Gartner

Responsible for managing the IT Security & Risk Management portfolio across the EMEA region. Facilitating connections between selected technology and service providers and our CISO audience, as well as the broader CIO/CxO community.

Focused on:

- Managing the full sales cycle from prospecting to deal creation and account expansion
- Growing client relationships and participation across the cybersecurity portfolio
- Supporting technology vendors with entry into the Gartner recommended partners ecosystem
- Understanding prospect and clients strategic objectives, aligning their needs with Gartner’s conference capabilities
- Working with our analyst experts and Community of security leaders to create powerful business collaboration opportunities
- Creating strategic outreach to C-Level executives
- Building and developing business cases and executive summaries to align internal stakeholder teams

Account Executive EMEA, Cybersecurity

OutboundWorx

An Outbound "Anti-Lead Gen" Agency focused on helping Founders and their teams eliminate guess work and frustration in developing outbound sales motions in their go-to-market strategy.

On a mission to fix the negative association of both sales and lead generation by working collaboratively with customers, giving full transparency and only working with people who are as committed to solving their challenge as we are.

We don’t claim to fix your top of funnel issues by finding you 30 high ticket prospects a month or by 10xing your pipeline, because it’s most often not the case and impossible to predict. Fact is, 99% of lead gen companies can’t do it anyway.

By focusing on leveraging the art of conversation and discovery, we work with you to ensure you know exactly where, who and how to approach the right prospects for your business.

Founder

Pharma D-mand

Strategic Partner

ManyMangoes 🥭

HYPCCCYCL

Brand Ambassador

The Salesborgs™

Member

SalesDRIIVN - UK’s #1 Performance Sales Agency

An Outsourced Outbound Agency working with sales and marketing teams to create demand and lead generation and drive new opportunities to meet with customer ICP targets through both virtual appointments and private, bespoke events. 

Addressed the challenges of outbound sales by offering comprehensive solutions for understanding ICP, refining market messaging, and penetrating target accounts through storytelling.

Highlights:

- Took a new service to market in July 2020 from concept to full launch
- Developed GTM strategies and sales plans to identify and win new business
- Created marketing copy to create awareness and educate our ICP
- Created the sales copy and process
- Built and developed ICP lists using B2B data platforms such as: Cognism, ZoomInfo, Seamless.ai, LinkedIn among others  
- Directly responsible for over £500k revenue in 2022 
- Helped the business generate over £800k in revenue in 18 months
- Responsible for the day-to-day operations of all sales and account management, expanding the department from 0 to 8 employees in less than 12 months
- Managed renewal, cross-sell, and upsell of 6 key accounts
- Guested on 10+ Sales and Marketing podcasts
- Became Co-Host on the Redline podcast

Co-Founder

Marsden Rose Recruitment

Principal Consultant & Owner

The European Medical Journal

The European Medical Journal aims to provide quality reviewed open access journals to thousands of physicians. The journals include congress reviews as well as breaking news, analysis and access to information of unparalleled quality.﻿﻿

The journals span across a wide range of therapeutic areas including Neurology, Gastroenterology and Urology, with all the publications and articles freely available and accessible to our online community to read and share. The fully open access journals review the leading congress within the therapeutic area and are supported by internationally renowned editorial board members.﻿﻿

Senior Project Manager

GlobalData Plc

Responsible for 4 products in the GlobalData portfolio. 

The LATAM Renewable Energy Forum (CLER): 

• Responsible for the creation and development of all event collateral, pricing, and go to market strategy 
• Clearly identifying target audience across both industry buyers and suppliers
• Developing new relationships with companies both situated and investing in LATAM
• Directly involved in the structure, focus and content of the event programme
• Tasked with managing the supplier and delegate campaign
• Responsible for KPIs and delivering revenue forecast 
• Working directly with production and marketing teams on content, brand positioning, and marketing campaigns
• Managing 3 direct reports

Global Brand Protection Summit (GBPS):

• Solely responsible for delivering on the supplier campaign and growing the revenue and quality of companies on an annual basis
• Identifying new business and account management 
• Directly involved in the structure, focus and direction of the event
• Tasked with managing the delegate campaign and ensuring that seniority remains at a high level
• Responsible for KPIs and delivering revenue forecast 
• Working directly with production and marketing teams on content, brand positioning, and marketing campaigns

Business Review Webinars (Packaging & Supply Chain):

Business Review Webinars specialise in providing 60 minute live webinars which are an innovative education and lead generation tool that enable delegates to join in free discussions with industry experts, business leaders and high-level technology and service providers. 

Arena Dining Club:

We organise your bespoke dining club, half day or full day event. From the design, execution, delegate acquisition and operations of your dinner we tailor everything to your messaging and ensure the discussions you have onsite have the value your team needs.

Head of Business Development

From its initial launch in 2006 the PACE Forum grew into a truly global event providing solution hungry professionals with a platform to collaborate with peers whilst assessing the strengths and weaknesses of their supply-chains. PACE established itself as the industry’s key invitation-only, interpersonal event, bringing together senior decision makers from the world’s leading FMCG manufacturers and the most innovative solution providers in the industry through presentations and via a series of private one-to-one business meetings. 

I led the sales for all PACE Forums (Europe, US and Asia) and through collaboration with our strategic partners kept PACE as the must-attend packaging event across the world and improved the yield by over 50% and also the delegate numbers during my tenure. 

•	Managed a team of 6 people on both sponsorship revenue and delegate campaigns 
•	Responsible for overall event strategy
•	Reported directly to the group sales director on forecasts, yields and comprehensive reporting of                 KPIs and team analysis
•	Liased with marketing on brand positioning and marketing campaigns
•	Responsible for delivering against my own personal target
•	Led training and development of my team

Director - PACE Forums

Building GTM Engines @ The Anti-Lead Gen Agency | Helping Founders of Start Ups & Scale Ups Take Their Message to Market | Outbound Enthusiast | Cold Calling Practitioner

About

I've enjoyed a challenging and rewarding sales career, starting as a hungry young rep and working my way up to leadership roles at an industry leading events company. Along the way, I've sold to leaders in diverse industries such as pharma, manufacturing, and tech.

Now, I'm an Enterprise AE in the EMEA Cybersecurity practice at the world’s leading research and advisory firm, Gartner. Working with industry and thought leading technology solution providers, Gartner analysts and our end-user client base to create relevant research-led, role based platforms for engagement and networking to build strategic, long-term relationships and enable them to make better, informed decisions leading to positive outcomes on their mission-critical priorities.

Antoine M.

Sales Is Therapy

Let’s face it—sales is often considered a dirty word. What are the first thoughts that come to mind when you hear salesperson? Exactly.

But why is this? Isn’t selling really about guiding someone from a state of need and uncertainty to one of peace and fulfilment?

Sales is Therapy reveals the deeper, more human side of selling, where each interaction becomes more than just a chase for commission. Selling transforms from a mere transaction into an opportunity for connection—where understanding another’s needs, fears, and desires becomes a true art. This approach offers a grounded way to sell, leading to more consistent and predictable results that actually work.

Through a therapeutic lens, we learn that empathy, not persuasion, is the key to building lasting trust. Selling is no longer just an exchange, but a dialogue—an honest search for mutual value. In these moments of connection, both seller and client are invited to step beyond the surface into something more meaningful.

“Sales is Therapy offers a fresh perspective for sales professionals.
Zac and Jack reveal how, when done right, sales elevates both the client and the professional, reshaping lives and driving meaningful change.”

— Foreword by Daniel Priestley, entrepreneur and bestselling author

Author

We Have a Meeting

I am the Founding Director of ‘We Have a meeting’ an outsourced business development agency. 

We're invited in by businesses who are struggling to get in front of enough people, the right types of people or maybe break into new sectors or industries. 

Through our innovative cold outreach methods, we're able to get businesses in front of their ideal prospects on a consistent, predictable basis. 

Or we teach them how to do it themselves!

Give me a shout if any of that applies and you’re motivated to fix it.

Founding Director

A Sales Consultancy

At 'A Sales Consultancy' our mission is to empower businesses to unlock their full
sales potential and achieve consistent, predictable, and sustainable growth.

Director

We Have A Meeting Podcast

Officially: I co-host a podcast that brings honest, unfiltered conversations to the world of sales, mindset, and business.

Unofficially: I turn up once a week, chat nonsense with interesting people, and somehow convince them (and myself) that it's valuable content. Alongside Jack Frimston, my partner in podcasting crime.

Co Host

All over the show

Various sales jobs across the UK learning my craft. Mostly in software and construction for both startups and blue chips companies. 
Lots of lessons, mistakes, deals won, deals lost until I decided to start my own company in 2020.

Various sales roles

Getting consistent, predictable meetings in the calendar is hard.

Usually, companies struggle because

• They've noticed they don't have enough meetings in the calendar and as a result, the pipeline is looking a bit bleak. 

• Or maybe they are meeting people but they just don't seem to convert because they're not the right types of people. 

I'm guessing this doesn't sound like you but if it does.

Website: www.wehaveameeting.com
Email: zac@wehaveameeting.com
or you can call me: 07712177411

Zac Thompson

I never had the classic entrepreneur origin story.
No lemonade stand. No school “business”. No Gary V childhood.

I was into music. That was it.

From a young age I was in rehearsal rooms, practice rooms, tiny venues with dodgy sound systems, doing my best to not mess things up. I wasn’t thinking about business or “career paths”. I just wanted to get better.

Music has been a great proving ground for starting We Have a Meeting

You learn to fail in front of people.
You learn to perform even when you don’t feel confident.
You learn that creativity is mostly problem solving.
You learn to handle pressure, last-minute changes, off days, and tough crowds.
You learn that the show goes on whether you feel ready or not.

And when you build a business, those skills matter more than you expect.

Founder, UK’s #2 Sales Agency | Sales Is Therapy Author (#1) | Co-Host, We Have A Meeting | Your Team Struggles to Book Meetings, We Fix That.

Everyone pretends December is a write off.
It is not.
It is only dead if you are.

Here are five ways to book meetings in the Christmas lull without begging, pushing or sounding like a knock-off chatbot:

1. Break their autopilot

People switch off in December. 
Try something that makes them stop for half a second.
“Look, this might be nothing, but would it be mad to ask how you are planning for January?”

They think. You win.

2. Shake the tree. 

Did that 'almost deal' from 3/6 months ago go with a competitor, did they solve the problem? 

Reach out to all lost opps and see what's possible. 

3. Multi thread 

Land meetings with all stakeholders in deals in progress. Influencers, Blockers. 

If the IT director can stop the deal, why aren't you meeting with them? 

4. Wake dead leads with closing the file. 

 No one wants another “checking in” message.

 Try this instead:

 “Last time we spoke, timing was the issue. Are you happy for me to close the file and say you've gone with someone else?”

 It cuts through. 

5. Aim for the emotion, not the diary

December is a cocktail of pressure, fatigue and ‘I’ll deal with it next year’.
Use questions that speak to that.

“If nothing changes before January, is that going to bite you?”


December is not dead.

If you stop performing and start helping people think, you will book more meetings than the SDRs who mentally clocked off weeks ago.

Here I am motivating Jack Frimston to feel the same.

The bigger a business gets, the further every team drifts from the only thing that ever mattered.

Not revenue.
Not pipeline.
Not campaigns.
Not dashboards.

The goal is simple:
Solve your customer’s problem consistently.
Get paid as a bi-product of a job done well.

And here are some signs you’ve strayed:

Marketing obsesses over campaigns and impressions, yet no one can say which customer problem they solved this week or ever.

Demand gen hits MQL targets that don’t go anywhere because they want volume not quality.

Events teams brag about badge scans not realising 70% of event leads are time wasted.

Account managers become meeting organisers instead of problem solvers. The process takes priority over any progress.

Sales talks about quota and ‘hopeful’ ‘they really liked us’ meetings. A pipeline full of hope rather than fact.

Leadership celebrates dashboards that look green while the business feels red.

Everyone argues about ownership instead of asking the only question that counts:

Does this help the customer?

If you ordered a pizza and it turned up cold, you’d send it back.

But in your business when the calls are cold, the flow of money should be warm. 

Cold calling is our best performing new business channel. 

We win 70% of our clients from it. 

Then Referral, then Linkedin inbound. 

Cold calling is king for a set of simple reasons. 

You cannot rewrite it ten times.
You cannot “circle back next week”.
You cannot blame the algorithm.
You cannot pretend you are busy.
You cannot disguise fear as “strategy”.

Cold calling exposes your mindset, your confidence, your clarity and your ability to handle silence.

That is why it works.
And that is why people avoid it.

Cold calling forces you to be a real salesperson, not a keyboard warrior with a Canva post.

If you want more new business, pick up the phone.

Stop handling objections.

WILD, I know.

Because the truth is that the best person to resolve an objection is the prospect themselves.

Here’s an example:

	1.	Accept

“I accept your objection wholeheartedly, the price is a bit spicy, you majestic creature.”

	2.	Clarify

“When you say spicy, what specifically are we talking about?”

	3.	Explore

“Oh, so it’s not the price at all. It’s that it doesn’t integrate with a bungalow.

Why is that piece important?”

	4.	Redirect

“So if we could build something that cools the pond, updates your CRM, trims your hair and syncs beautifully with the bungalow, what happens next?”

	5.	Summarise

“Alright, here’s what I’m hearing so far.”

And scene. That my friends is ACERS.

Try it. It works absurdly well.

'What happens if you don't get the results?' 

Evidence is a funny thing. 

With enough of it, you start get to a science. 

We know we can charge a client 3k a month for 4-6 meetings and get them. 

Why? 

We know how to find the right data set. 

We know what the right approach is. 

We know the level of qualification needed to make someone show up motivated to solve a problem. 

We know the amount of input needed and how to do it consistently. 

We know people like Jack Heavingham will always deliver, these type of results.  

At this point 'What happens if you don't get the results?'  - isn't the question, it's what happens when we do.

I require all graduates to have 3 years experience.

None of them do.

Why?

Because graduates aren't real.

You cannot graduate from anything, you are always a student of the game.

The next time I tell someone they don't have experience, I'm not looking for them to be sad.

I'm looking for them to apologise for not having lived enough life.

This week, we launched our new January offer and we've already sold 3/5 spaces....

If you're looking for a way to kick start your pipeline in January

Our first and only Low commitment, one month only offer

Let us do it for you....

Give us your list of lost opportunities and we'll call through and book you appointments

One month worth of dialling

Don't wait until April to start closing deals

Drop me a message for more details

Remember you will dial

taplio

The Battle

Antoine M.

Zac Thompson

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Zac Thompson's LinkedIn Performance

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