Anders Boulanger is a professional speaker, performer, and CEO of Engagify. For over 20 years, he has helped organisations across industries capture attention, build trust, and inspire action. Known as “The Infotainer,” Anders has performed more than 5,000 live shows and delivered keynotes and workshops that teach leaders, sales teams, and communicators the art of engagement.

In Engage First, Anders shares his field-tested strategies for creating meaningful connections that drive results — whether you’re leading a team, selling a product, or delivering unforgettable customer experiences.

• In this episode, Anders talks about his book “Engage First,” and its development, along with some of the key ideas from the book. He shares his unique journey from magic performer to engagement expert and, thereafter, author. He discusses how deliberate engagement, storytelling, and authenticity are vital for building trust and standing out in a crowded world.
• He also discusses his process of writing the book, challenges he faced along the way, and why he chose “hybrid publishing” as a delivery platform for the book. Amongst key ideas from the book, he elaborates on creating “aha moments”- that singular point in time between problem state and solution when the customer or audience discovers for themselves the key differentiator or insight.
• Amongst other ideas, he discusses the role of storytelling, simplifying complex ideas to create connections, and establishing authority through performance. He elaborates on the importance of appearances and framing in creating rapport and establishing trust, and focuses on authentic interactions in a world that is increasingly sceptical of AI-generated content.

Run time – 01:03:09 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Resources & Links for Anders Boulanger:

• Engageify – AI for Authentic Interactions
• Book: Engage First by Anders Boulanger
• Anders Boulanger – LinkedIn
• Storytelling and Engagement Strategies

Connect with Anders Boulanger:

• LinkedIn
• Twitter

Todd Caponi, CSP®, fell into sales and fell in love with the decision science and history behind it. He’s held multiple sales leadership roles, helping build one company into Chicago’s fastest growing, another to an IPO and nearly $3B acquisition, and earning a Stevie Award as Worldwide VP of Sales. Todd is the author of The Transparency Sale, ranked by Book Authority among the best sales books of all time, and the award-winning The Transparent Sales Leader. His latest book, Four Levers Negotiating, was released on January 27th. He now speaks and teaches revenue teams worldwide and hosts The Sales History Podcast.

• Todd Caponi, in his book “Four Levers Negotiating”, emphasises that transparency builds trust and consistency. In other words, negotiation should not rely on tactics or keep information hidden from the buyer. Instead, openly sharing how pricing has been calculated, as well as the applicability of the product, builds trust and reduces anxiety amongst customers. In the era of abundant information, transparency and AI, opaque or manipulative negotiation approaches simply do not work.
• Negotiations should be anchored on four business levers, which are core drivers: volume, timing of cash, length of commitment, and timing of the deal. All pricing and negotiation should revolve around these levers. By grounding discussions on these levers, sellers can move away from arbitrary discounting towards structured, value-based negotiation, enabling customers to co-create fair deals.
• Many negotiation methods still mirror 1970s-era tactics focused on win-lose dynamics and psychological manoeuvring. The author believes these are incompatible with today’s “as-a-service” economy, where long-term relationships matter. Modern negotiation must prioritise collaboration, service, and long-term customer value over short-term wins, and thus reject such outdated negotiation tactics.

Run time – 00:49:34 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Todd Caponi’s links:

LinkedIn – https://linkedin.com/in/toddcaponi

Twitter – https://twitter.com/toddcaponi

Todd Caponi’s Sales History Podcast – https://podcast.link

Fred Copestake is the founder of Brindis. Over the last 25 years, he has travelled around the world 14 times, visiting 38 countries, working with 10,000 salespeople. Using this to understand the challenges salespeople face, he has taken what makes a difference in modern selling and explored this in his book ‘Selling Through Partnering Skills’. These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact. Aware of the unprecedented speed of change in the world of sales in his second book, Hybrid Selling, he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after its launch.

Fred’s third and latest book is ‘Ethical Selling’, which we are here to talk about today. He also hosts the popular “Sales Today” podcast. When Fred is not delivering training to UK or international clients, he can be found enjoying rugby, cricket and time with his wife and cats.

• Fred Copestake reveals that rapid change in buyer behaviour—accelerated by the pandemic has ensured that customers are further along the buying cycle before engaging sales, and they increasingly distrust traditional “salesy” tactics. The core issue is poor selling practices that fail to add value. Buyers are better informed, less patient, and therefore expect meaningful, insight-driven conversations rather than superficial persuasion attempts from salespeople.
• Fred positions “ethical selling” as practical, tactical behaviour—not abstract morality—focused. His principle focuses on a “win-win-win”: for the customer, the company, and also the personal conscience. Transparency, active listening, and collaboration are effective techniques for building trust and improving outcomes. Rather than reinventing sales, he emphasises returning to proven fundamentals to create better conversations, stronger relationships, and more sustainable commercial success.
• The author believes that sales have “stretched the elastic too far” by overusing clever tactics, eroding trust and relevance. To recover, sellers must demonstrate value through curiosity, insight, and honesty—even leading with flaws to build credibility. Trust and collaboration form more quickly when sellers prioritise helping customers think clearly rather than pushing solutions, ultimately making sales more human and thereby more effective.

