so they’d vote for him in the rankings, and why he grabbed the coattails of the nerdy genius and took the credit. He breaks down what really goes on in the Square Mile. A power station in Utah exploded and he walked onto the trading floor with a nosebleed showing on every screen. His bank lost £1.2 million. He and his team made a sell call against the entire City and it came good. A rival recently messaged him on LinkedIn with just “proper psycho”. He explains why insider trading is stealing from your granny’s pension, and why the bonus system rewards psychopathic behaviour. Along the way: a knife at his neck at 16, hanging off a cliff in Nepal, why not giving a shit is a superpower, why you should invest in your most insecure mate, the Domino’s shares that went up 15 times, Sam Altman, why Silicon Valley’s real psychopaths won’t let their own kids near a screen, a business partner blackmail story that’s hard to believe, and the three questions to ask before you believe anything. Chapters 00:00:00 Welcome to the Show: Meet Geraint Anderson AKA Cityboy, Ex-Banker Turned Bullshit Detector 00:03:45 The Making of a City Manipulator: Spreadsheets, Cocaine, and Madonna Concerts 00:07:55 The Knife to the Throat: Fearlessness, Going Limp, and Psychopathic Traits 00:21:09 The Bloody Nose Disaster: Losing 1.2 Million Quid on Cocaine and Scottish Power 00:24:52 The Superpower of Not Giving a Shit: Imposter Syndrome and Philosophical Detachment 00:28:13 The Conspiracy Theory Takedown: COVID, 9-11, and Why Your Weed-Smoking Mate Is Wrong 00:35:01 The Art of Stealing Thunder: Brown Nosing, Self-Deprecation, and Taking Credit 00:37:27 From Beach Bum to Banker: The Two Year Plan That Became Ten 00:40:45 Silicon Valley Psychopaths: AI, Sam Altman, and the Race to Destroy Humanity 00:49:21 How to Spot a Psychopath: The Yawn Test, Emotional Mirroring, and Business Partner Red Flags 00:52:30 The 21 Percent Problem: Why Business Leaders Are More Psychopathic Than You Think 00:57:13 Ask Yourself This: Are They Lying to Me and Where's the Evidence #GeraintAnderson #Cityboy #HowToConFriends #Psychopath #DarkTriad #Manipulation #TheCity #Banking #TradingFloor #SquareMile #Narcissism #SiliconValley #BusinessPodcast #UKBusiness #Entrepreneur #Sales #WeHaveAMeeting Connect with Geraint Anderson: Instagram: https://www.instagram.com/cityboygez/?hl=en Book: How to Con Friends and Manipulate People: The Subtle Art of Being a Total Psychopath https://www.amazon.co.uk/How-Friends-Manipulate-People-Psychopath/dp/1835984568 Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.

This episode of We Have A Meeting is sponsored by Funding Circle, business finance that backs you. 👉 https://www.fundingcircle.com/uk/ Tonia Buxton didn’t know it was impossible. That’s how she did it. She was a primary school teacher in Tottenham with an idea for a TV show nobody was making: food and travel, just Greece and Cyprus. She posted VHS showreels to almost 200 production companies and ran out of companies in London. A company in Birmingham finally said yes. My Greek Kitchen and My Cypriot Kitchen went on to air on Discovery Channel in 37 countries. Tonia joins We Have A Meeting at Ideas Fest for a conversation about joy, tenacity and the choices that shape a life. She explains why joy is a habit you can build. She also talks about why you have to get uncomfortable to find it, and why she forces herself into hip hop classes where she’s the oldest person in the room and can’t remember the steps. She tells the story she never tells: the TV job she was offered years before her own shows. It was a presenting role that made everyone who took it famous, and she said no. She explains why, what her now-husband of 35 years said at the time, and why the man behind the show recently told her it was the best decision she ever made. Along the way: sending a production company a VHS packed with sweets and a hamper of home-cooked Greek food, the one question that changes how people remember you, manifesting with frankincense, what young people lose by never being bored, why people over 45 lose their curiosity (and their youth with it), and why generosity always comes back to you. About our sponsor: Funding Circle Tonia sent out almost 200 showreels before someone backed her idea. Funding Circle backs UK small businesses with fast, flexible finance, so you can spend less time chasing a yes and more time building. Find out more: https://www.fundingcircle.com/uk/ #FundingCircle #ToniaBuxton #MyGreekKitchen #IdeasFest #Manifestation #Resilience #Rejection #Joy #Ageless #TVPresenter #FounderMindset #BusinessPodcast #UKBusiness #Entrepreneur #PersonalBrand #WeHaveAMeeting Connect with Tonia Buxton: Instagram: https://www.instagram.com/toniabuxton/?hl=en Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.

