Podcast appearances and mentions of Ian Campbell

The increase in demand for electric vehicles has extended to business transport, with Janus Electric relisting on the ASX today.See omnystudio.com/listener for privacy information.

Janus Electric managing director Ian Campbell talked with Proactive about the company's battery-electric truck conversion strategy and recent RTO success. Campbell explained how Janus Electric is leveraging a patented battery-swapping system to keep freight trucks on the road longer while cutting emissions and operational costs. "We take those diesel trucks that are existing... and we convert them from their existing diesel engines and their tanks," he said, adding that the technology offers operating savings of $0.20 per kilometre. He outlined that the company is targeting a 1% share of Australia's prime mover market — around 800 trucks — with 142 orders already in place. The company has also opened Australia's first EV truck factory on the Central Coast of New South Wales, with future dealership expansion plans across South Australia, Western Australia, Victoria, and even the US. Janus Electric is expecting AU$8.8 million from the RTO, which will fund inventory, battery infrastructure, and facility growth. The company earns both upfront conversion fees and ongoing subscription-based revenue. Campbell emphasised the strategic value of placing infrastructure along fixed freight routes to maximize battery station use. He also highlighted strong client backing and a compelling economic case for the electrification of freight. Janus is expected to complete its ASX listing this week. Visit Proactive's YouTube channel for more videos, and don't forget to like, subscribe, and turn on notifications for future content. #JanusElectric #EVTrucks #BatterySwap #ZeroEmissions #ElectricFreight #TruckConversion #CleanTransport #ASX #GreenLogistics #ElectricVehicles #CarbonFreeFreight #ProactiveInvestors

Petula Clark knows a place (which might include a cellarful of noise), while the Yardbirds ask for your Love (although Eric doesn't want it, so runs away, the Ian Campbell folk group ask us if the times are actually changing, while we meet a new singer in a cloth cap that plays acoustic guitar and harmonica (and nom he's not Bob Dylan). Support this podcast at the $6/month level on patreon to get extra content! Create your podcast today! #madeonzencastr . If you are looking for Beatles summer fun, join our friends at the Magical Mystery Camp!

Join us and have a listen as we chat with Ian Campbell   Ian played for the club twice, was a coach twice.  Hear about working with his twin, Dick, playing against the Glasgow clubs, working with Jim Leisman and much much more!

Hilarity ensues as two of the biggest and best personalities in football take on the Buck's Bar Hot Wings Challenge - it's Dick Campbell vs his twin brother and assistant Manager, Ian Campbell!The management duo don't know what's hit them when the heat hits from the wings of fire. Expect brilliant reactions great patter, hilarious stories and even an unbelievable sing-song at the end! Hosted on Acast. See acast.com/privacy for more information.

Hilarity ensues as two of the biggest and best personalities in football take on the Buck's Bar Hot Wings Challenge - it's Dick Campbell vs his twin brother and assistant Manager, Ian Campbell!The management duo don't know what's hit them when the heat hits from the wings of fire. Expect brilliant reactions great patter, hilarious stories and even an unbelievable sing-song at the end! Hosted on Acast. See acast.com/privacy for more information.

In this episode, I chat with Ian Campbell. You might remember Ian. He was the founder of RiTA, Australia's first real estate AI together with co-founder Dr Sarah Bell and the pair successfully exited the business after its sale to CoreLogic. After a bit of a break, Ian is now  founder of the venture studio Bright Young Things. And in this episode, Ian shares his passion for startups and his journey to creating a studio that focuses on early-stage venture development, from ideation to product-market fit. We discuss the importance of research and validation in the startup process, and how AI can be a valuable tool for gathering and analyzing market insights. We then delve into GoList, one of the studio's ventures, which aims to solve the lead conversion problem in real estate. Ian explains why lead generation is not the issue, but rather the industry's archaic methods of managing and converting those leads. He highlights the negative impact this has on brand reputation and service delivery, and how GoList aims to improve efficiency and customer experience.

We love a good field guide around these parts. The more unique, the better.  Phil Chaon and Iain Campbell have certainly done that with their new book, Habitats of North America; A Field Guide for Birders, Naturalists, and Ecologists. It's a spin-off of sorts, from their 2021 book Habitats of the World and is a deep and detailed look at some of the place that we love to bird and experience nature. They join us to talk about why birders should pay attention to habitats, but also why birds are the perfect proxy for learning about habitats.  Also, USAID is one of the most effective conservation agencies in the US government, and its loss would be tragic for birders, birders, and biodiversity.  Subscribe to the podcast at Apple Podcasts, Spotify, or wherever you get your podcasts and please leave a rating or a review if you are so inclined! We appreciate it!    

In this episode of Breaking Badness, Tricia Howard of Akamai joins Kali Fencl and Ian Campbell to dive deep into the intersection of gaming culture, mental health, and cybersecurity. Tricia shares her journey from theater arts to cybersecurity research, her love for gaming, and her experiences tackling emotional toxicity in digital spaces. The episode covers the concept of "mind patches," the role of community in digital wellness, and how gaming and workspaces mirror each other in their challenges with mental health and collaboration. Tune in to hear her thoughts on reducing stigma, creating safe digital spaces, and embracing vulnerability for a healthier cybersecurity community.

Don Bennett was rated by the future Bomber Command boss, Arthur Harris, as "the most efficient airman" he had ever known. In part two of our chat with Bennett's biographer, Ian Campbell, curator of the Bennett/Vial Archive at the Queensland Air Museum, we get into the incredible record-breaking flights Don flew in Mercury and his return to the RAF at the outbreak of war.Relentless Skies: Volume 1 - The Most Efficient Airman (1910-1942) by Ian Campbell is out now! Buy your copy from The Damcasters bookshop and support the pod (UK only): https://uk.bookshop.org/a/11015/9781923020641-----------------------------------------------------

Air Vice Marshall Don Bennett CB, CBE, DSO was a singular man. His story of leading the Path Finder Force in the Second World War has gone down in legend. But what led him to that command? Ian Campbell, curator of the Bennett/Vial Archive at the Queensland Air Museum, has published the first volume of his biography of Bennett, Relentless Skies, which is superb. Ian joins us to discuss Bennett's life and career as we look at the making of the man who would become one of the RAF's foremost commanders.Relentless Skies: Volume 1 - The Most Efficient Airman (1910-1942) by Ian Campbell is out now! Buy your copy from The Damcasters bookshop and support the pod (UK only): https://uk.bookshop.org/a/11015/9781923020641-----------------------------------------------------

Send us a textJoin EV Resource Podcast Host Zack Hurst in an enlightening conversation with Dr. Ian Campbell, CEO of Breathe Battery Technologies, as they explore the transformative role of software in the electric vehicle battery domain. Dr. Campbell shares insights into how advanced software not only enhances charging experiences for users but also extends the life of EV batteries and boosts their safety. Discover the cutting-edge innovations that are setting new standards in battery technology create a safer, more efficient future for EVs. Don't miss out on understanding the critical developments that are reshaping the landscape of electric vehicles.—————————————Get started with EV charging today:Oasis Charging: https://www.oasischarging.com—————————————Patreon Supporters:Director Tier - Rajeev Narayan, Andy CooperExecutive Producer Tier - Christopher Lawrence, Dave LaansmaProducer Tier - Eric Weber,  Tony StuntzIf you would like to support the EV Resource Podcast, Magazine, Newsletter, and YouTube Channel, head over to Patreon and consider a monthly contribution. https://www.patreon.com/EVResource—————————————Life on Record: https://www.lifeonrecord.com—————————————Instead of mandatory membership fees or paywalls, I use advertising and affiliate connections to keep The EV Resource Podcast and The EV Resource Magazine free for all of you. There are a number of discount codes and deals for you as well! Please consider supporting the sponsors who make EV Resource possible:https://www.ev-resource.com/dealsI also have on the webpage a small but growing collection of other products on Amazon that I recommend:https://www.ev-resource.com/ShopSupport the showConnect with EV Resource on Social Media!Facebook: https://www.facebook.com/evresource1Instagram: https://www.instagram.com/ev_resourceTwitter: https://www.twitter.com/EV_ResourceWebpage: https://www.ev-resource.comEmail: hello@ev-resource.com

Podcast guest 1110 is Ian Campbell who had ET involvement for most his life.  He has a background in Film and Television and in the summer months he spends his time filming the night sky with night vision cameras, while using various modalities to help promote peaceful contact. It wasn't until the summer of 2021 when something profound occurred that sparked his desire to seek community, and where he could begin an inquiry into his past encounters with craft and other high strangeness occurrences.  Ian experienced, he believes, an intervention that helped shift his perspective of past events from being traumatic to being of a benevolent nature.   In the summer months, Ian spends time on the remote Bay of Chaleur in north-eastern New Brunswick, filming the night sky with night vision cameras, while using various modalities to help promote peaceful contact. CONTACT: Email: jeff@jeffmarapodcast.com WEBSITE www.jeffmarapodcast.com SOCIALS: Instagram: https://www.instagram.com/jeffmarapodcast/ Facebook: https://www.facebook.com/jeffmarapodcast/ Twitter: https://www.twitter.com/jeffmaraP/ JeffMara does not endorse any of his guests' products or services. The opinions of the guests may or may not reflect the opinions of the host. --- Support this podcast: https://podcasters.spotify.com/pod/show/jeffrey-s-reynolds/support

Special guest dad Ian Campbell sits in for Mark for a wide ranging chat of fears, thrills, phones, and... fungus?

Conversation with Ian Campbell, the CEO of Nucleus Research, a recognized expert on ROI and TCO analysis of technology, and the author of The Value Sale: How to Prove ROI and Win More Deals.   Episode on Website

A creamery which has been producing Stilton since 1780 is due to close its doors with the loss of 60 jobs. Tuxford and Tebbutt in Melton Mowbray is owned by the farmer co-operative Arla, which has been trying to sell the creamery as a going concern. They've blamed the closure on what they say is a decline in the speciality cheese market. Dairy industry analyst Chris Walkland explains what's happened. There's been some debate about whether this wet spring has had an effect on the bee population. Ian Campbell is a spokesperson for the British Bee Keepers Association. He says this has been a challenging year for honey bees. A farmer who switched from intensive cereal production to wildflower meadows, and open access to walkers, says the farm is now just as profitable as when he was feeding people. Chris Skinner runs High Ash Farm just outside Norwich. He says even though he's not producing food, he feels he's still giving people a valuable benefit...and many visitors are happy to donate to support his wildlife work. Anna Hill joined him for a walk in the meadows. Scottish raspberries are famed for their flavour and quality...But disease, labour costs and supermarket prices mean the industry is taking a beating, with some growers pulling out or cutting production. Now the James Hutton Institute is developing varieties and growing techniques which can solve at least some of these problems. Richard Baynes has been to Invergowrie on Tayside to find out more.

