The B2B Revenue Executive Experience (Cory Cotten-Potter)

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

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

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

You have what seems like a really mundane decision to make: You're in charge of upgrading outdated software for your organization and, for some reason, figuring out what to purchase has you jitterier than Big Bird at a Cats showing.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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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