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The Next 100 Days Podcast

The Next 100 Days Podcast

De : Kevin Appleby & Graham Arrowsmith
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The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.Copyright 2026 Kevin Appleby & Graham Arrowsmith Direction Economie Finances privées Management Management et direction
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  • #534 - Abel Prieto - inCruises

    #534 - Abel Prieto - inCruises
    Jul 17 2026
    Abel Prieto joins The Next 100 Days podcast to discuss InCruises as a side gig opportunity and its business model.Summary of the PodcastKey TakeawaysUnique Membership Model: InCruises doubles members' monthly contributions (e.g., $100 → $200) into "Reward Points" for travel, forcing savings and guaranteeing a minimum 25% discount on bookings.Strategic Growth Engine: The affiliate model is a key driver for cruise lines, as 75% of InCruises' travelers are first-time cruisers—a market segment the lines struggle to reach directly.Significant Income Potential: The UK market is largely untapped. A mid-level goal of building a team generating ~$250k/month in sales yields a personal income of ~$50k/month (~£38k).Watertight Affiliate Tracking: The referral-link-only sign-up process prevents commission loss, a common problem with cookie-based affiliate programs.The InCruises Business ModelInCruises (corp. name: InGroup) is a travel club founded in 2016 by Frank Codina. Abel was onboarded as a Communications expert.Membership Tiers:Member: Pays a monthly fee (e.g., $100 or $250) which the company matches 100% in "Reward Points."Example: A $2,000 cruise costs the member $1,000 in cash and $1,000 in company-matched points, representing a 50% total value.Guaranteed Savings:Using Points: 25% minimum discount.Using Cash (Insider Pricing): 17% minimum discount.Key Rule: Points are for travel only and are non-refundable, ensuring members use them for vacations. They are transferable upon death.Partner: An affiliate who sells memberships.Partner Member: Both a paying member and an active affiliate.Company Profitability:Wholesale Pricing: InCruises buys travel inventory at wholesale rates.Commissions: Earns commissions from cruise lines on bookings.Unused Points: Profits from points that are never redeemed.Market & OpportunityGrowth:Sales: $350M in 2023.Customers: 750k+ travelers.Inventory: 21k+ cruises, 430k+ hotels, 350k+ tours.Untapped Markets: The UK and Europe are largely unpenetrated, offering significant growth potential.Demographic Shift: Cruising is attracting a younger audience with more diverse offerings (e.g., Virgin Cruises, onboard activities), expanding the market beyond traditional demographics.Building a Business with InCruisesAffiliate Model: Partners sell memberships, not individual travel bookings.Income Potential (UK Context):Mid-Level Goal: Generate ~$250k/month in team sales.Required Team: ~500–1,000 paying members.Resulting Personal Income: ~$50k/month (~£38k).Graham's Initial Strategy:Initial Test: A careers fair booth with a costumed "stewardess" (Karina) and leaflets to gauge interest.Target Audience: Affluent individuals (45+) who can afford the monthly membership.Leverage Existing Assets: Use the "finelyfettled" database of 278k cruise-takers for targeted outreach.Future Innovation: Develop an AI-powered "core agent" to provide personalised travel recommendations, adding value beyond the standard platform. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs. Through his https://upperdeck.cruises website, Graham introduces people to inCruises. Become a member today by clicking hereKevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
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    57 min
  • #533 Shalece Daniels - Rest Tech

