Building Materials Marketing Unboxed

In this episode of Swimming with Sharks, Kevin Dean sits down with David Pearlman, Senior Director of Education at Adobe, to explore how artificial intelligence is reshaping enterprise operations, leadership, and the way we learn.Drawing on decades of experience at Microsoft and Adobe, David shares how AI is helping reduce noise in the workplace, accelerating asynchronous education, and redefining the role of leadership. From improving email efficiency to navigating shadow AI and compliance, this conversation cuts through the hype and gets to the heart of what meaningful AI adoption looks like.What you'll learn:How AI helps leaders focus on people, not processWhy personalized learning is replacing traditional modelsThe risks of shadow AI and the importance of governanceHow AI can elevate — not eliminate — human workThis is a practical, insightful conversation for business leaders, educators, and enterprise professionals preparing for what's next.Connect with the Guest:David Pearlman on LinkedIn – linkedin.com/in/davidmpearlmanHosted by Kevin DeanFounder, ManoByte – linkedin.com/in/kevinddean

In this episode, Kevin Dean sits down with Anthony Coppedge to discuss the rapid changes in technology, leadership, and business strategy. With the rise of Generative AI (GenAI), businesses are facing a transformation as significant as the advent of the internet and mobile technology. But how should organizations adapt, align, and think differently to stay ahead?

In this episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, is joined by Rob Ryan, Head of Thought Leadership at WorkGrid Software, for an in-depth discussion on the role of conversational AI in streamlining employee workflows and improving internal communication. Rob shares his insights on organizational change, the evolution of employee experience platforms, and the importance of aligning AI projects with business goals.Introduction: Kevin introduces Rob Ryan, who has extensive experience in organizational strategy and technology deployment. Rob provides background on WorkGrid Software and its mission to reduce digital friction in the workplace.Interview Highlights:Conversational AI as a Digital Assistant: Rob explains how WorkGrid leverages NLP and machine learning to create digital assistants that streamline employees' day-to-day tasks. He discusses how conversational AI can reduce digital distractions by integrating with existing tech stacks and bringing actionable insights directly to employees.Getting Started with AI Projects: The conversation explores practical steps for organizations to initiate AI projects, emphasizing the importance of quick wins and internal use cases. Rob shares advice on piloting AI initiatives, mitigating risks, and developing a governance strategy to ensure AI aligns with business objectives.Transforming Employee Experience with AI: Rob highlights how conversational AI can enhance the employee experience by reducing app hopping and context switching, ultimately fostering a more productive and engaging work environment. He emphasizes that AI should assist, not replace, the human workforce.Key Takeaways:Building an AI Strategy: Rob advises organizations to start with low-risk, high-value AI use cases that support internal goals and gradually expand based on proven results.Importance of Governance: A strong governance framework is essential for AI projects to ensure that they are sustainable and that technology is used ethically and effectively.Prioritizing Employee Experience: By integrating AI into the flow of daily tasks, companies can improve employee engagement and reduce friction, allowing employees to focus on high-value work.

In this insightful episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, sits down with Amelia Jones, Principal Customer Success Manager at Mural, to discuss the role of AI in enterprise environments and how visual collaboration can enhance business processes. Amelia shares her experiences from Mural, highlighting the impact of human-centered design and agile methodologies in fostering better decision-making and collaboration.Introduction: Kevin introduces Amelia, who brings nearly a decade of experience in customer success and a passion for human-centered design. They dive into Mural's visual collaboration platform and how it reshapes traditional workflows.Interview Highlights:Visual Collaboration for Better Decision-Making: Amelia explains how Mural transforms linear tasks, like spreadsheets and to-do lists, into more engaging and collaborative visual experiences. She emphasizes how visual tools can foster better communication and alignment, especially when mapping out workflows.AI in the Enterprise: The conversation explores how AI can assist in ideation and decision-making processes, with Amelia stressing that AI should enhance human creativity, not replace it. She discusses real-world use cases where Mural helps enterprises document, plan, and evaluate AI initiatives.Human-Centered Design & Agile in AI Projects: Amelia shares her expertise on how organizations can leverage human-centered design and agile workflows to better implement and scale AI initiatives. She discusses techniques like abstraction laddering and the five whys, which Mural facilitates to help businesses identify and solve the right problems.Key Takeaways:AI as a Collaborative Tool: AI should act as a collaborator, assistant, and coach, helping teams to innovate while keeping creativity and problem-solving at the forefront.Documenting AI Processes: Mural plays a vital role in helping organizations document and map out their AI processes, ensuring that initiatives are well-planned and stakeholder engagement is prioritized.Balancing AI Excitement with Practicality: While AI can be a powerful tool, Amelia advises businesses to be deliberate in its implementation, ensuring that it adds tangible value to workflows.

In this exciting episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, welcomes Mike Lyons, founder of KaiRise, to explore the intersection of Agile methodologies and generative AI. Mike shares his unique journey through the IT landscape, from small firms to large consulting agencies, shedding light on how AI is shaping business processes and the power of agility in driving innovation.Introduction: Kevin introduces Mike Lyons, who has decades of experience in IT, ranging from higher education to government, finance, and non-profits. They dive into Mike's deep insights on Agile ways of working and how organizations can capitalize on AI technology for better decision-making and enhanced efficiency.Interview Highlights:Agile in the AI Era: Mike explains how Agile is not just about frameworks like Scrum, but about fostering a mindset of adaptability and rapid learning, especially when integrating AI tools.Learning Through Failure: Drawing on personal experiences, Mike discusses how businesses can learn more from failures than successes, particularly with emerging technologies like generative AI.Experimentation and Innovation: The conversation explores why companies need to allow a "thousand flowers to bloom" and how innovation thrives at the edges—outside traditional boardroom strategies.Key Takeaways:Embrace Agile: Organizations must adopt Agile ways of working to stay competitive, especially in today's fast-paced AI-driven world.Security vs. Innovation: Striking a balance between encouraging experimentation with AI tools and maintaining data security and governance is crucial.Future of AI: The episode concludes with a discussion on the global implications of AI, including how it can address accessibility and humanitarian challenges, and what's next in the rapidly evolving tech landscape.

Episode Overview: In this episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, sits down with Stephen Stouffer, Director of Automation Solutions at Tray.ai. Stephen discusses his journey from marketing automation to becoming a leader in AI integration and shares valuable insights on leveraging AI for enterprise success.Introduction: Kevin introduces Stephen Stouffer, who brings extensive experience from various industries, including enterprises, agencies, startups, and nonprofits. Stephen has been deeply involved in the AI space, focusing on how organizations can harness AI to streamline operations and gain a competitive edge.Interview Highlights:AI Accessibility: Stephen emphasizes that generative AI is for everyone, from beginners to technical experts, and encourages organizations not to be intimidated by its potential.Enterprise Challenges: He discusses the importance of feeding AI with the right data and context to maximize its effectiveness, stressing that while AI can simplify tasks, thoughtful deployment is crucial.Tray.ai's Role: Stephen explains how Tray.ai's rebrand focuses on integrating AI into workflows securely and efficiently, introducing features like the Merlin connectors that enhance data privacy and automation.Key Takeaways:Start Small: Organizations should begin with simple AI implementations, focusing on teams that are open to change.Security and Context: Ensuring data security and providing AI with proper context are vital for successful enterprise AI adoption.Future of AI: The AI landscape is rapidly evolving, and organizations must adapt quickly to stay ahead, with AI becoming an integral part of daily operations across industries.

In this episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, sits down with Wendy McHenry, the Head of Solutions Engineering at CData Software, for an insightful discussion on customer operations and the evolving tech landscape. Wendy brings a wealth of experience from her journey in tech, starting as a statistician and moving through various leadership roles in sales engineering, particularly in financial services and government sectors.Introduction:Kevin introduces Wendy McHenry, highlighting her impressive career trajectory from a statistician to a leader in solutions engineering. Wendy's unique path showcases her passion for technology and her commitment to improving customer experiences.Interview Highlights:Wendy's Career Path: Wendy shares her unconventional entry into tech, beginning as a statistician and transitioning into a sales engineer role at SAS Software. Her journey reflects a deep understanding of customer needs and the importance of aligning tech solutions with business goals.Challenges in Customer Operations: Wendy discusses the complexities customers face in today's competitive environment, emphasizing the difficulties of navigating tight budgets, internal reorganizations, and the fear of change. She underscores the need for companies to build trust and guide customers through tech modernization.AI and Automation in Tech: The conversation shifts to the role of AI and automation in reshaping the tech industry. Wendy offers insights into how these technologies are helping companies do more with less, while also raising important ethical considerations. She predicts that while AI will not eliminate tech jobs, it will significantly enhance efficiency and innovation.The Role of Data Analytics: Wendy, a data enthusiast at heart, explores the critical role data analytics plays in driving business decisions and improving customer outcomes. She highlights the importance of staying at the forefront of data science to address challenges in various industries, from financial services to emergency response.Diversity, Equity, and Inclusion in Tech: Wendy also shares her passion for DEI initiatives, particularly in creating psychologically safe workplaces. She emphasizes the importance of leaders fostering inclusive environments to drive positive change in the tech industry.Key Takeaways:Trust and Empathy: Building trust with customers is crucial in today's fast-changing tech landscape. Companies must listen to customer concerns and provide solutions that ease the fear of change.Leveraging AI for Efficiency: AI and automation are powerful tools that can help businesses maximize resources, but they must be implemented thoughtfully, with ethical considerations in mind.Data as a Driving Force: Data analytics is at the core of successful tech operations, enabling companies to make informed decisions and respond effectively to challenges.Inclusive Leadership: Creating diverse and inclusive teams is essential for fostering innovation and ensuring the tech industry remains a welcoming space for everyone.

In this episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, welcomes Amber Vaden, a dynamic leader in customer operations and success with nearly a decade of experience in the field. Amber brings a unique perspective to customer service, blending her background in education with a deep passion for creating impactful customer experiences.Introduction:Kevin introduces Amber Vaden, who has made a significant impact in the world of customer success and operations. Amber's journey began with a desire to teach, which seamlessly transitioned into a career in customer service. Her role allows her to blend empathy with creativity, helping both customers and internal teams achieve success. Known for her innovative approach and commitment to understanding customer needs, Amber is excited to share her insights and experiences on the show.Interview Highlights:Amber's Path: Amber shares her unique journey from a potential career in teaching to becoming a key player in customer service. She discusses how her background in education informs her approach to creating impactful customer experiences and fostering internal success.Core Challenges: Amber identifies a major challenge in customer operations: the difficulty of truly understanding and addressing individual customer needs. She advocates for customized solutions and ongoing feedback to ensure that customer interactions are meaningful and effective.Technology vs. Empathy: Amber offers her perspective on the role of technology in customer service, emphasizing that while AI can support operational efficiency, it lacks the empathy that human interactions provide. She stresses the importance of balancing technological tools with a human touch to enhance customer satisfaction.Effective Strategies: The conversation delves into practical strategies for managing customer relationships and balancing various responsibilities. Amber highlights the importance of setting realistic expectations and maintaining organization to deliver consistent and thoughtful customer support.Empathy in Action: Amber underscores the significance of treating every customer interaction with the same care and respect one would offer to a loved one. She believes that building genuine trust and empathy can transform customer experiences and foster long-term loyalty.Looking Forward: Amber is excited about the future of customer service as new technologies and innovative companies emerge. She anticipates that these advancements will offer new ways to enhance customer experiences and drive success.Key Takeaways:Personalized Approach: Understanding and addressing individual customer needs through tailored solutions and feedback is essential for effective customer service.Human Touch: While technology can aid in customer service, it should be complemented by the empathy and personal connection that only humans can provide.Strategic Balance: Effective customer support involves balancing organizational demands with the need for realistic expectations and consistent, empathetic interactions.Future Innovations: Embracing new technologies and strategies will continue to shape and improve the customer service landscape, offering exciting opportunities for growth and enhancement.

In this compelling episode of Swimming with Sharks, Kevin Dean, CEO of ManoByte, sits down with Kári Thor Runarsson, the visionary founder of Cliezen, to explore the dynamic world of customer operations and the intersection of marketing, customer success, and technology. Kári shares his rich, globe-trotting journey from Iceland to Iowa and beyond, offering a unique perspective on the importance of understanding and exceeding customer expectations in both B2B and B2C environments.Episode Summary:Introduction: Kevin Dean kicks off the episode by introducing Kári Thor Runarsson, delving into his impressive background and his passion for customer experience (CX) and customer success (CS).Interview Highlights:Kári's Journey: Kári discusses his diverse upbringing and professional experiences across multiple countries, emphasizing how these have shaped his approach to customer experience and operations.The Role of Marketing in CX: Kári explains the natural alignment between marketing and customer experience, highlighting how his marketing background has informed his approach to customer success.Challenges in Customer Success: Kári identifies the key challenges facing the customer success industry today, particularly the undervaluation of CS roles and the struggle to quantify their impact.The Impact of AI in Customer Ops: Kári shares his insights on the transformative potential of AI, distinguishing between generative AI and other forms of AI, and discussing how technology can help close the experience gap.Bridging Organizational Gaps: Kári offers advice on improving communication and collaboration across departments, emphasizing the importance of data and analytics in making informed, customer-centric decisions.The Future of CX: Kári predicts the evolution of customer success, focusing on the role of technology in automating routine tasks and allowing professionals to focus on more strategic, high-impact activities.Key Takeaways:Customer Centricity: Successful customer operations hinge on understanding and exceeding customer expectations, tailored to different roles and needs within a client organization.Technology as an Enabler: While tools and AI can significantly enhance customer experience efforts, they must be accompanied by a genuine commitment to customer-centricity across the organization.Realistic Expectations with AI: While AI offers incredible potential, it's crucial to maintain realistic expectations and understand its current limitations.Communication & Collaboration: Effective customer success requires seamless communication across departments, supported by accurate data and analytics to inform decision-making.

In this insightful episode, Kevin Dean explores the transformative power of generative AI in customer experience. Drawing on his extensive experience at ManoByte, Kevin delves into the four key pillars that can elevate customer satisfaction and drive business success: educate, engage, entertain, and inspire.Episode Summary:Introduction: Kevin Dean introduces the podcast, "Swimming with Sharks," and sets the stage for a deep dive into the dynamic world of customer operations. He outlines the importance of understanding and implementing the four pillars of customer experience to stay ahead in a competitive market.Key Pillars of Customer Experience:Educate: Kevin discusses how educating customers builds trust and credibility. He highlights the role of generative AI in creating personalized learning paths and delivering relevant information. Examples include HubSpot's tailored educational content and IBM Watson's personalized medical education.Engage: Kevin emphasizes the importance of creating meaningful interactions to build lasting relationships. He shares how AI-powered CRM tools like HubSpot and Salesforce's Einstein predict customer behavior and personalize communication, enhancing engagement and driving revenue.Entertain: Adding an emotional layer to the customer experience makes it more memorable and engaging. Kevin explains how generative AI, augmented reality, and virtual reality can create immersive experiences that captivate customers and solve their problems creatively.Inspire: Inspirational content fosters customer loyalty and advocacy. Kevin discusses using AI to create personalized, inspirational content that resonates with customers' interests and aspirations. He shares practical examples of leveraging AI for testimonials, success stories, and case studies.Integration for Seamless Experience: Kevin underscores the need for delivering integrated, value-based experiences through an omni-channel strategy and data-driven decisions. He stresses the importance of leveraging generative AI to ensure customers interact with the company in the right way at the right time.Key Takeaways:Educate: Build trust with personalized learning paths using generative AI.Engage: Foster lasting relationships with AI-powered CRM tools for personalized communication.Entertain: Create memorable experiences with augmented and virtual reality.Inspire: Drive loyalty with AI-generated, personalized inspirational content.Integrate: Ensure seamless, value-based customer experiences through omni-channel strategies and data-driven decisions.

In this engaging episode, Kevin Dean welcomes Lucas Pimenta, an experienced professional in customer operations. Lucas discusses his journey from finance to global customer relations, stressing the importance of empathy and strategic planning in meeting high customer expectations amidst resource constraints. He also explores the transformative role of technology, including AI, in enhancing customer success strategies while balancing efficiency with human touch.Episode Summary:Introduction: Kevin Dean introduces Lucas Pimenta, an expert in customer operations with a diverse background in international customer relations and a keen interest in strategic customer success.Interview Highlights:Lucas's Journey: Lucas discusses his career evolution from finance to customer operations, emphasizing the importance of understanding customer needs and building lasting relationships across diverse cultural contexts.Challenges in Customer Operations: Lucas identifies technological advancements and varying customer expectations as primary challenges, stressing the need for personalized, yet efficient service delivery.Balancing Expectations and Resources: Lucas shares strategies for aligning high customer expectations with limited resources, emphasizing strategic planning and empathetic communication.Technology's Role in Customer Success: Lucas explores the transformative impact of AI and data-driven tools in optimizing customer interactions and enhancing service delivery.Key Takeaways:Empathy in Customer Relations: Leading with empathy remains crucial in navigating complex customer relationships and delivering personalized solutions.Strategic Use of Technology: Leveraging AI and data analytics empowers organizations to better anticipate and meet customer needs while maintaining a human-centered approach.Continuous Learning: Adaptability and continuous learning are essential in the evolving landscape of customer operations, enabling professionals to stay ahead and deliver exceptional value.

