Dive into the complete episode list for GROW B2B FASTER. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Pub. Date
Title
Duration
27 Feb 2022
Ep 51 - Mark Wilchynski - Eliminating 'Bad Deals' and Revamping Your Company Culture for B2B Growth
01:14:01
Don't you wish you could sniff out a 'Bad Deal' before you went all in?
What’s in it for you 1. How to spot and get rid of potentially 'bad deals' – and bring more quality to the deals you’re after 2. How to build a framework for a sales organization that works 3. How clear feedback in your teams can lead to substantial growth 4. What using a reverse timeline can bring to your potential deal 5. How to successfully use LinkedIn to enhance recruiting and company reach
About Mark Mark is VP of America Sales at Zoomin Software and is an expert in solution selling, business development and enterprise software. He’s been in the game for over 13 years. Mark has a passion for driving sales teams and promoting growth for businesses.
About Zoomin Software Zoomin Software helps companies manage their technical content such as user guides, manuals, and community discussions. The company's intelligent platform ingests all your content, from manuals to API docs to support articles, and delivers it as a unified and consistent source of Product Answers. Zoomin Software has their headquarters in New York.
About the host Sammy Sammy is a former Management Consultant turned entrepreneur. He is CEO and founder of SAWOO and helps Leaders in Consulting drive Social Marketing & Sales via LinkedIn to 1. Establish Thought Leadership 2. Build meaningful relationships within their target group 3. Win leads and drive sales Get in touch with Sammy via LinkedIn or email sammy.gebele@sawoo.io
Ep 52 - Justin Welsh is cracking the LinkedIn Code: $2m revenue in 2 years, posts with 1,000s of likes & comments - and 0$ spent on marketing
00:42:53
How did Justin get to $2m in revenue in 2 years on LinkedIn, and create content that has 1,000s of likes & comments?
In today's GROW B2B FASTER episode, Justin Welsh shares with Sammy, how to get the best out of LinkedIn, and how it can help you grow your B2B business fast.
What's in it for you: 1. How to build a successful LinkedIn community as a B2B business 2. How to find your niche and create attention for your business on LinkedIn 3. How to create content that works on LinkedIn
About Justin Justin is a solopreneur and angel investor. His company Justin Welsh Media launched in 2019. He began building a brand on LinkedIn and received 21,000 followers within six months. Today, he advises entrepreneurs and develops digital products. He coaches creatives in 1:1 meetings to maximize their income and runs a private community for creatives called Audience and Income. Justin now has over 192,000 followers.
About Justin Welsh Media Justin Welsh Media offers online courses and 1:1 coachings for solopreneurs. There are three blocks that address the most challenging aspects of the path to success: Social Growth, Business Growth and Online Course Growth. The company also provides free guides for solopreneurs and creators: From choosing a profitable niche to growing on LinkedIn and making money to management software.
About the host Sammy Sammy is a former management consultant and now helps partners and managing directors in the consulting industry drive social marketing & sales via LinkedIn.
The goals of his company SAWOO: 1. Establish thought leadership 2. Build sustainable relationships with decision makers within the target group 3. Attract leads and increase sales
Justin’s solopreneur spotlight: Chris Walker from RefineLabs (https://www.linkedin.com/in/chris-walker-41597028/ ) Brendan Hufford ( https://www.linkedin.com/in/brendanhufford/ ) Eddie Shleyner ( https://www.linkedin.com/in/eshleyner/ )
21 Apr 2022
Ep 53 - Oliver Wedell: +50% growth as a $1 Billion Company - how does MongoDB pull it off?
00:44:54
There's a Reason why MongoDB Manages to Retain Growth of Over 50% as a $1 billion in annualized revenue company in the Tech Market.
Oliver Wedell, Regional VP for Central Europe at MongoDB lets Sammy in on the keys to their success in today's GROW B2B FASTER Show.
What's in it for you:
1. How being an open source company helps MongoDB accelerate growth and sell more
2. Why a focus on demand generation in B2B sales is the way to successful sales
3. Why direct sales is Mongo DB’s main way of winning clients as a B2B tech company
4. How MongoDB successfully leverages LinkedIn for their sales pipeline generation
5. How MongoDB tackles the challenges of qualifying opportunities by using MEDDIC
About Oliver Oliver is the regional vice president for Central Europe at MongoDB. He leads the Central Europe sales team and is responsible for MongoDB in Germany. There are about 20 account managers in his organization who take care of the customers in Germany. In his free time he likes running, to enjoy nature and fresh air, alongside to his busy job.
About MongoDB MongoDB is the leading modern, general purpose database platform, designed to unleash the power of software and data for developers and the applications they build. Headquartered in New York, MongoDB has more than 33,000 customers in over 100 countries. The MongoDB database platform has been downloaded over 240 million times and there have been more than 1.5 million registrations for MongoDB University courses.
About the host Sammy Sammy is a former management consultant and now helps partners and managing directors in the consulting industry drive social marketing & sales via LinkedIn.
The goals of his company SAWOO: 1. Establish thought leadership 2. Build sustainable relationships with decision makers within the target group 3. Attract leads and increase sales
Olivers' favourite business leaders: John McMahon on LinkedIn (https://www.linkedin.com/in/johnmcmahon1/) Simon Sinek on LinkedIn (https://www.linkedin.com/in/simonsinek/)
27 Apr 2022
Ep 54 - Scott Leese - 2 to 200 in Under 2 Years: How Scott Scaled Up his Sales Team by Posting on LinkedIn & Grew to 84,000 Followers and Content with 1,000s of Likes
01:26:01
How Scott scaled his sales teams from 2 to 200 in under 2 years by posting on LinkedIn – where he now has 84,000 followers and content with 1,000s of likes.
We are super happy to have LinkedIn superstar Scott on our show who talks about his journey, challenges and best practices in B2B sales with Sammy in today's GROW B2B FASTER episode.
What's in it for you:
1. How Scott scaled up his sales team on LinkedIn to 200 and established thought leadership on the platform 2. What resources helped Scott build his own community on LinkedIn 3. How to leverage LinkedIn as a B2B sales leader 4. The right timing and process to publish books for your target personas 5. How to enable your team to create reach and post valuable content on LinkedIn
About Scott Scott is CEO and founder of Scott Leese Consulting, Surf & Sales and Thursday Night Sales. Before going independent, he spent nearly 20 years building and scaling sales organizations at B2B and SaaS startups across the country. He wrote three books and is successful on LinkedIn with 84,000 followers. In his free time he likes surfing, swimming and going for walks with his dog.
About Scott Leese Consulting Scott Leese Consulting optimizes sales strategies, processes, employee quality and corporate infrastructure for its clientsmainly start-ups that are still in the early stages of their business idea. The company acts as a strategic consultant, both domestically and internationally, and has trained thousands of salespeople and sales managers.
About the host Sammy Sammy is a former management consultant and now helps partners and managing directors in the consulting industry drive social marketing & sales via LinkedIn.
The goals of his company SAWOO: 1. Establish thought leadership 2. Build sustainable relationships with decision makers within the target group 3. Attract leads and increase sales
Ep 55 - Ira Sharp - Framework: How Ira Sharp Established Himself as a B2B Industry Thought Leader while working for Phoenix Contact USA
01:08:14
How did Ira Sharp establish himself as a B2B industry Thought Leader while working for Phoenix Contact USA?
Today on our GROW B2B FASTER Show, LinkedIn Influencer Ira Sharp, Director of Product Marketing Automation at Phoenix Contact USA, shares his secret sauce for leveraging LinkedIn for maximum success: For yourself and your company!
What’s in it for you: 1. What framework Ira used to establish himself as an industry thought leader on LinkedIn 2. How to expand your network and reach on LinkedIn outside of your company contacts 3. How building thought leadership helps you attract talent 4. How to enable your employees to establish thought leadership 5. What tools can help you bring high quality to your LinkedIn content
About Ira: Ira is Director of Product Marketing Automation at Phoenix Contact USA. He has 15 years of experience as a sales and marketing team leader, brand developer, marketing strategist and IIoT thought leader. Ira is a co-founder of the "Industry 4.0 Club", which hosts talks on wide-ranging Industry 4.0 topics. Find Ira on LinkedIn: www.linkedin.com/in/irasharpjr
Ira's club "Industry 4.0 Club“: https://www.industry40club.com/ Ira's LinkedIn analytics tool for content creators: https://www.shieldapp.ai/ Ira's business book recommendations: Never Split the Difference: Negotiating As If Your Life Depended On It – Chris Voss https://amzn.to/3MgORq1 The Subtle Art of Not Giving a F*ck: A Counterintuitive Approach to Living a Good Life – Mark Manson https://amzn.to/3OqEIcr Ira's favorite business leader: Gary Vaynerchuk https://www.linkedin.com/in/garyvaynerchuk/ ------- About Phoenix Contact USA: Phoenix Contact is a global market leader based in Germany. They produce future-oriented components, systems, and solutions for electrical controls, networking, and automation. They have a worldwide network reaching across more than 100 countries, and maintain close relationships with their customers, which is essential for their shared success.
Website: https://www.phoenixcontact.com/en-us/ Industry: Energy, Infrastructure, Process, Factory Automation Company size: 20,300 Headquarters: Harrisburg, PA, United States Founded: 1981 ------- About the host Sammy: Sammy is a former management consultant and now helps SAAS companies drive active sourcing, social marketing & sales via LinkedIn.
Ep 56 - Steve Kline - First 100 Days as CRO – How Steve Planned and Started his CRO Position for Fast Impact at ENGIE Impact
01:13:06
How did Steve plan his first 100 days as the new CRO at ENGIE Impact to achieve maximum impact?
Our guest today, Steve Kline, CRO at ENGIE Impact, shares his playbook for successfully structuring your sales team with Sammy.
What's in it for you: 1. Steve’s roadmap to starting as a new CRO at ENGIE Impact 2. How to define a profile for hiring the best new talent to enhance your team 3. How to structure your sales team for maximum success 4. How your company culture influences your team 5. How to find mentors to help you and your business grow
About Steve: Steve is Chief Revenue Officer of Sustainable Resource Management at ENGIE Impact. He serves the teams that deliver value to the existing customer base, hunt for new customers and partners and build solutions. His role spans solution development, existing account management, new logo sales, development, sales operations and supporting functions in their ecosystem. Steve spends his free time with his wife and four children enjoying their local beach in the summer and nearby mountains in the winter, hunting, fishing, surfing, skiing, and running from one youth sports event to the next.
Find Steve on LinkedIn: https://www.linkedin.com/in/steveklinenyc/ Steve's company ENGIE Impact: https://www.engieimpact.com/ Steve's business book recommendations: Good to Great: Why Some Companies Make the Leap...And Others Don't – James C. Collins https://amzn.to/3xK6haC Start with Why: How Great Leaders Inspire Everyone to Take Action – Simon Sinek https://amzn.to/3vaXEo1 Steve's favorite business leaders: Jeff Weiner - https://www.linkedin.com/in/jeffweiner08/ and Peter Drucker __________ About ENGIE Impact: ENGIE Impact provides software and professional services for companies to reduce their energy consumption, move to a greener environment within their business, so buying energy from renewable energy resources.
Website: https://www.engieimpact.com/ Industry: Energy, Energy Management, Energy Storage, Sustainability Company size: 5000 Headquarters: West Coast, Western US Founded: 1995 __________ About the host Sammy: Sammy is a former management consultant and now helps partners and managing directors in the consulting industry drive social marketing & sales via LinkedIn.
Get in touch with Sammy: sammy.gebele@sawoo.io LinkedIn: https://www.linkedin.com/in/sammygebele/ __________ Episode is sponsored by Sammy’s company SAWOO. Follow SAWOO on LinkedIn: https://www.linkedin.com/company/sawoo/ Visit www.sawoo.io for more information. __________ Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
18 May 2022
Ep 57 - Monika den Os - Monika's Secret Sauce to Finding Great Content & How She Uses it to Generate Leads
00:56:30
How does Monika create & leverage her key content to drive growth at Bizzdesign?
In today's episode, Monika shares her secret sauce to driving sales, building community, and generating the most valuable leads for her company Bizzdesign with Sammy.
What's in it for you: 1. How Monika creates her key content piece for the whole year 2. Monika’s best kept secret to driving valuable leads 3. How Bizzdesign’s community program helps them drive sales 4. How Bizzdesign leverages LinkedIn to get laser focus on their target audience 5. Why connecting the work of your marketing & sales teams will ensure meeting pipeline goals
About Monika: Monika is CMO at Bizzdesign. Her main role is to make sure that the company is becoming successful and that it can meet its revenue targets. This includes defining new audiences and helping their sales force acquire their collaboration companies. Monika's favorite things to keep body and mind fit and sharp are yoga and running.
Find Monika on LinkedIn: https://www.linkedin.com/in/monikadenos/ Monika‘s business book recommendations: Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. – Brené Brown https://amzn.to/3Mtn4To Radical Focus: Achieving Your Most Important Goals with Objectives and Key Results (Empowered Teams) - Christina R. Wodtke https://amzn.to/3vlWW7t Monika‘s favorite business leaders: Chris Walker – https://www.linkedin.com/in/chriswalker171/ Seth Godin – https://www.linkedin.com/in/sethgodin/ Episode with Chris Detzel –https://bit.ly/3ws0lRj __________ About Bizzdesign: Bizzdesign is the trusted global SaaS Enterprise Architecture platform and recognized as a leader by major analyst firms. They help the world’s leading public and private organizations guarantee the success of investment prioritization, transformation initiatives, and risk management. Bizzdesign helps architects and executives to see a full multi-dimensional picture, find and design the right path and execute with confidence to their targeted future. Success should not be a matter of hope. It should be by design.
Website: http://www.bizzdesign.com/
Industry: Architecture, B2B, Collaboration, Compliance, Enterprise Software, Innovation Management, IT Management, Risk Management Company size: 250 Headquarters: Enschede, Overijssel, The Netherlands Founded: 2000 __________ About the host Sammy: Sammy is a former management consultant and now helps SAAS companies to: 1. Establish thought leadership 2. Build sustainable relationships with decision makers within the target group 3. Attract leads and increase sales
Get in touch with Sammy: sammy.gebele@sawoo.io LinkedIn: https://www.linkedin.com/in/sammygebele/ __________ Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, and many more.
25 May 2022
Ep 58 - Steve Baumgartner - 30% Growth Each Year: How Steve Sets up B2B Enterprise Sales Processes & Leverages Channel Sales for Maximum Success at inriver
01:15:33
How does inriver set up their sales machine and drive a steady 30% growth each year?
Steve shares his vast knowledge on the most efficient and valuable B2B sales secrets with Sammy in today's episode.
What's in it for you:
1. How to set up B2B enterprise sales processes with your sales teams to keep clients engaged
2. How sales works with partner teams and marketing for effective channel management
3. How inriver uses sales enablement content to drive customer growth
4. Steve’s take on different sales methodologies in B2B for for enterprise complex sales
About Steve: Steve is SVP Global Sales & Account Management at inriver. He is responsible for direct sales, sales development, Revenue Operations, Sales Engineering, and Account Management and retention across North America and EMEA. In over 20 years of professional experience, he is a highly skilled executive and strategic planner in helping companies develop and execute their client strategies. Steve builds and leads teams in sales, marketing, customer management and business development. To clear his head, he is passionate about fly fishing.
Find Steve on LinkedIn: https://www.linkedin.com/in/stevencbaumgartner/ Steve's company inriver: https://www.inriver.com/ Steve‘s business book recommendations: Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. – Todd Caponi https://amzn.to/3shTFE4 __________
About inriver: Inriver empowers organizations to deliver revenue-driving product information at every touchpoint. Inriver’s Digital-first PIM™ enables organizations to bring compelling product stories to life for highly customized purchases, obtain actionable guidance on what influences buying decisions, and then quickly adapt to put insights into action. Inriver helps B2B and B2C organizations turn product information into strategic assets to drive revenue for over 1,600 brands and 700 customers globally.
Website: https://www.inriver.com/ Industry: E-Commerce, Information Services, SaaS, Software Company size: 300 Headquarters: Malmö, Sweden Founded: 2007 __________
About the host Sammy: Sammy helps you to 1. Build your community of big whale clients 2. Win employees 3. Drive B2B sales
Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
Ep 59 - Shannon Katschilo - Making Sales Fun: How Shannon Wins Leads on an Executive Level & Grows a Strong Sales Team for Zoomin Software
01:00:43
Value without trust won't win you leads. But how do you add one to the other?
On today's GROW B2B FASTER episode, Shannon Katschilo, VP of strategic sales at Zoomin Software, chats with Sammy about ways to make winning leads more fun for everyone involved.
What’s in it for you: 1. How putting the fun back in sales helps you build trust and up your sales game 2. Why impersonal ‘spray and pray’ tactics are not the way to go 3. Shannan’s magic bullet for winning leads on an executive level 4. How to identify the “closers” in B2B sales 5. How to win key people for your B2B sales team in strong competition
About Shannon: Shannon is Vice President of Strategic Sales at Zoomin Software. She represents a group of individuals within the sales organization, that are working with the largest organizations globally to solve high level pains within the organization.To keep body and mind fit and sharp she meditates every morning with a calm app.
Find Shannon on LinkedIn: https://www.linkedin.com/in/skatschilo/ Shannon's company Zoomin Software: https://www.zoominsoftware.com/ Shannon’s business book recommendation: Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets – Al Ramadan, Dave Peterson, Christopher Lochhead, Kevin Maney https://amzn.to/3MzAHRx Shannon's favorite business leader: Adam Grant - https://www.linkedin.com/in/adammgrant/ __________
About Zoomin Software Zoomin Software helps companies manage their technical content such as user guides, manuals, and community discussions. The company's intelligent platform ingests all your content, from manuals to API docs to support articles, and delivers it as a unified and consistent source of Product Answers. Zoomin Software has their headquarters in New York.
Website: https://www.zoominsoftware.com/ Industry: Business Information Systems, Content, Knowledge Management, Publishing, Software Headquarters: New York, United States Founded: 2015 __________
About the host Sammy: Sammy helps you to: 1. Build your community of big whale clients 2. Win employees 3. Drive B2B sales
Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
Ep 60 - How Can You Leverage Your Own Podcast to Win Clients? - Sammy Gebele on Peers over Beers with Chris Detzel
00:38:26
Creating connections + Giving value = Community-led growth
Today, our host Sammy shares how he grows community by creating connections & giving value back to his network.
You'll learn:
1. How to leverage a podcast show to drive growth and create content 2. How Sammy builds communities 3. What KPIs to use to track community growth success 4. Why meetups work for building strong connections
About Chris: Chris is a versatile Digital Community Strategist with several years of experience. He is responsible for leading the development and execution of community engagement programs, creating compelling content for customer communities at his company Reltio, and acts as the voice of the customer. He believes that data should drive decisions, as it is the key element of any long-term successful strategy.
Find Chris on LinkedIn: https://www.linkedin.com/in/chrisdetzel/ __________
About the Peers Over Beers Podcast: A fun and straight shooting podcast for enterprise community leaders / managers and digital savvy professionals. With easy and natural inquisitive banter, Chris tackles hard issues community leaders and managers face in their day-to-day: They discuss everything community, from starting new communities, digitally transforming enterprise culture, moderation, over globalization techniques.
Website: https://www.peersoverbeers.com/
__________
About Sammy: Sammy helps you to: 1. Build your community of big whale clients 2. Win employees 3. Drive B2B sales
Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/
Ep 61 - Bill Staikos - Building Successful Communities & Leveraging Thought Leadership for B2B Growth
01:19:00
How can you build active communities as a B2B company?
Bill Staikos, Senior VP at Medallia, talks to Sammy about his experience in community building, what leverages Medallia's community, and how his personal brand on LinkedIn plays into it.
What's in it for you: 1. Why and how Medallia invests in their client led community & community events to drive growth 2. How B2B companies can start building active communities 3. Who to hire to be successful with community building 4. How Bill sets his focus for content topics for thought leadership 5. Bills framework to create content consistently on LinkedIn
About Bill: Bill is Senior Vice President, Evangelist and Head of Community Engagement at Medallia. He provides expertise in CX Strategy and CX & Contact Center Tech Stack. His areas of experience also include research & insights, data & analytics, transformation, journey analytics & orchestration, metaverse, artificial intelligence and machine learning – to make better decisions around customers, employees and building a customer-centric culture. Bill loves playing Legos with his kids. On most days, he meditates at his desk for 10 minutes before starting work.
Find Bill on LinkedIn: https://www.linkedin.com/in/becustomerled/
Bill's business book recommendations: On the Road: the Original Scroll – Jack Kerouac https://amzn.to/3yDHoft Experience Economy, With a New Preface by the Authors: Competing for Customer Time, Attention, and Money – B. Joseph Pine, James H. Gilmore https://amzn.to/3O5pHLM The Wallet Allocation Rule: Winning the Battle for Share - Timothy L. Keiningham https://amzn.to/3RvY69f The Grid: The Master Model Behind Business Success - Matt Watkinson https://amzn.to/3cfDbHt The Snowball: Warren Buffett and the Business of Life - Alice Schroeder https://amzn.to/3AOMLLv
Bill's favorite business leaders: Jack Welch – https://www.linkedin.com/in/johnfwelch/ Fred Reichheld – https://www.linkedin.com/in/fredreichheld/ Joe Pine – https://www.linkedin.com/in/joepine/ Justin Welsh – https://www.linkedin.com/in/justinwelsh/ Dennis Geelen – https://www.linkedin.com/in/dennis-geelen-5a95703/
Our GROW B2B FASTER episode with Justin Welsh: https://podcast.sawoo.io/1166228/10418104-ep-52-justin-welsh-is-cracking-the-linkedin-code-2m-revenue-in-2-years-posts-with-1-000s-of-likes-comments-and-0-spent-on-marketing __________ About Medallia: Medallia offers a SaaS platform focused on customer experience management. The award-winning Medallia Experience Cloud leads the market in understanding and managing customer, employee and citizen experiences. Using Medallia Experience Cloud, customers can reduce churn, convert disengaged customers into promoters and buyers, create cross-sell and up-sell opportunities on the fly, and make revenue-generating business decisions that provide a clear and strong return on investment.
Website: https://www.medallia.com/ Industry: Software development Company size: 2000 Headquarters: San Francisco, California, United States Founded: 2001 __________ About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Get in touch with Sammy: https://www.linkedin.com/in/sammygebele/ __________ Past show guests: Justin Welsh, Ian Koniak, and many more.
04 Aug 2022
Ep 62 - Bill Glenn - 40% Growth Each Year: Why Social Media is a Growth Accelerator for ExtraHop
01:13:33
How can you use social media to win leads, grow your B2B business and support sales?
Bill Glenn, VP of Marketing at ExtraHop, has answers – and shares them with Sammy in today's GROW B2B FASTER episode.
What's in it for you:
1. Why social media plays a critical role for ExtraHop’s marketing and sales 2. What role communities and in-person events play for ExtraHop’s marketing 3. Why building in-house influencers is a win for the company 4. How to use use cases to win clients in B2B 5. How ExtraHop supports their channel partners with marketing
About Bill: Bill is a growth-minded, passionate B2B marketer with over 20 years of experience working with leading software-as-a-service (SaaS) technology providers. For the last 5 years, Bill has led the growth marketing function globally at ExtraHop, serving as the VP, Worldwide Demand. Previously, Bill has led the marketing teams at high-growth startups including: Rightside, Socrata and TalentWise. As a servant leader, Bill thrives when building and developing teams as well as mentoring professionals early in their careers. Bill and his family have lived in Seattle for 20 years and enjoy all things outdoors - especially hiking, boating and SUP'ing.
Find Bill on LinkedIn: https://www.linkedin.com/in/williamwglenn/ Bill's business book recommendations: Dare to Lead: Brave Work. Tough Conversations. Whole Hearts. - Brené Brown https://amzn.to/3n7KwuV Play Bigger: How Rebels and Innovators Create New Categories and Dominate Markets – Al Ramadan https://amzn.to/3OU2yg9 Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant – W. Chan Kim https://amzn.to/3I2LRfX
Bill's favorite business leaders: Brené Brown – https://www.linkedin.com/in/brenebrown/ Victoria (Vikki) Taylor – https://www.linkedin.com/in/victoriatayluk/ Mandy McEwen - Mod Girl Marketing – https://www.linkedin.com/in/mandymcewen/ Mandy's business Luminetics – https://www.luminetics.io/home __________
About ExtraHop: ExtraHop is on a mission to stop advanced threats with security that can’t be undermined, outsmarted, or compromised. Their dynamic cyber defense platform, Reveal(x) 360, uses cloud-scale AI to help enterprises detect and respond to advanced threats – before they compromise your business. With complete visibility from ExtraHop, enterprises can detect intrusions, hunt threats, and investigate incidents with confidence. When you don’t have to choose between protecting your business and moving it forward, that’s security uncompromised.
Website: https://www.extrahop.com/ Industry: Computer and network security Company size: 1000 Headquarters: Seattle, Washington Founded: 2007 __________
Sammy helps you to: 1. Build your community of big whale clients 2. Win employees 3. Drive B2B sales
Get in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/ __________
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
11 Aug 2022
Ep 63 - Massimo Pernicone - Driving Growth & Fueling Sales with the Right Sales Tools
00:49:11
Technology can bring the best out of you as a salesperson – If you let it.
Today, our host Sammy is talking to Massimo Pernicone, Director at BTS, about how sales tools can help your B2B business grow.
You'll learn:
1. What problems companies face when introducing new tech for salespeople 2. How to get your salespeople on board when adopting new sales tools 3. What mistakes to be aware of when introducing new tools & how to avoid them 4. How to choose the right sales tool for your company needs 5. What to look out for when looking for a consulting company to help you implement your tools
About Massimo: Massimo is Director at BTS Madrid, with 10+ years of experience in Sales & Marketing, Innovation and Leadership. He works with corporations to help their people execute on the strategy and transform the way they sell and innovate. Massimo is an avid traveler and loves to play sports and fitness.
About BTS: BTS is a global professional services firm that partners with clients to enable strategy execution. They provide the skills, tools, and knowledge, so people understand how their daily work impacts business results. They are experts in behavior change, care deeply about delivering results, and inspire people to do the best work of their lives. It’s strategy made personal.
Website: https://bts.com/ Industry: Business consulting and business services Company size: over 1,000 Headquarters: Stockholm, Sweden Founded: 1986 __________
About the host Sammy: Sammy helps you to: 1. Build your community of big whale clients 2. Win employees 3. Drive B2B sales
1. Why marketing doesn’t stop after winning a customer 2. How Quinyx uses an annual community event to build thought leadership and create content 3. Best practices for setting up a successful community event 4. How Quinyx uses their "Customer Happiness Survey" to build strong client relationships and get valuable feedback 5. Why LinkedIn is the most important social media channel for your B2B business and how to leverage it successfully
About Johanna: Johanna is CMO at Quinyx and Top 50 Women in SaaS. She leads a team of professionals who are reshaping and defining the future of workforce management and B2B SaaS. Her main focus is on growth and innovation strategy development and execution, go-to-market strategies, internationalization and data-driven business analytics. She spends a lot of time with her two- and five-year-old son and tries to exercise in any way she can, whether it's trail running or yoga, working out or just dancing with the kids.
About Quinyx: Quinyx is a leading cloud-based workforce management software that provides AI-powered technology to simplify resource-intensive workforce planning in the areas of rostering, time tracking, communication, task management, budgeting and forecasting. Through advanced and flexible features, Quinyx helps more than 850 companies around the world stay compliant, improve efficiency, reduce labor costs, and engage employees.
Website: https://www.quinyx.com/ Industry: Software engineering Company size: 400 Headquarters: Sweden, Stockholm Founded: 2005 __________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
29 Sep 2022
Ep 65 - Carrie Kelly - How to Influence Your Whole Sales Pipeline with Marketing
01:05:34
Take a guess.
Who is the most important stakeholder in your marketing strategy?
The answer is simple — it’s your customers!
In today’s episode, Carrie Kelly, Chief Marketing Officer at Cyderes, explains how getting close to your customers will help you execute effective marketing interventions that really influence your sales pipeline.
You’ll learn:
1. How to influence the sales pipeline with marketing 2. Which metrics you should track to measure the impact of your marketing strategy 3. Which content pillars work best for your sales pipeline and tips for creating them 4. The power that in-person events and unique experiences can hold for your business 5. Why your company should have an analyst relations strategy
About Carrie: Carrie is Chief Marketing Officer at Cyderes. She has spent 20+ years in B2B software, tech and cybersecurity marketing roles, building expertise across product marketing, revenue and lifecycle marketing, brand strategy, content, and operations. As a marketing executive, she's driven to build and cultivate a thriving organization based on functional expertise, data & intelligence, and cross-functional collaboration. To keep her mind and body sharp, Carrie works out four times a week at 5:30 in the morning with a small fitness group that she has been working with for almost 15 years.
About Cyderes: Cyderes is a global cybersecurity powerhouse offering comprehensive solutions around managed security, identity and access management, and professional services. The company provides the people, processes, and technology modern enterprises rely on to manage risk, maintain compliance, and respond to security threats with greater speed, scale, and cost-efficiency than traditional in-house solutions. Cyderes has six security operations centers and three offices across the United States, Canada, the United Kingdom and India.
Website: https://www.cyderes.com/ Industry: Computer, Network Security, Security Company size: 800 Headquarters: Kansas City, Missouri, United States Founded: 2017 __________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
13 Oct 2022
Ep 66 - Shawn Green - How B2B Partnerships Create an Ecosystem of Value for Your Business
01:15:32
When should you start building a B2B partnership ecosystem?
Immediately!
According to Shawn Green, Go-To-Market Advisor at Upflow and Chassi, there isn’t a better time to start finding key partners than the present.
In today’s episode with Sammy, he explains how building a partner ecosystem from the start helps you score those crucial first customers for your startup.
You’ll learn:
1. The right time to start building a partner ecosystem. 2. Shawn’s advice to anyone who wants to start a partnership program. 3. The 3 stages of CEO involvement in a growing startup. 4. The main characteristics of a successful CEO. 5. How to set up and utilize a customer advisory board to determine product-market-fit.
About Shawn: Accomplished SVP/Chief Revenue Officer in the SaaS Cloud space with experience in all phases of a company's lifecycle – Startup to Publicly Traded companies. Product sets are ERP, CRM, PSA, Fintech, Marketing insights, and data platform technologies. I have a proven track record of developing and implementing successful sales initiatives leading sales organizations through their cloud journey, yielding over $1.800 Billion in ARR, acquiring 300 Fortune 500 companies, and managing over 1,000 account executives and managers over the last 15 years with multiple companies.
About Upflow: Upflow is an SDN, multi-tenant AR platform that enables merchants to optimize cash collection, lowering DSO through analytics, collaborative workflows, and various payment methods. The outcomes for our merchants are predictable cash flow, modeling, and extended cash runway.
Website: https://upflow.io/ Industry: Financial Services, B2B and Fintech Company size: 100 Headquarters: New York, United States Founded: 2018
About Chassi: CHASSI tech helps Netsuite customers control their cash flow by showing real-time how they perform Q2C and understanding the sticking points contributing to lagging DSO "Days Sales Outstanding."
She chats with Sammy about her approach to building successful go-to-market strategies, and aligning teams to one goal.
Here are 5 things you'll learn today:
1. How start-ups succeed in the Seed Stage with founder led sales 2. Whom to hire while scaling from Seed Stage to Series B 3. Best practice hiring processes to identify the right fit in a new sales development rep 4. How to achieve a 30% conversion rate through webinars and podcasts 5. What metrics Michelle uses to track Minot Light Consulting’s success, and unifies her team around revenue
About Michelle: Over the last 10+ years, Michelle has spent her time at early-stage start-ups like Datadog, Drift, and Dooly, building sales and GTM functions from the ground up. She enjoys building in the rapid-growth sales SaaS world, and watching the organizations succeed, whether it's another round of funding or IPO. Over that time, she has built teams from 3 – 100, and grown revenue from $200K – $55M+. She enjoys taking the time to understand the GTM motion and putting the right processes in place from the top of the funnel down to Customer Success and Account Management, once the deals are closed.
About Minot Light Consulting: Minot Light Consulting has great expertise in building GTM strategies for start-up and early stage companies to have efficient growth. Modern Go-to-market teams need a transformation from siloed Sales, Marketing and Customer Success teams to one team united around revenue. With their 30+ years of combined experience working across all parts of rapidly scaling early stage companies, Minot Light Consulting has the answers to grow revenue faster and build strong teams and operating strategies.
Website: https://www.minotlightconsulting.com/ Industry: Business consulting and corporate services Company size: 10 Headquarters: Boston, MA Founded: 2022 __________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Past guests on the GROW B2B FASTER show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
10 Nov 2022
Ep 69 - Pim Geurts - How to Build Your Own B2B Community
01:03:58
The secret to B2B sales success?
Promotional one-way communication won’t cut it with today’s ad-exhausted B2B customer.
Instead, you need to start building and nurturing long-term, meaningful relationships.
Find out how in today’s episode with Pim Geurts, Global Director of Strategic Alliances at o9 Solutions and our host, Sammy.
You’ll learn:
1. What a B2B community is according to Pim 2. How to build your own B2B community 3. How to get your community members involved 4. The value of B2B communities 5. How to translate online communities to the offline world
About Pim: Pim is currently working as Director of Strategic Alliances at o9 Solutions where he helps strengthen the company's partner landscape to facilitate the rapid growth of o9. In his previous role, he set up the global aim10x community for digital transformation leaders in planning and decision-making.
Find Pim on LinkedIn: https://www.linkedin.com/in/pimgeurts/ Pim's business book recommendation: The Power of Habit: Why We Do What We Do, and How to Change - Charles Duhigg https://amzn.to/3V9K52M Pim's favorite business leaders: Elon Musk and Steve Jobs __________
About o9 Solutions: The o9 Digital Brain is a game-changing planning platform helping global companies across industries transform their supply chain, commercial, finance, and sustainability decision-making for digital age volatility and complexity.
Website: https://o9solutions.com/ Industry: Analytics, Digital Media, Enterprise Software, SaaS Company size: 2000+ Headquarters: Dallas, Texas Founded: 2009
__________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
03 Nov 2022
Ep 68 - Johannes Füß - 300% Wachstum in 1,5 Jahren: Das Erfolgsrezept der B2B Sales-Organisation von EGYM Wellpass
01:23:28
Wie hat EGYM Wellpass mit ihrer B2B-Sales Mannschaft in 1,5 Jahren 300% Wachstum gemeistert?
EGYM Wellpass' Sales-Organisation ist von 20 auf 100 Mitarbeiter gewachsen – und das trotz der unsicheren Aussicht in der Fitnessbranche während der Pandemie.
Heute teilt Johannes Füß, Vice President Sales bei EGYM Wellpass, seine Erfahrungen, Best Practices und Erfolge mit Sammy.
Das erwartet Dich:
1. Auf welche Erfolgsschlüssel das B2B Sales-Team von EGYM Wellpass setzt 2. Wie EGYM Wellpass ihre Sales-Methoden im Team & Salesforce verankert, um guten Forecast sicherzustellen 3. Welche Herausforderungen EGYM Wellpass im Spagat zwischen SME- und Enterprise-Sales meistert 4. Wie Storytelling & Fakten zu erfolgreichen Pitches in Deutschland beitragen 5. Wie EGYM Wellpass über Webinare mit Bestandskundeneinbindung neue Kunden gewinnt
Über Johannes: Johannes ist Vice President Sales bei EGYM Wellpass. In enger Zusammenarbeit mit sieben hauseigenen Vertriebsteams treibt er den Ausbau ihrer Marktpositionierung voran. Er ist Diplom-Betriebswirt und blickt auf mehr als ein Jahrzehnt der Kundenbetreuung zurück. Johannes ist passionierter Läufer, kommt bei Meditation zur Ruhe, hat aber auch Spaß am Lesen und liebt Podcasts.
Über EGYM Wellpass: Mit Firmenfitness von EGYM Wellpass halten sich Mitarbeitende und Mitglieder in mehr als 6.000 hochwertigen Sport- und Gesundheitseinrichtungen in ganz Deutschland und Österreich fit oder trainieren mit dem stets wachsenden Angebot an Online Kursen wann und wo sie möchten. Über eine eigene EGYM-Cloud ihrer App haben Trainer und Mitglieder Zugriff zu ihren Daten. Egal ob Fitness, Schwimmen, Yoga, Klettern oder vieles mehr - hier findet jeder sein persönliches Programm.
Über den Host Sammy: Sammy und SAWOO ermöglichen es Dir, Recruiting & Employer Branding über Deine Hiring Manager auf LinkedIn voranzutreiben.
Wir unterstützen Dich bei: 1. Beschleunigung von Stellenbesetzung 2. Reduzierung von Einstellungskosten 3. Entwicklung eines authentischen Employer Branding 4. Entwicklung eines Talentpools, auf den Sie jederzeit zugreifen können
1. The advantage of being a consultant first and then moving into enterprise sales 2. How Christian leverages his consulting skills to drive sales 3. Why you should consider inviting UX researchers into your sales meetings 4. How the energy crisis is affecting the adoption and sales of electric vehicles
About Christian: Christian is Director of Enterprise Sales at Monta, helping large partners & customers find the right angle to electric vehicle charging. Prior to Monta, he spent most of his career as a Management Consultant focused on the energy transition before moving into a more operational role in eMobility together with E.ON, one of Europe's largest utility companies.
About Monta: Monta is the operating platform powering the electric vehicle (EV) charging ecosystem serving drivers, companies, cities, and the electricity grid. With Monta you can launch, manage, and scale all your EV needs and operation with one integrated software built to EV better. We believe that accelerating and democratising the adoption of EV technology is key to fostering the sustainable future we so desperately need.
Website: https://monta.com/ Industry: IT-Services und IT-Consulting Company size: 200 Headquarters: Copenhagen, Denmark Founded: 2020
__________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
23 Nov 2022
Shortcast: How to Grow Your Business Using a 4-Part Content Marketing Framework – with Brendan Hufford
00:09:42
Is content marketing dead?
These days, many businesses pump all their marketing budget into running ads.
But are they getting better results than they would with organic growth strategies?
In today’s shortcast-episode, Brendan Hufford, Founder at Growth Sprints, chats to Sammy about misconceptions in B2B marketing and how he grows SaaS companies using his 4-part content marketing framework.
You’ll learn:
1. Brendan's 4-part content marketing framework that sees the most success 2. What B2B Leaders should stop doing to grow their business 3. The 2 biggest misconceptions about B2B content marketing
About Brendan: Getting results via his 4-part SaaS growth framework is what Brendan does. Having led and scaled growth teams at two agencies, most of the clients Brendan worked with didn’t want (or need) a 6-12 month marketing engagements. He knew there was a better way, so he created his service.
About Growth Sprints: Growth Sprints helps to take SaaS companies from $10M to $100M ARR. Using their SaaS Growth Sprint Framework, they help SaaS companies increase revenue from Google through short, focused marketing sprints.
Website: https://growthsprints.co/ Industry: SaaS, SaaS growth und SaaS marketing Company size: 2 Headquarters: Chicago, USA Founded: 2021
__________
About the host Sammy: Sammy and SAWOO enable you to drive recruiting & employer branding via your hiring managers on LinkedIn.
We can help you: - Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand - Create a Talent Pool that you can tap into any time
1. Why and how Buynomics successfully went after the biggest possible enterprise customer as a seed stage startup 2. How Buynomics closed a €13MM Series A investment with a top U.S. VC in the current tough market environment 3. The Buynomics playbook to leverage webinars to drive marketing and thought leadership
About Sebastian: Before starting Buynomics, Sebastian was a Director with Simon-Kucher & Partners where he helped leading international companies improve their pricing and product offering. Sebastian holds a PhD in Physics from the University of Heidelberg and Masters degrees in Physics and Economics.
About Buynomics: Imagine knowing customers’ preferences without tedious analyses, complex spreadsheets, or unreliable focus groups. Buynomics’ AI transforms all your data into Virtual Customers that mimic the buying decisions of real customers with unmatched precision. Use these instant and accurate consumer insights as the single source of truth to make decisions on price, promotion, product, portfolio, trade terms, channel & portfolio mix. Our holistic approach uncovers links between critical revenue levers and provides recommendations for best results - your key to profitable and sustainable decisions.
Website: https://www.buynomics.com/ Industry: Machine Learning, SaaS, Software Company size: 50+ Headquarters: Cologne, North Rhine-Westphalia, Germany Founded: 2018 __________
About the host Sammy: Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.
Past guests on the GROW B2B FASTER show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
02 Feb 2023
Ep 72 - Rodolfo Yiu - How Recharge's Head of Demand Generation Successfully Drives Pipeline for the Company
00:49:15
Driving demand for your company at every stage of your marketing funnel?
Rodolfo shares how they do it at Recharge.
In today's episode, Rodolfo Yiu, Head of Demand Generation at Recharge shares with Sammy, how he and his team keep their pipeline healthy and full.
You’ll learn:
1. How Rodolfo drives demand on top, middle and bottom of funnel for Recharge 2. How Recharge is distributing its demand gen investments in paid search as a market leader 3. Why Rodolfo still regularly listens in on his team's sales calls
About Rodolfo: Rodolfo is a B2B SaaS marketing leader located in San Francisco, currently working at Recharge as Head of DG, a leading subscription solution for DTC brands. He is passionate about building and developing marketing teams to solve business problems by partnering with GTM teams. He was previously at Okta and a number of startups.
About Recharge: Recharge is the leading subscription payments solution, helping ecommerce merchants of all sizes launch and scale subscription offerings. Recharge’s subscription billing and payment management solutions are designed to help merchants grow by increasing revenue and customer lifetime value while reducing operating costs and churn.
Website: https://rechargepayments.com/ Industry: E-Commerce, Mobile Payments, Software, Subscription Service Company size: 500+ Headquarters: Santa Monica, California, United States Founded: 2014 __________
About the host Sammy: Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.
Past guests on the GROW B2B FASTER show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
24 Oct 2023
Ep 73 - Joerg Klueckmann - The Courage to be Different: Why You Need More Creativity in Your Data-Driven Marketing Strategy
00:47:09
Has data-driven marketing killed creativity?
In this interview, the Head of Marketing at Finastra, Joerg Klueckmann chats with Sammy about the importance of creative freedom in marketing, why companies must dare to be different, how to acquire budget for outside-the-box initiatives, and much more.
You’ll learn:
1. Why creativity must make a comeback if we're to avoid repetitiveness and mundanity in marketing 2. How to ensure ROI on your marketing investments while leaving room for experimenting 3. How Joerg allocates marketing budget to differentiating initiatives 4. Why Finastra built their own video streaming channel Finastra TV 5. Which KPIs to measure to report proof of value for outside-the-box initiatives
__________
About Joerg: With more than 20 years of leadership experience, Joerg transformed global marketing organizations across the B2B software industry. He has led teams to become integrated, high performing and digital first. Joerg believes in focus, simplicity, and the courage to be different. He enjoys a good espresso and rides his mountain bike with passion. His superpower is endless positivity.
About Finastra: Formed in 2017 by the integration of Misys and D+H under Vista Equity Partners, Finastra enables the financial services world to deliver the future of banking. Applications that power financial institutions, marketplaces that accelerate industry & an open innovation platform for banks, fintechs & non-banks to connect and collaborate. Finastra delivers this vitally important technology to financial institutions of all sizes across the globe, including 90 of the world’s top 100 banks.
Website: https://www.finastra.com/ Industry: Financial Services Company size: 5,001-10,000 employees Headquarters: Paddington, London Founded: 2017
__________
About the host Sammy: Sammy and SAWOO enable you to become a thought leader and win leads directly through your own podcast & great content on LinkedIn.
Past guests on the GROW B2B FASTER Show include: Justin Welsh, Ian Koniak, Jamal Reimer, Mike Troiano, John Kaplan, Greg Alexander, and many more.
18 Dec 2020
Ep 04 - Dieter Schneiderbauer - Recession & Management Advice - How do I navigate my consulting agency through the recession? (in German)
00:53:05
*This is a German episode*
"That's in it for you":
1. How will the recession affect management consultancies in the short and medium-term?
2. How do I optimally navigate my advice through the crisis?
3. How do I use the manpower that has become free most effectively?
The recession caught many management consultancies off guard. Some of the sales have slumped overnight and the outlook for the coming months looks bleak. Now it is important, as the boss/partner of a consultancy, to set the right course in order to get through the crisis optimally.
Get tips and insights from Dieter Schneiderbauer | formerly VP at Booz & Company + Member of the Executive Board for Central Europe and now entrepreneur with XLCIRCLE
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
04 Nov 2020
Ep 01 - Logan Lyles - How to start your own B2B podcast & win leads through it
00:55:29
"That's in it for you":
05:25 - How Sweet Fish Media got into podcasting
12:45 - How do you get in touch with potential podcast guests and convince them to come on the podcast
15:35 - How to brand your podcast
17:35 - Why weekly podcasts are more successful than less frequent ones
22:06 - Batch production of podcast episodes to overcome the difficulty of weekly podcasting
23:54 - The creative process behind podcasting to find new topics every week
31:14 - How to turn podcast guests into potential leads
37:41 - Why giving your guest time to shine in your episode improves your quality as a podcast
39:46 - LinkedIn as the best platform to promote and distribute your podcast
49:07 - Logans recommendations on a software toolkit and gadgets for starting a podcast
Learn from Logan, Co-Host of B2B Growth, a B2B podcast with 3.5 million downloads and over 1,600 episodes on how to get started and run your own successful B2B podcast.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
18 Nov 2020
Ep 03 - Juntae DeLane & Laura Flemming Schulte - How webinars can replace your B2B events
01:02:58
That's in it for you:
1. How to adapt your event program for a webinar format
2. How to select, engage & leverage webinar speakers
3. How to execute a webinar from a to z
In-person events are impossible in times of Covid-19.
B2B Business leaders must find ways to pivot to 100% digital ways of engaging with customers.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
17 Nov 2020
Ep 02 - Thomas Ebrahim - Hands-on tips for B2B sales calls in times of crisis (in German)
00:45:04
*This is a German episode*
"That’s in it for you": 1. Aim of a B2B conversation with potential new customers in times of “Corona” - what do we want to achieve?
2. Psychological basics of (video) telephoning with potential new customers. Voice guidance, customer types according to the 4-colour theory, is it better to sit, stand or walk?
3. What is the optimal preparation process before the interview?
4. How do I develop an optimal conversation guide to create a relationship level and subtly determine customer needs?
5. After the call: classification of the potential customer, when should I get in touch, what are the best next steps?
In 2020, due to the current corona pandemic, you will be calling more interested parties and existing customers than in 2019.
Many of the contacts and customers are currently in the home office and work with video and telephone conferences. Even if you are allowed to go back to the office, acute buying interest is not to be expected in every industry in the short term.
There are now two ways to proceed: 1. Wait until the corona crisis is over and then contact the customer. This can take until Q4 2020.
2. Actively approach customers and give them the feeling that we are thinking of you. Specifically, this means doing relationship management and e.g. with a small gesture to prepare the customer talks after the corona pandemic. We recommend choosing the second option.
Get tips and insights from Thomas Ebrahim | B2B sales coach and trainer for over 25 years.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
20 Dec 2020
Ep 05 - Adi Goth & Dr. Tobias Kiefer - B2B sales in times of Covid-19 (in German)
00:43:13
*This is a German episode*
"That's in it for you" 1. That you should shift your focus from closing deals to building long-term relationships with your customers. 2. The key factor for charismatic appearance is full presence and the commitment to really listen to your customers. 3. The main goal for you should be to build up a reputation of accountability and reliance towards your customers
In times of Covid-19, B2B sales are wrongly paid little attention. Studies by BCG and Bain clearly show that companies that focus on growth in recessions grow faster than the competition both during and after the recession. See article: “CEO crisis-playbook: grow faster AND expand profitability during times of crises”
We show you how B2B sales employees should act in times of the Corona crisis to secure existing business and generate new leads.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
12 Feb 2021
Ep 06 - Mårten Mickos - How to Increase Success Rate & generate Value for your B2B Customers
00:49:08
That's in it for you:
1. Sisu (Finnish for intransigence) as Marten's secret for success
2. When entering a new market one should focus on closing deals first and let the marketing follow
3. Stop focusing on deal sizes - just close deals and make customers happy. The rest will take care of itself
4. In the digital world, quantity creates quality
5. Which mindset to look for when hiring people
Learn from Mårten Mickos, the CEO of HackerOne, how to increase the success rate & generate value for your B2B customers.
HackerOne is a fast-growing company out of Silicon Valley, helping companies like Goldman Sachs, Lufthansa, and Uber secure their platforms and systems with their "good Hackers". As of September 2019, the company had raised $110 Million.
Mårten is a seasoned professional and entrepreneur, who was e.g. the CEO of MySQL AB from 2001 to 2008. He grew that company from a garage start-up to the second largest open source company in the world.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
16 Feb 2021
Ep 07 - Massimo Pernicone - How to master remote selling as a B2B sales person
00:36:39
That's in it for you:
1. How you should change your sales approach when switching to remote selling
2. How to change your sales presentation to increase its success in remote selling
3. How salespeople can master technology to convince customers in remote selling
Our guest Massimo Pernicone is a director for the Innovation & Sales and Marketing Practice at BTS, based in Madrid, and a dear friend with whom I studied over 10 years ago at IE Business School.
He and his team aim to bring classic sales models into the virtual era and enforce sales transformations.
Furthermore, they help to enable sales to use hybrid selling.
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
23 Feb 2021
Ep 08 - John Kaplan - 4 Magic Questions that will align your Sales & Marketing Team
01:09:12
In today's GROW B2B FASTER episode, our guest is John Kaplan, co-founder and Managing Partner of Force Management, and the host is Sammy Gebele, Managing Partner and founder of SAWOO.
That's in it for you 1. How Force Management started and John's daily motivation to keep going
2. How John helped successful companies grow faster
3. How to tackle marketing & sales expenses during a crisis
4. What is going wrong in the B2B marketing environment nowadays?
5. The 4 magic questions that will help you align your B2B sales & marketing
6. Most important things for sales leaders when scaling a company
7. What should everybody in B2B sales and marketing start doing?
About John Before co-founding Force Management, John served as Senior Vice President of International Sales Operations for PTC, a software and professional services company listed at the NASDAQ. PTC went 43 straight quarters of never missing their number to wall street!
His company Force Management provides real-world experience to help clients define sales solutions and create management tools that produce measurable results. They e.g. helped NS1 increase its bookings by 60% or JAMA software increase its new and expansion business growth by 50%.
Shownotes You can find John on LinkedIn: linkedin.com/in/johnkaplanfm or contact him via email at kaplan@forcemanagement.com
John's company Force Management helps clients define sales solutions and create management tools: https://www.forcemanagement.com/
This episode is sponsored by SAWOO - " We help you grow your B2B business faster"
01 Mar 2021
Ep 09 - Greg Alexander - How Greg sold his 30 person consultancy for a whopping $ 162 million
00:57:15
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder for SAWOO catches up with Greg Alexander, Chief Investment Officer for Capital 54.
Greg sold his 30 person consultancy for a whopping $162m and now has the goal to help other founders to scale and exit their professional service firms as succuessfull as he did.
That's in it for you: 1. How Greg built and sold his 30 person consultancy for $162m
2. Why the hero complex holds most consultancies back from scaling
3. How to decouple revenue growth from employee growth
4. Why you should explore offshoring and the freelance workforce and how that reduces risk and increases profit
5. How to get to over 50% margins with your consultancy
6. Bye Bye to the "only partners sell projects" logic - why you should invest into a sales engine with dedicated business development staff or hire external power to help you grow
7. 2 things that make your sales people successful
8. How to hire the perfect sales person for your company
9. How to leverage podcasting to demonstrate thought leadership that increases your brand awareness
10. Why you need to deliver apps instead of PowerPoints and how to do so
- Get in touch with Greg: galexander@capital54.com
08 Mar 2021
Ep 10 - Tyler Lessard - How to use Personalized Videos to win B2B Leads
00:45:51
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Tyler Lessard, VP of Marketing & Chief Video strategist at Vidyard, a fast-growing company ($ 75m funding) headquartered in Ontario - Canada.
That's in it for you 1. How to improve B2B lead generation & book meetings with potential clients by using video 2. How Tyler got “more visual” in his marketing at Vidyard 3. The future of marketing & sales in B2B
About Tyler Tyler is a business leader with a passion for creative storytelling and exceptional customer experiences. Recognized by Demand Gen Report as the top Buyer-Focused B2B Marketer, and by Marketo as one of the top 50 Fearless Marketers, he's a frequent speaker and author on video marketing, content marketing, brand building, and demand generation. As VP Marketing at Vidyard, he's spent 6+ years helping businesses grow through the strategic use of video content.
About Vidyard Vidyard offers a video marketing platform, enabling customers to create personalized videos and analyze their performance.
That's in it for you 1. How decision science works and why the approach is useful for B2B businesses 2. How to become a trusted advisor by uncovering your customers unconsidered needs 3. What the DIQ approach is and how to implement it 4. Why destroying the status-quo of your customer doesn't work for existing buyers 5. How often should you take business reviews with your clients?
About Tim Tim is the co-author of four books on the subject: "The Expansion Sale" (2020), "Three Value Conversations" (2015), "Conversations that Win the Complex Sale" (2011) and “Customer Message Management” (2006). In 2018 he started to work for Corporate Visions as the leading provider of science-backed marketing and sales training programs and consulting services for B2B companies. Since 2019 he is also on the Editorial Advisory Board at International Journal of Sales Transformation.
About Corporate Visions Corporate Visions is a leading marketing and sales messaging, tools and training company that helps global B2B companies create more sales opportunities, win more deals and increase sales profitability by improving the conversations salespeople have with customers.
Tim's recommendations for a more entertaining and commercial version of "Thinking, Fast and Slow": "The Undoing Project" by Michael
22 Mar 2021
Ep 12 - Rob Gonzalez - Leverage B2B community development to reach thought leadership with your core customers
00:41:27
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Rob Gonzalez, Co-Founder and CMO at Salsify.
That's in it for you 1. How Salsify started building up its digital DNA and Rob’s major responsibilities as CMO 2. The crucial role of the right customer for successfully scaling up your product/market fit 3. Top advice on how to create and test valuable content efficiently 4. The evolution of B2B Marketing and why quality over quantity ultimately wins 5. How Salsify defines its own product category and builds thought leadership through community development
About Rob Rob loves to get creative and shows this in his positions and work history in product management and marketing. He is a founding member of The Digital Shelf Institute and a core member of _Underscore.VC, two Boston-area startups and ran inbound marketing and product management for Cambridge Semantics, another Boston-area startup. He then co-founded Salsify where he is CMO.
About Salsify Salsify is based in Boston, Massachusetts and empowers brands by providing tools to track and analyze inventories, presentation, and sales of goods on digital shelves. Up to now, they raised $252m.
Rob’s favourite business book: Deep Work by Cal Newport
Rob’s favourite business leader: Ben Thompson and his blog Stratechery - Rob: “currently the most thought-provoking smart technical strategy writing”
29 Mar 2021
Ep 13 - Latané Conant - No forms. No spam. No cold calls. A new perspective on how marketing & sales should be done.
00:43:24
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Latané Conant, CMO at 6sense.
That's in it for you 1. How to understand modern B2B buyers and identify qualified accounts 2. How to understand your B2B market to level up your marketing 3. No forms, no spam, no cold calls - shifting your perspective on how marketing and customer acquisition should be done 4. Why you should stop cold calls and mass outreach 5. 3 tips to run your marketing team more effectively 6. How to engage with your customers in the right way?
About Latane Latané is a “recovering software saleswoman” at 6sense and thrives on variety, challenges, and working with wicked smart people. Until 2018 she worked as the CMO at Appirio and before moving to 6sense as the CMO. In 2020, she published her first book: “No Forms. No Spam. No Cold Calls”, sharing her experience and tips on how to increase your marketing results.
About 6sense 6sense features an account engagement platform that unifies revenue teams with account-level insights to achieve predictable revenue growth. It was founded in 2013, is headquartered in San Francisco, California and up to now raised $101m in funding.
Latané’s favourite business book: “Never eat alone” by Keith Ferrazzi
Latané’s favourite business leaders: Her CEO at 6sense Jason Zintak, as well as Gary Survis, Operating Partner at Insight Partners
05 Apr 2021
Ep 14 - Mike Weir - How to focus your marketing team on the right goals and help your sales team succeed
00:51:50
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Mike Weir, Chief Revenue Officer at G2.
That's in it for you 1. Why a sole focus on generating leads becomes a plague in B2B Marketing 2. G2’s approach for building up and fostering long-term customer relationships through thought leadership 3. How joint planning sets the stage for the most effective teamwork between Marketing and Sales 4. How considering the whole customer journey continuum helps to understand and refine the MQL/SQL relation 5. Chances and risks of personalised cold outreach in Marketing
About Mike Mike was recognized as a Top 100 Global Sales Leader in 2021 by The Modern Sales & Collectiv. For 8 years, he worked at LinkedIn to lead a team of professionals solely focused on the Technology Industry. Now at G2, he is meeting with executives to improve their Marketing & Sales partnership so they can improve revenue growth for their companies. In his spare time, he likes to travel the world to speak at events and take in the amazing sights and culture of each country.
About G2 G2 is a platform to share business software reviews in real-time. It leverages more than 425,000 user reviews to drive better purchasing decisions. The company is used by business professionals, buyers, investors, and analysts to select the best software and services based on peer reviews and synthesized social data. G2 was founded in 2012 and is based out of Chicago, Illinois.
Shownotes Find Mike on LinkedIn Mike’s company G2 What Mike is currently listening to on audible: “Vendetta in Death:“ by J.D. Robb’s Mike’s favourite business book: “Blue Ocean Strategy” by W. Chan Kim and Renee Mauborgne Mike’s favourite business leader Satya Nadella, CEO at Microsoft
13 Apr 2021
Ep 15 - Josh Allen - How to become the matchmaker between your customer's problems and your company's solution
00:59:16
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Josh Allen, CRO at Owl Labs.
That's in it for you 1. How to build a really high velocity inside sales motion by creating a trial to paid model. 2. The different B2B business models Josh experienced during his career at different firms. 3. How to make cold outreach successful by providing solutions to present problems. 4. How to incentivize your team correctly. 5. How to use the voice of your customer for your marketing.
About Josh Prior to joining Owl Labs in October 2020, Josh held the roles of CRO at Drift, SVP of North American Sales and Services at CarGurus and VP of Sales at LogMeIn. In each position, Josh has focused on building out high-velocity, effective sales and customer success teams. In his free time, he is passionate about CrossFit and is the co-owner of “CrossFit 128”, a CrossFit gym.
About Owl Labs Owl Labs is a collaborative tech company revolutionizing how the world communicates through inclusive and immersive video experiences. Built for modern organizations, we’re dedicated to empowering hybrid and remote teams with our award-winning collaborative technology and product suite. Owl Labs was founded in 2014 and is based in Boston, Massachusetts, United States.
Shownotes Find Josh on LinkedIn Find Josh’s company Owl Labs Check out Josh's Cross Fit Gym CrossFit128.com What Josh is currently reading: “The Talent War” by Mike Sarraille, George Randle & Dr. Josh Cotton Josh uses The Wall Street Journal to be up to date with the developments in this world Josh’s favourite business book: “Powerful” by Patty McCord Josh’s favourite business leader: Seth Shaw, CRO at Airtable and his former mentor and sales leader when he was at LogMeIn
18 Apr 2021
Ep 16 - Cassidy Shield - How to let your potential B2B customers ask for a meeting instead of you chasing them
01:04:02
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Cassidy Shield, VP of Marketing at Narrative Science ($43m funding).
That's in it for you 1. Narrative Sciences' unconventional way of hiring high performing marketers 2. Why B2B marketers should drive pipeline, not leads 3. How B2B marketers can let the B2B buyer ask for a call instead of pushing for it 4. How Content-based networking can drive your B2B demand generation 5. The competitive advantage small B2B companies should leverage
About Cassidy Cassidy is passionate about driving change, he started his career streamlining industrial operations with software and lean operating principles. Since November 2018, he works at Narrative Science. Before, he was working ca. 13 years at Nokia, then he moved to the first software company called Netcracker and then Gogo - both as the VP of Marketing.
About Narrative Science Narrative Science creates software that writes stories from data to drive understanding and results. Powered by artificial intelligence, its technology automatically turns data into easy-to-understand reports, transforms statistics into stories, and converts numbers into knowledge. Narrative Science was founded in 2010 and is headquartered in Chicago, Illinois, United States.
Ep 17 - Vikas Bhambri - How marketing & sales can better partner to improve GTM & customer experience
00:59:57
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Vikas Bhambri, SVP at Kustomer ($137m in funding).
That's in it for you 1. Kustomer’s unique organizational structure and Vikas special role of overseeing the whole customer lifecycle and experience 2. Vikas holistic view on account-based marketing and its potential for triggering innovation 3. How to leverage the breadth of your business and ensure efficient cross-department collaboration 4. How to create content to arm your primary buyer for successfully selling your product internally 5. Why customers and sales should drive strategy together and the importance of a mutual action plan
About Vikas Since 2017, Vikas has been the SVP at Kustomer, leading all of the sales & customer experience functions at Kustomer, including Sales, Alliances, Operations, Technical Pre-Sales, Customer Success, Services, and Support. It is a privilege to lead this amazing team and to serve our customer base. He spent the first years of his career as a Software/Sales Engineer and System Consultant before working for 7 years as a Solution Consultant and later Solutions Director at Oracle. He appeared as the guest
About Kustomer Kustomer is the omnichannel SaaS CRM platform reimagining enterprise customer service to deliver standout experiences. It scales to meet the needs of any contact centre and business by unifying data from multiple sources, enabling companies to deliver service and support through a single timeline view. Kustomer is the core platform of some of the leading customer service brands like Ring, Glovo, Glossier, Sweetgreen, Away, Rent the Runway and UNTUCKit. The company was founded in 2015 and is headquartered in New York.
If you know anybody that is looking for a new challenge, Kustomer's career's page is a good place to start.
Vikas mentioned Erica Schultz as a potential next guest on our podcast. She is his former boss and a mentor who’s you know the president of field operations.
Ep 18 - Josh Mastel - Cold calling - how and why to leverage it in B2B Sales
00:52:14
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Josh Mastel, Founder and CEO of UpRoar Partners.
That's in it for you 1. How UpRoar Partners drives successful sales solutions with customised, multichannel outreach strategies 2. The importance of effectively pivoting and positioning your product in a niche market 3. Why to leverage cold calling in B2B Sales and UpRoar Partners personal approach to it 4. UpRoar Partners hiring process and personality-revealing interview questions 5. Josh’s view on automation and how innovative software tools can help
About Josh Josh is a determined, passionate business leader with a great deal of experience in managing large, successful sales organizations. He stands out for his high enthusiasm for sales and new digital technologies. Josh is a member of the Young Entrepreneur Council (YEC) and serves as mentor at both Techstars and Big brother Big Sisters of America.
About UpRoar Partners UpRoar Partners works together with B2B tech companies across the United States to drive leads, book demos, and grow revenue. To reach these objectives, they take responsibility for the strategy, the research, the management, the execution, and the tech tools. It was founded in 2017 by Josh Mastel and is headquartered in Atlanta, Georgia.
Shownotes Find Josh on LinkedIn Josh’s company UpRoar Partners Josh’s method for keeping mind and body sharp: 75 Hard by Andy Frisella Josh’s favorite Business book: Atomic Habits by James Clear Josh’s favorite Business leaders: Gary Vee, Grant Cardone, Elon Musk
17 May 2021
Ep 20 - Dr. Cyrosch Kalateh - How to set-up a B2B sales org in a new country from scratch
00:52:42
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Cyrosch Kalateh, General Manager DACH at Tink
That's in it for you 1. What Tink is doing and Cyrosch’s responsibilities as „CEO of the DACH region“ 2. Tink's multitude of ideal customers and the next evolutionary steps in organizational development 3. How to set up a B2B sales org in a new country from scratch 4. The importance of winning strategic partnerships prior to building and scaling your product marketing 5. Cyrosch’s twofold philosophy on active outreach and crucial lessons learned
About Cyrosch Kalateh Cyrosch represents a Senior financial leader with deep experience in the financial services industry regarding open banking, M&A, and private equity. He is passionate about digitizing the financial industry and finding ways to make his partners shine. Besides, Cyrosch is a family person, book enthusiast and dedicated downhill mountain biker.
About Tink Tink, founded in 2012, has the mission to change the banking industry for the better. Tink has built Europe's most resilient open banking platform with the widest, deepest connectivity and powerful services that generate value from financial data. They provide the tools that allow everyone from major banks to fintechs to startups to shape the future of financial services across Europe.
Ep 19 - Niels Turfboer - How to build and leverage a B2B sales motion through channel partners
00:44:56
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Niels Turfboer, former Managing Director and co-founder NL & UK at Spotcap ($112m funding).
That's in it for you 1. How to save costs by investing in recruiting when building up a company 2. Spotcaps's sales channel with a 92% conversion rate 3. How to really understand your customer's profile 4. 3 key learnings from building a B2B startup
About Nils Nils is an all-around C-level executive and Fintech entrepreneur. From 2015 to 2020, he worked on Spotcap as co-founder of the Netherland & UK unit, where he helped exit the Netherland unit of the company. Now he is on the advisory board of three different companies.
About Spotcap Spotcap empowers SMEs with tailored finance, allowing them to focus on their business. The company operates as a direct lender to SMEs in the United Kingdom, Spain, Australia, and New Zealand where they offer promising businesses access to flexible finance. Spotcap’s online application is straightforward and can be completed in as little as five minutes, either online or in collaboration with a financial advisor, broker, or accountant. Spotcap was founded in 2014 and is headquartered in Berlin.
Shownotes Find Niels on LinkedIn Niel’s former company Spotcap Niel’s method for keeping his mind sharp: Go outside for at least an hour with the phone switched off Niel’s favorite Business leader: Jack Welch from GE
23 May 2021
Ep 21 - Daniel Bartsch - How to test to success in B2B sales & marketing
00:59:16
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Daniel Bartsch, Co-Founder and COO at creditshelf.
That's in it for you 1. How creditshelf boosts business growth, directly impacting the future of the economy 2. Daniel’s view on two diverging mindsets when it comes to accelerating one's company 3. Daniel's marketing and sales key learnings during creditshelf's growth journey 4. How creditshelf keeps hitting prospects by providing valuable solutions addressing ‘painpoints‘ 5. Why qualitative analysis and a pulse for the market are key to successful hypothesis generation and testing
About Daniel Dr. Daniel Bartsch brings over 15 years of experience in the international consulting and banking environment.Before co-founding creditshelf and serving as its COO, he held various positions at UBS, including senior roles in Zurich and Singapore. After graduating with a degree in business administration from the University of Mannheim he completed his doctorate in Düsseldorf focusing on capital market research.
About creditshelf creditshelf is the leading credit platform for digital SME finance in Germany. Founded in 2014 and headquartered in Frankfurt am Main, the company arranges bank-independent, flexible financing solutions via a constantly growing network. They combine complementary needs: While SME entrepreneurs can easily access attractive financing alternatives, institutional investors can invest directly in German SMEs. creditshelf has been listed in the Prime Standard Segment of the Frankfurt Stock Exchange since 2018.
Shownotes Find Daniel on LinkedIn Daniels company creditshelf Daniels favorite Business leader: Milton Friedman and Warren Buffet
30 May 2021
Ep 22 - Roger Figueiredo - How #paid drives rapid growth from 60 to 120 employees in 2021
01:00:54
In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Roger Figueiredo, VP Marketing&Sales at #paid.
That's in it for you 1. How #paid pairs brands with creators via their innovative two-sided marketplace 2. Roger's philosophy on hiring great SDRs, coaching and cultivating perseverance 3. How #paid’s marketing team generates leads and drives revenue without gating any content 4. How to exploit thought leaders as content producers and distribution channels 5. Roger's book club approach to growing his team's expertise in copywriting and content creation
About Roger Roger is an enthusiastic marketing expert, dedicated to helping marketing teams contribute more to company revenue. He has held leading marketing positions at various enterprises such as Shutterstock and Upchain before joining #paid as VP Marketing&Sales. Roger strives to spread his excitement for creator content and supports marketers become irreplaceable to their org through creator marketing. Besides, he assists and mentors founders, and other marketers in the tech community.
About #paid #paid is a creator marketing platform that matches marketers and content creators for integrated influencer marketing programs, content creation, and native amplification designed to inspire customer behavior. Businesses of every size use their software to collaborate with creators and grow their businesses. The company was founded in 2013 and is headquartered in Toronto, Canada.
That's in it for you 1. Joe's inspiring entrepreneurial journey from schoolyard salesman to teaching at IE Business School and starting businesses 2. Joe's opinion on chasing new customers vs. expanding with existing customers 3. How to excel at cultivating existing customer relationships by going above and beyond the basic requirements 4. The benefits and challenges of running a growing business and finding product-market fit 5. How the pandemic led to useful insights about the exponential nature of scaling, experimenting, and sticking with what works best
About Joe Joe is an aspiring global entrepreneur with strong business expertise, especially in the field of scaling companies. He is a professor at IE Business School and Executive Director of the Owner's Scale-up Program in his chosen hometown of Madrid. Besides, he has co-founded five companies and serves in roles such as an investor, board member, coach and speaker. His first company Marrakech raised over $75m in Venture Capital and scaled up to 250 employees. He is now the co-founder and Chairman of Hot Hotels, the first company from Spain to be accelerated by the Techstars program in the USA (Boston, summer 2015). Along with Professor Daniel Corsten, he is currently writing a book “The Scale-up Checklist”. Throughout his life, Joe has lived in 6 countries and is passionate about mountaineering - he has climbed 3 of the 7 summits.
About Owners Scaleup Program at IE Business School IE Business School is a graduate and undergraduate school of business located in Madrid, Spain. It was founded in 1973 and has been part of IE University since 2009. At IE, the Owners Scaleup Program (OSP) is structured to refresh business management skills, identify market growth opportunities and investment readiness, and discuss concepts and strategies to sustain and grow your business in a changing economy. IE was ranked the #3 business school in Europe by the Financial Times in 2017. The 2019 QS Global MBA Rankings ranked IE in the same 8th place.
Ep 26 - Michael Lazik - The secret sauce of Templafy's B2B growth - from 300 to 500 employees this year alone!
00:48:05
Todays guest is Michael Lazik, Sales Director DACH at Templafy. That’s in it for you:
1. How long term relationships and considering buyer’s personal goals drive SaaS products success
2. How Templafy tests its way to the most effective sales strategy and wins new customers with valuable references
3. Michael's take on value-based cold calling and how to excel in sales meetings by tackling prospects' pain points
4. Diversity as a success factor for sales teams and Michael’s biggest lesson learned in the past year
About Michael Michael is an ambitious expert with 15 years of experience in the talent management industry and building sales organizations for leading SaaS providers. Prior to his role as Director Sales DACH at Templafy, Michael held senior sales and strategy roles at Stepstone and Cornerstone OnDemand. He is experienced in leading regional and international teams and gained intercultural experience working in Norway, Sweden, and the UK.
About Templafy Templafy is pioneering the content enablement category with a first-of-its-kind infrastructure that actively accelerates business performance with connected content. Unlike existing solutions, Templafy is embedded in company-wide workflows, going beyond simple content management to serve teams exactly what they need, when and where they need it within the applications they already work in, while allowing organizations to effortlessly govern content and track performance. Essential to business enablement and embedded in every employee’s workflow, Templafy’s platform enhances the end-user experience, aligns workforces and enables people to create on-brand, high-performing business content faster. A seamless future of work relies on content enabled by Templafy. Founded in Denmark in 2014, Templafy is a global organization with offices in six major business hubs such as New York, London, Copenhagen and Sydney. Templafy supports over 2.8M users and enables over 600 enterprise customers like KPMG, IKEA, and BDO
Shownotes Michael Find Michael on LinkedIn Find Templafy Michael’s favourite Business book: Crossing the Chasm by Geoffrey A. Moore Michael’s’ favourite business leader: Jeff Weiner, Executive Chairman at LinkedIn
20 Jun 2021
Ep 24 - Elias Völker - How Open Source drives Growth for tribe29
00:53:23
In today's episode with Elias Völker, Director International and Indirect Sales at tribe29 you will learn 1. How to grow your company with an open-source product 2. How to convert open-source product users to paying customers 3. Which growth opportunities tribe29 tested, which ones proved efficient
About Elias Elias is an experienced professional with a strong track record of value-creating projects in large and mid-sized companies in the technology, telecom and media industries such as goetzpartners and tyntec. As Director International and Indirect Sales at tribe29, his focus lies on supporting simple to most complex environments with best-in-class infrastructure & application monitoring and to keep them up and running. He is an avid triathlete and enjoys mountain climbing and photography.
About tribe29 tribe29 is the developer company of Checkmk - an all-in-one IT monitoring software for hybrid and on-prem infrastructures available in both open source and commercial versions. Checkmk enables monitoring of servers, applications, networks, storage systems, databases, and cloud and container environments to ensure that the entire IT-backbone never fails. tribe29 was founded in 2009 and is based in Munich, Germany. Today, the company operates internationally in 35 countries and serves 2500+ commercial and 10,000+ open source customers.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Ep 25 - Tim Willey - How a $100+m B2B SAAS company redefines B2B Marketing, Sales & Customer Success as a teamsport
00:56:35
In today's episode with Tim Willey, Senior Vice President Commercial Strategy and Operations at ForgeRock you will learn 1. What ForgeRock is doing and Tim’s tasks as SVP Commercial Strategy and Operations 2. How customer centricity and a horizontal skillset drive marketing and sales success of a B2B SaaS business 3. How to handle existing churn and measures to prevent it in the first place 4. Tim’s approach to building a highly efficient cross-functional Marketing, Sales and Customer Success team 5. How internal benchmarking and competition can act as valuable employee motivators
About Tim Tim is a creative thinker and global executive with a proven track record in building and leading teams in marketing and sales, finance, IT and operations. He has over 10 years of experience in the cybersecurity industry and is well versed in cloud-based SaaS/PaaS offerings and transitioning to as-a-service business models. Tim has gained a unique cross-functional perspective by serving in various VP and leadership roles, such as at Symantec and Deloitte. He also serves as a consultant to various startups and non-profits. In his spare time, Tim enjoys running and reading about a variety of topics to never stop learning.
About ForgeRock ForgeRock®, the leader in digital identity, delivers comprehensive identity and access management solutions for consumers, employees and things to simply and securely access the connected world. With ForgeRock, more than a thousand global customer organizations orchestrate, manage and secure the complete lifecycle of identities, from dynamic access controls, governance, APIs and the storage of authoritative data - consumable in any cloud or hybrid environment. Founded in 2010, the company is headquartered in San Francisco, California, with offices across the globe.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Ep 27 - Andreas Deptolla - 70 employees and 40% yoy growth - how a German started and still grows a US based B2B SAAS company
00:44:02
In today's episode with Andreas Deptolla, CEO of ThrivePass you will learn 1. Andreas’ approach of handling prospects asking for lower prices in sales conversations 2. How ThrivePass’ intentional 3-pillar distribution strategy effectively approaches prospects 3. Andreas’ first entrepreneurial steps, setbacks and valuable lessons learned 4. How to get a foothold in the startup world, find product-market fit and move into scale-up mode 5. ThrivePass’ magic formula to hiring the most suitable experts for their Sales and Marketing Team
About Andreas Andreas is a passionate entrepreneur with a consulting background and strong experience in the start-up and scale-up environment. Apart from his role as CEO of ThrivePass, he serves as Board Member at his first founded company Wishlist and is a Member of the Entrepreneurs' Organization Colorado. Andreas loves the outdoors in Colorado such as skiing, and would like to return to playing soccer and competing in triathlons. Born and raised in Germany, he developed a passion for beer and technology.
About ThrivePass Founded in 2015, ThrivePass is a fast-growing technology company dedicated to innovating the world of employee benefits. Their holistic benefits suite creates experiences that support employee well-being throughout the employment lifecycle. To that end, ThrivePass empowers employees to thrive through exceptional service and innovative benefits technology. The company holds multiple awards including the 2020 Health & Wellness Companies to Watch Award and was named Best and Brightest Companies To Work in the US in 2020.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Ep 28 - Ludwig von Busse - How Simplifa has restructured its sales process to increase customer retention and happiness
01:01:15
In today's episode with Ludwig von Busse, Co-Founder and CEO of Simplifa you will learn 1. How Simplifa successfully wins clients by creating pain point diagnoses and providing suitable solutions 2. Why the pandemic prompted Simplifa to restructure its sales organization and key lessons learned 3. Andrea’s perspective on the importance of aligning goals with your customer and being a trustful, honest thought leader
About Ludwig Ludwig stands out with his solution-oriented, digital mindset and his determination to help in a sustainable and effective way. After graduating in 2007 with a degree in Business Administration, Master of Science (MSc) and with the Diplome de Grande Ecole at ESCP Europe, he worked in various positions at OTIS, eventually becoming Sales and Marketing Manager "Modernization" of OTIS Germany in Berlin. In 2013, he co-founded Simplifa and today acts as shareholder and CEO responsible for sales, business development and marketing. Besides, Ludwig is a music and wine lover, Italy fan, as well as a passionate dad and chef.
About Simplifa Simplifa was founded in 2013 by industry expert Ludwig von Busse and his founding partner Hubertus von Schierstaedt, who was previously a shareholder at GSI Unternehmensgruppe. The Simplifa GmbH aims to increase the transparency and predictability of elevator operations for all parties and to manage these processes even faster and more reliably for their customers. Simplifa is committed to further advance the deployment of state-of-the-art technologies and create interfaces to software systems of Simplifa's customers. Although the company is still young, it combines over 45 years of elevator expertise and works hard every day to achieve its goals in Berlin's City-West.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Ludwig Find Ludwig on LinkedIn or xing Reach out to Ludwig via +49 1635828773 or Ludwig.vonbusse@simplifa.de Ludwig’s Company Simplifa Ludwig’s favorite business book: Joy Inc. by Richard Sheridan and Managing Complex Sales by Jeff Thull
18 Jul 2021
Ep 29 - Morten Wolff - YOUR ICP Playbook - How to define and use your Ideal Customer Profile
00:53:08
In today's episode with Morten Wolff, Sales Consultant and Interim Manager at UNFCK Sales you will learn 1. Why defining your ideal customer persona is crucial and how to discover challenges and pain points 2. How to build an effective sales motion by clearly positioning your product and creating a sales playbook 3. Morten's lesson learned about maintaining the human factor in online meetings and how to do it successfully
About Morten Morten is an ambitious specialist in sales development and management in innovative and fast-growing companies. Over the last 10 years, he has gained experience selling enterprise software, SaaS solutions, gravel and paper in various markets and built sales teams - first in positions at Bertelsmann, Microsoft and then independently. Morten's consultancy UNFCK SALES works closely with major companies such as Salesforce and several startups that are rapidly gaining market share. In his private life, he enjoys spending time with his family, travelling and experimenting with different diets.
About UNFCK SALES l Sales Consulting 4.0 Those trying to solve sales challenges with old-fashioned tips and tricks quickly reach their limits. That's why owner Morten Wolff is on a mission to unfck sales - because it's time to rethink sales consulting. Thereby, he supports his clients to seriously and systematically deal with their company and target group in order to sustainably increase their revenue. UNFCK SALES demonstrates that sales can be set up with heart and brain in such a way that both the salesperson and the customer enjoy it.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Ep 30 - Christian Uloth - How to sell authentically and add value along the way
00:44:12
In today's episode with Christian Uloth, Sales Development Manager DACH and Interim Manager, Sales Development, BENELUX and Nordics at MongoDB you will learn 1. Christian’s take on selling authentically and MongoDB’s highly personalized sales and outreach approach 2. How Christian builds up an effective prospecting culture and nurtures non-monetary motivation elements 3. Christian's team's multi-step recruiting process and his greatest lesson learned in sales and marketing
About Christian Christian is an ambitious and thoughtful leader with strong expertise in Sales Development, B2B Sales and Digitalization. He held various positions at MNCs and NGOs such as LinkedIn and AIESEC before joining MongoDB in a hyper-growth phase. Now he builds a superstar team for their sales development organization, driving their impressive growth further. Christian is extremely motivated to help his employees leverage their strengths and put them on the path to a successful career. This spirit is also evident in his strong volunteer commitment, as well as awards such as the PWC Global Volunteer- and the Careerloft Scholarship. In his free time, Christian enjoys exercising, basketball, reading and constantly learning new things.
About MongoDB Founded in 2007, MongoDB is the leading next-generation general-purpose database platform that unlocks the potential of software and data for developers and the applications they build. Headquartered in New York, MongoDB has more than 26,800 customers in over 100 countries, including multinational companies such as Google, ebay and SAP, who benefit from its innovative solutions. The MongoDB database platform has been downloaded more than 175 million times, there have been more than 1.5 million registrations for MongoDB University courses and the community counts more than 1 million members.
About the host Lena Lena is Partner of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
1. How the pandemic affected GE’s marketing strategy and 4 key takeaways driving their future success 2. GE’s magic formula for developing digital opinion leaders and creating successful social media content 3. What GE’s sales strategy and cooking have in common and their momentous sales reps training organization
About Simon Simon stands out with over 15 years of international experience in Strategy Consulting, Global Program Management, General Management, Marketing and Sales as well as his authentic and open-minded nature. His education includes an MBA from IE Business School, NYU Leonard Stern School of Business and a Master's degree in International Marketing & Communications from ESCP Europe. Simon completed his studies and consulting work for blue chip companies, SMEs and private equity funds at international locations such as Germany, USA, India, UK, France and Spain. He is also deeply committed to volunteering and mentoring projects, and in his spare time, he very much enjoys biking.
About GE Healthcare As a leading global innovator in medical technology and digital solutions with $18 billion in 2020 revenue, GE Healthcare enables clinicians to make faster, more informed decisions through smart devices, data analytics, applications and services, powered by its Edison Intelligence platform. With more than 100 years of experience in the healthcare industry and approximately 50,000 employees worldwide, the company operates at the centre of an ecosystem working toward precision health, digitizing healthcare, increasing productivity and improving outcomes for patients, providers, health systems and researchers around the world.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Simon on LinkedIn (https://www.linkedin.com/in/simonrost/)
Simon’s company GE Healthcare (https://www.gehealthcare.com/)
Simon’s favorite business books: If Disney Ran Your Hospital by Fred Lee (https://www.amazon.de/-/en/Fred-Lee/dp/0974386014)
Virtual Selling from Jeb Blount (https://www.amazon.de/-/en/Jeb-Blount/dp/1119742714/ref=sr_1_2?dchild=1&keywords=virtual+selling&qid=1626610033&sr=8-2)
Simon’s favorite business leaders: Simon Sinek, Founder and Visionary of Simon Sinek Inc. (https://www.linkedin.com/in/simonsinek/)
Eric Topol, Physician-Scientist, Author and Editor (https://www.linkedin.com/in/eric-topol-md-b83a7317/)
09 Aug 2021
Ep 32 - Martin Giese - How to start & scale sales as a B2B start-up
1. Martin’s view on sales as a founder’s job and pricing for completely new products 2. Why defining the target group is a crucial and dangerous phase for start ups 3. Martin's stance on effective mentorships and his biggest lesson in marketing and sales
About Martin Martin is a business angel, startup coach and negotiation expert with over 20 years of experience working with startups. He has a strong entrepreneurial background in consulting, management and leadership in the information and telecommunication sector covering a broad range of experience such as marketing, sales or operations. In addition, Martin was also involved in the successful private equity & IPO & going private cycle of Kabel Deutschland. Today, he serves as Managing Director of EXPRENEURS, teaches in other leading entrepreneurship programs such as TUM EMBA and CDTM and is the author of two books on start-up financing and on B2B sales for start-ups.
About XPRENEURS Incubator XPRENEURS is an incubator for high-tech start-ups, developing solutions in fields such as Smart City, Space Sustainability, or B2B Soft- & Hardware. In their 3-month full-time program consisting of intense mentoring sessions, training and workshops, they support about 60 young start-ups yearly on their way into the market – by helping them to validate their business model, connecting them to their first customers and securing their first investment. By now XPRENEUR’s supported alumni and services have raised VC money of 340 million Euro, generated an accumulative revenue of about 80 million and created more than 1,200 jobs. Very successful examples they have incubated are Isar Aerospace, Air up and inveox.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Martin on LinkedIn (https://www.linkedin.com/in/martin-giese/)
Martin’s books: Startup Finanzierung: Dein Insider-Guide: Praxis-Tipps von Investoren für Gründerinnen und Gründer (https://www.amazon.com/Startup-Finanzierung-Insider-Guide-Praxis-Tipps-Gr%C3%BCnderinnen/dp/3000628479)
Fast Forward: Accelerating B2B Sales for Start Ups (https://www.amazon.de/Fast-Forward-Accelerating-Sales-Startups/dp/3982298105)
Martin’s favorite business book: Disciplined Entrepreneurship by Bill Aulet (https://www.amazon.de/-/en/Bill-Aulet/dp/1118692284)
Martin’s favorite business leader: young founders fresh out of the XPRENEURS program (https://xpreneurs.io/#)
16 Aug 2021
Ep 33 - Chris Detzel - B2B community building from someone who does it all the time
01:00:36
In today's episode with Chris Detzel, Community Program Manager at Reltio you will learn
1. Chris Journey of starting and sucessfully developing communities at Reltio 2. How to effectively leverage your community management across your entire B2B organization 3. The most effective KPIs for building and sustaining your B2B community 4. Why the interplay between community and social networks holds huge untapped potential 5. How you can effectively combine online and offline community initiatives
About Chris Chris is a versatile Digital Community Strategist with several years of experience in community vision, strategy and implementation. Having worked in community and social eCommerce at Imperva and Rexel, he is now responsible for developing and implementing community engagement programs, creating compelling content for customer communities, and acting as the voice of the customer at Reltio. Chris strongly believes that data should be the foundation for decision-making, as it is the key element of any long-term successful strategy. He is also a guest author for blogs, has contributed to business books, and has his own podcast dedicated to community building. In his spare time, Chris enjoys sports, especially long-distance running.
About Reltio Reltio's mission is to deliver connected Customer 360 Profiles. Founded in 2011, the company offers a fundamentally different way to manage customer data. They focuse on helping companies improve their understanding of their customers so they can deliver superior customer experiences. In this context, Reltio Connected Customer 360 is a SaaS platform built on a cloud-native Big Data architecture with graph technology and machine learning. With this platform, customers can optimize their business agility, realize breakthrough scalability, and maximize the potential of artificial intelligence to deliver the big ideas driving big results. Reltio supports hp, Xerox and MGM Resorts, among others, and has received multiple awards - in 2020, the company was listed in the Deloitte Technology Fast 500™ for the third year in a row.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Chris on LinkedIn and Twitter (https://www.linkedin.com/in/chrisdetzel/) ( https://twitter.com/bt_cdetzel?lang=en)
Chris’ favorite business book: Building Brand Communities by Carrie Melissa Jones (https://www.amazon.de/-/en/Carrie-Melissa-Jones/dp/1523086610)
Chris’ favorite business leader: Carrie Melissa Jones, Founder and Chief Strategist at Carrie Melissa Jones, LLC (https://www.linkedin.com/in/carriemjones/)
22 Aug 2021
Ep 34 - Sam Griffard - How to sell to funeral homes & why it's no different from selling to any other B2B target group
00:59:08
In today's episode with Sam Griffard, Head of Sales at Gather you will learn
1. How Gather’s unique technology is serving the funeral industry and helps people in their time of need
2. What outreach channels does Gather use in order to approach their seemingly extraordinary target groups
3. Sam's take on quantity and quality in outreach and his mission to transform cold calling practices
About Sam Sam describes himself as a "sales nerd" and is downright obsessed with the art, science, and psychology of sales. He holds an Associate Degree in Professional Sales and a Bachelor Degree in Technical Sales. Sam has over 10 years of professional sales experience as a student and teacher and remains dedicated to gaining knowledge in all best sales practices. After serving in various sales positions at Clearwater Analytics, he is now Head of Sales at Gather and additionally fulfills various mentoring roles. To date, he has helped companies in various stages of growth with process implementations and redesigns, resulting in more than$175MM+ ARR. In his spare time, he treasures time with his family and enjoys exercising and being in nature.
About Gather Founded in 2016, Gather offers an innovative case management platform designed specifically for funeral homes. Gather's team strongly believes that helping families through the loss of a loved one is one of the noblest professions. For this reason, they are committed to redesigning their software for funeral homes. Gather's vision is to provide funeral homes with a world-class, easy-to-use solution that helps both the funeral home and the family. Gather's software provides, among other benefits, funeral homes with perfected tools for team collaboration, the creation of interactive digital showrooms, and easy and seamless ways to communicate and interact with families.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Sam Find Sam on LinkedIn (https://www.linkedin.com/in/samgriffard/)
Sams favorite business book: Never Split the Difference by Chris Voss (https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805)
Sam’s favorite business leaders: Chris Voss, Author and CEO of the Black Swan Group (https://www.linkedin.com/in/christophervoss/)
Josh Braun, Founder of Josh Braun Sales Training (https://www.linkedin.com/in/christophervoss/)
30 Aug 2021
Ep 35 - Vlad Blagojević - 101 for ABM - How to tackle Account Based Marketing for B2B companies
1. Why Vlad considers a sole focus on generating leads as a major problem in B2B Marketing 2. A step-by-step guide on how to realize efficient Account based Marketing in the B2B industry 3. The superpower of personalized gifts for generating high response rates, hot leads and binary feedback
About Vlad Vlad is a highly experienced sales and marketing executive who has been selling and marketing B2B technologies and services since 2006. Having a background in software engineering, Vlad started his career in respective roles at Sony and Dell EMC. As of 2006, he turned to sales consulting with a focus on the tech industry at Sirris, among others. Today, besides his role as B2B marketing consultant at FullFunnel, he is an ambassador for the think tank RevGenius. Vlad's commitment to sharing his expertise is reflected in his work as author of the 6-week ABM playbook and his past entrepreneurial activities as founder of Growth Hacking Belgium and Lean Start-up Circle Brussels. In his free time, he enjoys spending time with family and friends, swimming, cycling and playing drums.
About FullFunnel.io Based on the principle of "fewer leads, more value," FullFunnel helps B2B technology and services companies with long and complex sales cycles generate demand and unlock business opportunities with the help of FullFunnel Account-based Marketing. With more than 30 years of experience and knowledge, the team develops customized go-to-market strategies and inbound lead generation campaigns for their mid-sized and large clients. Moreover, they offer comprehensive B2B marketing training and a Slack community for B2B marketers who are interested in driving sales and moving the needle. The company was founded in 2020 by Andrei Zinkevich and Vladimir Blagojevic.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots, but building real Human 2 Human connections between you and your B2B buyers.
1. The slow transformation of the legal industry from traditional reputation-based business to the use of marketing and sales. 2. How Nik developed the highly regarded MuMAC and successfully adapted its model to the circumstances of the pandemic 3. A step-by-step guide on how to efficiently build your own conference from scratch
About Nik Nik's great passion is driving deals, where in his role as Partner at McDermott Will & Emery he usually, as a first step, takes on the role of a matchmaker by presenting deal opportunities to interested parties. He has considerable expertise in private equity, M&A, venture capital, China outbound & inbound, among others. In addition, Nik is very keen to connect people and co-chairs McDermott's annual cross-border M&A conference "MuMAC", which brings together international M&A and PE professionals in Munich every September. Additionally, Nik has been recognized numerous times, for example as Leading Lawyer for Corporate Law by the Handelsblatt in their Best Lawyers 2021 Germany Ranking. In his spare time, he sees his true vocation in spending a lot of time with his family, and he has a great weakness for books.
About McDermott Will & Emery McDermott Will & Emery is an international law firm with a diversified business practice headquartered in Chicago, USA, with revenues exceeding $1 billion. The firm partners with leaders around the world to advance missions, transcend boundaries and shape markets. With more than 20 locations worldwide, McDermotts' team works seamlessly across practices, industries and geographies to deliver highly effective - and often unexpected - solutions that drive success. The more than 1,200 attorneys bring their personal passion and legal skills to bear on every matter for their clients and the people they serve.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots, but building real Human 2 Human connections between you and your B2B buyers.
Shownotes
Find Nik on LinkedIn (https://www.linkedin.com/in/dr-nikolaus-von-jacobs/)
Nik’s favorite business book: Monkey Business by John Rolfe and Peter Troob (https://www.amazon.com/-/de/dp/0446525561/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1629784969&sr=1-1)
Nik’s favorite business leader: Ray Dalio, Co-Chief Investment Officer & Chairman of Bridgewater Associates, L.P. (https://www.linkedin.com/in/raydalio/)
12 Sep 2021
Ep 37 - Mike Troiano - How to create your compelling company story that helps you win B2B customers, employees and investors alike
1. The major changes in marketing and why creative storytelling is becoming increasingly important in today's world. 2. What makes a good company story and a step-by-step guide on how to master effective storytelling 3. How to turn marketing and sales into a go-to-market team that drives your company's success
About Mike Mike is a successful venture capitalist who brings nearly 25 years of business management and marketing experience to help entrepreneurs. A graduate of Cornell and Harvard Business School, he spent his early career at leading global advertising agencies including McCann-Erickson and FCB. Later, Mike served as President of NASDAQ-listed systems integrator Primix, among others, and helped companies like m-Qube and Actifio to incredibly successful exits. Today, besides being a partner at G20 Venture, he is a TechStars mentor, podcast host and board member of Hometap and Hack Diversity. He is one of the top 1% most influential people on Twitter and one of the most popular writers on venture capital on Medium. In his spare time, he enjoys the outdoors, whether on the water in the summer or in the mountains in the winter.
About G20 Ventures Founded in 2013, G20 Ventures is a venture capital firm based in Boston, MA. Backed by more than 20 of the Northeast's most successful entrepreneurs, the company provides early-traction capital to East Coast tech startups. They believe that good business is personal, which is reflected in their "Human Scale Venture Capital" approach to investing. G2 Ventures looks for great teams that have fallen in love with great problems and are at or near the inflection point of customer validation. Thereby, their focus lies not on optimizing transactions at the expense of relationships or on scaling their own business, but clearly on the growth of the companies they invest in, and the capital entrusted to them. Their portfolio includes successful tech companies such as Evergage, 128 Technology, CloudZero and Mulberry.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots, but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Mike Find Mike on LinkedIn (https://www.linkedin.com/in/mtroiano/)
Connect with Mike via Twitter (https://twitter.com/miketrap?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor)
Check out Mike’s blog and podcast (https://miketrap.medium.com/) (https://racket.com/miketrap)
Mike’s company G20 Ventures (https://www.g20vc.com/)
Mike’s favorite business book: Ogilvy on Advertising by David Ogilvy (https://www.amazon.com/Ogilvy-Advertising-David/dp/039472903X)
Mike’s favorite business leader: Steve Jobs and Scott Galloway, Clinical Professor of Marketing at NYU Stern School of Business and founder of L2
19 Sep 2021
Ep 38 - Chris Apostel - The Importance of Uniqueness in Sales
00:43:09
In today's episode with Chris Apostel, Sales Director DACH at GUURU you will learn
1. The present state and enormous future potential of the customer service landscape. 2. How GUURU stands out from today's digital noise by taking a unique approach to selling. 3. How to discover the passion you want to make a living with and the key traits of a great salesperson.
About Chris Chris is a seasoned professional, passionate about the conversational commerce megatrend, SaaS solutions and consulting for e-commerce and omnichannel brands in the DACH region. As a graduate in strategic marketing, he started his career in various sales positions at companies such as indeed and Mediafix before joining GUURU as Sales Director DACH. In this role, he helps clients deliver high-quality 24/7 digital customer service and support. Besides, Chris is an active sales advisor for the SaaS customer experience platform Topikon and co-founder of the conversational24 blog, focusing on conversational commerce in DACH and emerging, innovative solutions. In his free time, Chris enjoys sports and keeps himself grounded with meditation.
About GUURU Founded in Switzerland in 2015, GUURU helps companies improve their customer service by combining AI with the human experience of their product users. They believe that authentic human advice is still crucial for consumers when choosing a product or service or deciding to renew or switch. Therefore, the company leverages the extensive knowledge of certified product users - Guurus - and combines it with AI. The growing pool of Guurus guarantee instant live support, while their SmartBot is trained by and in a constant feedback loop with them, allowing it to learn faster. GUURU has a diverse team of talented and fun people in Switzerland, Germany, Portugal and the UK. Today, users in 12 different languages and regions benefit from the always-available support whereby their client portfolio includes sky, REWE toom and vertbaudet.
About the host Pablo Pablo is a continuous learner with excellent people skills and a very driven can-do attitude. Finding the right solutions and helping clients to grow is his top priority and enables him to build strong business relationships. Prior to working at SAWOO, Pablo founded his own Startup and worked for many years in different positions to widen his understanding of Sales & Business Development.
Shownotes Find Chris on LinkedIn (https://www.linkedin.com/in/chris-apostel/)
1. Why startups launching an unfinished solution gain an advantage over the competition in the long run 2. How 3YOURMIND's sales and marketing strategy has transformed throughout their growth journey 3. How to successfully enter the US market and sell your product as a German B2B SaaS company
About Stephan Stephan Kühr is a thriving business leader and CEO of 3YOURMIND. His entrepreneurial career started at age 17, when Stephan founded his first web services company. He then completed his Master's degree in Physics and Economics at the University of Ulm and worked for three years at Vestas Wind System, where he led the 10-person German sales team. In 2013, he became inspired by 3D printing's potential to revolutionize manufacturing and co-founded 3YOURMIND, which in recent years has become the leading focal point and software infrastructure for 3D printing services around the world. In addition to managing the day-to-day operations and strategic positioning of the company, Stephan speaks at events around the world about the tremendous potential of 3D printing. In his spare time, Stephan enjoys cycling, both in the suburbs and in the forests and mountains.
About 3YOURMIND 3YOURMIND is a Berlin-based company that combines strategic thinking with technological expertise in additive manufacturing for today's Industry 4.0. The company provides industrial 3D printing solutions, simplifies access, management tools and increases printing output to improve industrial production processes. 3YOURMIND's software solutions boost the performance of any 3D printer and enable team collaboration to save costs and speed up internal processes. As of 2020, their Agile Manufacturing Software Suite offers modules that optimize AM workflows across the value chain, providing visibility and scalability to their customers like Bosch and DB Schenker across the industry.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Stephan on LinkedIn (https://www.linkedin.com/in/stephan-kuehr/)
Stephan’s company 3YOURMIND (https://www.3yourmind.com/)
03 Oct 2021
Ep 40 - Sammy Gebele - 3 Do's and Dont's for Effective Posting on LinkedIn & why McKinsey could stop posting altogether...(4 min.)
00:04:51
In this 4 min. show, Sammy gives you 3 do's and dont's for effective posting on LinkedIn.
You will learn what measures you can take to effectively gain more reach. And you will also learn what you can stop doing altogether...
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Please give Sammy feedback on this short episode - should we produce more of it or stop it altogether?
1. Why a multichannel sales strategy is most effective for your B2B business 2. How to successfully conquer the path of becoming a successful thought leader on LinkedIn 3. How to effectively differentiate and stand out from the competition as a B2B sales organization
About Patrick Patrick is an ambitious sales leader, always looking to help others. He applied for a B2C sales position while studying economics, not knowing what he was getting into. After 4 years, he had set up and sold a regional office of the Schweizer Vermögensberatung. Thereafter, he joined the rapidly growing CH startup Starmind and spent the next five years there, with the last year as VP Sales responsible for the US business. Today, he heads the sales department of Unique, co-hosts the B2B Startup Sales Podcast, and serves as Sales advisor and mentor. Patrick loves a day riddled with habits, as he gets up early in the morning, reads books, journals, makes cold calls, goes running, and meditates. His first priority is friends and family, so "working" until 60 is out of the question.
About Unique The Unique platform reinvents sales for the era of remote working and beyond. We believe that there are winning moments in every customer conversation. Unique is there to capture key moments of insight and connection during video calls and coach you to the most effective customer engagement.
About the host Pablo Pablo is a continuous learner with excellent people skills and a very driven can-do attitude. Finding the right solutions and helping clients to grow is his top priority and enables him to build strong business relationships. Prior to working at SAWOO, Pablo founded his own Startup and worked for many years in different positions to widen his understanding of Sales & Business Development.
Shownotes Find Patrick on LinkedIn (https://www.linkedin.com/in/patrick-tr%C3%BCmpi-663a3682/)
Patrick’s favorite business books: How to win friends and influence people by Dale Carnegie (https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034)
The 7 habits of highly effective people by Stephen R. Covey (https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1982137274/ref=sr_1_1?dchild=1&keywords=The+7+Habits+of+Highly+Effective+People&qid=1632705057&sr=8-1)
Patrick’s favorite business leader: John McMahon, Board Member at Snowflake and MongoDB and Author (https://www.linkedin.com/in/johnmcmahon1/)
22 Oct 2021
Ep 42 - Jamal Reimer - 160+ Million Dollar of SAAS Deals Closed in his Sales Career - Learn How to Close B2B MEGA DEALS Yourself
00:55:20
In today's episode with Jamal Reimer, VP Commercial at Saama, you will learn
1. What Blue Ocean Sales Tactics are and How to Use them Effectively 2. How to win B2B MEGA DEALS 3. Why You Should Stop Broad-Based Email Prospecting and What to Do Instead to Win Mega Deals
About Jamal Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals. After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $160 million in Saas revenue. Today, he works at Saama and just wrote a new book "Megadeal Secrets" coming out in December.
About Saama Saama is the #1 AI clinical analytics platform company, enabling the life sciences industry to conduct faster and safer clinical development and regulatory programs. Today, 50 biotech companies—including many of the top 20 pharmaceutical companies—use Saama’s award-winning Life Science Analytics Cloud (LSAC) platform to accelerate more than 1,500 studies. LSAC’s rich applications facilitate unprecedented and authoritative oversight of comprehensive clinical research data, enabling companies to file New Drug Applications (NDAs) more efficiently and bring drugs to market faster.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers. Shownotes Find Jamal on LinkedIn (https://www.linkedin.com/in/jamal-reimer/#)
Reach out to Jamal via jamal@megadealsecrets.com
Subscribe to Jamal's A-List to be notified, when his book "Mega Deal Secrets - How to find and close the biggest deal of your career": https://megadealsecrets.com/a-list
Jamal's masterclass: (https://www.megadealsecrets.com) You can subscribe to his newsletter on this website to get informed about his book's release.
1. How to generate warm, semi-warm and cold leads through effective outreach strategies 2. Why you should frame cold calling as a game and leverage your competitive spirit 3. The most effective benchmarks and KPIs to track your outreach performance 4. A step-by-step guide to formulating a compelling value proposition and mastering engaging cold-call dialogues 5. The tools and tactics that will help you gain an edge in starting cold calls
About Jim Jim is an enthusiastic and highly experienced sales professional, striving to find qualified leads for client sales and to support the entrepreneurial world. He has more than 30 years of experience in marketing and sales in diverse areas. Previously, Jim worked for companies such as The Forum Corporation and Communispace Corporation, before founding his own sales firm in 2004, where today he serves as president. Besides, he is guest lecturer at Chicago Booth and Kellogg Business School for the Entrepreneurial Selling course and author of #LEADS to SALES, focusing on how to reliably qualify leads. In his spare time, Jim is an active member of his local community, enjoys sports and spending time with his wife and three children.
About JWMcAvoy & Company Ltd Founded in 2004, JWMcAvoy & Company Ltd. focuses exclusively on boosting sales by identifying qualified leads for their clients. Since 1987, founder Jim McAvoy has steadily refined the most effective process for successfully developing qualified leads, quickly converting into revenues. Leveraging this process, JWMcAvoy & Company Ltd. today offers a wide range of lead generation services, such as retainer relationship management and on-site team training designed to improve the efficiency and effectiveness of the front-end portion of the sales function within an organization.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Jim on LinkedIn (https://www.linkedin.com/in/jim-mcavoy-290b524/)
1. How social selling and saving the best for first will boost your company's success 2. Two principles and three skills you need to learn to become the best (sales-)version of yourself 3. A step-by-step guide on how to successfully reach out and sell to senior executives
About Ian Ian Koniak is President and Founder of Ian Koniak Sales Coaching, which helps AE's go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. As a speaker, trainer and an expert on Enterprise Sales, Ian has led national training workshops for Fortune 500 companies and his message has been shared in a variety of media including several leading top 100 podcasts. Ian was recently ranked as the #1 LinkedIn Sales Star by Sales Success Media in Q3 2021.
With over 100M sold in revenue at Fortune 500 companies, Ian Koniak was the former #1 Enterprise Account Executive at Salesforce whose global client list included Berkshire Hathaway, Activision Blizzard, Experian, and Panda Express. Prior to Salesforce, Ian led a team of 10 Sales Managers and 70 AE's at Ricoh USA, where he grew his division to 60M ARR and was recognized as the #1 Director of Sales.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Find Ian on LinkedIn (https://www.linkedin.com/in/iankoniak/)
Check out Ian’s website and YouTube channel (https://iankoniak.com/) (http://youtube.com/iankoniak)
Ian’s favorite business leader: Marcus Chan, Founder of the Venli Consulting Group LLC
05 Dec 2021
Ep 45 - Anna Cleary - Driving growth in a cookieless world - what Software AG's marketing changed to thrive in this new era
00:58:23
In today's episode with Anna Cleary, a leader in Growth & Digital Marketing at Software AG, you will learn:
1. Mindful tactics to effectively increase your customers' brand awareness and decision-making 2. How to end the war between marketing and sales and transform them into a winning team 3. The key to succeed and thrive in the new era to come: a cookieless world
About Anna Anna is an energetic marketing executive with 20+ years international experience in marketing management and inside sales management in the B2B IT industry. Her areas of expertise include growth and digital marketing and sales and marketing alignment, among others. Prior to her current role as Global Growth & Digital Marketing Program Director at Software AG, Anna successfully led global, cross-functional and virtual teams in mature companies with large product portfolios as well as young companies with a singular product focus. She supports business growth by designing, producing and implementing innovative marketing programs that generate measurable demand, truly inspired by the opportunities the digital age creates. In her spare time, Anna enjoys sports like swimming and cycling to keep her mind and body fit.
About Software AG Software AG set out to become the software pioneers of a truly connected world, with the mission of empowering its customers to become a truly connected enterprise. With its industry-leading product portfolio in Integration & API Management, IoT & Analytics and Business Transformation, Software AG creates a fluid flow of data between people, departments, systems and devices. This way, they help their customers free data from silos so that it is shareable, useable and powerful. Founded in 1969, Software AG today has nearly 5,000 employees in 70 countries, dedicated to integrating and connecting everything, so more than 10,000 companies can instantly see, decide, act and thrive.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Anna Find Anna on LinkedIn (https://www.linkedin.com/in/annacleary1/)
Anna’s company Software AG (https://www.softwareag.com/en_corporate.html)
Anna’s favorite business book: Black Box Thinking by Matthew Syed (https://www.amazon.com/Black-Box-Thinking-People-Mistakes-But/dp/1591848229)
Ian’s favorite business leader: Brian Thomas, International News Anchor at Deutsche Welle (https://www.linkedin.com/in/brianthomas8/)
12 Dec 2021
Ep 46 - Carsten Schryver - How a 3rd Generation Freight Forwarder Thrives & Grows Despite the Logistical Chaos Caused by the Pandemic
1. How Schryver successfully transformed their sales strategy during the pandemic 2. How Schryver reaches out to potential customers through carefully designed emails 3. How to capture opportunities through precise market research 4. Why transparency about your failures will strengthen your customer relations 5. How Schryver fosters an effective work culture across continents
About Carsten Carsten is an ambitious business leader and global thinker. After graduating in Business Administration, he worked at the Fraunhofer Institute for Supply Chain Management in Nuremberg and then in the automotive industry in Mexico. In 2009, Carsten joined the family business and today manages the Schryver Group in the third generation from the Hamburg headquarters, whereby he is also frequently on the road in South America due to their core business there. In addition, he serves as General Manager at Exikhan and is a member of the Federal Association of Young Entrepreneurs.
About Schryver Group Since its foundation in 1929, Schryver is a 3rd generation lead "German Mittelstand" company that provides international transport and logistics services. With a focus on Latin America, local subsidiaries and worldwide partners, the group focuses on the implementation of customer-specific logistics concepts. Globalization is both a driver and a challenge. From the small box and container to entire charter operations for oversized cargo, in the third generation Schryver acts as a flexible medium-sized company, moving its goods along the trade routes of the world. The company relies on its employees and their expertise in foreign trade, customs clearance and a passion for complex transport solutions by sea, air and road.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Carsten Find Carsten on LinkedIn (https://www.linkedin.com/in/carsten-schryver-a987b341/)
Carsten’s company, the Schryver Group (https://www.schryver.com/en/)
Carsten’s favorite business book: Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne (https://www.amazon.com/Blue-Ocean-Strategy-Uncontested-Competition/dp/1591396190)
19 Dec 2021
Ep 47 - Rüdiger Spohrer - How a 2.4bn € industrial automation company effectively leverages B2B influencer marketing and creates valuable content for lead generation
1. How to effectively leverage influencer marketing and create valuable content for lead generation 2. How Phoenix Contact successfully implements a holistic sales and marketing strategy on a global scale 3. The way the pandemic, a new generation of buyers, and cookie regulations will impact future B2B marketing and sales
About Rüdiger Rüdiger is a globally experienced marketing executive with a proven track record of developing marketing strategies and successfully aligning cross-departmental marketing and sales plans to drive revenue. His areas of expertise include industrial automation, consumer electronics and e-commerce. Holding a diploma in business administration, Rüdiger has held various senior marketing positions at Greygroup, Commerzbank and Wacom. In 2017, he co-founded s7-PlugIn and since 2018 he has been Global Marketing & Communications Director at Phoenix Contact. In his free time, Rüdiger enjoys running, listening to podcasts and is interested in art and culture.
About Phoenix Contact Phoenix Contact is a global market leader based in Germany and stands for pioneering components, systems and solutions in the fields of electrical engineering, electronics and automation. Together with customers and partners, they design innovative solutions for, among other things, transport infrastructure, electromobility or regenerative energies and intelligent supply networks. Phoenix Contact is facing up to technological developments and the associated social change. With almost 100 years of experience in mechanical engineering and automation, Phoenix Contact and its 17600 employees across more than 100 countries are striving to shape tomorrow's intelligent production today.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Rüdiger Find Rüdiger on LinkedIn (https://www.linkedin.com/in/ruediger-spohrer/)
Rüdiger’s company Phoenix Contact (https://www.phoenixcontact.com/online/portal/pc)
Rüdiger’s favorite business book: Who Moved My Cheese from Spencer Johnson (https://www.amazon.com/Who-Moved-My-Cheese-Amazing/dp/0399144463/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=&sr=)
Rüdiger’s favorite business leader: Kağan Sümer, CEO & Founder Gorillas (https://www.linkedin.com/in/kagansumer/)
That's in it for you: 1. Which KPIs are most crucial to look at, to incentivize your team as well as work towards one goal 2. How to win clients with direct sales 3. Why social media plays such a huge role in big whale hunting 4. Why you should share more of your knowledge and not hold back
About Markus Markus is an entrepreneur with a broad overview of the European and US banking market. His focus is on payments and trade finance. As a generalist his main skill is to get things going and then drive them forward. He brings experience in a major European bank's credit department to the table, followed by experience in payments software and consultancy companies. Now he is the CEO of Traxpay.
About Traxpay Traxpay is a pioneer in B2B Dynamic Payments. As a company they uniquely connect banking, transaction data, and B2B commerce together to provide the utmost in visibility and control for B2B buyers and suppliers. Traxpay has developed a method of very lean ERP integration which enables suppliers to get all refinancing solutions out of one hand, buyers to leverage their excess cash, and banks to stay relevant at the center of the client relationship.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Markus Find Markus on LinkedIn (https://www.linkedin.com/in/markusrupprecht/#)
Markus’ company Traxpay (https://www.traxpay.com/)
09 Jan 2022
Ep 49 - Brad Hill - How SkillGigs successfully combines a SAAS subscription with a usage-based payment model
1. How to create trust with your potential client – a key skill for every salesperson 2. Communicating the value you offer in a way that it also meets the customer’s need 3. How combining payment models will keep your customers hooked 4. How to find the right hire for your team
About Brad With more than 24 years of global experience in design, construction, and execution in business development, Brad is an expert in executive leadership, operations, general management, and strategic consulting within the IT Solutions & Staffing industry. He is focused on people, processes and performance and his work emphasizes sales & delivery enablement, organizational change, and value translation.
About SkillGigs SkillGigs is an easy-to-use talent marketplace, using expert-matching technology. It helps top professionals to pair up with those companies and organizations that offer the most valuable job openings. The software SkillGigs uses is learning by user participation, which makes it highly detailed and relevant to both users, talent and employers. SkillGigs specializes in the fields of healthcare and IT talent marketplace.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
Shownotes Brad Find Brad on LinkedIn (https://www.linkedin.com/in/bradhill/) Brad’s company SkillGigs (https://skillgigs.com/) Brad’s favorite business book: Mindset by Dr. Carol S. Dweck (https://rb.gy/a28gvh) Brad’s favorite business leader: Naval Ravikant, Co-Founder and Chairman of AngelList (https://www.linkedin.com/company/navalr/ )
16 Jan 2022
Ep 50 - David Meerman Scott - You Can Create B2B Demand Instead of Mass-Spamming Your Buyers
00:30:47
Our Guest is David Meerman Scott, author of various bestselling business books, keynote speaker, as well as LP and Strategic Advisor at Stage 2 Capital.
What’s in it for you 1. How to choose the right VC firm to help your growth as a company 2. How to avoid mass-spamming your buyers and successfully change your marketing strategies 3. How important it is to create your own content real estate 4. How the world of cold calling is changing
About David David is a marketing strategist, entrepreneur, and corporate advisor. He wrote 12 bestselling business books. His 2007 book "The New Rules of Marketing & PR“ shone a light on the new realities of marketing and public relations on the Web, and is now a modern business classic all over the world. Pre-pandemic, David was a keynote speaker for in-person conferences and company meetings. Now, he focuses on virtual events. At Stage 2 Capital he invests in and advises some of the most promising new businesses in the world.
About Stage 2 Capital Stage 2 Capital is a go-to-market venture capital fund that primarily invests in early-stage B2B software companies. It is backed by top go-to-market professionals from leading tech companies, to operationalize sustainable revenue growth and sales operations. Stage 2 Capital leverages its deep sales expertise to help entrepreneurs scale their businesses in addition to providing capital.
About the host Sammy Sammy is Managing Partner and founder of SAWOO. SAWOO helps companies with Social Marketing and Lead Generation to leverage the power of LinkedIn in a sustainable way. No spam, no bots but building real Human 2 Human connections between you and your B2B buyers.
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