Andy is back with another all-star panel of sales experts including, Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They critique the over-structured and impersonal approaches prevalent in both B2B sales. They explore how repetitive 'discovery' phases, erode customer trust and advocate for a more empathetic, genuine sales approach. Andy talks about his positive experiences in auto leasing and the potential for change in B2B sales perceptions by fostering better client relationships and ultimately improve sales outcomes.Take some time to listen to this terrific full episode on Apple or Spotify (and others)Host Andy Paul is the expert on modern B2B selling and the author of three best-selling, award-winning sales books, including his latest 'Sell Without Selling Out.' Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today Andy highlights an excellent discussion from the latest episode which of course includes a panel of incredible sales experts, including  Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They go back and forth about the misconceptions of salespeople creating urgency and instead, recommend genuinely focusing on understanding the customer's journey. They explore the importance of qualifying opportunities, the role of a champion in the sales process, and the disconnect between traditional sales methods and buyer behaviors, like the difference between sellers' linear approach and buyers' non-linear journey, and the psychological impact of having too many choices.Take some time to listen to this terrific full episode on Apple or Spotify (and others)Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

This is an outstanding episode of the Win Rate Podcast, jam-packed with amazing insights and analysis from a very experienced and lively panel of sales experts. Andy is joined by Andrew Sykes, CEO of Habits at Work and Adjunct Professor at Kellogg Executive Education, Ian Campbell, CEO of Nucleus Research, and Amy Hrehovcik, Director of Enablement at CROP. They discuss building trust through the "responsible promises" method, giving precedent to the buyer's journey over the sales process, the pitfalls of asynchronous selling, and likening the discovery process to waterboarding prospects. They dig into the long-held myth that sellers can magically create urgency and concede that current sales processes are too rigid and don't cater to the individual needs of buyers.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

A new MP3 sermon from Mourne Free Presbyterian Church is now available on SermonAudio with the following details: Title: Esau's Sinful Contentment Speaker: Ian Campbell Broadcaster: Mourne Free Presbyterian Church Event: Sunday - PM Date: 6/16/2024 Bible: Genesis 33:9; Genesis 33:11 Length: 34 min.

In today's fiercely competitive market, understanding the core of value-driven sales can be transformative. This crucial concept was the centerpiece of our latest "Sales Talk for CEOs" episode, featuring expert Ian Campbell, CEO of Nucleus Research and author of "The Value Sale." In this discussion, we delve into how emphasizing value rather than just product features can revolutionize sales dynamics and lead to enduring customer relationships.Key Takeaways:Accelerating Sales Cycles with Value: Demonstrating the true value of products or services can significantly shorten the sales cycle and enhance customer satisfaction.Sustaining Post-Sale Value: Delivering ongoing value post-sale is crucial for ensuring customer loyalty and facilitating smooth renewals.Essential Value Articulation: It's vital for CEOs to train their teams to articulate value effectively, aligning closely with customer expectations.Action Steps for CEOs:Evaluate Sales Messaging: Refocus your sales conversations to emphasize value over product features.Commit to Training: Continuously train your sales team on recognizing and communicating value effectively.Adapt and Improve: Regularly assess how your team communicates value and adjust strategies as needed.Ian Campbell shared, "When value drives a deal, people shorten the sales cycle. They make better references." This emphasizes the importance of a value-centric approach in modern sales strategies.Alice Heiman underscored the significance of this strategy, stating, "When there's value, you have the momentum you need to keep a sale going and close it."For a deeper dive into how embedding value in your sales process can foster more engaged and loyal customers, be sure to watch the full episode of "Sales Talk for CEOs." This discussion is essential for CEOs looking to refine their sales strategy and cultivate teams that prioritize customer value at every interaction. Don't miss these expert insights — watch the full episode now!You are not going to want to miss this episode with expert Ian Campbell! For a comprehensive exploration of their insights, make sure to watch the entire episode.Chapters00:00 Introduction - Welcome to Sales Talk for CEOs and introduction to the value proposition topic with guest Ian Campbell of Nucleus Research.01:30 The Importance of Value - Exploring why value is essential in sales and how it can shorten sales cycles and foster long-term customer relationships.02:56 Focusing on Customer Value - The discussion shifts to a customer-centric approach and how value shapes their purchasing decisions.04:28 Renewals and References - Ian emphasizes the pivotal role of articulating value for subscription renewals and generating robust customer references.05:34 Beyond the Sale - Delving into how value sustains the customer journey beyond the initial sale, influencing retention and word-of-mouth marketing.06:23 Key Value Aspects - Ian breaks down the critical factors of value that resonate most strongly with customers, aiding in the sales process.07:23 Direct vs. Indirect Benefits - Understanding the difference between direct and indirect benefits and their impact on the value narrative.08:15 Crafting Marketing and Sales Messages - The conversion to align marketing and sales messaging with value-driven content to captivate the target audience.09:39 The Art of Value Language - Learning how to effectively communicate value propositions, translating into successful customer engagement.10:17 Selling Through Value - Ian explains the significance of selling through an individual to make an organization-wide impact.12:08 Assessing Sales Team Culture - A guide for CEOs to evaluate whether their teams are truly embracing value selling tactics.13:14 Training for Value Selling - Highlighting the necessity for CEOs to provide comprehensive training on value selling and relevant tools to their sales teams.18:23 Knowing Your Customer Value - Emphasizing the need for connecting product features to tangible customer value.19:08 Value Selling Methodology - Ian shares practical steps in the methodology of value selling, from early engagement to closing deals.21:16 The Elevator Pitch - The importance of equipping your sales team with a strong value-driven pitch for stakeholders like the CFO.About GuestIan Campbell is CEO of Nucleus Research, where he is responsible for the company's investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.Social Links Ian Campbell LinkedIn: https://www.linkedin.com/in/iancampbellnucleusresearch/Nucleus Research LinkedIn: https://www.linkedin.com/company/nucleus-research/Check out Alice's website: https://aliceheiman.com/Connect with Alice on LinkedIn: https://www.linkedin.com/in/aliceheiman/

Episode 70 of the Mini Life Podcast brings back Ian Campbell from Cooper S Traveller to share the excitement about Jack and Bertie's Car Show Bonanza!

This week Kali Fencl, Tim Helming, and Ian Campbell discuss mercenary spyware attacks along with the US, Philippines, and Japan entering into a cyber intel sharing alliance.

Kali Fencl, Tim Helming, and Ian Campbell discuss spoofed domains and the American Girl brand along with @Proofpoint's findings regarding distribution of malware on YouTube.

