Podcasts about sales and marketing

After getting featured in his own podcast, Jonathan Wilson is back again to discuss technical shifts in the industry, educating customers, and the mindset of catering to the needs of the consumer. There have been drastic market changes since his first appearance, and it's important that we take a second look at our approach in today's solar industry.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

Marketing leaders are being asked to drive more growth with less budget, fewer resources, tighter timelines, and more pressure from every direction while AI is being treated like the shortcut to replace entire marketing teams. But AI will not fix bad strategy, weak alignment, poor customer understanding, or broken marketing fundamentals. In part two of this master class conversation with Matt Hummel, CMO of Pipeline360, the focus moves into what it really takes to become the kind of CMO AI cannot replace. Not by chasing every new tool, adding more MarTech, or hiding behind automation, but by understanding the business as a whole, building trust across departments, speaking the language of revenue, and creating alignment between marketing, sales, product, leadership, and the customer. To lead marketing in a volatile market where expectations keep rising and the old playbook is no longer enough, you need to know how to: • Make sales an ally instead of your bitter rival • Build shared pipeline ownership across marketing and sales  • Communicate risk without becoming defensive • Connect marketing decisions to the larger goals of the business • Set clearer expectations with your team and leadership • Understand resource constraints without using them as excuses • Stay close to customers while leading strategy • Create momentum without pretending there is an easy button The best marketing leaders are not just managing campaigns, tools, reports, and dashboards. They are translating complexity into strategy the business can trust. The reminder is clear: AI will not fix bad strategy. More MarTech will not fix bad marketing. The CMO AI cannot replace is the one who understands the business, earns trust, aligns with sales, leads the team, knows the customer, and gets back to real marketing when everyone else is hiding behind tools. (P.S. If you haven't, listen to Ep. 149 for part one of this masterclass episode) Beyond The Episode Gems: Connect With Matt Hummel on LinkedIn Listen To Troy On Matt's Podcast, Pipeline Brew: The Evolving Role of CMOs & Community Building Visit Pipeline360 website to learn more about how they solve B2B marketers' biggest headaches Buy Troy's Book, Strategize Up: The Blueprint To Scale Your Business StrategizeUpBook.com Discover All Podcasts On The HubSpot Podcast Network Get Free HubSpot Marketing Tools To Help You Grow Your Business Grow Your Business Faster Using HubSpot's CRM Platform Support The Podcast & Connect With Troy:  Rate & Review iDigress: iDigress.fm/Reviews Follow Troy's Socials @FindTroy: LinkedIn, Instagram, Threads, TikTok Subscribe to Troy's YouTube Channel For Strategy Videos & See Masterclass Episodes Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com  

Marketing leadership has become one of the most volatile seats in business. CMOs and marketing leaders are often expected to create immediate pipeline, prove instant ROI, fix deeper business issues they did not create, defend brand investment, align sales, understand customers, translate strategy across the organization, and still become one of the first functions questioned, blamed, or cut when growth slows. In part one of this master class conversation, Matt Hummel, CMO of Pipeline360, brings a clear reminder back to the table: great marketing starts with trusting the buyer, knowing the customer, and simplifying how you market. In a market obsessed with performance data, attribution, automation, dark social, buyer signals, and immediate results, more complexity does not automatically create better customer understanding. For aspiring CMOs, current CMOs, marketing leaders, founders, and business owners, this conversation is a valuable look at how to lead marketing without getting trapped in the pressure cooker. It challenges you to rethink what it really means to put the customer at the center, not as a tagline, not as another automation workflow, and not as another dashboard filled with signals, but as a deeper responsibility to understand the person, pressure, timing, risk, and decision behind the purchase. The conversation moves through buyer trust, brand versus demand, customer empathy, attribution, sales alignment, CMO pressure, market timing, and the difference between chasing pipeline and building LTV. It is also a reminder to get out of your lane, understand product, spend time with sales, listen to customers, and learn how the whole business works. Because the best CMOs are not just campaign operators. They are translators, mediators, trust builders, and business leaders who know how to connect marketing to revenue, customer experience, and long term growth. Beyond The Episode Gems: Connect With Matt Hummel on LinkedIn Listen To Troy On Matt's Podcast, Pipeline Brew: The Evolving Role of CMOs & Community Building Visit Pipeline360 website to learn more about how they solve B2B marketers' biggest headaches Buy Troy's Book, Strategize Up: The Blueprint To Scale Your Business StrategizeUpBook.com Discover All Podcasts On The HubSpot Podcast Network Get Free HubSpot Marketing Tools To Help You Grow Your Business Grow Your Business Faster Using HubSpot's CRM Platform Support The Podcast & Connect With Troy:  Rate & Review iDigress: iDigress.fm/Reviews Follow Troy's Socials @FindTroy: LinkedIn, Instagram, Threads, TikTok Subscribe to Troy's YouTube Channel For Strategy Videos & See Masterclass Episodes Need Growth Strategy, A Keynote Speaker, Or Want To Sponsor The Podcast? Go To FindTroy.com  

#193: The gap between sales and marketing isn't just frustrating — in manufacturing, it's costing you pipeline, customers, and credibility. So, let's shed some light on this important topic.  In this panel discussion of Over A Pint, host Pat McGovern sits down with Beau Walter, marketing and brand manager from the West Bend Company, Stephen Fong, Co-Owner of Marketing With Pros, and fractional chief product officer Richard Hein to unpack why misalignment between sales and marketing happens and what it actually takes to fix it. But that's not all. The panel also touches on:  ✅ How one in-house marketer embedded himself in the sales process to build better leads, better content, and a deeper understanding of the customer ✅ Why customer insight should be treated as an ongoing operating rhythm, not a one-time survey or annual event ✅ How a manufacturer known for a single hero product for over 100 years successfully expanded awareness across a broader portfolio ✅ What your website is likely getting wrong about your buyer's journey — and the personas it's probably ignoring entirely ✅ Why marketing in manufacturing is still too often handed the tactical work after the strategic decisions are already made — and how to change that ✅ How AI is being used right now by manufacturers and marketers to surface trends, eliminate busywork, and sharpen messaging ✅ The one mindset shift that moves manufacturing marketing from feature-focused to problem-solving — and why it changes everything Give it a listen.  Connect with Richard here:https://www.linkedin.com/in/richardlhein/ Connect with Stephen here: https://www.linkedin.com/in/fong-stephen/ Connect with Beau here: https://www.linkedin.com/in/beauwalter/ Connect with Pat here: pmcgovern@ascedia.com Connect with Ascedia here: https://www.ascedia.com/contact   Oh, before you go, please do us a favor. Take a minute and leave us a review. That's the energy that powers this supertanker!  Thanks, you're the best! Want more marketing insights? Take a look at our full lineup. This podcast is sponsored by Ascedia. A web development and digital strategy agency helping clients win in the digital space.    Maybe it's time your site gets a tune-up? Connect with us.  

