The Fintech Scaling Show

Building Sales Success: Qualify, Evolve, and Drive Revenue

In this episode of the Fintech Scaling Show, hosts Richie and James dive deep into the art and science of building a successful sales process.

They discuss how a well-designed, evolving sales process can transform prospect qualification, enhance deal management, and ultimately drive revenue growth.

 

Key Highlights:

• The Role of a Sales Process:
  Richie and James explore why a sales process is the backbone of any successful sales organization. It’s not just about structure—it’s about ensuring every step, from lead to close, aligns with the company’s goals and is adopted across the team, from CEOs to sales administrators.
• Steps in a Sales Process:
  They outline a proven framework for a scalable and effective sales process, breaking it into these key stages:

1. 1. Lead Development
   2. Discovery
   3. Scoping
   4. Economic Buyer Meeting
   5. Validation Events
   6. Business Cases
   7. Negotiation and Closing
   8. Adapting and Evolving
      
      The hosts stress that a sales process isn’t static—it should evolve with the company’s growth and market changes. Regularly reviewing and refining your process ensures relevance and scalability.

Actionable Takeaways:
Listeners will leave with practical insights on implementing or enhancing their own sales process, ensuring better organization, stronger alignment with the team, and more efficient revenue generation.

From Good to Elite: Mastering the Art of Sales Excellence

In our latest podcast, we explore what it takes to go from being a good salesperson to truly elite, and the insights are eye-opening. We discuss the importance of having a growth mindset, mastering frameworks like MEDDICC, and following a structured sales process that goes beyond merely building relationships.

James shares his personal journey—how early success wasn’t enough until he embraced value-based selling and customer centricity, transforming his entire approach.

The conversation also delves into why diligence, focus, and finding the right champions are non-negotiable for closing deals. Ultimately, it’s all about connecting your product’s value to the customer’s pain points. When you do that right, the results speak for themselves!

Unlocking Fintech Growth: The Power of the Economic Buyer

Richie and James explore strategies for accelerating revenue in fintech, emphasizing the importance of engaging with the economic buyer.

Key Points:
Role of the Economic Buyer:

An individual with budget authority and a focus on business outcomes.
Prioritizes profit potential, cost savings, and risk reduction over technical specifics.
Validation Meeting:

A critical step to confirm the solution’s value before investing in expensive proof of concepts.
Secures the economic buyer’s commitment to sign a contract if promised results are delivered.
Economic Buyer’s Priorities:

The Three C's: Costs, Completion (time to value), and Confidence (solution success).
The Three W's: Why now, why your company, and why this solution.
Relationship Building:

Keep the economic buyer informed with updates to demonstrate ongoing value, even without direct responses.
Avoid Vendor Bashing:

Focus on showcasing your strengths and avoid speaking negatively about competitors.
Value-Driven Engagement:

Highlight business value over technical details to build trust and demonstrate your ability to deliver.
This discussion offers actionable insights into effectively engaging with economic buyers to drive fintech sales.

Mastering the Art of Sales Champions in Fintech

Richie and James explore the crucial role of identifying and qualifying a "champion" in the fintech sales process, emphasizing that a lack of proper qualification often leads to lost deals. They introduce MEDDIC as a practical framework, likening it to a "compass" that helps connect customer pain points to business solutions while prioritizing customer value. A champion is defined as someone influential within the organization who actively advocates for your solution, even if they don’t hold a senior title.

The hosts discuss how to qualify a champion by asking about their past experiences and ability to navigate their organization to ensure they have the influence needed to close the deal. They stress the importance of building trust by asking tough, meaningful questions and focusing on genuine opportunities. Coaching champions is essential; sellers should prepare them to address objections and position the solution effectively to stakeholders.

The distinction between champions and coaches is crucial, as champions have the power to move deals forward, while coaches provide valuable insights but lack influence. Sales leaders must guide their teams in identifying champions by asking probing questions and aligning with the sales process. By focusing on champions and using methodologies like MEDDIC, fintech sales teams can avoid wasted effort and achieve greater success.

From Liquidation to Innovation—The Journey to Reinvent Subscriptions

What happens when your entrepreneurial dreams crash and burn? You can quit, or you can rewrite the rules.

In this week’s episode, we talk to a founder who did just that. After a painful liquidation left their subscription fashion business in ruins, they refused to stop. From job rejections on both ends of the career spectrum to pivoting into the uncharted territory of SaaS subscription management, this is a story of relentless reinvention.

You’ll hear how they:

Identified the flaws in the subscription model that led to their first venture’s collapse.
Turned rejection into redirection, building something completely new.
Crafted a B2B SaaS financing solution that saves money, optimizes cash flow, and creates value for all stakeholders.
This is more than a story about business—it’s a blueprint for perseverance and bold thinking.

🔗 Listen now for a raw, look at entrepreneurship’s highs and lows, and why failure might just be the shortcut you need.

Sales Kickoff Secrets: Inspire, Align, Succeed

In today’s episode, Richie and James explore why Sales Kickoffs (SKOs) are a pivotal moment for launching the sales year with momentum. SKOs provide a unique opportunity to align teams on goals, build confidence, and equip them with the tools needed for success.

A winning SKO focuses on three key pillars:

Goal Alignment – Effectively communicate company objectives and ensure they resonate with team strategies.

Inspiration – Energize the team with impactful stories, past successes, and motivational content.

Enablement – Deliver actionable tools, updated playbooks, and targeted training to drive performance.

But not all SKOs deliver. Common missteps, such as overwhelming the team with information, unclear messaging, or poor organization, can leave teams feeling unmotivated and unprepared.

When designed with intention—balancing vision, strategy, and execution—a great SKO can empower teams, build clarity, and set the tone for a record-breaking year.

Echoing Change: Building a Sustainable Future in FinTech

Introduction:

Richie and James set the stage for an engaging discussion with Oli, a FinTech veteran who transitioned from corporate banking to startup entrepreneurship, now leading a sustainability-driven FinTech venture.

• Why Leave Corporate Life for a Startup?

  • Oli’s journey from big-name banks like HSBC to the dynamic world of startups.

  • The personal and professional motivations behind leaving corporate comfort, including the desire for impact and frustration with slow change in traditional finance.

• Key Lessons from Startup Failures and Second Chances:

  • Reflections on Oli's first startup attempt and the pivotal lessons learned, from financial pressures to strategic missteps.

  • The importance of timing, preparedness, and leveraging networks when building a business.

• Founding Echo:

  • The spark of inspiration in a London pub and how an idea evolved into a tangible business.

  • The serendipitous blend of co-founders with complementary skills in finance, product, and customer experience.

  • Early challenges and the deliberate approach to balancing day jobs while developing Echo.

• Echo’s Vision and Mission:

  • How Echo transforms sustainability from a cost center into a revenue driver for banks, payment companies, and fintechs.

  • Metrics Echo targets: customer activation, cost of acquisition, transaction values, and customer engagement.

  • Examples of building technology and partnerships to achieve these outcomes.

• Scaling Thoughtfully:

  • Echo’s measured approach to growth: using agencies, phasing full-time involvement, and ensuring regulatory and compliance rigor.

  • Importance of building relationships with key partners and investors early on.

• Advice for Aspiring Entrepreneurs:

  • The necessity of underestimating startup challenges and being relentless in solving problems.

  • Building a support network of experienced mentors to navigate unfamiliar territory.

  • Why startups need both patience and persistence to succeed.

Closing Thoughts:

Oli emphasizes the growing importance of sustainability in business and the opportunity for fintechs to lead the charge in making the world better while delivering measurable results.

The Evolution of Fintech in 2023: In Conversation with Bloom Money

What excites you about 2023 in fintech?

What pitfalls do you need to be aware of?

What is the best way forward for you and your company? 

I dived into these topics with Nina recently

As we looked ahead to the year 

Want to find out my thoughts?

Then download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

 

The Evolution of Fintech in 2023: In Conversation with Dusk Network

My Family and friends, still to this day, ask me what Bitcoin is.

So, if we're talking about mass adoption these are the people we should be educating.

 

Want to find out more about how fintech is evolving and why educating the market is key to succeed?

Then tune into me chat with Ryan 

 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Fintech Week London

We’re still building right now, so topics such as open banking will remain centre of the discussion into 2023 as more capabilities are released to market.

Want to find out the hot topics for 2023 in fintech?

Then listen to my fireside chat with Raf 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Fixico

Culture is, quite simply, the backbone of a company

So, making sure that you have people that are aligned with the same mission, DNA, motivation, and values

Is extremely important in achieving the mission you’re on as a team.

Want to find out how fintechs are evolving their culture as they build for the future?

Then listen to my fireside chat with @Richard Doherty 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Media.Monks

Web3 is the new word, but how do we separate hype from fact?

There is a real sense that Web3 creates new business models and opportunities, and further extends our everyday life into that of a virtual existence. 

But what is the aim of Web3 and how is this new technology going to give you the opportunities to scale and grow in 2023?

I sat down with Funs, from Media.Monks, to talk through this.

Want to find out more about this initiative and get involved?

 

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Konsentus

Transforming Saudi Arabia into an innovative fintech hub

With a thriving fintech ecosystem

Is part of a wider government and industry initiative to boost growth and deliver new products to customers by 2030. 

The aim is to achieve this objective by boosting financial sectors institutions and developing the Kingdoms financial markets to become and advanced capital market. 

I sat down with Saleh Alhammad to dig further into what’s happening on the ground to help facilitate this very ambitious strategy. 

Want to find out more on about this initiative and get involved?

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Wise

"We’re seeing things such as variable reoccurring payments come to market now; and this could be further enhanced with the use of open banking to launch some very exciting use cases." 