Run time – 00:45:29 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Donna McGeorge is a speaker, bestselling author and productivity provocateur who has spent her career helping people and organisations stop drowning in complexity and start focusing on what really matters.

Donna’s journey is as eclectic as it is impactful. She began her career managing theatre and concert tours across the UK, where she learned the art of engaging audiences, telling compelling stories and keeping the show moving no matter what. From there, she shifted to the corporate stage, leading organisational development for global giants like Ford in Shanghai. It was here she saw first-hand how leaders and teams overload themselves with unnecessary effort, systems and processes that do little more than drain energy.

Today, Donna works with organisations around the world, with a trademark blend of no-nonsense practicality and good humour. She has a knack for making complex ideas feel not only simple but also irresistibly doable.

She is the author of more than a dozen books, including her acclaimed It’s About Time series, the bestselling ChatGPT Revolution, and her latest work, “Red Brick Thinking”.

Donna’s insights have been featured on Channel 9’s Today show, Channel 7’s Sunrise, and in respected publications including Harvard Business Review, Forbes, Fast Company, Smart Company, The Age and Boss Magazine.

Clients who trust Donna with their people include L’Oréal, Unilever, Jetstar, Ernst & Young, Seek, Xero, and the Australian Red Cross Lifeblood.

• “Red Brick Thinking” emerged serendipitously from her LEGO bridge workshop, where participants instinctively added a brick to fix an uneven structure instead of removing one. This revealed a deep “addition bias”—the reflex to solve problems by adding more. The red brick became a metaphor for questioning that instinct and asking: what could we remove instead, to solve problems?
• The author positions Red Brick Thinking as a mindset manifesto rather than a traditional how-to guide, organising the book into emotional, structural, and cultural “red bricks”. Each chapter invites readers to examine hidden habits shaped by consumerism, inherited scarcity, and workplace norms, and to rethink how subtracting entrenched behaviours can solve problems, restore energy and balance through intentional living.
• Donna believes that subtraction is at one level simple to contemplate, but perhaps harder to execute, especially with “big red bricks” embedded in identity, systems, and relationships. She recommends starting with small removals to build momentum, creating space for transformational change. Ultimately, the movement aims to help people reclaim time and meaning—making decisions today that their future selves will thank them for.

Run time – 00:51:02 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Donna McGeorge:

d@donnamcgeorge.com

www.donnamcgeorge.com

• Donna McGeorge – LinkedIn
• Red Brick Thinking Book
• The One-Day Refund Book

Connect with Donna McGeorge

• LinkedIn

Marco Barozzi is the Founder of Expo Consulting, with experience of over three decades in the exhibitions and events industry. His journey began with key roles in prestigious companies like the Blenheim Group, Miller Freeman, and Reed Exhibitions. Later, he founded Expo Consulting, helping organisations succeed in the complex and dynamic world of trade shows and events.

Over the years, he has collaborated with numerous public institutions, SMEs, and event planners, sharing his expertise in trade show promotion, marketing strategy, project management, and exhibitor training. As the Country Manager of Fira Barcelona for the Italian market until 2022 and a faculty member of ICE/ ITA, he mentored numerous businesses and individuals, helping them navigate the intricacies of the event marketing landscape.

When not immersed in the world of events, Marco enjoys travelling, reading, listening to music, and spending quality time with family and friends. Macro says that these experiences inspire and fuel his curiosity for discovering new ideas and perspectives.

• In this episode, Marco Barozzi talks about his book “Event Marketing At Your Fingertips” and topics from the book that can help exhibitors and organisers of trade shows to realise better returns from trade show participation.
• Marco explains many of the issues that exhibitors need to understand before planning or embarking upon participation in a trade show or event. These include actions such as setting objectives, researching the pros and cons of particular events, and training staff to have the correct approach in the booth.
• Exhibition organisers are often too obsessed with spaces and dimensions in a trade show, and do not pay enough attention to creating value for the exhibitor and the attendee. Exhibitors should get better education about trade shows and take the help of consultants and specialists to create better engagement at trade shows.

Run time – 01:11:36 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Marco Barozzi:

E-mail: mbarozzi@expoconsulting.it

Company website: www.expoconsulting.eu

X: @marco_mbarozzi

IG: @event_marketer57

Linkedin: https://www.linkedin.com/in/marcobarozzi/

FB: https://www.facebook.com/marco.barozzi.39

Link to book – https://www.amazon.com/dp/B0F8VN4ZZQ?ref_=pe_93986420_774957520

Lynn Hidy, founder of UpYourTeleSales.com, helps inside sales leaders build confident, high-performing virtual teams without losing their minds (or their humour). Known for her clarity, candour, and results-driven style, her book Mastering Inside Sales Leadership delivers practical strategies that actually work in today’s inside sales world.

