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The ActionCOACH Podcast

James Vincent
The ActionCOACH Podcast
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174 episodes

  • The ActionCOACH Podcast

    Rory Sutherland: Stop Marketing to Customers that Do Not Exist!

    02/07/2026 | 38 mins.
    Why Rory Sutherland Thinks You're Wrong (The Average Trap) Rory Sutherland Ogilvy Interview

    Most businesses design for the "average" customer. Rory Sutherland, vice chairman of Ogilvy, explains why this leaves everyone dissatisfied. In this ActionCOACH podcast episode recorded at BizX 2026, host Neil Martin explores how to escape the average trap and think like your customers actually think.

    When the US Air Force designed fighter jet seats for the "average" pilot, virtually nobody fit. Few people are average across multiple dimensions at once. Rory built his reputation at Ogilvy challenging finance-driven thinking and revealing why psychological factors often matter more than practical features.

    What You'll Learn:

    Why Designing for Average Fails: The fighter jet seat story proves adjustability beats one-size-fits-all thinking across product design, customer service, and business strategy.

    Marketing as Probabilistic Discipline: Why finance executives struggle to value marketing. You're making probabilistic bets on future outcomes like a casino, not controlling internal operations like finance.

    The Data Paradox: Nearly all business data comes from the past. You're driving whilst looking in the rear-view mirror, missing opportunities that don't show up in historical data.

    The 70-20-10 Experimentation Framework: 70% proven tactics, 20% incremental improvement, 10% blue-sky experiments where failure should be your goal. Breakthrough ideas contain illogical elements that data would reject.

    Psychological Friction Blocks Sales: Emotional barriers prevent purchases more often than practical problems. Examples from caravan design to luxury watch brands show how removing psychological friction creates breakthroughs spreadsheets miss.

    Capitalism's Genius Is Variety: Why exploring 18 different solutions beats optimising one "perfect" average solution. Competition creates better outcomes by testing multiple approaches simultaneously.

    Marketing as Mindset, Not Function: Sell marketing as a way of thinking rather than defending what marketing departments do. This customer-perspective thinking prevents boards from making internally rational decisions that look foolish to actual buyers.

    Brought to you by Actioncoach UK | The World Number 1 in Business Coaching
    Learn more at: actioncoach.co.uk

    This Episode is sponsored by Santander x Worldpay | Providing business and corporate clients with secure, in-store, and e-commerce payment solutions.
    Hosted on Acast. See acast.com/privacy for more information.
  • The ActionCOACH Podcast

    Sara Davies on Why Being Yourself is Your Biggest Advantage

    25/06/2026 | 1h 28 mins.
    Sara Davies MBE on Why Authenticity Wins in Business and Leadership | Dragons' Den Star Interview

    When the BBC asked Sara Davies to be "more dragon-like" before her Dragons' Den audition, she made a choice. She walked into that meeting as herself, legs crossed, warm demeanour, Northern accent intact, and told commissioners exactly what they'd get. That decision transformed her career.

    Sara Davies MBE is founder and CEO of Crafter's Companion, a £40 million craft business. She became the youngest woman ever on Dragon's Den, where she's been an investor for six years, and is one of the UK's most recognisable entrepreneurs.

    In this episode, Sara explains why being authentically yourself is your biggest business advantage. She spent her 20s shape-shifting to fit each room until her husband asked which version was the real her. That question changed everything.

    If You're Building Your Personal Brand: Know what you stand for, then show up as that person consistently.

    If You're Managing through Decline: Accept the situation, make the hard decisions fast, and stop using money as an excuse to delay.

    If You're Leading a Team: Read what isn't being said. Pair direct feedback with genuine care for growth.

    This conversation cuts through the noise with genuine insights on why authenticity works, how to make hard decisions fast, and why emotional intelligence matters as you scale.

    Brought to you by Actioncoach UK | The World Number 1 in Business Coaching
    Learn more at: actioncoach.co.uk

    This Episode is Brought to you by Santander x Worldpay | Providing business and corporate clients with secure, in-store, and e-commerce payment solutions.

    This Episode is Sponsored by TrueTalent | Connecting Talent for events, campaigns and more. True Talent are passionate about bringing together the best suited Talent with brands.
    Learn more at: wearetruetalent.com
    Hosted on Acast. See acast.com/privacy for more information.
  • The ActionCOACH Podcast

    Pipeline is Life: Why Every Entrepreneur Must Become Chief Sales Officer

    17/06/2026 | 36 mins.
    Sales: You're Already Selling (Here's Why That Matters) | Jeb Blount Fanatical Prospecting Author Interview

    Most entrepreneurs think they're not in sales. Jeb Blount knows better. In this backstage episode of the Business Growth Podcast at BizX 2026, we reveal why every business owner must become their company's chief sales officer and how keeping your pipeline full changes everything about how you sell, close, negotiate, and choose customers. Jeb built a 1.2 million-person email list over 20 years, hosts the Sales Gravy podcast (top 10 in its category), and has written 18 bestselling books including Fanatical Prospecting.

    What You'll Learn:

    Why Pipeline Is Life:
    A full pipeline makes you better at every aspect of selling. When you have options, you close better, negotiate stronger, and select the right customers instead of taking anyone who says yes.

    Selling as Consulting:
    The value bridge concept reframes selling from pushing products to guiding people toward their goals. Start with integrity, ask better questions, and position yourself as an interpreter who helps buyers reach their desired future state.

    Multi-Touch Prospecting That Actually Works:
    Phone calls, voicemail, email, LinkedIn messages, in-person visits, newsletters, and podcasts combine to create powerful sequences. Single-channel approaches fail because no one channel works alone anymore.

    Why AI Is Breaking Email:
    Salespeople send 8 times more email than 4 years ago but get one-eighth the results. AI-generated messages have saturated inboxes, forcing email providers to filter aggressively.

    Bold Calling Is Back:
    In-person prospecting is experiencing a resurgence. Jeb shares how he scaled a chain-link fence past 'Beware of Dog' signs, met a business owner, and later closed a $1.2 million deal.

    Key Quotes:

    "Pipeline is life. When you have a full pipeline, you're better at selling, you're better at closing, you're better at negotiating, and you're better at choosing the right customers."

    "Selling is helping people get what they want. If you start with integrity and don't sell people things they don't need, you're just guiding them toward their goals."

    "The phone still works. Nobody answers a phone that doesn't ring. Pick it up."

    Jeb Blount's Background:

    Jeb Blount is a sales trainer, author of Fanatical Prospecting and 17 other bestselling books, and founder of the Sales Gravy podcast (top 10 in its category). He built a 1.2 million-person email list over 20 years and runs a 34-person consulting firm.
    Hosted on Acast. See acast.com/privacy for more information.
  • The ActionCOACH Podcast

    From 1 Million to Half a Billion: John Hutmacher's Proven System for Scaling Success

    11/06/2026 | 1h 14 mins.
    Hosted on Acast. See acast.com/privacy for more information.
  • The ActionCOACH Podcast

    Peter Sutcliffe Killed His Mother. He Chose to Help Others | Richard McCann

    05/06/2026 | 32 mins.
    Richard McCann - Peter Sutcliffe Killed His Mother. He Chose to Help Others

    Richard McCann grew up in Scotthall, a deprived area of Leeds, with his mother's alcohol struggles, a violent boyfriend involved in drugs, and constant chaos. Just before his sixth birthday, his mother went out and never came home. At 5:30 the next morning, Richard and his sister Sonia searched for her at a bus stop. Police took them to a children's home: "Mum's been taken to heaven." She'd been murdered by Peter Sutcliffe.

    Six-year-old Richard reframed the tragedy. His mother was no longer suffering. He and his sisters had a fresh start. That survival mechanism -what psychologists call "explanatory style" -kept him afloat for decades. The meaning you apply to a situation creates your reality. But self-doubt followed. He looked in the mirror and saw an "ugly kid." He felt unworthy of relationships or success.

    From age 16, Richard sought relationships to feel worthy. His subconscious didn't believe he deserved them, so he'd self-sabotage. He'd push people away, see things that weren't there, and accuse his girlfriend of being with another guy when she was with a friend. He joined the army and lied about his mother because he was ashamed. They discovered the truth after a year. He was discharged following a drunken rampage. Then came drug dealing, arrest, and imprisonment in the same jail that held Peter Sutcliffe 29 years earlier.

    Rock bottom came after his release in July 1997. He faced house repossession with six weeks to find a job. After five weeks with nothing, he attempted suicide. Nobody would hire him because he had a criminal record.

    What changed? His sister Sonia stabbed her violent boyfriend and faced prison. Richard impulsively decided to write a book to defend her. He had no qualifications but got "Just a Boy" published. The book led to TV appearances and liberated him. He didn't need to be ashamed of his mother's behaviour.

    Speaking invitations followed. He was shocking at first, reading from the book with no understanding of how storytelling works. After two years, he realised he could make more of a difference through speaking than through social work. He was getting letters from people he'd helped.

    Richard discovered that turning trauma into purpose didn't erase the pain. His story became a blueprint for post-traumatic growth -you can grow because of trauma. Lose your job but find work you love. End a relationship, then meet someone you have children with. His workshop helps people identify their first setback and how they grew from it, building belief in their ability to handle future setbacks.

    Today, Richard helps others reframe struggles using his "bounce back graph." You cycle between red (setback) and green (recovery). He teaches that self-doubt can be challenged with evidence. His process: identify thoughts that aren't serving you, write them down, ask "Where's the evidence?" Use the reticular activation system -when you believe something, you see it everywhere. Henry Ford said it: "Whether you believe you can or you can't, you're right."

    His younger sister passed away from lung cancer just before the pandemic. Grief doesn't diminish. But he had belief: "You'll get through this." During the pandemic, his business ground to a halt. He earned £400 in April 2020. Pain and love never disappear because that's part of being human.

    He's written "Teach Me Gently" to help parents support anxious children. His own daughter had six months of school refusal due to anxiety. His key advice: children need to feel safe before any reasoning. When a child is anxious, they're in fight or flight -you can't reason with that. It might take two hours to make them feel safe, but that's the foundation.

    Richard still lives in Leeds. He had mentors like Stuart Hardy, his boss before prison, who gave him belief and treated him like a son. His core message remains simple: the emotional pain of loss never disappears, yet neither do you have to stay in the red.
    Hosted on Acast. See acast.com/privacy for more information.
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About The ActionCOACH Podcast
The ultimate resource for business owners, leaders, entrepreneurs, and personal development junkies. This podcast is all about YOU and YOUR success. Bringing the world's best business experts and thought leaders into your environment, giving you the tools and knowledge you need to increase your capability and shape the person you become. Business Excellence is about taking you to the top of your game and achieving excellence in both business and life. And we don't just talk the talk – we walk the walk. Powered by ActionCOACH, the World's Number 1 Business Coaching Firm. It’s not about theoretical knowledge – it’s about giving you practical action steps to implement in your business and life right away. So what are you waiting for? Subscribe to the Business Growth Podcast and enjoy your future success. Prepare to take action, become the person you want to be and attract the business and life you want to have. Hosted on Acast. See acast.com/privacy for more information.
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