The Next 100 Days Podcast Kevin Appleby & Graham Arrowsmith

Fractional Sales Executives





Mike Malloy believes the future of work is fractional, like the fractional sales executives he provides to a particular niche in the US. That niche is B2B SaaS tech companies. On this episode of The Next 100 Days Podcast, we discover a truly amazing individual, whose talents extend way beyond his subject specialism. Listen and watch to discover more about Mike Malloy.



Mike spoke to us from Rye, New Hampshire where he was visiting family, but he normally resides in Lewis, Delaware (perilously close to where their President spends the majority of his time).





Summary of the Podcast

An Introduction



* Mike introduced fractional sales executives as experienced professionals who work part-time for multiple companies.

* These sales people provide temporary expertise to help businesses scale their sales processes.

* Mike's company matches experienced sales executives with growing B2B SaaS companies.

* He does this through an assessment of their sales systems and needs.



His Fractional Sales Executives



* His Executives commit 5-10 hours weekly for 3-6 months on a flexible budget.

* Mike has vetted over 249 executives with diverse backgrounds to suit various company needs.

* Candidates undergo screening for skills, experience and cultural fit before recommendations to clients.



Measuring Success is Like



* Executives provide training, processes and introductions while CEOs oversee growth.

* Success is tracked through qualified leads, appointments, wins and time from first contact to payment.

* Velocities through the funnel indicate where bottlenecks may exist.



The Future is Fractional Sales Executives



* Fractional work was presented as the future, allowing experts to work flexibly across industries while entrepreneurs access affordable expertise.

* International opportunities also exist to expand client bases.

* Fractional sales executives were deemed a cost-effective means for companies to access experienced help and expand more quickly than funding full-time staff.

* Opportunities also exist to introduce this model across borders.



Clips from the Podcast

Outtake - Research, or the Lack of it!

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-Preamble.mp4



 

Mike is Relentlessly Generous When Offering Fractional Sales Executives

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-Relentlessly-Generous.mp4



 

The Future of Work is Fractional

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-The-Future-of-Work-is-Fractional.mp4



 

What Does Malloy Industries Do?

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-Whats-the-Process.mp4



 

Sales Scaleability

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-Sales-Scaleability.mp4



 

Who Makes a Good Fractional Sales Executive?

https://thenext100days.org/wp-content/uploads/2024/04/Mike-Malloy-Productive-People.mp4

Leadership & Culture

Shane Michael Hatton is a 2x Author and global expert on Leadership & Culture.







He has spent the last decade developing remarkable leaders and teams by helping them connect, and collaborate more effectively. Shane has been published in the Harvard Business Review, Forbes, The Australian, HRD, and CEO World, among other publications.



What's interesting is he has moved to the UK, lives in Notting Hill currently, and is attracting new clients. He is another Jenny Stilwell introduction. She knows everyone, hence the Harry Pilkington joke to introduce him!





Summary of the Podcast



* It's all about leadership & culture!

* Graham and Kevin discuss culture and leadership with their guest Shane Hatton.

* Shane explains how culture exists whenever people come together and is shaped by behaviours over time.

* Leaders must align teams around shared goals while respecting individual differences.



Clips from the Podcast

An Eclectic Background

https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Background.mp4

Why Invite Shane to Your Business?

We're all basket cases to a point...!



https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Why-Invite-Him-In.mp4



 

Remarkable Leaders - Created Here!

https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Remarkable-Leaders.mp4



 

An Interesting Time With Leadership & Culture

https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Leadesrhsip-Right-Now.mp4



 

Is Diversity Equity & Inclusion Driving You Nuts Too?

What is DEI?



https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-DEI-Heaven-Help-Us.mp4



 

Helps You Get The Culture You Want

BOOK: Let's Talk Culture



https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Lets-Talk-Culture.mp4



 

Challenge Your Cultural Norms

https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Core-Culture.mp4

Shane Hatton Leaves This Testimonial for The Next 100 Days Podcast

https://thenext100days.org/wp-content/uploads/2024/04/Shane-Hatton-Testimonial.mp4



 

Contact Shane M Hatton





 

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith





Graham is "The High Net Worth Data Guy" who founded Finely Fettled to help business owners and marketers market to affluent and high-net-worth customers.  Now get all-inclusive affluent direct mail campaigns combining A lister copy, design, print and postage for £599+vat,

Yavica

Yavica provides visionary real estate companies with a platform to innovate the industry. This week's guest is David Oates, who is now Chief Revenue Officer of Yavica. He has a particular passion for the Commercial Real Estate market. David is focused on helping propetech companies achieve their goals and create sustainable growth.









Summary of the Podcast

Introductions



* David joins the podcast to discuss Yavica's commercial real estate software.

* He explains the industry challenges with legacy systems as Graham and Kevin question him.



Commercial real estate software systems



* David outlines the real estate lifecycle and how property management systems help with financial processes like leasing, payments and accounting.

* Legacy systems are inflexible while Yavica integrates with Microsoft Dynamics.



Yavica and disruptive technology



* By integrating Dynamics, Yavica aims to disrupt legacy providers and future-proof clients.

* Growth relies on referrals but David wants accelerated strategies as competitors slowly adapt.



Future opportunities with AI



* David believes AI can streamline implementations by configuring processes automatically.

* Graham challenges shrinking deployment times to undermine arguments against rapid changes.



Marketing strategy difficulties



* Graham advocates segmented campaigns around cost-savings and profits to convince decision-makers.

* David admits reliance on referrals and seeks radical plans to identify visionary clients.



Transforming business processes



* David explains implementations analyse each process and map workflows into the new system.

* Streamlining yields long-term savings but slows deployments, hampering disruptive potential.



Implementation challenges and time savings



* David argues processes are complex while Graham targets "Doris and Mavis."

* Kevin recalls streamlining a firm's processes through a shared service.

* David ponders AI-aided rapid transformations.



Conclusion and next steps



* Graham urges David to aggressively solve the problem of long deployment times with a "samurai squad."

* David is energised by the challenge to disrupt through radical strategies and tactics.



Clips From the Podcast

Commercial Real Estate

See also Episode 416 - Irwin Boris



https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Commercial-Real-Estate.mp4



 

Yavica - The Real Estate Skin for Microsoft Dynamics

https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Skin-for-Microsoft-Dynamics.mp4



Let's Keep This Simple

https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Simplified.mp4



 

Long Sales Cycles

https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Long-Sales-Cycles.mp4



 

Graham's Magic Wand

https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Grahams-Magic-Wand.mp4



 

Samurai

a href="https://thenext100days.org/wp-content/uploads/2024/03/David-Oates-Grahams...

London DE

London DE is the UK's leading supplier of certified diamonds, emeralds, rubies, sapphires and other coloured gemstones. The company is led by founder Phil Spencer, this week's guest on The Next 100 Days Podcast.









Summary of the Podcast

Introduction to London DE and its Founder Philip Spencer



* Philip Spencer introduced London DE, the fine jewellery and gold trading company he runs.

* He discussed his background in the Royal Navy.

* Phil shared how he became interested in gemstones, leading him to found London DE over a decade ago based in London, Dubai and Colombia.



London DE's ethical gold and gemstone sourcing 



* Phil Spencer discussed London DE's ethical sourcing directly from mines in Colombia, ensuring fair pay and conditions for workers.

* He emphasised transparency in their supply chain from origin to sale.



London DE's expansion plans and investment opportunities 



* Phil outlined London DE's plans to expand to the US, Southeast Asia and launch new brands and platforms.

* He described investment opportunities like loan notes that provide secure monthly returns to fund their diversification across jewellery, gold and gemstone markets globally.



Due diligence on London DE and evaluating investment risk



* The discussion evaluated London DE's strong experience and relationships mitigating investment risk.

* While returns seemed promising, diligence was emphasised given the sector's complexities and bad actors.

* Phil assured protections like asset-backed funding and diversification of revenues and markets.



Clips From the Podcast

Phil is a Royal Navy Reservist

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Royal-Navy-Reservist.mp4



Why Phil's Office on Hatton Garden is Sort of Famous!

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Hatton-Garden-Heist.mp4



 

How Phil Got Started

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-How-Phil-Got-Started.mp4



 

Columbian Emeralds

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Columbian-Emeralds.mp4



 

Mine to Market

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Mine-to-Market.mp4



 

Ethical Credentials

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Ethical-Credentials.mp4



 

Loan Note - What Should an Investor Consider?

