Couverture de Higgle: The B2B Sales Club

Higgle: The B2B Sales Club

Higgle: The B2B Sales Club

De : Mike Lander
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 This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, Sales Negotiations and difficult Procurement discussions. It's all about helping you win more deals, and hitting your sales quota. We talk to sales leaders, brand leaders and procurement leaders about lessons learnt on their journey to win more sales deals and get better negotiated outcomes. The podcast is hosted by Mike Lander, an ex procurement director and entrepreneur, talking to guests about their experiences - the good, the bad and the ugly. Please subscribe to get updates when new episodes are released. Direction Economie Management et direction
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    • The Psychology Behind High-Stakes Decisions: Lessons from the CIA with Mike Mears, Part 2

      The Psychology Behind High-Stakes Decisions: Lessons from the CIA with Mike Mears, Part 2
      Feb 23 2026
      Can you believe that small moments of trust and safety matter more than any sales technique? In this second of two parts with Mike Mears, we shift the focus directly into sales, leadership, and the psychology behind real influence. We explore what Mike has learned throughout his career, including why one-way communication fails and how dialogue reveals what leaders often miss. The discussion quickly moves into how assumptions quietly damage sales performance, why curiosity consistently outperforms pressure, and how traits can shape success in sales. As the episode continues, we get into the path of safety, trust, clarity, and challenge, plus why skipping any step undermines everything that follows. We unpack social pain, how easily it's triggered, and why the brain remembers it longer than physical injury. Mike explains why trust is fragile, how consistency outweighs charisma, and how even small facial expressions can create lasting damage. Mike leaves us by talking about how steady course correction beats dramatic intervention when it comes to motivating teams and driving growth. Topics covered during this episode include: How short, focused messaging followed by dialogue creates stronger organizational alignment.What employee involvement reveals about decision-making, ownership, and long-term performance.How leadership behaviours directly influence sales environments.Why making assumptions about sales performance shortcuts understanding and limits improvement.How curiosity functions as a skill that can be developed rather than a fixed trait.What safety, trust, clarity, and challenge look like as a natural psychological sequence.How unfairness, exclusion, or uncertainty can instantly derail productive sales conversations.The importance of avoiding unintentional social pain in everyday customer interactions.How small gestures, consistency, and "free gifts" establish psychological safety and trust.What reciprocity reveals about human behaviour across psychology and anthropology.Why trust depends on credibility, reliability, intimacy, and minimized self-interest.How subtle facial expressions can damage trust long after the moment passes.Why visual storytelling and metaphors make messages more memorable. Uncover the unseen forces influencing trust, motivation, and performance in this episode! Mike Mears on LinkedIn: https://www.linkedin.com/in/mike-mears-leadership-theoretician-4627a889/ The Check-in Cheat Code: https://piscari.com/wp-content/uploads/2026/01/Checkin-Cheat-Sheet.pdf The 15 Powerful Intrinsic Rewards: https://piscari.com/wp-content/uploads/2026/01/Intrinsic-Rewards.pdf
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      29 min
    • The Psychology Behind High-Stakes Decisions: Lessons from the CIA with Mike Mears, Part 1

      The Psychology Behind High-Stakes Decisions: Lessons from the CIA with Mike Mears, Part 1
      Feb 16 2026
      How do trust, certainty, and human behaviour decide outcomes when the stakes are extreme? In this first part of a two-part conversation, I'm welcoming Mike Mears, a former Chief of Human Capital at the CIA, to explore the hidden mechanics of leadership and human behaviour under immense pressure. We start with his unlikely path from West Point and Harvard Business School into covert intelligence work, and how that experience exposes patterns most people never get to see. From working undercover in dangerous environments to later building the CIA Leadership Academy, Mike shares stories that reveal how trust, fear, and certainty quietly drive human decisions before logic enters the picture. We examine how leaders influence behaviour when authority alone doesn't work, and why clarity matters more than motivation. Mike explains how the CIA studies cognitive bias, uncertainty, and insight moments in the brain, along with why those discoveries matter far beyond espionage. We also look into how certainty is created, why people hesitate even when solutions look obvious, and how small behaviours can shift outcomes in high-stakes situations. Topics covered during this episode include: How covert and overt roles inside the CIA create radically different leadership pressures.What operating in "denied areas" reveals about stress, risk, and decision-making under threat.Mike's transition into building the CIA Leadership Academy from first principles of human nature.How leadership training shifts when behaviours replace abstract values and traits.The importance of psychological safety as the foundation for trust and clarity.How cognitive bias influences judgment, even among highly trained intelligence analysts.The recruiting cycle of spotting, assessing, developing, and recruiting human assets.Why relationship development matters more than persuasion in high-risk commitments.How insight moments form in the brain outside logical, analytical thinking.Why certainty reduces perceived threat and unlocks forward movement.How reciprocity builds trust through consistent, meaningful exchanges.The limitations of traditional leadership levers like metrics and authority.Why simple human needs quietly mould engagement, motivation, and commitment. Listen now to explore how certainty and trust influence outcomes long before logic does! Mike Mears on LinkedIn: https://www.linkedin.com/in/mike-mears-leadership-theoretician-4627a889/ The Check-in Cheat Code: https://piscari.com/wp-content/uploads/2026/01/Checkin-Cheat-Sheet.pdf The 15 Powerful Intrinsic Rewards: https://piscari.com/wp-content/uploads/2026/01/Intrinsic-Rewards.pdf
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      34 min
    • Why Sales-Ready Leads Are No Longer Enough with Freya Ward

      Why Sales-Ready Leads Are No Longer Enough with Freya Ward
      Feb 9 2026
      Why is mass personalization with AI actually making it harder to win deals? I sit down with Freya Ward, Associate Managing Director at Headley Media, for her second appearance on the show to unpack how the B2B buying journey has fundamentally changed...and why so many sales strategies are now misaligned with reality. We dig into the shift toward long, independent research cycles and the rise of "hidden buyers" who shape decisions without ever speaking to sales. We explore why awareness, familiarity, and internal justification matter more than pushing for sales-ready leads, especially when buying committees are larger, risk-averse, and under pressure to justify decisions internally. We also get into the impact of AI, personalization, and data on trust. We examine why mass personalization often backfires, how buyer fatigue is quietly eroding confidence, and why more content doesn't always mean more influence. Freya breaks down the differences between first-party and zero-party data, how explicit intent changes engagement, and why true personalization still requires human effort. Topics covered during this episode include: The shift toward buyers completing most research independently before engaging sales teams.How elongated buying cycles now stretch from months into years for complex B2B purchases.Why hidden buyers like procurement, finance, legal, and HR influence decisions earlier.The growing size and complexity of B2B buying committees and internal decision dynamics.How trust and brand familiarity reduce perceived risk during internal justification stages.Why sales and marketing alignment becomes essential in modern buying environments.How AI enables scale but often creates noise instead of meaningful personalization.The erosion of buyer confidence caused by overwhelming content and generic outreach.What first-party data really represents in a remote, multi-device buying world.Why zero-party data provides clearer intent through explicit buyer-provided information.The role of content in supporting buyers during long research and evaluation phases.How ecosystem-based selling gains advantage through shared relationships and alignment.The importance of multi-channel presence across calls, email, social, and communities. Listen now to uncover what's quietly shaping buying decisions long before sales ever gets involved! Freya Ward on LinkedIn: https://www.linkedin.com/in/freya-ward/
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      31 min
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