James Smith knows a lot of people think he’s a prick. He’s fine with that. He started as a personal trainer, picked fights with every diet tribe going, and didn’t even agree to his first book deal. Today he’s a bestselling author and a co-founder of Neutonic, the productivity drink he built with Chris Williamson, Luke Betts and Shan Hanif. He says it’s now valued at over $100 million. None of the four had any experience running a drinks company. By his own admission, they’re winging it. James Smith joins hosts Jack Frimston and Zac Thompson for the most honest conversation we’ve had about building a consumer brand from a following. He explains why he upsets vegans, keto people and Formula One fans on purpose, why Joe Wicks could never get away with what he does, and why he tells people to buy a can of C4 if they’re shopping on price. He breaks down what nobody tells you about drinks: Prime’s cans ending up in the bargain bin, Walmart asking for 11 SKUs per store, the $1 million bill for cardboard displays in one retailer, and the investors who called a £150,000 first-year profit stupid. He explains why the founders haven’t taken a penny, why he’s a million in the hole, and why he thinks that once Neutonic reaches the size they’re hoping for, they’ll get rid of him. Along the way: the investor who lent them his helicopter and the LinkedIn backlash that followed, 3am calls to the US, why he refunds customers personally, why most creators think their audience is thick, what’s really wrong with Chris Williamson, Matthew McConaughey, the mistake in Jordan Peterson’s most-viewed video, and why young people are psychos. Chapters 00:00:00 Welcome to the Show: Meet James Smith, Founder Turning Newtonic into a Billion Pound Brand 00:01:20 The Problem We Solve: Why Productivity Could Be the New Fitness 00:03:25 The Drug-Fueled Book Writing Sessions: Modafinil, Clenbuterol, and Getting Sh*t Done 00:05:35 How Newtonic Was Born: From Hammersmith Apollo to Hiding Ghost Cans Backstage 00:12:27 Selective Polarization: Pissing Off Vegans, Keto People, and Everyone Who'll Never Buy 00:16:55 Leading with Honesty: Money Back Guarantees, Refunds, and Why It's Actually Selfish 00:24:36 The Reality of Raising Millions: Family and Friends Rounds, Helicopter Trips, and Being Called Idiots 00:32:53 Customer Service Obsession: Yeti Bottles, Refund Piss-Takers, and Waking Up Harry at 3am 00:35:42 AI Slop and Email Marketing: Why James Went Off on His Agency for Using ChatGPT 00:47:41 The James Smith vs Chris Williamson Dynamic: Who Does What and Why It Works 00:57:13 Why Email Isn't Dead: The 8Sleep Strategy and Being There on the Worst Day 01:04:25 The Three Year Vision: Billion Dollar Exits, Empty Achievements, and Just Trying to Enjoy It #JamesSmith #Neutonic #ChrisWilliamson #ModernWisdom #NotADietBook #ProductivityDrink #EnergyDrinks #ConsumerBrands #FounderMindset #StartupFunding #RetailExpansion #BusinessPodcast #UKBusiness #Entrepreneur #Marketing #PersonalBrand #WeHaveAMeeting Connect with James Smith: Instagram: https://www.instagram.com/jamessmith/ Neutonic: https://www.neutonic.com/ Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.

