Podcasts about BDR

In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point. Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time management, and process adoption, this approach helps teams identify problems much earlier, often during onboarding, rather than waiting months for reports to catch up. Key Themes Explored:

Why you should listenUnderstand why rigid RevOps systems are failing SaaS teams today—and what to build instead.Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to build a future-proof revenue engine that actually works. Jacki shares her wild journey from kindergarten teacher to scaling a SaaS company from $350K to $9M ARR, and now helping early-stage SaaS founders create flexible, client-focused RevOps systems.Jacki doesn't pull punches. She breaks down how "best practices" are often security blankets, how to ditch broken systems in favor of experimentation, and how to use tools like LinkedIn, Clay, and AI agents to drive connection-first sales. If you want to future-proof your revenue and get bigger deals with less waste, this is your blueprint.About Jacki LeahyWith a unique journey from kindergarten teacher to BDR, Jacki found her true calling as an "Accidental Admin" at LinkSquares. As the 10th hire, she spearheaded the growth of the business development team, architecting the people, processes, and tech stack that catapulted ARR from $350K to $9M in 2 years.Since 2020, Jacki has been on the consulting side of startups as VP Operations at Eustace Consulting and Head of Revenue Operations at Winning by Design.She started ATM in August 2022, and lives in Boston MA with her mini dachshund Freddy.Resources and LinksActivatethemagic.comJacki's LinkedIn profilePrevious episode: 608 - Your Challenge Isn't Unique—But Your Response Is What Sets You ApartCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Matt Darrow, co-founder and CEO of Vivun. They discuss the significance of the name 'Vivian', which means 'lever' in Finnish, and how it relates to the company's mission of creating AI sales engineers that provide leverage to organizations. The conversation explores how AI is transforming the customer journey, the importance of human interaction in sales, and the misconceptions surrounding AI deployment. Matt shares insights on leveraging AI for sales efficiency, ethical considerations in AI, and the critical role of data management in maximizing AI's potential. Takeaways The name 'Vivian' means 'lever' in Finnish, symbolizing the leverage AI provides. AI is transforming the customer journey by making prospects more informed. Sales teams must adapt to faster-paced customer interactions due to AI. Human interaction remains crucial despite the rise of AI in sales. AI can automate top-of-funnel processes, increasing efficiency. Misconceptions about AI stem from a lack of understanding of its various forms. The LLM should be viewed as a tool, not the core intelligence. Data management is essential for effective AI deployment. Sales professionals need to embrace AI tools to enhance their success. Ethical considerations in AI deployment are becoming increasingly important. Chapters 00:00 The Meaning Behind Vivun 02:04 AI's Impact on the Customer Journey 07:02 Leveraging AI for Sales Efficiency 09:30 Misconceptions About AI Deployment 14:12 Navigating Ethical Considerations in AI 19:02 The Future of AI in Sales 22:18 The Importance of Data Management for AIProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'. Candidate 2 is a fast-rising sales professional who's gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining processes is key to long-term growth, and how building rapport is at the heart of his approach. Contact us for more info on 'Candidate 2 00:00 Introduction to the Goats of Growth 01:35 Candidate Introduction and Background 02:45 Innovative Sales Techniques 06:25 Personal Growth and Overcoming Challenges 12:57 Future Aspirations and Job Expectations 14:48 Advice for Future Candidates

"If done right, AI will actually make us more human. It handles the busy work and surfaces real-time insights—so GTM teams can focus on what really drives revenue: building relationships, solving real problems, and creating long-term customer value." That's a quote from Roderick Jefferson and a sneak peek at today's episode.Hi there, I'm Kerry Curran—Revenue Growth Consultant, Industry Analyst, and host of Revenue Boost, A Marketing Podcast. In every episode, I sit down with top experts to bring you actionable strategies that deliver real results. So if you're serious about business growth, find us in your favorite podcast directory, hit subscribe, and start outpacing your competition today.In this episode, titled AI + EQ + GTM: The New Growth Equation for B2B Leaders, I sit down with keynote speaker, author, and enablement powerhouse Roderick Jefferson to unpack the modern formula for revenue growth: AI + EQ + GTM.We explore why traditional sales enablement isn't enough in today's landscape—and how real go-to-market success requires alignment across marketing, sales, and customer success, powered by emotional intelligence and smart technology integration.Whether you're a CRO, CMO, or GTM leader looking to scale smarter, this episode is packed with real-world insights and actionable strategies to align your teams and drive sustainable growth.Stick around until the end, where Roderick shares expert tips for building your own AI-powered revenue engine.If you're serious about long-term growth, it's time to get serious about AI, EQ, and GTM. Let's go.Kerry Curran, RBMA (00:01)Welcome, Roderick. Please introduce yourself and share your background and expertise.Roderick Jefferson (00:06)Hey, Kerry. First of all, thanks so much for having me on. I'm really excited—I've been looking forward to this one all day. So thanks again. I'm Roderick Jefferson, CEO of Roderick Jefferson & Associates. We're a fractional enablement company, and we focus on helping small to mid-sized businesses—typically in the $10M to $100M range—that need help with onboarding, ongoing education, and coaching.I'm also a keynote speaker and an author. I actually started my career in sales at AT&T years ago. I was a BDR, did well, got promoted to AE, made President's Club a couple of times. Then I was offered a sales leadership role—and I turned it down. I know they thought I was crazy, but there were two reasons: first, I realized I loved the process of selling more than just closing big deals. And second, oddly enough, I wasn't coin-operated. I did it because I loved it—it gave me a chance to interact with people and have conversations like this one.Kerry Curran, RBMA (01:16)I love that—and I love your background. As Roderick mentioned, he does a lot of keynote speaking, and that's actually where I met him. He was a keynote speaker at B2BMX West in Scottsdale last month. I also have one of your books here that I've been diving into. I can't believe how fast this year is flying—it's already the first day of spring!Roderick Jefferson (01:33)Thank you so much. Wow, that was just last month? It feels like last week. Where is the time going?Kerry Curran, RBMA (01:45)I appreciate your experience for so many reasons. One is that—like we talked about before the show—my dad was in sales at AT&T for over 20 years. It paid for my entire education. So we were comparing notes on that era of innovation and what we learned back then.Roderick Jefferson (02:02)Thank you, AT&T!Kerry Curran, RBMA (02:13)So much of what you talked about on stage and wrote about in your book is near and dear to my heart. My background is in building integrated marketing-to-sales infrastructure and strengthening it to drive revenue growth. I'm excited to hear more about what you're seeing and hearing. You talk to so many brands and marketers—what's hot right now? What's the buzz? What do we need to know?Roderick Jefferson (02:44)A couple of things. The obvious one is AI—but I'll add something: it's not just AI, it's AI plus EQ plus IQ. Without that combination, you won't be successful.The other big theme is the same old problem we've always had: Why is there such a disconnect between sales and marketing? As an enablement guy, it pains me. I spent 30 years in corporate trying to figure that out. I think we're getting closer to alignment—thank you, AI, for finally stepping in and being smarter than all of us! But we've still got a long way to go.Part of the issue is we're still making decisions in silos. That's why I've become a champion of moving away from just "sales enablement."Yes, I know I wrote the book on sales enablement—but I don't think that's the focus anymore. In hindsight, “sales enablement” is too myopic. It's really about go-to-market. How do we bring HR, marketing, product marketing, engineering, sales, and enablement all to the same table to talk about the entire buyer's journey?Instead of focusing on our internal sales process and trying to shoehorn prospects into it, we should be asking: How do they buy? Who buys? Are there buying committees? How many people are involved? And yes, ICP matters—but that's just the tip of the iceberg. It goes much deeper.Kerry Curran, RBMA (04:44)Yes, absolutely. And going back to why you loved your early sales roles—it was about helping people. That's how I've always approached marketing too: what are their business challenges, and what can I offer to solve them? In your keynote, you said, “I want sales to stop selling and start helping.” But that's not possible without partnering with marketing to learn and message around the outcomes we drive and the pain points we solve.Roderick Jefferson (05:22)Exactly. Let's unpack that. First, about helping vs. selling—that's why we have spam filters now. Nobody wants to be sold to. That's also why people avoid car lots—because you know what's coming: they'll talk at you, try to upsell you, and push you into something you don't need or want. Then you have buyer's remorse.Now apply that to corporate and entrepreneurship. If you're doing all the talking in sales, something's wrong. Too many people ask questions just to move the deal forward instead of being genuinely inquisitive.Let's take it further. If marketing is working in a silo—building messaging and positioning—and they don't bring in sales, then guess what? Sales won't use it. Newsflash, right? And second, it's only going to reflect marketing's perspective. But if you bring both teams together and say, “Hey, what are the top three to five things you're hearing from prospects over and over?”—then you can work collaboratively and cohesively to solve those.The third piece is: let's stop trying to manufacture pain. Not every prospect is in pain. Sometimes the goal is to increase efficiency or productivity. If there is pain, you get to play doctor for a moment. And by that, I mean: do they need an Advil, a Vicodin, a Percocet, or an extraction? Do you need to stop the bleeding right now? You only figure that out by getting sales, marketing, product, and even HR at the same table.Kerry Curran, RBMA (07:34)Yes, absolutely. I love the analogy of different levels of pain solutions because you're right—sometimes it's not pain, it's about helping the customer be more efficient, reduce costs, or drive revenue. I've used the doctor analogy before too: you assess the situation and then customize the solution based on where it “hurts” the most. One of the ongoing challenges, though, is that sales and marketing still aren't fully aligned. Why do you think that's been such a persistent issue, and where do you see it heading?Roderick Jefferson (08:14)Because sales speaks French and marketing speaks German. They're close enough that they can kind of understand each other—like ordering a beer or finding a bathroom—but not enough for a meaningful conversation.The core issue is that they're not talking—they're presenting to each other. They're pitching ideas instead of having a dialogue. Marketing says, “Here's what the pitch should look like,” and sales replies, “When's the last time you actually talked to a customer?”They also get stuck in “I think” and “I feel,” and I always tell both groups—those are the two things you cannot say in a joint meeting. No one cares what you think or feel. Instead, say: “Here's what I've seen work,” or “Here's what I've heard from prospects and customers.” That way, the conversation is rooted in data and real-world insight, not opinion or emotion.You might say, “Hey, when we get to slide six in the deck, things get fuzzy and deals stall.” That's something marketing can fix. Or you go to product and say, “I've talked to 10 prospects, and eight of them asked for this feature. Can we move it up in the roadmap?”Or go back to sales and say, “Only 28% of the team is hitting quota because they're struggling with discovery and objection handling.” So enablement and marketing can partner to create role plays, messaging guides, or accreditations. It sounds utopian, but I've actually done this six times over 30 years—it is possible.It's not because I'm the smartest guy in the room—it's because when sales and marketing align around shared definitions and shared goals, real change happens. Go back to MQLs and SQLs. One team says, “We gave you all these leads,” and the other says, “Yeah, but they all sucked.” Then you realize: you haven't even agreed on what a lead is.As a fractional enablement leader, that's the first question I ask: “Can you both define what an MQL and SQL mean to you?” Nine times out of ten, they realize they aren't aligned at all. That's where real progress starts.Once you fix communication, the next phase is collaboration. And what comes out of collaboration is the big one: accountability. That's the word nobody likes—but it's what gets results. You're holding each other to timelines, deliverables, and follow-through.The final phase is orchestration. That's what enablement really does—we connect communication, collaboration, and accountability across the entire go-to-market team so everyone has a voice and a vote.Kerry Curran, RBMA (13:16)You're so smart, and you bring up so many great points—especially around MQLs, SQLs, and the lack of collaboration. There's no unified North Star. Marketing may be focused on MQLs, but those criteria don't always match what moves an MQL to an SQL.There's also no feedback loop. I've seen teams where sales and marketing didn't even talk to each other—but they still complained about each other! I was brought in to help, and I said, “You're adults. It's time to talk to one another.” And you'd think that would be obvious.What I love is that we're starting to see the outdated framework of MQLs as a KPI begin to fade. As you said, it's about identifying a shared goal that everyone can be accountable to. We need to all be paddling in the same direction.Roderick Jefferson (14:16)Exactly. I wouldn't say we're all rowing yet, but we've definitely got our hands in the water, and we're starting to go in the same direction. You can see that North Star flickering out there.And I give big kudos to AI for helping with that. In some ways, it reminds me of social media. Would you agree that social media initially made us less social?Kerry Curran, RBMA (14:27)Yes, totally agree. We can see the North Star.Roderick Jefferson (14:57)Now I'm going to flip that idea on its head: if done right, I believe AI will actually make us more human—and drive more meaningful conversations. I know that sounds crazy, but I have six ways AI can help us do that.First, let's go back to streamlining lead scoring. If we use AI to prioritize leads based on their likelihood to convert, sales can focus efforts on the most promising opportunities. Once we align on those criteria, volume and quality both improve. With confidence comes competence—and vice versa.Second is automating task management. Whether it's data entry, appointment scheduling, or follow-up emails, those repetitive tasks eat up sales time. Less than 30% of a rep's time is spent actually selling. If we offload that admin work, reps can focus on high-value activities—like building relationships, doing discovery, and closing deals.Kerry Curran, RBMA (15:59)Yes! And pre-call planning. Having the time to prepare properly makes a huge difference.Roderick Jefferson (16:19)Exactly. Third is real-time analytics. If marketing and ops can provide sales reps with real-time insights—like funnel data, deal velocity, or content performance—we can start making decisions based on data, not assumptions or feelings.The fourth area is personalized sales coaching. I talk to a lot of leaders, and I'll make a bold statement: most sales leaders don't know how to coach. They either use outdated methods or try to “peanut butter” their advice across the team.But what if we could use AI to analyze calls, emails, and meetings—then provide coaching based on each rep's strengths and weaknesses? Sales leaders could shift from managing to leading.Kerry Curran, RBMA (17:55)Yes, I love that. It would completely elevate team performance.Roderick Jefferson (18:11)Exactly. Fifth is increasing efficiency in the sales process. AI can create proposals, contracts, and other documents, which frees up time for reps to focus on helping—not chasing paperwork. And by streamlining the process, we can qualify faster and avoid wasting time on poor-fit deals.Kerry Curran, RBMA (18:58)Right, and they can focus on the deals that are actually likely to move forward.Roderick Jefferson (19:09)Exactly. And sixth—and most overlooked—is customer success. That's often left out of GTM conversations, but it's critical. We can use AI-powered chatbots and virtual assistants to handle basic inquiries. That frees up CSMs to focus on more strategic tasks like renewals, cross-sell, and upsell.Let's be honest—most CSMs were trained for renewals, not selling. But cross-sell and upsell aren't really selling—they're reselling to warm, happy customers. The better trained and equipped CSMs are, the better your customer retention and growth.Because let's face it—we've all seen it: 90 days before renewal, suddenly a CSM becomes your best friend. Where were they for the last two years? If we get ahead of that and connect all the dots—sales, marketing, CS, and product—guess who wins?The prospect.The customer.The company—because revenue goes up.The employee—because bonuses happen, spiffs get paid, and KPIs are hit.But most importantly, we build customers for life. And that has to start from the very beginning, not just when the CSM steps in at the end.Kerry Curran, RBMA (20:47)Yes, this is so smart. I love that you brought customer success into the conversation. One of the things I love about go-to-market strategy is that it includes lifetime value—upsell and renewal are a critical part of the revenue journey.In my past roles, I've seen teams say, “Well, that's just client services—they don't know how to sell.” But to your point, if we coach them, equip them, and make them comfortable, it can go a long way.Roderick Jefferson (21:34)Absolutely. They become the lifeblood of your business. Yes, you need net-new revenue, but if sales builds this big, beautiful house on the front end and then customers just walk out the back door—what's the point?And I won't even get into the stats—you know them—about how much more expensive it is to acquire a new customer versus retaining one. The key is being human and actually helping.Kerry Curran, RBMA (21:46)Exactly. I love that. It leads perfectly into my next question—because one of the core components of your strategy and presentation was the importance of EQ, or emotional intelligence. Can you talk about why that's so critical?Roderick Jefferson (22:19)Yeah. It really comes down to this: AI can provide content—tons of it, endlessly. It can give you all the data and information in the world. But it still requires a human to provide context. For now, at least. I'm not saying it'll be that way forever, but for now, context is everything.I love analogies, so I'll give you one: it's like making gumbo. You sprinkle in some seasoning here, some spice there. In this case, AI provides the content. Then the human provides the interpretation—context. That's understanding how to use that generated content to reach the right person or company, at the right time, with the right message, in the right tone.What you get is a balanced, powerful approach: IQ + EQ + AI. That's what leads to truly optimal outcomes—if you do it right.Kerry Curran, RBMA (23:19)Yes! I love that. And I love every stage of your process, Roderick—it's so valuable. I know your clients are lucky to work with you.For people listening and thinking, “Yes, I need this,” how do they get started? What's the baseline readiness? How do they begin integrating sales and marketing more effectively—and leveraging AI?Roderick Jefferson (23:34)Thank you so much for that. It really starts with a conversation. Reach out—LinkedIn, social media, my website. And from there, we talk. We get to the core questions: Where are you today? Where have you been? Where are you trying to go? And most importantly: What does success look like?And not just, “What does success look like?” but, “Who is success for?”Then we move into an assessment. I want to talk to every part of the go-to-market team. Because not only do we have French and German—we've also got Dutch, Spanish, and every other language. My job is to become the translator—not just of language, but of dialects and context.“This is what they said, but here's what they meant. And this is what they meant, but here's what they actually need.”Then we dig into what's really going on. Most clients have a sense of what's “broken.” I'm not just looking for the broken parts—I'm looking at what you've already tried. What worked? What didn't? Why or why not?I basically become a persistent four-year-old asking, “Why? But why? But why?” And yes, it gets frustrating—but it's the only way to build a unified GTM team with a shared North Star.Kerry Curran, RBMA (25:32)Yes, I love that. And just to add—sometimes something didn't work not because it was a bad strategy, but because it was evaluated with the wrong KPI or misunderstood entirely.Like a top-of-funnel strategy did work—but the team expected it to generate leads that same month. It takes time. So much of this comes down to digging into the root of the issue, and I love your approach.Roderick Jefferson (26:10)Exactly. And it's also about understanding that every GTM function has different KPIs.If I'm talking to sales, I'm asking about average deal size, quota attainment, deal velocity, win rate, pipeline generation. If I'm talking to sales engineering, they care about number of demos per deal, wins and losses, and number of POCs. Customer success? They care about adoption, churn, CSAT, NPS, lifetime value.My job is to set the North Star and speak in their language—not in “enablement-ese.” Sometimes that means speaking in sales terms, sometimes marketing terms. And I always say, “Assume I know nothing about your job. Spell out your acronyms. Define your terms.”Because over 30 years, I've learned: the same acronym can mean 12 different things at 12 different companies.The goal is to get away from confusion and start finding commonality. When you break down the silos and the masks, you realize we're all working toward the same thing: new, long-term, happy customers for life.Kerry Curran, RBMA (27:55)Yes—thank you, Roderick. I love this. So, how can people find you?Roderick Jefferson (28:00)Funny—I always say if you can't find me on social media, you're not trying to find me.You can reach me at roderickjefferson.com, and you can find my book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence and the upcoming Sales 3.0 companion workbook there as well.I'm on LinkedIn as Roderick Jefferson, Instagram and Threads at @roderick_j_associates, YouTube at Roderick Jefferson, and on BlueSky as @voiceofrod.Kerry Curran, RBMA (28:33)Excellent. I'll make sure to include all of that in the show notes—I'm sure this episode will have your phone ringing!Thank you so much, Roderick. I really appreciate you taking the time to join us. This was valuable for me, and I'm sure for the audience as well.Roderick Jefferson (28:40)Ring-a-ling—bring it on! Let's dance. Thank you again. This was an absolute honor, and I'm glad we got the chance to reconnect, Kerry.Kerry Curran, RBMA (28:59)For sure. Thank you—you too.Roderick Jefferson (29:01)Take care, all.Thanks for tuning in. If you're struggling with flat or slowing revenue growth, you're not alone. That's why Revenue Boost: A Marketing Podcast brings you expert insights, actionable strategies, and real-world success stories to help you scale faster.If you're serious about growth, search for us in your favorite podcast directory. Hit follow or subscribe, and leave a five-star rating—it helps us keep the game-changing content coming.New episodes drop regularly. Don't let your revenue growth strategy fall behind. We'll see you soon!

Alyssa Rowan taught elementary school before she decided it was time to make a change. She started upskilling with Aspireship and listening to the TCC podcasts to help her navigate her exit from education. She landed a role as a BDR and has now become a marketer for the same company! Join us as we discuss the first role out of the classroom and how it can really be a standing ground for growth forward. Find Alyssa on ⁠Linkedin⁠. Free Quiz:⁠ What career outside of the classroom is right for you?⁠ Explore the course that has helped thousands of teachers successfully transition out of the classroom and into new careers:⁠ The Teacher Career Coach Course Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, host Neil Graham speaks to Inna Thorn and Bryce Stevens from the BDR organization, aka Backcountry Discovery Routes, a centralized, registered non-profit that provides off-road routes through some of the most visceral, breathtaking country in the US. The BDR organization may be the best thing that's happened to adventure riding since the advent of motorcycles that don't fall over.  

A B3 agora negocia o ARGT39, que é um BDR de ETF. A partir dessa semana, o investidor brasileiro pode investir em um ETF que é listado na Bolsa de Nova York, a Nyse, e composto por empresas argentinas. Além disso, Tesouro Nacional divulgou recorde em negociação pelo Tesouro Direto. Confira mais no #MinutoB3#BDR #ETF #Investimentos  #TesouroDiretoEste conteúdo foi gerado por inteligência artificial

ALM Fazlur Rahman, who heads the seven-member commission probing the 2009 BDR mutiny, made the comment Tuesday on Facebook amid heightened India-Pakistan tension.

In this episode of Sales Tech Deep Dive, David Dulany and Nicolas de Kouchkovsky sit down with Latané Conant, CRO of 6sense, for an eye-opening conversation on how AI is reshaping the sales and marketing landscape. From the origins of 6sense as a predictive data company to its transformation into a full-stack GTM platform, Latané Conant walks through the evolution of customer engagement, account intelligence, and workflow automation. They explore the rise of autonomous sales plays, the role of AI agents in prospecting, the shifting expectations of BDR teams, and how brands must adapt in a world of zero-click content and dark funnels. This session also demystifies misconceptions about 6sense's capabilities, cost structure, and impact — and offers a practical look at how GTM leaders can stay competitive in the era of unpredictable revenue.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

summary In this episode of the AI for Sales podcast, Chad Burmeister speaks with Stephanie Middaugh, Customer Success Manager at Luster.ai. They discuss the transformative role of AI in sales, particularly through Luster's predictive enablement platform, which aims to enhance sales training and efficiency. Stephanie shares insights on how AI can help sales teams do more with less, the importance of critical thinking in leveraging AI tools, and the ethical considerations surrounding AI deployment in sales. The conversation also touches on emerging AI technologies and their potential impact on sales roles. takeaways Luster.ai aims to stop sales reps from practicing on customers. Predictive enablement helps identify skill gaps in sales reps. AI can enhance sales efficiency and productivity. Sales training should be personalized to individual needs. Automation should not replace critical thinking in sales. AI tools can help in preparing for important sales calls. The ethical use of AI requires skepticism and caution. Sales roles may evolve but not be replaced by AI. Personalization in outreach is key to better conversion rates. Emerging AI technologies can support real-time sales interactions. Chapters 00:00 Introduction to Lustre.ai and AI in Sales 02:24 Understanding Luster's Predictive Enablement 10:11 The Role of AI in Sales Efficiency 17:24 AI's Impact on Sales Roles 28:13 Emerging AI Technologies in Sales 31:30 Ethical Considerations in AI Deployment Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

In this episode of the Sales Technology Podcast, host David Dulany sits down with Jeremy Schiff, founder of Salesbot, to explore how AI is transforming B2B lead generation. Jeremy shares how his background in robotics and machine learning led to the creation of Salesbot, a powerful automation platform that simplifies and supercharges prospecting. Learn how Salesbot crawls the web to build a massive, real-time database, uses generative AI to identify ideal customer profiles, automates multi-channel outreach, and drastically reduces time spent on manual lead research. Whether you're targeting tech companies in Silicon Valley or procurement managers in Ohio, Salesbot's smart automation helps sales teams find and engage prospects faster and more effectively. Tune in to hear how the future of sales prospecting is being built today.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

According to research from Gartner, only 24% of workers have a high degree of readiness to adopt new technology. So how can you optimize your enablement tech stack to build excitement and drive adoption from the start? Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Karen Gauthier, senior Manager of growth enablement at Bright Horizons. Thank you for joining us. Karen. I’d love for you to tell us about yourself, your background, and your role. Karen Gauthier: Thank you for having me very much, Shawnna. I’ve been with Bright Horizons for about five years in sales enablement. Our role here is basically to support our sales and client relations teams and serve up the right content, messaging and procedures so that they can do their job as effectively and scalable wise as possible. Prior to that, I worked in a number of different organizations, most recently education related. And I started out doing technical and user documentation, writing, and then supporting the training of those documents with the user group. And it just kind of, you know, one thing led to another and I probably was doing enablement before they called it enablement, but here I am. So enjoy it very much. SS: Well, we’re glad you’re here, Karen. Thank you for joining us. And given your extensive experience in education management, what are some of the. Unique challenges that reps in the industry face. And how would you say enablement can help them navigate these challenges? KG: Yeah, well, specifically for Bright Horizons, we have a number of products and services that really run a span from onsite care through career development and college coach elder care, everything for the lifecycle of the workers of the employers that we support. And so needing to understand all of the needs and the different types of tools that help. Those employers retain and recruit employees and just make it a quality place to work. And a best in class place to work is a big ask. So our reps not only need to understand the broad strokes, but the details and our job. And I think that the job of enablement is to serve it up in bite-sized pieces, but not just content, but the context. So when given a specific. Situation, different client, different industry, all of the different regulations or legal or political things that are involved in, you know, care or working for a nonprofit, those types of things. I mean, a lot of that makes our content very dependent on a specific use, and so having a tool that is robust, scalable, and flexible for our users with a good interface is a game changer. SS: I love that. And your organization has evolved quite a bit. On the enablement front. You recently switched off a previous enablement platform and moved to Highspot. Can you tell us a little bit more about some of the challenges your team faced before and how you’ve been able to overcome those since implementing Highspot? KG: Sure. When I started with Bright Horizons, we were very new in the launch of that original tool, so we really did have it almost five years. I was there for kind of all of the growing pains, and I think that tool allowed us to understand what was available, what we could do. But I feel like at some point. It hit its limits of growth and scalability and you know, then there are always the little support issues, upgrades and things like that, that we just felt like we were needing a little bit more. So we went ahead and really took a good long look at our requirements matrix and what we needed and did our due diligence and came upon Highspot as the best in class for our needs. SS: I love that, and I think you made the right choice since you were a key advocate in the evaluation process. How did you build the business case for switching to a new enablement platform, and how did you go about securing stakeholder buy-in? KG: Yeah, I think that the first thing that we’ve tried to do that I think we learned using the original tool that we had was we had kind of sporadically throughout our user base, some key users that were early adopters and leaders on their teams, and we just kept them very closely in the loop as kind of team members. Tangentially so that they, they would be aware of what was going on. They could provide us feedback, what was working, what wasn’t, and using them as a sounding board, we were able to identify very quickly, not only what requirements we needed to kind of improve on with a new tool, but also prioritize them. And so being able to use that as our main business case. As our internal customers. Then when we went to the management, you know, ladder as we need to make a change and within our scope of budget, these are the priorities over the next three, six months and then a year and further, we were able to kind of take that scope of what we needed and the budget and the sale, and then having an internal coach and champion. Helped us navigate some of the internal procurement and technology things that needed to be tied together. So just kind of bringing everyone into the organization of understanding what needed to happen and prioritizing it was the most important thing for us. SS: Well, you must have done a phenomenal job on that front. The team did. Yeah. Team effort. Now, at your previous company, you participated in the implementation of Highspot. In your opinion, what are the key building blocks for a successful rollout of a new platform? KG: I mean, I think one of the biggest mistakes, and this goes back to my training and documentation days, is not stepping into the user’s day in the life. And, you know, there could be a hundred features in, in a particular tool, but they may use five of them 90% of the time. And so it, it’s a matter of really stepping into their shoes and understanding what needs to get done, what needs to get done at scale, what are some nuances. For the different ways their days could go and then incorporate that into the rollout prioritization plan. And, and that was something that part of the team I was on at a previous company did a really good job. And then, you know, kind of accepted all support from people that were willing to help in, in identifying little details of things that could go wrong down the road, not just the big picture, but. The little details, like there’s embedded links that are gonna go wrong in a script when that old tool goes away. And just identifying a lot of that stuff up front so you don’t have chaos day one. SS: Yeah. Well, I have to say your approach to stepping into their shoes must be working because you’ve already seen an impressive 85% recurring usage of Highspot. So I’d love to understand what are some of your best practices for driving adoption and really building excitement for your programs amongst the teams that you support? KG: Well, thank you for that. Our teams worked really hard, like I said, to have champions throughout the user base. We have users in the US separately in the UK, and then we have three different main lines of business. So it’s kind of spread out and all of them have unique needs, and so making sure that we bring them in so that not only do they feel part of the solution, but they can then go back and be champions and socialize it with their teams and, and we started that early on for this implementation. For a number of reasons. We had a very, very tight rollout. It was like five weeks, and so that was like all hands on deck. And the goal on the backend was just to kind of drill in, get as much done as we could, but outwardly we just kind of dripped out information, made it as positive as possible. And then I think the key to the adoption being successful was on day one, there were very few things that they used to do that they couldn’t still do. So that was priority one, was to kind of keep it. Status quo. And then once all the little bugs were worked out, then we started, you know, bringing out some of the features that we knew were very, very high on the priority list. And, the other thing we did was have a lot of opportunities for them to jump in as questions offered one-on-ones, jumped in on team calls, provided our own little videos and job aids for people, that kind of thing. Just so that there were a lot of communication tools out there so that they felt like they were always kind of having it in the forefront and, oh, I can do this, I can do that, and that seemed to just feed on itself and work well. SS: Amazing. Well, like I said, phenomenal job already. That is amazing. Now, as we head it into this year, I know one area that you plan on focusing on is enhancing buyer engagement. Can you share how you envision leveraging features like digital rooms to personalize and elevate the buyer journey? KG: That was one of the main tools, I think when we were out in the market looking for something to elevate our users into. That context was not just, you know, serving up the right brief at the right time because it’s the healthcare industry, but as part of a buyer journey. What pieces during an introductory BDR conversation would be more useful than like right before a finalist meeting. And so that was something that because we have a lot of deals going on concurrently, we wanted to be able to have something that we had a template for that could be reused, but also customizable with a pretty. Easy interface so that our users could make those changes. And it didn’t have to be gate kept by the admin group. So that was phase one was just kind of understanding that people were used to just dropping something in an email and sending it out, and we were losing not only the ability to repeat it, but we can track. Any of the information that was now available to us in engagements and we couldn’t relate it to opportunities, accounts, contacts in Salesforce and gain information that way. So we started out just really getting people used to the email pitches and link pitches so that they were getting a little more familiar with internally. In the tool, sending things out to prospects and clients, and that went really well. So then our new launch, which is something we’re working on now, we are, we have a few prototypes of some different digital sales rooms, and the initial feedback has been very positive. We’re hearing that they’re able to connect with people that had gone silent or share things and the response from their prospects has been that they like having one portal, that they know that information’s gonna get updated or the next time they go, if there’s an updated version, it’s gonna be there. And it’s been so far, very, very successful. We’re excited to expand it further, but I feel like just being three, four months into our launch of Highspot and being this far, being able to actually get this out there has been a big win. We’re excited about that. SS: Amazing. You touched on this a little bit, but I know you’re currently working on integrating Salesforce with Highspot. What value do you see in this integration and what outcomes are you hoping to achieve? KG: Well, I think because we don’t have one path to a sale or one path to a existing client, so I think right now we’re just kind of getting a feel for. What that data’s gonna look like when it comes in. I mean, we know theoretically what it’s gonna do, but right now we’re making sure that whenever somebody shares something externally or uses a digital sales room that they’re relating so that we can start gathering all of the engagement information, tie it back to Salesforce, and we’re hoping to see is which content is most useful, at which stages of the lifecycle of a deal, which pieces of content help push it? Further and are there gaps where there just wasn’t content at the right stage for the right type of deal so that we can be serving up the right content at the right time. So I think initially that’s, that’s what we hope to get is providing the right content and then later making sure that we can tighten up our sales playbook with what to use at the right time throughout the lifecycle. Some of our deals are very short, but you know, building a new center is months and months, so they’re very different. SS: It’s amazing though that you guys are using that integration and that data that you’re seeing to really understand the full buyer’s lifecycle, so that’s phenomenal. Since launching Highspot, I’d love to understand what results you’ve seen so far and are there any key wins or notable business outcomes you can share with us yet? KG: I don’t have anything very quantitative. I can just say that whatever we are receiving in terms of information about what people are viewing and which tools are which, which pieces of content are more receptive than others, that’s all a hundred percent in improvement over where we were before. Because some information’s better than no information. I think. The people that use it appreciate the ability to go in and make it theirs, but not have to start from scratch. I think they like the idea of being able to see the metrics of people’s use or lack of use, and then understanding there’s another way to go about reaching out to that person. People you know that have different comfort levels with technology. So, you know, some people are gonna be all in on just building this out internally in the tool. Some people are gonna wanna just grab a link and put it in an Outlook email, and their clients might be appreciative of one way and not another. So I think that was one of the big wins we found so far, is that the tool is flexible enough to give and take for what we need. SS: Amazing. Well, Karen, we’re excited that you’re on this journey with us. And now I will say, last question for you, if you don’t mind. For enablement leaders looking to effectively implement and drive adoption for their new enablement platform, what is maybe the biggest takeaway you’d leave them with? KG: I think you need to know your customer, which is the internal users, and I think that you just have to find the tool that matches as best you can, given your budget and then prioritize. You can’t boil the ocean, but you know, you can pick and choose and and get those wins and, and when you do get a good win at an early win, good news travels fast, and when the right people hear the right message, it just does build on the energy, which is. Very helpful for the new tools that we wanna bring out to them. Things like the AI, we’ve just started dipping our toe into what that can do for us, and being able to get those wins with your user base behind you allows you to have the flexibility to play with some of the new features and bring them more. SS: Amazing. Well, Karen, thank you so much for joining us. I really appreciate it. KG: My pleasure. Thanks for having me. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

According to research from Gartner, only 24% of workers have a high degree of readiness to adopt new technology. So how can you optimize your enablement tech stack to build excitement and drive adoption from the start? Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Karen Gauthier, senior Manager of growth enablement at Bright Horizons. Thank you for joining us. Karen. I’d love for you to tell us about yourself, your background, and your role. Karen Gauthier: Thank you for having me very much, Shawnna. I’ve been with Bright Horizons for about five years in sales enablement. Our role here is basically to support our sales and client relations teams and serve up the right content, messaging and procedures so that they can do their job as effectively and scalable wise as possible. Prior to that, I worked in a number of different organizations, most recently education related. And I started out doing technical and user documentation, writing, and then supporting the training of those documents with the user group. And it just kind of, you know, one thing led to another and I probably was doing enablement before they called it enablement, but here I am. So enjoy it very much. SS: Well, we’re glad you’re here, Karen. Thank you for joining us. And given your extensive experience in education management, what are some of the. Unique challenges that reps in the industry face. And how would you say enablement can help them navigate these challenges? KG: Yeah, well, specifically for Bright Horizons, we have a number of products and services that really run a span from onsite care through career development and college coach elder care, everything for the lifecycle of the workers of the employers that we support. And so needing to understand all of the needs and the different types of tools that help. Those employers retain and recruit employees and just make it a quality place to work. And a best in class place to work is a big ask. So our reps not only need to understand the broad strokes, but the details and our job. And I think that the job of enablement is to serve it up in bite-sized pieces, but not just content, but the context. So when given a specific. Situation, different client, different industry, all of the different regulations or legal or political things that are involved in, you know, care or working for a nonprofit, those types of things. I mean, a lot of that makes our content very dependent on a specific use, and so having a tool that is robust, scalable, and flexible for our users with a good interface is a game changer. SS: I love that. And your organization has evolved quite a bit. On the enablement front. You recently switched off a previous enablement platform and moved to Highspot. Can you tell us a little bit more about some of the challenges your team faced before and how you’ve been able to overcome those since implementing Highspot? KG: Sure. When I started with Bright Horizons, we were very new in the launch of that original tool, so we really did have it almost five years. I was there for kind of all of the growing pains, and I think that tool allowed us to understand what was available, what we could do. But I feel like at some point. It hit its limits of growth and scalability and you know, then there are always the little support issues, upgrades and things like that, that we just felt like we were needing a little bit more. So we went ahead and really took a good long look at our requirements matrix and what we needed and did our due diligence and came upon Highspot as the best in class for our needs. SS: I love that, and I think you made the right choice since you were a key advocate in the evaluation process. How did you build the business case for switching to a new enablement platform, and how did you go about securing stakeholder buy-in? KG: Yeah, I think that the first thing that we’ve tried to do that I think we learned using the original tool that we had was we had kind of sporadically throughout our user base, some key users that were early adopters and leaders on their teams, and we just kept them very closely in the loop as kind of team members. Tangentially so that they, they would be aware of what was going on. They could provide us feedback, what was working, what wasn’t, and using them as a sounding board, we were able to identify very quickly, not only what requirements we needed to kind of improve on with a new tool, but also prioritize them. And so being able to use that as our main business case. As our internal customers. Then when we went to the management, you know, ladder as we need to make a change and within our scope of budget, these are the priorities over the next three, six months and then a year and further, we were able to kind of take that scope of what we needed and the budget and the sale, and then having an internal coach and champion. Helped us navigate some of the internal procurement and technology things that needed to be tied together. So just kind of bringing everyone into the organization of understanding what needed to happen and prioritizing it was the most important thing for us. SS: Well, you must have done a phenomenal job on that front. The team did. Yeah. Team effort. Now, at your previous company, you participated in the implementation of Highspot. In your opinion, what are the key building blocks for a successful rollout of a new platform? KG: I mean, I think one of the biggest mistakes, and this goes back to my training and documentation days, is not stepping into the user’s day in the life. And, you know, there could be a hundred features in, in a particular tool, but they may use five of them 90% of the time. And so it, it’s a matter of really stepping into their shoes and understanding what needs to get done, what needs to get done at scale, what are some nuances. For the different ways their days could go and then incorporate that into the rollout prioritization plan. And, and that was something that part of the team I was on at a previous company did a really good job. And then, you know, kind of accepted all support from people that were willing to help in, in identifying little details of things that could go wrong down the road, not just the big picture, but. The little details, like there’s embedded links that are gonna go wrong in a script when that old tool goes away. And just identifying a lot of that stuff up front so you don’t have chaos day one. SS: Yeah. Well, I have to say your approach to stepping into their shoes must be working because you’ve already seen an impressive 85% recurring usage of Highspot. So I’d love to understand what are some of your best practices for driving adoption and really building excitement for your programs amongst the teams that you support? KG: Well, thank you for that. Our teams worked really hard, like I said, to have champions throughout the user base. We have users in the US separately in the UK, and then we have three different main lines of business. So it’s kind of spread out and all of them have unique needs, and so making sure that we bring them in so that not only do they feel part of the solution, but they can then go back and be champions and socialize it with their teams and, and we started that early on for this implementation. For a number of reasons. We had a very, very tight rollout. It was like five weeks, and so that was like all hands on deck. And the goal on the backend was just to kind of drill in, get as much done as we could, but outwardly we just kind of dripped out information, made it as positive as possible. And then I think the key to the adoption being successful was on day one, there were very few things that they used to do that they couldn’t still do. So that was priority one, was to kind of keep it. Status quo. And then once all the little bugs were worked out, then we started, you know, bringing out some of the features that we knew were very, very high on the priority list. And, the other thing we did was have a lot of opportunities for them to jump in as questions offered one-on-ones, jumped in on team calls, provided our own little videos and job aids for people, that kind of thing. Just so that there were a lot of communication tools out there so that they felt like they were always kind of having it in the forefront and, oh, I can do this, I can do that, and that seemed to just feed on itself and work well. SS: Amazing. Well, like I said, phenomenal job already. That is amazing. Now, as we head it into this year, I know one area that you plan on focusing on is enhancing buyer engagement. Can you share how you envision leveraging features like digital rooms to personalize and elevate the buyer journey? KG: That was one of the main tools, I think when we were out in the market looking for something to elevate our users into. That context was not just, you know, serving up the right brief at the right time because it’s the healthcare industry, but as part of a buyer journey. What pieces during an introductory BDR conversation would be more useful than like right before a finalist meeting. And so that was something that because we have a lot of deals going on concurrently, we wanted to be able to have something that we had a template for that could be reused, but also customizable with a pretty. Easy interface so that our users could make those changes. And it didn’t have to be gate kept by the admin group. So that was phase one was just kind of understanding that people were used to just dropping something in an email and sending it out, and we were losing not only the ability to repeat it, but we can track. Any of the information that was now available to us in engagements and we couldn’t relate it to opportunities, accounts, contacts in Salesforce and gain information that way. So we started out just really getting people used to the email pitches and link pitches so that they were getting a little more familiar with internally. In the tool, sending things out to prospects and clients, and that went really well. So then our new launch, which is something we’re working on now, we are, we have a few prototypes of some different digital sales rooms, and the initial feedback has been very positive. We’re hearing that they’re able to connect with people that had gone silent or share things and the response from their prospects has been that they like having one portal, that they know that information’s gonna get updated or the next time they go, if there’s an updated version, it’s gonna be there. And it’s been so far, very, very successful. We’re excited to expand it further, but I feel like just being three, four months into our launch of Highspot and being this far, being able to actually get this out there has been a big win. We’re excited about that. SS: Amazing. You touched on this a little bit, but I know you’re currently working on integrating Salesforce with Highspot. What value do you see in this integration and what outcomes are you hoping to achieve? KG: Well, I think because we don’t have one path to a sale or one path to a existing client, so I think right now we’re just kind of getting a feel for. What that data’s gonna look like when it comes in. I mean, we know theoretically what it’s gonna do, but right now we’re making sure that whenever somebody shares something externally or uses a digital sales room that they’re relating so that we can start gathering all of the engagement information, tie it back to Salesforce, and we’re hoping to see is which content is most useful, at which stages of the lifecycle of a deal, which pieces of content help push it? Further and are there gaps where there just wasn’t content at the right stage for the right type of deal so that we can be serving up the right content at the right time. So I think initially that’s, that’s what we hope to get is providing the right content and then later making sure that we can tighten up our sales playbook with what to use at the right time throughout the lifecycle. Some of our deals are very short, but you know, building a new center is months and months, so they’re very different. SS: It’s amazing though that you guys are using that integration and that data that you’re seeing to really understand the full buyer’s lifecycle, so that’s phenomenal. Since launching Highspot, I’d love to understand what results you’ve seen so far and are there any key wins or notable business outcomes you can share with us yet? KG: I don’t have anything very quantitative. I can just say that whatever we are receiving in terms of information about what people are viewing and which tools are which, which pieces of content are more receptive than others, that’s all a hundred percent in improvement over where we were before. Because some information’s better than no information. I think. The people that use it appreciate the ability to go in and make it theirs, but not have to start from scratch. I think they like the idea of being able to see the metrics of people’s use or lack of use, and then understanding there’s another way to go about reaching out to that person. People you know that have different comfort levels with technology. So, you know, some people are gonna be all in on just building this out internally in the tool. Some people are gonna wanna just grab a link and put it in an Outlook email, and their clients might be appreciative of one way and not another. So I think that was one of the big wins we found so far, is that the tool is flexible enough to give and take for what we need. SS: Amazing. Well, Karen, we’re excited that you’re on this journey with us. And now I will say, last question for you, if you don’t mind. For enablement leaders looking to effectively implement and drive adoption for their new enablement platform, what is maybe the biggest takeaway you’d leave them with? KG: I think you need to know your customer, which is the internal users, and I think that you just have to find the tool that matches as best you can, given your budget and then prioritize. You can’t boil the ocean, but you know, you can pick and choose and and get those wins and, and when you do get a good win at an early win, good news travels fast, and when the right people hear the right message, it just does build on the energy, which is. Very helpful for the new tools that we wanna bring out to them. Things like the AI, we’ve just started dipping our toe into what that can do for us, and being able to get those wins with your user base behind you allows you to have the flexibility to play with some of the new features and bring them more. SS: Amazing. Well, Karen, thank you so much for joining us. I really appreciate it. KG: My pleasure. Thanks for having me. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Summary In this episode of the AI for Sales podcast, host Chad Burmeister interviews Ted Benson, founder of Everpilot, about the transformative role of AI in sales and marketing, particularly in influencer marketing. They discuss how AI is changing customer experiences, the challenges of valuing influencers, and the importance of niche targeting for brands. Ted shares insights on emerging AI technologies, ethical considerations in AI deployment, and the skills future graduates should focus on to thrive in an AI-driven world. Takeaways AI is reshaping how brands connect with customers. Influencer marketing relies heavily on building relationships. Attribution of marketing success remains a complex challenge. Niche targeting can significantly enhance brand visibility. AI tools can automate and scale influencer relationship management. Emerging AI technologies are revolutionizing report generation. Ethical considerations in AI deployment are crucial for brands. Future professionals should embrace adaptability and creativity. AI can help address distribution challenges in marketing. Every brand, regardless of size, can leverage influencer marketing. Chapters 00:00 Introduction to AI in Sales and Marketing 01:32 Transforming Customer Experience with AI 05:08 The Role of AI in Influencer Marketing 10:15 Valuing Influencers and Attribution Challenges 12:59 Identifying Beneficial Brands for Influencer Marketing 17:44 Emerging AI Technologies in Marketing 21:52 Ethics in AI Deployment 24:17 Skills for Future Graduates in an AI World Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.comHey, I'm Ray Green. I'm a strategic growth specialist for B2B companies.Since this is social media and anyone can claim anything, here's a quick rundown of my background:Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.comSales & Sales Management Expert in Residence at the world's largest IT business mastermind.Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.comIn this video, I explain the key to scaling your MSP sales team by hiring for the right role at the right time. I break down the four common sales problems MSPs face and provide clear guidance on whether you need a BDR, SDR, closer, or simply sales training to solve your specific challenge.Chapters:00:00 - Hiring a Salesperson: The Right Questions01:21 - Common Mistakes in Hiring Sales Roles04:10 - Identifying the Right Sales Role08:23 - Lead Generation Challenges11:28 - Closing Opportunities Effectively16:13 - Improving Sales Close Rates20:04 - Strategic Hiring for Sales Success

Blue Is The New White #191.1 This week's Blue Is The New White recap shines a spotlight on Dave Consulo, Profit Coach and Trainer at BDR. In this clip, Dave breaks down the real power behind high-performing teams in the trades: mindset. It's not just about tools, tasks, or time. It's about the way your people think, feel, and grow inside your business. Don't miss this reminder that your business will only grow as much as your people do.

The story of Banded Drake Ranch continues. In Part 2, Chad is back with Matt, Seth, and Denny to dig even deeper into the vision that made this place unique and exceptional from the start. With a shared goal of creating a higher-end duck club that's rooted in conservation and building a legacy, the guys walk us through the intense planning, improvements, and hands-on work that went into shaping the land. From dialing in the habitat to farming specifically for wildlife, every decision was made with intention, and it shows. Hear how they've embraced the role of stewards, pouring time and passion into building not just a hunting property, but a world-class waterfowl sanctuary. This is more than a duck club…This is the BDR. This episode is brought to you by Benelli Shotguns, Federal Premium Black Cloud, Hi Viz Sights, Rob Roberts Custom Gunworks, Banded Hunt Gear, Greenhead Gear Decoys, Avery Outdoors, Realtree Camo, Corning Ford, KERSHAW Knives, Safari Club International, MyOutdoor TV, PECOS Outdoor, and The Provider Culinary.

In this eye-opening episode of the Sales Technology Podcast, David Dulany sits down with Frank Sondors, CEO of SalesForge, to unpack a bold new vision for sales productivity. Frank shares his journey from leading massive sales teams to founding a company focused on minimizing headcount while maximizing output through AI and automation. He explains how legacy tech is optimized for bloated sales teams—and why that model is broken. You'll hear how SalesForge leverages large language models, data-driven workflows, and real-time agent-based systems to drive pipeline generation with fewer, smarter hires. Plus, Frank shares real strategies for sales leaders navigating outdated tech stacks, and why bacon is more than just breakfast—it's a brand philosophy. Whether you're scaling a sales org or refining your GTM stack, this episode is packed with insights on the future of lean, efficient, AI-powered selling.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Blue Is The New White #191 This week on Blue Is The New White, I welcome Dave Consulo. Profit Coach, Trainer, and former technician who brings a unique perspective to business growth in the trades. With years in the field and now in front of teams across the country, Dave explains how true profitability begins with understanding, coaching, and clear communication. If you're a leader in the skilled trades looking to inspire, lead, and grow your business, this conversation is for you.

What does it take to turn a vision into one of the most elite duck-hunting properties in the country? In this episode, you'll find out. Chad sits down with Matt and Seth to dive into the origins of Banded Drake Ranch. They rewind the clock to the first time they ever laid eyes on the land, the moment the dream took shape and the strategy behind transforming it into a premier waterfowl destination. From the first hunt to the endless planning that went into its design, the guys break down what makes BDR so special and why this location was the perfect fit. Listen in for a behind-the-scenes look at the making of one of the most high-end duck clubs in America! This episode is brought to you by Benelli Shotguns, Federal Premium Black Cloud, Hi Viz Sights, Rob Roberts Custom Gunworks, Banded Hunt Gear, Greenhead Gear Decoys, Avery Outdoors, Realtree Camo, Corning Ford, KERSHAW Knives, Safari Club International, MyOutdoor TV, PECOS Outdoor, and The Provider Culinary.

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Alice Heiman discuss the transformative impact of AI on sales and customer experience. They explore how AI tools are changing the way customers research products, the importance of personal touch in sales, and the skills salespeople need to thrive in an AI-driven environment. The conversation also addresses common misconceptions about AI and its role in the workforce, emphasizing the need for sales professionals to adapt and learn how to effectively use AI in their processes. Takeaways AI is changing how customers research and purchase products. Salespeople can craft better messages using AI tools. AI can enhance customer experience through personalized interactions. The importance of human communication skills remains paramount in sales. Sales professionals should learn to use AI effectively to improve their workflows. AI can assist in note-taking and proposal writing. Listening and asking the right questions are crucial skills for sales success. AI won't replace complex sales roles but will change how they operate. Salespeople need to adapt to the AI economy to remain competitive. Building relationships and providing value are essential in sales. Chapters 00:00 Introduction to AI in Sales 02:18 Transforming Customer Experience with AI 08:15 AI's Role in Sales Processes 13:04 AI Misconceptions and Job Security 16:08 Balancing AI with Personal Touch 28:40 Essential Skills for Salespeople in the AI Era Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

Summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Dan Griffith, founder and CEO of Greater Gain Group and Grow Digital, about the transformative impact of AI on sales and customer experience. They discuss how AI is reshaping customer expectations, streamlining processes like case study creation, and addressing misconceptions about AI in the sales industry. The conversation also touches on the balance between automation and human interaction, emerging AI technologies, ethical considerations, and the essential skills sales professionals need to thrive in 2025. Takeaways AI is revolutionizing the sales landscape, making it more efficient. Customer expectations have significantly increased due to AI advancements. AI can automate the creation of case studies, saving time and resources. Misconceptions about AI taking jobs are prevalent but often unfounded. Balancing automation with human touch is crucial in sales. Emerging AI technologies are changing content creation and marketing strategies. Ethical considerations in AI are important, especially in hiring processes. Sales professionals need to be inquisitive and learn about their customers. AI can enhance the effectiveness of sales calls and strategies. Continuous learning and adaptation are key for success in the evolving AI landscape. Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

Ep. 309 Are you ready for agents like Manus AI to revolutionize entire workforces by cutting hours down to minutes? Kipp and Kieran dive into the groundbreaking potential of the first true autonomous agent, Manus AI, and how it can perform complex tasks that once required human teams. Learn more about how Manus AI is transforming roles by building effective BDR use cases, rewriting product pages, and managing multiple social media accounts simultaneously. Mentions Manus AI https://manus.im/ Claude https://claude.ai/ Cursor https://www.cursor.com/ Lovable https://lovable.dev/ Get our guide to build your own Custom GPT: https://clickhubspot.com/customgpt We're creating our next round of content and want to ensure it tackles the challenges you're facing at work or in your business. To understand your biggest challenges we've put together a survey and we'd love to hear from you! https://bit.ly/matg-research Resource [Free] Steal our favorite AI Prompts featured on the show! Grab them here: https://clickhubspot.com/aip We're on Social Media! Follow us for everyday marketing wisdom straight to your feed YouTube: ​​https://www.youtube.com/channel/UCGtXqPiNV8YC0GMUzY-EUFg  Twitter: https://twitter.com/matgpod  TikTok: https://www.tiktok.com/@matgpod  Join our community https://landing.connect.com/matg Thank you for tuning into Marketing Against The Grain! Don't forget to hit subscribe and follow us on Apple Podcasts (so you never miss an episode)! https://podcasts.apple.com/us/podcast/marketing-against-the-grain/id1616700934   If you love this show, please leave us a 5-Star Review https://link.chtbl.com/h9_sjBKH and share your favorite episodes with friends. We really appreciate your support. Host Links: Kipp Bodnar, https://twitter.com/kippbodnar   Kieran Flanagan, https://twitter.com/searchbrat  ‘Marketing Against The Grain' is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network // Produced by Darren Clarke.

Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEOIn this episode of the Sales Technology Podcast, host David Dulany interviews Evan Liang, CEO of LeanData, exploring the evolution of sales technology and go-to-market strategies. Liang shares his journey from experiencing sales and marketing data challenges to founding LeanData, highlighting the critical shift from individual lead management to sophisticated account-based and buying group approaches. The conversation delves into the complexities of enterprise sales, the role of SDRs, and the delicate balance between technological automation and human intelligence. Key insights include the importance of strategic technology integration, the value of human connections in sales, and the ongoing transformation of B2B sales processes through innovative data and workflow solutions.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

“The minute you put down a sales motion on paper, it's already broken. Like it's no longer relevant, right? It's no longer relevant because your buyer has moved on,” says Ashar Rizqi, co-founder at Bounti.ai.In this episode of The Content Cocktail Hour, Matt Cooley and Ashar Rizqi, co-founders of Bounti.ai, break down the evolving landscape of B2B go-to-market strategies and how AI is shifting the way businesses acquire and engage customers. They share why traditional BDR motions are failing, why agility beats enterprise sales, and how their AI-powered approach is scaling smarter, not harder. They talk about the dangers of AI-generated content flooding marketing channels, why email as a sales tool might be dying, and how product-led strategies are the future of B2B growth.In this episode, you'll learn:How Bounti.ai is building an alternative to enterprise sales motionsWhy AI-driven content saturation could kill email and web marketingThe role of proprietary AI models in reshaping sales and marketingResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://audienceplus.comConnect with Matt on LinkedIn: https://www.linkedin.com/in/matt-cooley-12b2682/Connect with Ashar on LinkedIn: https://www.linkedin.com/in/ashar-rizqi-6614487/Explore Bounti.ai: http://Bounti.aiTimestamps:(00:00) Intro(01:06) Why traditional go-to-market strategies are broken(04:14) The problem with forecasting in sales(06:32) How Bounty AI automates sales prospecting and outreach(09:46) Why AI should focus on delighting customers, not just efficiency(14:16) The impact of AI on buyer behavior and marketing channels(19:33) Why B2B sales needs a new model

If you want to win on Amazon, you're not just marketing to consumers—you're marketing to an algorithm. The brands that succeed are the ones that understand how to send the right signals, drive real engagement, and turn visibility into sustained growth." In this episode of Revenue Boost: A Marketing Podcast, host Kerry Curran is joined by Samir Bhavnani from Product Wind and Shari Brown from Central Garden & Pet to discuss an innovative strategy that's reshaping how brands gain visibility and drive sales on Amazon.

AI-driven email outreach is more than just automation—it's a game-changer for sales and marketing teams. But how do you deploy AI agents effectively while maintaining compliance, preserving inbox health, and ensuring human alignment?In this episode, Chris Dutton, VP of Marketing Operations at 6sense, breaks down how his team has scaled AI email agents over the past three years, long before AI became mainstream. He shares the key lessons learned, the crawl-walk-run approach to implementation, and how AI enhances rather than replaces BDRs.Chris unpacks the metrics that matter beyond vanity stats, the campaigns that work (and those that don't), and the impact of AI on pipeline generation and team efficiency. From reducing BDR workload by 59% to achieving record-breaking pipeline months, this episode is packed with actionable insights on integrating AI into your outbound strategy.In this episode, you'll learn:How 6sense successfully scaled AI email agents without compromising complianceWhy AI email agents complement BDR efforts instead of replacing themThe key metrics that matter when measuring AI-driven outreachBest practices for inbox warming, campaign selection, and maintaining email healthJump into the conversation:(00:00) Introducing Chris Dutton and the AI email revolution(02:16) The importance of AI agents in scaling outreach(04:48) How 6sense started with AI email agents—cautiously(07:24) Key metrics for success beyond open and click rates(10:29) The three most effective AI email agent campaigns(12:48) Common pitfalls and when not to use AI for outreach(15:42) How 6sense centralizes AI ownership and ensures compliance(18:20) The technical crawl-walk-run approach to AI email implementation(22:03) Surprising AI interactions: empathy, engagement, and success stories

In this episode titled, Unlocking CPG Growth: Collaboration, Innovation, and Retail Media Strategies, we sit down with Kris McDermott, a seasoned expert in omni-channel marketing and retail media strategies, to discuss how CPG companies can unlock sustainable growth in today's competitive landscape. Kris shares actionable insights on fostering cross-functional collaboration, driving innovation, and leveraging retail media as a critical growth lever. From breaking down silos between brand and retail media teams to testing innovative strategies with a calculated risk-tolerance mindset, this conversation is packed with strategies for driving category growth and reversing declines. Whether you're in CPG, retail, or a business leader looking to optimize marketing investments, this episode offers valuable advice you can apply immediately.To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

In this episode of Revenue Boost: A Marketing Podcast for Business Leaders, host Kerry Curran sits down with Frank Gregory, Head of Social Intelligence at Nestlé USA, to explore the transformative power of social listening in today's business landscape. Frank dives into how analyzing consumer conversations on social platforms can unlock invaluable insights that drive smarter strategies, product innovation, and, ultimately, revenue growth. From fast-moving cultural trends to slow-brewing consumer shifts, Frank shares real-world examples of how Nestlé uses social data to uncover opportunities, stay ahead of competitors, and connect more meaningfully with audiences. Whether it's creating new products inspired by emerging trends or fine-tuning marketing campaigns with hyper-relevant data, this episode is packed with actionable insights on leveraging social intelligence to turn data into dollars. Tune in to discover: How social listening has evolved from monitoring conversations to fueling business decisions across departments. Real-life examples of fast and slow culture trends driving product innovation. The role of AI in democratizing social insights and making businesses smarter. How to take the first step toward implementing social listening and intelligence in your organization. This is a must-listen for any business leader or marketer looking to harness the power of social data for competitive advantage and revenue growth.To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Satwick Saxena, founder of Revenoid, about the transformative role of AI in sales. They discuss the challenges of intent data, the evolution of account-based marketing, and how AI can enhance customer experiences. Satwick shares insights on measuring ROI from AI deployments, common misconceptions about AI, and the importance of balancing automation with a personal touch. The conversation also touches on the future of AI in sales and the ethical considerations surrounding its use. Takeaways Revenoid scans the entire digital footprint of organizations to identify real intent signals. AI can significantly enhance customer experience by providing relevant solutions to current challenges. The evolution of account-based marketing is shifting towards a more segmented approach. Measuring ROI from AI deployments is crucial for understanding its impact on sales. Common misconceptions about AI include the belief that it can do everything without human oversight. Balancing automation with personal touch is essential for effective sales strategies. AI can help sales teams create dynamic messaging based on real-time data. Ethics and governance in AI usage are critical to prevent data misuse and ensure compliance. The future of AI in sales will involve deeper integration and automation of processes. AI has the potential to democratize access to expert-level insights in sales. Chapters 00:00 Introduction to Revenoid and AI in Sales 01:00 Understanding Intent Data and Its Challenges 04:43 Enhancing Customer Experience Through AI 07:45 The Evolution of Account-Based Marketing (ABM) 10:06 Measuring ROI in AI Deployments 15:49 Common Misconceptions About AI 19:36 Balancing Automation with Personal Touch 23:46 The Future of AI in Sales 30:20 Ethics and Governance in AI Usage Connect and learn more about Matt Swalley through the link below: LinkedIn: https://www.linkedin.com/in/matt-swalley-59249533/ Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

"The key to driving revenue in mobile commerce is creating seamless connections between inspiration and action. When you optimize the shopper's journey—from the moment of intent to the point of purchase—you unlock value for retailers, creators, and consumers alike." – Michael Jaconi In this episode of Revenue Boost: A Marketing Podcast, titled, Mobile Commerce 2.0: Boosting Retailer Revenue with Better Shopper Experience, host Kerry Curran dives into the evolving world of mobile commerce and its impact on retailer revenue. Joined by mobile monetization expert Michael Jaconi, the discussion centers on how retailers can optimize mobile experiences to create seamless shopper journeys that drive meaningful revenue growth. Discover how innovations in link optimization, attribution, and mobile-first strategies are transforming the way retailers connect with consumers. From empowering creators and influencers to improving app functionality, this episode reveals how a better shopper experience leads to bigger profits. Whether you're a retailer, marketer, or strategist, tune in for actionable insights to elevate your mobile commerce game and maximize revenue opportunities!"To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

UdfyUsz6G8XKwjR7UFzX To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile. If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here. B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth.One of the biggest challenges? Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction. Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set.To grow revenue, companies must excel across four critical stages:✅Awareness: They must have heard of you✅Affinity: They must like you and believe you can solve their challenges✅In-Market: They must be ready to buy ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering:- Increased high-quality lead volume- Shortened sales cycles- Improved close ratesI'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing. I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies.Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sales process. The conversation also covers the impact of AI on sales operations, specifically in automating BDR functions and optimizing sales activities. They highlight the shift towards AI-driven tools to enhance productivity, personalize customer interactions, and gain real-time insights. The episode wraps up with insights into John's current role at Qumulo and their innovative approach to handling unstructured data in the cloud.ADDITIONAL RESOURCESLearn more about John Donnelly and his company through the links below.https://www.linkedin.com/in/jkdhale/https://www.linkedin.com/company/qumulo/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:43] Lessons from Early Career Experiences[00:06:10] The Importance of Listening in Sales[00:06:49] Challenges in Selling Enterprise Software[00:08:06] Balancing Features and Value in Sales[00:08:51] Building Strong Champions in Sales[00:11:35] Effective Sales Presentations and Discovery[00:22:15] Creating Urgency in the Sales Process[00:33:02] Understanding Human Behavior in Sales[00:34:46] The Importance of Knowledge and Skills[00:38:05] Identifying and Targeting Ideal Customer Profiles (ICPs)[00:47:25] The Role of AI in Modern Sales[00:51:02] The Future of Sales and AI Integration[00:58:59] New Opportunities and Challenges in Storage SolutionsHIGHLIGHT QUOTES[00:12:14] "Sales is not a box-checking process."[00:19:21] "Make it outside in, no matter where you are in the sales process. You have to first make it all about the person you're presenting to before you earn the right to make it all about you."[00:30:46] "People rarely argue with their own conclusions."[00:57:59] "If you're a seller, embrace the technology that's coming at you."[00:58:36] "The power of a personal relationship is going to become even greater in the future."[01:02:26] "If you follow the playbook, you will make money. You will get rich off of this.

ABM has always been about precision—knowing the right accounts, the right moments, and the right messages. But as technology evolves, so do the strategies that drive success. With AI, personalization at scale is becoming a reality, while brand-led demand generation is proving more critical than ever.In this episode, hosts Saima Rashid and Adam Kaiser break down what's working in ABM today. Then they'll explore how AI is reshaping account-based strategies, the power of brand-to-demand campaigns, and why aligning sales, marketing, and CS around a single ICP definition is non-negotiable. Plus, Saima and Adam will tackle the ongoing debate around platform consolidation vs. best-of-breed solutions—and why RevOps leaders have strong opinions on both.In this episode, you'll learn:Why sales, marketing, and CS need to align on ICP—not just for acquisition, but for retentionHow AI agents are transforming BDR workflows without replacing the human touchWhy brand investments are the ultimate edge in an AI-driven marketing worldJump into the conversation:(00:00) Account-based marketing in 2025(02:08) Why ICP alignment is critical for success(05:06) Personalization strategies that drive engagement(07:20) Brand to demand: The key to long-term marketing success(13:37) The rise of the B2B backchannel and its impact on buying decisions(17:50) How AI is changing ABM and enabling smarter outreach

"When you combine on-site inventory with a retailer's audience data, magic happens. It's all about leveraging the right data to show the right ads to the right shoppers - and that's where real gains are made." – Harsh Jiandani Retail Media's Next Frontier: Unifying Onsite, Offsite, and In-Store Advertising Ready to unlock the next big opportunities in retail media? In this episode, Kerry Curran sits down with Harsh Jiandani, Chief Commercial Officer at Kodi, to explore how retailers are breaking down silos and unifying advertising across onsite, offsite, and in-store channels. Discover how advanced audience data, shoppable connected TV, and in-store innovations like digital screens are transforming the shopper experience and driving revenue growth. Harsh shares actionable insights on overcoming challenges like data fragmentation and how brands and retailers can capitalize on this new frontier. If you're ready to think smarter, optimize campaigns, and boost revenue, this episode is a must-listen!"To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

This episode features an interview with Drew Chapin, CMO at Certinia, a platform that connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. In this episode, Drew discusses monitoring buying signals and generating the right traffic to your website. He also dives into inheriting a rebrand and some of the nuances of marketing in a private equity owned company. Key Takeaways: Cold calls, cold emails and the days of expecting someone to fill out a form to get content are over. B2B marketers need to stop making friction or blockers.Nothing fails like success. If you just continue to execute what has worked in the past, you're going to miss innovation opportunities. Aspire for a champagne flute funnel over a martini glass funnel. Maybe not as many leads are coming in at the top, but they are higher quality and converting and much higher rates through the funnel. Quote: “85 percent of the time the buyer will go with the first vendor that they contact. So, building that trust with the buyer over time is critically important. And so, you know, in the old days, you put a form in front of every piece of content and we would optimize around the contact information.  And then you'd pass that along to some BDR and they would just be banging their head against the wall, calling people who weren't on the buying committee. They weren't ready to talk to a salesperson, you know, and it just was waste so much waste. And so what we're trying to do now is we're trying to monitor the activity at the target account level and look for buying signals”Episode Timestamps: *(02:51) The Trust Tree: Stretching the dollar in a PE-owned company*(06:28) The Playbook: Generating quality traffic to the website *(24:28) The Dust Up: Proving ROI to the board *(26:59) Quick Hits: Drew's quit hits Sponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/Connect with Drew on LinkedIn: https://www.linkedin.com/in/chapindrew/Learn more about Certinia: https://www.linkedin.com/company/certinia/Learn more about Caspian Studios: https://caspianstudios.com/

This episode features an interview with Niloy Sanyal, CMO at LeanTaaS, a growth-stage company that creates software solutions combining lean principles, predictive and prescriptive analytics, and machine learning to transform hospital and infusion center operations.In this conversation, Niloy and Ian debate the merits of last touch versus multitouch attribution models. They also dive into the potential of AI SDRs and the benefits of ungating the content on your website. Key Takeaways:While reporting last touch attribution may help CMOs establish credibility, there are benefits to thinking in terms of multitouch and how to best determine the next best touch. B2B still has a way to go to fully leverage the capacity of our current LLMs, not to mention the new versions coming out. There is immense opportunity in AI SDRs and BDRs. If you may the CEO fill out a form on your website, you've lost them. Ungating content allows high level prospects to consume the information they need. Quote: I am absolutely bullish on the impact of generative AI in the tactic of, to start with BDR and AE sales motions as part of our broader ABM execution. But very soon our comms execution, and every part of the marketing execution. But right now, early days, so I don't want to oversell it. But, the promise of what this can do without any improvement on the LLM. Like we were having this debate last night with another thought leader and I don't need chat GPT 5 to come out. I think 4. 0 or 4 is good enough and it's actually great. We just haven't caught up in a B2B environment to take advantage of it. And what I'm seeing from our early experiments, we've been at it now for three, four months, is absolutely astounding in what it can do. It's not going to replace BDRs. Let's be clear, you're in the Bay Area. If you  drive from, you know, Peninsula to the city, I almost feel half the billboards these days are on like AI-automated SDR, BDR type of a thing. Not in my space. It's not going to automate that any, replace rather, but it can supercharge. Those individuals and it can supercharge. So I'm very excited about where we are. Episode Timestamps: *(04:00) The Trust Tree: Last Touch Versus Multi-Touch*(30:07) The Playbook: The Potential of Gen AI SDRs and BDRs*(44:05) Quick Hits: Niloy's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/Connect with Niloy on LinkedIn: https://www.linkedin.com/in/niloysanyal/Learn more about LeanTaaS: https://www.linkedin.com/company/leantaas/Learn more about Caspian Studios: https://caspianstudios.com/

In this episode of Revenue Boost: A Marketing Podcast, host Kerry Curran is joined by Amanda Crooks, Head of Sales and Marketing at Blink Metrics, to explore the critical role of discovery calls in driving revenue growth. Amanda shares her expertise on how asking the right questions, actively listening, and understanding buyer pain points can not only build trust but also uncover opportunities to create tailored solutions that resonate with prospective clients. The conversation highlights the importance of aligning sales and marketing to deliver relevant messaging, clarify value propositions, and address customer needs effectively. Amanda provides actionable insights into how discovery calls can double as invaluable research tools, offering feedback on brand messaging and buyer behavior. Whether you're in sales, marketing, or leadership, this episode will leave you equipped to turn conversations into conversions and boost your revenue potential.To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

To connect with Paul Wilson go to: pwilson@massivegrowthpartners.comhttps://www.massivegrowthpartners.com/ To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile. If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here. B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth.One of the biggest challenges? Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction. Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set.To grow revenue, companies must excel across four critical stages:✅Awareness: They must have heard of you✅Affinity: They must like you and believe you can solve their challenges✅In-Market: They must be ready to buy ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering:- Increased high-quality lead volume- Shortened sales cycles- Improved close ratesI'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing. I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies.Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

Sales is a whole company responsibility. When organizations embrace that mindset, they perform better. It's not just about the sales team—it's about aligning every function, from marketing to customer success, to drive sustainable growth. In this episode of Revenue Boost: A Marketing Podcast, titled, Revenue Strategy Redefined: Audits, Optimization, and Company Alignment, we're joined by Hannah Ajikawo, CEO and founder of Revenue Final, to explore how businesses can redefine their revenue strategy to drive sustainable growth. Hannah shares her proven approach to uncovering hidden revenue opportunities through comprehensive audits, strategic optimizations, and fostering alignment across sales, marketing, and customer success teams. Learn how to identify gaps in your go-to-market strategy, address critical pain points, and execute transformative change management to accelerate your pipeline and strengthen your bottom line. Whether you're a business leader facing a revenue plateau or seeking to refine your processes for long-term growth, this episode delivers actionable insights and powerful strategies to scale effectively. Key Takeaways: The role of full-funnel audits in pinpointing revenue leaks. Why alignment across your organization is essential for growth. How optimizing buyer journeys can unlock untapped potential. Practical tips for overcoming internal resistance to change. Tune in to discover how to take your revenue strategy to the next level!"To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

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B2B buyers are human beings with real emotions. Whether we like it or not, people make decisions based on emotion first and justify them later with facts. Your content needs to address their pain points, tap into their aspirations, and clearly show how your solution solves their problems, quickly and effectively. In today's competitive B2B landscape, creating content that not only attracts attention but also drives conversions is more critical than ever. In this episode of Revenue Boost: A Marketing Podcast, titled, B2B Content That Converts: Building Trust and Differentiation in a Crowded Market, I sit down with Alexis Trammell, Chief Growth Officer at Stratabeat, to explore how B2B brands can rise above the noise and turn their content into a powerful revenue driver. We dive into the strategies that B2B leaders need to build trust, differentiate their brands, and align their teams for long-term success. From understanding the emotional needs of B2B buyers to leveraging middle- and bottom-funnel content for deeper engagement, Alexis shares actionable insights to help your brand stand out and win more deals. Key takeaways from this episode: Define What Makes You Different: Learn why clear differentiation is the cornerstone of a winning content strategy and how to align your team around a unified message. Move Beyond Top-of-Funnel Content: Discover the importance of mid- and bottom-funnel strategies that address buyer pain points and drive conversions. Use AI Strategically: Understand how to integrate AI as a tool—not a crutch—to enhance content creation without losing the human touch. Build Emotional Connections: Find out how emotion mapping can tap into what truly motivates your buyers, helping you create content that resonates and drives action. Optimize for Trust and Clarity: Learn how to refine your CTAs, messaging, and website experience to build credibility and guide buyers through the sales journey. Whether you're struggling to connect with your target audience, looking to boost your SEO and CRO efforts, or simply want to improve your content's effectiveness, this episode is packed with actionable strategies to help your business grow."To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

