The Angus & Pete Show CX Podcast

In this recap of season one, Angus and Pete explore why a seemingly perfect sales proposal can get rejected at the final hurdle: the boardroom. They discuss the common pitfalls sellers face and offer a guide on how to equip your internal champions to successfully navigate the C-suite, especially the CFO.

• The Champion's Dilemma: Never assume your internal champion can effectively sell your solution to their board. Buyers often ...

We revisit our conversations on customer engagement, CX, and industry analysts. We focus the first of our CX Insider guests, Steve, a former Gartner analyst. He shared his views on the real purpose of analysts, the work behind Magic Quadrants, and how analyst events have changed. Steve's "three wishes" give great advice for the CX industry and beyond. We reinforce that bringing people and operations together is vital for seamless c...

Angus and Pete revisit their "RFP Trilogy" (Episodes 5–7) with bonus insights from CX6 insider Terry (Episode 21).

RFPs in a Nutshell: RFPs are structured buying processes designed for transparency, competition, and clarity.

For Buyers:

• You’re selling too—make the opportunity attractive.

• Set clear goals, engage stakeholders, and publish evaluation criteria.

• Communicate well and stick to timelines.

For Sellers:

...

In the first of the Season 1 recaps, Angus and Pete reveal what CX buyers really want and how to stand out in the riveting world of customer engagement sales. Learn to focus on the buyer's journey, not your own sales process. Simplify your message by offering clear recommendations and limiting options, as too many choices lead to confusion. Use compelling stories instead of bullet points to help buyers visualize solutions. Tailor p...

Welcome to Episode 30 of The Angus and Pete Show. This special episode serves as a comprehensive recap of the first 29 episodes.

The idea was inspired by avid listener Cyrille from Nairobi, who found episode recaps useful for weekly podcasts to revisit content or catch up on missed episodes. Finding their own back catalogue "heavy going," Angus and Pete enlisted their friendly AI assistant to summarise their journey so far, provid...

In this episode, your hosts Angus Peacey and Pete Brown delve into three compelling news articles from 10th June, exploring the dynamic interplay between humans and Artificial Intelligence (AI) in customer service, contact centres, and customer experience (CX)

News Topics Dissected:

1. The Human Touch in AI Assistants: Drawing on an article from Fast Company titled "AI Assistants Still Need a Human Touch" by Alexander Kosavan, w...

Join us for an exclusive deep dive with CX Insider Vinay Parmar, Managing Director of Customer Whisperers Ltd, as he shares invaluable insights from his journey from contact centre agent to board-level executive. Discover the stark realities of how customer experience plays out in the boardroom and learn what truly resonates with senior leadership. This episode offers a candid look at bridging the gap between sales and strategic de...

Curious how software products successfully reach customers? Episode 27 of The Angus and Pete Show tackles a listener's dilemma: defining the different go-to-market roles in a software vendor. Angus and Pete break down key functions, from product strategy and channel partnerships to sales enablement, especially for SaaS products with reseller channels. Learn why clear ownership, consistent messaging, and strong enablement are crucia...

In this episode, Angus and Pete focus on the significance of sales propositions, brand perception, and the shift from product-centric to proposition-centric strategies. They discuss how understanding the differences between brand, product, and proposition can enhance marketing efforts and drive sales. The conversation emphasizes the importance of crafting compelling propositions that resonate with buyers and differentiate offerings...

In this episode, Angus and Pete talk to Phil about his extensive experience in sales engineering. He emphasizes the evolution of the sales engineer's role, the importance of understanding customer needs, and the critical nature of collaboration with product management. The conversation also covers the significance of demos, navigating RFPs, and the training and development of sales engineers. Phil shares valuable insights and pearl...

In this episode, Angus and Pete discuss the evolution and current state of dialers in CX and contact centers. They cover a bit of background, the various modes of dialing, the impact of digital channels on customer communication, and the integration of outbound voice and digital strategies to enhance customer experience. The conversation highlights the importance of understanding regulations and the need for a seamless customer jou...

In this episode, Angus and Pete look at the impact AI is really having on the CX industry and people, jobs and the customer experience. The conversation highlights the need for a clear understanding of current capabilities and the challenges faced in data management and legal considerations. Ultimately, they emphasize the importance of a strategic approach to AI in customer engagement encompassing employee training and cultural cha...

In this episode, Angus and Pete focus on the critical role of CFOs in evaluating business proposals. The conversation highlights the need for CX and Contact Centre sellers to articulate their proposals in a way that resonates with financial stakeholders, ensuring that all aspects of a project are thoroughly considered before seeking approval.

Takeaways

• Highlight Strategic Alignment: Clearly demonstrate how the project aligns w...

In this conversation, Terry shares his extensive experience in CX and Contact Centre sales, particularly in the public sector. He discusses the differences between public and private sector sales, the intricacies of the RFP process, and the importance of understanding the bidding landscape. Terry emphasizes the need for honesty in the procurement process and the significance of social value in public sector contracts. He also categ...

In this episode, Angus and Pete, focus on the discovery process in sales. They discuss the importance of understanding customer pain points, engaging multiple stakeholders, and the role of technology and AI in enhancing customer experience. The conversation emphasizes the need for thoughtful questioning and effective stakeholder management to ensure successful outcomes in sales processes.

Takeaways

• Discovery is not just one st...

In this episode, Angus and Pete talk to CX Insider Dan, a seasoned expert in contact centres and customer experience operations management. They discuss the evolution of customer service, especially in the post-COVID landscape. They explore the challenges faced by customer service operations, the impact of data transparency, the importance of agent wellness and the role of leadership in fostering a supportive work environment. Dan ...

In this episode, Angus and Pete focus on the critical role of demos in the buying process. They discuss various types of demos, their appropriate applications, and the importance of tailoring presentations to the audience. The conversation emphasizes the need for effective communication, storytelling, and understanding the buyer's journey to enhance customer experience and drive sales success.

Takeaways

• Demos are tools, not de...

In the first of the CX Insider episodes, Angus & Pete explore the role of analysts in the CX space together with an insider guest, Steve. He shares his insights from years of experience as an analyst, discusses the challenges faced by them and how they operate.

Takeaways

• The analyst community is very aware of the need to be seen to be open, honest and impartial.
• The magic quadrant and similar reports are a rear-view mirror...

In this episode, Angus and Pete discuss the importance of understanding stakeholders when presenting business cases. The conversation also highlights strategies for crafting compelling proposals and navigating the complexities of boardroom dynamics, emphasizing the need for preparation and awareness of potential objections.

Takeaways

• Understanding stakeholders is crucial for successful sales.
• Sales champions may lack experienc...