This episode is a repurposed Hybrid Hub marketing mastermind call where I walk through my financial goals marketing system for photographers and hybrid photo and video business owners. We get into setting a real revenue goal, reverse engineering that goal into package pricing and sales targets, defining your biggest offer, understanding your ideal buyer, and creating marketing that leads people toward an inquiry instead of chasing likes and empty engagement. We also talk about SEO, personal branding, and how to build content around what potential clients are searching for and why you are the right person to hire. Snag the Video Upsell Starter Kit: https://hybridhangout.com/starter-kitIf you're a photographer who already wants to add video but keeps getting stuck in research mode, this is for you. Your clients are already asking, and you're leaving money on the table. The free Video Upsell Starter Kit shows you exactly how to start using the camera you already have and simple add-ons.   If you're running your photo or hybrid photo and video business from your inbox, you're making it harder than it needs to be. I use HoneyBook to manage everything — inquiries, emails, scheduling, contracts, and payments. It keeps my pipeline organized and saves hours every week. If you want a smoother system, grab my discount here: https://share.honeybook.com/shayna29637  Hybrid Hub teaches photographers how to add video so they can make more per booking. Learn how to shoot, edit, market, and sell photo and video together with a simple, repeatable system. Ready to raise your booking value? Book a free strategy call so we can chat 1x1 about how to scale your photography business with video, and if Hybrid Hub is right for your business: https://hybridhangout.com/book-a-callThanks for listening to Hybrid Hangout!! Don't forget to rate and review on your fave podcast platform -- it helps me grow, get amazing guests, and climb in the charts! DM me a screenshot of your review so I can say thanks :) Andddd say hi @hybridhangout on Instagram! 

Host: Annik Sobing Guest: Niki McKinnell Published: May 2026 Length: ~22 minutes Presented by: Global Training Center Niki McKinnell on Sales, Marketing, and the Story Behind Supply Chain Growth Annik Sobing welcomes Niki McKinnell to the Simply Trade Roundup for a conversation about what happens when sales and marketing break down in B2B SaaS supply chain companies. Niki shares how her career began in public sector communications and crisis press offices, how she learned to build a story with limited resources, and how that foundation shaped the way she approaches marketing, messaging, and go-to-market strategy today. What You'll Learn in This Episode How Niki built a career around storytelling Niki explains how her path started in government communications, where she worked in press offices and crisis environments. She talks about how those early experiences taught her to think strategically about messaging, audience, and impact. Why sales and marketing break down The episode explores the most common reasons sales and marketing teams lose alignment in supply chain SaaS companies. Niki describes how different definitions, assumptions, and metrics can create friction even when everyone is working toward the same goal. What makes supply chain different Niki breaks down why supply chain has its own flavor when it comes to go-to-market strategy. Buyers are focused on their operations, not your product, which means credibility, timing, and intentional messaging matter more than ever. How to bring teams back into alignment One of the most useful parts of the conversation is Niki's framework for stronger execution: alignment, coordination, and visibility. She explains how teams can work more intentionally before, during, and after GTM activity so they are moving with the same goals in mind. Why long sales cycles need a different approach Niki and Annik discuss how complex buying committees, long sales cycles, and deeply rooted habits make this industry especially challenging. Niki shares how companies need to adapt their strategy to meet buyers where they are. What to do when pipeline stalls Niki offers advice for founders and leaders who are struggling with pipeline. Her recommendation is to focus on the brand, demand, expand framework, with brand awareness, demand generation, and customer growth all working together to support revenue. Who this episode is for This episode is especially valuable for marketing leaders, sales teams, founders, and GTM professionals working in supply chain or B2B SaaS. It is also a great listen for anyone trying to understand how strategy, communication, and alignment shape growth in a complex industry. This podcast is presented by Global Training Center.  Subscribe & Follow Stay connected with the Simply Trade community and never miss an episode that helps you trade smarter.

The datacenter blitz is going strong in today's America, and it eventually leads to more expensive electricity for homeowners. This episode will teach you how to use this emerging trend as key drivers for your next presentations with tech-savvy customers.https://fortune.com/2026/05/12/lake-tahoe-data-center-49000-residents-power-source/CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

Most marketing teams hand sales a stack of brochures and never hear back. In this episode of Content to Close, Nat Norris, VP of Marketing and Customer Success at Model 1 Commercial Vehicles, breaks down how his team gets out of the trophy case of unused white papers and into the rooms where deals are won and lost. Nat walks through how he embeds marketers inside the company's three sales segments (public, commercial, and retail), why he forces his team into weekly quote review and deal loss meetings, and the data hygiene work he had to do in Power BI before any of it could function. He also shares the FAB framework (Features, Advantages, Benefits) he carried over from his catalog days, with a simple rule: push the benefit, self-serve the feature. And he closes with the two governors he uses to decide when there's enough data to act: the 80/20 rule and the "front page of the newspaper" worst-case test. If you've ever wondered how to turn marketing collateral into something sales actually uses, this one's for you.About NatNat Norris is the VP of Marketing and Customer Success at Model 1 Commercial Vehicles, a nationwide commercial dealership selling work trucks, cargo vans, school buses, and shuttle buses. Based in Indianapolis, Nat has spent about 17 years in B2B marketing for equipment, with stops in e-commerce and large holding-company environments before landing at a single-family-owned business. His group leads marketing, customer experience, product information, customer care feedback, and inside sales lead qualification. Nat is a self-described data and dot-connecting nerd whose old product-management instincts shape how he thinks about content, storytelling, and what salespeople actually need in the field.Show Notes- Connect with Nat on LinkedIn: https://www.linkedin.com/in/natnorris/Text us what you think about this episode!

