The Growth Workshop Podcast
Jonny Adams & Matt Best will share their 30+ years experience on what growth & revenue acceleration looks like in modern business. With episodes featuring industry leaders, you can hear aspects of leadership, sales, account development and customer success, alongside other critical elements required to build an effective growth engine for your business. Southwestern/Great American, Inc., dba Southwestern Family of Companies, for itself and its related entities and their assigns, reserves and retains all rights to their copyrighted materials and trademarks contained in this podcast.
Mon, April 14, 2025
Episode 15, Part 2 - Leveraging Competency Frameworks for Sales Efficiency with Matt Milligan
In part 2 with Matt Milligan, co-founder of Uhubs, the discussion delves into the differences between software sales and consulting sales, and the need for a consultative approach in both fields. Matt talks about AI in sales processes and the profile of high-performing salespeople. He explains that AI tools can automate significant portions of sales workflows, leading to increased efficiency and performance. The conversation also touches on the evolving role of Chief Revenue Officers (CROs), who need to be data-literate and have strong revenue operations (RevOps) support. Milligan introduces the RISE framework (Revenue Skills, Impactful Behaviours, Strategic Process Execution, Expert Knowledge) as a structured approach to assessing and improving sales capabilities, ultimately driving revenue growth.
Sun, March 30, 2025
Episode 15, Part 1 - Leveraging Competency Frameworks for Sales Efficiency with Matt Milligan
In part 1, Matt Milligan, co-founder of Uhubs, discusses the importance of assessing and benchmarking sales team capabilities to drive performance. He shares insights on the significance of combining technology and consulting services for meaningful business transformation. Matt also highlights the value of having mentors and coaches in both professional and personal development, drawing parallels between business and sports. The conversation touches on the challenges of scaling sales teams and the need for a data-driven approach to performance management.
Thu, March 13, 2025
Episode 14, Part 2 - Driving Career Growth & Wellness: Lessons in Impact from Damien Davis
Damien Davis of ServiceNow continues to share how his personal challenges have shaped his leadership approach and drive for impact. He recounts his journey of overcoming loss, advocating for mental health, and using his experiences to fuel resilience and growth. Damien discusses the power of authenticity in business, the importance of listening to customers, and how organisations can shift from a product-driven to an outcome-driven mindset. He also shares practical tips for building a strong personal brand on LinkedIn and highlights how ServiceNow fosters transparency, employee engagement, and AI-driven business transformation.
Thu, February 27, 2025
Episode 14, Part 1 - Driving Career Growth & Wellness: Lessons in Impact from Damien Davis
In this episode, Damien Davis, a customer success leader at ServiceNow, shares his insights on balancing career growth with personal wellness. He discusses his journey of maintaining healthy habits while managing a demanding executive role, emphasising the importance of sustainable routines and mindset shifts. Damien also highlights how building strong relationships, focusing on personal branding, and leveraging AI-driven solutions to drive impact for both businesses and customers. With a people-first approach, he explains how ServiceNow measures success through NPS, CSAT, and customer value realisation, reinforcing the link between employee engagement and client impact.
Thu, February 13, 2025
Episode 13, Part 2 - Aligning Marketing, Sales, and Customer Success with Teresa Allan
In part 2 of this discussion, Magnus Consulting's Managing Partner Teresa Allan presents a structured framework for aligning your teams against "The 7 P's Framework: Priorities, Planning, Positioning, People, Processes, Platforms, and Performance.” She emphasises the need for unified goals, cross-functional collaboration, and shared ownership of outcomes to overcome common misalignments. By integrating these elements, businesses can achieve measurable improvements in efficiency, customer retention, and revenue growth, fostering a more cohesive and productive working environment.
Thu, January 30, 2025
Episode 13, Part 1 - Aligning Marketing, Sales, and Customer Success with Teresa Allan
In this part 1 of 2 with Teresa Allan, we explore the necessity of integrating marketing, sales and customer success functions to enhance your customer’s experiences and drive growth. Teresa is the Managing Partner at Magnus Consulting and she highlights the shared objectives across these potential siloes and discusses the barriers caused by misaligned goals and misunderstood roles. Teresa shares the importance of collaborative strategies, leadership alignment, and a holistic approach to business metrics to build a unified growth engine.
Tue, January 14, 2025
Episode 12, Part 2 - Driving Business Growth Through Customer-Centric Leadership, with Charlotte Smith
In Part 2, Charlotte Smith shares how her business, Trilogy International, cultivates a customer-focused culture through strategic hiring, hands-on client collaboration, and aligning leadership with long-term goals. Charlotte talks about the importance of clear market boundaries, leveraging data-driven insights, and maintaining focus on core strengths to foster trust and deliver consistent results. Charlotte’s experiences highlight the pitfalls of short-term thinking and the power of intentional leadership to achieve sustainable growth while building a cohesive, client-aligned team.
Mon, December 30, 2024
Episode 12, Part 1 - Driving Business Growth Through Customer-Centric Leadership, with Charlotte Smith
In Part 1, Charlotte Smith draws from her 2 decades of experience, and talks about how you can mobilise your leadership team, aligning KPIs with customer-centric goals, and fostering a culture of expertise and value. Charlotte’s practical frameworks demonstrate how leadership can effectively scale customer-centric initiatives, turning individual contributions into sustainable business growth.
Sun, December 15, 2024
Episode 11, Part 2 - Fears & Foresight of AI Adoption with Athena Peppes
Athena delves into the ethical challenges surrounding AI adoption, outlining 5 crucial areas for consideration: accountability, bias, data privacy, deep fakes, and job impacts. She emphasises the importance of critical thinking when using AI tools and discusses the potential effects on employment, citing examples like Klarna's significant job cuts due to AI efficiencies. Peppes also explores the broader economic implications of AI adoption, highlighting the need for balanced decision-making that considers both growth opportunities and societal impacts, while stressing the importance of understanding and adapting to these technologies at individual and organisational levels.
Thu, November 28, 2024
Episode 11, Part 1 - Fears & Foresight of AI Adoption with Athena Peppes
Futurist and technology trends advisor Athena Peppes discusses the challenges and opportunities of AI adoption in business. She addresses the varying pace of AI integration across industries, emphasising that while some sectors like consumer goods move quickly, others such as pharmaceuticals proceed more cautiously due to regulatory concerns. Athena highlights the importance of understanding AI's potential applications, from enhancing pricing strategies to improving data analysis, while also considering the ethical implications and regulatory landscape that shape its implementation.
Thu, November 14, 2024
Episode 10, Part 2 - The Psychology of Sales Success with Chris Hatfield
In this follow-up episode, we continue our conversation with Chris Hatfield, founder of Sales Psyche. Chris breaks down common myths about motivation, explaining why leaders should focus less on motivating their teams and more on inspiring them. He explores how habits and action can drive motivation, the importance of understanding individual aspirations, and how vulnerability can build trust in leadership. With a mix of practical tools and deep insights, Chris highlights ways to create a productive, growth-oriented environment for both leaders and sales teams.
Wed, October 30, 2024
Episode 10, Part 1 - The Psychology of Sales Success with Chris Hatfield
In this episode we speak with Chris Hatfield, Founder of Sales Psyche and author of The Subconscious Sale . Chris delves into the power of mindset, the impact of self-talk, and the importance of creating a supportive environment. With over 15 years of experience, Chris shares actionable insights on managing stress, building healthy habits, and how shifting perspectives on emotions can enhance both well-being and performance in the sales world.
Bonus · Mon, October 14, 2024
Episode 9 Review - The 5 Principles of Successful Leadership
Matt and Jonny review their 5 leadership principles from lessons learnt from a 20+ year consultancy of over 1,000 clients. These include operational rigor, commercial alignment, and the power of a coaching culture in business leadership. They discuss how leaders can maintain discipline and effectiveness amidst the monotony of routine tasks, while also fostering a strong coaching culture that nurtures growth, and explore how aligning key functions across sales, marketing, HR, and finance can drive success.
Sun, September 29, 2024
Episode 9 - The 5 Principles of Successful Leadership
Jonny and Matt discuss their 5 leadership principles from lessons learnt from a 20+ year consultancy of over 1,000 clients. These include operational rigor, commercial alignment, and the power of a coaching culture in business leadership. They discuss how leaders can maintain discipline and effectiveness amidst the monotony of routine tasks, while also fostering a strong coaching culture that nurtures growth. Drawing on insights from their Roots and Shoots white paper and Patrick Lencioni's The Five Dysfunctions of a Team , they explore how aligning key functions across sales, marketing, HR, and finance can drive success.
Bonus · Sun, September 15, 2024
Episode 8 Review - Client-Centric SaaS: How to Scale, with Chris Regester
We review our conversation with Chris Regester, CCO of PlanHat, who shared his story of an early-stage startup transforming into a successful global SaaS business. He shared the importance of identifying and nurturing talent, and the power of a client-centric approach in building and scaling a software company. Chris discussed PlanHat's unique focus on post-sale customer management and how bootstrapping shaped their business culture. The conversation offers practical advice on creating value, maintaining profitability, and the critical role of customer objectives in driving business growth.
Thu, August 29, 2024
Episode 8 - Client-Centric SaaS – How to Scale, with Chris Regester
Chris Regester, CCO of PlanHat, shares his story of an early-stage startup transforming into a successful global SaaS business. He shares the importance of identifying and nurturing talent, and the power of a client-centric approach in building and scaling a software company. Chris discusses PlanHat's unique focus on post-sale customer management and how bootstrapping shaped their business culture. The conversation offers practical advice on creating value, maintaining profitability, and the critical role of customer objectives in driving business growth.
Bonus · Wed, August 14, 2024
Episode 7 Review - Connections Before Content: Mike Hohnen’s Leadership Advice for Managing Managers
We look back at our guest, Mike Hohnen, with his extensive experience in management roles and how to manage emotional engagement for effective leadership. He shares tips to foster true employee engagement and insights into creating a more balanced and engaging work environment that values both productivity and strong relationships.
Tue, July 30, 2024
Episode 7 - Connections Before Content: Mike Hohnen’s Leadership Advice for Managing Managers
We explore the balance between a manager’s tasks vs their relationships. We discuss the bias towards productivity that often overshadows the need for genuine interpersonal connections. Our guest Mike Hohnen, with extensive experience in management roles highlights how to manage emotional engagement for effective leadership, and tips to foster true employee engagement. Listeners will gain insights into creating a more balanced and engaging work environment that values both productivity and strong relationships.
Bonus · Sun, July 14, 2024
Episode 6 Review - Centricity in SaaS: Lesley Ronaldson Keeps the Customer First
We recap strategies from Lesley Ronaldson (VP of Sales EMEA at Gong) on the importance of a customer-centric approach to digital transformation for your business, including her experiences and practical tips that you can use to understand customer needs for business success in the digital age.
Thu, June 27, 2024
Episode 6 - Centricity in SaaS: Lesley Ronaldson Keeps the Customer First
We discuss strategies with Lesley Ronaldson (VP of Sales EMEA at Gong) on the importance of a customer-centric approach to digital transformation for your business. She shares her experiences and practical tips that you can use to understand customer needs for business success in the digital age.
Bonus · Thu, June 13, 2024
Episode 5 Review - How To Ask For Referrals with Thomas Coles: Your Network Is Your Net Worth
We’re joined by successful entrepreneur, Thomas Coles, discussing how, and when to ask for referrals for developing your business. 82% of potential clients prefer seeking recommendations from their network over online searches. We talk psychological barriers, building trusted relationship with your network, and the impact this can have in creating opportunities. Who knows what opportunities currently lie in your network.
Thu, May 30, 2024
Episode 5 - How To Ask For Referrals with Thomas Coles: Your Network Is Your Net Worth
We’re joined by successful entrepreneur, Thomas Coles, discussing how, and when to ask for referrals for developing your business. 82% of potential clients prefer seeking recommendations from their network over online searches. We talk psychological barriers, building trusted relationship with your network, and the impact this can have in creating opportunities. Who knows what opportunities currently lie in your network.
Bonus · Tue, May 14, 2024
Episode 4 Review - A Hat-Trick of Unicorns: How Celine Grey Enabled Growth & Scale for 3 Start-Ups
Celine Grey shares her expertise in sales enablement and organisational growth from past businesses. We discuss cultivating consultative relationships with internal stakeholders and customers, the value of well-defined processes, especially in onboarding and team structuring for growth. Celine highlights the critical role of leadership enablement and real-world consequences of neglecting leadership competency, including detrimental impacts on brand reputation, revenue, and employee morale. Overall, Celine's insights provide valuable guidance for organisations seeking to scale up effectively and foster a culture of success through strategic enablement at all levels of the sales organisation.
Mon, April 29, 2024
Episode 4 - A Hat-Trick of Unicorns: How Celine Grey Enabled Growth & Scale for 3 Start-Ups
Celine Grey shares her expertise in sales enablement and organisational growth from past businesses. We discuss cultivating consultative relationships with internal stakeholders and customers, the value of well-defined processes, especially in onboarding and team structuring for growth. Celine highlights the critical role of leadership enablement and real-world consequences of neglecting leadership competency, including detrimental impacts on brand reputation, revenue, and employee morale. Overall, Celine's insights provide valuable guidance for organisations seeking to scale up effectively and foster a culture of success through strategic enablement at all levels of the sales organisation.
Bonus · Sun, April 14, 2024
Episode 3 Review - Tackling Team Culture, with ex-Rugby Star Will Fraser Turned Business Owner
Will Fraser is an ex-Saracens and England Rugby player, who has brought his lessons learned on team dynamics into his business, 100 & First. We explore the importance of fostering strong relationships and understanding within teams to maximise discretionary effort, as well as strategies for unifying disparate departments, such as marketing and sales. We also share insight on the significance of self-reflection, continuous learning, and tangible actions in addressing business challenges and driving growth.
Wed, March 27, 2024
Episode 3 - Tackling Team Culture, with ex-Rugby Star Will Fraser Turned Business Owner
Will Fraser is an ex-Saracens and England Rugby player, who has bought his lesson’s learned on team dynamics into his business, 100 & First. We explore the importance of fostering strong relationships and understanding within teams to maximise discretionary effort, as well as strategies for unifying disparate departments, such as marketing and sales. We also share insight on the significance of self-reflection, continuous learning, and tangible actions in addressing business challenges and driving growth.
Bonus · Thu, March 14, 2024
Episode 2 Review - Control, Influence & Accept (For Now) with Dan Moore
We talk with Dan Moore, author of Control, Influence, and Accept (For Now). Dan shares how the power of constructive self-talk with practical strategies can ensure personal and team growth. This will allow you to stay focused and productive, and avoid getting bogged down by things you cannot change.
Wed, February 28, 2024
Episode 2 - Control, Influence & Accept (For Now) with Dan Moore
We talk with Dan Moore, author of Control, Influence, and Accept (For Now). Dan shares how the power of constructive self-talk with practical strategies can ensure personal and team growth. This will allow you to stay focused and productive, and avoid getting bogged down by things you cannot change.
Bonus · Tue, February 13, 2024
Episode 1 Review - Middle Management
We discuss the pivotal role of Middle Management, how it reflects on your career goals, the challenges of onboarding and recruiting the role, how to measure performance, and who is responsible. Ideal for business leaders, executives, and aspiring middle managers to gain actionable strategies for effective leadership and organisational growth.
Tue, January 30, 2024
Episode 1 - Middle Management – Your Best Asset, or Busy Fools?!
We discuss the pivotal role of Middle Management, how it reflects on your career goals, the challenges of onboarding and recruiting the role, how to measure performance, and who is responsible. Ideal for business leaders, executives, and aspiring middle managers to gain actionable strategies for effective leadership and organisational growth.
Trailer · Fri, December 08, 2023
Welcome to The Growth Workshop Podcast
Welcome ambitious leaders and sales enthusiasts from across the world to the Growth Workshop Podcast. I'm your host Matt Best and I'm joined by my cohost, Jonny Adams. We discuss what growth truly means in today's dynamic business landscape. Join us as we dive into the realms of leadership, sales, account development, and customer success. We'll be bringing you conversations with experts and leaders from various different industries. Whether you're an executive or a line manager, this podcast is your go-to reference point for building a robust growth engine for your business. You can find us wherever you usually listen to podcasts, or on our website, SBRConsulting.com . Subscribe now to the Growth Workshop Podcast.
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