Spencer Matthews has run 30 marathons in 30 days in the desert. He’s done an Ironman on every continent in 21 days, Antarctica included. He says running a marathon is easy. Before you throw your trainers at the screen, hear him out. Most people can run a marathon. Running one as fast as you possibly can is something completely different. Don’t mistake distance for time. Trotting 5K with your dog is lovely. Trying to break 17 minutes for 5K is not. It sucks. Now Spencer is chasing a sub-2:45 marathon in Valencia, at 84 kilos, which is big for a runner. That’s about 3:55 per kilometre for 42.2 kilometres. He says it’s harder than anything he’s done before. On the long challenges you can pause, reframe and think your way out of trouble. On a fast marathon you can’t. It’s sustained pain, and you can’t wing it. Spencer tells Jack Frimston and Zac Thompson at Ideas Fest why going fast hurts more than going far, and why his next challenge is smaller on paper and harder in his legs. #SpencerMatthews #Marathon #MarathonTraining #Running #RunningMotivation #Sub3Marathon #ValenciaMarathon #EnduranceMindset #MentalToughness #Ironman #CleanCo #Untapped #IdeasFest #FundingCircle #BackedByFundingCircle #WeHaveAMeeting Watch the full conversation with Spencer: [LINK TO FULL EPISODE] Connect with Spencer Matthews: Instagram: https://www.instagram.com/spencermatthews CleanCo: https://clean.co Untapped podcast: https://thehighperformancepodcast.com/untapped Untapped on Apple Podcasts: https://podcasts.apple.com/podcast/id1788474884 Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Brought to you by Funding Circle: business finance that backs you. Learn more at https://www.fundingcircle.com/uk Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up. Comment “Spencer” for the full episode Spencer Matthews has run 30 marathons in 30 days. He still thinks running a marathon is easy. Running one fast is the hard part. In this clip, Spencer explains the difference between endurance and speed. It’s the difference between finishing a marathon and racing one. He breaks down his sub-2:45 marathon goal, the training it takes, and why being a heavier runner makes it harder. He also looks at the mental game. Multi-day endurance challenges test your resilience. A fast marathon tests whether you can hold pain without a break. If you’re training for your first marathon, chasing a PB or trying to go sub-3, this one is for you. Search We Have A Meeting where you get your podcasts

How do you win new clients when every competitor is shouting the same thing? Three founders who have built businesses from nothing give you their best sales and marketing advice in one room. No theory. Just what actually brings in new business. James Martin started cutting grass as a boy, moved into tree surgery and has built, bought and sold companies ever since. He now owns Baddow Park House in Essex, runs a group of businesses and a property portfolio, hosts the Entrepreneur Conversations podcast and mentors business owners through the Baddow Park Mastermind. He joins Jack Frimston and Zac Thompson, co-founders of We Have A Meeting, the Manchester outbound sales agency that books meetings for B2B companies every day, and co-authors of the bestselling Sales Is Therapy. Between them they cover the full journey of winning a client. Where to find them. How to get the first conversation. What to say when you get it. How to price without flinching. How to keep the client once you’ve won them. In this panel you’ll learn: Why being the most expensive option can win you more clients than being the cheapest, and how to say it out loud How to find new business through outbound, referrals and your own network without feeling like a pest What makes a prospect actually want to talk to you, and why sales works best when it feels like a conversation, not a pitch How to build a marketing message that sounds like a human, not a brochure Why cutting what you sell can grow what you earn The small details that separate businesses that win work from businesses that chase it The one thing all three would tell a founder trying to land their next big client tomorrow If you run a small business, lead a sales team or you’re trying to grow a UK company in a crowded market, this is your playbook for winning new clients and building a pipeline that doesn’t dry up. Chapters Chapters 00:00:00 Welcome to the Show: Meet James Martin, Jack, and Zach on Sales and Marketing 00:02:28 Marketing Tricks No One Else Is Doing: Meet and Greet Training 00:06:38 What Your Industry Does Wrong: The LinkedIn Slop Problem 00:10:03 The Power of Intent: Using AI to Find Growth Stage Companies 00:11:44 You Can't Lose a Deal You Never Had: The Mindset of Detachment 00:14:45 Betting the Business: Credit Cards, Property Deals, and Forcing Things Into Existence 00:17:46 Going Into Business With Friends: The Trust Factor vs The Risk 00:20:21 Bad Advice You Followed: Don't Copy, The Customer's