B2B Digital Marketer

Is your B2B marketing stuck in the mud? Are you drowning in data but still failing to convert leads? In this episode, Jim Rembach and Naomi Soman reveal the secrets to unlocking explosive middle-of-funnel growth with data-driven copywriting. We delve into the psychology behind buyer behavior, uncovering the hidden desires that drive purchasing decisions – even in the most complex B2B sales cycles. Learn how to craft copy that resonates with every level of an organization, from middle managers obsessed with control to C-suite executives craving achievement. Discover the shockingly simple tweaks that boosted conversion rates by 50%... and the one common mistake that's sabotaging your ABM campaigns. But here's the cliffhanger: we reveal a six-figure email campaign that targeted a single, seemingly insignificant desire… and the results were mind-blowing. Tune in to uncover the missing piece of your B2B marketing puzzle and finally see the conversions you've been dreaming of.

Discover how to navigate the complexities of high ticket B2B sales with the M2S framework. This engaging session delves into effective strategies for lead generation, marketing technology, and how to successfully convert prospects into customers. Key insights include understanding your target audience, addressing customer hesitations, and leveraging powerful social proof to enhance your marketing efforts. Learn how to streamline your processes to create a cohesive strategy that unites marketing and sales, aligning them with revenue goals.

Discover how to effectively navigate the complexities of business communication and decision-making in today's fast-paced market. This episode delves into mastering the art of influencing decision-makers through strategic communication techniques. Key insights include understanding how to address common objections, the importance of maintaining simplicity in messaging, and the psychology behind buying decisions. Gain a unique perspective on how to create engaging conversations that resonate with executives and foster a willingness to consider new solutions.

In this episode, Dmitry Shapiro, Co-founder and CEO of Mindstudio, shares his insights on how AI is revolutionizing business processes across industries. Dmitry discusses the evolution from traditional machine learning to advanced AI applications that are now reshaping enterprise workflows. He emphasizes the importance of rethinking and reengineering organizational processes to fully leverage AI's capabilities, rather than simply applying AI to existing workflows. Throughout the conversation, Dmitry provides practical examples of how AI-powered applications can enhance efficiency, improve decision-making, and unlock new opportunities for businesses. He also addresses common challenges, such as resistance to change and the complexities of integrating AI within established systems. Dmitry's experience and vision offer valuable guidance for organizations looking to harness AI's transformative power to drive growth and innovation.

In this episode, Sahil Patel, CEO of Spiralyze, delves into the critical components of Conversion Rate Optimization (CRO) and its impact on B2B lead generation. The discussion begins with the importance of simplifying homepage layouts to enhance user experience and drive conversions. Sahil emphasizes the necessity of A/B testing to identify proven strategies and optimize website performance effectively.Understanding customer intent is highlighted as a key factor in improving conversion rates, while ensuring congruency between your website's message and visitor expectations boosts engagement. Sahil shares practical techniques to attract high-quality leads, including implementing qualifying questions to filter out unqualified prospects.The conversation also explores the value of unbiased feedback in refining marketing strategies and the power of feedback loops in driving continuous optimization. Sahil concludes with actionable steps to transform your website into a lead generation machine, reinforcing the importance of foundational strategies and ongoing adaptation.By following these insights and strategies, B2B marketers can significantly enhance their lead generation efforts and achieve sustained business growth.

In this episode titled "Cutting Through the Noise with Demand Generation Tactics," Avetis Ghazaryan shares his extensive experience in B2B marketing, focusing on the challenges and strategies for building effective marketing campaigns. Avetis discusses the importance of generating demand and supplying sales teams with quality leads, particularly in the early stages of growth for technology companies. He emphasizes the need to cut through the noise by focusing on the buyer and creating momentum marketing strategies.Key points include the significance of high congregation moments, the challenges of brand and product awareness, and the importance of finding an edge in your messaging each quarter. Avetis also highlights the impact of digital changes on marketing effectiveness and the role of Yahoo and Google in the current landscape. This episode provides valuable insights for B2B marketers looking to enhance their demand generation tactics and drive growth in a competitive market.

In this episode of the B2B Digital Marketer Podcast, Ryan Ruud, founder of Lake One, shares his expertise on simplifying complex B2B sales processes to increase revenue effectively. Ryan emphasizes the importance of understanding the underlying issues when organizations seek to increase leads and revenue. He advocates for asking deeper questions to uncover the real problems, such as changes in leadership or breakdowns in systems.Ryan discusses the necessity of having marketing, sales, and support teams collaborate closely to address these issues, highlighting that successful revenue generation involves more than just acquiring new leads. He also explores the pitfalls of relying too heavily on technology without a solid strategy and process in place.Throughout the conversation, Ryan stresses the value of focusing on both growth and retention, ensuring that businesses not only attract new customers but also keep existing ones satisfied. He shares insights on the importance of building relationships and maintaining clear communication across all teams involved in the revenue generation process.Ryan's practical advice and strategies provide a comprehensive approach to overcoming common challenges in B2B sales, making this episode a valuable resource for anyone looking to streamline their sales and marketing efforts.

In this enlightening episode of the B2B Digital Marketer podcast, host Jim Rembach is joined by Scott Edinger to discuss the critical importance of aligning sales and marketing strategies to drive business growth. Scott, a seasoned consultant and author, shares his expertise on how to bridge the gap between strategy development and execution, emphasizing the need for a strong connection between leadership and sales teams.

In this episode, Jim Rembach is joined by Aaron Branson to dive deep into the critical topic of proving marketing's financial impact in the B2B space. They explore the challenges marketers face in justifying their budgets, the importance of strategic alignment, and practical ways to demonstrate marketing's value to the C-Suite and board members.Aaron shares his extensive experience in B2B marketing, offering insights from his journey from co-founding a web development and digital marketing agency to leading corporate marketing efforts for high-tech and cybersecurity companies. He emphasizes the necessity of viewing marketing as both a short-term and long-term investment, breaking down the common perception of marketing as a mere cost center.Throughout the discussion, Aaron provides actionable strategies for marketing attribution, illustrating different approaches to measure ROI effectively. The conversation also highlights the importance of setting clear OKRs (Objectives and Key Results) that align marketing objectives with overall business goals, ensuring accountability and strategic alignment.Additionally, the episode offers valuable tips on communicating marketing value to various internal personas, from peers to the C-Suite, to foster a better understanding and appreciation of marketing's role in driving business growth. By the end of the episode, listeners will gain a comprehensive understanding of how to justify their marketing budgets, demonstrate value, and align their strategies with broader business goals.In this episode, you'll learn:- How to justify marketing budgets and demonstrate value.- The importance of viewing marketing as a multi-faceted investment.- Strategies for marketing attribution and proving ROI.- Ways to align marketing strategies with business objectives.- Effective communication techniques within the organization.

In this episode, Jim Rembach interviews Philip Swan, a seasoned expert in sales and marketing strategy, to uncover the secrets of effective go-to-market strategies for B2B high-ticket organizations. Learn how to eliminate friction in the customer journey, align sales and marketing teams, and leverage continuous innovation to stay ahead.In this podcast, you'll learn: • The importance of aligning sales and marketing for success. • Techniques to enhance the customer journey and retention. • Strategies for scalable go-to-market processes. • Insights on addressing unmet and unconsidered customer needs. • The role of continuous innovation in market strategies.

In the podcast episode, the focus is on the essential aspect of aligning sales and marketing strategies within contemporary business environments. It sets the stage by highlighting the potential pitfalls of sticking to outdated sales and marketing approaches and the consequences this can have on the effectiveness of these functions. The introduction also alludes to the risks of turnover in key leadership roles like chief marketing officers and chief sales officers when alignment is lacking.The core of this episode revolves around the need for collaboration and feedback loops between the sales and marketing departments. It stresses the significance of fostering a strong working relationship between these two areas to enhance lead generation processes and streamline follow-up activities. By emphasizing the importance of open communication and mutual understanding of each team's goals and challenges, the podcast advocates for a synergistic approach that can drive successful business outcomes.Moreover, the discussion goes beyond the superficial reliance on technology as a solution for aligning sales and marketing. It highlights the critical role of organizational ownership and a deep comprehension of the alignment process. The body of the podcast underscores that simply adopting new tools and technologies is insufficient; true success lies in the commitment of the entire organization to integrating sales and marketing functions effectively.

In this episode, we dive into the transformative world of digital sales rooms, a game-changing tool reshaping the landscape of B2B sales. As businesses seek more dynamic and engaging ways to connect with clients, digital sales rooms stand out as pivotal platforms for interaction, presentation, and collaboration. Our guest, Anne Slough, a veteran in sales strategy and digital transformation, brings a wealth of experience in integrating these tools to enhance customer engagement and streamline sales processes.Together, we will explore how digital sales rooms enrich the buyer experience, offering a unique blend of personalization and efficiency that traditional sales methods lack. Anne will share key strategies for deploying digital sales rooms effectively, addressing potential challenges and highlighting the benefits, such as reduced sales cycles and improved conversion rates. Her insights will provide valuable guidance on making the most of this innovative technology to elevate your sales strategy and achieve better business outcomes.Join us as we uncover the capabilities of digital sales rooms and learn how they can transform your approach to B2B sales, making every customer interaction more impactful and results-driven.

This episode features a discussion focused on improving efficiency and effectiveness in sales and marketing in the B2B sector, with Moustafa Moursey as a guest. Moustafa is the President of Push Analytics, a digital consultancy firm engaged in B2B and B2C services. He brings a wealth of experience from the B2B enterprise sales space, having managed complex sales in the tens of millions of dollars. The conversation delves into the importance of processes in data-driven marketing and sales in the B2B realm.Moustafa emphasizes the significance of recognizing and addressing gaps in organizational processes, particularly in lead management. One common gap highlighted is the lack of follow-up on leads coming into the business, which can result in missed opportunities. Timely responses to inquiries are crucial, especially in the B2B sales where immediate engagement can be pivotal.The discussion underscores the crucial role of process management in optimizing sales and marketing outcomes. Moustafa stresses the importance of not only having the right tools in the tech stack, such as a CRM system, but also understanding how to effectively utilize these tools to enhance workflow and maximize results. The podcast aims to shed light on key gaps in B2B sales and marketing processes and provide insights on how organizations can strengthen their strategies to drive better outcomes.

In the fast-evolving digital landscape, mastering the art of B2B paid advertising has never been more critical. In today's episode, we dive deep into the world of B2B paid advertising with Sharon Park, a former Google insider with a decade of experience in crafting winning B2B marketing strategies for some of the largest global brands. Prepare to debunk myths, grasp future trends, and refine your advertising approach for unparalleled success. Whether you're a seasoned marketer or new to the digital domain, this conversation promises to enhance your understanding, debunk common misconceptions, and equip you with the knowledge to elevate your B2B marketing strategy to new heights.

In a digital era where the marketing technology landscape is more complex than ever, deciphering the most effective strategies and tools can feel like navigating a labyrinth. In this episode, Jim Rembach and George Huff dive deep into the chaos of current marketing technologies, striving to uncover a path to clarity and efficiency. Through their conversation, we glean insights that promise to guide marketers toward more coherent strategies and execution. They kick off by highlighting a startling statistic: only 1% of marketing leaders believe their content planning and execution strategies are seamlessly integrated. This sets the stage for a discussion on the critical gap between marketing strategy and execution in an ever-evolving landscape. The episode is a treasure trove of insights for marketers grappling with the chaotic marketing technology environment, offering strategies for clarity and effective execution. George's perspective on aligning marketing technology with overarching business goals is both refreshing and enlightening. Don't miss this compelling exploration of the marketing technology landscape aimed at finding clarity and strategic alignment in the digital age. Whether you're part of the 99% looking for solutions or eager to learn about the future of marketing technology, this episode has something for you.  

In our latest podcast episode, we invite you to join us on a journey into the world of international business expansion with our guest, Nataly Kelly, Founder of Born to Be Global and author of “Take Your Company Global: The New Rules of International Expansion”. Natalie Kelly shares her expertise in navigating the complexities of expanding businesses across borders, offering valuable insights for both aspiring entrepreneurs and seasoned professionals. Throughout our conversation, we uncover common misconceptions and explore practical strategies for success in global markets and discuss how to expand business internationally. From emphasizing the importance of cultural understanding to discussing actionable steps for leveraging digital tools, Natalie Kelly provides clear guidance for international business development, exploring the practicalities of leveraging digital platforms and emerging technologies to propel businesses onto the global stage. Whether it's harnessing social media or cultivating strategic partnerships, Natalie Kelly leaves no stone unturned in her mission to demystify the process of international business development.  

In this insightful episode, host Jim Rembach sits down with Brandon McKee, CEO of Win Big Media, to explore the intricacies of B2B marketing and how to achieve certainty in this dynamic field. Brandon, with his unique background transitioning from operating health clubs to leading a marketing firm, shares his expert perspective on the shift from B2C to B2B marketing and the critical role of data in understanding consumer behavior and driving successful marketing strategies. The conversation delves into the five essential steps to mastering B2B marketing certainty, starting with the importance of a comprehensive customer insights report. Brandon emphasizes how such data not only sheds light on demographics but also unveils psychological drivers and values essential for crafting effective messaging and branding. Throughout the episode, both speakers highlight the necessity of adapting marketing strategies in response to changing consumer and business landscapes, particularly in the wake of the pandemic. They discuss the evolving nature of B2B transactions and the growing demand for trust and certainty in business relationships. A significant portion of the discussion focuses on the practical application of these insights, including budget allocation, the balance between short-term gains and long-term brand building, and the potential of AI in enhancing marketing efforts. Brandon cautions against relying too heavily on automation without human oversight, underscoring the importance of empathy and connection in B2B marketing.

Welcome to this insightful podcast episode where we explore the untapped potential of leveraging customer success for new business growth and opportunities. Join us as we engage in a thought-provoking conversation with Julian Lumpkin, the founder of Success Kit, a marketing agency specializing in case studies and video testimonials.  Julian Lumpkin emphasizes the crucial but often misunderstood role of customer success stories. The discussion highlights the ineffective use of testimonials without a proper strategy and the value they bring when integrated authentically into sales conversations. It emphasizes the significance of customer proof in building trust in the B2B market and the need to share real stories from the customer's perspective.  The episode offers valuable insights into harnessing the power of customer success for business growth.

In this episode of B2B Digital Marketer, Adam Springer sheds light on crucial errors startup founders often encounter in their sales strategies. Adam begins by addressing a fundamental error: delaying the initiation of sales activities. He emphasizes the significance of engaging with the market early to validate business ideas and understand customer needs. A pivotal point Adam discusses is the founder's direct involvement in early sales efforts. He underscores the necessity for founders to personally handle initial sales to gain deeper customer insights and refine their product offerings, rather than hastily hiring a sales team. This hands-on approach equips founders with invaluable experience and understanding of their market. Adam also cautions against common hiring missteps in building a sales team. He advises founders to avoid recruiting experienced sales personnel prematurely, especially those accustomed to different sales environments, which could lead to ineffective sales strategies. The conversation takes a deep dive into optimizing sales calls and demos. Adam advocates for a structured approach in sales conversations, focusing on building rapport and understanding the customer's core problems, thereby positioning the product as an apt solution. He recommends concise, narrative-driven product demonstrations, emphasizing the product's ability to solve specific customer issues. This episode is a must-listen for any entrepreneur aiming to steer clear of common sales pitfalls. Adam's insights provide valuable lessons in sales, customer engagement, and strategic business development, making it an essential resource for founders looking to refine their sales approach.

In this thought-provoking episode, Chris Beall masterfully delves into the nuances of trust in B2B cold calling. He uncovers the connection between ancient wisdom and successful cold calling strategies, emphasizing the crucial first 7 seconds to dissolve fear and engage with tactical empathy. Chris challenges the common 'value-first' approach, advocating instead for deep human connections, which are fundamental in cold calling success. Rich with anecdotes, Chris highlights the significant role of personal interaction in cold calling, not just for sales but also as a tool for gathering vital market intelligence. Joined by Jim Rembach, the discussion pivots to the critical importance of trust in cold calling, where B2B decisions are often made or broken, and maps the buyer's journey from initial apprehension to final commitment. Discover why building trust in cold calling surpasses digital shortcuts and learn why genuine curiosity is a potent weapon in your sales arsenal. Tune in to episode 585 to absorb Chris Beall's transformative insights and command your B2B market through masterful cold calling. Don't miss this deep dive into the art of cold calling--listen to B2BDM today!

In this episode, we delve into the challenges of navigating the plethora of options and opportunities in a continuously changing landscape as we explore modern marketing transformation, particularly in the B2B space. Our guest, Eric Holtzclaw, brings a unique perspective with his background in technology and user research, merging these domains to leverage technology effectively within marketing to connect with user communities. As the B2B landscape continues to shift, understanding the new realities of buyer preferences and digital engagement strategies becomes imperative for businesses seeking growth and relevance. We explore the essential components of building a strong digital presence, the role of educational content, and the strategic use of social media and SEO. Furthermore, we classify B2B buyers into distinct personas, discussing their unique attributes and their implications for business strategies.  

Welcome to another episode where today we delve into the critical world of Cost Per Closed Lead (CPCL) and how you can drive your CPCL down while maximizing lead value. As the lifeblood of any B2B marketing strategy, leads represent potential revenue; but not all leads are created equal. In this episode, we will uncover the secrets to not just generating more leads, but enhancing the quality and profitability of each one.  From sophisticated lead nurturing tactics to refining your sales funnel, we will explore how top marketers and sales teams bridge the gap between quantity and quality. We will provide you with actionable insights and proven strategies to help you measure, analyze, and ultimately lower your CPCL. Join us as we reveal how to make each lead count by maximizing its value - transforming your marketing efforts into a high-octane engine of growth. Whether you're a seasoned marketer or just starting, prepare to rethink the way you approach lead valuation and conversion.

In today's episode, we are joined by Wil Reynolds, a thought leader in the realms of SEO and digital marketing strategy. Wil unpacks the complex relationships between behavioral economics and online marketing, providing you with insights that are supported by both anecdotal evidence and concrete research statistics. Our conversation with Wil uncovers key strategies for elevating your SEO using behavioral economics principles, highlighting the intersection of data-driven approaches with human-centric marketing. He emphasizes the pivotal role of trust, authority, and expertise in crafting digital content that resonates with real people. Join us as we navigate the challenges and benefits presented by current SEO trends, gaining actionable insights that can shape your content creation endeavors. In this enlightening episode, Wil also shares his foresight on the future of SEO and imparts invaluable advice tailored for individuals and businesses alike.

In this episode of B2B Digital Marketer, the conversation delves into the intersection of data and creativity in marketing. Mike Maynard explores the importance of both quantitative and qualitative data in understanding customer behavior and driving decision-making. They emphasize the need for marketers to embrace data-driven strategies rather than relying solely on creative instincts. Maynard highlights the shift in B2B marketing strategy, urging marketers to move away from a narrow focus on target audiences and instead consider the wider decision-making unit or buying committee. He emphasizes that customers are not just looking for products, but for reliable suppliers who can provide value-added services. This insight challenges traditional marketing approaches and encourages marketers to think holistically about the customer journey. The conversation also touches on the impact of technology on marketing. Maynard shares his perspective that technology changes processes rather than entire functions. He predicts that technology will revolutionize content creation and data analysis, making them more efficient and effective. Throughout the episode, Maynard's expertise shines as he provides valuable insights and practical advice for B2B marketers. Listeners will gain a deeper understanding of the importance of data in decision-making, the evolving nature of B2B marketing strategies, and the potential impact of technology on the industry. Tune in to this episode of "B2B Digital Marketer" to gain valuable insights from Mike Maynard and discover how data and creativity intersect in the world of B2B marketing. Don't miss out on the opportunity to enhance your marketing strategies and stay ahead in the ever-changing digital landscape.  

In this episode of B2B Digital Marketer, we delve into the power of user-centered design and its impact on organizational growth. We explore the importance of understanding user needs and avoiding costly mistakes. The episode highlights the significance of organizational alignment and breaking down silos for a seamless customer experience. We also discuss the value of experimentation and disruption in large companies, emphasizing the need for a portfolio of experiments. Additionally, we touch upon the challenges of legacy systems and the importance of embracing disruption and focusing on the user. Overall, this episode provides valuable insights for B2B marketers looking to fuel business growth through user-centered design and innovation.

In this episode of B2B Digital Marketer, Dustin Tysick explores the power of social proof and the psychology behind referrals and network recommendations. Jim and Dustin explore how companies like Amazon and Clicks have leveraged social proof to achieve explosive growth. They delve into the importance of addressing imperfections and authenticity in testimonials, as well as the art of interviewing to create genuine conversations.  The discussion also touches on the evolving landscape of social proof, where relying on personal networks and feedback becomes crucial in decision-making. However, the potential for pay-to-play scenarios and the need for transparency are highlighted. The episode concludes by emphasizing the significance of understanding psychology and building authentic relationships through non-scripted, natural interactions.  You will gain valuable insights into the psychology behind social proof, the impact of testimonials and referrals, and the art of conducting engaging interviews. Whether you're a marketer looking to unlock the power of social proof or simply interested in understanding the psychology behind consumer behavior, this episode offers valuable takeaways. Tune in to B2B Digital Marketer to explore the fascinating world of social proof and its impact on digital marketing strategies.  

In this episode of B2B Digital Marketer, John Gumas shares valuable insights on unlocking success in digital marketing. He emphasizes the importance of aligning your message with your prospects for maximum impact. John highlights the need to break free from assumptions and truly understand your audience's needs. He also stresses the significance of being present when customers are ready to buy, surrounding them with your brand's message. Thought leadership and targeted marketing campaigns are key strategies for success. By developing a unique position and delivering a compelling message, businesses can stand out in a crowded marketplace. Overall, John Gumas provides practical advice for effective B2B digital marketing.

In this episode of B2B Digital Marketer, we delve into the importance of prospect experience in B2B lead generation. Dan McDade highlights how prospect experience can be a game-changer in attracting and converting customers. We explore success stories like Harry and David, uncover the battle between sales and marketing for more leads, and discuss the power of nurturing and targeting the right audience. We also touch upon the hidden costs of neglecting prospect experience and the impact of employee turnover.  Join us as we navigate the stepping stones of relationship building and the crucial connection between sales and buying processes. Plus, we unlock the power of insights and personalization at scale for B2B companies. Tune in to gain valuable insights on improving your prospect experience and boosting your lead generation efforts.  

In today's episode of B2B Digital Marketer, we welcome Simon Severino to delve into the essentials of a robust go-to-market strategy. Simon Severino underscores the importance of focusing on elements we can control, especially in an ever-changing business landscape. He sheds light on the vital role that daily habits and effective time management play in steering a business toward success. Beyond just crunching numbers, Simon Severino also touches on the emotional aspects that drive business growth. He introduces the idea of bottleneck analysis and stresses the need for structured frameworks to execute plans effectively. As we navigate through volatile markets, Simon Severino offers actionable advice on how organizations can adapt to stand out and seize more market share. Tune in to gain invaluable insights on planning for the unpredictable, the emotional dynamics in business, and strategies for making a significant impact in B2B digital marketing.

In this episode of B2B Digital Marketer, we explore the key elements of creating higher-converting B2B websites. We emphasize the importance of user experience research and understanding customer behavior. By knowing why users visit your website, how they compare your product, and what factors influence their buying decisions, you can optimize your site for better conversions.  Additionally, we discuss the power of education in motivating customers and converting leads. We also touch on the significance of continuous campaign optimization, embracing change for business growth, and the role of innovation in enhancing user experience. By focusing on personalized conversion flows, effective form design, and targeted research, you can expand your user base and drive business growth. Overall, this episode provides valuable insights into building strong brands, improving conversions, and differentiating your product through user experience.  

In this episode of B2B Digital Marketer, we delve into the fascinating world of primal storytelling and its impact on converting more customers. Join us as we explore the role of emotions, primal urges, and social influences in decision-making and buying behavior. Discover how human connection influences buying behavior and why being part of a tribe is a primal urge we all possess. Learn how to tap into these driving forces of human behavior to create meaningful content and build trust with your audience. Don't miss out on this insightful episode that will transform your digital marketing strategies! Check out the blog at this link: https://bit.ly/47auvtP #PrimalStorytelling

In this episode of B2BDM, Jack Foster discusses the important role of customer experience and community in differentiating companies in the market. She highlights how Workramp stands out by focusing on not just product innovation, but also on providing a great customer experience and building a strong community.  WorkRamp's software helps teams improve their job performance and provides training across organizations. Jack emphasizes the need to collect and act on customer feedback, using tools like Gong to gain insights into customer preferences. She also discusses the importance of transparency and visibility in implementing customer insights and how WorkRamp incorporates customer feedback into their product development and marketing strategies. Jack also shares how WorkRamp invests in building relationships with customers, empowering them to share their stories and be thought leaders. She stresses the value of curiosity in making business decisions and aligning marketing goals with pipeline and revenue targets.  Jack also highlights the importance of customer retention and expansion, and how WorkRamp fosters a sense of community through their VIP Slack and WorkRamp Learn events. She emphasizes the role of data in driving marketing programming changes and the significance of qualitative information such as referrals and word-of-mouth.  Overall, this episode provides valuable insights into how WorkRamp prioritizes customer experience, community building, and data-driven decision-making.  

In this episode of B2BDM, Eric Quanstrom delves into the intricacies of lead generation and its pivotal role in modern marketing. He explores the dynamic nature of marketing strategies and the simultaneous relevance of unwavering, foundational principles. The conversation highlights the challenge of making informed buying decisions in an information-saturated market and underscores the power of brand familiarity. Eric emphasizes the crucial role personal networks play in achieving initial sales for startups, as well as crafting compelling go-to-market strategies. He also illuminates the growing influence of AI in marketing and navigates through the complex issue of attributing what precisely fuels B2B sales. Throughout the podcast, Eric provides valuable insight into the formulation, testing, and refinement of hypotheses to pinpoint the most lucrative investment channels and build robust brand awareness. In conclusion, he stresses the importance of distinguishing between the constant and evolving elements of marketing, all the while acknowledging the inevitability of change in the B2B landscape.  

On this episode of B2BDM, we are honored to have Allen Adamson with us to talk about the importance of looking beyond the product to offer extraordinary experiences in B2B sales. Allen emphasizes the need to identify new problems, focus on specific touchpoints in the customer journey, and partner with others to provide better solutions.  In addition, he discusses trends in renting rather than buying and the need for businesses to constantly relearn and stay open to change. This episode offers valuable insights and takeaways for anyone in the B2B world looking to improve their customer experience and stay ahead of the competition.  

In this episode of "5 Reasons Demand Generation Fails," our guest Deanna Shimota shakes up the old idea that low-quality leads are worth your time. She points out that many marketers choose quantity over quality, wasting time on leads that aren't likely to buy. Instead, Deanna argues that businesses should focus on high-quality leads to grow their sales.   She also talks about the ins and outs of marketing, reminding us that good things take time and that it's important to set long-term goals. She gives helpful advice on how to make a strong online presence, create engaging content for your target customer, and find your own unique space in the market.   Plus, Deanna shares tips on how to pick the right marketing person for your team, and the latest ways to work with others and grow your audience. If you're trying to build a solid marketing plan for your business, this episode is one you can't miss.

In this episode, we delve into the power of authentic branding and simplified messaging to boost sales success. Our guest, Kate, a seasoned marketing expert, highlights the importance of moving beyond traditional storytelling and embracing genuine connections with your target audience. Discover how to unlock the potential of your brand identity and create a unified go-to-market messaging strategy that resonates. Kate shares her insights on developing an authentic branding approach that encourages sales and marketing teams to work collaboratively. Learn about navigating different communication styles among team members and how to effectively update sales materials to reflect your simplified messaging. Throughout the discussion, Kate emphasizes the need for striking a balance between providing a framework for sales reps and allowing them the freedom to infuse their personality into the brand messaging.  

In this episode of B2B Digital Marketer, we dive into why many potential customers disengage and don't make a purchase, wasting both the vendor's resources and their own team's resources.  We learn from a machine learning analysis of 2.5 million recorded sales calls that no decision loss is a silent killer of sales, even though the customers are convinced of the value of the solution.  We discuss two biases - status quo bias and omission bias - that can contribute to no decision loss, as well as the fear of failure that underlies omission bias. We explore different techniques such as the Jolt method and pings and echoes to address indecision in customers.  We also examine the importance of focusing on converting lost deals into opportunities, and the impact of proper expectations setting, being a buyer's agent, building trust, and demonstrating expertise in complex B2B sales.  

In this episode of B2B Digital Marketer, we explore the concept of value proposition and how it's more than just an elevator pitch or value positioning statement. Our guest speaker shares insights on the importance of identifying every point of value for prospects and clients and radical approaches to understanding ideal customers. We discuss the obstacles of inertia, how to overcome them, and the importance of social proof, empathy, and clarity in messaging.  Join us as we learn about the benefit of the benefit and how it's crucial to be radically relevant in conversation while keeping cognitive fluency in mind. Understanding the brain's response to messaging and how to structure it for pain points and opportunities for success is key in B2B sales.

In today's episode, we are joined by digital marketing expert and author, Jay Baer, to discuss common mistakes digital marketers make and how to overcome them. We dive into the topic of "5 Silly Things Digital Marketers Do" and provide insights on how to improve your marketing strategy. Jay shares his thoughts on the importance of creating valuable content for both current customers and new prospects. He emphasizes the need to tell a bigger story with top-of-the-funnel content that isn't directly related to your product or service, and how this can help engage and captivate your audience. We also discuss the pitfalls of striving for perfection and the benefits of adopting an agile marketing approach. In addition, Jay highlights the significance of humanizing your brand in the B2B space and shares examples of successful B2B brands that have broken the mold. Throughout the episode, we explore various strategies for creating content that resonates with your audience and fosters loyalty. Jay provides tips for balancing content creation between new prospects and existing customers, as well as how to inject creativity into your campaigns. Listen in as we uncover the "5 Silly Things Digital Marketers Do" and learn how to overcome these common marketing mistakes.  

In a world where B2B competition is fiercer than ever, businesses need to find innovative ways to stay ahead. One crucial factor to achieving success is aligning your sales and marketing teams. Our latest podcast guest, Dacia Coffey, author of "Corporate Caffeine," shared her insights on how B2B companies can benefit from aligning these two departments to supercharge their growth. One of the key takeaways from the conversation was the concept of "smarketing." This approach involves merging sales and marketing to create a unified team with shared goals and KPIs. By fostering collaboration and breaking down silos, businesses can improve communication, enhance customer experiences, and ultimately, increase revenue. In this episode, Dacia Coffey shares a few top tips for aligning sales and marketing teams. Tune in to our podcast and discover how your B2B organization can benefit from her expertise and experience.

One of the biggest challenges facing B2B sellers today is meeting their quota. In fact, according to recent research, 67% of B2B sellers are not meeting their quota. This is a significant increase from previous years and a worrying trend for businesses. Steve Weinberg believes that the key to becoming a master sales pro is to focus on the fundamentals of sales. He emphasizes the importance of building relationships with customers, understanding their needs and pain points, and providing solutions that meet those needs. He also stresses the importance of continuous learning and self-improvement to stay ahead in a constantly evolving industry. During the podcast, Steve shares some practical tips and techniques that sellers can use to improve their sales performance, such as how to create a compelling value proposition, how to handle objections, and how to close deals effectively. If you're a B2B seller struggling to meet your quota or looking to take your sales performance to the next level, this episode is a must-listen. In this episode, we learn valuable insights from Steve Weinberg on how to become a master sales pro and exceed quota performance.  

Finding and retaining good salespeople can be a challenge in today's business landscape, where traditional seller-buyer relationships are no longer as effective. Research shows that 67% of B2B salespeople fail to meet their sales quota, and it's becoming harder to connect with decision-makers in larger and more dispersed buying teams. To address these challenges, companies can leverage the power of alignment marketing. Alignment marketing is a marketing strategy that aims to create a connection between a brand and its target audience by aligning the brand's values, beliefs, and goals with those of the audience. By using the alignment marketing formula, brands can build deeper connections with customers, leading to increased customer loyalty and satisfaction. Moreover, alignment marketing can help attract and retain good salespeople. By creating a culture that aligns with the values and goals of potential sales hires, companies can attract top talent who are passionate about the brand and its purpose. The alignment marketing formula can also help in retaining good salespeople, as they will be more likely to stay with a company that shares their values and goals. In summary, the alignment marketing formula can help companies find and retain good salespeople by creating a culture that aligns with their values and goals. By using this approach, companies can also build deeper connections with their customers, leading to increased customer loyalty and satisfaction. In this episode of our podcast, we're excited to welcome Stacey Hall, a seasoned sales leader with over 20 years of experience. Stacey has worked with some of the biggest brands in the industry, and has successfully built and led high-performing sales teams. She is also an expert in alignment marketing, a strategy that can help companies find and retain good salespeople. Stacey will share her insights on the challenges facing salespeople today, and how companies can leverage alignment marketing to overcome these challenges. She will also discuss how to create a culture that attracts top sales talent and retains them for the long term.  

The success of a business is a shared interest for employees, entrepreneurs, and CEOs alike - a positive return on their investments and efforts. However, the demands of running a business can sometimes cause us to lose sight of the key factors that contribute to success. In this episode, we explore the 6 crucial returns that serve as markers of business success. Our expert guest, Preston Brown, shares his valuable insights and lessons learned on his own journey to success. He'll reveal the metrics that matter most for driving positive results. Tracking these 6 returns can help measure your business performance and guide your efforts towards your goals. Whether you're just starting out or already established, they serve as a useful tool to help you achieve the success you're striving for.

Having trouble finding solutions to business problems is a common experience among entrepreneurs and business owners. Sometimes, it's easy to lose sight of the bigger picture or the obvious solutions that are right in front of us. This is because we get so focused on what we are trying to accomplish. However, most of the time, the answers are right in front of us. It is helpful to have someone assist us in seeing them. Consider it like cleaning a dirty window. Having grime and dirt on it makes it difficult to look through it. However, after cleaning it, you will see the answers clearly. In business, it's critical to understand that when we get blocked, it's not just affecting us but everyone in our organization and everyone we touch. As a result, it is important to take a step back from everything you do and get a fresh perspective. It may be worthwhile to obtain advice from a mentor or business coach or simply to take some time off to consider things afresh. When we're able to see the answers that have been right in front of us all along, we're able to make the necessary changes and move forward. It's important to remember that this happens in all periods and all parts of life, not just in business. So, next time you find yourself stuck, remember to take a step back and look at the bigger picture. The answers might be right in front of you. In this episode, Gary Geiman shares with us three secret roadblocks to business growth that may be affecting your business or organization. Examine whether you are experiencing them right now and find the answers that you are looking for.

​​In today's fast-paced and constantly evolving business world, it's essential to regularly reevaluate and update our marketing and sales strategies. That includes improving or replacing outdated tactics that are no longer working. Trying to push products or services aggressively on potential customers is an old-fashioned approach to selling. Rather than focusing on building relationships, modern sales strategies usually prioritize understanding potential customers. The consultative selling approach works best in today's market because it builds trust and helps you develop long-term relationships with customers. It's also becoming increasingly difficult for marketers to succeed with mass mailings and cold calls. Instead, they're finding success with targeted, personalized, and relevant marketing. As a result, you can use data to segment and understand your target audience, and you can use content marketing, social media marketing, and email marketing to connect with them. We need to make sure that we're using the most effective sales and marketing strategies in today's market by reevaluating and updating our strategies regularly. It's easier for us to connect with and serve customers when we ditch outdated tactics and use modern techniques. In this episode, we have the pleasure of speaking with Todd Caponi, author of the bestselling book 'The Transparent Sales Leader'. Our discussion with Todd will focus on his innovative approach to sales and marketing that emphasizes transparency as a fundamental component. As Todd shares insights from his book and real-life examples, he will illustrate how honesty and openness are crucial to increasing trust, loyalty, and sales with potential customers. Whether you're a salesperson or a marketer looking for ways to increase your effectiveness and build lasting relationships with your customers, you won't want to miss this episode with Todd Caponi.

Most companies and executives don't really understand what marketers bring to the table. A marketer's efforts are often unknown and unrecognized and the people are often misunderstood or misrepresented. To some, the role of a marketer is often interchangeable - lumped up into one single role - if they're a marketer, then surely they can write or build a website. As a result, the outcomes that they are judged on are often just based on the basic and non-essentials, and marketing has become one of the roles or departments that have been considered non-essential. But is marketing really non-essential? As you will see in the interview, it's the exact opposite. Marketing is the ultimate cross-functional organization that often acts as the underbelly of the whole company. Their influence extends throughout the whole organization, and their contributions greatly affect the success (or failure) of the company. Leaders and executives need to understand that they need to empower their marketers. They need to have a go-to-market strategy in place. It's more than just the mission and vision of a company. There has to be a commitment to a set plan to bring in more leads and drive growth and revenue to the organization. What are the signs of a successful marketer? How can marketers make it clear what it is they bring to the table? What is the one thing marketers need to succeed? In this episode, Christina Del Villar sheds more light on this topic and shares with us the one thing marketers need to succeed (and several more).  

There are a few key characteristics that can help you determine if you are a savvy marketer. First, a savvy marketer is always learning and staying up-to-date on the latest marketing trends and techniques. They are willing to try new things and are not afraid to experiment in order to find new and effective ways to reach their target audience. In addition to gaining knowledge and experience, it's also important to develop the key skills that are essential for success in marketing. This includes strategic thinking, creativity, analytical ability, and the ability to communicate effectively with both internal teams and external stakeholders. Overall, becoming a savvy marketer requires a combination of education, experience, and skill development. By taking these steps and continually learning and improving, you can become a savvy marketer and succeed in the field. In this episode, Avi Kumar sheds more light on how you can test yourself and your ability in regard to being a savvy marketer. How can you know you're a savvy marketer? And what does it take to become one?

Email has changed. In today's world, we're dealing with a lot of conditions and situations that we've never experienced before - including email. The majority of organizations struggle with their email marketing and aren't getting the conversions they want. The open rate of their emails continues to decline. In spite of all the changes, email remains one of the top-performing channels for organizations. So how do you do it properly post-pandemic? Is it still used in the same way as it was before the pandemic? How does email contribute to lead generation or lead nurturing? In this episode, Emily McGuire shows us how to use email more effectively in a post-pandemic world. Using modern email strategies for lead nurturing, she explains to us how to nurture leads effectively.

Taking advantage of B2B events can bring your brand to the attention of your customers. Every day, consumers are bombarded with pitches and advertisements, so you need to make your event stand out. Increasingly, companies are seeking ways to stand out from the crowd, and event marketing is an excellent starting point. In addition to providing new channels and methods for connecting with future and returning customers, event marketing allows you to collect customer data from other sources. This allows you to get to know them prior to the event so that they can be treated as individuals rather than just part of the crowd. There are, however, some marketers who do not get every event right. Events are often misunderstood, and people make mistakes. Event marketers of the future must stay ahead of the event marketing game in order to succeed. What is the best way to do it? How should we go about it? In this episode, Jonathan Kazarian points out some of the top mistakes event marketers make and shows you how to avoid them.

Marketing is filled with a sheer amount of noise. For the last decade, marketers have become expert broadcasters - from blogs, articles, podcasts, videos, social media, ads, and websites. There is no shortage of information. It's overwhelming. And the COVID situation has 50x the noise. It seems like you have to be a master of psychology to stand out and make a difference. In a world where we're all vying for attention, how do you grab your ideal client's attention and evoke a response? How can you deliver true value? How can you set yourself apart and be different? In this episode, Daniel Priestly shares with us quiz funnel marketing and 5 reasons why quiz funnel marketing sucks. You'd be surprised to learn how most people apply quiz funnels (or scorecards) wrong. Learn from their mistakes, and you can craft your own scorecards more effectively.

Life is finally starting to return back to normal - a new normal. Everyone is going back to face-to-face. However, things will not be the same. We won't be going back to the pre-pandemic past. As humans, we change, we adapt, and we will be doing things differently moving forward into the coming years.  For B2B events, things are also looking a bit different. With virtual and hybrid events getting more popular, people have more flexibility in their event choices, and as B2B marketers, we have to learn to be agile and resilient and learn to adapt to these ever-changing needs. Things will be different. We won't be doing the same things again. Looking forward, what's new for B2B events in 2023? How can we take advantage of these changes and make the most impact in the upcoming years? In this episode, Brianna Haag shares her valuable thoughts and insights on what's new for B2B events in 2023.