The Art of Sales - Gray Matters

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https://www.ketchum.com/
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Quality Over Quantity: Strategic New Business Development

Saison 1 · Épisode 2

mercredi 17 septembre 2025 • Durée 49:00:00

In this episode, agency experts Oli Richards and Ellie Ring unpack what it really takes to win new business in today’s oversupplied, competitive market. They explore how creative and media demands have shifted towards short-term, project-based work, and why agencies need to build distinctive brands and stronger client relationships to cut through. The conversation highlights the importance of rigorous qualifying criteria, chemistry meetings, and confident selectivity when deciding which opportunities to pursue. Oli and Ellie also share practical advice on client retention, empowering agency teams, and making CRM systems work harder. They discuss the rise of entrepreneurial culture within agencies and the growing role of personal branding and social selling. Packed with both strategic insights and actionable tips, this episode offers a fresh perspective on how agencies can stand out, stay resilient, and grow in a challenging environment. https://gray-matters.co/ https://www.bartleboglehegarty.com/ https://saatchi.co.uk/

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The Two Bobs Story: The Courage to Specialise

Saison 1 · Épisode 1

lundi 8 septembre 2025 • Durée 50:00:00

The Art of Sales

The Brief is Never Just a Brief

Saison 2 · Épisode 15

mardi 17 mars 2026 • Durée 45:00:00

In this episode of The Art of Sales, Adam is joined by Janita Lakhanpal, Business Development Director at Ketchum UK, to explore the real power behind great sales conversations. Janita shares how her first new business win started with one brave conversation at a trade show, and how her approach has evolved from trying to impress to creating genuine mutual value. They discuss the courage to ask direct questions, the instinct that comes from seeing hundreds of pitch decks, and why new business is far more creative than it’s often given credit for. The conversation also moves into leadership and inclusion. Janita explains why “you can’t be what you can’t see”, how Ketchum built its Inclusion Council, and why diverse teams connect faster and think wider. At its heart, this episode is about listening - to prospects, to teams and to yourself. Show notes https://www.ketchum.com/ https://gray-matters.co/ https://gray-matters.co/podcast

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Gravitas: The Difference Between Confidence and Arrogance

Saison 2 · Épisode 14

lundi 23 février 2026 • Durée 41:00:00

In this episode of The Art of Sales, Adam is joined by Catherine Allison to unpack why most pitches are won or lost long before the creative idea is judged. Drawing on the What Clients Think survey, Catherine explains why 71 percent of pitches fail due to softer factors like chemistry, confidence and how teams show up in the room. They explore the fine line between confidence and arrogance, why agencies often default to broadcast mode, and how pitching should feel more like a conversation than a performance. Catherine introduces the Gravitas Equation: Knowledge + Purpose + Passion - Anxiety = Gravitas. She explains how this balance helps teams communicate with authority without tipping into ego. From listening properly to understanding your value and being present with clients, this conversation is a reminder that winning business is as much about how you show up as what you show. https://mastertheart.co.uk/

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Building Bridges Between Agencies and Brands

Saison 1 · Épisode 5

lundi 20 octobre 2025 • Durée 58:00:00

In this episode, Chris Kemp reflects on his 20-year journey in business development and the founding of Ingenuity, the agency–brand connector he launched at just 25. He shares how early challenges shaped the company’s growth and how strategic acquisitions helped diversify and strengthen its offer. Chris explores the evolution of pitching culture, highlighting the enduring role of creativity, personal relationships, and innovative tactics such as events and PR. He stresses the importance of tailoring approaches to each agency and brand, staying adaptable in a shifting marketing landscape, and building resilience through continuous learning. Looking ahead, Chris discusses Ingenuity’s future ambitions, from potential expansion to leveraging AI and new technologies to maintain a competitive edge. This conversation offers both inspiration and practical lessons from one of the sector’s most experienced business development leaders. https://ingenuitylondon.com/

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How Procurement Powers Creativity

Saison 1 · Épisode 4

lundi 13 octobre 2025 • Durée 57:00:00

What does it take to run marketing procurement for one of the world’s biggest brands? In this episode, Rachel Wentzel, former Director of Global Marketing Procurement at Adidas, joins us to unpack how the brand balances creativity, efficiency, and collaboration on a global scale.