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-Why-Should-an-Investor-Invest-in-their-Loan-Note.mp4



 

Are All Stones Created Equal?

https://thenext100days.org/wp-content/uploads/2024/03/Phil-Spencer-All-Stones-Created-Equal.mp4



 

Risk Exposure

The Gift Mindset

Renee Giarrusso, who leads RG Dynamics, wrote The Gift Mindset and is this week's guest on The Next 100 Days Podcast.









Summary of the Podcast

Introduction



* Renee discusses the importance of emotional intelligence and human connection in a digital world.

* It was the evening for her, and she'd just spoken on this topic to a hospital's management team.



Emotional intelligence and connection 



* Renee discusses bringing the human element back into a digital world.

* Remote work is increasing, and younger generations prefer it, so emotional intelligence is crucial.



The Gift Mindset approach



* Renee explains The Gift Mindset book

* This approach finds lessons in challenges.

* It helps others, including difficult people, by having them become gift-givers of lessons.

* The book contains 12 related "gifts" like curiosity.

* Success comes from embedded, not fleeting, changes.



Limitless leadership and growth



* Limitless Leadership was Renee's first book.

* Renee's first book outlines expanding from technical skills to managing others and leading leaders.

* Growth requires constant learning, unlearning, and relearning to stay fit in the future, like when the pandemic required a remote approach.



Future plans and opportunities



* Renee is looking for international expansion, especially in the US and the UK.

* She explores new programs on emotional clearing and a debating game fostering appreciation of diverse views.

* Connecting people globally energise through a new platform.



Closing remarks



* Graham and Kevin thanked Renee and expressed interest in her resources and future work.

* Renee offers to send materials and stay connected through potential return appearances.



Applying gratitude to challenges



* Graham reflects on an unsuccessful business and unlearned lessons, finding Renee's approach helpful.

* Her openness about difficulties like IVF inspires clients to appreciate diverse ideas and perspectives.



Clips from the Podcast

Renee & Renata

It was actually Renee and Renato! December 1982.



https://thenext100days.org/wp-content/uploads/2024/03/Renee-Giarrusso-Warm-Up.mp4

Just Back From The Hospital

https://thenext100days.org/wp-content/uploads/2024/03/Renee-Giarrusso-Trip-to-the-Hospital.mp4



 

Emotional Intelligence

https://thenext100days.org/wp-content/uploads/2024/03/Renee-Giarrusso-Emotional-Intelligence.mp4



 

Maxme

Ren Sguario (pronounced Squar-io) is the founder and CEO of Maxme, who are leading the charge to upskill people for the future of work.









Summary of the Podcast

Introduction to Maxme



* Ren discusses how her company MaxMe focuses on developing self-awareness as the foundation for emotional intelligence and human skills training.

* She emphasises understanding one's strengths and weaknesses to maximise potential.



MaxMe approach to skills development 



* Ren explains MaxMe's hybrid learning model using gamified tech and human coaching to scale skills development affordably.

* Self-paced learning alone proves ineffective, so MaxMe injects social elements and accountability.



Building high-performing teams through understanding strengths



* Ren stresses understanding one's strengths and leveraging diversity of strengths in teams yields far better results than forcing weaknesses into strengths.

* This allows focusing energy most productively.



Expanding globally with a focus on India



* Ren expresses passion for India's potential.

* Her aim is to establish MaxMe there to develop crucial human skills she observes lacking despite capabilities.

* India's growing influence demands this for sustainable success.



Changing workplace culture through emotional intelligence 



* Ren argues traditional diversity training proves ineffective and culture changes occur when all demonstrate emotional intelligence.

* Instead, she encourages accepting different perspectives respectfully and without bias.

* MaxMe culture-shifts this way.



Recap and next steps



* Graham and Kevin appreciate Ren's insights and MaxMe's mission.

* Ren thanks them for the engaging discussion and for spreading MaxMe's message of empowering human potential through understanding oneself and collaborating complementarily.



Clips from the Podcast

It's Never Too Late!

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-Never-Too-Late.mp4

AI & Human Skills

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-AI-and-Human-Skills.mp4

Traditional Training Methods is Failing

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-Upskilling-the-Masses.mp4

Self Awareness

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-Self-Awareness.mp4



 

Product Market Fit Secrets

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-Product-Market-Fit.mp4

What is Culture?

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-What-is-Culture.mp4



 

Testimonial from Ren

https://thenext100days.org/wp-content/uploads/2024/03/Renata-Sguario-Testimonial.mp4

Contact Maxme

Visit: Maxme



The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith