Episode 334: How AI Can Skyrocket Your Value Management with Craig LeGrande

November 12, 2024 • 32 MIN

AI's presence in our lives continues to increase with the potential to transform entire industries. When talking about business revenue, one key area where AI's role becomes increasingly obvious is value management. We were wondering: How can tech companies leverage AI to create value, drive growth, and improve customer experience? To help us with that, we have Craig LeGrande, CEO and Founder of Mainstay. With over 20 years in high tech at top companies like IBM, Accenture, and Cisco, Craig had the privilege of learning directly from leaders in sales, marketing, and product development. As the co-author of Ruthless Execution and Competing for Customer, Craig shares insights into leadership and building strong customer relationships.

New Host, High-Impact Insights

November 5, 2024 • 2 MIN

The B2B Revenue Executive Experience podcast is going through a major change. After two years and over 100 episodes, Carlos Nouche and Lisa Schnare are taking a break to focus on their roles as Managing Partners. So please welcome your new host, Cory Cotten-Potter, Director of Digital Marketing and Enablement at ValueSelling. However, nothing is going to change. We'll continue diving deep into the strategies and tools that drive B2B revenue growth. From the latest SDR bots and self-service buying to sales leadership tactics, sales, and marketing alignment, as well as other RevOps insights, we'll cover everything you need to thrive as a revenue leader.

Episode 333: James Pursey Says This is Why Your Sales Training is Failing-and How AI Can Fix It

October 22, 2024 • 39 MIN

Why is there a disconnect between the amount that organizations are investing in sales enablement programs and the yield of success they’re seeing as a result? Why might your strategy be failing, and importantly, what are the solutions? Well, firstly, we have to accept that buyers have changed. The complexities of buyer personas and the crucial need for dynamic, real-time data are things we all need to get our heads around sooner rather than later. James Pursey is here to help us do just that – James is well-practiced boiling down complex business problems, getting teams aligned and driving the change that is needed in a company. He is the Co-Founder & CEO of Replicate Labs, an organization that helps sales & marketing teams understand their buyers better through utilization of advanced and dynamic buyer personas.

Episode 332: Become Your Best Self with Rob Hartnett

October 8, 2024 • 47 MIN

It’s all possible. In our disrupted and distracted world, change is the new normal. Having a positive mindset and taking positive action is a must. Of course, not without hard work. So then, here's our question for today: How can you become the best possible you, no matter your role? To help us with this today, we have Rob Hartnett, Founder & CEO of Business Performance International. Rob is an award-winning sales and marketing leader, world champion sailor, author of the book It's All Possible, and host of the It's All Possible Podcast.

Episode 331: The Art of Building a High-Performing Sales Development Team

September 24, 2024 • 43 MIN

Building and leading a world-class sales development team is crucial for the success of any organization. A well-functioning team significantly impacts revenue growth, customer acquisition, and overall business expansion. However, creating such a team requires careful planning, effective leadership, and commitment to key principles that drive excellence. Our main question for today: What are some best practices to run a world-class sales development team? To help us with this today, we have Ralph Barsi, VP of Sales at Kahua, an advisor, and an investor.

Episode 330: The RevOps Playbook with Laura Adint and Sean Lane

September 10, 2024 • 32 MIN

RevOps is a strategic function within organizations that focuses on aligning sales, marketing, and customer success teams to drive revenue growth and scalability. It plays a crucial role in ensuring the smooth functioning of these departments, optimizing processes, and maximizing revenue generation. But how can you leverage RevOps to build a high-growth, predictable, and scalable business? To help us with this today, we have Laura Adint, Operations and Strategy Executive at Raymond James, and Sean Lane, Founding Partner at BeaconGTM, who recently collaborated to release The Revenue Operations Manual.

Episode 329: How to Stay Ahead in the New Era of Work with Mary Shea

August 28, 2024 • 36 MIN

The rapid advancement of technology, especially in AI, has profoundly impacted all industries and is reshaping the way we work. As AI continues to evolve, the future of work presents both challenges and opportunities. The outdated business playbook must evolve. Success requires a shift in mentality, internal processes, operations, and even values. We were wondering: How is the future of work changing, and how can you adapt to these changes effectively? To help us with this today, we have Mary Shea, Global Chief Evangelist at HireQuotient. With over 25 years in business, Mary has held various roles, including CRO, Analyst, Evangelist, and, most recently, Co-CEO at companies such as Mediafly, Outreach, Forrester, and StartOut.

Episode 328: Why the Human Touch Still Matters in an AI-Driven World with David Connors

August 13, 2024 • 30 MIN

It's no surprise that AI is becoming increasingly dominant in various industries, including sales. AI has the potential to revolutionize the sales process by automating tasks, analyzing data, and providing valuable insights. However, despite all the excitement and hype surrounding AI sales, the human touch still plays a crucial role. Today's question: How can you leverage the power of human relationships in the era of AI sales? To help us with this today, we have David Connors, Co-Founder and CEO of The Swarm, a Go-To-Network platform that gives companies and investors the keys to their extended networks and the relationship data they need to accelerate sales, recruiting, and fundraising.

Episode 327: Building and Scaling a SaaS Powerhouse with Benjamin Johnson

July 30, 2024 • 37 MIN

With the rise of cloud computing and the increasing demand for software solutions, SaaS has emerged as a dominant model for delivering software applications to customers. However, with intense competition and rapidly changing customer needs, SaaS companies must adopt effective strategies that will enable them to not only survive but thrive in the long run. Before starting your own company, there are two important questions you must answer: How can you build a successful SaaS company from the ground up? What does it take to scale from a good idea to a productive business? To help us with this today, we have Benjamin Johnson, Founder and CEO of Particle41. Ben is a seasoned technical co-founder with over 20 years of experience in software development and leadership. He has a proven track record of success and hands-on expertise in open-source programming. Ben excels in managing remotely distributed development teams and implementing innovative business strategies.

Episode 326: How to Position Your Company as a Market Leader in M&A with Aron Bohlig

July 23, 2024 • 28 MIN

So many companies start out with the goal of going public and hitting it big. But, unfortunately, for many of them, a successful exit via a merger or purchase is far more likely. We wondered: What are the best strategies to position your company as the go-to-market leader during an M&A process? To help us with this today, we have Aron Bohlig, Managing Partner at ComCap. Aron is a global digital media executive with vast experience in both startups and multinational corporations. He has achieved significant milestones as an advisor and operational executive across the US, Europe, and Asia. Aron is also the Co-Author of the book “Mastering Technical Sales: The Sales Engineer's Handbook.”

Episode 325: From 0 to 1: Top Strategies to Scale Up Your Startup with Rags Gupta

July 16, 2024 • 33 MIN

When you do something innovative and extraordinary, you go from 0 to 1. While you might not become the next Apple or Amazon, we decided to gather the top insights to take your business to the next level. So, we asked: What are some of the most effective go-to-market strategies for startups going from early days to scaling up their business? To help us with this today, we have Rags Gupta, Operating Partner at Hyperplane. Rags is also the Chief Growth Officer at Butlr, entrepreneur and operator at five startups over the past 20 years, including one IPO and one acquisition. In 2021, Rags published his book One to Ten: Finding Your Way from Startup to Scaleup.

Episode 324: Where New Revenue Leaders Should Focus Their Energy with George Eliopoulos

July 9, 2024 • 38 MIN

Revenue growth is a key priority for organizations. Now, let's say you're taking over a revenue team. Where do you start? Or, in other words... How should a new revenue leader inheriting an existing team with predefined goals determine what that revenue engine should look like, from hiring to structure and processes? To help us with this today, we have George Eliopoulos, Chief Commercial Officer at Zip Co. George is an ambitious business executive with a proven track record of building and leading high-performing teams that achieve strong financial and operational results. Previously, he was Head of Sales at Pagaya, Chief Revenue Officer at Onbe, Head of Large Enterprise Sales at PayPal, and Head of Enterprise and SMB Sales at Braintree.

Episode 323: The Essential B2B Sales Strategies for Scaling Your Revenue with Greg Nutter

July 2, 2024 • 33 MIN

Organizations are constantly seeking ways to increase their revenue and achieve sustainable growth. However, scaling revenue requires a strategic approach that goes beyond traditional sales tactics. Therefore, we wanted to find out: What are the top sales strategies for effectively scaling your revenue? To help us with this today, we have Greg Nutter, Best-Selling Author of P3 Selling. Greg brings over 25 years of experience in sales, marketing, channel management, and consulting, mainly in manufacturing, distribution, services, and technology. He has been the Principal Consultant at Soloquent for nearly 20 years. Some of his past roles include Executive Director of Channel Performance Programs at Miller Heiman, Senior Director of North America at Channel Enablers, Vice President of Americas at Lascom Solutions, and Vice President of Worldwide Sales at Solimar Systems.

Episode 322: The Future of Distributed Teams: Building Human Connection in a Virtual World with Brett Martin

June 25, 2024 • 36 MIN

Have you ever dreamt of starting a global company but are unsure where to begin? Or maybe you're struggling to keep your remote team connected and productive. The question is: How do you launch a successful startup, target the perfect niche market, and navigate the complexities of remote work without losing the human touch? To help us with this today, we have Brett Martin, Co-Founder/ Investor at Charge Ventures and Kumospace. He delves into the secret sauce for SaaS companies and how to integrate a sales team into a PLG strategy for maximum growth. Brett is an entrepreneur, angel investor, pragmatist, and optimist. Having spent most of his career in the startup trenches, he now focuses on supporting other entrepreneurs as Managing Partner of a small seed-stage venture fund: Charge Ventures. Charge is a NYC-based pre-seed/seed stage venture fund. They invest 200-500k at the earliest stages of company formation and then help founders take things from 0 to 1.

Episode 321: Mastering the Art of Cold Calling with Jason Bay

June 18, 2024 • 42 MIN

Sales is hard right now. Sales cycles have lengthened by 40% since 2020. Fewer reps are achieving their quota in tech. So the question is: What are some strategies to help you stand out from the crowd? To give us some insight into this question, we have Jason Bay, Founder and CEO of Outbound Squad, who aims to improve the skills of world-class sales teams with training courses and coaching. Jason has worked with clients such as Gong, Medallia, Zoom, Rippling to increase qualified meetings, qualified demos, and meetings landed by cold outreach.

Episode 320: From Ground Zero to Sales Hero with John Westman

June 11, 2024 • 28 MIN

Winning in sales today requires more than persuasive skills and product knowledge to succeed. Experienced businesses have learned this the hard way. But what if you're just at the beginning of your sales journey? If you were to establish a sales organization from the ground up, what beliefs, mindset, and behaviors would create a customer-first culture and a highly successful selling motion? To help us with this today, we have John Westman, VP of Project Management at Citius Pharmaceuticals. John is also an Instructor at the Harvard Division of Continuing Education, where he designed and now teaches Professional Selling and Sales Management. With years of experience at companies like Fresenius Medical Care, NxStage Medical, PharMetrics (acquired by IMSHealth), Decision Resources, UROMED, and Baxter Healthcare, John brings a wealth of knowledge to his students.

Episode 319: How Emotional Fitness Can Boost Your Sales Performance with Ben Drakes

June 4, 2024 • 35 MIN

Sales is a high-pressure job that often involves stepping out of your comfort zone and facing imposter syndrome. To thrive, you need to develop a strong emotional muscle. The question is: How does emotional fitness relate to our performance under pressure and our long-term resilience in sales? To help us with this today, we have Ben Drakes, Founder and CEO of Ben Drakes University. With an average deal size of over $150m, Ben held sales roles at Computacenter, Capita, and Serco for over 15 years. Today, Ben helps sales professionals perform at their best without sacrificing their physical or emotional well-being.

Episode 318: How Generative AI Is Ending the Sales and Marketing Tug of War with Nathan Schlaffer

May 28, 2024 • 27 MIN

Traditionally, sales and marketing have operated independently, often resulting in miscommunication, wasted resources, and missed opportunities. But things start changing with a little help from AI. How can generative AI align B2B marketing and sales teams for revenue growth in 2024? To help us with this today, we have Nathan Schlaffer, CEO and Founder of MarketMate AI. With over a decade of experience in B2B technology and SaaS marketing, Nathan is passionate about helping marketing and sales teams achieve their revenue goals. He excels in delivering consistent messaging, hyper-personalizing content at scale, and accelerating sales rep onboarding through innovative AI-driven solutions.

Episode 317: Align Your GTM Teams for Measurable Results with Kimberly Kaminski

May 21, 2024 • 33 MIN

Customer success and product marketing can be the driving force behind any go-to-market strategy. However, the entire organization must work together to achieve success and deliver measurable results. With that in mind, we wanted to know: How can you successfully align product, marketing, sales, and customer success for a winning go-to-market strategy? To help us with this today, we have Kimberly Kaminski, CMO at Lakeside Software. Kimberly is a visionary and pragmatic tech marketing and operations leader known for driving successful, measurable programs that grow customers and revenue. Additionally, she is an Executive Member of Pavilion.

Episode 316: Are You Solving the Right Problems for Your Customers? With Suraj Sampath

May 14, 2024 • 30 MIN

Today, success in B2B sales doesn't come easy and goes way beyond a simple pitch and a few cold calls. B2B sales require a more strategic and personalized approach. However, it's all about setting a strong foundation. Here's the main question: Why should you understand the problems your company solves when building an ideal customer profile and pipeline? To help us with this today, we have Suraj Sampath, IT Sales Director at MindSource. Suraj has a unique combination of natural sales ability, engineering aptitude, and business acumen, having closely worked with marketing and engineering while shadowing sales and being mentored by sales leaders. Before joining MindSource, Suraj worked at companies such as Smartcar, DocuSign, ThoughtSpot, Conga, and AdMaxim.

Episode 315: Create a Powerful Marketing Ecosystem with Ben Sturtevant

May 7, 2024 • 38 MIN

Marketing and sales - a powerful combination that can make or break your entire business. The key word here is alignment between those two. Creating an effective collaborative space is more than just asking both parties to work together; it requires defined steps toward cooperation. Let's start with a simple question in mind: Why should you build a marketing ecosystem that aligns with the sales process to achieve measurable success and maximize automation? To help us with this today, we have Ben Sturtevant, Co-Founder and CEO of Elite360. Ben is a marketing expert passionate about helping entrepreneurs master the art of online marketing. He is also the Chief Operating Officer and Chief Marketing Officer at Elite CEOs.

Episode 314: Tackling the Buyer-Seller Dynamic Frictions with Greg Brown

April 30, 2024 • 33 MIN

The evolution of the buyer-seller journey is a never-ending story between the two sides. However, in the last 5 years, the changes have been remarkable. We wanted to find out: How are changes in buyer-seller dynamics causing friction in the sales process? To help us with this today, we have Greg Brown, Managing Partner at ValueSelling Associates. Greg brings 30 years of experience in sales leadership, working with leading technology companies. As a Managing Partner, he has a proven history of significantly increasing revenue for emerging tech companies, including Salesforce.com, PeopleSoft, E.piphany, Apttus, and Blend Labs.

Episode 313: Gail Behun's Approach to Aligning Sales Strategy with Sales Enablement

April 23, 2024 • 36 MIN

Imagine a Venn diagram where leadership's vision overlaps with the practicalities of product marketing, the product team, and customer feedback. That is sales enablement. Sales enablement has become an integral part of every successful organization. So then, we asked ourselves: How can you effectively integrate sales enablement with your sales strategy to drive measurable impact and results for your overall organization? To help us with this today, we have Gail Behun, Director of Revenue Enablement at LivePerson. Gail is an experienced sales enablement leader passionate about producing measurable results. She has a strong background in sales and marketing roles, processes, methodologies, and business practices, and has held leadership positions in fast-growing SaaS companies throughout her career.

Episode 312: Find Your Ideal Customer Profile with Eric Holmen

April 16, 2024 • 31 MIN

Many startups get their Ideal Customer Profile (ICP) wrong. The results? Low-quality leads, decreasing revenues, and unhappy customers. It's time to fix that. How can you identify your ICP to achieve higher win rates, lower cost of acquisition, and better customer retention? To help us with this today, we have Eric Holmen, Former CEO of Splash. Eric brings more than 20 years of experience in sales, marketing, and leadership to his work. He has consistently driven growth, innovation, and customer success in the mobile and digital industries. Throughout his career, Eric has held key leadership roles at companies such as Airship, cielo24, Invoca, and Silverpop, an IBM Company.

Episode 311: The Seven Deadly Sins of Sales Training with PJ Nisbet

April 9, 2024 • 40 MIN

Sales training plays a key role in the success of any business. It equips sales professionals with the necessary skills and knowledge to effectively engage with customers and close deals. If you're one of them, you've probably gone through sales training programs that start strong, but within weeks or months, they often lose momentum and fail to produce measurable results. Therefore, we were wondering: Why do some sales training initiatives programs fail while others deliver amazing results? To help us with this today, we have PJ Nisbet, Managing Director of Nisbet Associates and Managing Partner EMEA at ValueSelling Associates.

Episode 310: Modernizing Hiring Criteria for Next-Gen Leaders

April 2, 2024 • 43 MIN

It used to be so easy to hire a professional with hundreds of CVs flooding your inbox. But the game has changed, and to become the best, you need the best. Technology has changed the rules, and that's where the problem lies. Well then, we have a big question: How can you shed some of your limited beliefs when it comes to hiring criteria and modernize them to help you hire effective leaders? To help us with this today, we have Ken Schmitt, Founder and CEO of TurningPoint Executive Search. Bringing nearly three decades of experience in executing recruiting, Ken has witnessed the industry's transformation firsthand and has developed his skills in identifying exceptional talent. Additionally, Ken hosts the Hiring Matters podcast and serves on the boards of organizations like San Diego Sport Innovators, Junior Achievement of San Diego County, and Talentor International.

Episode 309: The Evolution of DevOps and Its Next Frontier with Matthew Volm

March 26, 2024 • 35 MIN

The RevOps function has changed tremendously fast. What was relevant yesterday doesn't work today anymore. Well then, a logical question emerges: Considering the evolution of RevOps over the past several years, where is the industry heading, and what are the lessons learned from building a global RevOps community? To help us with this today, we have Matthew Volm, CEO and Co-Founder of RevOps Co-op. Passionate about RevOps, indoor plants, and CrossFit, Matthew is also an Advisor for Rattle, Locl.io, and SendSmart, as well as Founder and Managing Consultant at Acorn Strategies.

Episode 308: How to Win More with Less in B2B Sales with Guy Rubin

March 19, 2024 • 38 MIN

B2B sales teams are constantly seeking new strategies and tools to drive revenue growth. One of the most powerful resources at their disposal is data and technology. But that's just one piece of the puzzle. So, today's question is: How can you make revenue more predictable by aligning your go-to-market teams to win more with less? To help us with this today, we have Guy Rubin, Founder and CEO of Ebsta. Guy is also a dad of two, an enthusiastic skier, and an avid football fan (even though he supports Tottenham Hotspur). He is passionate about helping B2B sales teams scale their revenue engine.

Episode 307: How to Build a World-Class Enablement Function with Kelly Lewis

March 12, 2024 • 37 MIN

Businesses are constantly seeking ways to enhance efficiency, productivity, and overall success. One key area that has gained significant attention in recent years is the enablement function. However, building a successful enablement function requires more than providing employees with the necessary resources . The logical question that comes to mind is: How can you build and run a world-class enablement function, and what might be the best practices in making the most of your enablement investment? To help us with this incredible topic today, we have Kelly Lewis, VP of Revenue Enablement at Highspot. With almost 15 years of experience in Healthcare IT, Kelly specializes in building high-performing revenue teams, focusing on creating strong cross-functional coordination and a positive team culture.

Episode 306: Unleash Your Rep Superpowers with Steve Waters

March 5, 2024 • 40 MIN

In today's episode of The B2B Revenue Executive Experience, you're in for a treat as we discuss several subjects. How can you find your rep superpowers? What is the difference between coaching forward and call reviews? What data-driven go-to-market strategies allow you to really measure rep productivity? To help us with these incredible topics today, we have Steve Waters, Vice President of Sales at ZoomInfo. Steve has worked at ZoomInfo for about eight and a half years. He recently celebrated ZoomInfo "ringing the opening bell at Nasdaq, four years after becoming the first tech company to IPO during the pandemic." Before this, Steve spent four years at DiscoverOrg before they joined forces with ZoomInfo.

Episode 305: How to Overcome the Sales Effectiveness Blockade with David Byck

February 27, 2024 • 37 MIN

Achieving sales excellence is not an easy feat. Salespeople face countless challenges and misconceptions that can interfere with their performance and ultimately impact the bottom line. To solve a problem, you must first acknowledge and understand it. Therefore, ask yourself... What are the top things that get in the way of my sales effectiveness? And how can I tackle them? To help us with this incredible topic today, we have David Byck, Vice President of Visualize. David is a highly experienced sales professional, coach, and facilitator. He is also a Certified Partner at the Objective Management Group and President of SW2 Sales Training and Coaching.

Episode 304: Beat the Stress and Reach Outrageous Success with Dan Waldschmidt

February 20, 2024 • 33 MIN

Sales and marketing professionals often find themselves dealing with immense stress and pressure. Achieving sales targets, meeting customer expectations, and keeping up with industry trends can damage their mental and emotional health. However, work must be done, and life must go on. So, the question of the day is: How can we manage stress in our lives, move past the chatter in our heads, and implement the discipline we need to be highly successful? To help us with this incredible topic today, we have Dan Waldschmidt, Chief Executive Officer of Panzura, kickass dad, ultra-runner, B2B tech nerd, and author of "Edgy Conversations: How Ordinary People Can Achieve Outrageous Success."

Episode 303: Breaking Through the Scaling Ceiling with David Weiss

February 13, 2024 • 34 MIN

Dreaming about scaling your business sounds nice. But taking real action and actually making it happen is what sets apart true winners. However, even those who are trying to find it hard to discover the winning formula, often fail. Why are so many companies struggling to scale, and what can they do about it? To help us with this incredible topic today, we have David Weiss, Chief Revenue Officer of The Sales Collective. David is a sales executive leading high-performing teams and offering coaching in sales. He has authored several books, including "Your Definitive Sales Career Guide" and "Sales Success Stories." In addition to his work with The Sales Collective, he serves as a Strategic Advisor for Aptivio, Chief Deal Doctor at DealDoc, and is a Startup Mentor at NUMA New York.

Episode 302: Inspiring Action Through Storytelling with Karen Eber

February 6, 2024 • 40 MIN

We all love a great story, but few know how to tell one. However, storytelling is an incredibly effective way to inform, influence, and inspire others in both personal and professional settings. So, how can you become a great storyteller by learning the science behind it? To help us with this incredible topic today, we have Karen Eber, CEO and Chief Storyteller of the Eber Leadership Group. Karen is also the author of "The Perfect Story" as well as a keynote and TED Speaker who helps companies build healthy leaders, teams, and culture one story at a time.

Episode 301: From Tech Sales to Business Conversation with Eric Shaver

January 30, 2024 • 37 MIN

So many sales professionals get caught up in the nitty-gritty of products and tech specs. Then, they wonder why their deals go wrong. We believe it is because they don't have genuine business conversations. So, how can sales professionals switch from sales to a business dialect? To help us with this incredible topic today, we have Eric Shaver, Managing Partner at Kensei Partners. Since 2008, Eric has personally trained over 20,000 quota-carrying and non-quota-carrying sales professionals across 33 countries in North America, EMEA/MENA, APJ/ANZ, Greater China, and Latin America. Leveraging his 19 years of successful technology sales and leadership, Eric closes the systemic financial, linguistic, and engagement management-centric sales execution gaps that corrupt revenue and operating margins.

Episode 300: The B2B Revenue Executive Experience's Milestone Celebration with Chad Sanderson

January 23, 2024 • 63 MIN

Today is a special day for The B2B Revenue Executive Experience. It is our 300th episode. And we're celebrating it by exploring the podcast's past, present, and future. To help us with this today, we have a very special guest - the founder and host of the first 250 episodes of The B2B Revenue Executive Experience podcast, Chad Sanderson.

Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight

January 16, 2024 • 32 MIN

When you think of sales, what's the first image that comes to your mind? You're probably thinking of a used car salesman, insincere, overly friendly, wearing flashy, outdated suits, making grandiose promises about how good the car is. Well, you're not alone. But the reality is not always what it seems. So, how can we overcome the image of the stereotypical sales professional and still achieve success today? To shed light on this important topic, we are joined by Harry Spaight, Founder of Selling With Dignity. Harry guides business owners and salespeople who wish to grow their sales without being that pushy, self-serving salesperson. He is also a Sales Coach at Hi-Lite Coaching + Consulting and Director of Sales at HGI Technologies, a Halsey and Griffith Company.

Episode 298: Is AI Set to Replace SDRs? With Gabe Lullo

January 9, 2024 • 35 MIN

Some people are saying that AI is gonna be replacing key roles such as the sales development representative (SDR). We can't see the future. All we can do is make assumptions. But one thing is clear. It has definitely changed the sales game. So, how do new techs and innovations like AI influence the SDR function? To shed light on this important topic, we are joined by Gabe Lullo, CEO of Alleyoop. Gabe is a seasoned sales expert and leader who manages over 1500 SDRs. Before taking the role of CEO, he was Alleyoop's Chief Business Officer.

Episode 297: The Powerful Intersection of ABM and RevOps with Lorena Morales

January 2, 2024 • 29 MIN

Companies constantly seek new strategies to drive growth and increase revenue. In today's ever-evolving business landscape, two approaches have gained significant traction in recent years: account-based marketing (ABM) and revenue operations (RevOps). But how does their interaction help to pull in the revenue? The synergy between ABM and RevOps creates a revenue pull by aligning strategies, optimizing processes, and leveraging AI intelligently. To explain how these approaches can be used to drive revenue, we have Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL.

Episode 296: Personalization and Authenticity in Sales Communication with George Storm

December 26, 2023 • 34 MIN

In recent years, there has been a noticeable decline in attention spans, which poses a challenge for sales professionals aiming to achieve and sustain optimal sales performance. So we were wondering… What are the sales communication strategies that adapt to different generations for achieving optimal sales performance? To help us with this incredible topic, we have George Storm, CEO of Break the Box and Co-Founder of Skills. With over 22 years of experience in sales, George has perused both the B2B and B2C landscapes, with a track record of success along the way.

Episode 295: Dealing with Burnout as a Top Performer with Stephen Hardy

December 19, 2023 • 29 MIN

Feeling drained after a long day? Totally normal. But when that fatigue morphs into chronic exhaustion, constant overthinking, a downward spiral of negativity, and a narrow, tunnel-visioned outlook, burnout might be creeping in. High performers, fueled by achievement and a fear of failure, are particularly susceptible to this adversary. What's ironic is that the very tools that empower them – their work ethic, their drive – can easily become shields against recognizing burnout However, intellectual control, tapping into the mind's rational problem-solving abilities, offers a way out. To shed light on this important topic, we are joined by Stephen Hardy, Founder and Director at Navigate the Curve. Stephen is an experienced technology sales professional turned performance psychology coach & clinical hypnotherapist. After a successful career spanning over 20 years in technology sales, and gaining first-hand experience of the challenges that professionals face in demanding corporate environments, he addresses mindset issues and empowers individuals to overcome barriers that hold them back.

Episode 294: What Does 'Good' Look Like in Sales? With Kate Lewis

December 12, 2023 • 42 MIN

Sales performance directly impacts a company's revenue and success. To achieve and maintain optimal sales performance, it is essential to invest in competency training and regularly measure sales performance. So, we're wondering... How do we develop and measure what good looks like in sales? To shed light on this important topic, we are joined by Kate Lewis, CEO and Co-Founder of e4enable. With over 25 years of experience in sales leadership and transformation, Kate is passionate about defining, developing, and measuring what good looks like across sales organizations. Besides e4enable, she is also a Founding Member of the Revenue Collective.

Episode 293: Tailoring Sales Training for a Multicultural Marketplace with Leon Morris

December 5, 2023 • 25 MIN

Companies operating in today's globalized business world must have a diverse customer base belonging to various age groups, generations, and cultures. This makes it crucial for businesses to adapt their sales training strategies accordingly to better connect with their customers and boost their sales. Well then... How can sales training elements be designed to effectively meet the diverse needs of various age groups, generations, and cultural backgrounds, considering the different ways in which people learn? To shed light on this important topic, we are joined by Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite.

Episode 292: Unlocking AI's Potential for Revenue Growth with Jeff Pedowitz

November 28, 2023 • 36 MIN

AI may not be the best option for creativity, intuition, and emotions. However, when it comes to crunching numbers, it's a gold mine. From a revenue perspective, AI is a real game-changer. So, we were wondering... How can revenue professionals unlock the full potential of AI to transform their businesses? To shed light on this important topic, we are joined by Jeff Pedowitz, President and CEO of The Pedowitz Group. Jeff is an AI revenue visionary and Forbes best-selling "The AI Revenue Architect" and “F the Funnel.”

Episode 291: Refining High-Performing Leaders and Teams with Matt Phillips

November 21, 2023 • 41 MIN

You're a business champion, excelling in your game, with remarkable career progress. But you feel there's so much more you can achieve. If only you wouldn't get distracted so often by immediate tasks that distract you from your main goals. And how about your personal life? Is it possible to fulfill your professional aspirations without sacrificing too much on the personal side? The answer is yes. However, transforming this vision into reality requires a shift in mindset and action strategies. So, the critical question that arises is: What does it take to build mentally tough revenue leaders and executives ready to exceed their strategic and financial goals? To shed light on this important topic, we are joined by Matt Phillips, a High-Performance Sales Leadership Coach and Mental Toughness Expert at Matt Phillips Leadership Coaching. Matt is a former professional baseball player in Austria's Bundesliga (first league) and a Division-1 college baseball player in the United States. He also has an extensive background in operations, accounting, and business development, having worked and consulted for multiple Fortune 500 companies worldwide.

Episode 290: From Sales Planning to Profit with Dana Therrien

November 14, 2023 • 36 MIN

Sales planning - a daily discussion topic for every CRO and sales expert. Only a handful of organizations are really able to drive their sales numbers, while others feel like getting stuck. Is their sales planning broken? Actually, let's start from the beginning with a fundamental question: How does effective sales planning significantly influence and enhance overall sales performance? To shed light on this important topic, we are joined by Dana Therrien, VP of Sales Performance Management and Revenue Operations at Anaplan. Dana is a well-known sales and revenue operations leader with a rich history of driving double-digit growth and profitability. He is also an exceptional public speaker, writer, and a Certified Sales Compensation Exam Item Writers Cohort Member at WorldatWork.

Episode 289: Mastering the Art of Revenue Enablement with Andrea Abbate

November 7, 2023 • 38 MIN

More sales, more revenue. Every business wants that. Sometimes, your numbers seem like they’re getting stuck in the same place. But revenue enablement might be the key you are looking for. What is revenue enablement, and how does it help businesses drive more revenue? To shed light on this important topic, we are joined by Andrea Abbate, VP of Global Enablement at Contentsquare. Andrea is a revenue enablement professional with over 20 years of experience and provable success in leading and transforming sales, go-to-market, and revenue enablement functions. Her career spans companies like LinkedIn, Showpad, and Mixpanel.

Episode 288: Why Your Marketing Messaging Needs a Makeover for Rocketing Engagement with Michelle Giardinello and Elizabeth Roche

October 31, 2023 • 31 MIN

When it comes to sales, everyone talks about driving more pipelines these days. However, to stay competitive and meet the ever-evolving customer needs and expectations, businesses must constantly adapt and refine their messaging strategies. As a result, they can not only improve customer experience and engagement but also drive sales and revenue growth. It got us thinking, though... How can evolving your marketing messaging deliver a more effective customer experience and much-needed engagement? To shed light on this topic, we are joined by Michelle Giardinello, Senior Customer Marketing Manager of Healthcare at Kimberly-Clark Professional, and Elizabeth Roche, Managing Partner at ValueSelling Associates.

Episode 287: How AI is Flipping the Sales Game Upside Down with Nelson Veiga

October 24, 2023 • 48 MIN

AI has emerged as a game-changer in various industries, and sales is no exception. With its ability to analyze vast amounts of data, automate repetitive tasks, and provide valuable insights, AI has the potential to revolutionize the sales process. However, like any disruptive technology, there are both pros and cons associated with its implementation. So, we’re asking... What are the best AI business practices? What are some of AI's risk factors? And what are the potential unintended consequences? To shed light on this important topic, we are joined by Nelson Veiga, Field CTO at Espressive, a pioneer in AI for enterprise service management.

Episode 286: Winning Over the Buyer: The Interplay Between Sales Effectiveness, Win Rates, and Differentiated Buying Moments with Andy Paul

October 17, 2023 • 46 MIN

Sales effectiveness is not a new theme on our podcast, nor in the sales world in general. But for many salespeople, it's still something mysterious, and they don't quite understand why they should even bother about it. In fact, we're also wondering... How does sales effectiveness translate into win rates and why are elements of a differentiated buying experience the most important factors that influence a buyer's choice of vendor? To shed light on this important topic, we are joined by Andy Paul, Host of The Win Rate Podcast, author of "Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales," "Amp Up Your Sales," and his new book, "Sell Without Selling Out: A Guide to Success on Your Own Terms."

Episode 285: Beyond the Dollar: Crafting the Right Sales Compensation Plan with Reese Bacon

October 10, 2023 • 36 MIN

Sales compensation is a sensitive topic for many. When it comes to money, things get tricky. Yet it's critical to bring themes, such as an effective sales compensation plan determining the success of your business, into discussion. So, how to figure out... Are we paying our reps too much? Are we paying them too little? Are we encouraging the right behaviors? To shed light on this important topic, we are joined by Reese Bacon, Director of Sales Effectiveness Practice at Buck. Reese has nearly three decades of expertise in sales effectiveness and compensation. In his current role, he works with clients to identify and remove obstacles in the path of their success.

Episode 284: Cracking the CRO Code: How Chief Revenue Officers Redefine Business Success with Warren Zenna

October 3, 2023 • 44 MIN

Pursuing greater revenue is a universal goal, correct? Absolutely. In the competitive arena of today's business world, one crucial element contributing to corporate success, driving revenue, and ensuring sustained customer satisfaction is the seamless integration of sales, marketing, and customer success teams. When unified, these three perform miracles. And who is responsible for ensuring this alignment? Yes, the CRO. However, as we move closer to 2024, the meaning behind this vital acronym remains a mystery to many. So, what does it signify? Also... What are some common misconceptions about the CRO role, and what might be some best practices, especially in today's economic times, as everyone tries to generate more revenue? To shed light on this important topic, we are joined by Warren Zenna, Founder of The CRO Collective. With over two decades of extensive experience in the B2B sales and marketing sector, Warren stands out as an accomplished top B2B seller, sales leader, and Executive PL buyer of B2B services. Beyond his significant roles, Warren is the esteemed Host of the CRO Spotlight Podcast and Founder of Zenna Consulting Group, a firm committed to driving excellence and innovation in the B2B arena.

Episode 283: Customer Engagement 2.0: How to Win Customers in the Digital Era with Giles Giddings

September 26, 2023 • 39 MIN

In the digital era, customer engagement is a top priority for businesses across industries. With the rise of technology, customers have more information and choices at their fingertips than ever before. This has led to a shift in power, with customers now holding more control over their purchasing decisions. So, we are wondering... What are some innovative methods for businesses to engage and connect with their customers? To shed light on this important topic, we are joined by Giles Giddings, Global VP of GTM Enablement at Mimecast. Giles is an accomplished sales enablement and strategy executive with twenty years of experience building high-performing sales teams and selling to enterprise customers. In the past decade, he has specialized in designing and executing data-centric enablement strategies that resonate with CRO objectives, driving consistent and sustainable revenue growth.

Episode 282: Navigating the Nuances: Security Compliance as a Sales and Business Imperative with Susan Walsh

September 19, 2023 • 41 MIN

In today's rapidly evolving business landscape, security compliance has become a critical concern for organizations of all sizes. With the increasing prevalence of data breaches and the growing emphasis on risk management, clients are now prioritizing security assessments as part of their engagement process. For sales teams, this can either make or break a deal, depending on how well-prepared they are to address security compliance requirements. But this begs the question... What strategies can organizations adopt to seamlessly integrate these security measures? And how can they ensure ongoing adherence to these ever-evolving standards? To shed light on this important topic, we are joined by Susan Walsh, former compliance director at Snowflake and security compliance advisor to various startups. With over 20 years of experience in operational security, compliance, risk management, and sales, Susan is well-equipped to provide valuable insights into the world of security compliance.

Episode 281: Unleashing the Power of Value Selling with Julie Thomas

September 5, 2023 • 34 MIN

In today's bustling business world, making a mark in the market and boosting revenue is perpetually challenging. With so many things trying to grab people's attention, consumers are growing more selective about where they invest their money. If businesses want to rock it, they can't just push products — they've got to sell the real deal: value. So, we wanted to learn... What is the power of value selling? To shed light on this topic, we’re talking to Julie Thomas, President and CEO of ValueSelling Associates and author of The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life.

Episode 280: Building a High-Powered Go-to-Market Engine with Tom George

August 22, 2023 • 30 MIN

In today's cutthroat business landscape, companies need to have a well-coordinated and efficient go-to-market strategy. This includes everything from making the product to marketing it. However, many companies struggle to achieve cross-functional collaboration and alignment, leading to inefficiencies and missed opportunities. So we were wondering... What are some practical strategies to build an effective go-to-market engine and improve alignment across the go-to-market team? To help us with this topic, we’re talking to Tom George, Principal Consultant and Founder of GoMo Consulting.

Episode 279: Sales Enablement: The Unsung Hero of Your Revenue Performance with Stephanie Benavidez

August 8, 2023 • 41 MIN

When it comes to sales enablement, many sales leaders expect immediate and exceptional results. However, this is not a realistic expectation. Effective sales enablement requires consistency, patience, and time. By improving just 1% each day, we can see a significant impact over time. But the question remains… How do sales ops and sales enablement drive performance and skill proficiency? To help us with this topic, we’re talking to Stephanie Benavidez, a Sales Enablement Thought Leader and former Head of Sales Enablement at Loadsmart.

Episode 278: Transform Your LinkedIn Profile Into a Lead Generation Machine with Ryan Caswell

July 25, 2023 • 37 MIN

With over 900 million users, LinkedIn has become a powerful tool for lead generation that offers an unparalleled opportunity to connect with professionals across industries and generate high-quality leads for your business. So today, we're talking about a hot topic for companies these days. How do you build a successful outbound campaign using LinkedIn? To help us with this question, we have Ryan Caswell, Founder and Director of B2BLeads.com.

Episode 277: Building Authentic Connections in B2B Sales with Drew Sechrist

July 11, 2023 • 39 MIN

Building strong relationships with customers is crucial for long-term success. Gone are the days when salespeople could solely rely on product knowledge and persuasive tactics to seal deals. In today's landscape, customers crave more than mere transactions; they desire genuine and tailored experiences. This is where the power of authenticity and relationship-building comes into play. So, what else makes cultivating strong relationships with partners, fostering a channel community, and nurturing employees' relationship-building abilities so crucial? To help us with this topic today, we have Drew Sechrist, Co-Founder and CEO of Connect The Dots.

Episode 276: Unlocking Your Revenue Operations Potential in a Data-Driven Era with Jeremey Donovan

June 27, 2023 • 44 MIN

In the dynamic landscape of modern business, embracing data-driven practices has become paramount for companies aiming to thrive in their revenue operations. The significance of such practices derives from their ability to offer invaluable insights into customer behavior, market trends, and other crucial factors that foster business growth and success. However, an important question arises: What exactly is revenue operations, and how can data-driven practices be used to improve it? To help us with this topic today, we have Jeremey Donovan, Executive Vice President of Revenue Operations and Strategy at Insight Partners.

Episode 275: Creating a Positive Company Culture with Dane Espegard

June 13, 2023 • 40 MIN

Creating a positive company culture is crucial to supporting employee goals and dreams. Employees who feel valued and supported are likely to be engaged, productive, and committed to their work. However, creating a positive company culture is not easy. It requires intentional effort and a commitment to ongoing improvement, among a few other things. A positive culture leads to a productive working environment, which automatically means a successful business. When a company prioritizes a positive culture, it sets the stage for a productive working environment that fuels its success, delivering remarkable results and surpassing expectations. To help us with this topic today, we have Dane Espegard, Division Manager of Vector Marketing.

Episode 274: Surviving the Giants: How Mid-Market Companies Can Thrive in a Highly-Competitive Business Landscape with Sheila Kloefkorn

May 30, 2023 • 34 MIN

In today's fiercely competitive business environment, mid-market companies face the challenge of competing with larger organizations with deeper pockets and more resources. Often, they find themselves at a disadvantage when it comes to marketing and growth strategies. Moreover, their limited experience often leads them to make multiple mistakes. So what common mistakes do companies make in marketing, and how can they fix them to increase the profits and value of their business? To help us with this topic today, we have Sheila Kloefkorn, President and CEO of KEO Marketing.

Episode 273: Get Results: Master the Sales Methodology and Transform Your Success with Dale Knipp

May 16, 2023 • 35 MIN

Sales folks, let's admit. We've all been there. We've attended countless training programs with high hopes, only to witness the initial enthusiasm fizzle out as we try to implement the strategies in real-world scenarios. This brings us to an important question we must address. How can you effectively roll out, adopt, reinforce, and drive transformational results with a sales methodology? To help us with this topic today, we have Dale Knipp, Strategic Account Leader at Synamedia

Episode 272: Beyond the Pitch: Strategies for Successfully Selling to CISOs with Kenneth Foster

May 2, 2023 • 50 MIN

A Chief Information Security Officers (CISO) leads an extremely demanding role and is constantly bombarded with numerous sales pitches. So having a great product alone does not guarantee that a CISO will buy it. To increase your chances of success, it is essential to tailor your approach to meet their specific needs and interests. But there is more to it, and this raises the question... What are the best practices when selling to a CISO? To help us with this topic today, we have Kenneth Foster, VP of IT Governance, Risk, and Compliance at FLEETCOR

Episode 271: Aligning Revenue Teams with Consistent Language and Processes with Angela Pritchett

April 18, 2023 • 35 MIN

The revenue teams primary concern is organizational growth. To achieve such growth, the team must be in alignment with the consistent language, process, and tools all while ensuring such processes are aligned with the customer’s journey. Being in alignment with such processes ensures that 1) everyone works toward the same objectives and that 2) targets are met. However, to achieve this alignment, the leader of these teams should be coached and supported when rolling out new programs or initiatives so they can effectively guide their subordinates. The application of all these requirements is what makes the process seamless. But what challenges can be encountered? Why is it important to align revenue teams with consistent languages and adequate tools? To help us with this topic today, we have Angela Pritchett, Head of Sales Enablement at Eletive.

Episode 270: RevOps: The Key to Predictable Revenue and Seamless Buying Experience with Sebastien van Heyningen

April 4, 2023 • 35 MIN

RevOps isn't just about increasing revenue - it's also about creating a seamless buying experience for your customers. It achieves that by optimizing your sales and marketing processes, aligning your teams, and leveraging data-driven insights. In theory, everything sounds easy. But what about real life? How can RevOps deliver more predictable revenue growth and a smooth buyer journey? To help us with this topic today, we have Sebastien van Heyningen, President of Central Metric.

Episode 269: Disrupting the Status Quo: How to Set Up a Customer Experience That Exceeds Expectations with Sandy Robinson

March 21, 2023 • 42 MIN

From a RevOps standpoint, business success goes down to ensuring a customer experience that exceeds expectations. Ultimately, that will lead to revenue growth. So, we were wondering... What does it take to set up an unforgettable buyer experience? To help us with this topic today, we have Sandy Robinson, Vice President of Revenue Operations and Business Development at Nymbus.

Episode 268: Winning at the Sales Game: The Power of Playbooks with Gerald Zankl

March 7, 2023 • 48 MIN

Sales playbooks have been around for some time. However, the most effective ones have been proven to deliver successful outcomes for winning businesses. So, we wondered: Why are sales playbooks critical to the success of every sales team? To help us with this topic today, we have Gerald Zankl, CEO and Co-Founder of Kickscale, a professional training and coaching platform that enables B2B development teams with playbooks your sales reps will love.

Episode 267: Orchestrating Your GTM Symphony with Jill Rowley

February 21, 2023 • 45 MIN

The go-to-market process is the lifeblood of any successful product launch, as it helps to ensure that it is launched in a way that will effectively reach and appeal to your customers. At the heart of a go-to-market strategy is a deep understanding of your customer's needs, desires, and pain points. In theory, things look simple. In real life, it gets more challenging. So, we asked ourselves: How do we evolve our go-to-market strategy and put that into an ecosystem that drives customers as the central part of our conversation? To help us with this topic today, we have Jill Rowley, GTM Advisor at Stage 2 Capital, Guild Education, LoopVOC, and Folloze, a software sales veteran, a startup advisor, and a savvy investor.

Episode 266: How to Find, Attract, and Retain Five-Star Employees with Heenle Turner

February 7, 2023 • 36 MIN

If you aim for the stars, you'll need to build a five-star team. Great businesses never settle for average. They look for the best. And if you want to be a part of the club, you'll need to find and recruit five-star employees. However, we were thinking: What are the characteristics that they have? What do you do to find them? And how do you keep them? Heenle Turner, an expert in recruiting, hiring, and people management and Vice President of Content and Consulting at The ALL IN Company, joins us today to answer the questions.

Episode 265: Unlocking Sustainable Hypergrowth: The Rise of the Unicorn with Pablo Dominguez and Matthew May

January 24, 2023 • 45 MIN

Ten to fifteen years ago, a startup company with a value of over one billion dollars seemed like something almost impossible or mythical. That's why venture capitalist Aileen Lee, came up with the term “unicorn” in 2013 to describe such unique and rare startup companies. However, as of June 2022, CB Insights identified over 1100 unicorns worldwide. So we were wondering... What principles have allowed these companies to achieve such a high level of growth? And how do we best maintain that level of growth? To help us with this incredible topic today, we have Pablo Dominguez and Matthew May, authors of the book, What a Unicorn Knows: How Leading Entrepreneurs Use Lean Principles to Drive Sustainable Growth. Pablo and Matthew also work for Insight Partners, where they have seen over 90 unicorns.

Episode 264: Building Your Next-Level B2B Podcast with Harry Morton

January 10, 2023 • 31 MIN

Podcasting is a fast-growing trend that grabs people’s attention. In 2018, there were 550,000 podcasts. In 2022, the number increased to 2.5 million active shows on Apple Podcasts. The competition is high and intense, even in B2B. So an obvious question arises... How do you launch and grow a successful B2B podcast? To help us with this topic we have Harry Morton, Founder, and CEO of Lower Street, who works with specialized niche agencies to launch next-level, branding-building podcasts. Harry talks us through the success of Lower Street and the fundamentals that helped him go from $500,000 to $1 million in revenue in just six months.

Episode 263: How Analytics Will Help You Acknowledge the True Value of Marketing with Mark Stouse

December 27, 2022 • 38 MIN

The difference between good and bad marketing can be seen in sales results, right? Yes and no. Though marketing is important to all companies, most business leaders see marketing as a support for sales and don't appreciate the value it drives. Mark Stouse, Chairman and Chief Executive Officer of Proof Analytics, is on a mission to change that game through data analytics. So how can data analytics help marketing teams drive revenue optimization and growth? Mark joins us to answer that question and discuss marketing innovation, revenue optimization, and how marketing can lead the way to deliver measurable business results.

Episode 262: Building a Revenue Culture That Scales with Elizabeth Patterson and Karan Singh

December 13, 2022 • 48 MIN

Most companies are trying to scale their businesses to the next chapter of growth. The leading factor that determines that growth is people. In order to succeed, you have to build a revenue culture that scales. What are some of the tactics and strategies that make a difference in getting there? To help us with that question, we spoke to Elizabeth Patterson, Global Talent Acquisition Partner, and Karan Singh, Revenue Excellence Partner at Sapphire. Join us as we discuss: -Where should companies start in building their revenue culture? -The science behind hiring A-players -Up leveling team communication and engagement -Retaining A-players

Episode 261: How Technology Transforms B2B Salespeople Into Sales Heroes with Mary Shea

November 29, 2022 • 46 MIN

When humans can't find ways of solving problems, technology steps in and does the job. The same principle can apply to B2B sales. The evolution of enablement technology in B2B sales has allowed sellers to be more efficient and effective. At the same time, buying teams has changed, and culture is increasingly important to the success of any organization. What are the main changes that impact B2B salespeople, and how can they deal with them? Mary Shea, B2B sales expert, former Forrester Analyst, and currently the first-ever Global Innovation Evangelist at Outreach, joins us in this podcast to dig into how B2B sellers can level up their game. Join us as we discuss: -What aspects have and haven't changed in B2B sales? -Remote or virtual versus in-person meetings -Is technology the answer to all problems? Is sales automation taking humanity out of selling?

Episode 260: Your Sales Forecast Is Broken, but You Can Fix It with Udi Ledergor

November 15, 2022 • 43 MIN

Do you know who the true magicians are in the business world? Salespeople. That's right, and that’s all down to their forecasting abilities. Historically, salespeople have relied more on gut feeling and opinions instead of data when forecasting. But things don't work like that anymore, and, as a result, sales forecasting is broken. So how can we fix it? Why is it not working anymore? How can we fix mistakes and create better predictability? Udi Ledergor, the CMO of Gong.io, joins us today to answer the questions and fix the problem. Join us as we discuss: -Why is sales forecasting broken? -Less guessing, more data -Four steps to get the right data and make better predictions -Does swearing on sales calls really work?

Episode 259: Work the System Method with Josh Fonger

November 1, 2022 • 34 MIN

Life seems so complicated and chaotic. It feels like there is never time for anything, especially when it comes to business. Yet your inner potential is always there and demands more of you, it craves success and wants you to succeed. Imagine if there was a way to hack the system. Well, guess what, there is! Think of your business as a collection of systems. If you can hack each of them and organize them in an efficient algorithm, your numbers will skyrocket. So what is that method, and how does it work exactly? Josh Fonger, the CEO of WTS Enterprises, joins us today to uncover everything from the benefits to steps on how to apply that method to help you and your business simplify, systematize, and generate growth. Join us as we discuss: -What is the Work The System method? -The three pillars of a successful system

Episode 258: How B2B Companies Can Drive and Measure Growth Through an Event Strategy with Jonathan Kazarian

October 18, 2022 • 27 MIN

Events are one of the most underutilized tools B2B marketers have at their disposal. One event can propel your marketing efforts further than all the traditional methods combined. Events are so powerful because people willingly engage with your content, spend their valuable time, and give you their information. However, as an event organizer, you shouldn't be focusing on connecting a bunch of unrelated tools and trying to build your own tech stack. The event platform should be there to facilitate everything you need and have a single contact record that flows through all of the events throughout your annual event program. Is there any platform that can facilitate this? To help us with that topic today, we have Jonathan Kazarian, the Founder, and CEO of Accelevents. More specifically, Jonathan shares how events can impact your marketing game, what mistakes should B2B marketers avoid when hosting their events, how to engage with your audience both in virtual and in-person events, and how to measure their success. Join us as we discuss: -Two event mistakes B2B marketers must avoid -In-person versus virtual events -Your event attendees crave engagement

Episode 257: The Fundamental Shift From the Art to the Science of Sales with Todd Abbott

October 4, 2022 • 35 MIN

We never really had the data to know what was going on in the sales process. We just relied on the judgment of reps. Sales was a mysterious art. Now, we have tech for every stage of the process. With the right data infrastructure, we get the insights that enable us to convert sales from art… to science. We can now capture all that information to help you understand where and why you win, both tactically and holistically, across the sales process. This fundamental shift from the art of sales to the science of sales is changing revenue operations, sales, and leadership. Do you know why your best-performing reps are your best-performing reps? If not, tune into this episode and guest: Todd Abbott, EVP of Corporate Development at Mediafly, who shares how new sales technology enables true cross-functional alignment across sales, marketing, services, management, and backend systems. Todd covers the mystery behind sales success and how technology fundamentally changes the game.

Episode 256: Transparent Sales Leadership with Todd Caponi

September 20, 2022 • 55 MIN

“What do you sell?” “To who do you sell?” “Why do your clients buy?” Many organizations train their individual contributors, but few invest in their most critical asset to success; sales leaders. As a sales leader, it is your responsibility to get the best out of your team, clear the field, create an environment where you are inspired, and predict the future. Every sales leader needs a clear structure, process, and method to know in which direction to go. But what are the actual responsibilities of a revenue-generating sales leader? To share more about the importance of effective sales leadership and how you can use it to increase the intrinsic inspiration of your workforce, Todd Caponi, speaker, trainer, sales historian, and author of The Transparent Sales Leader, the best-seller book that teaches you how the power of sincerity, science, and structure can transform your sales team’s results, joins us in this episode. Todd covers the five Fs of sales leadership that are required to develop the focus of your team. Join us as we discuss: The five Fs and their importance in sales leadership How you should apply the 5 Fs It is difficult to attract and hold on to top talent nowadays  Now that you know the importance of effective sales leadership… It's time to learn how to lead your team, company, or organization to success. Check out the full list of episodes here: The B2B Revenue Executive Experience.

Episode 255: The 3 Pillars of Effective Leadership with Vanessa Judelman

September 6, 2022 • 30 MIN

“Knowing yourself” “Managing your team” “Leading your business” These are the three pillars of effective leadership to successfully coach, develop, and provide optimal feedback to your workforce. The moment you’re into management, your role within a company changes. Your tasks will revolve around time and people management, and you must ensure everything is executed strategically. A true leader should be able to answer this question easily: What am I getting paid to do? To share more about the importance of effective leadership and how you can use it to prioritize, educate, and motivate your workforce, Vanessa Judelman, author, leadership coach, and president of Mosaic People Development, a leadership coaching company that develops leaders who inspire great results, will join us. Vanessa covers the three pillars of effective leadership required to successfully motivate and delegate the workforce. Join us as we discuss: Why is effective leadership so important? The 3 pillars of effective leadership What is a leader paid for to do? Now that you know the importance of effective leadership… it’s time to learn how to lead your team or company to success. Check out the full list of episodes here: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 254: The Role of the Chief Customer Officer with Michael Hubbard

August 23, 2022 • 41 MIN

Customer obsessed” “Customer-centric” “Customer focussed” These are the buzzwords companies use to show off how much they focus on their customers. But only a few are doing this consistently with measurable success. The true measure of customer centricity can only be found by asking this question: What percentage of your new business comes from existing customers? To share more about how a Chief Customer Officer should be driving this in your business, we’re joined by Michael Hubbard, Senior Vice President of Customer Success, Services, and Support at Smartsheet, an NYSE-listed SaaS company that has built a workflow management platform that empowers business of all sizes to scale and deliver value. Michael covers the role of the Chief Customer Officer in maximizing customer lifetime value. Join us as we discuss: Why is the lifetime value of a customer so important? The role of the Chief Customer Officer The Power Of Feedback    Now that you know the importance of customer success and being customer-focused… it’s time to learn how to discover some sales methodology secrets and prepare a winning GTM strategy. Check out the full list of episodes here: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 253: How to Build Trust through Buyer-Obsession with Moeed Amin

August 9, 2022 • 47 MIN

Offering Amazon vouchers? Trying to book in the follow-up call before the first call has even ended? Booking a demo for a company that you just want to sell to? Forget about gimmicks, techniques, or maneuvers. Effective selling is actually much simpler… and the secret lies in neuroscience. To share more, we’re joined by Moeed Amin, Director & Founder of Proverbial Door, a consultancy that helps B2B companies and sales professionals improve their performance by a minimum of 50% in six month. We cover the role of trust, obsession and neuroscience in sales. Join us as we discuss: What makes trust so impactful in the sale process Why you need to be buyer-obsessed The 7 characteristics of a trustworthy person    Now that you know the power of trust and how to build it… it’s time to learn how to build authenticity and maximise the return on your content marketing, check out the full list of episodes here: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 252: Creating a Brand Story with Bobby Gillespie

July 19, 2022 • 32 MIN

Brands aren’t created out of thin air. They already exist.  It’s all about finding Michelangelo’s David in the stone; chipping away at what a client thinks a brand is to find out the true story without focusing on the gimmicky hacks.  Today’s guest, Bobby Gillespie, Founder & Principal at Propr Design, talked about how Propr helps their clients get the reputation they deserve, not necessarily the reputation they want through strategic brand building and storytelling. Join us as we discuss: Why having a brand strategy focused on future customers is essential What to avoid when building a brand story How to measure a brand for an accurate return on investment Now that you know how to conduct killer marketing tests, are you ready to learn how to hone your business’s competitive edge or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 251: Building Authenticity For Purposeful ROI w/ Jeff Risley

July 5, 2022 • 29 MIN

The Old Way: The client comes to the marketing and PR agency looking for promotional opportunities. The agency sprays content, prays that it works and doesn’t do much else. The New Way: The client comes to the marketing and PR agency looking for promotional opportunities. The agency dives deep, learns all they can, creates strategic roadmaps for success not only for their client but for the agency and becomes a powerhouse of success. This is the way.  The customer journey is the most important aspect of putting together a successful campaign.  From the first “hello” to every interaction after, how do you ensure that your customer’s brand has relevance, authenticity and purpose? Today’s guest, Jeff Risley, Chief Growth Officer for Saxum, talked about investing in marketing and PR in order to get a maximum return on investment through sales.  Join us as we discuss: How to build credibility with your customers  How customer success and service builds into revenue optimization Why creating a lockstep approach to sales and marketing is essential Now that you know how to conduct killer marketing tests, are you ready to learn how to hone your business’s competitive edge or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 250: How to Maximize Your Content Marketing Returns

June 21, 2022 • 24 MIN

You have what seems like a really mundane decision to make: You're in charge of upgrading outdated software for your organization and, for some reason, figuring out what to purchase has you jitterier than Big Bird at a Cats showing. Whatever you get, it has to be the best. In a blind panic, you sign up for every free trial known to man. Luckily, you find a pristine masterpiece of software that is sure to solve every conceivable problem in the multiverse. It worked out for one simple reason: It’s l because, sometimes, quantity is the fastest path to quality. And that’s especially true for content marketing.  That’s one of the many insights today’s guest, content-marketing wizard James Scherer has picked up throughout his career to VP of Growth at Codeless — insights he brings into the show to help us demystify content marketing. Join us as we discuss: The “pillar and post” content methodology  AI in content marketing Content analytics  Quality vs. quantity  Building a solid marketing function in the real world Now that you know how to, are you ready to learn how to conduct killer marketing tests or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 249: Remora Style Marketing & Sales w/ Chris & Matt

June 7, 2022 • 46 MIN

Brand is what people say when you walk out of a room. So how do you control the conversation when you’re not there to hear it?  Today’s guests, Chris Smith, Chief Revenue Officer (CRO), and Matt Richards, Chief Marketing Officer (CMO) at Aqua Security, talked about the strategic ecosystem of sales and marketing and how they have to work together to win.  Join us as we discuss: Why working together for a shared goal is important What should and shouldn’t be measured for ROI Why empathy over ego is the key to success Now that you know how to conduct killer marketing tests, are you ready to learn how to hone your business’s competitive edge or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience.  Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 248: Lisa & Carlos Steal the Show w/ Sales Methodology Secrets

May 24, 2022 • 30 MIN

No matter how many times you do something successfully, there is always room for new approaches that elevate success to the next level — whether that’s finding the perfect way to help clients scale their business with an easy-to-follow and consultative sales framework… or the perfect new hosts to carry everyone’s favorite sales podcast into the future. Today, I’m joined by two guests who are so fantastic, I’ve decided to hand the keys to the show over to them. Seriously — after nearly 250 episodes, I'm passing the torch to Carlos Nouche and Lisa Schnare, who join the show to share everything you need to choose the perfect sales methodology for your business. We discuss: When an organization needs to adopt a sales methodology How to find the perfect vendor for your organization’s needs Why Lisa and Carlos are the perfect hosts to succeed me As you’ll hear, you are in great hands with Carlos and Lisa, but I do want to thank you for your loyalty throughout the past 250 or so episodes you’ve spent listening to my voice.  Until next time, I wish you nothing but the greatest success. — Chad Sanderson, Managing Partner at ValueSelling Associates.  Now that you know how to find the winning sales methodology, are you ready to learn how to conduct killer marketing tests or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 247: How Marketers Can Optimize Testing & Reap the Rewards

May 10, 2022 • 15 MIN

You’ve been doom-scrolling through your social media feed far too often lately and somewhere along the way, between silently refereeing flat- and hollow-earth arguments and signing petitions to bring back Knight Rider, you come across an obnoxiously immature joke that has you in stitches. Later, in a quiet moment before a meeting, your manager overhears you tell the joke — he cracks up. You’re instantly his new favorite. Filled with confidence, you try it on your CEO a couple days later… and she fires you on the spot. You tested it and it worked; how could everything go so wrong? Today’s guest, Tim Parkin, Presiden t at Parkin Consulting, says this is a trap most marketers fall into when it comes to testing — without understanding why something works, they fail to gain the deeper insights from testing that can truly transform their business.   In this episode, he shares: How to go beyond simple A/B testing and gain deeper insights Why most marketers get testing wrong How to set yourself up for testing success  Now that you know how to conduct killer marketing tests, are you ready to learn how to hone your business’s competitive edge or use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience.  Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 246: Do You Have a Competitive Edge?

April 26, 2022 • 24 MIN

You don’t know when it started, but you’re pretty sure you’ve reached a point in your business where you’ve stopped growing. Much like that ill-fated folk duo you started in college, you’re going through the motions, but you’re stuck running on fumes (and not the kind your audience reeks of). If you need to gain an edge, which approach do you think is more effective: being Simon or being Garfunkel? Whether you’re a folk musician or a B2B Executive, you’ll never get ahead by being second-best. That’s why today I’m speaking with Jose Palomino, Founder and CEO of Value Prop Interactive and host of The Revenue Throughput Podcast, to find out how to hone the competitive edge you need to cut through your rivals and win consistently. In this episode, we discuss: What a competitive edge is and why it matters Why many companies already have an edge they’re unaware of Why you need to really know how your customers think today (and not 15 years ago)   Now that you know how to hone your business’s competitive edge, are you ready to learn how to use data to prevent revenue leaks in your business or build trust and confidence with your content strategy? Check out the full list of episodes: The B2B Revenue Executive Experience. Listening on a desktop & can’t see the links? Just search for B2B Revenue Executive Experience in your favorite podcast player.

Episode 245: How to Prepare a Winning GTM Strategy

April 12, 2022 • 23 MIN

Your company has just launched its newest innovation — it’s gonna change the world! If you can successfully bring it to market, that is. So, naturally, you’ve consulted a Druid priestess, a sorcerer from Des Moines and Deepak Chopra to make sure everything goes smoothly. You’ve read the augers, but they were murky (“Reply hazy, try again”). Before you delve into more alternative forms of divination, what if we told you there was an easier way? Well, if you ask today’s guest, Patrick Baynes, CEO of Nerdwise, he’ll tell you that you’re overthinking it. Forming your GTM strategy doesn’t take black magic; it just takes a little organization and preparation. Join us as we discuss: The best approach to planning a GTM strategy  When and when not to use automation How to get sales and marketing to hold hands and skip along Now that you know the secrets to refereeing the battle between sales and marketing, are you ready to learn more about post- pandemic selling or the B2B buyers’ journey? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 244: Brand Tracking: Marketing w/ Context

March 29, 2022 • 16 MIN

You wake up after a night on the town. As you fumble for coffee and relearn the English language, images of last night flash by. You don’t remember everything, but you’re sure that every eye was fixed on your sweet dance moves. That is… until you see the video your friend sent you of you shuffling around and zombie-rawring strangers to Thriller. Wouldn’t it be great to always know how others see you? Today, we’re talking about brand tracking with Angeley Mullins, CMO & CGO at Latana Brand Tracking, to find out how you can gain the context to push your branding to the next level. Join us as we discuss: How brand tracking goes beyond data-driven marketing to provide true context The pitfalls of forgoing brand tracking The importance of authenticity in branding Now that you know the secrets to brand tracking, are you ready to referee the battle between sales and marketing or learn more about post- pandemic selling? Check out the full list of episodes: The B2B Revenue Executive Experience .

Episode 243: Data Nerds and Martech: What You Really Need to Know

March 15, 2022 • 27 MIN

Your quest is to navigate the ever-changing martech landscape, find meaningful data, and turn it into actionable, profitable strategy. Easy! Oh, there’s one tiny catch: Your marketers and sellers will need to become data scientists too — in all of that imaginary free time they have. There has to be a better way, right? Luckily our guest, Brian Walker, President at Statwax, is an expert at helping brands identify the metrics they need and create a single, powerful thread that gets everyone on the same page.  Join us as we discuss: Improving impact while squeezing marketing dollars  The volatile Venn diagram of sales and marketing Building a content strategy that sales can truly utilize You don’t have to be a data scientist to manipulate it successfully Now that you know the secrets to refereeing the battle between sales and marketing, are you ready to learn more about post- pandemic selling or the B2B buyers’ journey? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 242: The Secrets to Effective Hybrid Events

March 1, 2022 • 30 MIN

You’re in college in the mid-80s and you have a choice: Study for that final exam in electronics you need an A in to get your custom-pager business off the ground or join all your friends piling into that old VW van that runs on Doritos and paternal disappointment and head to the Winger concert. You make the responsible career choice, but the next day, you see the blurry Polaroids of your friends partying backstage… Well, you’ve never felt so excluded. What if we could hold events where nobody feels left out? According to today’s guest, Julius Solaris, VP of Marketing Strategy, Events at Hopin, we can — and it comes down to hybrid events Join us as we discuss: How COVID has changed events permanently The value that hybrid events can deliver your organization How to get started with hybrid events  Now that you know the secrets to honing your hybrid-event strategy, are you ready to learn more about post-pandemic selling or the B2B buyers’ journey? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 241: The Secrets to Post-Pandemic Selling

February 15, 2022 • 32 MIN

For almost two years, you’ve heard everything under the sun be described as the new normal. Everything from unconvincing Zoom backgrounds to stockpiling so much toilet paper that Charmin sends the mean bears they don’t show in the commercials to your house The new normal is that the world has completely changed. So, why is your sales team so eager to get back to their old normal? Today, I’m speaking with Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of What's in the CARDS?, to find out how to navigate the complexities of post-pandemic selling. Join us as we discuss: The ins and outs of post-pandemic selling The difference between strategic account management and executive selling Social styles and how you can incorporate them into your selling  Now that you know the secrets to post-pandemic selling, are you ready to learn more about the B2B buyers’ journey, or how to use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 240: A Guide To Scaling Revenue: Using Data To Plug Leaks w/ Jennifer Aplin

February 1, 2022 • 19 MIN

$2 million annually — That’s a rough estimate of how much money your company could leave on the table if there’s misalignment within the organization. And it’s all due to revenue leaks. If your sales team is busy making cold calls, they might miss out on opportunities stagnating in the pipeline. Like a ship crew rowing as fast as possible, but never taking a moment to look up and see the ship is sinking. The beer you just ordered is placed on your table. While you’re busy talking with your friend, a small leak in the glass has robbed you of half of your drink. You only notice something’s wrong when the beer drips onto your pants. The same thing has been happening to businesses with their revenue for a long time. But data is finally giving them the tools to notice the leak way before it drips off the table. Our guest, Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc., discusses revenue leaks, the infinite importance of data to a business, and how to scale your business. In this episode, we discuss: Plugging leaks and uncovering data in businesses The importance of data in a business Jennifer’s background with Digital Magenta and what’s next Now that you know how to use data to prevent revenue leaks in your business, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 239: Why Marketers Fail at Thinking Like Buyers w/ Mike Pastore

January 11, 2022 • 20 MIN

Let’s speed up time a bit: It’s summer 2022. You’re headed to your first in-person B2B Marketing conference since way back when — and you’re a bit rusty at navigating event complexes. As a result, you’ve gotten yourself good and lost. The first person you ask for directions starts screaming something that sounds like trigonometry at you. He’s soon joined by another helpful human who bellows calculus at you. Then, an opera singer with a bullhorn offers her assistance in a piercing Bavarian falsetto. Suddenly, you realize: These must be B2B marketers and you must be in the right place after all. Today, I’m joined by Mike Pastore, Director of Custom Content at Technology Advice and host of the B2B Nation podcast, who shares how marketers can better understand the B2B buyers’ journey and help guide buyers along the way — without merely trying to shout over the noise. Join us as we discuss: The nonlinear nature of the buyers’ journey Why reaching buyers is about simplifying complexity The power of storytelling and thinking like a buyer Now that you know how to navigate the B2B buyers’ journey, are you ready to use data to prevent revenue leaks in your business or learn how to build trust and confidence with your content strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 238: Subscription-Based Businesses: How To Manage the Transition & Leverage Data w/ Robbie Kellman Baxte

January 4, 2022 • 29 MIN

Most people today have a subscription to some product or service. Or leaching a streaming subscription from a friend or family member… No judgment. But when we think about subscription services as a business, what keeps us renewing month after month and how can businesses continue to improve that experience? We speak with Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies, and author of "The Membership Economy" and "The Forever Transaction", about businesses transitioning to subscription-based, the associated benefits, and the challenges those businesses will have to navigate. In this episode, we discuss: Discussing a subscription based economy Cultural changes for businesses moving to subscription-based How to leverage data effectively Advice to the audience Now that you know the benefits of subscription-based and how to transition your business, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 237: Considering an Exit? Here's What You Should Know w/ Lowell Ricklefs

December 28, 2021 • 24 MIN

One day, you wake up, look in the mirror and notice the bags under your eyes have bags under their eyes — wait, did your eye-bags always have eyes? Now, you’re walking around, semi-catatonic, muttering “the bags have eyes” to your increasingly worried cat… or maybe you’ve just developed an overwhelming urge to play a few hands of canasta on a beach in Aruba. Whatever the reason, when it comes to an exit strategy for your SaaS business, you better have a solid understanding of how M&As work. Today’s guest, Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A, has all the information you need to get the most out of your exit. In this episode, we discuss: What makes SaaS M&As different The importance of growth and revenue to any M&A proceeding The difference between strategic and financial buyers Now that you have a solid exit strategy, are you ready to learn how to infuse data literacy into your team, or how to build trust and confidence with your content strategy? Check out the full list of episodes:The B2B Revenue Executive Experience. 

Episode 236: The Sales Trainer’s Happy Hour: Virtual Selling w/ Lisa Schnare

December 21, 2021 • 34 MIN

You’ve been inundated with more excuses than usual from your newest reps lately, which isn’t good on the best of days, but knowing the next batch will come on a Zoom call with 18 guests… Yeah, your latent migraine is already planning a party for its prophesied return. You’ve heard every old canard imaginable — but the last 18 months brought a new one: I can’t sell virtually. What if I told you your rep is looking at virtual meetings all wrong? What if I said you are, too? This week is the second time Lisa Schnare, Natalie Pitchford, and Carlos Nouchejoin me for drinks in our new, not-safe-for-work sales series and this time it’s personal… virtually. In this episode, we discuss how to adapt to in this new virtual world, including: How to stay personal, virtually How leadership can overcome the challenges of distractions from a distance Common reasons for video reluctance and how to overcome them Now that you know how to navigate the new world of virtual selling, are you ready to optimize your tech stack or dive into how Google’s new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 235: A 100+ Year-Old Marketing Framework (That Works!) w/ Wayne Mullins

December 14, 2021 • 26 MIN

We often use the words marketing and advertising interchangeably. But while advertising is a component of marketing, marketing itself refers to your ability to attract and keep a customer. Which are you investing time in? In this episode, I interview Wayne Mullins, Founder at Ugly Mug Marketing, about why your marketing strategy is messed up, how to turn customers into evangelists, and an ancient marketing framework that works every time. Listen in as we discuss: Why marketing doesn’t have to be the confusing mess it often is The AIDA marketing framework from over a century ago How to make your place your platform Wayne’s controversial advice to professionals who want to accelerate Check out this resource we mentioned: Wayne’s book is Full Circle Marketing  Now that you know that marketing doesn’t have to be so frustrating, are you ready to learn some practical strategies to implement to make it start running smoother? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 234: Data Literacy: It’s Everyone’s Concern w/ Matt Cowell

December 7, 2021 • 25 MIN

You’re in college and (other than the vaguely threatening hairspray bills your Mötley Crüe tribute band has racked up) things are going pretty well. You passed that calculus class you’ve been worried about all semester — and managed to forget basic arithmetic before the celebration keg was even cracked. If forgetting is so much easier than learning, even in academia — how can you ever expect to upskill a whole organization? You know you can’t just give up. Especially when it’s something everyone needs to know — like data. When you want data literacy across a whole organization, you turn to today’s guest, Matt Cowell, CEO at QuantHub, an organization dedicated to helping you imbue every part of your own organization with the dark data arts. In this episode, we discuss: Why longform learning fails The importance of data literacy in every facet of your business Why AI and machine learning are useless without data literacy Now that you know how to infuse data literacy into your team, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 233: How Content Strategy Shapes Your Customer Relationships w/ Margot Bloomstein

November 30, 2021 • 28 MIN

It’s the mid-70’s and you’ve just purchased your first new car — a Ford Pinto. The commercials convinced you that this car was built to survive a demolition derby, while the salesman in the lounge suit convinced you it didn’t matter that you couldn’t drive stick. Now you don’t know what’s worse — grinding the gears and stalling every 200 yards or that the bike messenger who bumped into your fender last time you did sent the entire car up in flames. Could anything make you trust a brand’s content (or yourself) again? If anyone could, it would be today’s guest, Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc, who joins the show to discuss how effective content strategy is for building customer confidence and trust in your brand. In this episode, we discuss: Why customers need to be confident in you and themselves How to help your customers succeed (and why that builds trust) The 3 V’s of content strategy Why you need a consistent voice across all channels Now that you know how to build trust and confidence with your content strategy, are you ready to learn how to optimize your tech stack or dive into how Google’s new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 232: Is Your Tech Stack Helping or Hurting? w/ Asa Hochhauser

November 23, 2021 • 15 MIN

You’ve been speaking to a salesperson about a new piece of software that’s going to revolutionize your tech stack. It’s AI-powered. It’s shiny. It has an all-leather interior and chrome trim. It helps grandmas cross the street and carries their shopping bags. You’re daydreaming about all the things you can do with it… and somewhere along the way, you’ve forgotten what you’re trying to do in the first place. Today I’m joined by Asa Hochhauser, VP of Sales for McGaw.io, to discuss the almighty tech stack and how to avoid the pitfalls — like the one above — many companies find themselves falling into when trying to optimize theirs. In this episode, we discuss: Why you need to understand the product before you buy Why companies often fail to get the ROI they want from their tech The evolving role of data in marketing If you want to easily visualize and find new ways to optimize your tech stack, all in one place, be sure to check out the McGaw.io stack builder.  Now that you know how to optimize your tech stack, are you ready to dive into how Google’s new rules impact your SEO or learn the secrets to establishing credibility? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 231: Why the Brain Buys: The Neuroscience of Sales w/ Dr. Terry Wu

November 16, 2021 • 23 MIN

You’re throwing an office party now and you need to get noisemakers, silly hats and confetti. You know you can find all of these things on Amazon, but lately, you’ve also been fielding increasingly-aggressive office visits from a door-to-door party clown from the local clown college trying to sell you all of these very items — and he warns that, if you don’t, you’re a terrible manager and hate puppies. Who do you go with… and why is it Amazon? Today’s guest, neuroscientist Dr. Terry Wu, Owner at Neuromarketing Services, says you choose Amazon not because of John Wayne Gacy or the movie IT, but because our brains are wired to love buying but hate feeling like we’re being forced. This is just one of many examples Dr. Wu shares in the latest episode of how neuroscience influences buying behavior — and how understanding the science helps you make a sale. We discuss: The difference between helping a customer buy and selling to them The power of framing when it comes to buying decisions How freewill — or lack thereof — plays into buying behavior And be sure to check out: Terry’s speaking  Terry's company's consulting services  Terry's 17-minute TED Talk on Neur omarketing Terry's 5-minute interview with Big T hink on Stress and Shopping Addiction Now that you know why the brain buys, are you ready to learn how to foster human connection to build high-performance teams, or how to overcome buyer resistance? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 230: High-Performing Teams Are Built on Human Connection w/ Tony Martignetti

November 9, 2021 • 18 MIN

Your organization has successfully made the transition to remote work. The pandemic proved you don’t need the expensive office lease to get the job done. But something is missing. There’s no more awkward attempts to side-step around each other in the hall. You can no longer visit the jar on Sheryl’s desk in HR and sneak enough candy to make Wilford Brimley tear up. There’s no more spontaneous conversation. No more office culture. How do you build human connection in a digital world? Today, I’m speaking with Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and Author of Climbing the Right Mountain, about how to foster real human connection remotely and how to nurture high-performance teams. We discuss: How to foster connection in a digital world How to create a coaching culture How to find your inspired purpose Now that you know how to foster human connection to build high-performance teams, are you ready to learn how to overcome buyer resistance, or how Google’s new rules impact your SEO strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 229: Don’t Be the Seller Who Scares Away Buyers w/ Kerry Cunningham

November 2, 2021 • 29 MIN

You try shopping out in the real world again for the first time since before the pandemic made the whole world play a game of The Outside Is Lava. You’re about to head into a store to finally treat yourself to that fancy air fryer that your friends’ and family’s screams assure you you can’t live without. Then, you see the salesman at the door salivating and rubbing his hands together like some cartoon villain, so you leave. You’ve just experienced buyer resistance. How can you make sure that your reps aren’t the salesmen in the doorway, chasing off your buyers? Today I’m speaking with Kerry Cunningham, Senior Principal, Product Marketing at 6sense, who says the key to overcoming buyer resistance is understanding buyer behavior — and he shares a ton of behavioral insights in this episode. Kerry covers: Why the buyer is more in control than ever (and can smell BS a mile away) How to find the right buyer at the right time The trouble with traditional website metrics for analyzing buyer behavior  Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 228: Will Your SEO Survive Google’s New Page Experience Rules? w/ Geoff Atkinson

October 26, 2021 • 23 MIN

Your SEO strategy has been paying off: You’ve won some key rankings and, more importantly, they’re generating leads. But then the infamous internet autocrat, which prefers to be called Google, decides to implement some changes to its algorithm — and they require technical expertise on your end. Do you have the technical SEO capabilities to meet the challenge or are you doomed to share the fate of Ask Jeeves and MySpace? If you weren’t already aware, this is not merely a hypothetical — Google really is changing its algorithm to punish slower pages in its rankings. If you aren’t sure what this means for your business, today’s guest, technical SEO wizard Geoff Atkinson, Founder and CEO of Huckabuy.com, has the answers you seek. In this episode, we discuss: The changes Google is implementing and what they mean for you The importance of page speed for Google’s new changes and as a KPI for your business How Huckabuy can help you not just survive Google’s changing algorithm, but use it to win Now that you know how Google’s new rules impact your SEO, are you ready to learn the secrets to establishing credibility or crack the code to effective outbound marketing? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 227: The Sales Trainer's Happy Hour: Credibility

October 19, 2021 • 25 MIN

It’s late in the sales cycle and suddenly a bunch of your reps develop a new superpower for giving BS excuses — my buyers all went on vacation, they’d buy us if we weren’t so expensive, my dog ate their key decision-maker. How did this happen? Were they bit by a radioactive liar? Late-cycle excuses usually mean early-cycle mistakes. One of the biggest ones? Failing to establish credibility. This week, we’re trying something a little different — and there’s booze involved. Lisa Schnare, Natalie Pitchford, and Carlos Nouche join me for drinks to discuss why credibility matters and how to build it fast. Pour yourself a drink and strap in for a B2B Revenue Executive… Experiment? In this episode, we break down what it takes to quickly establish credibility, including: Personalization Preparation Authenticity Overcoming anxiety Now that you know the secrets to establishing credibility, are you ready to crack the code to effective outbound marketing or learn more about the entrepreneurial journey for women? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 226: Turning Marketing into a Revenue Knowledge Center w/ Christina Del Villar

October 12, 2021 • 19 MIN

Who owns the Go to Market strategy, and why is the correct answer marketing?  Before you get into the octagon to fight this out, it’s important to look at revenue and the go to market strategy through a different lens.  Which is exactly why our guest on this episode of the B2B Revenue Executive Experience was such a huge get. Christina del Villar is the author of Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy, and in this episode, she dropped so many knowledge bombs on us.  Among the things we talked about:  - The G.R.I.T. marketing method - Getting rid of the grey areas of dollar attribution - Turning marketing into a revenue knowledge center - Why marketing should own the Go to Market strategy Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 225: What Data & Analytics Have to Say About Buyer-First Selling w/ Carla Intal

October 5, 2021 • 23 MIN

Your organization says it puts its buyers first — like nearly every other company in existence — and you’ve been tasked with the unenviable job of clearly articulating how. Where do you start? You know that buyer-first selling may be one of the most human goals for your business, but it’s only achieved by understanding the humans involved — which means diving into the data. Today’s guest, Carla Intal, Insights Analyst at LinkedIn, joins the show to discuss how. Using data and analytics, she’s helped create a list of 5 buyer-first principles that actually work. In this episode, we discuss: - What the data says about the most effective selling motions - The 5 buyer-first principles derived from the research - How sellers can leverage data themselves Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 224: Decoding the Myths & Mysteries of Outbound Marketing w/ Mark Colgan

September 28, 2021 • 24 MIN

Your latest paid-ad campaign is a resounding failure. You wanted to try and siphon off some customers from your competitors' larger customer base. As it turns out, those extra customers allowed your competition to reach far further into far deeper pockets to outspend you at every turn. Why is outbound marketing so difficult?  Today’s guest, Mark Colgan, CEO of Spea k on Podcasts, says it doesn’t have to be. He joins the show to decode the myths and mysteries of outbound marketing. In this episode, we discuss: Why outbound marketers should think like SDRs How to tackle the difficulty of attribution in outbound marketing Why helping is better than selling Now that you’ve cracked the code to effective outbound marketing are you ready to learn more about the entrepreneurial journey for women, or gain the skills to spot professional sabotage before it happens? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 223: Why More Women Are Embarking on the Entrepreneurial Journey w/ Amy Anderson

September 21, 2021 • 21 MIN

If you have to step away from your career for a prolonged period of time, do you have a plan for re-entering the workforce?  For many women, this hypothetical is a reality — and there’s one plan more and more women are opting for…  Entrepreneurship.  Today’s guest, Amy Anderson, Co-Founder of Wild Coffee Marketing joins the show to discuss her passion for helping other entrepreneurial women and share her marketing insights.  In this episode, we discuss:  - Why the entrepreneurial journey is often different for women  - The effects of COVID and why more CEOs are paying attention to mental health  - Why entrepreneurs are well-equipped to handle today’s unpredictable business landscape  Now that you know more about the entrepreneurial journey for women, are you ready to gain the skills to spot professional sabotage before it happens or employ buyer-first principles in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 222: Et Tu, Brute?: How Leaders Can Overcome Deceit & Sabotage

September 14, 2021 • 26 MIN

On a beautiful day in mid-March, you happily stroll into your workplace ready to tackle the most pressing issues facing your organization. You turn to your most faithful advisor and signal it’s time to get to business. All of a sudden, that same advisor, Brutus, starts stabbing you. And everyone else in the senate does, too. This easily makes your top-ten worst Mondays. Why is it that leaders never see betrayal before it happens?  OK, so maybe it’s not as bad as Caesar, but as a leader in your organization, you need to be prepared to handle betrayal, theft and deceit — which means you need to listen to Today’s guest, Brandon Wilson, President and CEO of Wilbron Inc, and author of Sabotage - Leadership that Overcomes Betrayal, Theft and Deceit.  Brandon joins me to share his expertise and be the oracle you need to turn the tide on the Ides of March and avoid ever falling victim to professional sabotage.  In this episode, we discuss:  - The importance of thinking in terms of legacy  - Why leaders often fail to spot sabotage despite how common it is  - The 4 horsemen of sabotage (and how to spot and stop them)  Now that you know how to spot sabotage before it happens, are you ready to learn how to employ buyer-first principles or the role data should play in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 221: The Content Conundrum: Crafting a Lasting Marketing Strategy

September 7, 2021 • 27 MIN

You listen to enough podcasts to know that content is king. You’ve allocated resources and budget to craft some truly killer content. Now you’ve just got to figure out where to spend your killer-content currency… and whether it’s working. You have a content conundrum and it needs solving. Today’s guest, Erik Newton, VP of Marketing at Milestone, has built a career off solving the content conundrum and he joins the show to share how you can, too. In this episode, we discuss: The form and format your content should take The value of SEO and schemas for your online content Solving attribution difficulties for your content And be sure to check out Erik’s book, Hack the Corporate Fast Track . Now that you know how to solve the content conundrum, are you ready to learn buyer-first principles, or take a deep dive into the role data should play in your organization? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 220: How to Craft a Truly Data-Driven Culture w/ Nick Amabile

August 31, 2021 • 21 MIN

You’ve recently purchased some fancy technology that promises to capture all of the data you need to make better business decisions. The problem is, only the IT guys know how to use it — and, frankly, they don’t know anything compared to your sales team about revenue. So, now that technology is just money thrown down the drain, right? Well, what if you could get both teams working together in a truly data-driven culture?  That’s exactly what my latest guest is here to help you do. Nick Amabile , CEO at DAS42, is an expert on the correct way to integrate data into your organization.  In this episode, we discuss:  The role data should play in your organization  What it means to have a data-driven culture  The technology that helps you get there  Now that you understand the role data should play in your organization, are you ready to learn why sales enablement 3.0 matters or finally figure out how to bring up challenges at work? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 219: Level Up Your Sales Enablement Strategy w/ Sales Engagement 3.0 w/ Roderick Jefferson

August 24, 2021 • 27 MIN

Most people understand sales training, but what about enablement? That’s just what you use for when something is broken on your sales team, right? Wrong. The fact is, sales enablement is essential to every organization — and it’s time we structured our companies to reflect that. It’s time we moved onto sales enablement 3.0. My guest today not only coined the term “sales enablement,” he’s now pioneering its revolution to 3.0. Roderick Jefferson, Vice President, Field Enablement for NETSKOPE and author of the new Amazon bestseller "Sales Enablement 3.0 ” joins me to discuss the secrets to sales enablement success.Now that you understand why sales enablement 3.0 matters, are you ready to finally figure out how to bring up challenges at work or learn to transform your sales org with data and technology? Check out the full list of episodes: The B2B Revenue Executive Experience .

Episode 218: Your Company Has Issues. It’s Time to Talk About Them. w/ Tim Cakir

August 17, 2021 • 24 MIN

Your organization is taking off. Everyone is so excited about growth that it seems like every day is a ticker tape parade celebrating the fall of the Berlin Wall. Meanwhile, the new systems for scaling are actually slowing you down. But no one wants to listen to you complain, right? Wouldn’t it be nice to work somewhere where everyone could voice their concerns? My guest today, Tim Cakir, CEO and Founder of Squad One, says th ere is no reason that shouldn’t be the case at every company — and he’s doing something about it, offering growth management software and a framework that makes talking about problems easy. In this episode, we discuss: Why most companies shy away from talking about challenges Why it’s more important than ever for everyone to bring up challenges The benefits of the GCO (Goals, Challenges & Opportunities) framework to address the problem Now that you know how to bring up challenges at work, are you ready to dive into transforming your sales org with data and technology, or how to rehumanize your customer experience or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Episode 217: Why Video Delivers a More Human Customer Experience w/ Darin Dawson *Recaped

August 10, 2021 • 34 MIN

As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together. To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it! Like most, your company started pumping up the volume on your digital channels last year. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about that 95%? You don’t need more volume. You need more value — and video can help you deliver it. That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience. In this episode, we discuss: Why video works to rehumanize the customer experience How to use video effectively How video cuts down on volume and delivers real value, instead Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 216: Working Out Your Outreach w/ Habit Formation w/ Liston Witherill *Recaped

August 3, 2021 • 26 MIN

As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together. To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it! Like any good seller, you want to level up your outreach game, so you set out in search of that magic tactic: You read every book, listen to every podcast, and enroll in every course out there — only to realize you could have spent that time actually prospecting. The lesson? Tactics can be great — but they’re next to useless if you haven’t built the right outreach muscles through execution. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joined me to talk about the power habit formation can have on your outreach. We talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 215: Transforming Your Sales Org Through Data & Technology w/ Seth Marrs

July 27, 2021 • 19 MIN

This quarter, you're falling behind and worried you won’t make your sales goals. Taking a look at your sales team, you realize that if everyone could just sell like your top earners, you’d be way ahead of your target by now. What if there was a way to take the artistry of your best reps and boil it down to a science all your reps could follow? That’s exactly what my latest guest, Seth Marrs, Research Director at Forrester, is an expert in. He joins the show to share how you can marry the art and science of sales by effectively leveraging data and technology into your sales org. Now that you know what it takes to transform your sales org with data and technology, are you ready to dive into how to rehumanize your customer experience or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 214: Use PR To Build Credibility & Boost Sales w/Mickie Kennedy

July 20, 2021 • 26 MIN

So your lead generation channels have reached a plateau and your sales operation is stuck in second gear. There’s enough happening to get by but that electrifying atmosphere is waning. You’re wondering whether PR will help kick things up a notch but the PR climate is evolving as fast as business tech. Where do you start? Mickie Kennedy, Founder & CEO of eReleases, a leader in affordable press release writing and distribution, provides the answer. What we talked about: PR strategy must-haves Stay ahead: 3 tips for a strong PR game Profitable PR in action Check out these resources we mentioned during the podcast: Mickie’s LinkedIn profile eReleases’ FREE Masterclass for a winning PR strategy Survey Monkey For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 213: B2B & Public Sector Lead Generation w/Mike Farrell

July 13, 2021 • 24 MIN

Your top SDR has spent all night brushing up on B2B sales tips. They make their way to the first prospect, who happens to be a high-ranking military official. Little do they know, those B2B tips are no good here. This is a public sector institution, and they don’t play by B2B rules. Green Leads CEO, Mike Farrell, explains. What we talked about: B2B vs Public Sector: dos & don’ts AI risks & opportunities Content syndication Outsourcing SDRs Check out these resources we mentioned during the podcast: Mike’s LinkedIn profile Green Leads’ website For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 212: The ABCs of ABM: Account Based Marketing Made Simple w/ Mike Maynard

July 6, 2021 • 26 MIN

The meeting you have tomorrow is with the sales team. You’re anticipating a sleepless night. As you sharpen your pitchfork, you wonder why no one’s solved the alignment problem between sales and marketing. Then, you remember something: You’re not in Mad Men; you’re running a successful ABM campaign — and collaboration with sales is the name of the game. My guest today is Mike Maynard, Owner at Napier Partnership Limited, who came on the show to demystify Account Based Marketing and explain how to harness its numerous benefits. In this episode, we discuss: What ABM is How to implement ABM How ABM helps better align sales and marketingNow that you know the ABCs of ABM, are you ready to learn how to craft your brand or establish a repeatable sales process? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 211: Mastering the Art of Virtual Selling w/ Darrell Amy

June 22, 2021 • 33 MIN

This last year brought a lot of changes that range the gambit from internal organizational improvements to reimagining and shifting outbound marketing. This evolution has fostered a new constant awareness of who we’re selling to and where they spend their time. It’s crucial that we take what we've learned this past year about virtual selling and continue to develop those skills as we step into the post-COVID “new normal.” On this episode of B2B Revenue Executive Experience, I talk with Darrell Amy, author of the best-selling book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth, host of the Revenue Growth Podcast, and co-host of the Selling From the Heart Podcast. What we talked about: How companies should be adjusting their marketing and sales strategies in the post-COVID economy How to combat “pivot fatigue” and get better at virtual selling. How companies can set aggressive, but realistic revenue goals. What goals should be top of mind for companies in a post-COVID era. Mentioned on the show: The Revenue Growth Toolkit Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth For the entire interview, you can listen to The B2B Revenue Executive Experience.If you don’t use Apple Podcasts, we suggest this link.

Episode 210: Crafting an Outstanding Experience for Global Brands w/ Kyle Duford

June 15, 2021 • 27 MIN

You have your ideal customer persona nailed down. You know the problems they have and why they should choose your company over your competitors to solve them. You’ve spent a great deal of time learning what they think about your product. How much time have you spent learning how they feel? My latest guest, Kyle Duford, as Executive Creative Director of The Brand Leader, has spent his career learning about it. He joins the show to simplify the intangibles of brand into something you can master, too. We discuss: What most people get wrong about brand The experiences that make for a memorable brand How the pandemic has affected branding Now that you know how to craft your brand, are you ready to learn how to establish a repeatable sales process or build the right team? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 209: How to Establish a Repeatable Sales Process w/ Dan Morris

June 8, 2021 • 28 MIN

Your new startup has got a killer product, which deserves a best-in-class sales process, so you hire someone with a track record of success at your favorite company — the one you most want to emulate. You’re as confident as they are when they join the team. Then it all goes wrong. Why is it so hard to build a repeatable sales process? If you listen to my latest guest, Dan Morris, Managing Partner of Mindracer Consulting, a modern VP of Sales & CRO as a Service firm, you’ll quickly learn it doesn’t have to be. You’re just approaching it wrong. In this episode, we discuss: The purpose of a sales process What companies most often get wrong when building one How to avoid those mistakes and create a killer — and repeatable — sales processNow you know how to establish a repeatable sales process, are you ready to learn how to build the right team or master acquisitions as a growth strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 208: You Need a Vision: Managing Acquisitions as a Growth Strategy w/ Justin Hartanov

June 1, 2021 • 21 MIN

If you’ve ever been through an acquisition, you know there are a lot of moving parts to it. It’s a tough thing to pull off in a year. Could you imagine going through 33 in 13 years? Justin Hartanov, Chief Commercial Officer of Syndigo, doesn’t have to imagine — he’s done it and lived to tell the tale. Which is why I brought him on the show to share the secrets to a successful acquisition. What we talked about: Why you should acquire for growth Why you need a clear vision and effective expectation-setting in an acquisition Why training and enablement are crucial to an acquisition’s success Now that you know how to handle acquisitions as a growth strategy, are you ready to learn the secrets to personalizing at scale or what it takes to be a great sales leader? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 207: Breaking Down Generational Differences in Sales w/ Joseph Fung

May 25, 2021 • 21 MIN

Joseph Fung, CEO of Uvaro and host of "The Seller's Journey' Podcast, chats with Chad about the generational differences we're seeing in sales, the new challenges companies are facing, and how it relates to: Societal changes (and advising teams and organizations on how to adapt) A company’s core values Understanding a foundation of accountability Selling in a virtual environment Equalization of talent OPTIONAL: Check out these resources we mentioned during the podcast: Joseph Fung, CEO of Uvaro "The Seller's Journey' Podcast If you want to dive deeper into the discussion, find us on Apple Podcasts, Spotify and Stitcher.

Episode 206: Send Gifts That Leave a Lasting Impression w/ Chelsea Martin

May 18, 2021 • 31 MIN

You’ve just introduced yourself to an important prospect. It went well, but you want to make sure that great first impression resonates by sending a gift. It needs to be something unique that always sparks joy, like your family cookie recipe. Wait…why not the family cookie recipe? Today’s guest, Chelsea Martin, Co-Owner of Noms Bake Shop, can help you do just that. She joins me on the show today to talk about how you can elevate your corporate gifting into something meaningful and memorable with cookies. We discuss: How Noms got its start The art of corporate gifting How to make a lasting impressionNow that you know how to send gifts that leave a lasting impression, are you ready to master acquisitions as a growth strategy or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 205: What It Means to Be an Inspiring Sales Leader w/ Mark Ebert

May 11, 2021 • 23 MIN

You’ve just been promoted to a leadership position. You’ve worked hard to get here but, now that you have, you’ve started worrying about your new responsibilities. You don’t just want to be a leader — you want to be a great leader. But where do you start? I can think of nobody better to ask than Mark Ebert, SVP at 6sense, so… I did. Mark joins me in the latest episode of the show to go over exactly what makes a great leader and what you can start doing today to get there. What we talked about: The difference between leadership and management The importance of open communication The secrets to retention Now that you know what it takes to be a great sales leader, are you ready to dive into how to rehumanize your customer experience or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 204: After COVID, the C-Suite Joins More Calls: Are You Prepared? w/ Thiago Sá Freire

May 4, 2021 • 27 MIN

You have an important sales call and you’re ready for it. You’ve done your research, you’ve rehearsed objections, you know everything about the product and exactly how it solves your customer’s problems. Then, an unexpected C-level guest joins the call — are you prepared? These days, C-level executives are much more likely to hop on a sales call than ever before. In this episode, Thiago Sá Freire, Chief Revenue Officer at Chorus.ai, joins me to talk about his research into the phenomenon and what to do to never be caught off-guard by the C-suite. What we talked about: Why more C-suite executives are hopping on calls Why you want to get the C-suite talking How to prepare your sales teams for this new reality Now that you can confidently handle any surprise C-suite guests, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 203: Working Out Your Outreach w/ Habit Formation w/ Liston Witherill

April 27, 2021 • 25 MIN

Like any good seller, you want to sharpen your outreach weapons. In search of more killer tactics, you read every book, listen to every podcast, attend every seminar, enroll in every course, and interpret every smoke signal out there — only to realize you could have spent that time actually prospecting. Tactics can be great — but they’re useless if you haven’t built the right outreach muscles through execution. My latest guest understands this better than most. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joins me to talk about the power habit formation can have on your outreach. What we talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 202: Why Video Delivers a More Human Customer Experience w/ Darin Dawson

April 20, 2021 • 33 MIN

Before the pandemic, you used a variety of channels to connect with your prospects — many of them face-to-face. Then, once social distancing kicked in, you started pumping up the volume on your digital channels. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about the other 95%? You don’t need more volume, you need more value — and video can help you deliver it. That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience. We discuss: Why video works to rehumanize the customer experience How to use video effectively How video cuts down on volume and delivers real value, instead Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 201: How to Land Your Company on the First Page of Search w/ Chris Dickey

April 13, 2021 • 30 MIN

You have a great product. You know who your audience is and how to help them solve their problems. Now you just need to get in front of them. You need brand saturation — and these days, that means getting into Google’s top 5 search results. To help you learn how to do that, in the latest episode I sat down with Chris Dickey, Founder and CEO of Visably, a company focused on helping organizations manage their brand visibility in search. What we talked about: Why organic search traffic is the key to brand strategy The challenge of unseating large brands like Amazon in search (and how to get around it) Why brand is built by every team in your organization Once you figure out how to land your company that top search position, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Episode 200: How to Personalize at Scale Without Losing Velocity w/ Sarah Hicks

April 6, 2021 • 23 MIN

You get a sales email — it’s clearly a template targeting anyone 18-75 with a pulse with your name pasted the top. Like any sane person, you delete it and forget about it. So, why are you still sending the same impersonal emails to your prospects? In this episode, Sarah Hicks, SDR Manager at Predictable Revenue and host of the Predictable Revenue Podcast, explains the strategies you can implement to achieve personalization at scale without sacrificing velocity. We discuss: How templates can, counterintuitively, help you personalize How to tailor your outreach for different channels What you’re doing wrong on LinkedIn Now that you know the secrets to personalizing at scale, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.”

Episode 199: Building Brand Strength Through Search Engine Optimization w/ Ken Knorr

March 30, 2021 • 33 MIN

Back in the day, having a good SEO meant writing, publishing, backlinks, and never thinking about that strategy again. Things have changed since then! On this episode of the B2B Revenue Executive Experience, I chat with That Company CEO Ken Knorr, about all things Search Engine Optimization. Ken tells me all about how the pandemic and social media has changed the landscape for marketers worldwide. We touched on: Marketing opportunities as we transition to a new normal How social media affects Search Engine Optimization Approaching brand social and search strategy all up What role brand awareness plays in rankings on Google This post includes highlights of our podcast interview with Ken Knorr, CEO of That Company. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Executive Experience in your favorite podcast player.

Episode 198: Cultivating Resilient Mindsets to Help Your Sales Reps Thrive w/ Mark Petruzzi & Paul Melchiorre

March 23, 2021 • 40 MIN

In the sales profession, success comes down to passion, grit, and velocity. Those qualities are there to be discovered, certainly, but more times than not they’re just seeds that need to be watered and tended to. Organizations can help their sales reps in their personal growth by learning how they operate and helping them sustain healthy mindsets. I talked with Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes, about the importance of passion and mindset in selling success, as well as techniques from their new book, “Selling the Cloud.” We also talked about: What inspired them to write a book and what their book is about. How to define and translate passion, grit, and velocity. The key thing young sales reps need to know to set them up for success. How mindset is one of the most critical things for a sales rep to focus on. Why cognitive assessment is critical and which assessment tools are most accurate. For the entire interview, you can listen to The B2B Revenue Executive Experience.

Episode 197: Why Creating Content at Scale Is Easier with AI w/ Jeff Coyle

March 16, 2021 • 23 MIN

Everyone knows content is critical to success… Yet so many struggle with creating content effectively at scale. If you’re one of them, you may need to enlist the help of AI. Today, I’m speaking with Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse, about how content creators can draw upon the power of AI to maximize the return on their content investment. We discuss how AI can help you: Demonstrate your expertise Create better content than your competitors Easily differentiate your content in a crowded landscape This post includes highlights of our podcast interview with Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Executive Experience in your favorite podcast player.

Episode 196: Tips from the International Man of Memory You Can Use Today w/ Chester Santos

March 9, 2021 • 31 MIN

If you had the superpower of a flawless memory, what would you do? How many fights could you have avoided with your spouse? How much further in your career could that superpower take you? Well you don’t have to fantasize about it when you can achieve it. According to International Man of Memory, Chester Santos, U.S. Memory Champion and author of Mastering Memory, his champion memory isn’t a superpower — it’s a skill. And it’s one anyone can learn. In this episode, Chester shares his secrets, including: Why the inner workings of memory are something you can hack The 3 secrets to remembering anything How you can apply memory techniques to improve your life and career This post includes highlights of our podcast interview with Chester Santos, U.S. Memory Champion and author of Mastering Memory. For the entire interview, you can listen to The B2B Revenue Executive Experience.  If you don’t use Apple Podcasts, we suggest this link.

Episode 195: Owning the Customer Experience w/ Allison Metcalfe

March 2, 2021 • 27 MIN

Buzzword alert: Customer Experience We’ve all heard it. We all know it’s important. But why do so many companies still struggle to nail the customer experience in a way which positively impacts all aspects of the business? To break down the do’s and don’ts of customer experience, I talked with Allison Metcalfe, CRO at Demandbase, a leader in account-based marketing. In this episode, we discussed: Why customer experience is everyone’s job Making your team accountable Ways to get your team to live and breathe the customer experience This post includes highlights of our podcast interview with Allison Metcalfe, CRO at Demandbase. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 194: Unfiltered Marketing: 3 Trends Every Marketer Must Know w/ Stephen Denny

February 23, 2021 • 33 MIN

If you’ve been paying attention to, well, anything for the past few years, you’ll know it’s getting harder to know who you can trust. And knowing this can make you a better marketer. That’s one of the key insights Stephen Denny, Managing Director at Denny Leinberger Strategy, learned writing his book Unfiltered Marketing. In today’s episode, he and I discuss the 3 key insights from his book: Why trust is collapsing Why people now only trust themselves How brand loyalty has changed in light of these facts This post includes highlights of our podcast interview with Stephen Denny, Managing Director at Denny Leinberger Strategy and Author of Unfiltered Marketing. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 193: VAT Refunds Don’t Have to Be Painful w/ Ameer Jumabhoy

February 16, 2021 • 28 MIN

Have you ever tried to get a VAT refund when traveling abroad? Most of the time, it’s hard to tell if it's even worth the hassle. It’s a nightmare. But it doesn’t have to be. My latest guest is Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU, a company making painful VAT refunds a thing of the past. What we talked about: The problem with VAT refunds How UTU is making it easier to get your refund Why the industry has been slow to change This post includes highlights of our podcast interview with Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 192: What It Takes to Build a World-Class Silicon Valley Sales Team w/ Ken Grohe

February 9, 2021 • 30 MIN

From COVID research to autonomous vehicles, AI is changing the world. So, it’s no surprise that some of the biggest deals happen in the tech sector. But you don’t have to move to California if you want a world-class sales team fit for Silicon Valley. You just need to listen to Ken Grohe, President & Chief Revenue Officer at WekaIO, who shares the secrets to Silicon Valley selling in today’s episode. We discuss: How to get your team members selling when you aren’t in the room Why appearances still matter Ken’s unique title This post includes highlights of our podcast interview with Ken Grohe, President & Chief Revenue Officer at WekaIO. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 191: The Power of Word of Mouth (& How to Harness It) w/ JP Clement

February 2, 2021 • 25 MIN

Word of mouth is one of the most powerful marketing tools. Yet most marketers have know idea how to harness it. You don’t need to wait for it to happen organically… You just need the right strategy. And there’s no one better to learn from than JP Clement, CEO at boomtime Word of Mouth Marketing. In today’s episode, he shares how to harness word-of-mouth marketing effectively (and strategically). What we talked about: The power of word of mouth How to leverage channels you already use to boost word-of-mouth results Why you need to treat your LinkedIn page as a booth at a virtual tradeshow This post includes highlights of our podcast interview with JP Clement, CEO at boomtime Word of Mouth Marketing. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 190: Marketing & Today’s B2B Buyer’s Journey w/ Mark Donnigan

January 26, 2021 • 30 MIN

For the past year, everybody has been talking about the “new normal.” But there is also a new normal for marketing… And you either adapt or you go extinct. So says Mark Donnigan, Marketing & Business Growth Consultant at d-launch, who joined me on the podcast to go over how marketers should adapt to today’s buyer’s journey. What we talked about: How COVID has changed the buyer’s journey Why adaptability matters more than ever Why you should focus on solving problems and the beneficiary of your solution This post includes highlights of our podcast interview with Jonathan Pogact, Mark Donnigan, Marketing & Business Growth Consultant at d-launch For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout

January 19, 2021 • 18 MIN

CRM software was created in order to help sales teams close deals and keep customers happy. Why, then, has CRM become more work for the salespeople and not the software that’s supposed to be assisting them? This is the question Jeroen Corthout was asking when he found himself paying for Salesforce, but using Outlook and WunderList to manage his follow-ups. His answer was to create his own CRM software, Salesflare. In this episode, Jeroen and I discuss… Common frustrations with current CRM software How CRM software affects sales and revenue leaders What sales reps should be doing to get a founder’s attention This post includes highlights from our podcast interview with Jeroen Corthout from Salesflare. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 188: An Insider’s Guide to Starting a Podcast w/ Zachariah Moreno and Rockwell Felder

January 12, 2021 • 31 MIN

A few years ago, it was totally fine to have the sound of someone doing dishes in the background of your podcast (true story).  Today, not so much.  Recently on B2B Revenue Executive Experience, I chat with SquadCast founders Zachariah Moreno and Rockwell Felder, about all things podcasting. Zach and Rock tell me all about how expectations have changed recently and advice for getting started in podcasting.  What we talked about:   Changes in the podcasting community  Quality plus reliability equals credibility  3 places to focus when getting started  How to think long-term with your podcast   This post includes highlights of our podcast interview with Zachariah Moreno and Rockwell Felder at SquadCast.  For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. 

Episode 187: Selling Shakespeare: How to Sell Anything With Interactive Content w/ Saksham Sharda

January 5, 2021 • 28 MIN

We're not in the information age anymore. The co-founder of Wikipedia says we're in the "misinformation age." Some people call it the "disinformation age." Whatever term you prefer, we're drowning in static content, much of it's not true, and people aren't paying attention to it anyway. To discover how to create interactive content that hooks the modern user, I turned to a man with a Ph.D. in marketing Shakespeare, SakshamSharda, CIO and creative director at Outgrow.co. In this episode, we discuss: How and why to create interactive content Keeping it simple to facilitate the decision-making process Effective ways to deploy interactive content Check out these resources we mentioned during the podcast: https://outgrow.co/b2b This post includes highlights of our podcast interview with SakshamSharda at Outgrow.co. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 186: Prospecting Response Rates Are Plummeting. Here’s Why. w/ Kristina Jaramillo

December 29, 2020 • 29 MIN

Regardless of what you do, the last year’s been crazy — COVID, protests, election madness, strange Kubrick obelisks popping up… But if you’re in sales, you can add another 2020 disaster to the list: Plummeting prospecting response rates. To find out why response rates have dropped off faster than murder-hornet news segments and how we can turn it around, I turn to Kristina Jaramillo at Personal ABM - Account-Based Marketers. In this episode, we discuss: Why response rates are plummeting How to create an authentic personal brand Why intentionality is key to stopping the response rate drop Check out these resources we mentioned during the podcast: https://stopthesalesdrop.com/ This post includes highlights of our podcast interview with Kristina Jaramillo at Personal ABM - Account-Based Marketers. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 185: Why Authenticity Is the Key to Personalization at Scale w/ Nick Casale

December 22, 2020 • 25 MIN

Personalization is one of the most effective tools for any seller. Yet, scaling it often proves an enormous challenge. Why is that? Because without authenticity, personalization is meaningless. To find out why, I turned to the expert on personalization, Nick Casale, Director of Sales at Sendoso, a selling platform facilitating sending just about anything you could imagine to your prospects, customers, or employees. In this episode, we discuss: How Sendoso helps sellers personalize at scale Why authenticity is the key to personalization at scale How the pandemic underscores the importance of a personal touch This post includes highlights of our podcast interview with Nick Casale, Director of Sales at Sendoso. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 184: Leading Marketing with Empathy and Storytelling w/ Evan Knox

December 16, 2020 • 26 MIN

Business owners are approached by so-called marketing ‘experts’ daily and pressured to buy unrealistic solutions. This can be exhausting, costly, and valueless. But what if that wasn’t the standard? Marketing can be profitable, have a return on investment, and give insights to make data driven decisions. Today, I caught up with Evan Knox, CMO at Caffeine Marketing, to discuss the power of marketing and what you should look for as a business owner. We also talked about: How Evan started his career and why Caffeine Marketing was created Understanding the similarities and differences of Marketing and Sales Funnels Self-sabotage and how to avoid its pitfalls as a prospect Key attributes to successful marketers, business owners and clients For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 183: How to Reduce Zoom Fatigue and Uplevel Your Next Zoom Conference w/ Ana Raynes

December 9, 2020 • 17 MIN

In the last 6 months, when was the last time you felt the fatigue of being online? Today Yesterday Last Week All of the above If you answered D, you are not alone!  Today, on this episode of the B2B Revenue Executive Experience, I caught up with Ana Raynes, CEO of Simplified Impact, to discuss the power of differentiated, up-leveled Zoom events that will be remembered and reduce fatigue. We also talked about: Tips and Tricks on Up-Leveling Zoom Events Patterns of Innovation During Crisis Reducing Zoom Fatigue with Experiences  For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 182: The Power of a Value-Based Sales Methodology w/ Robbie Traube

December 1, 2020 • 39 MIN

Prospects are bombarded daily with messages pressuring them to buy. That can get pretty exhausting.  Even if you’ve got a product they need, people don’t buy products. They buy the results the product will give them. You’re in sales; your job is to sell. I get it.  But what if selling for the sake of selling wasn’t your primary goal? What if providing value was your focus?  I caught up with repeat guest Robbie Traube, CRO at subscription economy leader Zuora, to discuss the power of the ValueSelling Framework® for scaling sales organizations. We also talked about: How Robbie started using the ValueSelling Framework and his relationship with it throughout his career The biggest results Robbie has seen from relying on the ValueSelling Framework. How value selling comes to life in an organization. How to ensure sales teams continue to apply sales frameworks in a virtual world. This post includes highlights of our podcast interview with Robbie Traube, CRO at Zuora. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.  

Episode 181: Why Your Company Should Start Building A Sales Force w/ David Ledgerwood

November 24, 2020 • 30 MIN

You need more sales, not more advice.  And to get there, you need to build a sales force that has the capacity to work full time from setting appointments to closing deals.  To learn more about building a revenue machine, I caught up with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero, which provides lead-to-close sales execution for B2B technology companies. In this episode, David explains: His professional journey and how he founded Add1Zero. When businesses should build a sales force and what to look for in a sales team. How to determine a good or bad sales lead.  This post includes highlights of our podcast interview with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.  

Episode 180: How Behavioral Change Influences Selling and Marketing w/ Sean Doyle

November 17, 2020 • 38 MIN

Marketers want to know how to create revenue because money is the scorecard of business. Companies make money when customers buy, but buying requires behavior change. You need people to quit buying from your competitor and start buying from you. To find out how behavioral change influences sales and marketing, I sat down with Sean Doyle, CEO of Fitzmartin, a company that helps mid-market b2b firms solve sales and marketing problems through strategy and process. We talked about:  How people change their behavior How to uncover anxiety in your prospects  How to shift organizational culture to focus on customer outcomes Hear more from Sean in episode 141 on The B2B Revenue Executive Experience. Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.

Episode 179: How To Break Down Silos In SaaS Companies w/ Jason Reichl

November 10, 2020 • 33 MIN

Silos are naturally created within every organization as that organization grows.   When companies don’t understand how to deal with organizational growth in a healthy way, they protect the things that occur naturally.    So they settle for silos, even though silos hurt their revenue.    To find out how to break down silos, I sat down with Jason Reichl, CEO of Go Nimbly, a revenue operations company helping SaaS companies as they naturally grow.  We talked about:  How silos are created and sustained  How silos are hurting your customers and your revenue  How organizations can break down silos through revenue operations   Hear more from Jason in episode 140 on The B2B Revenue Executive Experience.   Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.

Episode 178: How to Successfully Democratize Marketing w/ Tony Guarnaccia

November 3, 2020 • 20 MIN

Marketing used to be straightforward.  You placed an ad in a newspaper and you got business.  These days, it’s complicated — and we’d all benefit from democratization.  So says today’s guest, Tony Guarnaccia, Founder and Owner at Results Trained. Tony’s on a mission to bring the tools only elite companies can wield to the marketing masses.  In this episode, we discuss: What democratizing marketing means The 6 factors essential to growth Where to begin in your business This post includes highlights of our podcast interview with Tony Guarnaccia, Founder and Owner at Results Trained. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 177: How to Offer Rewards People Actually Want w/ Iqbal Jumabhoy

October 27, 2020 • 34 MIN

COVID-19 may not be the end of the world…    But after, the road warriors will still have reason to celebrate.    That’s because travel and hospitality are changing for the better.    To find out how, I caught up with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies, a company creating rewards programs that are actually rewarding.    What we talked about: What people really want from hospitality. The problem with rewards programs.  Hospitality under COVID-19 and beyond.   This post includes highlights of our podcast interview with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies.   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 176: Culture & Diversity: Stop Talking About It & Do Something. w/ Derek Young

October 20, 2020 • 33 MIN

Does your website say you hate certain types of people?    Probably not. I’m willing to bet it says you value diversity.   But those are just words. Actions are what matter.    It’s time to get serious about culture and diversity and make it a part of your organization’s central strategy.   To help explain how, I turned to Derek Young (who goes by D. Y. ), Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20, who has been on the frontlines fighting for diversity for over 20 years.    In this episode, we discuss:   - The 3 biggest mistakes to avoid when building your culture   - Why accountability means consequences   - How to live the values you claim on your website   This post includes highlights of our podcast interview with Derek Young, Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 175: Purpose Drives Profits: How to Really Be Customer-Centric w/ Lisa McLeod

October 13, 2020 • 33 MIN

A noble purpose isn’t something that just happens.   It’s not like you need Bill Gates’ success to have one.   In reality, it’s the other way around.    Today, I’m joined by Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More, to discuss why finding purpose is such an important step for any successful organization.    Lisa explains:   - Why you need a purpose   - How to find your aim and your lane   - Why success means being able to sit with uncertainty   - Why your customers should value you and not just your product   This post includes highlights of our podcast interview with Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 174: Why You’re Looking at Investments Wrong w/ Jonathan DeYoe

October 6, 2020 • 23 MIN

Financial planning has always seemed like voodoo to me.   Luckily, I have a podcast and can interrogate the experts.   Turns out, there are only 3 things you need to do for successful financial planning.   The trick is sticking to them.   But according to Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management, that’s easier said than done for most people.    He joins me on the show today to discuss why so many people are so bad at financial planning and what we can do about it.    Jonathan explains:   - What our culture gets wrong about financial planning   - The best way to approach investments   - Rethinking our definitions of success This post includes highlights of our podcast interview with Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management..   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 173: Finding Meaning: Significance vs. Success w/ Aaron Walker

September 29, 2020 • 28 MIN

Most people try to find success in life...   Good careers. Money. Respect.   But how many of us try to be significant?    In this episode, I speak with Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top.    We discuss:   - Why Aaron started seeking significance over success   - How to find significance   - Why mastermind groups work   Check out these resources we mentioned during the podcast:   - The Mastermind Playbook   - Iron Sharpens Iron Mastermind Experience   This post includes highlights of our podcast interview with Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top.    For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 172: The Science of Customer Connections w/ Jim Karrh

September 22, 2020 • 33 MIN

Opportunity generation ultimately drives revenue.    And it comes down to the interplay between 3 things:   Message, messenger and management habits.    To learn more about how these play off each other, I spoke with Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates and Author of The Science of Customer Connections.   In this episode, we discuss:   - The elements of great messaging   - Why everyone can sell — even introverts   - Why a central source of conversational truth is important   This post includes highlights of our podcast interview with Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 171: Your Value Prop Is About Pain Points, Not Marketing Terms w/ Adam Springer

September 15, 2020 • 23 MIN

You’ve got a great product. Its value is so obvious that it’s going to sell itself.   You’ve just got to build it and the customers will come, right?   Wrong.   It’s not about the features, it’s about the pain points your prospects are facing. In this episode, I catch up with Adam Springer, Founder at StartupSales, to find out why so many salespeople do such a bad job addressing the pain points customers really care about.    We discuss:   - Why marketers express their value proposition poorly   - The 3 categories of pain points   - How to nail your messaging.   This post includes highlights of our podcast interview with Adam Springer, Founder at StartupSales.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 170: Better Communication Through Conversational Texting w/ Jonathan Pogact

September 8, 2020 • 25 MIN

No one likes having dinner interrupted by a phone call.   And no one buys when they are unhappy.   So, how can we reach our prospects in a manner and time that’s convenient for them?   In this episode, I’m joined by Jonathan Pogact, VP of Marketing at Drips, a company offering a conversational texting platform that helps keep you from irritating your prospects.    What we talked about:   - The power of conversational texting   - Partnering externally and internally   - The 5 pillars of partnership   This post includes highlights of our podcast interview with Jonathan Pogact, VP of Marketing at Drips   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 169: Beyond Effectiveness: A Good Leader Should Actually Be Good w/ Peter Montoya

September 1, 2020 • 32 MIN

There is more to being a good leader than being effective.    A good leader needs to actually be good.    Peter Montoya, Owner at Peter Montoya, Inc and author of The Brand Called You, came on the show today to discuss what that actually looks like in practice.    Our conversation covered:   - Why the future doesn’t have to be bleak   - What makes a good leader   - Why there is an epidemic of loneliness in our culture This post includes highlights of our podcast interview with Peter Montoya, Owner at Peter Montoya, Inc and author of The Brand Called You.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 168: How Business Conversations Are Changing w/ Jim Benton

August 25, 2020 • 20 MIN

Has the pandemic made you worried to say the wrong thing?   How has it changed how you talk with clients?   When the world changes, business conversations change. And it helps to know how others are successfully adapting their conversations to these uncertain times.   That’s why I’m excited to be joined today by Jim Benton, CEO at Chorus.ai. He is an expert on how COVID has changed our conversations — and he brought the data to back it up.    In this episode, he explains:   - How Chorus.ai works   - How COVID-19 is affecting engagement   - What to do with this wealth of data   This blogpost includes highlights of our podcast interview with Jim Benton, CEO at Chorus.ai.    For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 167: Why Podcasting Will Get You More Leads w/ Jessica Rhodes

August 18, 2020 • 18 MIN

Why do I appear on podcasts (and host my own)?    Simple: It works.   It builds your brand, gets your name out there and attracts clients.   Everyone wants more leads and hopping on a podcast is one of the best ways to get them.    To help explain why it’s so effective, I caught up with Jessica Rhodes, Founder & Co-Owner at Interview Connections, where she has been connecting podcast guests with podcasts since 2013.   In this episode, Jessica explains:   - Why podcasts are human and, therefore, effective   - How podcasts build your brand   - Why podcasting is a long-term strategy This post includes highlights of our podcast interview with Jessica Rhodes, Founder & Co-Owner at Interview Connections.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 166: This Is How You Increase You SMB’s Sales Effectiveness w/ Rene Zamora

August 11, 2020 • 25 MIN

I’ve seen a lot of small businesses struggle with sales teams.    There are several reasons why, but there’s good news…   You can fix all of them.   To explain how and help you get your small business to start generating more revenue, I invited Rene Zamora onto today’s show.    Rene is President at Sales Manager Now and Author of Part-Time Sales Management and has a ton of experience turning around struggling sales teams.    Rene went over:   - The importance of allowing your managers and leaders to do their roles   - Why salespeople exaggerate and complain so much   - The key elements to optimizing your small business’ sales team    This post includes highlights of our podcast interview with Rene Zamora, President at Sales Manager Now and Author of Part-Time Sales Management.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 165: Differentiation Is More Than Your People, Culture & Values w/ Chala Dincoy

August 4, 2020 • 44 MIN

What makes your company special?   Is it your people? Experience? Customer service?   Probably not. Everyone says that about their company. And if you’re saying the same thing as everyone else, you may as well not be saying anything.   That’s why I caught up with Chala Dincoy, CEO & Founder at The Repositioning Expert, to learn more effective ways to stand out from the crowd.     Chala covered:   - Why most companies are poorly differentiated   - The formula for successful differentiation   - The top 5 mistakes companies make in their messaging   Check out these resources we mentioned during the podcast:   - https://program.repositioner.com/podcastgift   - https://www.amazon.com/How-Friends-Apple-Wins-Customers-ebook/dp/B016WU808A   - https://www.amazon.com/Make-Anyone-Like-Seconds-Less-ebook/dp/B07PWGPDX6/ref=sr_1_2?dchild=1&qid=1595487660&refinements=p_27%3AChala+Dincoy&s=digital-text&sr=1-2&text=Chala+Dincoy

Episode 164: A Guide to Post-Sale Revenue Generation w/ Michael Tuso

July 28, 2020 • 24 MIN

When the sale’s over...    What do you do to generate more revenue?   Today I’m speaking with Michael Tuso, Director of Revenue Performance at Chili Piper, to find out the best ways to generate post-sale revenue.   And, more importantly, how to make it scalable.    What we talked about:   - What happened when Chili Piper split post-sales roles   - How to think about coaching and champion enablement   - How COVID-19 is impacting Chili Piper’s strategy This blogpost includes highlights of our podcast interview with Michael Tuso, Director of Revenue Performance at Chili Piper.    For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 163: Never Underestimate the Power of Communication w/ Dr. Ethan Becker

July 21, 2020 • 31 MIN

As toddlers, if we are around other humans…   We can’t help but learn to communicate. We all learn how.    But we could all benefit from doing it more effectively.    Today, Dr. Ethan Becker, President, Senior Coaching Partner, Author and I/O Psychologist at The Speech Improvement Company, came on the show to explain the science behind effective communication…    And how you can use it to make more sales.    He explained:   - Why it’s never too late to learn better communication   - The difference between inductive and deductive reasoning   - Why the best salespeople emphasize quality relationships    Check out these resources we mentioned during the podcast:   - Mastering Communication at Work   - Speech Companion    - https://speechimprovement.com   This post includes highlights of our podcast interview with Dr. Ethan Becker, President, Senior Coaching Partner, Author and I/O Psychologist at The Speech Improvement Company.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 162: Better Content Means More Leads w/ Brad Smith

July 14, 2020 • 22 MIN

Everybody wants more leads...   And when it comes to getting more leads, content is king.    Put simply: If you want more leads, you need better content.   On our show today we have the king of content, Brad Smith, Founder of Codeless Interactive.    We sat down and went over what makes great content and how you can sharpen your content-creation skills.   Brad explained:   - Why content (and competition) is more complicated than it used to be   - How to approach content and what to look for in a writer   - Content under COVID-19   This blogpost includes highlights of our podcast interview with Brad Smith, Founder at Codeless Interactive.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 161: Why Experience is the Key to Unlocking Digital w/ Bob Berry

July 7, 2020 • 23 MIN

Everyone loves throwing around the word “experience.”   Buyer, employee, customer, insert-anything-here experience...   Is it a platitude? How do you actually make sure you put experience at the forefront of what you do?   Bob Berry, Principal User Experience Researcher at AnswerLab, takes a broad perspective on what experience actually means.    For Bob, experience is the whole context of an individual’s life and what they actually care about — and how we interact with this holistic view of the user.   In today’s episode, Bob covers:   - Why the internet is transforming our lives again   - How companies big and small are innovating through this crisis   - The biggest mistake to avoid in uncertain times   Check out the resource we mentioned during the podcast:   https://b2b.itstheusers.com/    This blogpost includes highlights of our podcast interview with Bob Berry, Principal User Experience Researcher at AnswerLab.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 160: How to Stop Managing & Start Coaching w/ Sarah Wirth

June 30, 2020 • 26 MIN

The path to leadership is broken.    We spend so little time developing leaders.   And when we do, we create managers when we need coaches.    On today’s show, Sarah Wirth, President at EcSell Institute and Author of “The Coaching Effect,” explains why coaches get better results than managers.    She explains:   - The difference between a manager and a coach   - Why effective coaching means pushing people out of their comfort zone   - Why great coaches build trust first   This post includes highlights of our podcast interview with Sarah Wirth, President at EcSell Institute .   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 159: How to Fix Your Broken LinkedIn Lead Generation w/ Dana Lindahl

June 23, 2020 • 28 MIN

If you’re losing money on a product, what do you do?   Do you rush to double production? No...?    Then why are you doing exactly that with your broken lead-gen strategy?    It’s something Dana Lindahl, Founder at Legendary Leadgen, sees all too often with clients — the mystical thinking wherein lead gen problems are solved by doubling down.    Lead generation has changed. And you need to adapt.    Dana explained:   - Why you need to stop doubling down on outdated lead-gen strategies   - The right way to use LinkedIn   - The biggest mistakes out there   This post includes highlights of our podcast interview with Dana Lindahl, Founder at Legendary Leadgen.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 158: The Role of the Website in an Increasingly Digital World w/ Ray van Hilst

June 16, 2020 • 29 MIN

Websites.    Everybody’s got one. Maybe you spent tens or hundreds of thousands of dollars on yours. Or maybe your son built it for free.    Whatever the case, one thing has become abundantly clear, especially in this COVID-19 pandemic when the majority of all business is digital.    Your website is more important now than ever before.    But how should you view your site? What is it for? Is it just there to give information? Is it there to connect your potential customers? Can they get the answers they need from your site?    On this episode of the B2B Revenue Executive Experience, we sit down with Ray van Hilst, Director of Client Results at Yoko Consulting to talk all about:   - Lead generation and how to do it right.     - Branding, and how to set your company apart digitally.   - Expanded web presence in a world that is more digital than ever before.    - Designing your site to meet the buyer on their journey   This blog post includes highlights of our podcast interview with Steve Gordon, the Founder at The Unstoppable CEO.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 157: How are You Arming Your Team for the Crisis? w/ Dustin Deno

June 9, 2020 • 22 MIN

It’s become a cliché almost instantly, but “the new normal” is so apt.  Even if you were remote before, now every day is take-your-kid-to-work day. Everyone’s navigating a new normal. But leaders need to chart the course. And Dustin Deno, VP of Sales, North America at Showpad, is a skilled cartographer when it comes to remote work and company messaging.  He came on the show today to explain what you need to know to sail the murky waters of COVID-19 and beyond. Dustin covers:  - How to adjust to working remotely - How to change your messaging overnight - Why intent is more important than ever This blogpost includes highlights of our podcast interview with Dustin Deno, VP of Sales, North America at Showpad. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 156: How to Close More Leads Using Video w/ Charles Alexander

June 2, 2020 • 22 MIN

With or without a pandemic, today’s world runs on video.    But that camera in your pocket doesn’t make you Fellini.   How can you close more leads with videos people actually want to watch?   My latest guest, Charles Alexander, Director of the Tennessee Small Business Development Center, is an expert in explainer videos.    He explained the secrets to cutting through all the noise on social media and getting your content seen by the people who matter.   Charles covered:   - Why video beats written content every time   - How to get your content noticed   - Why storytelling is so important   - Why you need to come out swinging in video content   This blogpost includes highlights of our podcast interview with Charles Alexander, at yourcharlesalexander.com.   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 155: How to Prepare for an Acquisition w/ Terry Lammers

May 26, 2020 • 21 MIN

Building a business is hard work. It becomes your whole life.    You pour your entire heart and soul into mastering your market.    But a day will come when you want to take a break. Do you know what to do?   Well, if you don’t, have no fear. Our guest today is Terry Lammers, Cofounder of Innovative Business Advisors and he’s going to walk you through everything you need to know.   Author of “You Don’t Know What You Don’t Know,” Terry literally wrote the book on acquisitions.    He explained:   - Why cash flow is the most important factor in an evaluation   - Why you need a realistic valuation and relevant, readable financial statements   - Why the most valuable companies are ones that work without their owners   This blogpost includes highlights of our podcast interview with Terry Lammers, Cofounder of Innovative Business Advisors and author of “You Don’t Know What You Don’t Know.”   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 154: 3 Ways to Use Sponsorship in B2B Marketing w/ Ken Ungar

May 19, 2020 • 24 MIN

Have you ever asked yourself what your customers like outside of work?   Are your prospects overwhelmingly fans of golf, frisbee golf or horse g— er, polo?    If so, maybe you should start sponsoring some events.    Despite what you may think, sponsorship isn’t just for B2C companies. In the right hands, it can be a powerful marketing tool — whether you’re sponsoring some golf-variant or community events.   And our guest today, Ken Ungar, President, Founder and C-level sponsorship consultant at CHARGE, has some advice for B2B companies looking to start reaping the rewards of sponsorship.    He goes over:   - Why sponsorship is all about targeting the right audience   - How the access afforded sponsors can shorten your sales cycle   - How sponsoring smaller community events gives you more bang for your buck   Check out these resources we mentioned during the podcast:   https://chargesponsorship.com/ebook/navigating-the-sponsorship-game-20-questions-to-sponsoring-success/   This post includes highlights of our podcast interview with Ken Ungar, President and Founder at CHARGE.    For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 153: What Makes You the Expert? Harnessing Targeted Content w/ Joe Sullivan

May 12, 2020 • 32 MIN

What’s on your company’s blog?    Pet pictures? The company dodgeball tournament results?   If so, you’re missing a chance to build trust and earn attention through your expertise.    It’s something my guest today, Joe Sullivan, Thinker & Founder of the industrial marketing agency Gorilla 76, says happens at too many companies.    Most great salespeople know establishing yourself as an expert can guide the buyer through their buyer’s journey and buying decision.    So, why do so many businesses forget the power of expertise in marketing?   In this episode, Joe explains:   - What makes your expertise so powerful (& how you can use it)   - How, in the long run, meaningful connections beat volume    - Why video-based prospecting is so potent   This blogpost includes highlights of our podcast interview with Joe Sullivan, Thinker & Founder of Gorilla 76.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 152: How Comedy Principles Can Drive Greater Results w/ Chris Tabish

May 5, 2020 • 29 MIN

When was the last time you really laughed at work? I mean genuine laughter.  Side-splitting, foot-stamping, making-note-of-the-nearest-bathroom laughter. The workplace needs more comedy. Now, I’m not saying we need to turn the office into a comedy club, but... My guest, Chris Tabish, might. Chris is Co-Founder at Venture West Consulting and Author of “Comediology,” a book explaining how we can be more fulfilled and effective in business with comedy. Really though, it’s not the comedy club atmosphere we need to adopt, but the principles underlying comedy — principles we can adopt as a philosophy to bring some levity to our businesses and also drive real results.  We went over: - The principles of comedy you should adopt in your business - Why we need the authenticity of comedy in the workforce - How dumb ideas can sometimes unlock great ideas This blogpost includes highlights of our podcast interview with Chris Tabish, Co-Founder of Venture West Consulting and Author of “Comediology.” For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 151: Why You Should be Quantifying Customer Sentiment w/ Sid Banerjee

April 28, 2020 • 21 MIN

The uncertainty and challenges surrounding COVID-19 are impacting every business right now.    Company leaders everywhere need to make difficult decisions quickly. This is no time for sentiment.   Wait, no. Scratch that. This is actually the perfect time for sentiment.   Customer sentiment, that is.    Sid Banerjee, Executive Vice Chairman, Founder & Chief Strategy Officer at Clarabridge, joins me on the podcast to go over why quantifying customer sentiment is one of the best tools a leader can use to guide their decisions — especially in a crisis.   Sid shares some interesting, real-world examples on just how companies in some of the hardest-hit industries are using Clarabridge’s platform to tap into these insights and make the difficult decisions required in a crisis.   We cover: - How to use your customers’ voices to drive loyalty and reduce risk - How quantified customer sentiment is shaping the actions of companies in healthcare, finance, and travel.   This post includes highlights of our podcast interview with Sid Banerjee at Clarabridge. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 150: We Need Another Industrial Revolution — In Marketing w/ James Soto

April 21, 2020 • 26 MIN

If you’ve been within earshot of a classroom over the past century or two, you know the Industrial Revolution is what kicked off modernity. Everything that makes our modern world, well, modern is literally built on the fruits of industry. So, when it comes to marketing, why does the industrial space lag so far behind? In our latest episode, I caught up with James Soto, Founder and CEO at Industrial Strength Marketing to find out.  James is on a mission to bring the industrial sector back into the modernity it started. And we had a chance to see what the problems were and what the future holds for industrial marketing. He went over: - Why industrial B2B leaders don’t put enough stock in marketing - Why the lack of proper metrics are making it hard to fix this - How the primitive brain can be hacked by intrepid marketers - Why stories are what will save marketing This blogpost includes highlights of our podcast interview with James Soto, Founder and CEO at Industrial Strength Marketing. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 149: What AI Means for Your Business & the Future w/ Neil Sahota

April 14, 2020 • 31 MIN

AI is a hot topic these days.  Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it. Yet, despite the publicity, many of us are confused about what it actually is — and what it means for the future of our businesses.  To clear up the confusion, I spoke with Neil Sahota – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine, to learn more about how AI is being used. He went over: - What AI is  - What AI means for your business - Whether we should be excited or worried about AI - Why the human element will always be more important This blogpost includes highlights of our podcast interview with Neil Sahota, – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 148: Your Guide to Getting Started with Agile Marketing w/ Andrea Fryrear

April 7, 2020 • 26 MIN

When you’re doing a puzzle, do you just pick up any random piece and start looking for one it fits with?    Obviously not. Everyone knows you start with the corners!  Prioritizing them makes the rest easy.    If it’s so obvious, though, why do so many marketing strategies seem to run through all the random pieces until the picture matches the box?    Because they aren’t agile.    Agility is all about focusing on the most important goals and adapting — the corners, the edges, the whole picture.   On our latest episode, I caught up with Andrea Fryrear, author of “Death of a Marketer” and Co-Founder of AgileSherpas.    I sat down with Andrea Fryrear, Author of “Death of a Marketer” and Co-Founder of AgileSherpas, who provide training in agile marketing strategies, to find out how to best approach incorporating agility into your marketing team.     Andrea went over: - The definition of agile marketing - How to approach a pilot program - Who benefits from agility This blogpost includes highlights of our podcast interview with Andrea Fryrear at AgileSherpas.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 147: Why You Should Invest More in Performance Management w/ Ed Eppley

March 31, 2020 • 30 MIN

One thing I’ve always been fascinated by is the way most companies usually approach promoting sales reps to management.   You have great numbers, so you should manage others using an entirely different set of skills, which we’re not going to train.    Weird, right? Imagine if you were a great roofer and get promoted to lead architect — and you aren’t even taught the necessary skills.   I wouldn’t buy a house from you.   It doesn’t have to be such a dramatic transition. We just need to invest in a few key things taught to our promoted reps.   And top of that list is performance management.   For our latest episode, I spoke with Ed Eppley, owner of The Eppley Group and author of Let’s Be Clear, about how we can get better performance management from our leaders.    What we talked about: - What performance management is - Why it isn’t taught - How strategic planning and culture are the keys to performance management   This blogpost includes highlights of our podcast interview with Ed Eppley, Owner of The Eppley Group.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 146: What Everyone in Sales Needs to Know About Marketing w/ Wayne Mullins

March 24, 2020 • 28 MIN

I get it, there’s some natural friction between sales and marketing.    It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp.    But if you’re in sales and you don’t know your marketing basics, you’re selling yourself short.   One of the things I owe my success to is the 8 or 9 years I spent in marketing before migrating over to sales. Understanding the fundamentals of marketing made my sales career.   And my guest today, Wayne Mullins, is all about marketing fundamentals. As the founder of Ugly Mug Marketing, Wayne really focuses on the basics.    See, too many people get wrapped up in the latest shiny sales or marketing gimmick and, in the process, forget the simple fundamentals we all know work.    So, let’s get back to basics with Wayne.   Wayne goes over: - The definition of marketing - The natural progression of sales and marketing - The two questions everyone in sales and marketing should ask themselves every day   This blogpost includes highlights of our podcast interview with Wayne Mullins, founder of Ugly Mug Marketing.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 145: Compromise Intelligence: A New Approach to Cybersecurity w/ Karim Hijazi

March 17, 2020 • 25 MIN

Cybersecurity is always a fun topic. Everyone knows it’s important, but most only do the bare minimum to prevent attacks.   Case in point: Whenever I ask people about their tech stack, they always list a ton of free addon apps they use.   What I hear is a list of vulnerabilities an attacker can gain access through.    And most companies are completely unaware.    But today’s guest, Karim Hijazi, sees these vulnerabilities every day. Karim is CEO at Prevailion, which provides a compromise intelligence platform that companies can use to monitor compromises to their system in real-time.    We talked about:   - What a compromise intelligence platform is (and isn’t)   - Why fighting off attackers is asymmetrical warfare   - The future of cyber insurance This post is based on a B2B Revenue Executive Experience podcast with Karim Hijazi. Subscribe to hear this episode and many more like it.   If you don’t use Apple Podcasts, you can find all our episodes here.

Episode 144: Harnessing the Power of Imperfection in Sales w/ Dawson Cochran

March 10, 2020 • 24 MIN

These days, it seems romance can only be found on dating sites. If you want to find love, you need to market yourself online. And that means… choosing a picture.     So, do you use the one 7-year-old picture of you with the perfect soft light to make an angel cry, or the one from Tuesday with you in the pizza-stained sweats?   Dawson Cochran thinks you should opt for the pizza-sweats pic every time.   Dawson, managing partner at ValueSelling Associates, came on the show today to talk about how powerful imperfection and authenticity can be in sales. So, naturally, the dating profile conundrum came up.    Dawson says, while the pizza-sweats photo may not be as enticing, at least it’s honest. It’s genuine. It’s you. And any relationship based on authenticity will be stronger, whether it’s a romantic, platonic or business relationship.    We talked a lot about how to harness the power of imperfection, going over:   - Why authenticity in sales is hard, but worth it   - Why people need room to fail   - How overcoming adversity reveals character   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 143: How to Lead Your Organization Through Change w/ Marco Centauro and Steve Finch

March 3, 2020 • 45 MIN

There’s a piece of folksy, conventional wisdom everyone knows. It states: If it ain’t broke, don’t fix it.   It’s a simple reminder not to change what you're doing when everything is going great. And, well, it’s flat-out wrong.    When everything is going great is the best time to evaluate your processes and find out what it takes to level-up from great to awesome.   Because change is the only constant in life. And the world is going to change with or without you.    Today’s guests, Marco Centauro and Steve Finch, are experts in change.    As EMEA and North American sales directors, respectively, Marco and Steve supervised a massive transformation at Workday — overhauling its business model, revamping its tech stack, upgrading its prospecting methodology and restructuring its teams into verticals.   And they did all of this when the company was at the top of its game.    Marco and Steve joined me today to share the secrets to leveling up an already successful organization.    We talked about:   - Why you should make changes when you’re already successful   - Why culture eats strategy for breakfast   - Why leadership shouldn’t just be on board, it should drive the bus

Episode 142: 4 Things to Know About Generating Social Media Leads w/ Kevin Barry

February 25, 2020 • 13 MIN

More than half of us use Facebook or Instagram every single day. This means you can use social media to reach half of your market every single day.   Sounds like a no-brainer, right? No one ever says they couldn’t use more leads.    But before you dive into generating leads on social media, there are a few things you need to know.   That’s why I invited Kevin Barry, co-founder of Right Percent onto today’s show.    He shared some valuable lessons he’s learned through his experience with social media lead generation, including:   - Why social media lead generation works best when targeting large markets   - Why leads from social have less intent than organic leads   - Why social should have its own dedicated sales team (who respond quickly)   - Why your sales team needs to know the ads   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 141: 4 Ways Leadership Impacts Culture w/ Ohad Hecht

February 18, 2020 • 29 MIN

You know when you’re trying to be a good role model to a kid in your life?   Every time they’re around, you’re hyper-conscious about doing good. But we all slip up once in a while.   Being a leader of an organization isn’t unlike being a good role model for a kid. Just replace the kid with a group of capable adults.   In this episode of the B2B Revenue Executive Experience, I speak to Ohad Hecht, CEO of Emarsys, about how leadership affects company culture.   Plus, we talk about:   - The current landscape of enterprise software and its future   - Driving functionality in technology   - How leaders can positively affect company culture    This interview features Ohad Hecht, CEO of Emarsys.   To hear this episode and more like it, subscribe to The B2B Revenue Executive Experience on Apple Podcasts or tune in here. 

Episode 140: How Third-Party Data Creates More Meaningful CX w/ Aimee Irwin

February 11, 2020 • 18 MIN

Your customer is a kid at the top of a snowy hill, ready to take the plunge on her sled.    It would be too bad if there were bumps along the way, keeping her from sledding smoothly (and quickly) to the bottom, right?   That’s when third-party data comes in to smooth the bumps.   In this episode of the B2B Revenue Executive Experience, I speak with Aimee Irwin, VP of Strategy for Targeting at Experian. Experian provides businesses with essential data and analytics to meet the consumer’s demands for an all-encompassing experience.   Today, we’re exploring:   - The value third-party data offers the customer experience   - 3 tips for finding success by combining first and third-party data   - How interacting with your own messaging can help you enhance the CX   Email Aimee at [email protected]   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 139: Optimize Selling Time Through Organizational Alignment w/ Resa Gooding

February 4, 2020 • 22 MIN

The biggest challenge in any B2B company today? Getting organized. It seems as if nailing down solutions and documenting those processes remains out of reach for many organizations. Fortunately, that’s exactly what Resa Gooding — my latest guest on The B2B Revenue Executive Experience — helps businesses achieve. As a HubSpot trainer and digital sales strategist at Cacao Media, Resa has built up a plethora of experience and knowledge in the digital sales and marketing space. Today, we’re going to be discussing: 3 sales-related challenges all B2B companies face. Making sense of the over 7,000 sales automation tools available today. 2 components salespeople need to focus on.

Episode 138: Effective Email Outreach Takes More than Automation w/ Gessie Schechinger

January 28, 2020 • 28 MIN

Imagine you’re preparing for a meeting with a new prospect. What steps are you taking beforehand? You’re probably doing some research on their organization and their particular position. Maybe you uncover a few recent milestones the business has reached or you find that the prospect recently received a promotion.  All of this information will obviously be helpful in moving your professional relationship forward. Why do we often fail to conduct this research before reaching out via email? In this episode of the B2B Revenue Executive Experience, I check in with OnCourse’s CRO, Gessie Schechinger.  We discuss: How to avoid becoming another automation junkie Understanding the best email sequence timing The biggest keys to effective email outreach

Episode 137: 4 Ways to Systematize Business Development w/ Steve Gordon

January 21, 2020 • 34 MIN

Owning a service based business is hard.  Because not only are you expected to be a master of your product, you’ve also got to be a professional at marketing and getting your service out there in front of people.  And if you’re not careful, you can take the habits that you’ve had to establish in your beginning years as a scrappy start up and never grow past them.  Always and forever stuck in survival mode. Killing yourself to make it work when what you really need is some good quality help to allow you to free yourself to do what you do best.  Run the business.  On this episode of The B2B Revenue Executive Experience podcast, we sat down with Steve Gordon, Founder of The Unstoppable CEO, for a discussion about: His recent love of philosophy.  The biggest challenges companies face when trying to attract new clients.  The 4 levers that have to be engaged if you want to systematize business development.   

Episode 136: 4 Steps to Optimizing Sales Enablement w/ Stephen Brown

January 14, 2020 • 29 MIN

Oftentimes, we forget that for the sales enablement function to really work, there has to be a little give and take. Of course, sales enablement’s purpose is to, well, enable sales. However, sales reps need to know that they can go to sales enablement for valuable insights and clarification. In this episode of the B2B Revenue Executive Experience, I talk with Stephen Brown, Director of Product Marketing at Highspot, a sales enablement solution provider.  Stephen shares his knowledge in marketing the platform and how his team leverages its sales enablement function. Plus, we talk about:   The current issues of most sales enablement functions Notable sales enablement imperatives The benefits of being dedicated to a new tool or process that aligns your team This blog post includes highlights of our podcast interview with Stephen Brown, Director of Product Marketing Highspot.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 135: How Brand Discoverability Works w/ Garrett Mehrguth

January 7, 2020 • 30 MIN

Get your 500 keyword rankings for only $500! Here! We’ve all probably seen something like this at one point or another in our careers. And if you didn’t smell the B.S. from a mile away, you may have even fallen for it. If there weren’t good people being tricked into scams like that, those fraudsters wouldn’t have jobs. In this episode of the B2B Revenue Executive Experience, President and CEO of Directive, Garrett Mehrguth, shines truth on scammy SEO swindlers. Plus, he shares:   What brand discoverability means and why it matters How he achieved 15 million impressions for $1,000 Why generalist agencies will eventually fade out This blogpost includes highlights of our podcast interview with Garrett Mehrguth, President and CEO at Directive. For the entire interview, you can listen to The B2B Revenue Executive Experience.If you don’t use Apple Podcasts, we suggest this link.

Episode 134: 3 Myths About Effectively Hiring SDRs w/ Lisa Schnare

December 17, 2019 • 29 MIN

Hiring for SDRs that hold out for the long haul can be a daunting task. Maybe you’ve had bad luck in the past or have seen colleagues struggle to fill SDR roles. Even so, try not to feel discouraged if hiring SDRs is your responsibility. Successfully hiring motivated and dedicated SDRs can be done! In this episode of the B2B Revenue Executive Experience, I catch up with Influitive’s Director of Sales Development and head of Halifax HQ (and former SDR), Lisa Schnare. We discuss: Overcoming the misconceptions around the SDR role How to properly onboard and train SDRs Qualities to look for in SDR candidates Resources mentioned in this episode:   Blinkist Salesforce LinkedIn Sales Navigator Outreach LeadIQ Gong   This blog post includes highlights of our podcast interview with Lisa Schnare, Director of Sales Development at Influitive.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 133: Why Loyalty Programs Are For All Businesses w/ Rob Gallo

December 10, 2019 • 33 MIN

Loyalty is a critical component of any business.  We’ve all heard the Starbucks/Amazon stories. But loyalty programs in B2B are criminally underutilized. In this episode Rob Gallo, Founder and President of CompLinks, shares his experience running an online casino company—and what that taught him about how loyalty should be the backbone of any business. Special page for listeners: complinks.co/b2brev 

Episode 132: How to Achieve Compliance with the CCPA w/ Don Litzenberg

December 3, 2019 • 29 MIN

The journey to compliance with recent privacy acts proves to be one of increasing complexity. Going into effect on January 1, 2020, is the California Consumer Privacy Act (CCPA) that will likely have more repercussions on U.S. businesses than GDPR. To understand the CCPA more clearly, I spoke to Don Litzenberg, the VP of Sales at 2B Advice. Don and his team take a holistic approach to help companies maintain privacy compliance. He talks to us about:   The nuances of the CCPA legislation How to achieve compliance with the CCPA Who’s affected by the CCPA   Read more on the CCPA here.   This blogpost includes highlights of our podcast interview with Don Litzenberg,VP of Sales at 2B Advice.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 131: 5 Things Executives Need to Understand About Blockchain w/ Dennis Lewis

November 26, 2019 • 29 MIN

Many executives saw the rise of blockchain and cryptocurrencies as just a craze. Whatever it was, it was going to pass. In reality, more and more CEOs have been looking into how they can use blockchain to raise capital. Yet, the cryptocurrency landscape is still considerably volatile. On the most recent episode of the B2B Revenue Executive Experience, I talk with the CEO of Greenlight Digital and author of Behold the Cryptopreneurs, Dennis Lewis. Dennis fills us in on:   The fundamentals of blockchain technology The current perception of blockchain and cryptocurrency What the cryptocurrency landscape needs in order to become less volatile How to wisely invest in blockchain startups   This blog post includes highlights of our podcast interview with Dennis Lewis, CEO of Greenlight Digital.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 130: The Theory of Mind is More Effective Than Empathy in Sales - Here’s Why w/ Nicolas Vandenberghe

November 19, 2019 • 38 MIN

Empathy in sales has become a popular topic in recent years.   Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making.    However, empathy may not always be the most effective route to take.   In the latest episode of the B2B Revenue Executive Experience, I sat down with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.   He shares his thoughts on:   Neuroeconomics and how the theory of mind can actually be more beneficial in B2B sales than empathy His interaction with Steve Jobs in the early days Adjusting the prospect’s points of reference in sales Increasing his sales teams conversion rates from 5% to 30%   This blog post includes highlights of our podcast interview with Nicolas Vandenberghe, co-founder and CEO of Chili Piper.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 129: How to Grow Your Organic Search Channel By 62% w/ Geoff Atkinson

November 12, 2019 • 36 MIN

As marketing and sales experts, we think a lot about what makes a perfect user experience. There’s an endless amount of opinions and statistics on what moves people through the buyer’s journey more smoothly.   What about Google’s perfect experience? Perhaps we should care equally about how easy it is for Googlebot to crawl your website.   That’s what Geoff Atkinson - the founder and CEO of Huckabuy - believes. In this episode of the B2B Revenue Executive Experience, Geoff and I talk about:   What Google’s perfect website would be The art and science of SEO The promising future of voice search Changing search habits   This blogpost includes highlights of our podcast interview with Geoff Atkinson, founder and CEO of Huckabuy.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 128: How to Drive Greater Employee Engagement w/ Don Sando

November 5, 2019 • 21 MIN

As millennials continue to make up the majority of the workforce and enter leadership positions, they’re still the group with the least members engaged in their work.   B2B executives need to be able to drive employee engagement in order for their companies to survive.   To fill us in on driving greater employee engagement is the president of the Strategic Results Group, Don Sando.   He talks to us about:   Helping executives build growth plans Increasing employee ownership within an organization Determining employee KPIs and metrics to track Eliminating micromanagement   Email Don at [email protected]   This blogpost includes highlights of our podcast interview with Don Sando, President at Strategic Results Group.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 127: Why So Many Organizations Struggle to Enable Front Line Managers to Coach to Win w/ Pat Rodgers

October 23, 2019 • 31 MIN

Coaching is a critical component for the success of any sales organization. That’s why we often push front line managers to focus on coaching.    But as sales organizations, we don't enable effective coaching nearly as much as we should.   So, to help us discuss this issue, Patrick Rodgers, Co-Founder of Loupe, joined us on this episode of the B2B Revenue Executive Experience podcast.   What we talked about: Why coaching matters The difference between coaching and managing What skillsets managers should ideally have How organizations can assess their culture to see if they’re enabling or restricting coaching   Resources we talked about: Patrick’s LinkedIn Loupe

Episode 126: Driving a Sales Methodology: Lessons from Tealium w/ John Chinello & Laurie Schrager

October 22, 2019 • 41 MIN

On this episode, I do something a little different. Instead of conducting an interview in the studio, I share my breakout session at this year’s Sales 3.0 conference, where I sat down with John Chinello, Director of Global Sales Enablement, and Laurie Schrager, VP of Global Revenue Operations, at Tealium, to discuss their experiences in creating sales methodologies based on their recent work with Value Selling Associates.    What we talked about: -Finding the right sales methodology -Implementing the right methodology -Understanding Tealium’s competitive differentiator was -How to scale when your team is scattered into silos -The benefits for the Tealium team after doing Vortex Training   Check out these resources from the podcast: https://www.sales30conf.com/    To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.  If you don’t use Apple Podcasts, you can find all our episodes here.

Episode 125: Video Email Creates Empathy-Towards You and Towards Everyone Else w/ Ethan Beute

October 15, 2019 • 31 MIN

Video means overcoming that vulnerability and accessing empathy for the person you’re speaking to — more so than your own fear of rejection. So, how do you overcome that fear and tap into the fun of video communication? On this episode, I interview Ethan Beute, Chief Evangelist from BombBomb, about video email and vulnerability: What we talked about: How video creates empathy Why people are afraid of video Practice builds confidence, confidence builds success Dos and don’ts of getting started in video Sending 4 thank you videos once a week Check out these resources we mentioned during the podcast: Ethan’s book Rehumanize Your Business To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.     

Episode 124: Your Demo Request Form Is Bouncing 85% of Your Prospects w/ Greg Dickinson

October 8, 2019 • 35 MIN

The bounce rate on requested demos on the website is 85%. The demo is the way to help that buyer understand what you do, presents the value, and acts as a trial for them on their own time. So don’t hold it hostage. On this episode, I interview Greg Dickinson, CEO of Omedym, about the dreaded software demo. What we talked about: 4 ways to remove friction from buyers Taking the time for meaningful discussion Products are actually customer acquisition tools Why you should open up the demo and let customers research on their own time To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.     

Episode 123: Using Inbound Marketing Principles to Benefit Existing Clients w/ Todd Hockenberry

October 1, 2019 • 31 MIN

B2B companies are missing out on a huge opportunity.  They’re either not paying attention to it or don’t know how to apply it to their specific situation: Using inbound marketing principles to influence and grow their existing clients.  Our guest today, Todd Hockenberry from Top Line Results, reminded us of a shocking truth: It costs you seven times more to get a new customer than it does to keep an existing one. Seven times!  Chew on that for a moment.   On today’s episode, we’re going to teach you how to start applying your inbound principles to nurture and grow your existing clients over new ones. 

Episode 122: One Company’s Journey From Family-owned Business to Private Equity-owned Entity...And What They Learned Along the Way w/ Gary Walter

September 24, 2019 • 35 MIN

What does it take to go from a family-owned business to a private equity-owned entity? On this episode of the B2B Revenue Executive Experience podcast, we spoke to Gary Walter, President and CEO of Infutor Data Solutions, to find out. Here’s what we talked about: What Infutor brings to the market Why they transitioned from a family-owned business to a private equity-owned entity What they learned along the way What they’re focused on for 2020 Resources we talked about: Gary’s LinkedIn Infutor Data Solutions

Episode 121: 3 Ingredients for Building a Great Company Culture w/ Chris Yoko

September 17, 2019 • 30 MIN

We’ve all been there...the company with the negative culture. The one where you’re afraid to raise issues to your boss. The one where you secretly search for a new job. Chances are, no one sets out to create a bad company culture. So, how do they come to be? And how can you make sure your company’s culture is positive, a place for your employees to thrive? Chris Yoko, President of Yoko Consulting, came on this episode of the B2B Revenue Executive Experience podcast to talk about intentionally creating a great company culture. What we talked about: Culture happens, whether or not it’s intentional How to build a great culture Taking it a step further to really make an impact Resources we talked about: Chris’s LinkedIn Yoko Consulting

Episode 120: Become 3x More Effective with Video Prospecting w/ Jason Bay

September 10, 2019 • 36 MIN

If you don’t know who you’re prospecting--if you don’t speak their language and understand their pain points--you won’t make any headway. One way to cut through the clutter is with personalized video directly to a named prospect whose pain points you understand. On this episode, I interview Jason Bay, cofounder and CRO of Blissful Prospecting, everyone’s favorite topic--I mean, least favorite topic--prospecting. What we talked about: Do most of your prospecting with video Guidelines for creating authentic videos Overcoming video prospecting barriers Checkout these resources we mentioned during the podcast: Jason’s a definitive guide to video prospecting made just for my podcast listeners at blissfulprospecting.com/Chad The Blissful Prospecting website, which is full of more free resources For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Episode 119: Using Webinars and Video Conferencing to Leverage Sales Interactions w/ Agnes Jozwiak

September 3, 2019 • 26 MIN

Most people register for webinars just hoping they’ll get the recording. Which is actually really great. Recently I chatted with Agnes Jozwiak, Brand and Communication Director at ClickMeeting, about why webinars aren’t dead. What we talked about: How technology and sales affects interactions with prospects and buyers How webinars can change those interactions Why they can be so effective for executing sales demos  How to optimize your use of video conferencing For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Episode 118: 3 Ways to Align Marketing & Sales for Optimal Performance w/ Carman Pirie

August 27, 2019 • 29 MIN

It’s not that sales and marketing are out-and-out fighting with each other. It’s more that they just won’t acknowledge that the other one exists. I got to talk with Carman Pirie, Principal and Co-Founder of Kula Partners, about how customer experience becomes seamless when sales and marketing collaborate. “Sales and marketing can't be operating in a silo. That doesn't work for today's technology, it doesn’t work for today's buyers, and it doesn't work for what we want to do as organizations in terms of delivering a seamless CX,” Carman said.

Episode 117: Sales Prescription without Diagnosis is Malpractice w/ Brian Robinson

August 20, 2019 • 33 MIN

You’d probably rate the importance of a sales presentation at 10/10. And you’d probably rank asking questions and listening at, say, 6/10. But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects. On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson & Johnson.  We had two big topics to discuss: sales malpractice and creating questions to drive results. “There's something incredibly powerful about having a list of questions you've already prepared,” Brian said.  

Episode 116: How to Promote Ethics and Integrity in Sales When it seems No one else is w/ Faiz Al-Shahab

August 13, 2019 • 32 MIN

Do ethics even exist in sales? Contrary to popular belief, those who have the most ethics in sales attract customers worth having, because at the end of the day, people buy from people. I got to talk to Faiz Al-Shahab, Co-Founder and Managing Director at Xentral Methods, about what it’s like to feel like the only one holding to ethical practices when everyone else is playing dirty. “In this terrain where you are against corruption, it's going to be a tough climate for you to do business if you've got ethics,” Faiz said.

Episode 115: How to Scale from Failing to 1,000 Clients in 12 Months with Johnathan Grzybowski

August 6, 2019 • 41 MIN

Most people, if they had zero clients, would throw in the towel. A very, very few would decide that it’s time to massively scale. When you’re scaling, how do you cross the normal revenue hurdles as well as ensure that process and structure can scale without restricting growth or creativity or innovation?  Today we're joined by Johnathan Grzybowski, CMO and cofounder of Penji, an on-demand graphic design service, about how he turned his failing business around in a little over a year.

Episode 114: How to Use LinkedIn Ads to Grow Your Business with AJ Wilcox

July 30, 2019 • 24 MIN

Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn. AJ Wilcox started B2Linked in order to help clients scale high-performing Linked In ads.  During college he heard a guest lecturer speaking about SEO and marketing. After learning Google ads and building websites for about seven years, he got hired at a new position where he was assigned to work on LinkedIn ads.  Little did he know, he was really good at it, and he grew their account to be the largest sales account on LinkedIn in the world. A few years later he started B2Linked. Today, you can hear tips on how to make the most of LinkedIn ad campaigns with an industry leading expert. 

Episode 113: Moving from Content Creation to Content Experience with Randy Frisch

July 23, 2019 • 36 MIN

Content. Content. Content.  Content is king. Content is everything. Content is what matters. Right?  Today’s companies are hyper focused on content. Content creation. Content production. Content marketing. But what if that focus was misplaced? What if most, not all, but most companies are going about it the wrong way?  Once upon a time, content marketing was very much defined as simply, “Let’s go create content!”  The problem with that approach is that once you have all of the content, you’re left with a very real problem. What do you do with it all? You’ve got piles and piles of content, and no idea how to get it in front of the people that YOU need to see it.  How do you justify all the money you spent on making that content? In order to get an ROI, you’ve got to actually USE the content you produce. 

Episode 112: Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged with Adam Weber

July 16, 2019 • 29 MIN

Keeping employees around is not at all the same thing as keeping them engaged. Creating the right culture, setting goals, and motivating your teams requires so much more. This can be a challenging topic for executives, especially when they’re focused on the day-to-day operations of a business. They often don’t set aside the time to do this. Here to help us is Adam Weber, VP of Sales and Co-Founder of Emplify (and an avid birdwatcher!). In this one, Adam talks about a myth about millennials, how to motivate teams as they scale, and how to grow without losing the foundation of employee engagement you’re building upon.

Episode 111: Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration with Lindsay Tjepkema and Zachary Ballenger

July 9, 2019 • 36 MIN

80% of content that marketers create is never used by sales. That's like a knife to the chest. But salespeople also get frustrated with content management. Maybe the content doesn’t have the right message or sales doesn’t know where to find it when they need it.  There’s all sorts of issues surrounding content management.  So, on this episode of the B2B Revenue Executive Experience podcast, We sit down with Lindsay Tjepkema and Zachary Ballenger. They’ve teamed up to start a company aimed at solving these content management problems. On the show they gave us an inside look at what they’re building, along with a couple of tips to help you  eliminate frustration surrounding content management in your own business. 

Episode 110: Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn with Bill Bice

July 2, 2019 • 29 MIN

We are all looking for that next referral. Someone to say something nice about us. Someone to tell their friends how great our company.  But what isn’t always easy is knowing how to go about building your organization in such a way that word of mouth marketing comes naturally. Without sounding pushy or desperate. Because nobody wants to be that company that’s paying “influencers” to talk a big game about their product. Those relationships aren’t real. They’re not authentic. And people can see through them.  On this episode of the B2B Revenue Executive Experience podcast, Bill Bice, CEO at Boomtime, talks about the right techniques for word of mouth marketing, its challenges, and what makes a good referral.  After all, if you don’t have good marketing, all of the hard work of creating a great product is meaningless. 

Episode 109: Five Areas Sales Managers Can Address to Spark Growth in Their Teams with Lee Smith

June 25, 2019 • 28 MIN

One of the biggest choke points in companies is often not the sales reps. It’s the sales managers. Frequently, companies take their top sales performers and promote them to manager, without ever giving them the training or tools they need to be great managers. Yet ensuring your managers are enabled to effectively support and coach your sales team is key to a successful organization. So, to help us dig into this topic we’re excited to be joined by C. Lee Smith, CEO of SalesFuel. On the latest episode of the B2B Revenue Executive Experience podcast, Lee discussed five issues that need to be addressed for managers to become better coaches and leaders for their sales teams.

Episode 108: How to Get 4-10x ROI in Email Marketing Without Building a List with Doug Morneau

June 18, 2019 • 37 MIN

Most people don’t actually know how to use email marketing. They look at it the same way as they do social media. Since it’s (virtually) free, and people are following me, I can just talk all about me . . . right? Not so much. I recently interviewed Doug Morneau, bestselling author of Three Big Lies: The Real Truth about Renting Email Lists to Generate Targeted Leads and Sales and host of the Real Marketing Real Fast podcast. We talked all about “sponsored emails,” a form of email marketing that helps you capitalize on a ready and willing audience that you don’t have to build yourself. Here’s what he had to say.  

Episode 107: Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers with Harry Maziar

June 11, 2019 • 26 MIN

Storytelling is one of the first forms of communication to have existed. It’s one that’s intimately human. It has power for connection few other forms provide, yet it’s often misunderstood and rarely executed well. So how does one understand the power of story and leverage it in sales? How does it support the belief that sales is an honorable profession? How does it help you become memorable? Listen in as Harry Maziar, author of Story Selling: Sage Advice and Common Sense About Sales and Success, shares some of his own stories. He’s a quote machine and an incredible storyteller. You won’t want to miss this one.

Episode 106: How Chaos and Stability Motivate Your Team Members Differently with Rachel Headley

June 4, 2019 • 44 MIN

Understanding the different culture types on your team is the key to improving productivity. Some people thrive in chaos, while others will abandon ship if there isn’t enough stability. If you can’t tell the difference, you’ll lose your best people. In this episode, Chad interviews Dr. Rachel Headley, CEO of Rose Group Int’l. Dr. Headley shares her framework for differentiating between chaos and order types and what that means for motivating people on your team.

Episode 105: Three Qualities of the Most Successful SDRs with Jeremey Donovan

May 28, 2019 • 46 MIN

One of the top challenges executives cite when asked what’s getting in the way of them hitting their growth goals is finding and feeding the top of the funnel. But how do we do effective prospecting in a manner that is repeatable, scalable, and personalized? Listen in as Jeremey Donovan, SVP of Sales Strategy at SalesLoft, shares the three attributes that the best SDRs possess as well as how to overcome some of the biggest prospecting challenges in your business.

Episode 104: The Challenges of Balancing Work and Personal Life with Damon Burton

May 21, 2019 • 37 MIN

The challenges of balancing work and personal life are . . . challenging. But getting it right has never been more important. The end result of poor work/life balance is decreased productivity and an inability to disconnect from work and truly connect with other people in your life. Damon Burton, President of SEO National, has successfully disciplined himself to shut off work at 5 o’clock and on weekends, while still building a successful business that has stood the test of 12 years. So obviously, we had to ask him how he’s done it.

Episode 103: Five Change Principles You Need to Master with Donna Henderson

May 14, 2019 • 37 MIN

What do you imagine is one of the most important career-building skills to have in your arsenal? According to Donna Henderson, a veteran of ATT, BlackBerry and Samsung, producing change in these large companies is all about one thing: building relationships. Henderson is now Chief Marketing Officer at Evoque Data Center Solutions. Change is her business. In this interview Henderson outlines five principles for change: First Change Principle: Never Assume That Everyone Is REALLY on Board with Your New Strategy Second Change Principle: Get Everyone’s Buy-in by Interacting One-on-One Third Change Principle: Learn Patience Fourth Change Principle: Change Is Happening Fast, Don’t Just Go for the Cool Fifth Change Principle: The Best Marketing Technology Is Relationships

Episode 102: Coaching your Team to Excellence with Jason Forrest

May 7, 2019 • 33 MIN

Do you want your future filled with your industry’s equivalent of Super Bowl rings? Then you better stop managing your people and start coaching them instead. If you want to know how, check out the actionable advice of Jason Forrest, CEO and Chief Culture Officer at FPG (Forrest Performance Group), which does sales leadership coaching. Forrest believes that a sales coach is all about making people better, versus making things easier. Managers frequently act to ease problems in a worker’s life. A coach doesn’t do that because making circumstances easier is a death spiral. It won’t help in the long run. Instead, a coach is focused on making you better by not changing your circumstances, but by changing how you think about them, how you see the individual components, and how you behave in those circumstances.

Episode 101: Sales Strategy Success Secrets with Imtiaz Patel

April 30, 2019 • 33 MIN

There’s a very fine line between success and failure. How do you ensure that you’re on the right side of it? Imtiaz Patel, founder of Accelerated Growth Solutions and a proven executive with experience leading teams to revamp circulation at the Dow Jones company and heading growth strategies at The Children's Place, has some insight for you. Today he's a highly sought after business consultant helping organizations define and implement growth strategies to optimize revenue. What is his first and foremost piece of advice? “Think about what the customer is going through. That will fundamentally change how you think about the sales process.”

Episode 100: How AI Recruiting Can Create a Better Culture with Vijay Sundaram

April 23, 2019 • 40 MIN

“Culture eats strategy for breakfast,” warned management icon Peter Drucker. Recruiting people who fit in with your corporate culture is mission critical. What if you could use the same AI marketing techniques that find qualified leads for your sales team to find recruits who share your company’s culture? From an AI perspective, the recruiting process parallels the sales process. Both are about looking at behavior to winnow down many potential leads to decide who is the most convertible candidate for the long term. That’s what Zoho.com is doing, according to Vijay Sundaram, Zoho’s Chief Strategy Officer.    

Episode 99: How a Good Leader Leads a Purpose-Driven Company with Tony Cascio

April 16, 2019 • 30 MIN

Leadership is a challenge with a diverse generational workforce requiring varying types of motivation and leadership styles. The reality of leadership is often similar to firefighting. You're being reactive out of necessity rather than strategically proactive. The most successful executives and managers demonstrate a diverse skill set and ability to slow things down, and focus on the challenge in front of them while still being able to see around corners. We explored these topics and others with Tony Cascio, a Managing Partner at ValueSelling Associates and President at Cascio Group. Cascio is a recognized business transformation leader.

Episode 98: How to Establish a Culture of Phenomenal Customer Experience with Sarindar Frost

April 9, 2019 • 31 MIN

There Are No Internal Interactions Anymore. Every Interaction Is a Customer Interaction We claim to understand the importance of customer experience. Yet, too often we fail to truly internalize how customer experience affects buyer behavior, and impacts the way individuals interact with brands, with sellers, and with marketers. We invited Sarindar Frost to help us take a deeper look. Sarindar is the Senior Director of eCommerce Customer Service at DHL for the Asia Pacific region. She joined us on The B2B Revenue Executive Experience to discuss how industries across the world are being transformed by a deeper understanding of customer experience.

Episode 97: Flashback - The Challenges of Marketing and Selling to the Public Sector with Juliana Slye

April 2, 2019 • 48 MIN

In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything: “It’s not about me, or where I believe the market is headed. It’s really all about the customer.” At the end of the day, if the customer doesn’t want it, it’s not going to happen. “You can’t go against your DNA.” Whether personal or professional, you have to take that DNA and make that work for you. Today, she is the CEO and Chief Strategist at Government Business Results, and she says that “there is no other industry that is more challenging, more compelling, and more risk/reward laden than working within the public sector.” We interviewed her to learn some of the greatest challenges of marketing and selling to that sector.

Episode 96: Public Speaking Secrets to Close Major Deals and Calm Heart Palpitations with Diane DiResta

March 26, 2019 • 31 MIN

The power of speaking should be an integral part of your sales and marketing strategy. Being a compelling speaker can position you as a thought leader and lead to more closed deals. To learn more about the power of effective public speaking, we spoke with Diane DiResta, the founder and CEO of DiResta Communications, Inc. She is a certified speaking professional, international keynote speaker, executive speech coach, and author of Knockout Presentations.

Episode 95: Flashback - How Customers Decide To Buy w/ Eric Berggren

March 19, 2019 • 37 MIN

When a company is trying to figure out how to move its product and set itself apart from the competition, the first question in this process should not be, “how are we better than the competition?” But, “what is the customer trying to accomplish and what role can we play in enabling that?” Eric Berggren a Professor of Marketing at the Kellogg School of Management at Northwestern University and Managing Director of Axios Partners, a management consulting firm focused on driving customer value, innovation, and management, visited our podcast recently and shared his thoughts on how to create unique value for your customers.  

Episode 94: Sales Secrets to Close Quickly w/ Chris Orlob

March 12, 2019 • 34 MIN

You’re not as unique as you think you are, and Chris Orlob, senior director of product marketing for Gong.io, increased sales through science, can prove it. Sales is both an art and a science, and Orlob visited my podcast recently with the data at his fingertips to solve all of your sales problems.

Episode 93: Leadership Boils down to “Don’t Be an A**hole” w/ Jeffrey Hayzlett

March 5, 2019 • 36 MIN

In your business, be greater than a leader, be a hero. It’s not profit over people that will make your business successful—it’s when you combine people and profits that you become a hero. On a recent B2B Revenue Executive Experience podcast, I spoke with Jeffrey Hayzlett, coauthor of The Hero Factor: How Great Leaders Transform Organizations and Create Winning Cultures. He’s also the CEO of C-Suite Network, the world’s most powerful network of C-Suite leaders. He shared his ideas about how a leader can make or break a company.

Episode 92: Train Your Business Team Like the Navy SEALs w/ Jason Treu

February 26, 2019 • 28 MIN

Are you looking for ways to become a better leader, develop more effective cultures, and increase the impact of your teams and the results they produce? Jason Treu is an executive coach who focuses on leadership. He's the bestselling author of Social Wealth. He is also the creator of Cards Against Mundanity, and the host of the Executive Breakthroughs podcast. If you want to be a good leader, take accountability for finding the potential in people and processes and developing it.

Episode 91: Flashback - Challenges in a Dynamic Industry w/ Jim Dolce

February 19, 2019 • 36 MIN

Dynamic industries – those that have gone through significant changes in recent years – have faced a unique set of challenges in sales and product development. FUJIFILM North America Corporation, is one of them. Their Imaging Division, which has historically been a B2B sales and marketing organization, has shifted to become a product development organization. We sat down with Jim Dolce, Vice President Technology and Strategic Business Development at FUJIFILM North America Corporation, to discuss challenges that dynamic industries face and how they can overcome them.

Episode 90: How to Optimize Employee Learning to Drive Engagement w/ Isaac Tolpin

February 12, 2019 • 21 MIN

Employee learning has always been a challenge. More than ever, it's a crucial component of any organization. But how can it be meaningful and serve as a driver to boost engagement? Isaac Tolpin, Co-Founder at ConveYour.com joins us to talk about how his team is helping companies take learning to a whole new level.

Episode 89: Will Scarlett Johansson’s AI Take Over Your Sales? w/ Adam Honig

February 5, 2019 • 33 MIN

For most of us, it’s a pipe dream. For Adam Honig, Founder and CEO of Spiro, it has become a business that he believes can slay Salesforce. It all started one Saturday night in 2013 when Honig went to see the near-future Spike Jonze movie Her, which stars an uncredited Scarlett Johansson as the voice of an AI that takes over Joaquin Phoenix's life as he falls in love with her. Six years and $5 million (and counting) later they have realized that vision with Spiro, an artificial intelligence CRM that removes most of the administrative data entry from salespeople’s lives and analyzes what their most profitable path is. Spiro cuts through that by handling it all and creating the datastream. Spiro handles the email, the texting, and even the phoning. Then it uses power natural language processing and machine learning to suggest the next most profitable actions. Honig has create special page for B2B Revenue Executive listeners: https://spiro.ai/b2brev/  “We publish a lot of content. We have about 700 blogs about sales and we’ve compiled them into The 44 Best Sales Tips Ever,” says Honig. “They are very tactical things that you can do when prospecting or working with customers to be more effective. There’s a free download link.” To learn why Honig believes that Spiro will slay Salesforce, check out the podcast.

Episode 88: Flashback - Staying Ahead of the Curve of Cyber Threats and Data Protection w/ Dorene Rettas

January 29, 2019 • 27 MIN

Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data protection laws and regulations, such as the General Data Protection Regulation (GDPR) in the EU, are being established to combat data breaches and provide increased transparency when it comes to data usage. We sat down with Dorene Rettas, head of Cyber Security Hub for IQPC, a live events and digital media company, to discuss how an increased focus on data protection and cybersecurity will impact sales and marketing teams moving forward.

Episode 87: 5 Ways to Get Faster Sales by Slowing Down w/ Brandon Bruce

January 22, 2019 • 32 MIN

Did you know that sometimes the fastest way to get sales is to slow down? I had a great episode with Brandon Bruce, co-founder and CEO of Cirrus Insight, a customer relationship management application, who shows you how to achieve sales success with the “Art of the Slow Sale.” In our far-ranging discussion, he outlined some of his thoughts about how slowing down your sales process actually speeds up your closing rates.

Episode 86: Flashback - Matt Lockhart on Business Transformation: Pitfalls, Benefits, and the Cutting Edge

January 15, 2019 • 37 MIN

Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through some sort of major organizational change. On this episode of B2B Revenue Executive Experience, we were fortunate enough to sit down with Matt Lockhart, Executive Vice President at Magenic and chat about business transformation. It’s pitfalls, it’s benefits, and why it’s so important for companies to stay on the cutting edge. You can find a breakdown of this episode here.

Episode 85: Using Core Competencies Instead of Personality Tests to Find the A Players w/ JB Bush & Liz Roche

January 8, 2019 • 31 MIN

You can’t choose your sales team like you choose dinner. “Smells good, looks great on the menu...” “Wait, that’s what I ordered?” So many leaders hire based on non-quantifiable measurements. They use personality tests or behavior assessments, or worst of all gut feeling. When that person leaves 9-12 months later, it’s painful and expensive. I sat down with experts Liz Roche and JB Bush, who are both managing partners at VSA, and in this episode, they share their expertise on the importance and the how-to of quantifiable sales-person assessment.

Episode 84: How to Avoid a One Night Stand with your Customers w/ Sangram Vajre

December 18, 2018 • 24 MIN

Human experience is everything. To build an effective ABM strategy, you need to take the time and build relationships. Joining us is Sangram Vajre, host of the FlipMyFunnel, podcast who chats with us on his journey in building Terminus and the importance of taking the time to really know your customers.

Episode 83: Webinars are not Dead!

December 11, 2018 • 36 MIN

Webinars are not dead. In fact, when done right, they can take on a life of their own in many unique ways. Todd Earwood, CEO of MoneyPath, sat down to chat with us on how webinars can be an effective tool to help drive sales.

Episode 82: How Healthcare is Driving Thought Leadership Through Video w/ Jennifer Sparks

December 4, 2018 • 28 MIN

When thinking about a Vlog, healthcare might not be the first industry you think of. Jennifer Sparks, Director of MarCom at Clearwave, joins us to chat about how they are driving thought leadership through content creation.

Episode 81: Amanda Moriuchi on How Do you Keep your Sales Teams Focused? Truth in Sales & Equal Pay

November 13, 2018 • 29 MIN

What happens when your sales teams get too emotionally attached to prospects? How do you help them stay focused and keep leads rolling-in? Amanda Moriuchi, Co-Founder of AppIt Ventures, joins us to chat about how her organization is applying a truth is sales strategy and what they are doing to address the equal pay issue.

Episode 80: Todd Caponi on the Necessity and Success of Transparency in Sales

November 6, 2018 • 41 MIN

There is power in transparency in every aspect of your business. Todd Caponi, the author of The Transparency Sales, has been in the sales trenches for many years.  He says that transparency is critical in today’s ever-evolving sales landscape.  The necessity of clear communication and evident added value continues to increase. Transparency is a valuable tool in equipping your reps, engaging your potential buyers, and creating an environment where value-adding methodology flourishes.

Episode 79: Darren Stordahl on 3 Ways to Get Your Team On Board With a New Sales Method

October 30, 2018 • 27 MIN

Is your selling method not working anymore? Have you and your sales team been doing the same thing without any new results? It’s probably time to pick a new method of approach. But picking a new sales method for your company is hard enough with the countless options available. Darren Stordahl, VP of Sales and Marketing at FMT Consultants, joined us to talk about when FMT was looking for new alternatives. He said the most important thing he and his team had to remember is that: people buy from people. Listen to our conversation to learn the 3 ways you can get your team on board with a new sales method.

Episode 78: Simon Thompson on The Power of Content Creation and Using Podcasts to Build Authority

October 23, 2018 • 24 MIN

Podcasts. We’ve all listened to them. But how do you get your target audience to choose the right ones to listen to – yours?  Over the past several years there’s been a tremendous popularity increase in podcasts, and with more and more to choose from, it's become very difficult to differentiate. Simon Thompson, Co-founder of Content Kite, joins us to talk about how you can rise above the noise with your podcast and, if used correctly, how you can elevate your brand’s image.

Episode 77: Chuck Frydenborg and Mariana Just on Account Based Sales & Marketing: Often Discussed, Rarely Understood

October 16, 2018 • 47 MIN

Often discussed but rarely understood, account based sales and marketing are the new buzzwords of industry. How has this new approach changed B2B sales? To find out, we invited Chuck Frydenborg and Mariana Just to come on the B2B Revenue Executive Experience podcast. Chuck serves as Vice President, Global Sales and Mariana as Director of Revenue Marketing & Operations at Acrolinx, an AI platform that uses linguistic analytics to improve corporate content. According to Mariana and Chuck, marketing and sales exist within an intellectually diverse landscape in which buyers are ⅔ to ¾ of the way through the decision-making process about a product or service before contacting the company's sales team. Both Chuck and Mariana bring deep experience in their respective fields, and we had a chance to ask them about team building, alignment, and building relationships for success in account based sales and marketing.

Episode 76: James Carbary on the Fastest Way to Establishing B2B Relationships using Content Based Networking

October 9, 2018 • 23 MIN

Everyone agrees that relationships are incredibly important in business. But nobody is talking about how to consistently create those relationships, strategically… Well, all except for one: James Carbary, the Founder and CEO of Sweet Fish Media, explained if ‘Content is King, then Content Based Networking is the Kingdom’. Content Based Networking is the term that he and his team created in order to describe the unique vertical they’re in. James defines it like this: “Using content collaboration as a way to build new business relationships.” Create some sort of Content Hub (James chose Podcasting). Then invite people that you’d like to build relationships with, to create that content with you. “It’s not what you know; it’s who you know;” and Content Based Networking is the ‘how-to’ that you need in order to do it.

Episode 75: Lior Ohayon on Cold Emailing: Focus on the Numbers to Hit Your Goals

October 2, 2018 • 17 MIN

In the world of Sales, it’s either ‘Feast’ or ‘Famine’. And even while you’re feasting, you still need to act like you’re going to be hit with famine at a moment. Lior Ohayon, the Founder and CEO of ScopeLeads, explained that successful sales in this way, involves getting your cold emailing strategy right from the get-go. You need to determine the numbers you need to hit and consistently meet them. So the question is, how is that actually accomplished? During this episode of the B2B Revenue Executive Experience, Lior explained his 3 tips that you need to include to make your cold emails successful: Don’t include your website in the 1st email Specifically call them to action! Don’t be a salesman But above all else, you must consistently hit your numbers through hard-work.

Episode 74: Jay Gibb on How to Leverage Your Customer’s Network for Fast, Organic Growth

September 25, 2018 • 25 MIN

Stop wasting time & resources on Customer Acquisition - You may be missing a goldmine within your book of business. Your current clients might have hundreds, or thousands of untapped connections with your ideal clients. This episode I’m joined by Jay Gibb, the CEO & Founder of CloudSponge, who’s an expert at helping non-technical entrepreneurs (like myself) build their ventures. Early on, Jay noticed that people weren’t using referral systems to leverage their existing customer base for growth -- so he founded CloudSponge. Their goal is to dramatically increase your existing referral program’s performance, giving your current customers more value so you can leverage their network for fast, organic growth. And it’s a lot easier than you think!

Episode 73: Kristin Zhivago on Why you Can’t Automate Your B2B Relationships

September 18, 2018 • 29 MIN

The world is changing. If you’re a B2B marketer, you know that one of biggest challenges facing marketing professionals today is meeting the buyer where they are. So how do you market the way that they want to be sold to? How do you align your marketing strategy to meet them where they are?

Episode 72: John Fairclough on 5 Ways Sales Is Changing Forever

September 11, 2018 • 23 MIN

“Front and center is that we're people first,” John Fairclough said. Making sales to clients or to companies staffed with professional buyers isn’t easy because most sales teams aren’t people-focused. John Fairclough shares 5 techniques for recentering sales on what matters: building relationships with people.

Episode 71: Michael Greenberg on How to Leverage Authority Marketing

June 26, 2018 • 26 MIN

Authority marketing can separate you from competitors, drive revenue and turn you into a niche celebrity. But for many salespeople, it’s a struggle with where to start and how to get it done. We sat down with Michael Greenberg, chief strategist for Call For Content and author of the Authority Marketing Playbook, to talk about how to effectively establish yourself in your field as an authority.

Episode 70: Jonathan David Lewis on Factors That Hold Back Growth

June 19, 2018 • 29 MIN

If you’ve ever been faced with a period of stagnation, it can be taxing trying to figure out what went wrong and why others are able to scale quickly when you’re stalling out. We sat down with Jonathan David Lewis, author of Brand vs. Wild: Building Resilient Brands for Harsh Business Environments, and Strategy Director at McKee Wallwork + Co, to talk about what keeps companies from achieving B2B growth and to shed some light on why.

Episode 69: Brian Higgins on Sales Performance Frameworks

June 12, 2018 • 35 MIN

Ask ten different people what makes an ultra high performer so successful, and chances are you’ll get ten different answers. That’s why leveraging a sales performance framework is so important, because it allows you organize and replicate success not just at the individual level, but across the organization as a whole. We sat down with Brian Higgins, sales performance coach, consultant, and faculty member at the Leeds School of Business at CU Boulder, to learn how sales performance frameworks are key to educating sales professionals, assessing performance and setting up teams and sales executives for success.

Episode 68: Jim Dolce on Challenges in a Dynamic Industry

June 5, 2018 • 36 MIN

Dynamic industries – those that have gone through significant changes in recent years – have faced a unique set of challenges in sales and product development. FUJIFILM North America Corporation, is one of them. Their Imaging Division, which has historically been a B2B sales and marketing organization, has shifted to become a product development organization. We sat down with Jim Dolce, Vice President Technology and Strategic Business Development at FUJIFILM North America Corporation, to discuss challenges that dynamic industries face and how they can overcome them.

Episode 67: Mike Reagan on Increasing Self-Awareness

May 29, 2018 • 33 MIN

Inboxes fill up, task lists go unchecked – we all have times when we struggle with maintaining the balance between our personal and business lives. But if we want to be our best, we have to take the time to work on ourselves first, and understand who we are and what we bring to our relationships. Self-awareness plays a key role in optimizing the work-life balance. To help us understand how we can increase our self-awareness, we sat down with Mike Reagan, a 25-year sales and marketing executive and advisor for Threat X.

Episode 66: Chloe Thomas on eCommerce and Online Trends

May 22, 2018 • 31 MIN

In a new era of B2B buyers shifting towards eCommerce and online buying trends, we ask the question, “How can sales professionals and retailers be competitive?” To answer this question and help us understand the B2B shift to eCommerce, we sat down with Chloe Thomas, founder of eCommerce MasterPlan.

Episode 65: Dorene Rettas on Data Protection in Sales & Marketing

May 15, 2018 • 27 MIN

Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data protection laws and regulations, such as the General Data Protection Regulation (GDPR) in the EU, are being established to combat data breaches and provide increased transparency when it comes to data usage. We sat down with Dorene Rettas, head of Cyber Security Hub for IQPC, a live events and digital media company, to discuss how an increased focus on data protection and cybersecurity will impact sales and marketing teams moving forward.

Episode 64: Michael Dart on Understanding Retail Dynamics

May 8, 2018 • 33 MIN

Turn on the news and you hear countless stories about store closings and forgotten malls – no doubt casualties in the evolution of retail. With ecommerce displacing brick and mortars, it’s easy to cry “death of retail,” but retail is very much alive and thriving. To better understand the new retail landscape, we sat down with Michael Dart, partner at A.T. Kearney and author of Retail’s Seismic Shift: How to Shift Faster, Respond Better, and Win Customer Loyalty.

Episode 63: Linda Page on The Power of Coaching

May 1, 2018 • 25 MIN

Good coaching empowers individuals, inspires teams and drives results. But it’s often undervalued because it's not always accessible and its importance may not be obvious. To help tackle to topic we sat down with Linda Page, AVP Global Field Enablement at Splunk, a company that makes machine data accessible to everyone. Driving productivity across all customer-facing roles, Linda’s role is to help the company scale to the next level.

Episode 62: Larry Levine on How To Remain Authentic

April 24, 2018 • 30 MIN

Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is what separates the sales reps from the sales professionals and it's what buyers want. We sat down with Larry Levin, co-founder of The Social Sales Academy and host of the Selling from the Heart podcast to talk about how authenticity plays a role in sales.

Episode 61: Mary Lombardo on When Things Go Wrong

April 17, 2018 • 23 MIN

The sale is going well – at least you think you know where it’s going. Then suddenly things start falling apart. “I need to take this to my boss.” It’s a phrase we dread hearing, yet are all too familiar with in the world of sales. So how can we combat chaos? To tackle this topic we sat down with Mary Lombardo, founder and CEO of Absolute Impact Corporation, a sales training company for industries that have outside sales teams.

Episode 60: Gerard Compte on Authenticity in Prospecting

April 10, 2018 • 29 MIN

Before you send that email – ask yourself, “Am I being authentic?” It’s easy to send the same generic email to everyone on your prospect list. But this probably isn’t the most effective approach because you’re not being authentic.   We sat down with Gerard Compte, CEO of FindThatLead.com, to talk about how being authentic in prospecting can supercharge your results and help you build solid relationships.  

Episode 59: Jacob Baadsgaard on Results-Based Relationships

April 3, 2018 • 30 MIN

Founders and CEOs often expect immediate results from new sales teams and employees. But that isn't always realistic, or sustainable. To find out why, we sat down with Jacob Baadsgaard, CEO of Disruptive Advertising, a team-enabled agency that uses analytics and data to help clients grow their businesses, leveraging platforms like Google and Facebook. 

Episode 58: Mark Holmes on Customer Experience "Chick-Fil-A" Style

March 27, 2018 • 34 MIN

Any B2C company knows that customer experiences are a number one priority. What can B2B sales organizations learn from B2C customer experiences? More than you would think. We sat down with Mark Holmes, CEO of Sales Revenue Coach and author of five books, to learn why B2B companies should be paying more attention to the buyer’s journey and what they can learn from the B2C customer experience.

Episode 57: Brian Burns on 5 Q1 Mistakes to Avoid

March 20, 2018 • 35 MIN

In Q1 you’re setting the stage for your success in the coming year – at least, you should be. There are typical mistakes we see sales reps make again and again that get in the way of their ability to achieve an ultra high performer status. We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to talk about five mistakes that can be easily avoided in Q1.

Episode 56: Jenny Adams on Driving Revenue Through Collaboration

March 13, 2018 • 20 MIN

As executives grow their businesses, they often experience a lonely road of solitude and don’t think to reach out to others for support. We spoke with Jenny Adams, chairwoman of the 12 Mavens Denver chapter, about how executives can collaborate to drive revenue and propel everyone forward to mutual benefit.

Episode 55: Barbara Trautlein on Improving Change Intelligence

March 6, 2018 • 30 MIN

The world is continually going through a great deal of transformations. Whether these are digital transformations or sales transformations, they all mean the same thing: change has become the norm whether you like it or not.  While some organizations change to deliver great results, many of them fail and in worst case scenarios harm organizations and individuals involved. We sat down with Barbara Trautlein , author of Change Intelligence, to discuss why organizations struggle with change and the role that leadership plays.

Episode 54: Brian Burns on 5 Ways to Maximize Income

February 27, 2018 • 28 MIN

“How do you plan to maximize your income?” We get asked this question a lot by sales leaders and coaches.  We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to discuss five ways to maximize your income and make sure you're on the right track. 

Episode 53: Townsend Wardlaw on The Solution Sales Mindset

February 20, 2018 • 30 MIN

Is fear influencing your career? Are you focusing on your customers’ problems instead of providing solutions? We spoke with Townsend Wardlaw, LinkedIn influencer and solo consultant since 2009, about how realizing your fears and expanding your sales mindset can accelerate your effectiveness in sales.

Episode 52: Paul Bickford on Secret Sauce of Sales Enablement

February 13, 2018 • 39 MIN

The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals. We sat down with Paul Bickford, Denver Chapter President of the Sales Enablement Society, to discuss what sales enablement is, why it’s effective and how it can be leveraged as a resource.

Episode 51: Brian Burns on 5 Tips on Negotiating a Comp Plan

February 6, 2018 • 27 MIN

A few weeks ago we discussed five things that make a great comp plan. It’s still early in the year and comp plans are a hot topic. Many sales reps don’t believe they can negotiate their comp plans, but that’s not always true.  We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to discuss five things to consider when negotiating your comp plan.

Episode 50: Dale Dupree on The Dreaded Phone

January 30, 2018 • 40 MIN

As social networking online continues to evolve, less and less salespeople are comfortable picking up the phone and calling decision makers. Some may even think that cold calling doesn’t work. We sat down with Dale Dupree, a.k.a. the Copier Warrior and general manager of Zeno Office Solutions, to learn how to become more effective when using this amazing tool, and tactics for supporting your efforts.

Episode 49: Brian Burns on 5 Things That Make a Great Comp Plan

January 25, 2018 • 29 MIN

It’s the beginning of the year and companies are beginning to roll out new comp plans. For salespeople, especially ultra high performers, comp plans are one of the primary motivators for structuring out the year and harnessing focus. We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling to discuss five things to consider when evaluating your comp plan.

Episode 48: Sean Campbell on Virtual Selling

January 23, 2018 • 50 MIN

More and more organizations are implementing virtual selling as they reevaluate their travel budgets, cost of sales and changing desires of buyers. Sean Campbell, CEO of Cascade Insights, a B2B market research firm specifically focused on technology companies, sat down with us to discuss what virtual selling is and why it’s becoming increasingly common in sales.

Episode 47: Brian Burns on 5 Ways to Stay Motivated in Sales

January 18, 2018 • 30 MIN

Sales is a rollercoaster profession – everyone who’s been doing it for a long time knows there’s days where you feel like you’re on a treadmill going nowhere. No one is responding, you can’t keep the pipeline full and it feels like nothing’s getting done. Other days it feels like you’re ramming your head into a brick wall because there’s so much to do and you don’t know how to prioritize things. Motivation is key in the sales profession for ultra high performers. It’s something that requires focus day-to-day; you can’t just wake up and expect you’re going to be motivated. We sat down with Brian Burns, host of The Brutal Truth About Sales and Selling to discuss five ways to stay motivated in sales.

Episode 46: Vince Koehler on the Power of Content Marketing

January 16, 2018 • 27 MIN

You’ve no doubt heard the phrase “content is king,” but content alone is never enough. To be a successful content marketer, especially in the B2B world, you need to be plugged in to the sales side of things, and vice versa. Vince Kohler, VP of Marketing for SBI, sat down with us to discuss optimizing the approach to content marketing and ways to ensure it’s aiding the sales effort. SBI is a sales consulting organization and producer of top tier content, including a podcast. In fact, they created one of the first sales content blogs on the internet. Here’s what we learned from Kohler.

Episode 45: Brian Burns on 5 Things That Separate A Players From B Players

January 11, 2018 • 31 MIN

With the onslaught of artificial intelligence and new technologies impacting the sales profession, the question is often asked: “Will people still be relevant?” It’s generally agreed that yes, salespeople will still be needed – at least those that are the A players. Brian Burns, host of The Brutal Truth About Sales & Selling, sat down with Chad Sanderson, Managing Partner, Value Prime Solutions to discuss five things that make ultra high performers, or A players, so effective.

Episode 44: Mark Hunter on Barriers to Better Prospecting

January 9, 2018 • 35 MIN

We wanted to kick off 2018 by talking about something on the top of everybody’s mind as they plan out the new year – prospecting. Time and time again, prospecting is ranked as the highest priority among sales professionals. Mark Hunter, “The Sales Hunter,” and author of High-Profit Prospecting and High-Profit Selling, joined us to discuss how to overcome the challenges of prospecting and what techniques are most effective for success.

Episode 43: Brian Burns on 5 Things to Look for in a New Sales Position

December 21, 2017 • 37 MIN

It’s common for sales professionals to move around a lot. In fact, the average tenure of a sales executive is just 18 months. Brian Burns, host of The Brutal Truth About Sales & Selling, sat down with Chad Sanderson, Managing Partner, Value Prime Solutions, to discuss what salespeople need to look for when taking the next step in their career.

Episode 42: Jon Kondo on Using Sales Analytics Across the Entire Organization

December 19, 2017 • 37 MIN

With a rise of big data, there are more and more opportunities for companies to leverage their analytics and drive different approaches to business return. We sat down with Jon Kondo, CEO of OpsPanda, to learn about how organizations are using sales analytics to plan their success.

Episode 41: Barb Giamanco on Improving the Sales Experience

December 14, 2017 • 36 MIN

Everyone is familiar with the phrase “customer experience.” But what about the experiences a customer has with a sale before signing on the dotted line? We spoke with Barb Giamanco, author of The New Handshake: Sales Meets Social Media and one of the most recognized thought leaders in sales about what makes a good sales experience and how salespeople need to invest in themselves to find success.

Episode 40: Todd Handy on Outsourcing Your Sales Efforts

December 12, 2017 • 41 MIN

At some point, every company has to consider what type of a sales team they will use. Outsourcing sales can benefit companies by not only improving ROI, but by providing a core competency in something that a business might not have. We recently sat down with Todd Handy, Vice President and Managing Director of Digital Media and AdTech at MarketStar, to discuss why companies consider outsourcing.

Episode 39: Brian Burns on 5 Things That Make a Demo Great

December 7, 2017 • 28 MIN

Demos play a critical role in every sales process. Oftentimes, just being prepared to give a demo isn’t enough. Sales professionals need to be mindful of other factors besides knowing their products to have their demo be a success. Brian Burns, host of The Brutal Truth About Sales & Selling, sat down with Chad Sanderson, Managing Partner, Value Prime Solutions, to discuss five things that make a demo great.

Episode 38: David Bauders on Negotiation Training for Sellers in the Cognitive Era

December 5, 2017 • 30 MIN

Sales training has long been viewed as a necessary evil, lacking a major component to success: negotiation training. We recently interviewed David Bauders, CEO of Strategic Pricing Associates, a company that leverages analytics and training to master profit opportunity. Here’s what we learned from Bauders.

Episode 37: Jay Mays on How to "Own" a Room and Increase Your Presentation Skills

November 30, 2017 • 20 MIN

Most of us fear public speaking. That’s a problem in client-facing professions like sales, where presentation skills can make or break relationships. So why don’t more of us actively try to break out of our shells and practice what we pitch? Jay Mays, Co-Founder of Pitch Lab, thinks that a solution is rooted in stand-up comedy. We sat down with Mays to learn how his experience in stand-up comedy helped him become a better sales professional and inspire others to do the same.

Episode 36: Lavon Koerner on How Psychometric Science Prompts Prescriptive Sales

November 29, 2017 • 38 MIN

The industry of sales training has been revolutionized by the idea of prescriptive training. This industry has experienced many new developments in recent years.Oftentimes, companies are focused on sales training in order to increase their revenue. This approach has largely been the standard of the business industry for years, but recent studies are suggesting that this one-size-fits-all training approach is ineffective in regards to revenue growth. In order to understand more about this shift in sale training, we sat down to speak with LaVon Koerner, Co-Founder of Revenue Storm. LaVon has experienced this shift in mindset regarding sales training firsthand.

Episode 35: Arun Lal on How Salespeople Can Utilize AI for Content Creation

November 21, 2017 • 34 MIN

There are new tools out there to help sales reps cut down the amount of time it takes to find the right content, organize it, and put it into a pitch that is going to be compelling and move a sales cycle forward. Today’s guest is Arun Lal, cofounder and CEO at Contiq, a new startup in the bay area that’s bringing a product to market that should drastically reduce the time it takes sales reps to create content. Find a breakdown of this episode here.

Episode 34: Scott Santucci on How Sales Enablement Can Turn Your Sales Org Upside Down

November 14, 2017 • 67 MIN

Throw away your 57-step sales guidebook and keep it simple, stupid. In the most recent episode of the podcast, Chad sits down to talk to Scott Santucci, Director of The Alexander Group and founder of The Sales Enablement Society. Scott sees countless inefficiencies in many sales orgs today, but he has developed a method of simplifying the whole approach through Sales Enablement.  This interview explores what the term “Sales Enablement” means, how to keep the sales process simple, how to implement these practical tips, and how the Sales Enablement Society came to be. Find a breakdown of this episode here.

Episode 33: Julie Thomas on The Difference Between a Sales Methodology and a Sales Process

November 7, 2017 • 38 MIN

There are those out there who don’t understand the difference between a sales process, a true framework, and more tactical types of training. If you’re one of those people, you’ve come to the right place. Today we’re talking to Julie Thomas, CEO of ValueSelling Associates, about how sales methodologies fit into your organizations and how you as an individual contributor can leverage them to effectively increase your success. Julie uses an American football analogy to explain. Find a breakdown of this episode here.

Episode 32: 5 Ways to Make Your Deals Larger with Brian Burns

November 2, 2017 • 30 MIN

Sales professionals are interested in making their deals larger, increasing the revenue gains and hitting quota with fewer deals. The challenge - few know how to consistently accomplish this.  There are tactics and approaches which have proven effective and continue to be table steaks for sales professionals selling today. Podcast Blog Link: http://www.valueprimesolutions.com/5-ways-to-make-your-deals-larger FEEDBACK FORM (Free $5 Starbucks Gift Card): https://docs.google.com/forms/d/e/1FAIpQLScs9W38coICbcZsEByV2xil6JSHjkpm4_Rk3gBUIGRU6oQnbA/viewform?c=0&w=1 Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2

Episode 31: Joe Apfelbaum on How to Optimize the B2B Digital Marketing Funnel

October 31, 2017 • 36 MIN

There’s a lot of talk out there about how to understand value from the buyer’s perspective. New companies are trying to engage with prospective clients in ways that provide them value instead of just showing the value the company thinks it has. Today’s guest is Joe Apfelbaum, CEO at Ajax Union. As Joe says, “The right strategy will save you a decade,” and “energy without strategy is useless.” That’s why you need to understand exactly what the B2B digital marketing funnel is—and how to optimize it. Be sure to keep an eye out for Joe’s upcoming book Average Joe to CEO: Seven Stages to Seven Figures. Find a breakdown of this episode here.

Episode 30: Bret Rachlin on How and Why B2B Buyers Buy

October 26, 2017 • 29 MIN

The number of people talking about how B2B buyers have changed and are more informed today are legion. The question now becomes how do you understand them, how do you connect with them, and what do you need to know in order to connect with them effectively to drive revenue growth and results. Podcast Blog Link: http://www.valueprimesolutions.com/how-and-why-b2b-buyers-buy FEEDBACK FORM (Free $5 Starbucks Gift Card): https://docs.google.com/forms/d/e/1FAIpQLScs9W38coICbcZsEByV2xil6JSHjkpm4_Rk3gBUIGRU6oQnbA/viewform?c=0&w=1 Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/

Episode 29: Matt Lockhart on Business Transformation: Pitfalls, Benefits, and the Cutting Edge

October 24, 2017 • 37 MIN

Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through some sort of major organizational change. On this episode of B2B Revenue Executive Experience, we were fortunate enough to sit down with Matt Lockhart, Executive Vice President at Magenic and chat about business transformation. It’s pitfalls, it’s benefits, and why it’s so important for companies to stay on the cutting edge. You can find a breakdown of this episode here.

Episode 28: Bryan Kramer on Why the Future of Sales and Marketing Belongs to Humans—Not Robots

October 17, 2017 • 38 MIN

Lately, we’ve spent a lot of time talking to people about the future of AI. Today, we want to take a look at the other side of the coin: human to human interactions. At this point, you’ve probably heard the abbreviation “H2H,” made popular by a viral photo involving Bryan Kramer. In this episode, Bryan talks about how the idea came to him, why he wrote his books Human to Human and Shareology, and what happened that one time he interviewed Ted Turner. Find a breakdown of this episode here.

Episode 27: 5 Things Sales Managers Want From Their Teams

October 12, 2017 • 30 MIN

Sales Managers are often faced with ever-increasing challenges, only one of which is making sure the team is delivering the results the company demands. Working to understand their perspective, we are diving in to identify five key things sales reps should be aware of in order to be not only an A-player, but a valued member of the team. Podcast Blog Link: http://www.valueprimesolutions.com/5-things-sales-managers-want-from-their-teams/ FEEDBACK FORM (Free $5 Starbucks Gift Card): https://docs.google.com/forms/d/e/1FAIpQLScs9W38coICbcZsEByV2xil6JSHjkpm4_Rk3gBUIGRU6oQnbA/viewform?c=0&w=1 Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2

Episode 26: Jeff Koser on The Power of the Voice of the Customer

October 10, 2017 • 34 MIN

When you look at your best prospects and customers, they should be just as distinctive as zebras. That was the idea behind Jeff Koser’s book Selling to Zebras. Jeff noticed that the companies he was working with had the same problem, even though they thought they were unique. So he just wrote a story. It’s gone on to be wildly successful, and Jeff has now written another book called The Voice of the Customer. Listen in to hear why you shouldn’t sell without the secrets in that book. Find a breakdown of this episode here.

Episode 25: What Sales Executives Need To Hear To Improve Results

October 5, 2017 • 15 MIN

Peter Philpott is a Managing Partner with Value Prime Solutions and has been a sales executive for over 30 years, running successful teams at Kodak before becoming a sought-after sales enablement consultant. In this interview, we discuss Peter's background and dive into the three things his experience has shown him are critical for sales executives to be aware of in order to improve their results. Have a cup of coffee on us! - Complete this form and we'll send you a  $5 Starbucks gift card for your feedback! Podcast Blog Link: http://www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/

Episode 24: Gabe Larsen on The 5 Key Components of a Cadence

October 3, 2017 • 41 MIN

A lot of people are fascinated by genetic structure. This is true whether that’s literal genetic material like the human genome or more metaphorical like the DNA of a sales process. Breaking things down to their lowest level gives us a better idea of both what we’re working with and how to get the most out of it. Seeing how things function is useful for many industries, and sales is no exception. It’s one thing to initiate a process like a sales cadence. It’s quite another to understand why you’re initiating it and how the moving parts of that sales cadence actually operate. The former is pretty hit-or-miss, while the latter gives you control over your process. In this episode, Gabe Larsen, VP of Sales for InsideSales Labs, talks about the research his team has been doing to crack the genetic code of sales cadences. Find a breakdown of this episode here.

Episode 23: Leverage Your Sales Process for Differentiation with Brian Burns

September 28, 2017 • 29 MIN

Everyone is looking for ways to differentiate in sales, but often miss the one place that is closest to home, their own sales process.  Chad Sanderson and Brian Burns discuss five of the key areas of focus for sales executives and professionals to consider in order to make differentiation possible. Subscribe to the podcast or listen to the episode above as they discuss the 5 key elements sales executives must consider as they build their next generation sales teams. Podcast Blog Link: www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2

Episode 22: Jiri Marousek on How Building a Capable Internal Team Equals More Revenue

September 26, 2017 • 47 MIN

You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have. This is a viable plan of attack, but it’s not the only one. Over the last five years, we’ve seen an increase in marketing and services agencies, and they aren’t cheap—even if the services they provide are seen as critical. So today, we want to talk about how building that internal capability is not only worth the investment: it can also increase revenue. To do that, we’re talking to Jiri Marousek, Chief Marketing Officer at the AOPA (Aircraft Owners and Pilots Association). Find a breakdown of this episode here.

Episode 21: The Impact of AI on Sales and Marketing with Justin Williams

September 21, 2017 • 27 MIN

Artificial Intelligence or AI is a hot topic in sales and marketing today, but few in the field have the experience or exposure to provide a great deal of clarity.  We went outside of sales and marketing to speak with Justin Williams, founder of Tinman Kinetics, who is competing for the IBM Watson A.I. Xprize, to get a fresh perspective. From the history of AI to the current state to discussions around what B2B sales will look like in the future, the discussion starts to paint a slightly different picture than we are seeing today. Podcast Blog Link: www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Tinman Kinetics: https://tinmankinetics.com/ IBM Watson A.I. Xprize: https://ai.xprize.org/

Episode 20: Eric Berggren on Customer Value: Why Organizations Fail to Get It Right

September 19, 2017 • 37 MIN

Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business. If that’s the fundamental challenge, we’ve got to understand how customers decide to buy. Everybody talks about value, but nobody really tells you how to do it. That’s what we’re addressing in this episode with Eric Berggren, Professor of Marketing from Kellogg School of Management at Northwestern and Managing Director of Axios Partners. In Eric’s words, “Customers decide to buy based on the value they get from one product versus another. Whatever nets out to be the best value, that’s where they’re going to go.” Listen in to hear Eric explore the topic of customer value inside and out. Find a breakdown of this episode here.

Episode 19: 3 Things Sales Executives Need To Hear, But Are Ignoring with David Shatz

September 14, 2017 • 14 MIN

Sales executives face challenging jobs with ever increasing numbers, so it is no wonder it is easy to lose sight of the things which can truly increase revenue performance. David Shatz shares a powerful story from his 20+ year career and breaks down the three things he feels sales executives need to be hearing but for some reason are ignoring. www.b2brevexec.com David Shatz on LinkedIn: https://www.linkedin.com/in/davidshatz/ Chad Sanderson on LinkedIn: https://www.linkedin.com/in/chadsanderson/ Value Prime Solutions: www.valueprimesolutions.com

Episode 18: Kevin Dorsey on 3 Tips for Creating a Sales Culture that Sells

September 12, 2017 • 35 MIN

Businesses are complicated entities with a lot of moving parts, any of which are indispensable to making sure that things run smoothly and that the revenue continues to flow inward. But, there is one department that is impossible to ignore when trying to sell a product: Sales. A bit obvious perhaps, but as many can attest, developing an effective sales team can be like fumbling in the dark for a light switch that you’re only 90% sure is actually on the wall nearby. And a lot of that uncertainty is caused by the culture of the company or the sales team. How exactly do you develop a sales culture that brings in results? In this episode, Kevin Dorsey, VP of Sales Development and Enablement for SnackNation, offers a wide range of tips for creating a dynamic sales team by explaining how the salespeople at SnackNation have grown and developed a sales culture that sells.

Episode 17: Brian Burns on 5 Key Elements to Build a Next Generation Sales Team

September 7, 2017 • 27 MIN

Sales has become an increasingly dynamic profession - from AI, to the evolving use of social media, to ever more complex decision making from buyers.  As a result, team structures that used to work, will not work in the future. Brian Burns, host of The Brutal Truth About Sales & Selling, sits down with Chad Sanderson, Managing Partner, Value Prime Solutions, to discuss the five key elements sales executives need to consider as they design their next generation sales team and sales professionals must be aware of in order to succeed the next evolution of sales. Subscribe to the podcast or listen to the episode above as they discuss the 5 key elements sales executives must consider as they build their next generation sales teams. Podcast Blog Link: www.b2brevexec.com Value Prime Solutions: http://www.valueprimesolutions.com/ Chad Sanderson - LinkedIn: https://www.linkedin.com/in/chadsanderson/ Brian Burns - LinkedIn: https://www.linkedin.com/in/brianburns/ The Brutal Truth About Sales & Selling podcast: https://itunes.apple.com/us/podcast/brutal-truth-about-sales-selling/id327760868?mt=2

Episode 16: Tim Matthews on The Challenges of Demand Generation and Goal Setting

September 6, 2017 • 31 MIN

In this episode we were able to sit down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer, to unravel the mystery of how to effectively align sales and marketing and challenges related to demand generation planning and goal setting.

Episode 15: Mostafa El-Bermawy on The 4 Pillars of Effective SEO

August 29, 2017 • 36 MIN

Mostafa El-Bermawy is VP of Marketing at Workzone, but “SEO” probably belongs somewhere in his title, too. Mostafa has been doing SEO for about eight years. He’s made a lot of mistakes, but those mistakes helped him eventually settle on a formula that work very well for creating sustainable SEO. Listen in to hear Mostafa share some of his SEO formula, as well as his thoughts on marketing automation today. Find a breakdown of this episode here.

Episode 14: Daniel Miller on How to Make Your Email Marketing More Effective Immediately

August 22, 2017 • 26 MIN

Email is always a hot topic, and we all know that outreach is a critical component of effective prospecting. But just because we realize the importance of email, it doesn’t mean we’re anywhere close to using it as effectively as we can. In this episode, Chad interviews Daniel Miller, Director of Marketing for Benchmark Email, who lives and breathes the world of email marketing. He shares his best tips for what to change today in your email strategy, including segmenting your subscribers, focusing on your first emails, and injecting personality into your messaging. Find a breakdown of this episode here.

Episode 13: Audelia Boker on Sales Is Rapidly Becoming More Digital (Here’s How to Stay Ahead of the Trend)

August 15, 2017 • 36 MIN

Lots of companies are trying to map customer journeys across channels, but that may be unnecessary. The customer journey is becoming more and more digital. A few statistics illustrate the point. In the UK, eCommerce sales account for just 14% of total retail sales. In the U.S., it’s only 8%. Looking at these, you wouldn’t expect that digital is taking over, but then the narrative shifts when you look at preferences. It turns out that 40% of U.S. males between the ages of 18-34 say that they would ideally buy everything online. We can all relate to that desire for convenience. We’re also more and more demanding from digital platforms put out by service providers. 39% of us would stop engaging with a website if it takes too long to load. These statistics and more come from our guest today: Audelia Boker, VP of Marketing at Glassbox Digital. Audelia made a case for why understanding the online behaviors of your prospects and customers is more important now than ever. Find a breakdown of this episode here.

Episode 12: Alex Rosemblat on The Importance of Having a Well-Trained Sales Team

August 8, 2017 • 38 MIN

Imagine a wall. If you have an untrained sales team, and you say, “Go, go, go,” they will inevitably keep running into the wall and bouncing off. After running into the wall enough times, you have to step back and ask how to get over it. There might be a lot of ways: you might be able to bring a ladder, make a human ladder, fly over, or use a pogo stick. It’s an analogy, but for Datadog’s VP of Marketing, Alex Rosemblat, this is what training is: teaching people how to get over the walls that they run into with buyers. Find a breakdown of this episode here.

Episode 11: Cindy Kennedy on 3 Key Components of Customer Service in Sales

August 1, 2017 • 25 MIN

“The most important and most valuable service you can provide is an excellent experience.” - Cindy Kennedy, District Manager for Corus360 Customer service is a critical component to driving revenue and account expansion. In this episode, Cindy Kennedy tells us why listening, trust, and responsiveness are inseparable from sales success. Find a breakdown of this episode here.

Episode 10: Mark Kosoglow on Why Sales Reps Shouldn’t Select Their Own Accounts

July 25, 2017 • 38 MIN

“The more complex you make the sale, the less success you’re going to have. As Mark Kosoglow, VP of Sales at Outreach.io, puts it, “humans suck at making decisions.” Therefore, the way you sell has to be focused and value-driven. In this episode, Mark shares some of Outreach’s greatest successes and obstacles, as well as why revenue executives shouldn’t allow their reps to select the accounts they prospect into. Find a breakdown of this episode here.

Episode 9: Juliana Slye on The Challenges of Marketing and Selling to the Public Sector

July 18, 2017 • 47 MIN

In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything: “It’s not about me, or where I believe the market is headed. It’s really all about the customer.” At the end of the day, if the customer doesn’t want it, it’s not going to happen. “You can’t go against your DNA.” Whether personal or professional, you have to take that DNA and make that work for you. Today, she is the CEO and Chief Strategist at Government Business Results, and she says that “there is no other industry that is more challenging, more compelling, and more risk/reward laden than working within the public sector.” Listen in to hear her stories of how a normal gift in the private sector can cause a panic when sent to the public sector, as well as why she’s so passionate about the work she does. Find a breakdown of this episode here.

Episode 8: Brian Turner on Why Revenue Should Be Used as a Trailing (Although Critical) Indicator of Business Health

July 11, 2017 • 37 MIN

“Revenue should not be your leading indicator.” Come again? That’s the claim made by Brian Turner, General Manager with Slalom. Brian says that while revenue is absolutely a critical indicator of the health of your business, you run into problems when you make it the leading indicator. You solution your rate and structure around a dollar, and you can backend the most important part of the solution—the value you bring to the client. Find a breakdown of this episode here.

Episode 7: Mark Shank on What “Digital Transformation” Really Means Today

June 27, 2017 • 39 MIN

Digital transformation isn’t Mark Shank’s favorite term. Yet, he recognizes that it’s widely used, and so he uses the term to speak the language of his clients. He takes the often narrow definition of digital transformation—implementing a new system—and teaches people to work outward from that understanding to identify how everyone involved in transformation is affected. Listen in to hear Mark share tips for staying ahead of the curve in transformation based on his work with KPMG. Find a breakdown of this episode here.

Episode 6: Mike Moore on Generating Revenue in a Digital Agency

June 20, 2017 • 39 MIN

We’ve seen a lot of consolidation of digital agencies over the years, with many getting bought up by “the Big Four.” Today, independent agencies struggle (at times) creating and maintaining a sustainable pipeline. So it’s worth asking: How do those that survive work to make their revenue more predictable? In this episode Mike Moore, Partner and Chief Commercial Officer at WillowTree, covers the “real” social selling, some of his agency’s greatest hits, and why WillowTree isn’t aiming for intergalactic domination.

Episode 5: Tod Caflisch on The Minnesota Vikings Fan Experience (and Where It’s Headed)

June 13, 2017 • 36 MIN

Tod Caflisch has been in pro sports IT for almost 30 years, so he’s seen the incredible transformation in the fan experience at sports venues. In college, he used to go to Celtics games, where the crowd was all men smoking cigars and cigarettes. Halftime would come, they’d play the organ, then the basketball game would finish. That was the fan experience of the day. We’re light years from there today, with mobile integration and high-tech access control everywhere. The presentation of the game itself has changed dramatically, and everybody’s looking to up their game. Listen in as Tod, Vice President and Chief Technical Officer with the Minnesota Vikings, describes how the team is taking fan experience to a new level. You’ll also hear the number one worst thing you could do when selling to someone like Tod.

Episode 4: Mark McKinney & Steve Fedorko on “My Client Is the Devil:” How to Stop Complaining and Get a Better Perspective"

June 6, 2017 • 41 MIN

There’s never a shortage of people complaining about their clients. You can get stuck in that kind of thinking, but there is another way of looking at things. It all comes down to the way you think about yourself and your client. After all, you can’t do a great job taking care of clients until you’ve taken care of yourself. Today’s guests are Mark McKinney, VP of Client Development at Bottle Rocket Studios and Steve Fedorko, both authors of the book My Client Is the Devil (And Other Myths). They’re both psychologists who happened to work in marketing agencies, so they put their expertise together. They left academia to learn and teach how much psychology is used in business everywhere. There are a lot of books on helping clients, but not a lot on how you help yourself get better at helping clients. This is one of them.

Episode 3: Les Trachtman on Why Founders Often Make Terrible CEOs

May 29, 2017 • 27 MIN

Quite commonly, founders make terrible CEOs. They often have a difficult time segregating their personal relationships with their founding teams from the objective reality of the situation. That’s not an attack on founders: it’s hard time starting a company from scratch, and you often have to have a band of loyal followers in the beginning. The problem is that a company, once it scales, usually needs much different talent. In this episode Les Trachtman, CEO of Purview, shares from his experiences taking over the CEO role from six different founders. He also talks about his upcoming book, Don’t F*** It Up (and 31 other things a founder should never say).

Episode 2: WTH is the The B2B Revenue Executive Experience?

May 29, 2017 • 9 MIN

There are some great podcasts out there on sales enablement. They have fantastic advice on how to accomplish certain goals and strategies, as well as how emerging technology affects our work.  But there's a gap in the podcast world.  Chad Sanderson, your host, started this podcast because he wants to hear from his potential buyers about what they really care about, and how they respond to the sales process.  You're going to be hearing guests that range from the Minnesota Vikings to Adobe. This should be fun.