• Lynn Hidy identifies a core industry paradox: while inside sales has become a dominant force in global business, especially with the rise of virtual selling, it remains a neglected and often misunderstood discipline. She notes that the role is frequently treated as a transient starting point in a sales career rather than a strategic function, leading to teams that feel undervalued and lack structured support.
• There is a necessity for inside sales leaders to move from reactive fire-fighting to proactive, vision-driven leadership. The author contends that planning is often seen as a “luxury” or “fantasy” due to constant external changes, but it is precisely because of this volatility that a clear structure is essential. Hidy advocates for establishing a 12-month vision—the “picture on the puzzle box”—and then methodically working backwards to define quarterly, weekly, and daily priorities.
• The author criticises metrics-driven cultures that track “everything” but value nothing, advocating instead for key performance indicators centred on genuine “customer connection” as the foundation for revenue. True leadership, she suggests, involves allowing room for mistakes and conducting constructive debriefs rather than blame-oriented reprimands.

Run time – 00:49:10 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Art Fromm is the Founder of Team Sales Development, helping client-facing teams, especially SEs and AMs, to focus on client success by being more consultative and strategic as a team. Art is a dynamic speaker and workshop facilitator who equips sales teams to boost revenue, win rates, margins, and client satisfaction. With a career spanning engineering, software, and sales leadership, he brings deep industry insight and proven strategies. As the founder of Team Sales Development, Art has helped B2B companies transform their sales results, in one case boasting a 22% increase in bookings and a 16-point increase in win rate. His engaging seminars and workshops are backed by real-world success and two decades of client trust. Art’s practical experience and results-driven approach make him an impactful speaker and facilitator for organisations looking to elevate their sales performance.

• In this episode, Art Fromm talks about his book “Making SEAMless Sales”, which reflects his unique journey and learnings through multiple roles, including presales and sales. Art had been collecting notes from his learnings and the many workshops that he conducts for his clients. He realised that while the workshops were high touch, many more could benefit from the learnings, which is why he decided to write a book.
• In this episode, Art discusses the buying process and why it is critical to making a sale. Since the buying process involves many stakeholders and decision makers, it is crucial to understand how to get buy-in from the various parties involved, and the corresponding roles of sales and pre-sales teams in ensuring success, as well as customer success.
• Art explains how in the world of subscription buying, revenue earnings have changed from a one-time sale situation to continuously ensuring customer happiness to keep earning revenue. These and many other important selling fundamentals are discussed in this episode.

Run time – 00:56:11 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Art Fromm:

Email: info@teamsalesdevelopment.com

LinkedIn: https://www.linkedin.com/in/artfromm

Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/

Articles and Events: https://teamsalesdevelopment.com/articles-and-events/

Website: https://www.teamsalesdevelopment.com

Facebook: https://www.facebook.com/TeamSalesDev

Instagram: https://www.instagram.com/teamsalesdevelopment/

YouTube: https://www.youtube.com/@TeamSalesDevelopment

Twitter: @teamsalesdev

Ramli “RJ” John is the founder of Delight Path and author of the bestselling book Product-Led Onboarding. With 40,000 copies sold worldwide, his book has become the go-to guide for thousands of B2B leaders looking to build an onboarding strategy that turns their users into lifelong customers. Ramli has worked with companies such as Zapier, Leadpages, Appcues, Vidyard, Bynder, and other fast-growing B2B companies to level up their onboarding experience.

He lives in Toronto, Canada, with his wife Joanna, their two-year-old toddler Zane and their 5-year-old dog – Ro.

• In this episode, Ramli John talks about his latest book, “Eureka”, which is about crafting the perfect Onboarding experience in the B2B context. He discusses his process of writing the book, and how he not only got feedback from an early readers’ club but also buy-in from the group because it was a paid exercise.
• He discusses the three pillars of successful B2B onboarding, and how success must be defined under various circumstances, and even though the core idea remains customer success, how the customer will ultimately measure success in terms of functional, social and emotional success, and the internal frictions that hinder such success.
• He explains “Everboarding”, where companies are continually onboarding customers onto newer features, or even newer products, i.e. upselling or cross-selling. He imagines a world of hyper-personalisation through AI, and believes that the possibilities are limitless, although there is reason to be scared of the world that is coming.

Run time – 00:59:10 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Ramli John:

Twitter: https://twitter.com/ramlijohn

LinkedIn: https://www.linkedin.com/in/ramlijohn/

Appcues: https://appcues.com/

Book Links:

Product-Led Onboarding

Details: Released June 8, 2021

Book website: http://onboardingbook.com/

Amazon + Kindle: https://amzn.to/3csEb8h