In this insightful episode, Kevin Dean welcomes Anne McDonnell-Aisiku, Principal Customer Success Manager at HubSpot. Anne shares her unique journey from global education to customer success, offering valuable perspectives on how her background shapes her approach to delivering exceptional customer experiences.Episode Summary:Introduction: Kevin Dean introduces the podcast and welcomes Anne McDonnell-Aisiku, highlighting her extensive experience in customer success and her journey from the education sector to HubSpot.Interview Highlights:Anne's Background: Anne discusses her transition from global education to customer success, emphasizing the parallels between supporting students and managing customer relationships.Challenges in Customer Success: Anne outlines the current challenges in the customer success space, including economic headwinds, the need for faster results, and longer sales cycles.Balancing High Expectations and Limited Resources: Anne shares her strategies for managing customer expectations while dealing with limited resources, emphasizing the importance of empathetic communication and setting clear expectations.Communicating Difficult News: Anne discusses her approach to delivering bad news, stressing the importance of empathy, honesty, and offering alternative solutions.Technology and AI in Customer Success: Anne explores how technology and AI are transforming customer success, providing tools that offer deeper insights and enable more effective customer interactions.Generative AI Impact: Anne shares her initial hesitations about AI and how she now sees its potential to enhance customer success workflows by freeing up mental space for more strategic tasks.Key Takeaways:Empathetic Communication: Always lead with empathy and honesty when communicating with customers, especially when delivering bad news.Leveraging Technology: Utilize technology and AI to gain deeper insights into customer behavior and needs, allowing for more meaningful and proactive interactions.Continuous Learning: Stay nimble and continuously update skills and knowledge to keep up with the rapidly evolving customer success landscape.Customer-Centric Approach: Understand and prioritize customers' goals and KPIs to align efforts and deliver value effectively.

In this exciting episode, Kevin Dean sits down with Aaron Jones, the Head of Strategic Partnerships at Maven AGI. The conversation spans Aaron's journey from a computer science major to his current role, and delves into the dynamic landscape of customer operations and AI.Episode Summary:Introduction: Kevin Dean introduces the podcast and welcomes Aaron Jones, highlighting their shared background and long-standing professional relationship.Interview Highlights:Aaron's Background: Aaron shares his career journey, from his early days as a developer to his pivotal roles at major companies like Adobe, Mixpanel, Sprinkler, Discovery Education, HubSpot, and now Maven AGI.AI and Customer Ops: Aaron discusses the similarities and differences between the current AI boom and the internet bubble of the 90s. He emphasizes the strategic application of AI and its significant impact on customer operations.Challenges in Customer Service: The discussion touches on the three main challenges: increasing customer expectations, limited resources, and the balance between human capital and technology.Framework for Success: Aaron outlines a strategic framework for organizations to efficiently manage customer interactions through self-service, AI, and human resources.Technology Evaluation: Insight into how businesses can assess and integrate the best technology solutions to enhance customer experience.Real-life Example:Maven AGI and TripAdvisor: Aaron shares a case study where Maven AGI helped TripAdvisor successfully deflect over 90% of inbound customer support cases using generative AI.Key Takeaways:Core Competency Focus: Emphasize core strengths and leverage best-in-breed solutions for customer support.Data Strategy: Ensure data is interconnected and contextualized for actionable insights.AI Implementation: Proper training and execution of AI models are crucial for success.Embracing Automation: Automation can enhance efficiency and create new job opportunities, rather than just replacing human roles.

In this adventure, we are joined by Christina Garnett, an expert in customer service strategy and community engagement.Episode Summary:Introduction: Kevin Dean kicks off Season 2 with a warm welcome and introduces the guest, Christina Garnett.Interview: Christina Garnett shares her extensive knowledge and experience in the customer service industry. The conversation delves into effective strategies for building strong customer relationships and enhancing community engagement.Key Takeaways:Self-Improvement and Business Growth: People who intentionally work on themselves also see growth in their business.Process and Performance: Average performers can succeed when working within an excellent process.Objection Resolution: Resolving objections is always better than overcoming objections.Questions That Care: Ask "questions that care" to further discover needs in a sales context.Truthfulness: Getting truthful is the first step in building genuine customer relationships.Tune in to gain actionable insights and learn from Christina Garnett's expertise in this engaging episode of Swimming with Sharks: Customer Ops Unplugged!

In this adventure, we are joined by Doug Brown, CEO - Business Success Factors.Video Summary:Introduction.Interview: Doug Brown, CEO - Business Success Factors.Question of the Day: Name the #1 Webinar you attended in 2020 that delivered the most value. What was the topic?Who was the presenter?What made it so valuable?Video Takeaways:A few key takeaways from this episode:People who intentionally work on themselves also see growth in their business.Average performers can succeed when working within an excellent process.Resolving objections is always better than overcoming objections. Ask "questions that care" to further discover needs in a sales context. Getting truthful is the first step. For a copy of Doug's book "Win-Win Selling" go to: https://www.winwinsellingbook.com/

In this adventure, we are joined by Krystina Gillenwater - Director of New Business for Digitopia.Video Summary:Introduction.Interview: Krystina Gillenwater - Director of New Business, Digitopia.Question of the Day: If you are using HubSpot Snippets - what is your best snippet?Video Takeaways:A few key takeaways from this episode:RevOps is more than a "flavor-of-the-week" industry buzzword.RevOps is a business practice that aims to align an organization's revenue engine. Sales leaders are problem solvers, not pushy influencers. Teaching your customer service people sales techniques can open up more opportunities for your business - it worked at Digitopia. Running after every opportunity by trying to be "all-things-to-everyone" is counterproductive. Get really good at a few things - they you will be known for it. Smarketing Meetings are good - RevOp meeting with your Marketing, Sales AND Service leaders are even better. 

In this adventure, we are joined by Bruce R. Dorey - Executive Coach and Consultant. Video Summary:Word of the Week: HubSpot SnippetsInterview: Bruce R. Dorey - Executive Coach and Consultant. Power Play: Learn to Type fasterQuestion of the Day: If you are using HubSpot Snippets - what is your best snippet?Video Takeaways:A few key takeaways from this episode:Data and science are vital parts of executive coaching. Effective coaches are experts in their field as well as human pattern recognition. The key to successful coaching is finding someone who has "been there, done that". Experienced corporate executives bring tremendous value to coaching the next generation of leaders. Leadership is earned.Cadences and rhythms are important parts of success. For more information on Bruce R. Dorey's coaching and consulting services, please visit his website: https://www.brucerdorey.com/

In this adventure, we are joined by Bridget Conley, Business Growth Consultant with ManoByte. Video Summary:Word of the Week: Lead ScoringInterview: Bridget Conley, Business Growth Consultant with ManoByte. Power Play: HubSpot Academy Quick Course: Understanding HubSpot Lead Scoring.Question of the Day: How are you scoring leads?Video Takeaways:A few key takeaways from this episode:Throwing technology at a problem isn't always the answer. How can we get to the root of the problem and solve it with what we already have?Do your research! Don't assume you know the answer because you think you've been there before. Marketing Professionals need to go on sales calls with the sales team to help improve their marketing. 

In this adventure, we bring back Kevin Dean, President and CEO of ManoByte to get his thoughts on the lessons learned during the year 2020. We also dive into Kevin's predictions for the year 2021 and what can be done NOW to succeed in the new year. Key Questions Kevin answers in this episode:What is it like starting an agency (ManoByte) during the 2009 economic downturn?What is the most important thing to do in the last weeks of 2020?How can companies prepare for 2021 now?How does Kevin stay on top of his "CEO game"?At the end of the episode, Kevin shares with us the best advice he has ever received. 

In this adventure, we are joined by Jason Azocar, Founder and CEO of HubSearch. Video Summary:Word of the Week: MTA - Multi Touch AttributionInterview: Jason Azocar, Founder and CEO of HubSearch. Power Play: Block Yourself From AnalyticsQuestion of the Day: Do you employ Multi-Touch Attribution (MTA) in your marketing?Video Takeaways:A few key takeaways from this episode:How to apply the Inbound Methodology to recruiting.Why you should hire quickly.Without a plan to scale your team - you could be missing out on lucrative opportunities.Helping both sides (agency & applicant) often leads to amazing results. Recruiting doesn't just happen when you need to make an immediate hire. 

In this adventure, we are joined by Rachel Haley, Co-Founder and CEO for Clarus Designs. Video Summary:Word of the Week: Marketing AttributionInterview: Rachel Haley, Co-Founders and CEO at Clarus Designs.Power Play: ZubtitleQuestion of the Day: Does your team effectively use marketing attribution?Video Takeaways:A few key takeaways from this episode:Stop trying to do everything.In the beginning, start by doing more with less.Hire operations as early as possible - right after you have Sales Representatives. If there are more than 3 emails responses back and forth, set up a 30-minute meeting for the sake of clear communication. 

In this adventure, Alex Moran, Marketing Director for Applied Imaging joins us in the shark tank. Alex tells us about how she grew her TikTok account following from 0 to 15,000 in just 2 weeks. Video Summary:Word of the Week: SmarketingInterview: Alex Moran, Marketing Director, Applied Imaging.Power Play: HubSpot Make My PersonaQuestion of the Day: Is your sales team aligned with your marketing team?Video Takeaways:A few key takeaways from this episode:Good company culture makes for a better work experience - which translates to employees who are inspired to solve for the customer.Brand personality is important to help potential customers decide if they want to spend time with you by become your customer. Taking risks can often lead to greater results. Authenticity in marketing (and in many aspects in life) can yield to better results, and is easier to pull off. Sales and marketing are fundamentally the same. 

In this adventure, our own Sammie Bennett, Business Growth Advisor from ManoByte joins us in the shark tank. Video Summary:Word of the Week: ERP (Enterprise Resource Planning. Interview: Sammie Bennett, Business Growth Advisor, ManoByte.Power Play: www.draw.ioQuestion of the Day: How do you "work out" a process? Digitally? Pen & Paper? Solo? Collaborate with a group?Video Takeaways:A few key takeaways from this episode:Be prepared to shift if, over time, you current system has stopped working. Goals are good, but complete focus on achieving numbers can be detrimental. Being true self is the best way to connect with other humans. Learn to adapt quickly to stay relevant. 

In this adventure, Kyle Jepson from the HubSpot Academy joins us in the shark tank. Video Summary:Kyle gives us a unique front-row seat to how HubSpot responded to the global pandemic as a company. Kyle reveals that he has begun researching and preparing content for a new Sales Operations HubSot Academy Certification.After a negative Academy Certification review, Kyle reached out and made a valuable connection with the reviewer. Video Takeaways:A few key takeaways from this episode:Sales isn't always about extremes, even though it often seems like it. All reviews are valuable - even negative reviews can turn into positive experiences. Learning from the craziness of 2020 and adapting to your needs is the best way to prepare for 2021. Sales Operations is a difficult role to define for many companies. There isn't a standard template for the role of Sales Operations. This can vary greatly between organizations. 

In this adventure, we talk with René de Jong, Managing Director of PSOhub. PSOhub was featured in HubSpot's INBOUND2020 integration presentation. PSOhub has seen incredible, and quick growth. The founders saw a specific need and address it with their solution. Watch the episode as René explains how they were able to grow better. Video Summary:When to set up the proper systems to grow your business. Why company owners should stop working IN their company. Why company owners should START working ON their company. How to keeping your business simple is better for everyone. Why playing "Angry Birds" is a valuable lesson for learning and growing. Video Takeaways:A few key takeaways from this episode:What a simple, one-page business plan can do for you and your customers. Clarity is key.Growing too fast, without proper systems in place, can harm your future success. Customer appreciate simplicity - it is easy to understand. Learning quickly is your most valuable asset. 

In this adventure, we talk with Colleen Conneran, one of ManoByte's newest Business Growth Consultants. Today's episode happens on the first day of INBOUND2020. This is significant because it is one of the largest sales and marketing conferences that, due to the pandemic, has gone 100% digital. Colleen discusses her initial reactions to the all-digital format and her first experiences with the INBOUND conference.Video Summary:In this episode, we talk with Colleen Conneran, Business Growth Consultant with ManoByte about:How INBOUND2020 is living up to all the hype. The interactive nature of INBOUND2020.What makes INBOUND2020 better (in some ways) than the usual live conference. What she misses from being live at INBOUND in Boston.Our favorite new features from HubSpot.Our favorite sessions from INBOUND2020.Video Takeaways:A few key takeaways from this episode:HubSpot is "paving-the-way" for virtual events.Digital events can offer more speakers, breakout sessions, and live Q&As.Re-visiting and re-watching content from INBOUND2020 ensures you are getting the most value for your ticket price. Viewing recorded breakout sessions that you couldn't attend on the live dates add even more value to the price of admission. 

In this adventure, we talk with Greg Accardo, Director of the LSU Professional Sales Institute. Greg explains to us how the program at the LSU Professional Sales Institute is training the next generation of sales leaders. Video Summary:In this episode, we talk with Greg Accardo, Director of the LSU Professional Sales Institute about:How to start and enhance a good business relationship.How "Spray and Pray Sales" is detrimental to the profession.His distaste for poor templates.How LSU used the HubSpot Academy to create an award of distinction for collegiate sales leaders. Two of his favorite tools: BombBomb and Chorus.ai. Video Takeaways:A few key takeaways from this episode:Video selling isn't going away post-pandemic. Video can help you stand out from a very noisy crowd. Do your research and give your prospect a personalized reason to meet with you.Poor templates can be smelled a mile away. 

ManoByte has launched a weekly live show, "Swimming with Sharks." Each week, host Will Smith brings in a guest and speaks with them about their experiences, expertise, and advice around Sales Operations. Tune in live every Tuesday at 2:00 pm EST via ManoByte's Facebook, LinkedIn, or YouTube page!In this adventure, we talk with Amy Post, National Marketing Manager for ODL Inc. Amy explains to us how the building industry has sped ahead almost 5 years in the past 6 months and how the industry is working hard to adjust quickly. Video Summary:In this episode, we talk with Amy Post, National Marketing Manager for ODL, Inc about:How your website could be causing friction for your current and potential customers.Even if someone is working on your website, you still need to be able to make changes quickly and easily. How marketing can better support sales.Letting data tell you the story of what's good, what's not-so-good and what needs to be improved.  Video Takeaways:A few key takeaways from this episode:If you don't have control of your website - get control of it immediately. Figure out what works, then put some fire under it. If "outdated marketing methods" are still working, why change them?Measure as much as possible. 

ManoByte has launched a weekly live show, "Swimming with Sharks." Each week, host Will Smith brings in a guest and speaks with them about their experiences, expertise, and advice around Sales Operations. Tune in live every Tuesday at 2:00 pm EST via ManoByte's Facebook, LinkedIn, or YouTube page!This week Will has ManoByte's CEO, Kevin Dean, on to discuss what "Swimming with Sharks" means, his experiences in the sales and marketing industry, ManoByte's culture, and more.Video Summary:In this episode, we talk with Kevin Dean, CEO of ManoByte about:What it means to be a S.H.A.R.K.Why companies need to stop hiring outside salespeople.How businesses can support their sales team.The importance of hiring the right people for culture fit.What has been a game-changer for ManoByte in 2020. Video Takeaways:A few key takeaways from this episode:There are more similarities than differences. Most companies have similar challenges, pains, and solutions.Companies need to STOP hiring outside salespeople. Support your salespeople to make sure they have as many "at bats" as possible. Create the processes you need to scale...NOW. 

In this episode of Building Products Ecosystem Unboxed, we talk with Kevin Dean, CEO, and President of ManoByte, about how HubSpot can help you create a connected experience for your customer and your customer's customer through effective channel management. Topics Discussed:What does the "Ecosystem" in "Building Products Ecosystem" mean?What makes Hubspot work for building products manufacturers?The current state of marketing for building products manufacturersExciting HubSpot updates to look out forThe best HubSpot features for building product manufacturersWhat to look forward to at the LIVE HubSpot INBOUND conferenceHidden HubSpot features that commonly go unnoticedFull Live Episode on YouTube

In this episode of Building Products Ecosystem Unboxed, we talk with Janis Hubina of Warmup North America about TikTok and YouTube strategies for Building Product Brands. She shares her secrets for success in navigating her journey using TikTok and YouTube in the Building Products space.View the entire episode here on YouTube. 

In this episode, we are joined by Mark Allen Roberts from OTB Solutions. Mark is the CEO of OTB Solutions and an expert in Sales Effectiveness Improvement. He has served sales teams for over 36 years. He speaks to us about the new way of selling Building Products in 2022, how to evaluate your sales teams, set them up for success, and more.

The 2022 International Builders' Show did not disappoint! If we didn't get to see you there, we'll catch you in Vegas next year. Until then, Kevin, Jillian, Danielle, and Will compiled our top 13 takeaways from this year's event.1. Digital selling is not going away. 2. Trade shows are going to start supplementing digital selling rather than be the primary source of interactions.3. The role of distributors is changing.4. Customer loyalty, especially builder and contractor brand loyalty, is low because of pricing and communication pressures.5. Builders are adopting technology and looking to adopt more of it.6. Transparency and fulfillment are the top pain points that building products manufacturers needs to be solving for in 2022 using self-service tools.7. Strategic collaborations are being staked out with top players in the industry and building products manufacturers need to stay aware of these collaborations and involved in establishing themselves with collaborators to remain relevant to specifiers, retailers, and installers.8. Use influencer marketing and indirect sales enablement tactics to increase impact of your messaging and awareness efforts.9. More building products manufacturers are starting to think like tech companies. Market demand for smart home automation has presented an opportunity for building products manufacturers to build relationships with systems integrators and technology platforms.10. Thoughtful outdoor living and pools used to seem like a luxury, but are becoming more of a commonplace ask.11. New entrants are coming in with a tech-first mindset, both in the product offering but also in how they go-to-market.12. It's harder to maintain your status as a preferred brand right now and there's room for new entrants in ways there haven't been before in the building products industry.13. Now is the time that a focus on customer service and connecting customers with highly informed product specialists to answer questions is critical to the success of your brand among specifiers, retailers, and installers.Episode Links:ManoByteYouTube

In this episode, Erica Thompson of Rio Grande Co., shares her unique perspective as an architectural products sales rep regarding what she looks for from manufacturers.Episode Highlights:Meet Erica ThompsonWhat Everyone in Building Products Sales Should Stop Doing with Regards to their CompetitorsWhat the Manufacturers Who Are Succeeding Are Doing in Their Marketing and Partner Enablement Efforts to Get the Spec from ArchitectsHow Architectural Sales Reps are Handling Supply Chain Disruptions and Representing Them to Your ClientsThe Three Biggest Things Manufacturers Need to Do To Gain the Loyalty of Distributor Sales RepsHow Distributor Sales Reps are Using Manufacturer's Customer / Partner PortalsWhat Architectural Sales Reps Prefer in a Manufacturer's WebsiteHow Value Engineering Impacts Architectural SalesThe Top Three  Realities to Understand About The Day-to-Day Work of ArchitectsTop Two Challenges Still Facing Distributors in 2022Factors Influencing Brand Switching Among Distributor's Sales Reps The Surprising Impact of Product Visualization and Project Photos on SalesWatch the full episode here: https://www.manobyte.com/growth-strategy/architectural-sales

In this episode, Susan Milne, founder, and CEO of Epiphany Studios shares her advice for creating an authentic, consistent, and transparent building products brand.Episode Highlights:Meet Susan MilneHow Susan Began Branding for Architectural ProductsSelling to Your Customer's Customer & Overcoming Brand Messaging ChallengesThe 3 Attributes of a Successful Brand & Positive Customer ExperienceWhere to Start When Building Your Building Products BrandCauses of Brand SwitchingWhat Customers Still Want from Manufacturers in 2022Considerations for How to Match Your Brand With Your Digital PresenceWhy Help Facilitate Customer's Virtual Teams WorkflowThe Best Advice Susan Has Ever Received

In this episode, Brian Beck, Managing Partner at Enceiba and author of "Billion Dollar B2B Ecommerce" digs into the 5 Mistakes to Avoid When Launching eCommerce for Building Products and shares the 6 Most Impactful Features Customers Want.Episode Highlights:Misconception of eCommerce in Building Products Manufacturing Digital TransformationHow Leaders Can Get Buy-In from Key Decisions Makers and Stakeholders, Like Sales Teams, Who are Perceiving Channel ConflictTop Reasons Manufacturers Aren't Further Along Implementing eCommerceThe Fine Line of Discomfort and Organizational ChangeHow The Building Products Market Has Already Changed and Is Changing MoreIs It Better to Sell via Owned eCommerce or Third-Party Marketplaces?5 Mistakes to Avoid / Common Pitfalls When Launching eCommerce to Augment Channel Sales of Building ProductsThe 6 Most Impactful Features Used by B2B eCommerce That Has Come Out of B2CHow to Meet the Buyer Expectation of an "Amazon Prime" Shipping MentalityExample from BoschRecent Result that Enceiba is Proud ofThe Best Advice Brian Has Ever ReceivedMore on the episode here. 

Chris Camfferman, Managing Director of Marketing at UFP Industries walks us through their successful implementation of the HubSpot CRM. Chris will speak about how UFP handled change management, what UFP was using before moving to the HubSpot CRM, and the lessons learned during this digital transformation.Episode Highlights:Meet Chris CamffermanContext of the CRM Implementation for UFP Industries$5 Billion company, 130 locations globally, with 14,000 employees and 300 salespeople using the CRM dailyWhat were the major challenges in implementing a CRM for such a large organization?What UFP was using to manage sales previously? What was working well already?What internal systems and processes were kept and enhanced for sales and marketing teams through the CRM implementationHow long did it take for the CRM Implementation process and adoption?What was required to incentivize HubSpot adoption to make it successful?Surprising benefits for UFPs sales and marketing teams after implementing HubSpot CRMHow to create a competitive advantage in the changing building materials marketplaceThe surprising benefit of working with influencers for The value of HubSpot's sales playbooksHow to source social media influencersThe best piece of advice Chris has ever received

Building Materials Sales & Marketing Consultant, Mark Mitchell of Whizard Strategies Joins Us Again. This Time, Mark Shares His Perspective on How Pull-Through Sales Actually Works in Building Materials and What Actually Matters to Your Channel Partners.Highlights:Meet Mark MitchellHow Pull-Through Sales [with Partners] Works in Building Materials (versus CPG)Ask Yourself, “Where are You Pulling From?”How to Go To Market when Pulling Sales ThroughHow Manufacturers Can Help Increase Distributor's Ability to SellThe Critical Role of Data Management Across the ChannelProper Stakeholder Management and Sales PositioningLooking Ahead While Dealing with Fires of TodayWhat Causes Preference for Contractors and Builders Prefer, Examples BeingMarvin WindowsRigid ToolsSimpson Strong TieInformation about the December 13th, 2021 Whizard Summit

Carolina Albano, Vice President of StoCorp's Rainscreen Division shares her perspective on the role of job site visits in securing the sale and providing cross-departmental insights to improve your building products manufacturing operation as a whole.Highlights from this episode:Meet Carolina AlbanoHow Carolina got into Building Materials SalesWhat is a job site visit and what reasons should you be there?How many BPMs are sending team members out to job sites right now?Mistakes to avoid when visiting a job site.Cross-Departmental idea extraction campaigns and ideal customer avatars.How to measure the effectiveness of job site visits and job site activities.Becoming the trusted advisor and leveraging relationships to close additional sales.Marketing and Sales tactics and activities that add the most value to the client relationship.The Best Advice Carolina Has Ever ReceivedView the live episode here.

Benjamin Glunz of Anguleris, Swatchbox and BIMsmith discusses how the role of physical samples has changed in the last two years and how he expects it to change over the next two years. Plenty of words of wisdom here, especially on how building product manufacturers should and should not be interacting with architect sample requests. Topics & Highlights:Meet Benjamin Glunz of Anguleris, Swatchbox, and BIMsmithThe History of Swatchbox for ArchitectsHow the Role of Samples Has Changed Over the Last 2 YearsHow Physical Samples Will Be Used by Architects in the Next 2 YearsThe ROI of Digital Offerings and Sample Distribution (and Who Should Own Sending Samples)Consequences of "Sample Hoarding" and Transactional Sales EffortsThe Importance of Samples Related Data, Regional Demand Tracking, Demographics, etcHow to Get off the Marketing Hamster WheelBe Irreplaceable to Prevent Being Value Engineered Out by the General ContractorThe Role of Video Cameras in Building Materials Marketing and SalesThe Best Advice Ben has Ever ReceivedWatch the live episode here. 

Grant Farnsworth, President of The Farnsworth Group, gives us his highly informed perspective on the top three things Building Products Manufacturers need to be prioritizing about their Products, Brand, and Distribution Channels based on the custom market research he and his team has performed for leaders in the industry.Topics discussed: The Influential Role of Digital During the Entire Research Journey and Path to PurchaseCurrent Primary Causes for Product Shift, Brand Shift, and Channel Shift in Building Products PurchasesHow Much "Gut Feeling" Should be Considered in Building Products Decision MakingHow to Inform Product Development and Concept DevelopmentWhat It Means for A Building Products Manufacturer to Be InnovativeHow to Keep up with New Entrants from the Tech World into the Building Materials MarketThe Role of Changing Consumer Purchase Paths in Market ControlThe Top 3 Things Building Materials Manufacturers Need to PrioritizeThe Importance of Breaking Down Your Manufacturer Website to Tailor the User ExperienceA Recent Success Story for The Farnsworth GroupThe Best Advice Grant Has Ever Received - Focus

In this panel interview of three building products trends experts from John Burns Real Estate Consulting, you'll hear more on the consumer trends and investor trends that are impacting the construction industry now and into the future.Topics:The Importance of Talking to People Outside of the IndustryCurrent Trends in Architecture and Design: The Rise of "Sink Mania" & Changing Exterior Elevation DesignConsiderations for Manufacturers Given the Acceleration of Home Improvement and Flex SpacesTrade-Offs in Home Trends to Improve Working From HomeThe Impact of Sister Cities on Building Materials DistributionDesigning for The Rise of Build To Rent & Connected HomesConsiderations for Adoption of Connected Homes and Connected CommunitiesThe Difference Between True Innovation and Step Changes in Building MaterialsHow to Feed Your Content With the Voice of the CustomerThe State of Building Products WebsitesBest Pieces of Advice That the Panel Has Ever ReceivedView the LIVE episode here.

Matt Lee, founder of Lead Generation Experts and fellow specialist in the building materials sector, joins us on Building Materials Marketing Unboxed. Matt shares several golden nuggets of wisdom about how to approach your content marketing strategy for selling building materials and lays out exact frameworks for what to do and what not to do. 

Brian Baker, former Senior Manager and Digital Product Owner for GAF for 9 years and an employee for 14 years, shares his "behind-the-scenes" experiences in helping GAF overcome a decade's worth of iterative digital transformation challenges while also looking ahead to the future of building materials digital marketing. Connect with Brian on LinkedInConnect with Will on LinkedInVisit ManoByte