new biz

Ep. 58  - w/ Dan Allard - Biz Dev Philosophy, Metaspex & The Future of Selling

Questions submitted by: Dan Allard

Connect with Dan on LinkedIn HERE: https://www.linkedin.com/in/danallard/

1. What is your background and your philosophy on sales/biz dev?
2. How do you approach selling the impossible with Metaspex?
3. What's the future of business development?

Three Questions Podcast is a 15-minute podcast where we answer three questions on each episode and spend 5-minutes on each. You submit them, and we research and answer to the best of our ability and perspective. Designed to help you masterfully navigate the eerie canals of this life. Learn, grow, share, adapt.

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Paul is the co-founder of ad agency Mellor&Smith and also started the event series #TakeFuckingRisks as a side hustle - which is now one of the biggest creative events in London.

Support this podcast by buying me a coffee (or 3...)

We covered plenty of ground in this episode!

• Should you specialise or be well rounded
• The state of the advertising industry today
• 89% of ads that people see are forgotten - can you imagine if this was any other industry?
• "As an industry we are fucking terrible at our jobs"
• What do we need to do to fix the industry?
  • First admit there is a problem - although this doesn't serve the industry
  • Having a backbone and standing up to clients
  • Stop being addicted to digital and short termism
  • Stop being fixated on data
  • Make advertising based on what people do rather than what the algorithm says
• Why clients don't trust agencies and what we can do about it
• The public don't trust brands, we need to rebuilt that
• Is the market research and insight industry broken too?
  • Serial focus groupers
  • Get down to the supermarket and see how people actually act
• Why we shouldn't approach B2B differently
  • They are still people, it's just not their money they are spending
  • Any B2B brand using traditional media is going to win
• How do you get clients to take risks?
• Why social media metrics are bullshit
• Is traditional media the most effective
• Is it the fact that the advertising as bad or is traditional media broken?
• Why influencer marketing is a con
• The role of advertising is to get you noticed, not to make sales
• What is "Take Fucking Risks"?
• Why there is a lack of honesty in our industry
• Why we need more trouble makers
• How do you deal with disagreements with clients?
• If you're so good at this, why are you only 11 people?

Links

• Follow Mellor&Smith on Twitter
• Paul's LinkedIn
• Follow me on Twitter

Grey Baker is the co-founder and CEO of Dependabot which is a service that makes it easy for developers to keep the third-party dependencies their code uses up-to-date.

Grey has had an interesting career, starting out at McKinsey to then helping grow GoCardless from 6 to 100 people before embarking on a 7 month cycle tour around the world and then settling back in the UK to build Dependabot to $14k MRR. It wasn't quite as easy as that though! In this episode, we talk about Grey's ups and downs of building a bootstrapped SaaS business, as well as a little bit of insight into his time at GoCardless.

Support this podcast by buying me a coffee (or 3...) ☕

• Dependabot
• Grey's Twitter
• My Twitter

You probably know Brian Halligan as the co-founder and CEO of HubSpot. Or as the person who coined the term ‘inbound marketing’. Brian is one of the B2B world’s most sought-after CEOs. He took HubSpot from a scrappy startup to a profitable (and enduring) public company. He knows what it takes to not only build a great company, but transform an industry in the process.

Support this podcast by buying me a coffee (or 3...) ☕

In our conversation we cover a lot of ground talking all things marketing. We start off with a whistlestop tour of Brian's career and why he started HubSpot, to then getting into the weeds of marketing in 2019.

0:01 - Intro
0:47 - Brian's background and career
2:02 - Why did Brian (and Dharmesh) start HubSpot?
4:00 - How Brian met his co-founder Dharmesh
5:48 - What is the dynamic like between Dharmesh and Brian
7:18 - Do you need to find a co-founder with complimentary skills?
9:19 - How did HubSpot get the early customers? Brians FOB.
10:50 - Was Inbound a thing before they started HubSpot?
11:56 - What is inbound?
13:05 - It's so cheap to start making content these days
13:43 - What was it like introducing a brand new category?
15:51 - Is it still a good strategy to start your own category?
17:25 - Is there marketing buzzword fatigue in 2019
18:33 - The agency partner program - why did HubSpot put so much emphasis on it?
20:36 - Build out an in house team or use agencies?
21:33 - What does the future marketer look like?
22:39 - All marketers should learn how to code
23:33 - Why we're living in a great age for learning
24:28 - The HubSpot Academy. Why did they invest in the acedemy? Give away a lot and use that content to pull people in
25:38 - What are Brian's thoughts on Freemium?
27:30 - You'd be batshit crazy not to use HubSpot
27:47 - What is next for HubSpot?
31:07 - When did HubSpot start to shift to an all-on-one-platform?
33:00 - Adding value to HubSpot instead of competing with tools. "You're either a Hub or a Spoke"
33:58 - How does HubSpot stay agile to compete with smaller companies, or are they trying to work with them?
35:18 - Does inbound marketing still work?
36:47 - Success in marketing is very much the width of your brain, not the width of your wallet.
37:59 - How can new companies use content marketing to grow. It's a quality over quantity game.
40:05 - Why did HubSpot retire the funnel and introduce the flywheel

Scott Brinker Graphic

Twitter: https://twitter.com/jmckinven
Brains's Twitter: https://twitter.com/bhalligan

What's it like being a HubSpot partner? Chris Higgins started his own HubSpot Partner agency called Electric Monk. In this episode we talk to Chris about what it's like being a HubSpot partner and some of the changes we'd love to see HubSpot implement with an open letter to Christopher O'Donnell, the SVP of Product at HubSpot. Not only do we talk about our favourite things about HubSpot and the new features we'd love, but we dive into our thoughts on the Inbound conference and our favourite new tools in the martech space.

Links referenced in this episode:

• HubSpot
• Electric Monk
• Drift
• HyperGrowth
• Inbound
• Right Message
• Wistia
• One, Ten, One-Hundred

In the second episode of the marketing mashup podcast we speak with Matt Webster who is the CEO & Chief Collaborator at MW-W. He's a Creative Sales and Marketing professional. Originally from Sheffield but now living in London and Rio De Janeiro. Matt helps companies and brands of all sizes tell their stories and achieve their long term missions via digital & social media marketing strategy, creative process and business development.

We cover a lot of ground in this conversation, going from talking about Matt’s start in sales in the Pharmaceutical industry, to running his own agency. We also create a new TV show, talk about the best sales techniques and also why we think that Facebook is dying.

Episode 1 of the Marketing Mashup Podcast - Chris Smith.

Chris is a marketing professional who works for B2B marketing agency First Base. Chris loves being on the cutting edge of marketing, utilising the latest technology to bolster marketing efforts. He is also the founder of fitness brand ViviNation, who are using this technology to help build the brand.

Timestamps:
02:00 - Using Google Drive across the board for any agency

10:00 - Why Notion and Dropbox Paper are brilliant

12:00 - Moving into Martech, why Chris loves Drift

16:00 - Using Station as a browser replacement?

18:00 - Why we love and use HubSpot. Is it a cult?

22:00 - The wonder that is Grammarly

26:00 - Why I am a huge fan of video & tools you can use

30:00 - Wistia, Movavi, Lumen5

30:00 - Soapbox

41:00 - Are forms dead?

44:00 - Monzo & their marketing

48:00 - Wrap up