Tea and Timbits

Scott Snowden + Andy Baqone
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Global perspectives on business development to help you prosper. "Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make changes happen. Brought to you weekly by Andy Baqone and Scott Snowden, you'll get validation that you're on the right track and you'll come away with new ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine about the things they wish they'd known long ago - most of which they've just figured out.

  1. Marketing Departments: Helpful Engine or Fancy Lead Confetti?

    −6 h

    Marketing Departments: Helpful Engine or Fancy Lead Confetti?

    This week, we’re talking about what happens when sales and marketing either work beautifully together… or stare at each other across the office wondering who dropped the lead-shaped ball. We dig into the classic sales-versus-marketing tension: marketing says sales ignores the resources and leads, sales says marketing sends things that look suspiciously like “busy work with a logo on it,” and somewhere in the middle sits the customer, quietly wondering what problem we actually solve. We also look at what to do when there isn’t a marketing department. Spoiler: marketing still has to happen. Whether it’s building a clear narrative, answering customer questions publicly, or turning everyday sales conversations into useful content, we make the case that marketing is a function, not just a department with branded pens. Naturally, we also find time for a maple-syrup old fashioned, a life lesson from the CN Tower, and the shocking revelation that “more leads” is not always the same as “more sales.” Who knew? Well… apparently we should have. Sales says marketing doesn’t send good leads.Marketing says sales doesn’t follow up properly.Customers say, “Sorry, what do you actually do again?” In this episode, we talk about working with — or without — a marketing department, and why the real issue is usually alignment, not effort. A few things we unpacked: Marketing is not just logos, events, giveaways, or “making things look nice.” It’s the function that helps the market understand who you help, what problems you solve, why those problems matter, and why anyone should trust you. Sales is not just waiting for perfect leads to arrive in a neatly wrapped bow. If the marketing function disappeared tomorrow, someone still has to build credibility, create conversations, and help customers move from “vaguely interested” to “yes, this might actually solve my problem.” The big takeaway for us: sales and marketing need to align not just on the big commercial outcome, but on the journey. What counts as a good lead? What happens next? Who owns each step? What metrics tell us whether the system is working, rather than just keeping everyone impressively busy? And for smaller teams without a marketing department, we shared a simple cheat code: when a customer asks a good question, don’t just answer it privately. Turn that answer into a post, article, or reusable piece of content. Then send the answer. Congratulations, you’ve just done marketing without needing a committee, a lanyard, or a suspiciously expensive booth backdrop. As ever, we remain humble, mostly aligned, and only mildly distracted by maple syrup cocktails.

    25 min
  2. Showing Up Before People Look You Up

    1 juli

    Showing Up Before People Look You Up

    We kick off our July marketing theme by tackling personal branding — which, despite sounding like something you’d find printed on a suspiciously expensive notebook, is actually quite useful. We talk about why personal branding isn’t really about vanity, self-promotion, or becoming a LinkedIn superstar — thankfully, because that sounds exhausting. It’s about being deliberate with how people understand who we are, what we stand for, and why we might be useful before that first proper conversation even happens. We also get into the awkward early days of posting online, why AI can help shape a narrative without replacing the actual thinking, and why deleting your professional history when changing industries might create more work than it solves. Along the way, there’s Canada Day, Paris, old-fashions with maple syrup, and the usual amount of self-inflicted microphone-related anxiety. Personal branding may not close deals on its own, but it can make the next conversation a lot easier. And honestly, we’ll take all the help we can get. In this episode, we make the case that personal branding doesn’t have to be cringe. It’s not about pretending to be a guru.It’s not about posting for the sake of posting.And it’s definitely not about outsourcing your entire personality to AI and hoping nobody notices. It’s about being intentional. Because whether we like it or not, people already form an opinion of us before we’re in the room. They search. They scroll. They ask around. And if we haven’t shaped that narrative at all, someone — or something — else will do it for us. We talked about: why personal branding helps before the first conversation, not magically at the end of the sales processwhy showing up consistently feels awkward before it feels usefulhow AI can support the thinking without replacing the thinkerwhy your career history still has value, even when you change industriesand why “nobody liked my post” is not the same as “nobody noticed”Also, there’s Canada Day, Paris, and a suggestion involving maple syrup in an old-fashioned. So, you know, serious business thinking as always.

    28 min
  3. Sales Methodologies: Less Theory, More Toolbox

    26 juni

    Sales Methodologies: Less Theory, More Toolbox

    This week, we wrap up our month on sales methodologies by getting practical: what tools actually help teams turn clever frameworks into real commercial outcomes? We start, naturally, with a highly professional sports briefing involving Blue Jays baseball, Canadian hockey confusion, and cricket formats that may or may not require a week off work. Then we get into the useful stuff: training, coaching, playbooks, process diagrams, call-planning cards, stakeholder maps, opportunity strategy documents, scorecards, and the slightly awkward truth that none of these matter unless you actually use them. We also get an accidental live demonstration of contingency planning when the UK internet/power situation decides to contribute to the episode. Very on-brand. Very educational. Slightly stressful. If you’ve ever wondered how to make sales methodologies less like a poster on the wall and more like something your team can apply every day, this one’s for you.

    28 min
  4. Sandler Sales: When to Stop Chasing and Start Qualifying

    17 juni

    Sandler Sales: When to Stop Chasing and Start Qualifying

    This week, we continue our sales methodology mini-series with Sandler, the one that politely asks: “Is this actually a real opportunity, or are we just getting excited because someone said the word ‘proposal’?” We look at how Sandler fits alongside Challenger and SPIN, especially in complex B2B sales where enthusiasm, budget, authority, and commitment are definitely not the same thing. We also get into the importance of uncovering the real pain—or ambition—behind a buying conversation, mapping who else is affected, and knowing when to protect your time by walking away from a deal that was never really a deal. There’s also a very modern detour into AI-written briefs, AI tropes, and the uncomfortable moment when something sounds brilliant because a robot made it sound brilliant. As ever, we learn lessons the easy way, by admitting the slightly awkward bits out loud.

    25 min
  5. SPIN Selling: Asking Better Questions Without Sounding Like a Sales Robot

    10 juni

    SPIN Selling: Asking Better Questions Without Sounding Like a Sales Robot

    We’ve all had that moment when a prospect says, “We need you to build X.” And the tempting response is: “Brilliant. Where do we send the invoice?” But this week’s episode reminded us that the better response is probably: “Interesting — how did you get to X?” That’s where SPIN Selling comes in. Situation.Problem.Implication.Need-Payoff. It’s a simple framework, but a useful one. Not because it magically closes deals while we sit back looking smug — sadly, no methodology has managed that yet — but because it helps structure better conversations. We talked about how SPIN can be used in discovery, prospecting, account management, customer service, and even those moments when someone arrives already convinced they know the solution. It gives us a way to slow down, understand the real issue, and reflect the customer’s world back to them before leaping into advice mode. We also compared it with Challenger Selling and landed on something that feels pretty important: these frameworks work best when they’re combined thoughtfully, not treated like sacred tablets from Mount Sales. Because, as usual, the answer is: “It depends.”Deeply annoying. Often true.

    21 min
  6. Challenger Selling: “That’s Not Your Real Problem”

    3 juni

    Challenger Selling: “That’s Not Your Real Problem”

    Sales methodologies month has begun, and we’re starting with the Challenger Sale. This one is all about helping customers think differently — which sounds noble until you realize it also means saying, “Are we sure that’s actually the problem?” without getting escorted out of the room. In this episode, we talk about: How Challenger is built around teaching, tailoring, and taking controlWhy it works best in complex salesThe danger of using a heavyweight methodology on a lightweight opportunityHow consultative selling can uncover the real business issue hiding behind the obvious oneWe also get into the Digital Momentum Summit and how to think about ROI across prospects, clients, partners, and brand amplification — because apparently “it felt useful” is not always accepted by finance. A useful one for anyone selling complex work, running events, or trying to prove that business development is more than just a mysterious cloud of coffees, conversations, and hopeful follow-ups. #Sales #BusinessDevelopment #ChallengerSale #ConsultativeSelling #B2BMarketing #TeaAndTimbits

    24 min
  7. Complex Selling Tools: Turns Out It’s Mostly Pens, People, and Not Panicking

    27 maj

    Complex Selling Tools: Turns Out It’s Mostly Pens, People, and Not Panicking

    Complex selling sounds like it should require a giant tech stack, seven dashboards, and at least one acronym nobody fully understands. But in this episode, we discovered something slightly annoying: the best tools are often the simplest ones. We talked about: – borrowing ideas from completely different industries– using design thinking to untangle messy business problems– reading broadly, not just another sales book– showing up at events and learning from real conversations– using note-takers, AI transcription, or even the ancient technology known as “pen and paper”– managing complex sales more like projects– turning repeated customer friction points into useful content The slightly humbling conclusion? Complex sales do not always need complex tools. They need curiosity, structure, perspective, and a willingness to say, “I don’t know — who can help?” Which is far less glamorous than a new platform subscription, but probably cheaper. And harder to lose than an Apple Pencil.

    23 min
  8. Stakeholder Engagement: Herding Cats Without Setting the Sales Process on Fire

    20 maj

    Stakeholder Engagement: Herding Cats Without Setting the Sales Process on Fire

    Complex selling is never just about “the buyer” and “the seller.” We wish it were. It would make life much easier, and we could probably all spend less time in meetings pretending the spreadsheet is “basically under control.” In this episode, we talk about stakeholder engagement — the people inside and outside the deal who can quietly make everything work… or loudly make everything fall apart. That includes executives, delivery teams, partners, suppliers, finance, operations, customer service, and sometimes the person who appears halfway through the process with a very strong opinion and absolutely no context. The big takeaway? Stakeholder management does not have to be perfect. But it does have to exist. Even a simple list of who is involved, what they care about, what they are worried about, and how they affect the outcome can prevent a lot of firefighting later. And if you are always firefighting, well… we may have accidentally diagnosed the problem. In this week’s episode, we get into: Why stakeholder management goes beyond executive sellingHow to uncover hidden risks before they become expensive surprisesWhy internal delivery teams need to be involved earlierHow partners and suppliers shape the customer experienceWhy “known unknowns” are far better than “unknown unknowns”Have a listen, especially if your complex sales process currently relies on optimism, crossed fingers, and a heroic amount of Slack messages.

    21 min
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Om

Global perspectives on business development to help you prosper. "Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make changes happen. Brought to you weekly by Andy Baqone and Scott Snowden, you'll get validation that you're on the right track and you'll come away with new ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine about the things they wish they'd known long ago - most of which they've just figured out.

Information

  • Skapad av
    Scott Snowden + Andy Baqone
  • Aktiva år
    2023 - 2026
  • Avsnitt
    139
  • Åldersgräns
    Barnvänligt
  • Copyright
    © Scott Snowden + Andy Baqone
  • Programmets webbplats
    Tea and Timbits