Always Right, and Wearing Too Many Hats 00:23:43 Your Business Gets One Billboard: Creating Disruptive Brand Messaging 00:26:20 Turn 500 Pounds Into 5000 in 48 Hours: Creative Sales Challenges 00:28:41 The Hardest Conversations With Employees: Shovels, Suspensions, and HR Nightmares 00:33:36 Final Takeaways: Stop Weeing on Yourself and Think of Bad Ideas This episode is backed by Funding Circle. Business finance that backs you. Winning new clients often means hiring, buying stock or taking on bigger contracts before the money lands. Funding Circle helps UK small businesses get the finance to say yes to growth. Find out more: https://www.fundingcircle.com/uk/ Connect with James Martin: Website: https://www.jamesmartinentrepreneur.com Baddow Park Mastermind: https://www.baddowpark.com Podcast: Entrepreneur Conversations LinkedIn: /james-martin-entrepreneur Instagram: @jamesmartinentrepreneur Hear more from the hosts: Jack: /jack-frimston-5010177b Zac: /zac-thompson-33a9a39b Subscribe to We Have A Meeting for new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up. #HowToWinClients #WinNewBusiness #SalesAdvice #MarketingTips #SmallBusinessUK #BusinessGrowth #LeadGeneration #B2BSales #SalesStrategy #ClientAcquisition #JamesMartinEntrepreneur #SalesIsTherapy #FundingCircle #UKBusiness #WeHaveAMeeting

Madonna changed the lights, the seating and her outfit before the cameras rolled. Ben Shephard won her over with one question. That’s the skill behind 26 years in broadcasting. He’s presented This Morning and Tipping Point and done film junkets where he had four minutes to get a Hollywood star to open up. He calls himself a frustrated professional sportsman who never made the Ryder Cup, so he became a communicator instead. Now, at 51, he’s a founder. He co-founded For Skin, a men’s skincare brand, with Joel Dommett. He also helped set up Sweetspot, a venture studio that builds businesses celebrities actually own. Ben joins hosts Jack Frimston and Zac Thompson at Ideas Fest. They talk about purpose, gratitude and why being interested beats being interesting every time. He explains why a quiz show still matters, and why he gets his dad to text him every night with three things he’s looking forward to tomorrow. He also explains why 80% of men’s skincare is bought by women. He breaks down how Sweetspot works. Every celebrity goes through a questionnaire on their motivations and passions, and the audience helps build the product. For Skin’s community picked the name, the price point and the packaging. He also explains why he will always ask the stupid question in a meeting about burn rates. And why a skincare brand needs a name people argue about, but products good enough to outlive the famous faces behind it. Then comes the masterclass in connection: the Simon Cowell name trick he recommends to everyone, and why he forgets most of the pitches he hears unless someone finds a way to connect with him personally. Along the way you’ll hear about Zac talking to his moisturiser, a 24-hour World’s Toughest Mudder with his two sons, a six-year-old called Greg who taught him a lesson in manners, why golf teaches you that the next shot matters most, and the best advice Tim Campbell ever gave him: if it ain’t broke, break it. Chapters 00:00:00 Welcome to the Show: Meet Ben Shephard, TV Presenter Turned Entrepreneur 00:02:19 The Purpose Behind the Presenter: Finding Meaning in Entertainment 00:05:15 Smelling the Roses: Gratitude, Mindset, and Making Memories 00:07:56 The Skincare Secret: How Ben Ages Like Fine Wine 00:13:36 Building Foreskin: The Problem We Solve and Why the Name Works 00:16:32 From TV to Business: Learning the Ropes and Asking Stupid Questions 00:23:41 Beyond the Founders: Building a Brand That Outlives the Celebrities 00:26:23 The Tough Mudder Mindset: Achievements, Letting Go, and What Comes Next 00:27:40 The Art of Connection: What Ben Knows Now About Communication 00:31:41 The Madonna Masterclass: Finding Common Ground in Four Minutes 00:37:55 Raising Communicators: Teaching Boys to Ask How Are You 00:41:55 Quickfire Business Wisdom: Nurture the Kernel and Break What Ain't Broke #BenShephard #ForSkin #JoelDommett #Sweetspot #MensSkincare #Skincare #TippingPoint #ThisMorning #Communication #Curiosity #Connection #BusinessPodcast #UKBusiness #FounderMindset #Entrepreneur #IdeasFest #FundingCircle #BackedByFundingCircle #WeHaveAMeeting Connect with Ben Shephard: Instagram: https://www.instagram.com/benshephard For Skin: https://www.for-skin.co.uk The Business Men podcast (with Joel Dommett): https://podcasts.apple.com/gb/podcast/the-business-men/id1843664679 Hear more from the hosts: Jack: https://www.linkedin.com/in/jack-frimston-5010177b Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b Brought to you by Funding Circle: business finance that backs you. Learn more at https://www.fundingcircle.com/uk Subscribe to We Have A Meeting: new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.