In this engaging episode of MSP Business School, host Brian Doyle sits down with James Steel from MSP Testimonials to discuss the power of customer testimonials in marketing strategies for Managed Service Providers (MSPs). James shares his journey and insights from years within the MSP arena, highlighting how video testimonials can be a game-changer in building trust and establishing new client relationships. With the challenge of marketing acquisition looming large for MSPs, this conversation uncovers actionable steps that can drive substantial results in presence and outreach. Throughout the episode, Brian and James delve into the practical aspects of obtaining and utilizing customer testimonials. The dialogue emphasizes the importance of authenticity over perfection, encouraging MSPs to leverage existing customer satisfaction to foster new connections. The conversation explores strategies for effectively using testimonials to address customer objections, build trust, and nurture ongoing client relationships. With detailed explanations on transitioning testimonials into various content forms, this episode serves as a comprehensive guide to integrating testimonials into marketing and sales processes effectively. Key Takeaways: The Power of Video: Video testimonials are a powerful tool for MSPs to demonstrate their value and build trust with potential clients by showcasing authentic customer experiences. Repurposing Content: Mastering the repurposing of testimonial content into different formats like PDFs, reels, and case studies can enhance reach and effectiveness across sales and marketing channels. Overcoming Perfection Barriers: Authenticity and heartfelt customer feedback often trump the chase for perfect video production, facilitating ease of access to valuable testimonials. Strategic Testimonial Gathering: Identifying the right moments and customer interactions to request testimonials can dramatically improve participation rates and relevance to target audiences. Enhancing Customer Relationships: Engaging clients in the testimonial process can also serve as a relationship-strengthening activity, revealing additional value and fostering loyalty. Guest Name: James Steel LinkedIn page: https://www.linkedin.com/in/james-steel-8964947/ Company: MSP Testimonials Website: https://www.msptestimonials.com/mspbs Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

Supported by the Republic of China (Taiwan), the program equipped young business owners with digital and branding skills, with 44 graduates receiving grants from the Accelerated Growth Angel Fund.

Summer is right around the corner, and while other people are taking the time off, this is the best time for solar. This episode gives you realistic strategies you can use to discipline and reorient yourself for the summer.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

 What if the revenue your business is missing isn't a marketing problem, and it isn't a sales problem — it's a conversation that's never happening between two teams that are supposed to be on the same side? In this episode of That Will Nevr Work, host Maurice sits down with Sean P. Shannon — Founder of Strategic Growth Design, Fractional Chief Sales Officer, and 34-year sales leadership veteran who built his entire career selling something most people said couldn't be sold: radio airtime. From rising through the ranks at iHeart, Audacy, and Cumulus Media to building iconic Atlanta brands like Q99.7 and 99x as a Senior VP and Market President, Sean has spent three decades helping hundreds of small and medium-sized businesses unlock revenue they didn't know they were sitting on. Now, Sean is on a mission to help entrepreneurs stop the silent war between their marketing and sales teams — and it starts with three questions most businesses have never thought to ask. In this episode, you'll discover:The three critical questions every marketing team must ask their sales leader — and why most never doWhy the gap between what marketing says and what sales hears is costing businesses more than any ad budgetSean's Three V's pipeline diagnostic framework: Volume, Velocity, and VeracityWhat 34 years of selling air taught Sean about making the invisible undeniableThe objection data hiding inside your sales team that is your entire content strategyWhy the founder who hates selling is leaving more money on the table than any other single business decisionHow the Fractional CSO model is giving SMBs C-suite sales strategy at a price they can actually afford If you're building a business and your marketing and sales aren't speaking the same language — this episode is the intervention you didn't know you needed. 

This is a recording of a live webinar recorded on April 24th, 2026, starting at around 1 PM Eastern Time USA.   Ready to talk about franchising your business or help with your franchise efforts? Book a complimentary consultation with one of our consultants: https://bigskyfranchiseteam.com/consultation-routing/#callVisit our website: https://bigskyfranchiseteam.com/Subscribe to our Multiply Your Success podcast: https://podcasts.apple.com/us/podcast/multiply-your-success-with-dr-tom-dufore/id1518562762 Subscribe to our Franchise Your Business podcast: https://podcasts.apple.com/us/podcast/franchise-your-business/id1578524542Subscribe to our YouTube Channel: https://www.youtube.com/@bigskyfranchiseteam3523Links from the episode are here:   ISM® PMI® Reportsiw4r202603pmi.pdfhrmzrob202603svcs.pdfUnited States Unemployment RateUnited States Inflation Ratechicsh.pdfTwo Thirds of Franchise Prospects Say AI Impacts Their Interest in Business OwnershipFranchise Development Prospects Believe They Possess The Strengths To Own Their Own FranchisesThis episode is powered by Big Sky Franchise Team. Big Sky Franchise Team is consistently recognized as one of the best franchise consulting firms in the United States, helping entrepreneurs franchise their businesses through a proven 3-Step franchise process rooted in ethical principles, hands-on guidance, and customized deliverables.  If you are ready to talk about franchising your business you can schedule your free, no-obligation, franchise consultation online at: https://bigskyfranchiseteam.com/. The information provided in this podcast is for informational and educational purposes only and should not be considered financial, legal, or professional advice. Always consult with a qualified professional before making any business decisions. The views and opinions expressed by guests are their own and do not necessarily reflect those of the host, Big Sky Franchise Team, or our affiliates. Additionally, this podcast may feature sponsors or advertisers, but any mention of products or services does not constitute an endorsement. Please do your own research before making any purchasing or business decisions.  References to external data sources, studies, statistics, or other third-party content are not claimed as our own unless explicitly stated. We do our best to provide proper credit and citation where due. If we unintentionally fail to cite or credit a source, please let us know, and we'll gladly ...

Her official title for Neudorf Vineyards is Director of Sales and Marketing but Rosie Finn would rather be known as the “International Cheerleader” for one of the best wineries in the Nelson region of South Island New Zealand.Growing up in the winery Rosie never thought she would be working at Neudorf until she found herself thousands of miles away from home. Her story is a sweet one built on a love for family, wine and a hell of a lot of hard work.Hard not to root for this winery or her family.