Are you ready to unlock the secrets of proving ROI and winning more deals in the digital age? Join us as we dive deep with Ian Campbell, CEO of Nucleus Research and author of "The Value Sale: How to Prove ROI and Win More Deals." Ian spearheads the company's investigative research approach, product set, and overall corporate direction.Renowned for his expertise in technology ROI and TCO analysis, Ian is a sought-after speaker at both industry and business events. His insights have been featured in prestigious publications like the New York Times, the Wall Street Journal, and the Financial Times.Ian's influence also extends to academia, where he teaches an executive course at Babson College and is a guest lecturer at institutions such as Stanford University, MIT, and Harvard University.Join us as Ian shares his invaluable insights and expertise, providing actionable strategies to help businesses thrive in the digital age.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Episode 183 of Breaking Badness is here! This week Kali Fencl, Ian Campbell, and Austin Northcutt do a deep dive on the AlphV/BlackCat ransomware gang.

“When you say ROI, do you mean return on investment or risk of inaction?” – Paul Gillin, I love this quote. Having been in sales for many decades, I know the importance of measuring ROI. However, many leaders try to measure ROI by managing their sales teams solely through numbers.  I believe using numbers as your only metric may be dangerous.  If we do not look at the behaviors that are driving those numbers, we may be missing a huge piece of improving ROI.    YouTube: https://youtu.be/w1057KlbhTY   About Ian Campbell: Ian is the author of Wall Street Journal Best Seller "The Value Sale" and Chief Executive Officer of Nucleus Research, where he is responsible for the company's investigative research approach and overall corporate direction.    He is a recognized expert on value selling and using return on investment (ROI) to assess the operational benefits of technology. Ian has written and presented extensively on various organizational topics and the importance of matching technology to business objectives.    As an expert on technology value, he has been quoted in major business publications including The New York Times, the Wall Street Journal, and the Economist.   How to Get in Touch With Ian Campbell:  Email:  ian@nucleusresearch.com Website:  https://www.thevaluesale.com/ Book Link: https://www.amazon.com/Value-Sale-Prove-More-Deals/dp/1544543301   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Download Free Communication Style Assessment: https://whitmanassoc.com/csa/    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Ian Campbell is CEO of Nucleus Research, where he is responsible for the company's investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times. Campbell teaches an executive course at Babson College in Massachusetts and is a frequent guest lecturer at Stanford University; the University of California, Berkeley; Massachusetts Institute of Technology; Harvard University; and Boston College. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ www.theplacementclub.com Links: https://www.amazon.com/Value-Sale-Prove-More-Deals-ebook/dp/B0C67GSKKD https://www.linkedin.com/in/iancampbellnucleusresearch/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode Summary:In this episode of The Friday Habit, hosts Mark Labriola and Benjamin Manley sit down with Ian Campbell, CEO of Nucleus Research. Ian shares his extensive experience and insights into the world of investigative research and how businesses can leverage the concept of Return on Investment (ROI) to enhance sales, improve services, and ultimately win more deals. Whether you're a small business owner, a freelancer, or a creative, this conversation is packed with valuable advice on how to prove ROI and focus your efforts to grow your business.Key Takeaways:The Importance of ROI: Ian emphasizes the significance of demonstrating the value of investments to potential clients. He discusses how understanding and presenting ROI can be a game-changer in sales and business development.Three Ways to Deliver Value: Ian breaks down the three core ways businesses can deliver value to their clients: increasing productivity, decreasing costs, or boosting profitability. He explains how aligning your services with these value propositions can significantly impact your sales approach.The Power of Focusing on Niches: The conversation highlights the importance of specialization and focusing on what you do best. Ian shares insights into how narrowing down services to meet specific market needs can lead to business growth and success.Actionable Strategies for Value Selling: Ian provides listeners with practical strategies to implement value selling in their business practices. From identifying customer needs to developing a value proposition and quantifying benefits, the discussion is a roadmap for anyone looking to enhance their sales approach.Leveraging Customer Success Stories: The importance of using customer success stories and references is discussed. Ian advises on how to effectively use testimonials to demonstrate value and credibility to potential clients.Action Item:Identify the top two or three ways your business delivers value to its clients. Focus on these aspects in your marketing and sales efforts to communicate the tangible benefits of working with your company.Resources Mentioned:The Value Sale (Book by Ian Campbell)Nucleus ResearchConnect with Ian Campbell:Website: Nucleus ResearchEmail: ian@nucleusresearch.comAbout The Friday Habit:The Friday Habit is the go-to podcast for business owners, freelancers, and creatives who want to transform their passion into a successful enterprise. Join Mark and Ben every week as they dive into the strategies and insights that can help you make every day feel like Friday.Subscribe & Review:Don't miss out on future episodes! Subscribe to The Friday Habit on Apple Podcasts and leave us a review. Your feedback helps us improve and reach more listeners like you.

Episode 179 of Breaking Badness is here! This week Kali Fencl, Kelly Molloy, and Ian Campbell discuss Cory Doctorow's recent blog post about his experience getting scammed along with the decade-long issue of email sent to .ml addresses rather than .mil ones.

How can you showcase value and ROI effectively when talking about your business- with customers and with stakeholders across the business? In this episode, our host Melissa Howatson sits down with Ian Campbell, CEO of Nucleus Research, to explore the intricacies of finance collaboration in driving business success. Ian, a Wall Street Journal best-selling author celebrated for his expertise in “the value sale,” offers invaluable insights on integrating sales knowledge and ROI best practices throughout businesses. His approach prioritizes payback and customer satisfaction, providing a comprehensive framework for evaluating decisions and driving success across all facets of an organization.Join us as Melissa and Ian discuss:Leading sales conversations with value propositions and ROI calculationsEmpowering sales teams with finance insights to articulate the benefits of products or services effectivelyThe significance of collaboration between finance and sales in driving revenue growth and aligning sales strategies with financial objectivesImplementing finance collaboration principles across Marketing and Product development to optimize investments and maximize returns

How can you showcase value and ROI effectively when talking about your business- with customers and with stakeholders across the business? In this episode, our host Melissa Howatson sits down with Ian Campbell, CEO of Nucleus Research, to explore the intricacies of finance collaboration in driving business success. Ian, a Wall Street Journal best-selling author celebrated for his expertise in “the value sale,” offers invaluable insights on integrating sales knowledge and ROI best practices throughout businesses. His approach prioritizes payback and customer satisfaction, providing a comprehensive framework for evaluating decisions and driving success across all facets of an organization.Join us as Melissa and Ian discuss:Leading sales conversations with value propositions and ROI calculationsEmpowering sales teams with finance insights to articulate the benefits of products or services effectivelyThe significance of collaboration between finance and sales in driving revenue growth and aligning sales strategies with financial objectivesImplementing finance collaboration principles across Marketing and Product development to optimize investments and maximize returns

In this episode of the Sales Development Podcast, hosted by Tenbound, we dive into the transformative strategies behind successful sales and marketing in the technology sector. Our guest, Ian Campbell, CEO of Nucleus Research and an accomplished author, shares invaluable insights from his latest book, "The Value Sale." Campbell, with his unique blend of expertise as a foster parent for Huskies, a private pilot, and an adjunct professor, brings a fresh perspective on achieving tangible returns on investment (ROI) in sales. We explore the essence of value-driven sales, the impact of real-world case studies, and the importance of focusing on productivity, cost reduction, and profitability to fuel the go-to-market engine. Campbell's approach demystifies the complex world of ROI and offers practical advice for sales professionals seeking to enhance their effectiveness and drive revenue growth.This episode is a must-listen for anyone in the tech sales world looking to elevate their Sales strategies and achieve meaningful, value-based success.

Ian Campbell is a composer, pianist, teacher and partimenti expert and teacher.  Partimenti is one of the most efficient tools ever developed for teaching music creatively, but was discarded and has almost been lost. Ian first encountered partimenti studying in Paris, France with disciples of Nadia Boulanger and has been learning, practicing, and teaching partimenti for more than 10 years.  WHY didn't I know anything about this? I'm DELIGHTED to have had this conversation. I feel smarter already...   Visit Ian's website, Instagram, or Facebook, or sign up for his newsletter.    Thanks for joining me on Crushing Classical!  Theme music and audio editing by DreamVance. You can join my email list HERE, so you never miss an episode! I help people to lean into their creative careers and start or grow their income streams. I have three 1:1 coaching slots available this season. You can read more or hop onto a short discovery call from my website. I'm your host, Jennet Ingle. I love you all. Stay safe out there!    

Where does value fit in the sales funnel? How do you structure your value proposition? The value discussion is often the most difficult conversation for salespeople to have. They like to employ likability, authority, and trust. They can't always wrap their heads around value. But value and ROI are the single most important things that procurement looks at, so you need to be able to communicate value effectively. Ian Campbell will share how to do just that in this episode of Negotiations Ninja. Outline of This Episode [1:26] Learn more about Ian Campbell [2:13] How value fits in the sales funnel [5:39] How to structure value in your funnel  [7:24] Definitions of benefits, MPB, ROI etc.  [10:37] Translating benefit(s) to ROI [16:57] Ian's experience in the Ferrari Challenge series Connect with Ian Campbell The Value Sale: How to Prove ROI and Win More Deals Connect on LinkedIn Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

We're coming back with another iteration of our Book Club on the Breaking Badness podcast! Kali Fencl, Ian Campbell, and Daniel Schwalbe discuss their top cybersecurity book picks along with books outside the industry.

Episode 175 of Breaking Badness is here! This week Kali Fencl, Tim Helming, and Ian Campbell discuss bad actors using shell companies in Wyoming for global attacks along with BazarCall attacks leveraging Google Forms.

Ian Campbell is the Chief Executive Officer of Nucleus Research and author of Wall Street Journal Best Seller book "The Value Sale." He is a recognized expert on return on investment (ROI) and total cost of ownership (TCO) analysis and has written and presented extensively on a range of organizational topics and the importance of matching technology to business organizational objectives. He is a frequent speaker at industry and business events and teaches at Babson College and Florida International University.   Connect with Ian Websites - nucleusresearch.com , thevaluesale.com Linkedin - https://www.linkedin.com/in/iancampbellnucleusresearch/ Instagram - https://www.instagram.com/ianinsights/ Connect with David Public Website: www.davidihill.com Real Estate University: www.realestateuniversity.club  Facebook: https://www.facebook.com/davidihill/  LinkedIn: https://www.linkedin.com/in/davidihill 20-Minute call: https://www.davidihill.com/strategycall   FACEBOOK COMMUNITY Please follow and join my Group- https://www.facebook.com/groups/ptmastery/  

In this captivating episode of The Inquisitor Podcast, join CEO of Nucleus Research, Ian Campbell, as he delves into the world of creating value and unlocking its true potential. From mastering the art of persuasion to maximising return on investment, Ian shares invaluable insights and techniques that will transform your approach to sales. Get ready to shift your perspective and discover what's truly possible! Key Points of Interest: Learn how to articulate the benefits and value of your offering to captivate your customers. Understand the different types of benefits and how to leverage them in your business case for accelerated success. Discover the secrets behind crafting a compelling value proposition that turns features into irresistible value. Uncover the blind spots that may be hindering your ability to create value and overcome them. Gain expert advice on handling the ROI conversation with finesse and avoiding common pitfalls. Listen to this episode to challenge your beliefs, expand your boundaries, and tap into the limitless potential of value creation. Prepare to be inspired and empowered to take your sales game to new heights. Powerful Questions to Shift Your Thinking: How can I use value to truly help my customers and accelerate my deals? Have I been overlooking the different types of benefits and their impact on my sales success? What changes can I make in my approach to turn features into a compelling value proposition? Am I aware of my blind spots when it comes to creating value, and how can I overcome them? How can I navigate the ROI conversation with confidence and unlock new opportunities? Listen to this thought-provoking episode now and experience a paradigm shift in your sales strategy. -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