    #533 Shalece Daniels - Rest Tech
    Jul 10 2026
    Rest Tech innovator Shalece Daniels previously built and operated a seven-figure real estate investment and property management firm, coached multiple seven-figure businesses on scaling, then stepped fully into her zone of genius as an executive rest coach. Shalece created FLOW, an AI rest-tech assistant for organisations, and delivers corporate rest workshops that upgrade meeting norms, cut decision fatigue, and protect recovery time.Summary of PodcastKey Takeaways90-Second Reset: Emotions metabolise in 90 seconds. Shalece's method uses specific tools (e.g., Mind Fold, bubble-blowing) to reset the nervous system from "fight or flight" to "rest and digest," enabling clearer thinking.Data-Driven Proof: A smart ring tracks Key Relaxation Indicators (KRIs) like heart rate and HRV. This anonymised data proves the program's effectiveness to corporate clients, overcoming a key sales hurdle.Referral-Based Growth: The business grew from personal burnout and a Costa Rica sabbatical. Referrals from initial clients and a vocal advisory board were the primary drivers for landing larger corporate contracts.Respectful Disagreement: A discussion on DEI and immigration highlighted how personal experience shapes perspective, reinforcing the need for tools to manage emotional triggers and maintain respectful dialogue.The Problem: Nervous System OverwhelmHigh-pressure work environments keep leaders in a "fight or flight" (sympathetic) state, which impairs decision-making.The goal is to shift into the "rest and digest" (parasympathetic) state, creating the mental space for clear, strategic thinking.The Solution: 90-Second Reset TechniquesThe method is based on Dr. Jill Bolte-Taylor's research: emotions metabolise in 90 seconds.Key Tools & Rationale:Mind Fold: An eye mask that blocks light while eyes remain open. The brain's confusion triggers an automatic reset.Bubble Blowing: Exhaling longer than inhaling activates the vagus nerve, lowering heart rate and inducing calm.Acupressure Wristband: Stimulates the P6 nerve to reduce anxiety.Foot Roller: Activates nerve endings in the feet for discreet, bottom-up grounding.Personalised Approach: The method is tailored to the individual ("N=1"), requiring participants to find the 1–3 tools that work best for their nervous system.Proving Effectiveness with "Rest Tech"Key Relaxation Indicators (KRIs): A smart ring tracks vital signs (e.g., heart rate, HRV) to provide objective data.Corporate Dashboard: Anonymised data from all participants is aggregated into a dashboard.Why it matters: This data-driven proof overcomes the "how do I know it works?" question from corporate clients, enabling the program's sale and adoption.Business Growth & Client AcquisitionOrigin: The method was developed after Shalece experienced burnout and took a sabbatical in Costa Rica.Initial Growth: Spread organically through referrals from a personal network who noticed a positive change.Scaling: A vocal advisory board and speaking engagements helped attract larger corporate clients.Program Delivery: Includes a physical kit, video exercises via QR code, and a tiered service model.Broader Application: Managing Triggers in DialogueA discussion on DEI and immigration highlighted how personal experience shapes perspective.Key Insight: Acknowledging that everyone is "triggered" by different inputs underscores the value of having tools to manage emotional responses and maintain respectful dialogue.The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs.Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
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    50 min
  • #532 Mark Sherwood Edwards - Sales Side Lawyer

    #532 Mark Sherwood Edwards - Sales Side Lawyer
    Jul 3 2026
    Mark Sherwood Edwards is the Sales Side Lawyer. This podcast is all about having a sales-centric approach to legal contracting.Summary of PodcastKey TakeawaysProblem: ~50% of deals die in contracting, often due to lawyers acting as a "Department for Sales Prevention" and triggering buyer anxiety.Solution: Treat legal risk as a price point. Frame buyer requests (e.g., for unlimited liability) as commercial choices that increase the price, shifting the negotiation from legal to business.Tactic: Reduce buyer anxiety by offering easy-out clauses (e.g., monthly after 12 months). This builds trust and forces the seller to focus on service quality to retain customers.Goal: Move all deals toward "no-touch" contracting (e.g., click-through T&Cs) to eliminate negotiation friction and speed up deal closure.The Problem: Contracting Kills DealsLawyers often act as a "Department for Sales Prevention," slowing deals and creating friction.The "Spoon" Analogy: Lawyers often make minor, risk-averse changes that alter the deal's structure, even if the core agreement is sound.Key Driver → Buyer Anxiety: The primary obstacle is a buyer's personal risk ("Fear of Messing Up"), not just corporate risk.Why: A long, complex contracting process increases the risk of the deal failing due to external factors (e.g., strategy changes, competitor bids).The Solution: A Sales-Centric Legal ApproachCore Principle: Treat legal risk as a price point.How: Frame buyer requests for increased risk (e.g., unlimited liability) as commercial choices that will increase the price.Why: This shifts the negotiation from a legal debate to a commercial one, where business stakeholders are more reasonable and budget-conscious.The "Sales Side Setup": Prepare for this by stating upfront in proposals that pricing is based on your standard T&Cs and that changes may affect the price.Easy-Out Clauses: Offer flexible termination terms (e.g., monthly after an initial 12-month period).Why: This reduces buyer anxiety and forces the seller to maintain high service quality to retain the customer.Caveat: This approach may not suit deals with high upfront costs (e.g., outsourcing), where a longer lock-in is needed to reach profitability.Practical Tactics for Small BusinessesContracting Spectrum: Classify deals into three types and aim to move all toward "no-touch."No-Touch: Click-through T&Cs (e.g., Google, HubSpot).Low-Touch: Minor negotiations.High-Touch: Significant negotiation.Simplify Contracts:Use plain English and clear headings.For simple deals, use a signed letter of agreement instead of a formal contract.Payment Terms:Goal: Get paid in advance to eliminate the need for legal recovery clauses.Response to Long Terms: Counter with a price increase (e.g., 5%) or remove scope to meet the budget.The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from the UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham also provides an Answer Engine Optimisation solution to get your website in shape to be found by LLMs.Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
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    45 min
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