Free Daily Podcast Summary
Higgle: The B2B Sales Club: Daily Summaries Delivered
by Mike Lander
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 2 days ago40 min
What Silence From Your Outbound Prospects Really Means with Dave Corlett
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- 1 weeks ago32 min
The Crucial Difference Between AI Efficiency and AI Transformation with Eric Fulwiler
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- 2 weeks ago33 min
Why Relationships Still Win in an AI-Driven Sales World with Carlo Girasoli
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- 3 weeks ago36 min
Who Wins When AI Makes Knowledge Work Cheap? With Sangeet Paul Choudary
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- Aug 24, 202626 min
The AI Reinvention of Go-To-Market: Who Owns the Intelligence? with Jason Ryan
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- Aug 17, 202622 min
The AI-Driven Workforce Reset: Can Agencies Survive the Next 3 Years? with Paddy Woods
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- Aug 10, 202627 min
The Secrets of How to Win Billion-Dollar Sales That Start Long Before the RFP with Shari Begun
How do you align global stakeholders and still keep price from dominating the conversation? In this episode, I sit down with Shari Begun, Vice President of Sales at GlobalFoundries. She leads strategic accounts in the semiconductor industry and manages several billion dollars in annual revenue. She takes us behind the scenes on what it actually means to close complex, high-stakes deals that take two to five years to materialize. Shari provides insight on orchestrating global teams, aligning engineers with executives, and navigating customers spread across continents. We explore how to articulate value when price is always on the table, but rarely the true decision-maker. Shari discusses how supply chain reliability, geographic diversity, engineering investment, and speed-to-market become powerful value levers in enterprise sales. She also reveals how executive business reviews are carefully engineered, along with how consistency builds trust over years, not weeks. We later unpack how curiosity can transform complex negotiations into long-term strategic partnerships. Topics covered during this episode include: Why semiconductor deals involve enormous investment before revenue appears. How global customer teams add complexity across locations and functions. The way technical experts support early enterprise sales conversations. Why different customer stakeholders need carefully tailored and consistent messaging. How simple organization charts can reveal decision-making power over time. Why transparency helps secure access to senior customer decision-makers. The role of roadmap alignments and executive reviews in relationship building. How executive meetings focus on future investment and faster market entry. Why pre-reads and alignment prevent surprises in high-stakes meetings. How customer value depends on understanding the problem being solved. How delivery flexibility can create huge customer revenue opportunities. Why consistency and follow-through build trust before formal opportunities appear. How AI supports onboarding, summaries, and faster internal knowledge searches. Why sales intuition still develops through observation, coaching, and curiosity. How blank-slate thinking can unlock creative moves with existing customers. Listen now to hear how billion-dollar sales are really built long before the final negotiation begins! Shari Begun on LinkedIn: https://www.linkedin.com/in/sharibegun/
- Aug 3, 202621 min
Why the Best Agencies Won't Be Replaced by AI...They'll Be Rebuilt Around It with Simon Billington, Part 3
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About Higgle: The B2B Sales Club
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.
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