Ian Campbell, security operations engineer at DomainTools, is someone who has truly carved a niche out for himself in his organization and in the cybersecurity landscape as a whole. His blogs for the DomainTools website have provided paths for neurodiverse cybersecurity professionals and allies who want to make their organizations more friendly to neurodiversity to undertake the small changes to work roles and company culture that can net huge improvements for folks with different types of cognition, patterns of learning, concentration challenges, and yes, nurturable strengths! I've said it plenty of times here and I'll say it again: cybersecurity is at its best when we're all together, solving problems and creating solutions with our own diverse approaches. 0:00 - Neurodiversity in cybersecurity 4:00 - How Ian Campbell got into cybersecurity 6:50 - Cybersecurity journey15:33 - What does a security operations engineer do?18:37 - Chokepoints of security operations engineer role20:22 - Supporting people with neurodiverse work and learning25:50 - What hinders neurodiverse workers in cybersecurity? 30:17 - Altering work culture for neurodiverse workers39:00 - Neurodivergent traits suited for cybersecurity 42:05 - Benefits of neurodiversity in cybersecurity 48:41 - Promoting communication for neurodiverse workers52:36 - Positive policies for neurodivergent workers58:20 - Learn more about DomainTools1:00:00 - Learn more about Ian Campbell1:00:23 - Outro – Get your FREE cybersecurity training resources: https://www.infosecinstitute.com/free– View Cyber Work Podcast transcripts and additional episodes: https://www.infosecinstitute.com/podcastAbout InfosecInfosec's mission is to put people at the center of cybersecurity. We help IT and security professionals advance their careers with skills development and certifications while empowering all employees with security awareness and phishing training to stay cyber-safe at work and home. More than 70% of the Fortune 500 have relied on Infosec Skills to develop their security talent, and more than 5 million learners worldwide are more cyber-resilient from Infosec IQ's security awareness training. Learn more at infosecinstitute.com.

How do you build value so you don't have to fight on price?  Only rookies fight on price.  We all know you get what you pay for – so why is everyone fighting on price when only 6 percent of our purchases are based on price? If they say it is too expensive – you have blown your presentation.  So, how do you create value or demonstrate the benefits of our product or service?  Here are a few ways to get started on your path to sell value, not price. Do you build the value or vomit the features of your product/service and hope they see the value?  Join me for this week's podcast on The Value Sale - How to Prove ROI and Win More Deals - Interview With Ian Campbell.  We will discover how to build the value and create an irresistible ROI.  This will make the purchase a no-brainer.     For more info about Ian visit his website here. PS Lifetime membership to Gold Influence University Save 65%     Why Do 3% Make 97% of The Money? Warning: Influence University is the most complete and comprehensive course I have ever released. This system is USUALLY reserved for my advanced coaching students. This online University will reveal cutting-edge influence techniques that will increase your income and enable you to persuade on command. Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.   Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises. More Info http://influenceuniversity.com/special   Buy Now https://www.paypal.com/cgi-bin/webscr?cmd=_s-xclick&hosted_button_id=ZTSLKM9ST8WHS  

In this episode, Nils welcomes guest Ian Campbell, author of "The Value Sale," to discuss selling value and quantifying ROI in sales. They explore the concept of value and benefits using the example of selling alligators and delve into different levels of benefits. Ian emphasizes the importance of grounding benefits in numbers, focusing on the top two benefits, and reframing the conversation to make it more relatable and impactful. They also discuss the value equation in leadership development and the significance of focusing on payback rather than ROI when selling a product or service. Tune in for more transformative discussions and redefine your approach to strategic selling today! Podcast highlights: 0:44 - The alligator story - Ian shares an absurd example of selling alligators and how the value of the opportunity can change perception. 3:42 - Different levels of benefits - Ian explains the concept of first-order, second-order, third-order, and fourth-order benefits and how they vary in credibility and variability. 11:00 - Avoiding the fourth-order benefit -  Ian advises against discussing fourth-order benefits as they can weaken the business case and recommends focusing on fewer, stronger benefits. 15:29 - Grounding benefits in quantifiable numbers - How does quantifying benefits in sales conversations help in upselling and building customer references? 18:44 - The significance of financial reasons for CFOs -  Ian highlights the importance of presenting financial reasons to CFOs when selling a SaaS product and how it helps in defending the decision and gaining internal support. 20:58 - Value equation for leadership development - How to approach and communicate the value of leadership development, even though it may be considered a third-order benefit? 27:15 - Using a range instead of a benchmark - Ian shares the benefits of using a range instead of a single benchmark number to avoid pushback and allow for individualized discussions about productivity increase. 31:17 - Payback period -  Ian discusses the significance of covering costs within a specific timeframe and the psychological impact it has on decision-making. 33:27 - Three real benefits for customers - Ian explains the three main benefits a customer can expect and how to determine which benefit is most relevant in a given situation. Connect with Ian at https://www.linkedin.com/in/iancampbellnucleusresearch/ Check out his book “The Value Sale” at https://www.thevaluesale.com/ Learn more about Nucleus Research at https://nucleusresearch.com/ This episode is brought to you by the Leadership MBA. The Leadership MBA is a 12-week comprehensive program that will give you all the practical tools you need to become a true leader and the CEO of your career. The product of nearly 2 decades of leadership coaching Managers, Directors, and VPs at companies like Apple and Oracle, the Leadership MBA will show you exactly how to crack the leadership code through a proven step-by-step process. Click here to download the Leadership MBA Program Guide

their products and services, which mainly stems from laying more benefits of the product than what the customer needs. As such, by simplifying the process and focusing on the most crucial part, you can generate a much more positive message, which is essential to success. Ian Campbell is the founder of Nucleus Research, a company that uses an ROI investigative approach to deliver research with unbiased and factual analysis, helping you to create a credible business ROI. He is also the best-selling author of The Value Sale, helping readers prove their ROI and close more deals. Today, Ian will talk about the return on investments, the total cost of ownership, leadership, and how to improve your overall business. Tune in to learn more! Resources Nucleus Research Site  Ian Campbell on Linkedin The Value Sale: How to Prove ROI and Win More Deals on Amazon

