The B2B Revenue Executive Experience

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

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

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

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

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

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

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

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

We never really had the data to know what's going on in the sales process… We just relied on the judgment of reps… Sales was a mysterious art. Now, we have tech for every stage of the process. With the right data infrastructure, we get the insights that enable us to convert sales from art… to science. We can now capture all that information to help you understand where and why you win, both tactically and holistically, across the sales process. This fundamental shift from the art of sales to the science of sales is changing revenue operations, sales, and leadership. Do you know why your best-performing reps are your best-performing reps? If not, tune into this episode and guest: Todd Abbott, EVP Corporate Development at Mediafly, who shares how new sales technology enables true cross-functional alignment across sales, marketing, services, management, and backend systems. Todd covers the mystery behind sales success and how technology fundamentally changes the game. Join us as we discuss: The mystery behind winning The tactical and strategical values of the science of sales    Now that you know the importance of data-driven sales strategies… it's time to learn how to change the way your team, company, or organization uses systems. Check out the full list of episodes here: The B2B Revenue Executive Experience.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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