In this episode of the Sales Technology Podcast, host David Dulany sits down with Nick Smith, Founder and CEO of Sailes, to explore how artificial intelligence is reshaping the future of sales. Nick shares the origin story of Sailes, a groundbreaking tool designed to handle prospecting autonomously while freeing salespeople to focus on closing deals. They dive into the nuances of AI adoption in sales, the challenges of replacing traditional SDR models, and the critical role of human oversight. Tune in to learn how Sailes tackles sales inefficiencies, optimizes team performance, and generates tangible revenue results for businesses of all sizes.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Remarkability isn't about being everything to everyone—it's about discovering the unique value that sets you apart and resonates with your ideal audience. It's about understanding your customers' needs, focusing on what you do best, and crafting a story that positions your business as the clear solution to their challenges. When you lean into what makes your brand distinctive, and communicate it effectively, you not only attract the right customers but also build lasting loyalty. That's where true, sustainable revenue growth happens—not by chasing trends, but by owning your space in the market. - Rich Brooks In this episode of Revenue Boost: A Marketing Podcast, titled, From Leads to Loyalty: Digital Marketing Strategies That Drive Revenue Growth, host Kerry Curran welcomes Rich Brooks, president of Flight New Media and creator of the Agents of Change podcast and conference. With over 27 years of experience in digital marketing and branding, Rich shares actionable strategies to help businesses grow their revenue by attracting and retaining loyal customers. The conversation dives deep into Rich's ""Remarkability Formula,"" a framework designed to help businesses stand out in competitive markets. Rich explains the four lenses of this formula—Find, Focus, Forge, and Frame—each providing a unique perspective on identifying and communicating your brand's value. Key highlights include: Finding Your Differentiator: Learn how to uncover and articulate the unique aspects of your business that resonate with your target audience. Rich shares an engaging example of a painting company that redefined efficiency as a key differentiator. Focusing on Your Niche: Discover the power of niching down to attract your ideal customers and command higher value. Rich provides examples of how businesses can refine their offerings and messaging to avoid being ""all things to everyone. Forging Value Beyond Core Offerings: Explore how creating aligned, value-driven experiences outside your primary business can attract new customers and reinforce your brand. Rich shares how his Agents of Change conference does this effectively for Flight New Media. Framing for Success: Uncover the importance of positioning and messaging, as illustrated through compelling examples like Red Bull's energy drink branding and a ""China Success Coach"" who rebranded to target a specialized audience. The episode concludes with Rich offering practical advice for businesses to implement these strategies, emphasizing the importance of understanding your customers' needs and taking the time to stand out in meaningful ways. Listeners are encouraged to download Rich's free Remarkability Workbook to get started on applying these insights to their own businesses. Don't miss this value-packed episode filled with actionable tips for driving revenue growth through smarter digital marketing strategies! To learn more about Kerry Curran and the RBMA: Revenue Based Marketing Advisors, go to www.revenuebasedmarketing.com and be sure to follow us on Kerry's LinkedIn Profile and The RBMA: Revenue Based Marketing Advisors Profile.   If you're in the market for a Fractional Chief Marketing Officer or Fractional Chief Revenue Officer be sure to reach out to Kerry. Kerry is also available for speaking, panel moderation, and other professional presentation services. For services and contact information check out the RBMA: Revenue Based Marketing Advisors website here.  B2B business development has become increasingly complex, with companies finding it harder than ever to drive growth. One of the biggest challenges?   Many organizations have shifted their investments down the funnel—hiring more sales and BDR resources—while pulling back on marketing. Yet, buyer behavior has evolved in the opposite direction.   Today, buyers are forming their shortlists and making decisions before ever speaking to a sales rep. This means if your brand isn't investing in marketing, you're not even making it into their consideration set. To grow revenue, companies must excel across four critical stages: ✅Awareness: They must have heard of you ✅Affinity: They must like you and believe you can solve their challenges ✅In-Market: They must be ready to buy   ✅Engagement: Then they talk to your sales team, who still needs to beat the competition and win the deal   At RBMA: Revenue Based Marketing Advisors, we help businesses scale growth effectively and efficiently. We build and optimize your end-to-end marketing and sales infrastructure—from brand development to sales training—delivering: - Increased high-quality lead volume - Shortened sales cycles - Improved close rates I'm Kerry Curran, Founder and Chief Growth Officer of RBMA. With 20 years of experience in marketing and business development, I've consistently driven double- and triple-digit revenue growth. My unique expertise bridges both disciplines: as a CMO who understands sales and a CRO who understands marketing.   I specialize in helping B2B scale-ups and mid-market agencies, tech, and services transform their growth strategies. Let's set up a call to identify areas of opportunity in your growth infrastructure and get your business on the path to increased revenue in 2025.

In this episode, we dive into the evolving landscape of B2B SaaS attribution with Deepinder Dhingra, Founder and CEO of RevSure.ai. DD shares insights from his 20+ years in enterprise software, analytics, and AI, unpacking how SaaS companies can harness AI-driven attribution to improve GTM strategies. He explores the challenges of attribution complexity, the role of AI in unifying data, and actionable frameworks for building an effective attribution model. DD also shares his thoughts on the future of AI in SaaS and key misconceptions about being a founder in this space.Key Takeaways:1. The Evolution of Attribution in SaaS- Past GTM motions: Outbound, focused on sales-driven efforts.- Present complexity: Consumerization of GTM with multiple teams (marketing, SDR, BDR, sales).- Challenge: Fragmented data across tools requires a robust attribution strategy.2. AI's Role in Attribution- Data Harmonization: AI connects data from CRMs, marketing automation, ABM tools, and offline channels.- Revenue Graphs: Building linkages across touchpoints like leads, campaigns, and opportunities.- Predictive Insights: Real-time data analysis to optimize spend and strategy.3. Common GTM Team Pitfalls- Misaligned Goals: Teams focus on “who gets the credit” rather than actionable insights.- Lack of Full-Funnel Thinking: Insights should span marketing, SDR, and sales efforts.- Overreliance on Rules-Based Models: Shift to data-driven, machine learning approaches like marketing mix models and incrementality testing.4. Building an AI-Powered Attribution Framework- Collaborative Effort: Align marketing, sales, and ops under a shared vision.- Tech Stack Audit: Ensure compatibility with your GTM motion.- Real-Time Monitoring: Use leading and predictive indicators to measure success.Lightning Round Insights:1. Fun Fact About DD: He's a skilled pickleball player!2. Challenge to Solve in Indian SaaS: Optimizing cross-border GTM motions.3. Misconception About Founders: It's not all fun; founders take the brunt of market brutality and drive teams for competitive speed.About RevSure.ai:RevSure.ai is revolutionizing attribution for B2B SaaS companies by leveraging AI to unify data, provide actionable insights, and optimize GTM strategies. Their AI-powered attribution models address the complexities of modern SaaS motions and enable teams to act with precision.Connect with DD:LinkedIn - https://www.linkedin.com/in/deepinder-singh-dhingra-66bb54/RevSure - https://www.revsure.ai/Chapters:01:05 - Intro & DD's Journey in SaaS02:05 - Evolution of Attribution in SaaS07:27 - Complexity in GTM Motions and Data Fragmentation12:10 - AI's Role in Attribution15:10 - Common GTM Team Pitfalls19:02 - Building an AI-Powered Attribution Framework23:26 - KPIs for Attribution Success27:42 - Future of AI in Attribution30:17 - Balancing AI with Human Oversight32:22 - Lightning Round36:42 - Closing Thoughts#b2bsaas #b2b #attribution #marketing #saasVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

This episode features an interview with Calen Holbrooks, VP of Demand Gen at Airtable, the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. In this episode, Calen shares with us how she thinks about “big C and little c community” and why it is important to invest in, even when it is harder to measure. She also dives into her approach to accessible content and how they increased their conversion rates through a homepage refresh.Key Takeaways:We know that people are consuming content in a binge-like format; we should let them binge! While sales' desire to gate content is understandable, ungating is a no-brainer, especially given all of the data we have now. Investing in community pays dividends and drives intent. While some community investments are more measurable than others, it doesn't mean you should not invest in those less-measurable communities. The homepage is crucial, and refreshing it to tweak the way Airtable told their story resulted in a 25 percent conversion increase. Quote: “ I'm surprised at how  slow organizations have been to adopt some of this, ungate 80 percent of what you're doing strategy. Maybe I shouldn't be surprised, like, I get it. The processes with marketing to BDR to sales handoffs require a lot of this sort of traditional lead flow of things. Not to point fingers, but I do blame a little bit on the sales side and sort of  what they need to be why we can't do that. But it seems like a no-brainer when we have the amount of data that we have today… When we know everybody is scrolling and consuming content in a binge-like format, like, let them binge!”Episode Timestamps: *(03:53) The Trust Tree: The evolution to enterprise selling *(21:26) The Playbook: Investing in community and tracking account propensity *(34:23) The Dust Up: Demand gen versus brand araguments *(41:42) Quick Hits: Calen's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedInConnect with Calen on LinkedInLearn more about AirtableLearn more about Caspian Studios

Scaling a BDR team comes with a long list of challenges, but Camilo Silva pulled off something unexpected – he scaled his own team from zero to more than 500 people after getting back to the game in just 15 months. In this conversation with Mark Cox, the Vice President of Sales & Business Development of Info-Tech Research Group shares his secrets in hiring individuals with curiosity, coachability, and competitiveness. He highlights the importance of crafting an effective onboarding plan, providing continuous feedback, and offering constant support to the entire team. Camilo also explains why taking a sabbatical from your career is vital in avoiding burnout and unlocking a much deeper growth experience.

April Marks leveraged the communication skills she got in college to help her launch into a sales career - first as a BDR, then right into an Enterprise Sales role. She is currently at Pangea.  My current role enables customers to leverage processes integrating API-based security services and strategically managing enterprise accounts, currently at Pangea. I am driven by the mission to streamline security processes, which resonates with Pangea's innovative approach to delivering comprehensive services through a single framework. My commitment to fostering a collaborative culture and bringing diverse insights to the table ensures alignment with many organizational values and goals. In my experiences, I've led strategic customer engagements, expanding their use of services during crucial business periods such as new technical use cases, DevOps transformations, onboarding, and M&A events. I successfully proposed DevSecOps and AI processes, demonstrating my proficiency in these areas, and partnered closely with customers to tailor security solutions that matched their unique needs. My approach always involves a thorough understanding of customer metrics and standards, which has been instrumental in exceeding goals and securing marketable assets for the company. More about April here: https://www.linkedin.com/in/aprilmarks/ April's recommeneded reading:  The Dark Side Of Interpersonal Communication, Brian H. Spitzberg Positive Communication for Leaders, Mirivel  More about Women Sales Pros: https://www.linkedin.com/company/women-sales-pros/  

Welcome to the Service Business Mastery Podcast! Visit our website for more episodes and insights! www.servicebusinessmastery.com In this episode, host Tersh Blissett is joined by Terry McIver, seasoned editor at Contracting Business, to explore the latest shifts in the HVAC industry and the power of community among trade professionals.