"Identify that one big benefit, and you'll make it a lot easier to show the value you'll deliver. You'll also make it easier for your prospect to champion the decision." - Ian Campbell in today's Tip 1648 Do you identify that one big driver for the decision and help your prospect understand that one big benefit? Join the conversation at DailySales.Tips/1648 and learn more about Ian! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Boost Your Sales with ROI and Payback: Ian Campbell's Expert Advice Does this sound familiar? You've been told to bombard your customers with a laundry list of product features and hope that it somehow convinces them to buy. But all you're left with is a frustrated audience and lackluster sales results. The pain of spending valuable time and effort crafting complex messages that fail to resonate is all too real. Isn't it time you learned a more effective approach to drive sales success? Our guest for this episode: Ian Campbell, the guest for this week's The Modern Selling Podcast, is the CEO of Nucleus Research, a leading research firm focused on helping organizations understand and articulate the value and return on investment (ROI) of technology. With over 20 years of experience in the tech industry, Ian brings a wealth of knowledge and expertise to the table. He is also the author of the book "The Value Sale," which provides sales professionals with a simple and effective process for building a business case and delivering a value message that resonates with buyers. Ian's insights and practical strategies make him a valuable resource for sales professionals looking to drive sales success through effective communication of value and ROI. He has a rich background in the tech industry. Starting as a software programmer, he later transitioned into research, where he found his passion for understanding the ROI from technology. As the founder and CEO of Nucleus Research, Ian and his team focus on helping vendors and end users articulate the value of technology through ROI studies. With a wealth of experience in teaching value and ROI at the college level, Ian recognized the need to simplify the process of building a business case for salespeople. His goal in writing a book was to provide sales professionals with a clear and straightforward approach to showcasing value and ROI to their customers. By breaking down the concept into easily understandable terms, Ian believes that salespeople can confidently communicate the benefits of their products, ultimately leading to increased sales success. The easier it is to build a business case, build an ROI case, the easier it's going to be for you to sell. - Ian Campbell Mastering Communication for Sales Success Understanding the art and science of communication is crucial for sales success. Strong communication skills allow sales professionals to articulate their value proposition clearly and persuasively, which is critical in convincing potential customers of the benefits of a product or service. Skilled communicators can effectively convey complex information, maintaining the interest of their audience, and promoting engaging and productive conversations that drive sales. Simplifying and Communicating Value Proposition A crucial skill for any sales professional is to effectively simplify and communicate the value proposition of their product or service. This involves distilling complex features and benefits into understandable and impactful messages. By focusing on the key benefits that resonate most with the customer, salespeople can create a compelling narrative that underscores the value of their offering and encourages the customer to make a purchase. In this episode, you will be able to: Master the art of communicating value and drive your sales success. Learn how to simplify your value proposition and effectively communicate the benefits to your customers. Discover the role of ROI and payback in sales and decision-making, and how to leverage it to close deals. Quantify the value you provide to your customers and demonstrate the impact of your product or service. Understand the importance of identifying your customer's needs and focusing on key benefits to drive sales success. The key moments in this episode are: 00:00:08 - Introduction. 00:01:36 - About Ian Campbell and Nucleus Research. 00:05:33 - The Value Sale Book. 00:06:51 - Easy Way to Determine Positive ROI. 00:09:56 - Leading with ROI. 00:13:51 - The Importance of ROI in Sales. 00:15:08 - Categorizing Benefits and ROI. 00:16:20 - The Value of Hours Saved. 00:17:43 - Simplifying ROI for Marketing Sequences. 00:19:07 - Challenges of ROI in Larger Opportunities. 00:26:11 - The Importance of Payback Period. 00:27:28 - Mitigating Risk with Payback Period. 00:28:00 - Leveraging Payback Period in Marketing. 00:29:38 - Using Payback Period to Improve Sales Messaging. 00:30:01 - Avoiding Common Mistakes in Building a Business Case. 00:39:02 - The Power of Simplifying Product Benefits. 00:39:38 - Connecting with Ian Campbell. 00:40:43 - Quota Performance and Sales Challenges. 00:42:29 - Research Collaboration Opportunity. 00:42:39 - Ian Campbell's Favorite Movie. Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of the Modern Selling podcast. He welcomes the audience and mentions that they will be discussing the value sale ROI in this episode. 00:01:36 - About Ian Campbell and Nucleus Research, Mario introduces Ian Campbell, the CEO of Nucleus Research and author of the book "The Value Sale." Ian shares his background in technology and explains that Nucleus Research focuses on helping vendors and end users understand the return on investment from technology. 00:05:33 - The Value Sale Book, Ian discusses his book "The Value Sale" and its purpose of providing salespeople with a process to build a business case and demonstrate value to customers. He emphasizes the importance of ROI in helping customers understand the potential return they will get from a product. 00:06:51 - Easy Way to Determine Positive ROI, Ian introduces the concept of breadth and repeatability as indicators of positive ROI. The more people use a product and the more often they use it, the greater the potential ROI. He advises salespeople to consider these factors when evaluating the potential value for a customer. 00:09:56 - Leading with ROI, Ian suggests that while ROI is an important metric, payback period is even more impactful. Salespeople should focus on how quickly a customer will cover their costs and the return they will receive over time. Payback period can be a more compelling metric when discussing financial 00:13:51 - The Importance of ROI in Sales, The conversation begins by discussing the significance of showcasing ROI to end users. The guest emphasizes the need to focus on increasing productivity and saving tangible resources, such as time. The value proposition should highlight the number of hours saved and the cost justification. 00:15:08 - Categorizing Benefits and ROI, The guest introduces the concept of categorizing benefits into direct, intended, productivity gain, and distant categories. While direct and intended categories are easy to calculate, distant benefits, like happier employees, have a lower impact on ROI. The key is to focus on the two big benefits that drive the deal. 00:16:20 - The Value of Hours Saved, The guest emphasizes the importance of focusing on the number of hours saved and how it justifies the cost. Even a few hours saved can make a significant impact. By calculating the worst-case scenario, it becomes evident that the value proposition for sales should revolve around the hours saved. 00:17:43 - Simplifying ROI for Marketing Sequences, The guest suggests a brilliant question to ask in marketing sequences: "How many hours do I really need to save you to justify the cost?" This simplifies the ROI discussion and helps in converting more people. He advises focusing on the two big benefits that drive the deal and not getting caught up in other smaller benefits. 00:19:07 - Challenges of ROI in Larger Opportunities, The guest acknowledges the difficulty of unpacking ROI in larger opportunities and more. 00:26:11 - The Importance of Payback Period, Understanding the payback period is crucial in making informed decisions about signing a contract. It helps determine if a project will cover its costs within a reasonable timeframe and if the return on investment is favorable. Shorter payback periods increase the likelihood of moving forward with a project. 00:27:28 - Mitigating Risk with Payback Period, A shorter payback period reduces the risk associated with a project. If the costs can be covered within a few months, even if the decision turns out to be a bad one, the project will have already generated positive value. Emphasizing a quick payback period can accelerate decision-making. 00:28:00 - Leveraging Payback Period in Marketing, Highlighting a quick payback period in marketing can be more impactful than focusing on a small daily cost. Demonstrating how quickly customers can cover their costs and start generating positive value is a stronger selling point. Real-life examples and customer testimonials can reinforce these claims. 00:29:38 - Using Payback Period to Improve Sales Messaging. Incorporating the idea of payback period into sales messaging can significantly enhance the effectiveness of the message. By framing benefits as numbers that contribute to covering costs and generating positive value, sales reps can appeal to prospects' desire for tangible returns. 00:30:01 - Avoiding Common Mistakes in Building a Business Case Sales reps often make the mistake of including too many benefits in their business case, diluting the impact of their message. 00:39:02 - The Power of Simplifying Product Benefits, Ian Campbell emphasizes the importance of focusing on the three key ways a product impacts customers, making it easier to articulate their value. He encourages salespeople to drop the mic and make sure the benefits drive to those big numbers. 00:39:38 - Connecting with Ian Campbell, Mario asks how listeners can connect with Ian Campbell, suggesting Twitter and LinkedIn. Ian recommends finding him on LinkedIn and reaching out to Nucleus Research for valuable resources and articles on topics like IRR. Personalized connection requests are encouraged. 00:40:43 - Quota Performance and Sales Challenges. Mario asks about the latest research on the percentage of sellers making quota. Ian shares that they are about to launch a survey to gather this data. He mentions that while revenues may be down, competition is up, and deals are extending rather than falling off. 00:42:29 - Research Collaboration Opportunity, Mario offers to connect Ian with their database of 100,000 sellers, business owners, and sales leaders if they need to poll for research. Ian expresses his appreciation and interest in collaborating for future research. 00:42:39 - Ian Campbell's Favorite Movie. Mario asks Ian about his all-time favorite movie. Ian chooses "Castle Black" as a classic old film with a cheesy charm and memorable one-liners. He considers it a movie that never gets tiresome and stands out among the rest. Leveraging ROI and Payback to Close Deals A key aspect of successful sales is the ability to convincingly demonstrate the Return on Investment (ROI) and payback period to potential customers. Showcasing the tangible benefits, savings, and productivity gains that will be achieved through the purchase in a simple and believable manner can expedite the decision-making process. By leading with a short payback period, sales professionals can alleviate risk concerns, making it easier for decision-makers to approve the purchase. The resources mentioned in this episode are: Visit the FlyMSG.io to download the free personal writing assistant and text expander application. Check out the Nucleus Research website to learn more about their services and how they can help you understand the ROI of technology. Purchase a copy of Ian Campbell's book, The Value Sale, to learn how to build a business case and deliver a message that will help close deals. Consider leading with the concept of payback rather than just ROI in your sales process to help customers understand how quickly they can cover their costs. Explore the various metrics and value propositions that can be used to start conversations with potential buyers. Connect with Mario Martinez Jr. on LinkedIn to stay updated on future episodes of the Modern Selling podcast.

"If your solution is used infrequently by only a few people, you may need to look for other benefits or consider discounting to push the deal forward." - Ian Campbell in today's Tip 1635 Is your product used frequently or infrequently? Join the conversation at DailySales.Tips/1635 and learn more about Ian! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Rather than lead with ROI, consider starting the discussion with payback, then turn to ROI." - Ian Campbell in today's Tip 1630 What's your thought about this? Join the conversation at DailySales.Tips/1630 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

This week Kali Fencl, Tim Helming, and Ian Campbell discuss the ransom attacks against MGM and Caesars Entertainment along with Cisco's acquisition of Splunk.

"If you keep the business case tight and focus your effort on the benefits that matter, you can create a credible business case that's easy to understand and drive to a close." - Ian Campbell in today's Tip 1625 How many benefits does your product deliver? Join the conversation at DailySales.Tips/1625 and learn more about Ian! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Show a positive ROI, and your prospect might drive themselves through the sales funnel." - Ian Campbell in today's Tip 1620 How do you calculate ROI? Join the conversation at DailySales.Tips/1620 and be sure to check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm