{"podcast":{"title":"Higgle: The B2B Sales Club","slug":"higgle-the-b2b-sales-club-6622259","podcast_index_feed_id":6622259,"rss_url":"https://feeds.libsyn.com/480273/rss","website_url":"https://piscari.com","image_url":"https://static.libsyn.com/p/assets/9/8/2/4/9824346868e96407e55e3c100dce7605/Cover-Higgle_B2B_Sales_Club.jpg","author":"Mike Lander","episode_count":142,"summary":"This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, Sales Negotiations and difficult Procurement discussions. It's all about helping you win more deals, and hitting your sales quota. We talk to sales leaders, brand leaders and procurement leaders about lessons learnt on their journey to win more sales deals and get better negotiated outcomes. The podcast is hosted by Mike Lander, an ex procurement director and entrepreneur, talking to guests about their experiences - the good, the bad and the ugly. Please subscribe to get updates when new episodes are released.","last_synced_at":"2026-07-13T10:20:55.569065+00:00","page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259"},"episode":{"title":"The Psychology Behind High-Stakes Decisions: Lessons from the CIA with Mike Mears, Part 2","slug":"the-psychology-behind-high-stakes-decisions-lessons-from-the-cia-with-mike-mears-part-2","published_at":"2026-02-23T06:00:00+00:00","page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259/the-psychology-behind-high-stakes-decisions-lessons-from-the-cia-with-mike-mears-part-2","show_page_url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259","url":"https://9e87cc1f-f19f-4fe0-9a73-46635c121ed2.libsyn.com/the-psychology-behind-high-stakes-decisions-lessons-from-the-cia-with-mike-mears-part-2","audio_url":"https://traffic.libsyn.com/secure/9e87cc1f-f19f-4fe0-9a73-46635c121ed2/Higgle_-_Mike_Mears_P2.mp3?dest-id=4084452","summary":"Can you believe that small moments of trust and safety matter more than any sales technique? In this second of two parts with Mike Mears, we shift the focus directly into sales, leadership, and the psychology behind real influence. We explore what Mike has learned throughout his career, including why one-way communication fails and how dialogue reveals what leaders often miss. The discussion quickly moves into how assumptions quietly damage sales performance, why curiosity consistently outperforms pressure, and how traits can shape success in sales. As the episode continues, we get into the path of safety, trust, clarity, and challenge, plus why skipping any step undermines everything that follows. We unpack social pain, how easily it's triggered, and why the brain remembers it longer than physical injury. Mike explains why trust is fragile, how consistency outweighs charisma, and how even small facial expressions can create lasting damage. Mike leaves us by talking about how steady course correction beats dramatic intervention when it comes to motivating teams and driving growth. Topics covered during this episode include: How short, focused messaging followed by dialogue creates stronger organizational alignment. What employee involvement reveals about decision-making, ownership, and long-term performance. How leadership behaviours directly influence sales environments. Why making assumptions about sales performance shortcuts understanding and limits improvement. How curiosity functions as a skill that can be developed rather than a fixed trait. What safety, trust, clarity, and challenge look like as a natural psychological sequence. How unfairness, exclusion, or uncertainty can instantly derail productive sales conversations. The importance of avoiding unintentional…","meta_description":"Can you believe that small moments of trust and safety matter more than any sales technique? In this second of two parts with Mike Mears, we shift the foc…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1715,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/higgle-the-b2b-sales-club-6622259/episodes/the-psychology-behind-high-stakes-decisions-lessons-from-the-cia-with-mike-mears-part-2/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/higgle-the-b2b-sales-club-6622259/the-psychology-behind-high-stakes-decisions-lessons-from-the-cia-with-mike-mears-part-2.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}