Podcasts about b2b revenue executive experience

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.

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.

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.

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.

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.

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. 

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.

We often use the words marketing and advertising interchangeably. But while advertising is a component of marketing, marketing itself refers to your ability to attract and keep a customer. Which are you investing time in? In this episode, I interview Wayne Mullins, Founder at Ugly Mug Marketing, about why your marketing strategy is messed up, how to turn customers into evangelists, and an ancient marketing framework that works every time. Listen in as we discuss: Why marketing doesn't have to be the confusing mess it often is The AIDA marketing framework from over a century ago How to make your place your platform Wayne's controversial advice to professionals who want to accelerate Check out this resource we mentioned: Wayne's book is Full Circle Marketing  Now that you know that marketing doesn't have to be so frustrating, are you ready to learn some practical strategies to implement to make it start running smoother? Check out the full list of episodes: The B2B Revenue Executive Experience.

You're in college and (other than the vaguely threatening hairspray bills your Mötley Crüe tribute band has racked up) things are going pretty well. You passed that calculus class you've been worried about all semester — and managed to forget basic arithmetic before the celebration keg was even cracked. If forgetting is so much easier than learning, even in academia — how can you ever expect to upskill a whole organization? You know you can't just give up. Especially when it's something everyone needs to know — like data. When you want data literacy across a whole organization, you turn to today's guest, Matt Cowell, CEO at QuantHub, an organization dedicated to helping you imbue every part of your own organization with the dark data arts. In this episode, we discuss: Why longform learning fails The importance of data literacy in every facet of your business Why AI and machine learning are useless without data literacy Now that you know how to infuse data literacy into your team, 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.

It's the mid-70's and you've just purchased your first new car — a Ford Pinto. The commercials convinced you that this car was built to survive a demolition derby, while the salesman in the lounge suit convinced you it didn't matter that you couldn't drive stick. Now you don't know what's worse — grinding the gears and stalling every 200 yards or that the bike messenger who bumped into your fender last time you did sent the entire car up in flames. Could anything make you trust a brand's content (or yourself) again? If anyone could, it would be today's guest, Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc, who joins the show to discuss how effective content strategy is for building customer confidence and trust in your brand. In this episode, we discuss: Why customers need to be confident in you and themselves How to help your customers succeed (and why that builds trust) The 3 V's of content strategy Why you need a consistent voice across all channels Now that you know how to build trust and confidence with your content strategy, are you ready to learn how 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 speaking to a salesperson about a new piece of software that's going to revolutionize your tech stack. It's AI-powered. It's shiny. It has an all-leather interior and chrome trim. It helps grandmas cross the street and carries their shopping bags. You're daydreaming about all the things you can do with it… and somewhere along the way, you've forgotten what you're trying to do in the first place. Today I'm joined by Asa Hochhauser, VP of Sales for McGaw.io, to discuss the almighty tech stack and how to avoid the pitfalls — like the one above — many companies find themselves falling into when trying to optimize theirs. In this episode, we discuss: Why you need to understand the product before you buy Why companies often fail to get the ROI they want from their tech The evolving role of data in marketing If you want to easily visualize and find new ways to optimize your tech stack, all in one place, be sure to check out the McGaw.io stack builder.  Now that you know how to optimize your tech stack, are you ready to dive into how Google's new rules impact your SEO or learn the secrets to establishing credibility? Check out the full list of episodes: The B2B Revenue Executive Experience. 

You're throwing an office party now and you need to get noisemakers, silly hats and confetti. You know you can find all of these things on Amazon, but lately, you've also been fielding increasingly-aggressive office visits from a door-to-door party clown from the local clown college trying to sell you all of these very items — and he warns that, if you don't, you're a terrible manager and hate puppies. Who do you go with… and why is it Amazon? Today's guest, neuroscientist Dr. Terry Wu, Owner at Neuromarketing Services, says you choose Amazon not because of John Wayne Gacy or the movie IT, but because our brains are wired to love buying but hate feeling like we're being forced. This is just one of many examples Dr. Wu shares in the latest episode of how neuroscience influences buying behavior — and how understanding the science helps you make a sale. We discuss: The difference between helping a customer buy and selling to them The power of framing when it comes to buying decisions How freewill — or lack thereof — plays into buying behavior And be sure to check out: Terry's speaking  Terry's company's consulting services  Terry's 17-minute TED Talk on Neur omarketing Terry's 5-minute interview with Big T hink on Stress and Shopping Addiction Now that you know why the brain buys, are you ready to learn how to foster human connection to build high-performance teams, or how to overcome buyer resistance? Check out the full list of episodes: The B2B Revenue Executive Experience.

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

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

Your SEO strategy has been paying off: You've won some key rankings and, more importantly, they're generating leads. But then the infamous internet autocrat, which prefers to be called Google, decides to implement some changes to its algorithm — and they require technical expertise on your end. Do you have the technical SEO capabilities to meet the challenge or are you doomed to share the fate of Ask Jeeves and MySpace? If you weren't already aware, this is not merely a hypothetical — Google really is changing its algorithm to punish slower pages in its rankings. If you aren't sure what this means for your business, today's guest, technical SEO wizard Geoff Atkinson, Founder and CEO of Huckabuy.com, has the answers you seek. In this episode, we discuss: The changes Google is implementing and what they mean for you The importance of page speed for Google's new changes and as a KPI for your business How Huckabuy can help you not just survive Google's changing algorithm, but use it to win Now that you know how Google's new rules impact your SEO, are you ready to learn the secrets to establishing credibility or crack the code to effective outbound marketing? Check out the full list of episodes: The B2B Revenue Executive Experience.

It's late in the sales cycle and suddenly a bunch of your reps develop a new superpower for giving BS excuses — my buyers all went on vacation, they'd buy us if we weren't so expensive, my dog ate their key decision-maker. How did this happen? Were they bit by a radioactive liar? Late-cycle excuses usually mean early-cycle mistakes. One of the biggest ones? Failing to establish credibility. This week, we're trying something a little different — and there's booze involved. Lisa Schnare, Natalie Pitchford, and Carlos Nouche join me for drinks to discuss why credibility matters and how to build it fast. Pour yourself a drink and strap in for a B2B Revenue Executive… Experiment? In this episode, we break down what it takes to quickly establish credibility, including: Personalization Preparation Authenticity Overcoming anxiety Now that you know the secrets to establishing credibility, are you ready to crack the code to effective outbound marketing or learn more about the entrepreneurial journey for women? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Who owns the Go to Market strategy, and why is the correct answer marketing?  Before you get into the octagon to fight this out, it's important to look at revenue and the go to market strategy through a different lens.  Which is exactly why our guest on this episode of the B2B Revenue Executive Experience was such a huge get. Christina del Villar is the author of Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy, and in this episode, she dropped so many knowledge bombs on us.  Among the things we talked about:  - The G.R.I.T. marketing method - Getting rid of the grey areas of dollar attribution - Turning marketing into a revenue knowledge center - Why marketing should own the Go to Market strategy Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 

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

Your latest paid-ad campaign is a resounding failure. You wanted to try and siphon off some customers from your competitors' larger customer base. As it turns out, those extra customers allowed your competition to reach far further into far deeper pockets to outspend you at every turn. Why is outbound marketing so difficult?  Today's guest, Mark Colgan, CEO of Spea k on Podcasts, says it doesn't have to be. He joins the show to decode the myths and mysteries of outbound marketing. In this episode, we discuss: Why outbound marketers should think like SDRs How to tackle the difficulty of attribution in outbound marketing Why helping is better than selling Now that you've cracked the code to effective outbound marketing are you ready to learn more about the entrepreneurial journey for women, or gain the skills to spot professional sabotage before it happens? Check out the full list of episodes: The B2B Revenue Executive Experience.

If you have to step away from your career for a prolonged period of time, do you have a plan for re-entering the workforce?  For many women, this hypothetical is a reality — and there's one plan more and more women are opting for…  Entrepreneurship.  Today's guest, Amy Anderson, Co-Founder of Wild Coffee Marketing joins the show to discuss her passion for helping other entrepreneurial women and share her marketing insights.  In this episode, we discuss:  - Why the entrepreneurial journey is often different for women  - The effects of COVID and why more CEOs are paying attention to mental health  - Why entrepreneurs are well-equipped to handle today's unpredictable business landscape  Now that you know more about the entrepreneurial journey for women, are you ready to gain the skills to spot professional sabotage before it happens or employ buyer-first principles in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 

On a beautiful day in mid-March, you happily stroll into your workplace ready to tackle the most pressing issues facing your organization. You turn to your most faithful advisor and signal it's time to get to business. All of a sudden, that same advisor, Brutus, starts stabbing you. And everyone else in the senate does, too. This easily makes your top-ten worst Mondays. Why is it that leaders never see betrayal before it happens?  OK, so maybe it's not as bad as Caesar, but as a leader in your organization, you need to be prepared to handle betrayal, theft and deceit — which means you need to listen to Today's guest, Brandon Wilson, President and CEO of Wilbron Inc, and author of Sabotage - Leadership that Overcomes Betrayal, Theft and Deceit.  Brandon joins me to share his expertise and be the oracle you need to turn the tide on the Ides of March and avoid ever falling victim to professional sabotage.  In this episode, we discuss:  - The importance of thinking in terms of legacy  - Why leaders often fail to spot sabotage despite how common it is  - The 4 horsemen of sabotage (and how to spot and stop them)  Now that you know how to spot sabotage before it happens, are you ready to learn how to employ buyer-first principles or the role data should play in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience.