Higgle: The B2B Sales Club copertina

Higgle: The B2B Sales Club

Higgle: The B2B Sales Club

Di: Mike Lander
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A proposito di questo titolo

 This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, Sales Negotiations and difficult Procurement discussions. It's all about helping you win more deals, and hitting your sales quota. We talk to sales leaders, brand leaders and procurement leaders about lessons learnt on their journey to win more sales deals and get better negotiated outcomes. The podcast is hosted by Mike Lander, an ex procurement director and entrepreneur, talking to guests about their experiences - the good, the bad and the ugly. Please subscribe to get updates when new episodes are released. Economia Gestione e leadership Leadership
Episodi
  • Physical Gifting: The Pattern Disrupt That Wins Attention with Kris Rudeegraap, Part 2

    Physical Gifting: The Pattern Disrupt That Wins Attention with Kris Rudeegraap, Part 2
    Apr 27 2026
    Could a $5 gesture outperform your entire digital ad budget? In this second part of my conversation with Kris Rudeegraap, Co-CEO and Co-Founder of Sendoso, we start off by discussing the myths surrounding gifting in B2B sales and start tearing them apart. We hear how gifting isn't about flashy $500 items or gimmicks; it's about psychology, creativity, and timing. Kris explains why spending $30 on a thoughtful, well-timed gesture can outperform expensive ad clicks, and how response rates can jump 5-9x when gifting is layered into an omnichannel strategy. We talk about misconceptions around cost, mailing addresses, and whether gifting feels "cheesy." We explore how gifting works across the full buyer journey, from booking meetings to increasing demo show-up rates, nurturing referrals, and even driving renewals. Kris explains how AI is now powering smarter, more personalized gifting decisions, turning what once felt manual into something scalable and strategic. We get into ROI, conversion metrics, automation, and even the psychology of reciprocity and scarcity that makes gifting so powerful. Gifting isn't just about sending stuff, it's about creating pattern disrupts that buyers actually remember. Topics covered during this episode include: The big misconception that gifting is too expensive for modern B2B sales teams.Why comparing gifting ROI to paid digital ads completely changes the investment math.What creative, low-cost mailers demonstrate about effective pattern disruption in crowded markets.The myth that missing mailing addresses prevents successful direct mail outreach campaigns.How smart delivery tools solve remote work and office location challenges seamlessly.Why gifting strategies work for SMB deals, not just large enterprise contracts.The misconception that gifting feels outdated and awkward.How multichannel outreach strategies increase effectiveness far beyond email alone.Why personalization across international borders requires cultural awareness and thoughtful adaptation.The shift toward post-sales gifting to drive renewals and customer expansion revenue.How automation integrates gifting directly into CRM systems and sales workflows.The growing role of AI agents in selecting gifts and crafting messages.Why gifting consistently amplifies response rates 5-9x higher.How reallocating advertising budgets into gifting drives stronger long-term memorability.The psychology of reciprocity and scarcity principles behind gifting success. If you want to rethink outbound and discover what truly captures buyer attention, don't miss this episode! Kris Rudeegraap on LinkedIn: https://www.linkedin.com/in/rudeegraap
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    24 min
  • Physical Gifting: The Pattern Disrupt That Wins Attention with Kris Rudeegraap, Part 1

    Physical Gifting: The Pattern Disrupt That Wins Attention with Kris Rudeegraap, Part 1
    Apr 20 2026
    What happens when your biggest sales advantage suddenly disappears overnight? In this episode I sit down with Kris Rudeegraap, Co-CEO and Co-Founder of Sendoso. In this first of two parts, we rewind to the scrappy early days of his business when Kris was manually packing boxes at night just to stand out in sales. Kris shares how a personal frustration inside his own sales role sparked the idea for the platform that would later raise over $150 million in funding. We talk about pre-selling before the product is ready, building momentum through outbound, and why he refuses to wait for perfection before talking to customers. Kris breaks down the critical decisions that transformed early traction into scalable growth. He explains why hiring external salespeople early is essential to proving true product-market fit, how strategic tech partnerships accelerate momentum, and what it actually feels like to jump from $1M to nearly $5M in a year. We explore the realities of raising multiple funding rounds, building repeatable systems, and surrounding yourself with advisors who have seen the movie before. This all sets up part 2, where we'll take a close look at the advantages of using physical gifting to grow B2B relationships. Topics covered during this episode include: How a growth-hacker mindset shaped Kris' earliest sales experiments.The homemade mail merge system that gave him a competitive edge.What happened when new email automation tools eliminated that early advantage.How testing handwritten notes and surprise gifts opened unexpected sales conversations.Why pre-selling the unfinished product accelerated Kris' early market validation efforts.How disciplined outbound prospecting built the company's first meaningful pipeline.The surprisingly high response rates from personalized cold outreach campaigns.Why hiring SDRs and AEs early proved true scalable product-market fit.The danger of mistaking founder-driven passion for repeatable revenue traction.How strategic tech integrations can unlock exponential co-marketing and partnership growth.The deliberate investment Sendoso made in content and data to strengthen category authority.The importance of building a customer community filled with influential power users.How successive funding rounds accelerated hiring and infrastructure expansion.What consistent traction and repeatable systems signal to serious institutional investors.The mindset shift required to scale beyond pure founder-led hustle. Listen in to uncover the early decisions that shaped a nine-figure growth journey. Kris Rudeegraap on LinkedIn: https://www.linkedin.com/in/rudeegraap
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    24 min
  • The New Rules of B2B Influencer Marketing with Chris Davis

    The New Rules of B2B Influencer Marketing with Chris Davis
    Apr 13 2026
    In this episode we're welcoming Chris Davis, Managing Director (UK) at Hypetap, to unpack what influencer marketing really means beyond the buzzword. He explains why trust beats follower count, and how the algorithms have quietly rewritten the rules. Chris explains how a creator with a thousand followers can now outperform someone with a million, and why authenticity is the real currency that brands care about. Then, we turn the lens specifically towards B2B. I challenge Chris on what influence looks like in professional services, on LinkedIn, and inside niche industries. We talk about why going viral doesn't necessarily generate business, what changed in his own content strategy, and how misunderstanding what a client needs can kill a deal. We explore the tension between thought leadership and commercial intent, the rise of AI-written noise, and why consistency still wins every time. Topics covered during this episode include: How trust forms the foundation of authentic creator relationships.The ever increasing importance of compliance and creator accountability.What complexities arise when working with human creators instead of media inventory.How AI tools accelerate creator discovery and content analysis.Why follower count no longer guarantees content visibility like it did a few years ago.The rise of algorithm-driven content distribution and built-in virality.How niche creators thrive within specific professional communities.The implications of influencer strategy inside B2B environments.How a psychological theory can provide insight on digital relationship trust.The economic reality that most creators actually earn below minimum wage.The challenge of turning LinkedIn virality into real commercial leads.Why addressing immediate customer pain is way more effective than selling future vision.The importance of long-term consistency over short-term sales spikes. Listen now to uncover what's changing in influencer marketing before your competitors do! Chris Davis on LinkedIn: https://uk.linkedin.com/in/chris-davis-01107318
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    38 min
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