Mind Your F**king Business Dominic Monkhouse

The 300th Episode!
In this landmark episode of MYFB, Dominic Monkhouse talks with the man who's been called the UK's Most Hated Sales Trainer, Benjamin Dennehy, to discuss the art of selling and the common misconceptions about sales.
This podcast is sixty-minutes that will change how you see sales. Benjamin explores the importance of self-confidence, being in control, and understanding the motivations behind prospects' questions. He emphasises the need for salespeople to focus on having meaningful conversations and helping prospects discover their needs rather than pushing products or services. He also highlights the importance of hiring and training salespeople effectively and challenges the traditional sales approach of show up, throw up, and hope for the best. In this conversation, the UK's Most Hated Sales Trainer shares his unconventional approach to sales and prospecting. He emphasises the importance of getting prospects emotional and focuses on the purpose of a prospecting call. He also discusses the need for consultative selling and the importance of asking probing questions. The conversation covers topics such as the future of cold calling, the myth of 'people buy people,' and the risks and rewards of entrepreneurship.
04:00 Book Recommendations and the Misconception of Sales Books
07:19 Why the UK's Most Hated Sales Trainer is Hated
09:08 The Problem with Traditional Sales Approaches
23:19 The Art of Asking and Answering Questions in Sales
28:44 Creating Comfort and Lowering Walls in Sales Conversations
31:25 Getting Prospects Emotional: The Purpose of a Prospecting Call
33:44 Consultative Selling: Asking Probing Questions and Understanding Pain Points
35:42 The Future of Cold Calling and the Rise of AI
39:03 The Myth of 'People Buy People'
45:49 The Risks and Rewards of Entrepreneurship
50:40 Mastering a Methodology: Continuous Improvement in Sales
51:33 Critical Thinking, Communication, and Emotional Control in Sales
59:51 Knowing When to Quit and When to Persevere in Business

This week on Mind Your F**king Business, we have the immense pleasure of learning from Tom Searcy, a renowned expert in B2B sales strategy and the mind behind Hunt Big Sales. With a rich background in operations and a track record of aiding companies in doubling their size by targeting large accounts, Tom brings a blend of practical experience and strategic insight. Having scaled companies from under $10 million to over $100 million in annual sales, Tom’s consultancy specialises in helping businesses between $5 million and $250 million in annual sales achieve extraordinary growth. His systematic approach to sales is essential knowledge for any organisation looking to capture big contracts and drive substantial revenue. 
In this episode, Tom shares the different stages of his process for successful sales, emphasising the significance of alignment and accurate problem identification before crafting proposals and closing deals. We delve into the power of personalised closing statements to reassure clients and differentiate from competitors, along with the importance of leveraging customer references to build trust and overcome objections.
Tom and Dominic discuss the challenges of being perceived as a risky option compared to larger competitors and how to address client fears to close deals effectively. 
If you struggle to stand out in this crowded marketplace, download, watch and listen to the full conversation today!
On today’s podcast: 
Tom’s Stage-Gate Sales ProcessRemoving the sales stigmaHow to maintain your credibility during the sales process

Follow Tom:
Hunt Big Sales
LinkedIn
The Secret to Big Sales

Recommended reading:
The Challenger Sale
100m Offers
100m Leads

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Is your marketing team making the most strategic decisions with their budget? Do your marketing efforts align seamlessly with the latest digital platforms? If you question whether your brand could benefit from an in-house marketing shift, today's episode of Mind Your F**king Business is essential listening.
This week, we get to learn from John Readman, a marketing visionary and founder of Modo25, a company dedicated to transforming the landscape of in-house marketing teams. John brings a wealth of expertise in crafting platforms that not only enhance the efficiency of marketing budgets across diverse digital platforms like Google, Facebook, and TikTok but also streamline complex decision-making processes with the help of AI-driven insights.
In this episode, John delves deep into the mechanics of successful in-house marketing, the strategic deployment of budgets, and the revolutionary impact of his technology, ASK BOSCO®. He shares invaluable advice on building robust marketing teams and discusses the transformative effect of predictive analytics in optimising ad spending across numerous channels. John also shares his dedication to philanthropy through his charity cycling initiative, Ride25, which supports an orphanage in Uganda.
Whether you’re an entrepreneur eager to reclaim control of your marketing strategies or a seasoned marketer looking to innovate, this conversation will give you essential insights to revolutionise your marketing approach.
Download and listen today!
On today’s podcast: 
Cycling around the world for charityBringing marketing services in-houseThe human element in business success
Follow John:
Ask Bosko® 
Modo25
LinkedIn

Recommended reading:
The Extra Mile
Multipliers

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Martin Reeves, Chairman of the BCG Henderson Institute, delves into the nuanced world of strategy, addressing its complexities in both personal and business spheres. In an engaging discussion, he highlights the scarcity of truly exceptional strategies and underscores the necessity of evaluating success progressively over time. Through his conversation with Dominic Monkhouse, Reeves elaborates on CEOs' critical role in executing strategies and the hurdles involved in preserving an innovative culture as organisations expand. He sheds light on why keeping strategies confidential can be beneficial, the adaptability required in strategic planning, and the risks posed by complacency and an inward focus.
This podcast highlights the vital role of imagination and creativity in spurring innovation and fostering organisational change. They dissect the challenges associated with implementing transformative ideas, emphasising the need to move beyond conventional procedures and navigate internal politics effectively. The power of storytelling and the ability to mobilise enthusiasm for new ideas are discussed as pivotal tools in driving change. The conversation touches on the importance of framing the right questions, the paradox of hierarchy and innovation, and the need for depoliticisation and depth of debate in business. Martin shares insights from his book 'The Imagination Machine' and recommends other books on innovation and strategy.
On today’s podcast: 
Great strategies are rare and enduring success is hard to achieve.The role of CEOs in strategy execution is important but not the dominant factor.Secrecy in strategy is not as valuable as having robust and evolvable scripts.Complacency and internal focus can hinder innovation and change.Imagination is a crucial aspect of strategy and should be given more attention. Change is a strategic problem that requires understanding the forces of change and resistance and working on both sides of the equation.Imagination is triggered by surprise and the ability to detect anomalies and changes in the world.Selling ideas and driving change requires storytelling, galvanising energy, and making it clear why the change is in everyone's best interest.Mental models can limit creativity and innovation, and it's important to challenge existing mental models and embrace counterfactual thinking.Depoliticisation and depth of debate are crucial for effective strategy and innovation.Ambidexterity is the ability to balance the focus on running the current business with preparing for the future.Diversity is important for variation and selection, but it requires a focus on both ethical and evolutionary aspects.Curiosity drives innovation and learning, and listening is a skill that can be continuously improved.Simplicity and focus are more valuable than comprehensive and exhaustive lists of strategies and actions.The biggest myth in business is that it's mostly a financial equation when in reality, it's about serving human ends and using human means to achieve them.
Follow Martin:
Website
LinkedIn
Your strategy needs a strategy
Recommended reading:
Co-Intelligence: Living and working with AI
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Are you ready to demystify the complex world of artificial intelligence in the workplace? Are you unsure about how AI can transform your business strategy and operational efficiency? If you're grappling with these modern challenges, then this week’s episode of Mind Your F**king Business should be the top one in your playlist.
This week we dive into the world of AI with the brilliant Asha Saxena, CEO and founder of Women Leaders in Data and AI (WILDA), and an admired technology veteran with 30 years of experience. As an innovator, author, and esteemed professor at Columbia University, Asha brings a wealth of knowledge in big data, analytics, and the transformative power of AI. She articulates the necessity of a role we'll soon come to know as the Chief AI Officer – a role tasked with marrying technology with business and strategic data implementation.
Asha goes beyong beyond the mere technicalities and explores the human side of tech. Her book, "The AI Factor," penned during the pandemic, aims to simplify AI concepts for business leaders and tackles the crucial issue of biases in AI models, which have far-reaching impacts on society. With Women Leaders in Data and AI, she promotes diversity in technology spheres and emphasises inclusive AI development.
Whether you're the head of a company contemplating using AI in your operations or a professional eager to upscale your skill set for a future integrated with AI, this episode will give you the insights you need for your journey.
On today’s podcast: 
The role of tech leaders addressing gender biasAI in business strategyA peek into the future of Artificial Intelligence
Follow Asha:
Website
LinkedIn
The AI Factor

Recommended reading:
Good To Great
Great By Choice

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Sales and marketing strategies can make or break your business. That's why we invited no other than TEDx speaker, advisor and business author, Simon Severino for a new episode of Mind Your F**king Business.
In this episode, Simon unpacks the intricacies of coaching across multiple domains, from the sales floor to the spiritual journey, all aimed at accelerating both personal and professional growth. We'll explore the significance of clear communication within a team and why having a structured sales approach can mean the difference between closing a deal and watching it slip through your fingers.
Dominic and Simon also talk about creating "flywheels" to drive business, the power of role-play in sales meetings to boost confidence, and why training is as essential in business as it is in sports.
Simon also offers a treasure trove of advice for solo entrepreneurs—from establishing structured processes to reducing reliance on the founder within 90 days. He'll explain why some tech founders flounder with sales and how his strategies can turn the ship around and create a culture brimming with opportunities.
Whether you're a solopreneur, a tech founder struggling with sales, or simply someone passionate about mastering the art of business, this episode is tailored for you.
Download and listen today!
On today’s podcast: 
How can solopreneurs focus on their GeniusThe Importance of role plays in sales90 days cycles to accelerate a big business

Follow Simon:
Website
LinkedIn

Recommended reading:
The Power Of Moments
The Sales Acceleration Formula

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