20 episodes
Marketing Negotiations, The Good, The Bad and The Ugly The Drum
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- Business
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5.0 • 2 Ratings
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On this podcast about negotiations, successful entrepreneur, expert negotiator and ex-procurement director, Mike Lander, is joined by CMOs and agency leaders as they dive into some of the most difficult and unheard-of marketing negotiations. During each episode, Mike and his guests share the ins and outs of their toughest deals to-date. They discuss obstacles, outcomes and learnings, as well as the emotional and mental challenges they’ve faced along the way.
Hosted on Acast. See acast.com/privacy for more information.
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Anthony Groves - The evolving landscape of marketing communications and procurement
This week, host Mike Lander talks to Anthony Groves (Chief Commercial Officer, Dentsu International) about negotiation strategies and expertise, collaboration and the rapid changes and emerging trends in marketing communications.
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Katie Evans - The importance of communication and relationship building in negotiation
This week, host Mike Lander talks to Katie Evans (CMO, Burger King UK) about the importance of communication and relationship building, aligned objectives and mutual benefit, and learning from past experiences and preparation.
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Simon Thomas - The role of cultural considerations in negotiations and marketing
In this episode, host Mike Lander speaks to Group M’s Simon Thomas about cultural considerations in negotiations and marketing, the evolving landscape and challenges in media procurement, and challenges and opportunities in the advertising industry.
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Brent Adamson - What is the relationship between value management and negotiations?
This week, host Mike Lander sits down with researcher, presenter, thinker and author of ‘The Challenger Sale’, Brent Adamson (global head of research, advisory, and communities at Ecosystems). Here they discuss understanding value management in negotiations, achieving alignment among diverse stakeholders, and complexity in business.
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Ben Allen - How to successfully negotiate media deals in today's landscape
Ben Allen is the head of trading and commercial strategy at ITV. Here he talks to host Mike Lander about his experience negotiating media deals, the importance of listening and being open to creative and alternative solutions, and why maintaining healthy business relationships is critical in media negotiations.
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Matt Dixon – The buyer landscape in 2023 and how it affects negotiation
This week, host Mike Lander speaks to best-selling author and co-founder of DCM Insights, Matt Dixon – a sales anthropologist who uses data to understand the buyer landscape, and how sales teams are reacting to it. Here they how the buyer behavior maps onto negotiation, sales ‘ghosting’, and what the best salespeople do differently.
Hosted on Acast. See acast.com/privacy for more information.