The 5 Steps to Immediately Increase Your Win Rates with Harry Kendlbacher
Release Date: 07/14/2025
Transformational Growth in the Age of AI Through Emotional Intelligence with Oya Mustafa
Higgle: The B2B Sales Club
How can emotional intelligence and cultural sensitivity transform your B2B sales strategy in a world dominated by automation? Joining the podcast today is Oya Mustafa, the Chief Growth Officer at Not Normal Group. We get into a deep discussion about transformative power of emotional intelligence in B2B sales, discussing how human-centric approaches can outshine the surging trend of AI. Oya passionately shares her insights on building trust through genuine human connections and the crucial role of emotional intelligence and cultural sensitivity in business development. We explore the paradigm...
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Higgle: The B2B Sales Club
Are you ready to discover the magic of combining scientific insights with emotional connections in brand strategy? Ulli Appelbaum, Founder & Chief Strategy Officer at First The Trousers Then The Shoes, joins us in this episode to explore the nuanced world of brand strategy. As he shares his wealth of experience in creating brand clarity and emotional connections, we examine how the science of brand associations can elevate a business beyond just its logo, turning it into a series of memorable connections. From discussing the 95-5 rule to understanding how charisma and honesty foster...
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Higgle: The B2B Sales Club
What secrets do expert negotiators use to transform conflicts into win-win situations? Andres Lares, Managing Partner of the Shapiro Negotiations Institute, joins us to share his wealth of negotiation experience in this episode. We explore the transformative power of empathy and emotional intelligence in achieving successful outcomes, as Andres emphasizes the importance of considering the other party's needs and transforming negotiations into collaborative efforts. By focusing on curiosity and the art of asking the right questions, we uncover strategies to build rapport and gather valuable...
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The Blueprint for Effective Business Development with Anna Stone
Higgle: The B2B Sales Club
Are you curious about the strategies that can turn a simple proposal into a winning formula for sustainable agency growth? We’re welcoming Anna Stone today, Head of Growth at True and a veteran in business development, to unravel the evolution of agency growth strategies from the days of cold calling to the modern era of video calls and personalized outreach. Anna shares her insights on how meaningful client engagement can transcend hard selling, emphasizing the importance of building genuine relationships. We dig into the necessity of adapting to new communication methods, while still...
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The Power of Patience and Personalization with Brooke Pinkney
Higgle: The B2B Sales Club
What if listening is the ultimate skill missing from your sales toolkit? Brooke Pinkney, Managing Director at Broadley Speaking, joins us today to challenge the pitfalls of short-term thinking in sales strategies and emphasize the importance of patience and long-term planning. Brooke also examines the misconception that quick-fix solutions can resolve the complexities of significant B2B purchases involving multiple decision-makers. We discuss the need for businesses to accurately diagnose their sales challenges and engage in meaningful interactions over extended sales cycles, avoiding the trap...
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Harnessing Vulnerability and Rapport to Boost Sales Credibility with David Meade
Higgle: The B2B Sales Club
What simple daily practices can dramatically boost your sales success and negotiation outcomes? We’re getting deep into the power of mindset and authenticity in this week’s episode. Joining me is the insightful David Meade, an expert in high-performing teams, who sheds light on how small, daily changes can significantly impact sales outcomes. We discuss the importance of adopting a growth mindset to enhance openness and collaboration, which are essential for finding common ground in sales conversations. With reference to expert studies, we explore how building rapport before negotiations...
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Mastering AI for Business Growth: Strategy, Compliance, and Innovation with Sumeet Vermani
Higgle: The B2B Sales Club
Are you prepared to tackle the challenges of AI governance and leverage its potential for innovation in digital marketing? In this episode we sit down with Sumeet Vermani, Founder & Chief Marketing Officer of SKV Consulting, to unlock the secrets of implementing AI in business. We explore the vital need for aligning AI strategies with broader business objectives, going beyond the mere trendiness of technology. Sumeet shares how AI adoption is prompting cultural shifts in organizations, influenced by platforms like Google. Through Sumeet’s first-hand experiences, we emphasize the...
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Mastering USA Market Entry Through Strategic Vision and Leadership with Jennifer Quigley-Jones
Higgle: The B2B Sales Club
How can a UK-based business successfully navigate the complexities of expanding into the competitive US market without losing its foothold at home? Today we’re welcoming back Jennifer Quigley-Jones, the Founder and CEO of Digital Voices, as she talks about boldly expanding her UK-based business into the vibrant US market. She shares her strategic decision to reinvest $400,000 of retained profits, choosing long-term growth over personal dividends. We also learn about her innovative approaches to scaling operations and refining sales strategies within the ad agency industry. Jennifer’s story...
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Strategic Partnerships and Success in the Third Sector with Jenny Kitchen
Higgle: The B2B Sales Club
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Thriving in the B2B World Through Powerful Referral Expertise with Tom Poynter
Higgle: The B2B Sales Club
What strategies can agencies implement to harness the power of referrals and retention for sustainable growth? Tom Poynter is a seasoned industry expert who has honed his skills at prestigious companies and is currently Managing Director at Keel. In this discussion, we get into the importance of niche specialization in the competitive landscape of UK agencies, where 25,000 entities vie for attention. Tom argues that being a jack-of-all-trades isn't enough anymore. We explore how agencies can thrive by focusing on specific sectors and developing a deep understanding of client needs. We also...
info_outlineGet ready to learn the 5 transformative principles that can elevate your B2B sales performance to new heights!
Harry Kendlbacher, CEO & Managing Partner of Global Performance Group, has a wealth of experience and innovative strategies to enhance B2B sales, especially in unpredictable economic climates. Together in this episode, we explore the nuances of decision-making in sales, emphasizing the hidden costs of inaction. Harry reveals the 5 principles that he has directly seen increase win rates, providing a fresh perspective on what it truly means to drive high performance in sales.
Continuing on, we further uncover the art of crafting effective B2B sales strategies and negotiation skills. Harry and I dissect the critical elements of deal qualification, along with the importance of aligning with an ideal customer profile. We challenge the myth that negotiation is merely a final step, showcasing that early strategic agreements can significantly boost win rates. Our conversation then shifts towards transforming sales tactics into strategic client engagements, stressing the importance of urgency and understanding decision making drivers. Harry also shares valuable insights on mentoring salespeople in the world of remote work.
Topics covered during this episode include:
- Why addressing the cost of inaction is crucial in boosting sales cycles.
- How effective deal qualification should align with the ideal customer profile.
- Why negotiation should not be viewed as just the final step of the sales process.
- How key agreements can transform sales processes from robotic routines to strategic engagements.
- Why sales teams should focus on understanding what really drives decision making.
- How mentoring salespeople in a remote-first environment can enhance their competence and confidence.
- Why practicing negotiation skills is vital for building salespeople's effectiveness.
- How the Kraljic matrix can help in understanding supplier positions during negotiations.
- Why moving beyond traditional sales methods is essential for sales success today.
- Why avoiding premature problem-solving can lead to richer client discussions.
Don’t miss the secrets shared in this episode on how to drastically increase your win rates!
Harry Kendlbacher on LinkedIn: https://www.linkedin.com/in/harry-kendlbacher-77a9659/