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The Sales Syndicate Podcast

The Sales Syndicate Podcast

By Selligence

Welcome to The Sales Syndicate Podcast, brought to you by Selligence. Hosted by Ellis Campbell, Head of Enterprise Sales, Nic Biffen, Head of Sales, and Jamie Pagan, Demand Gen Manager, we interview leaders, experts, and entrepreneurs in the B2B industry. From tips and tricks, to hacks and methodology, you will understand what it takes to create a predictable pipeline of target smashing revenue.
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14: What are Sales Triggers and why you need to be tracking them: Part 4, Growth Revealed with Nic Biffen
14: What are Sales Triggers and why you need to be tracking them: Part 4, Growth Revealed with Nic Biffen
Welcome to our 14th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series. The pair run through Growth Revealed Sales Triggers. Although these tend to be retrospective, these event triggers can demonstrate where recent spend has been allocated – which offers insight into the company’s focus and where they will likely centre their future development plans.
06:52
January 30, 2023
13: What are Sales Triggers and why you need to be tracking them: Part 3, New Offices with Nic Biffen
13: What are Sales Triggers and why you need to be tracking them: Part 3, New Offices with Nic Biffen
Welcome to our 13th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series. This week, the pair run through New Office Sales Triggers. One of the most visible signs that a company is in spending mode, a new location can only spell growth and budget for the company in question.
27:10
January 23, 2023
12: What are Sales Triggers and why you need to be tracking them: Part 2, Expansion Plans with Nic Biffen
12: What are Sales Triggers and why you need to be tracking them: Part 2, Expansion Plans with Nic Biffen
Welcome to our 12th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series. This week, the pair talk through Expansion Plans. A company announcing their scaling plans is a good indicator of them being in buying mode and looking to develop and/or improve outbound performance. This could mean a team might soon need to consider a new sales enablement software, HR system, Marketing automation software, B2B data enrichment platform, version control system etc., or similar.
28:48
January 16, 2023
11: The benefits of transitioning between functions and roles with Laura Scott-Davies @ CloudCall
11: The benefits of transitioning between functions and roles with Laura Scott-Davies @ CloudCall
Welcome to our 11th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Laura Scott-Davies from CloudCall to chat about the benefits of transitioning between functions and roles. Over the course of her career, Laura has worked across Sales, Customer Success, Marketing, and Partnership functions, which has allowed her to gain a broad range of skills and learnings. Laura touches on the pros and cons of moving between roles, the key skills you can take from one role to the next, as well as sharing some valuable tips for new graduates that might be thinking about next steps.
39:39
January 09, 2023
10: What are Sales Triggers and why you need to be tracking them: Part 1, Funding Rounds with Nic Biffen
10: What are Sales Triggers and why you need to be tracking them: Part 1, Funding Rounds with Nic Biffen
Welcome to our 10th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen, Head of Sales at Selligence, to kick off a new mini-series focusing on Sales Triggers. In this mini-series of podcasts, we will be running through a full deep dive of Sales Triggers, covering what they are, why you need to be tracking them, and of course how you can track them. First up, it's Funding Rounds. Any company with a big injection of cash will likely next look to improve their services or support their growth aspirations. A big funding round offers opportunity for a company to scale headcount, buy new software, upscale and upskill performance and capabilities. Within this episode, we also cover: Debt Financing – this is a means of raising money through the method of borrowing. The money will be returned to lenders at a later date, but gives a company cash to invest in solutions they need right now. Credit Facility – this is a type of pre-approved loan allowing a company to borrow money on an ongoing basis, over a long timeframe. Crowdfunding – this is when a company raises a large amount of money from a large number of people, giving start-ups and scale-ups access to alternative funding. Typically each individual invests a small amount of money via an online platform. Venture Funding – also known as venture capital, is a type of private equity, usually only provided to early-stage organisations with high growth potential. Grant – this is essentially a gift, a fund of money given to a company, with no expectation of a later pay-back. They are usually granted by charitable organisations or public bodies to support a cause (such as research etc.), or acknowledge an achievement (such as ESG developments etc).
27:27
January 04, 2023
9: How open communication between Sales and Marketing teams benefits everyone, with Kristen Hoffman @ NetLine Corp.
9: How open communication between Sales and Marketing teams benefits everyone, with Kristen Hoffman @ NetLine Corp.
Welcome to our 9th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Kristen Hoffman at NetLine Corp to chat about how open communication between Sales and Marketing teams can benefit companies. Over the course of her career, Kristen has always been a big advocate in building communication channels between Sales and Marketing teams, as well as learning from one another.
42:41
December 26, 2022
8: Pre-Christmas Personal Branding Prep with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo
8: Pre-Christmas Personal Branding Prep with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo
Welcome to our 8th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo to talk about what sales reps could be doing before Christmas with their personal branding efforts. Aaron talks through some actionable tasks that reps could tackle this side of the New Year, the importance of prior planning, and his approach to LinkedIn activity over the festive period.
33:49
December 19, 2022
7: Client success is sales: Debunking 'CS' misconceptions with Katie Savino, Global Director of Client Success @ Selligence
7: Client success is sales: Debunking 'CS' misconceptions with Katie Savino, Global Director of Client Success @ Selligence
Welcome to our 7th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing @selligence sits down with Katie Savino, Global Director of Client Sucess @selligence to talk about how client success is more similar to sales that it might seem.  Katie takes us through the main similarities and differences between client success and sales, touching on how it's far more proactive than reactive. During the episode, they also discuss ideal reporting structures, team expectancies, and tips for hiring into client success.
28:58
December 12, 2022
6: The ins and outs of international selling with Thomas Sutton, Director of Global Strategic Accounts @ NCC Group
6: The ins and outs of international selling with Thomas Sutton, Director of Global Strategic Accounts @ NCC Group
Welcome to our 6th episode of The Sales Syndicate. In this episode, Ellis Campbell, Head of Enterprise Sales @selligence sits down with Thomas Sutton, Director of Global Strategic Accounts at NCC Group to talk about the ins and outs of international selling. Thomas gives us a rundown of his experience having moved to America to head up Global Strategic Accounts, as part of which he sells prodominently across the US. As a brit currently working in the US, and having sold across the globe with NCC Group for more than 10 years, Thomas shares valuables lessons learned and advice.
45:41
December 05, 2022
5: Getting started with personal branding and social selling: A how to guide with Sean Anderson, Co-Founder & CEO @ Hoxo
5: Getting started with personal branding and social selling: A how to guide with Sean Anderson, Co-Founder & CEO @ Hoxo
Welcome to our 5th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager @Selligence, sits down with Sean Anderson, Co-Founder and CEO @ Hoxo, to understand the best way to get started with personal branding and social selling. Sean shares an actionable 4-step process that will help you actively start working on personal branding and social selling. As part of this discussion, Sean also shares real world examples that have followed the exact same process off the back of working with the team @ Hoxo
52:01
November 28, 2022
4: Demystifying personal branding and social selling with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ Hoxo
4: Demystifying personal branding and social selling with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ Hoxo
Welcome to our 4th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager  @Selligence , sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ Hoxo, to chat about personal branding and social selling. Aaron shares the story of how he came to work for Hoxo, and in doing so has built his personal brand. He covers the principals behind personal branding, the benefits, and his vision for the future of sales in 2023 and beyond.
54:20
November 21, 2022
3: Chatting channel & partnership sales with Alex Whitford, VP of Partners and Operations @Channext ​
3: Chatting channel & partnership sales with Alex Whitford, VP of Partners and Operations @Channext ​
Welcome to the 3rd installment of The Sales Syndicate. In this episode, Ellis Campbell sits down with Alex Whitford, VP of Partners and Operations  @Channext  to talk about his background in channel and partnerships sales. Having met one another in their very first sales training session more than 8 years ago, Ellis and Alex chat about everything from the benefits of channel and partnership sales, why salespeople should consider it as a career path, and crucially, how to get started.
34:20
November 14, 2022
2: Cold calling tactics that never fail with Ellis Campbell, Head of Enterprise, & Nic Biffen, Head of Sales, @Selligence
2: Cold calling tactics that never fail with Ellis Campbell, Head of Enterprise, & Nic Biffen, Head of Sales, @Selligence
In this episode, Ellis Campbell, Head of Enterprise Sales, sits down with Nic Biffen, Head of Sales, at Selligence, to chat about cold calling tactics that have stood the test of time. Ellis and Nic share stories of techniques that have worked well over the course of their careers, delve into the opinion that cold calling is 'dead', and provide actionable tips and tricks that can be easily brought into your existing workflow.
29:25
November 04, 2022
1: Q4 Anxiety: How to manage your pipeline with Ellis Campbell, Head of Enterprise @Selligence
1: Q4 Anxiety: How to manage your pipeline with Ellis Campbell, Head of Enterprise @Selligence
In this episode, Max Mitcham sits down with Ellis Campbell, Head of Enterprise at Selligence, to chat about Q4 anxiety, and how to manage your pipeline to finish the year strong. Max and Ellis dig into the importance of preparation ahead of Q4, how closing over the Christmas period differs from the rest of the year, going for the quick win or playing the long gam, and the best questions to ask prospects to better understand deal structures and pipeline.
37:00
October 26, 2022
0: Introducing The Sales Syndicate, the B2B podcast for predictable pipeline
0: Introducing The Sales Syndicate, the B2B podcast for predictable pipeline
Welcome to The Sales Syndicate Podcast, brought to you by Selligence, and hosted by Max Mitcham, VP of Sales.
00:30
October 20, 2022