Rachel shares how Adidas has evolved under CEO Bjørn Gulden’s leadership, why in-house production has grown so rapidly since 2020, and how the brand continues to push for inclusivity and authenticity in every campaign.

We dig into how agencies can build stronger relationships with procurement, what really drives partnership decisions, and why the best agencies are the ones that blend cultural insight with operational efficiency. Rachel also offers a rare glimpse into how Adidas approaches innovation, from virtual production and AI to the role of music and emotion in shaping content.

If you’ve ever wondered what it takes to get on the radar of a global brand or how procurement can actually be a creative ally, this is worth a listen.

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The Human Side of Sales in a Digital-First World

Saison 1 · Épisode 3

jeudi 2 octobre 2025 • Durée 43:00:00

This episode of The Art of Sales features Tom Nation from Sandler, whose career began in hospitality before moving into sales. The conversation highlights how soft skills such as listening, building rapport and reading people remain essential in today’s sales environment.

Tom discusses the outdated stereotypes that still damage the image of sales and explains why it should be treated as a professional craft rooted in psychology and trust. He shares how technology, data and AI are reshaping prospecting, but stresses that sales still depends on mindset, coachability and discipline. Prospecting, he argues, doesn’t have to be loved, but it does have to be done.

The episode closes with a look at the continued importance of in-person events for building connection and community in a digital-first world.

https://go.sandler.com/southwest/

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From Music Dreams to Sales Reality

Saison 2 · Épisode 13

lundi 9 février 2026 • Durée 45:00:00

In this episode, Chris Muldoon shares the story behind Punch, the sales and entertainment agency he co-founded after an early entrepreneurial stint in music. He explains how Punch evolved from a sports and entertainment agency into B2B lead generation and sales development, overcoming the challenges of commission-based models by adopting more scalable approaches. Chris reflects on key milestones, including implementing the EOS framework to bring structure and clarity to rapid growth, and navigating the cultural shifts brought on by remote working during COVID-19. He stresses the enduring value of human connection in sales, even as AI and automation reshape the landscape, and outlines Punch’s recent expansion into the U.S. market. Closing with advice for the next generation of salespeople, Chris champions focus, adaptability, and mastering the fundamentals as the keys to long-term success. https://www.punchb2b.com/

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Women in Sales: Leading without the Hard Sell

Saison 2 · Épisode 12

mardi 13 janvier 2026 • Durée 56:00:00

In this episode of The Art of Sales, Adam Graham sits down with Eniko Tarkany-Szucs, who leads strategic partnerships at LinkedIn, to explore what selling looks like when trust comes before targets. Eniko shares her career journey from early social media roles into SaaS, sales leadership and partnerships, reflecting on how her approach has softened over time as relationships became the real long game.

They unpack why the best sales feels more like theatre than pressure, the importance of reading the room, and how confidence often matters as much as competence, especially for women in sales and tech. The conversation also dives into AI’s growing role in sales, where automation can help and where authenticity still matters most. From partnerships and pitching to culture, confidence and human connection, this episode is a reminder that great sales is rarely about pushing harder, and much more about understanding people better.

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2025 review: Agency Sales

Saison 1 · Épisode 11

jeudi 18 décembre 2025 • Durée 11:00:00

In this short end-of-year solo episode of The Art of Sales, Adam reflects on what 2025 really felt like for agencies and founders. Not the highlight reel, but the realities beneath the surface.

He touches on familiar themes from the year: longer sales cycles, tighter budgets, plenty of ghosting, and why being busy didn’t always feel secure. Adam also shares a few thoughts on how AI moved from novelty to normal, and why clear thinking and positioning matter more than ever.

Looking ahead to 2026, he offers a handful of simple principles for navigating what’s next, with a reminder that clarity, consistency and human trust still win.

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