Want to get to grips with the opportunities that are being created in open banking?

Check out my recent conversation with Arun   

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Certua

“Digital businesses are perfectly poised to distribute fintech solutions, but they don’t have the knowledge of financial services and knowhow to embed these services into their current capabilities.”

Want to get to grips with how digital businesses can take advantage of embedded finance solutions?

Check out what Luke had to say in my recent conversation

 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Viisi

"Think Differently to innovate - I believe people must be, especially right now, more aware of the fact that in the long run, you have to do something differently as the industry evolves"

 

Want to find out what opportunities are around the corner for fintechs?

 

Check out what I had to say in my recent conversation with Tom

 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintechin 2023: In Conversation with Five Degrees

"Fintechs will focus on expanding their product offering, while traditional banks become more customer centric." Jeffrey Severijn 

Want to find out what opportunities are around the corner for fintechs?

 

Check out my recent conversation with Jeffrey Severijn

 

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

 

The Evolution of Fintech in 2023: In Conversation with Fidelity

Data is a critical part of the journey forward and a further shift to optimizing capabilities that lead to more services moving to the cloud which results in changes in the overall infrastructure.

And as this change occurs, it gives businesses the opportunity to investigate and look beyond traditional architecture—and this is where fintech comes in.

Want to find out why collaborating with Fintechs to create the next-gen architecture makes sense?

Then download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

 

Listen to the full podcast episode 

The Evolution of Fintech in 2023: In Conversation with RFI Global

A recent survey from RFI Global shows that consumer trust remains relatively low in the new digital led banks and fintechs compared to those of traditional banks. 

Fledgling companies traditionally find these brand trust issues as they go to market, and fight for market share and consumer awareness…

But in the case of fintech this is an ongoing pattern that’s been lasting for several years.

Want to dig deeper, and explore how TRUST issues can be overcome?

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

 

 

The Evolution of Fintech in 2023: In Conversation with LexisNexis Risk Solutions

Fintech is already delivering significant benefits to consumers and investors by providing financial stability and financial inclusion via financial services firms and financial market infrastructure. 

However, the ever-increasing use of fintech solutions and emerging technologies also brings risks, to which regulators and supervisors are responding.

Rocio Suarez Gray, Lexis Nexis Risk Solutions, had this to say in our recent podcast looking at how fintech will evolve in 2023

 

“With all the evolving regulation and all the new legislation coming into place, it’s vital that you have the systems and processes in place to support day-to-day operations and your growth agenda. Have a proactive approach to compliance and be ready before any event occurs.”

Want to dive into more details?

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with FINBOURNE Technology

Standardization of Processes and Protocols will lead to further innovation in the cloud. 

There has been a gradual evolution of the tech stack over the past 15 years. I believe there will be further standardization across the industry as companies & bodies - such as the EDM council, ISLA and parties collaborating on the common data model, taxonomy for instruments and Swift - move to the cloud. 

What is interesting is that they are moving in a manner that encourages adoption of standards. 

This alone is usually the driver for future innovation and will further help cloud standardization. 

Want to find out more about the biggest opportunities in Fintech?

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Mollie

“There has already been quite a lot of disruption happening in fintech in the past 10 years. And I believe, there’s a lot more to come, especially as a number of products haven’t been fully adopted by the public yet.”   Ken Serdons, CCO, Mollie

Want to find out more on how fintech will evolve in 2023?

 

Check out my conversation with Richard Doherty

And download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: In Conversation with Stubben Edge

“I can see there being a critical mass driver which will lead to either mergers or partnerships, which will be beneficial for the ultimate consumer but it’s going to be born out of necessity. On top of this, the next evolution will come down to who’s got the strength of idea or the balance sheet that’s capable to bring those other partners together and the idea to the market.”   Chris Kenning

Want to find out more about Chris's thoughts for Fintech in 2023?

Then download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: A Conversation with PCN

Whether you’re a startup, on your growth journey or a corporate the one thing that you must get right

Is the search and acquisition of talent to help fuel your mission and achieve your vision. 

I sat down with Rogier Rouppe Van Der Voort, CEO, at PCN  to discuss what companies should be thinking of in 2023 when it comes to talent acquisition. 

Want to find out more on why iteration is key to finding talent?

Then download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **

The Evolution of Fintech in 2023: a Conversation with Talk360

Fintech has been visibly evolving in front of our eyes ever since banks went online.

And none more so than Africa.

In the face of political and economic challenges in 2022 - fintech has been a shining light of optimism on the continent.

So, I sat down with Hans Osnabrugge, to talk through both the challenges and opportunities for African fintechs in 2023.

Want to dig into the details of our discussion?

Listen to the show and...

Download your copy of the newly released article "the evolution of fintech in 2023, a discussion with leaders, for leaders"

Here: ** https://scaleupconsulting.co.uk/ **