Jason Wolf, President of Fullstory (a digital experience intelligence platform) joined us in this episode of the SalesStar Podcast to chat about the trends that will dominate SaaS sales and marketing through the rest of 2026:Key topics covered:The benefits and best practices around AI-powered salestechTop challenges for SaaS sales and marketing leaders to stay ahead of in 2026How salestech and martech will evolve in future

It goes without saying that the purpose of sales and marketing is to help a company grow. We create forecasts where revenue grows a hundred-thousand, a million, or 10 million dollars.  But we expect to achieve that with incremental changes to our resources and tech-stacks.  When Base 10 Math is used to express numbers that differ by orders of magnitude, we use exponents, noted with the letter N put in superscript (N stands for the Latin word numerus or number). N to the power of 5 is equal to a hundred-thousand, N to the power of 7 is equal to ten million. We don't have to raise N very much to see it balloon in size.  Each increment it jumps by represents its value going up by a factor of ten.  The question of how we reach scale then isn't how to change financial numbers by a basic percentage; it's how do we grow them by a factor of N? Our guest knows how sales and marketing can scale their organization without snapping them. *come with their own jargon like batch mode, local vs global maximums, and WIP bottlenecks.  He graduated from the University of New Brunswick with an engineering degree and then went into technically heavy roles, working in IBM's semiconductor division. He pivoted into leading sales and marketing teams for tech organizations until the late 2000s, when he founded a product startup with an app that helped salespeople gain visibility into their funnel activity. He also teaches sales practices and scaling up in the engineering faculty at the University of Ottawa. Join me now as I sit down in person with the head of Ottawa's Scaling Up initiative, Peter Fillmore.   Chapters/Timestamps 00:00 Intro 02:10 My guest Peter Fillmore 03:27 What Changes When You Scale 05:37 Making the Funnel Visible 08:58 Sales Fundamentals and Urgency 09:55 PSA 12:03 Saying No and Off Ramps 13:26 Marketing Segments and Messaging 15:31 Discipline Metrics and Cadence 22:53 Connect with Peter & Ottawa Scaling Up Initiative Links to everything mentioned in the show are on the Funnel Reboot site's page for this episode.

What is the philosophy of an investor in the solar space? Jeff Mendez and I had an episode a few years ago where he shares his journey from retail to building Vivint and the mindset he undertakes in producing value: not only in his teams but also within himself as he welcomes continued growth.CLICK HERE: https://apply.solarpreneurs.com/ https://spotifytop10.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

This is episode 828. Read the complete transcription on the Sales Game Changers Podcast website. This is a Marketing and Selling Effectiveness sub-brand of the Sales Game Changers Podcast. Regularly, the IEPS posts a new show with Selling Essentials Marketplace partner Julie Murphy from Sage Communications. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, Fred and Julie meet with Rick Herrmann, former Vice President and General Manager of Public Sector at Staples, and Paige Johnson, Chief Executive Officer at EdCatalyst Group. Find Rick on LinkedIn. Find Paige on LinkedIn.  RICK'S TIP: "If you're not getting the results that you want, it's probably not your people. It's probably your processes, your governance models, and everything feeding the result of the scoreboard." PAIGE'S TIP: "The more you focus on features, the less you sell. Nobody cares about what your product does. They care about the outcomes it creates."  

In this episode, I dig deeper into sales and marketing with Jake Moore of Moore meats. We had Jake on the podcast recently (episode 160) and I wanted to spend a little more time discussing his efforts. To learn more about him, visit mooremeats.com. Also, join us for discussion of all things pastured pig on our new facebook group, The Pastured Pig. https://www.facebook.com/groups/thepasturedpig Please consider supporting us on Patreon: https://www.patreon.com/thepasturedpig If you would like to know more about us here at Red Tool House Farm or would like to suggest topics for future episodes, visit us at: https://thepasturedpig.com/podcast/

Have you ever felt that once the masterpiece is finished, the rest of the journey should belong to someone else? Many of us wait in the shadows of the "found artist" myth, hoping the right gallery or agent will simply stumble upon our genius. But what happens when the knocking never starts?  Today, we dive into the systems that turn cold outreach into warm relationship-building and explore why your story is the most valuable product you will ever sell. If you are ready to stop apologizing for your ambition and start owning your space in the industry, this conversation is your roadmap.   Chapters 00:13 The Artist's Role Beyond Creation 01:50 Dismantling the Myth of the Found Artist 02:38 Becoming Your Own Champion 04:00 Marketing Monday: Outreach as Relationship Care 05:01 Lessons in Networking and Relationship Marketing 06:50 The Reality of Representation and Agents 08:40 Selling the Sizzle: Tips for Product-Based Creatives 09:40 Owning Your Values and Your Sales Script 10:50 Three Actionable Steps for Your Creative Week    Support the Show Website: http://www.martineseverin.comFollow on Instagram: @martine.severin | @thisishowwecreate_ Subscribe to the Newsletter: http://www.martineseverin.substack.com   This is How We Create is produced by Martine Severin. This episode was edited by Daniel Espinosa. Podcast show art is designed by Violetta Encarnación. Music by Timothy Infinite.   Subscribe wherever you get your podcasts Leave a review Follow us on social media Share with fellow creatives  

Javier Lozano Jr. didn't come up through brand or PR. He came through sales — and that lens has shaped everything about how he approaches growth marketing. Starting his first business in the teeth of the 2008 recession with a personal guarantee on a five-year lease, Javier learned early that you have to be strategic when the market won't forgive waste. That crucible turned him into one of the sharper go-to-market operators in B2B tech.In this episode, Javier walks through exactly how he scaled RapMate from roughly $1M to $20M ARR — not through guesswork or gut feel, but through a disciplined system of ICP targeting, messaging tested internally before it touched the market, channel diversification based on real signals, and a coordinated email engine that generated $1.5–2M annually on its own.If you're a SaaS founder trying to graduate from scrappy growth to a repeatable revenue machine, this episode is a masterclass in doing it the right way.Key Takeaways6:12 — Marketing through a sales lens Javier came into marketing through sales, not PR or brand. That background means everything he builds is oriented toward one outcome: influencing revenue.7:03 — Marketing must influence revenue It can't be all demand gen all day. There has to be a balance — and a direct line connecting marketing activity to revenue outcomes.7:52 — Enter old-school industries with a modern playbook In a facilities management company founded in 1976, Javier applied a B2C/SaaS marketing approach and stood out immediately — landing enterprise calls from Raytheon, Anheuser-Busch, and Dollar General.10:35 — Ask more questions, peel back more layers The real pain is never the first thing a prospect tells you. The more you ask, the deeper you go — and agitating the real pain point changes the entire sales conversation.12:44 — Don't try to boil the ocean When taking over as CMO, Javier's first move was to observe, not overhaul. Understand what's working before you touch the website, the messaging, or the budget.14:22 — Test messaging internally before going external Instead of redesigning the website, Javier reoriented messaging inside existing email communications first. Lower risk, faster feedback, and you learn whether the market resonates before making expensive public changes.15:34 — Only 15% of leads were in the ICP With 85% of leads outside their ICP, the team was burning money chasing the wrong people. The fix wasn't the message — it was the targeting.16:11 — Meta delivered higher-quality leads than Google Even though Meta represented only 10–20% of ad spend, it was producing higher connection rates and close rates. Finding that signal — and gradually shifting budget — moved ICP match rate from 15% to 65%+.19:01 — CAC dropped from $1,000 to $300 Better targeting and aligned metrics turned customer acquisition cost into a competitive weapon. At $300 CAC with a $2,250 average cart value, the math became predictable and scalable.23:39 — "If it ain't broke, why fix it" has a shelf life Channel concentration is a real risk. Milk what's working, but always be looking 6–12 months ahead at diversification — before an algorithm change or account shutdown forces the issue.27:10 — Signals don't have to be stats A VP calling your cell after two LinkedIn DMs is a signal. Three prospects in a row mentioning the same thing on sales calls is a signal. The sales team's frontline feedback is some of your most valuable go-to-market data.32:05 — The $1 per lead per month email goal Javier set a simple but disciplined baseline for email: generate $1 per lead per month. That framework forced the team to think about email as a revenue channel, not just a nurture activity.33:22 — Sales email from a real inbox: 40–50% open rates Emails sent from a salesperson's actual Gmail account opened at 40–50%. From a marketing email address, it was 15–20%. The channel doesn't change — the sender does.36:53 — Leads closed 12 months after entry — from a Halloween email Buyers are in different stages at different times. If you stop communicating, you disappear. The long game in email is just staying visible until they're ready.40:27 — The human experience is the last moat As AI slop floods inboxes and feeds, the people who create genuine human connection with their audience will stand out. That's not automate-able — and that's the point.41:57 — Build the system manually before you automate it AI exposes broken systems. If you don't have a clear step-by-step process built out internally, automation will just break things faster. Do it by hand first.44:36 — Find the one wedge and own it Founders go to market with too many use cases. Pick the one thing you can win in your sleep, get it so dialed in it's predictable, close that deal — then expand from there.Tweetable Quotes"Marketing needs to be influencing revenue in one way, shape, or form. It just can't be demand all day long." — Javier Lozano Jr."If you just ask more questions, you start unveiling more layers of the onion — and eventually they just tell you: you're the one I want." — Javier Lozano Jr."Don't try to boil the ocean. Go in and look at everything holistically before you change a single thing." — Javier Lozano Jr."I can't optimize a funnel based on feelings. Come to me with stats." — Javier Lozano Jr."Signals don't always have to be stats. A signal can be literally what the marketplace is telling you." — Javier Lozano Jr."The people who can create a true human experience with their audience are going to stand out over everybody else." — Javier Lozano Jr."Build the system first. Do it internally. Hate it until you don't like doing it anymore — then automate it." — Javier Lozano Jr."Find one wedge. Find one thing you can crush in your sleep — then go to market with that." — Javier Lozano Jr.SaaS Leadership Lessons1. Observe before you optimize. Javier's first move at every company is to audit, not overhaul. He doesn't change the website, the messaging, or the budget until he understands what's actually happening. Knee-jerk reactions from new CMOs — or founders trying to fix everything at once — destroy momentum. See the full picture first.2. CPL is a vanity metric. CAC is the business metric. Getting 300 leads at $2 each sounds better than 40 leads at $15 each — until you realize none of the cheap leads are closing. Javier reduced CAC from $1,000 to $300 not by chasing lower cost-per-lead, but by improving targeting quality. The math only works when you trace the full line from spend to closed revenue.3. Test messaging inside before you put it outside. Before touching the website, Javier retooled how the company communicated with existing leads in email. Lower risk, faster feedback loop, and real signal from a warm audience. Only after internal validation does it earn the right to go public.4. Channel diversification is a survival strategy, not a growth strategy. Concentration risk is real. If 90% of your pipeline comes from one channel and that channel turns on you, you don't have a business — you have a dependency. Javier's approach: milk the winning channel, document the learnings, then gradually replicate the model on a second channel 6–12 months later.5. Sales and marketing alignment requires a shared scoreboard. The marketing-sales tension is universal, but it's solvable. Javier's fix: define what a qualified lead looks like, track conversion rates at every stage, and make data — not feelings — the language of every internal conversation. When both teams are speaking the same statistical language, you stop fighting about whose fault it is and start building together.6. AI amplifies what you already have — good or bad. Automation doesn't fix a broken system; it just accelerates the breakage. Build the process manually first, iterate until it works, then automate the parts that are truly repeatable. The human elements — curiosity, genuine connection, nuanced judgment — are your competitive moat in an AI-saturated world. Protect them.Guest Resourcesjavier@boldermediasolutions.comhttps://boldermediasolutions.comhttps://www.facebook.com/javykixshttps://www.linkedin.com/in/javierlozanojr/https://www.instagram.com/javy_is_bold/Episode SponsorThe Captain's KeysSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite -

This is episode 823. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, we interviewed Kelli Furrer, Chief Marketing Officer and Chief Revenue Officer at Slingshot Aerospace. Find Louise on LinkedIn.  KELLI'S TIP: "In complex markets, if you win the narrative early, you win the contract later. Marketing doesn't close the deal, but it shapes the conditions for it long before the opportunity appears."

Organizations struggle with misalignment between sales and marketing, leading to poor lead quality, inconsistent messaging, and unpredictable revenue. In this episode, Brandon breaks down what true alignment looks like — from shared revenue metrics and closed-loop feedback to consistent messaging and faster lead follow-up. You'll learn how to turn two disconnected teams into one cohesive revenue engine that drives better results across the entire funnel.

On this episode, Keith interviews Kurt Kempton, founder of ResponsiveBid, about using automation and data to improve service-business sales and marketing. Kurt explains lead sources as inputs at the top of a sales funnel and stresses measuring leads by source, close rate, average ticket price, total volume, and overall ROI, including time and quoting effort, using examples like Money Mailer versus a failed golf-course sponsorship. They discuss using tools like CallRail and CRM reporting to track performance, "reposting winners," and diversifying channels (Google, Meta, referrals, flyers, etc.) to reduce reliance on any single platform that can suspend accounts. Kurt emphasizes controlling and systematizing the customer experience through fast follow-up and consistent processes. He describes ResponsiveBid as proposal and follow-up automation that helps close more jobs at higher ticket prices with good-better-best options.   "You have to put together the experience you want your customers to have and you have to systematize it in a way to guarantee that they're gonna get it every time." – Kurt Kempton   What You'll Learn in This Episode: What a lead source really is—and why it matters more than most owners think   How to track close rate, average ticket price, and ROI by lead source   Why customer acquisition cost includes more than just ad spend   The hidden risk of relying too heavily on one platform for leads   How to think about lead source diversification in a healthy business   Why referrals are great—but still need to be measured intentionally   How customer experience starts the moment a lead comes in   Why automation improves follow-up, consistency, and conversions   How ResponsiBid helps service businesses close more work while increasing average job value   Key Takeaways: Lead Sources Aren't Just Marketing Channels—They're Inputs Into Your Sales Funnel. Kurt breaks down the difference between marketing and an actual lead. Someone seeing your website or driving past your sign isn't necessarily in your funnel yet. A lead enters the funnel when they raise their hand—by calling, filling out a form, or taking a clear action that opens the door to a sales process. If You're Not Tracking Lead Source Performance, You're Guessing. Most service business owners know they're spending on Google Ads, Facebook, SEO, signs, flyers, or direct mail—but couldn't tell you off the top of their head which source brought in the lead, how well it closed, or how much revenue it actually generated. Kurt explains why those numbers matter and how they help you decide where to double down, where to negotiate, and where to stop wasting energy. Not All Leads Cost the Same. A lead source might bring in high-ticket jobs, but if it takes dozens of estimates, long drive times, or tons of follow-up to close them, the real cost may be much higher than it looks. Kurt points out that customer acquisition cost includes both money and effort—something many owners completely overlook.   Connect with Kurt  Website: https://responsibid.com/about/ Connect with Keith Instagram: https://www.instagram.com/keithkalfas/ Facebook: https://www.facebook.com/thelandscapingemployeetrap Website: https://www.keithkalfas.com/resources Youtube: https://www.youtube.com/@keith-kalfas   Resources and Websites:  Build Your Site: https://www.keithkalfas.com/ReBolt Call Tracking Software: https://www.keithkalfas.com/CallRail Start Getting Leads Now https://www.footbridgemedia.com/keith The Untrapped Alliance: https://www.keithkalfas.com/alliance Resources You Need To Build A Successful Business https://www.keithkalfas.com/resources

Software startup InsightSquared had recently hit $2 million in revenue and secured an $8 million round of venture capital. However, the founders disagreed on the path ahead, specifically on the sales and marketing plan. Should they focus on a sales-centric approach to growth or a marketing-centric one? Which strategy was optimal for their venture's next phase of growth? Harvard Business School Senior Lecturer Mark Roberge joins Brian Kenny to discuss the case, “InsightSquared: Developing the Sales and Marketing Plan” and ideas related to his new book, The Science of Scaling.

In this episode, Matt sits down with Rania Kfuri, Vice President of Philanthropy, Sales, and Marketing at Glenmeadow, to talk about what senior living really is, why authentic storytelling matters, and how nonprofit communities can better connect philanthropy, sales, and marketing under one mission. Rania shares how her background in fundraising and entrepreneurship shaped her approach, why education is essential to breaking outdated stereotypes, and how Glenmeadow's long nonprofit history informs its work today. She also explains how donor-centered fundraising, honest sales conversations, and community engagement all come back to the same core idea: listening well and helping older adults thrive. Based on the conversation, Glenmeadow is a nonprofit Life Plan Community in Longmeadow, Massachusetts, founded in 1884, offering independent living, assisted living, respite care, and at-home services.Guest BioRania Kfuri is the Vice President of Philanthropy, Sales and Marketing at Glenmeadow. She is a communications and development professional with more than 20 years of experience in marketing, fundraising, and donor relations. Glenmeadow appointed her to lead philanthropy, sales, and marketing strategy, including donor engagement, partnerships, and brand development. She previously served with the Baystate Health Foundation, and Glenmeadow's announcement also notes earlier work with the Smith Fund at Smith College.Timestamps1:59 — Rania's path into senior livingRania shares how her experience across philanthropy, entrepreneurship, sales, and marketing led her into senior living and why she values leading those functions together under one shared message. 7:27 — The biggest misconception about senior livingShe explains why many people still equate senior living with nursing homes, and why the industry needs better education around the full range of living and care options. 11:22 — Career paths people overlook in senior livingRania discusses the range of roles available in nonprofit senior living, from hospitality and wellness to philanthropy, programming, and marketing.14:53 — Glenmeadow's history and nonprofit rootsRania reflects on Glenmeadow's founding in 1884 as a philanthropic gift and how that history still shapes the organization's mission today.18:24 — What authentic community engagement looks likeShe shares examples of residents and staff participating in volunteer efforts, regional partnerships, and intergenerational programming that keep the community connected beyond campus.20:58 — Fighting stigma through purpose and participationRania talks about how active community life helps challenge outdated assumptions about senior living and supports connection over isolation.22:52 — How to market senior living with honesty and dignityShe explains why authentic listening matters more than “brochure talk,” and why the right fit sometimes means pointing someone toward a different option.26:32 — A donor-centered approach to philanthropyRania walks through how she approaches fundraising as a listening process, not a transaction, and how that overlaps with the best parts of the sales journey.29:58 — Celebrating success over 60She highlights Glenmeadow's Age of Excellence Awards and the importance of celebrating older adults who continue doing meaningful work and contributing in big ways.31:18 — Why more people need to understand senior livingRania closes by encouraging people to ask questions, learn the language of the industry, and stay engaged with the broader conversation around aging and care.

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What makes a business scalable? Most people assume scaling is all about sales and marketing - more leads, more customers, more revenue. But if your delivery depends on you (your calendar, your time, your energy), more demand can actually create more chaos.In this episode, Tara breaks down what really makes a scalable business and introduces two sides of growth:✅ Demand (sales + marketing that bring customers in)✅ Delivery (systems + infrastructure that let you serve more people without maxing out your calendar)If you've ever felt like “more clients” would just mean “more overwhelmed,” this one is for you.In this episode, you'll learn:The #1 misconception about building a scalable businessWhy sales and marketing alone won't create sustainable growthThe difference between demand and delivery (and why you need both)A simple question to test whether your business is truly scalableWhat it means to go from “expert operator” → Scalable ExpertQuick gut-check question:What would happen if you added 10… 100… or 1,000 new customers today? Would your business handle it - or would everything break?Chapters00:00 – A road trip conversation that sparked the episode01:10 – The common definition of “scale” (more customers)02:05 – The missing half: delivery scale02:48 – The “10 / 100 / 1,000 customers” scalability test03:25 – How to scale without maxing out your calendar04:15 – Becoming a Scalable Expert (and what changes)05:08 – Why scalability is infrastructure, not just marketing05:41 – Wrap-up + listener call to actionIf this distinction clicked for you, share this episode with a friend who's trying to grow - but feels like their calendar is already full. And if you enjoyed it, leave a rating/review so more experts can find the show.Mentioned in this episode:https://taralbryan.com/step/15-learn-to-scale-call

Liz Chapman was already super familiar with SEO—for podcasts.She's a podcast manager (and a wickedly good launch strategist!) who happened to fall into the trap that SO many of us service providers do.Y'know… prioritizing everyone else's businesses while watching yours slip further & further down the “To Do” list.

What can you do if you're preparing to bring a new product to market and want your sales and marketing teams to perform optimally? Here are a couple of tips offered by small businesses participating in this study that say that their teams are aligned. 54% said make sure you improve communication and collaboration frequency. 46% say standardizing tools and platforms across teams so that there's consistency and continuity. 39% say unifying data analytics and reporting systems is critical, and 32% say defining, ensuring goals and KPIs are simply critical so that your teams are aiming for the same targets. Startups simply can't afford to stumble outta the gate with a new product offering, so make sure you get that critically important alignment between sales and marketing when bringing a new product to market. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this week's episode of delivering #marketingjoy Jessica Fewless joins the show to discuss understanding the sales and marketing divide, the evolution of account-based marketing, identifying target customers effectively, and implementing account-based marketing strategies. Watch now!

According to Stripe Profitability Timeline, it often takes two to three years for a startup to become profitable. Fundraising Time Sink: About 25% of founders spend over half their week on fundraising, which directly impacts their ability to focus on revenue-generating activities.   Mark D. Gordon. Known by founders as the “Rebel CRO.” He's scaled companies from $1 million to over $30 million in annual revenue, rebuilt go-to-market engines across SaaS, services, and tech, and built a business around one big idea: most companies don't have a sales problem; they have a clarity and alignment problem. I help B2B founders turn scattered sales and marketing into one aligned, predictable revenue engine. As a fractional CRO, I lead 120-day GTM transformations across messaging, lead generation, sales process, and revenue tech. We build the systems that allow your team to do the best work of their lives. Mark is the founder of Integrated Go-To-Market Solutions, where he helps B2B founders transform from sales hopeful to sales-led by aligning their messaging, lead gen, sales process, and tech into a single system that actually closes. If you've ever felt like your team can't explain what you do, your outbound is getting ignored, or you're still the best salesperson in your company, this conversation is for you. For more information: https://igtms.com/ LinkedIn: @MarkD.Gordon Learn more about your ad choices. Visit megaphone.fm/adchoices

Join Pathmonk Presents with Matthew Iovanni, a seasoned expert at Full Funnel, specializing in revenue, GTM strategies, and professional inbound solutions. Dive into comprehensive insights covering sales, marketing, AI, and advanced process engineering. Delve into Full Funnel's mission, focused on enriching organizations through impactful sales and marketing approaches. Gain valuable perspectives into the daily endeavors of a managing partner thriving in a global, remote workforce setting. Benefit from Matthew's guidance, tailored for both marketing and sales professionals, as he explores effective demand generation strategies.

Introduction of the Guest Kalen Marie Cotto is a fractional Chief Marketing Officer, author, and the founder of KMC Digital. With more than 20 years of experience in marketing, journalism, and public affairs—including coordinating media in high-pressure environments—Kalen brings a disciplined, no-fluff approach to revenue growth. She is the author of The Revenue Runway, where she helps business owners simplify sales, marketing, and messaging into systems that actually work.

In episode #338 of SaaS Metrics School, Ben explains how to quickly sanity-check your sales and marketing forecast for the upcoming year using one high-signal SaaS metric: the Cost of ARR. As founders and CFOs finalize budgets, Ben shows how mismatches between projected bookings and planned go-to-market spend can reveal unrealistic assumptions before they turn into missed targets. Using simple examples, Ben walks through how the Cost of ARR connects sales and marketing spend, net new ARR bookings, and historical performance—making it one of the most effective tools for validating SaaS and AI company forecasts during budget season. What You'll Learn How to use the Cost of ARR to validate your sales and marketing budget The relationship between sales and marketing spend and net new ARR bookings How to identify unrealistic growth assumptions in your forecast The difference between blended the Cost of ARR, Cost of New ARR, and Cost of Expansion ARR Why historical performance should anchor forward-looking forecasts How benchmarking by ACV and sales motion improves forecast accuracy Why It Matters Sales and marketing forecasts often fail because spend and bookings assumptions are disconnected Cost of ARR provides a mechanical reality check before committing to a budget Overly aggressive ARR targets can be identified early and corrected Underspending on go-to-market becomes visible when bookings expectations are too conservative Benchmarking against peers helps validate whether forecast assumptions are realistic Strong financial modeling and forecasting discipline improves board and investor confidence Resources Mentioned Cost of ARR metric framework: https://www.thesaascfo.com/saas-cac-ratio/ Benchmarking data from Ray Rike at Benchmarkit.ai Concepts from SaaS FP&A forecasting and go-to-market efficiency analysis: https://www.thesaasacademy.com/the-saas-metrics-foundation

In this episode we interview Kelley Hippler, Chief Revenue Officer, on what real sales and marketing alignment looks like when revenue is the shared scoreboard. What you'll learn in this episode:Why buyer behavior makes alignment non optional when 80 percent of the journey happens before sales enters the chatHow to set shared revenue goals so marketing stops optimizing for leads and starts optimizing for outcomesThe simple meeting rhythm that keeps marketing close to the forecast and close to what deals needHow Forrester's CMO team used Salesforce to spot late stage pipeline and proactively help reps closeWarning signs you are misaligned like content requests that become expensive shelf decorationsHow a plan on the page helps you say no to shiny ideas without killing creativityWhere marketing can drive value after the deal through retention advocacy and expansionText us what you think about this episode!

This is episode 801. Read the complete trancription on the Sales Game Changers Podcast here. This is the sixth episode of the "Marketing and Selling Effectiveness Podcast." Regularly, the IEPS posts a new show with Selling Essentials Marketplace partner Julie Murphy from Sage Communications. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, Fred and Julie meet with Kelley Harar, a Maximus Managing Director and Liz Anthony, formerly a marketing director at Maximus. Find Liz on LinkedIn.  Find Kelley on LinkedIn. LIZ'S TIP: "In B2G, marketing effectiveness isn't about generating noise. It's about enabling sales to earn credibility long before a deal is on the table." KELLEY'S TIP: "Marketing and sales effectiveness isn't about alignment meeting. It's about showing up together around the mission and earning trust at every step of the buying journey."

Summary:In this episode of What's the Yap?, Matt Reiners reunites with Rachel Keller to unpack Microsoft's year-end report on 37.5 million Co-Pilot chats. From health and wellness searches to late-night existential questions, this data offers a compelling look into human behavior—and how senior living communities can meet people where they are. Rachel and Matt share actionable insights for operators, marketers, and innovators navigating the future of AI.Timestamps:1:35 – Rachel shares life updates and her creative library project2:41 – What the Co-Pilot data reveals about how people are using AI4:25 – The surprising dominance of emotional support and health-related queries6:00 – Why your community needs a “chat strategy” in 20267:26 – How Matt used ChatGPT to tackle personal health goals9:09 – Late-night AI chats: from philosophy to Valentine's Day struggles11:03 – What this means for the adult daughter searching for care13:33 – Final thoughts on how senior living can show up in AI tools

How do you turn 13 leads per month into sustainable gym growth?In this episode of “Run a Profitable Gym,” Two-Brain founder Chris Cooper and chief marketing officer John Franklin analyze new data from Two-Brain's 2025 “State of the Industry” guide and show you how to use it to grow your gym in 2026.John, who is also co-founder of Kilo, explains why most gyms still struggle to get enough leads, what high performers do differently and how to make the most of every lead.The pair dig into the numbers behind pricing, sales and average revenue per member, and they list simple changes gym owners can make to dramatically increase revenue.To help you close more sales at your gym, Chris and John role-play common scenarios, demonstrating how to handle objections—such as timing, price and spousal concerns—and help clients take action. They also provide tips to help you survive the slowest months of the year so you stop getting crushed by seasonality.Watch this episode, then take action to generate more leads and add more clients to your gym every month. If you want to dig deeper into the numbers, download the full “State of the Industry” report for free via the link below.LinksState of the IndustryGym Owners UnitedBook a Call1:08 - Lead generation and nurture12:38 - Seasonality and planning18:07 - Live sales role-play30:03 - Pricing strategies and psychology41:42 - Sustainable gym ownership

In this inspiring episode of the Leadership and Learning Podcast, host Randy Goruk welcomes Dennis Bott, North American Vice President of Sales and Marketing at Element 5. Dennis shares his remarkable journey from working in a family-owned lumber yard to becoming a leader in the mass timber industry. He discusses how "raising your hand" and how stepping up for new opportunities while embracing lifelong learning has propelled his career forward. With actionable advice for both emerging and seasoned professionals, this episode offers valuable insights into advancing your career, building strong teams, and making a meaningful impact in your organization. You will also learn: ·        The value of "raising your hand" by volunteering for new challenges and opportunities, even when they're outside your comfort zone. ·        How a willingness to learn and adapt creates personal and professional growth. ·        How to navigate difficult career transitions. ·        How to leverage setbacks as learning opportunities. ·        The importance of continuous learning, seeking feedback, and embracing mentorship. ·        Approaches for supporting, motivating, and coaching team members with varying aspirations and comfort levels. ·        Why cultivating a diverse, supportive team culture helps everyone thrive. ·        How storytelling and open feedback can inspire, teach, and drive results in leadership. ·        The necessity of learning from mistakes and adapting quickly to changing circumstances. ·        Practical tips for team communication and staying organized in a fast-paced environment. ·        Advice for younger professionals. Website: https://elementfive.co/ LinkedIn Profile: https://www.linkedin.com/in/dennisbott/

SUMMARY:  In this episode, Terryn Turner and Aaron Hovivian dive into how to turn your annual business goals into an actionable plan through a structured Sales and Marketing Plan (SAM Plan). Joined by insights from marketing strategist Rachel Stivers of the Platform Consulting Agency, they unpack how aligning sales and marketing around shared metrics can eliminate silos, clarify accountability, and keep both teams focused on measurable outcomes. Minute by Minute:  00:00 Introduction and Jingles 01:05 Annual Planning and SAM Plans 03:04 The Importance of Metrics in Marketing 05:55 Sales and Marketing Collaboration 09:51 Event-Specific vs. Day-to-Day Sales 14:02 Setting Realistic Goals 17:12 Conclusion and Resources

We're coming at you fresh from the Energize event where some of the sharpest minds in the green industry broke down what it really takes to build a powerful sales and marketing engine. From defining your customer to creating a repeatable lead system, this panel was absolutely stacked with insight and energy. Tune in as we unpack the key takeaways and share how you can apply them to your own business to drive real results this season. Part 2 of 2

We're coming at you fresh from the Energize event where some of the sharpest minds in the green industry broke down what it really takes to build a powerful sales and marketing engine. From defining your customer to creating a repeatable lead system, this panel was absolutely stacked with insight and energy. Tune in as we unpack the key takeaways and share how you can apply them to your own business to drive real results this season.