Podcast appearances and mentions of zach jones

11am - Zach Jones and Derek Kramer continue to talk about the Bills injuries affecting them at camp.

10:30am - Zach Jones and Derek Kramer talk to Sal Capaccio from Training Camp about the Bills injuries.

10am - Zach Jones and Derek Kramer discuss the best spilt for the Bills offensive plays and if the Hall of Fame game is needed.

10-11am Hour 1 - Zach Jones and Derek Kramer discuss the best spilt for the Bills offensive plays and if the Hall of Fame game is needed. The guys then talk to Sal Capaccio from Training Camp about the Bills injuries.

11am Hour 2 - Zach Jones and Derek Kramer talk about the Dallas Cowboys and their blunders in recent years and why they continue to happen.

10-11am Hour 1 - Zach Jones and Derek Kramer talk with Sal Capaccio live from Bills training camp. The guys break down the injury problems the Bills have had pop up so far at training camp and if it's a concern moving forward.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about the Dallas Cowboys and their blunders in recent years and why they continue to happen. The guys also talk about the cornerback battle in the Bills secondary and how Tre'Davious White will slot into the lineup.

11:30am Hour 2 - Zach Jones and Derek Kramer talk about the cornerback battle in the Bills secondary and how Tre'Davious White will slot into the lineup.

10am Hour 1 - Zach Jones and Derek Kramer talk with Sal Capaccio live from Bills training camp. The guys break down the injury problems the Bills have had pop up so far at training camp and if it's a concern moving forward.

10:00am - Zach Jones and Derek Kramer break down Bills training camp and Christian Wilkins' departure from the Raiders.

10-11am Hour 1 - Zach Jones and Derek Kramer talk with Sal Capaccio about the positional battles at training camp. They discuss Tre White's future on this team and if he becomes a starter. The guys also talk about what's next for players like Matt Milano, Terrell Bernard and Dorian Williams.

10am Hour 1 - Zach Jones and Derek Kramer talk with Sal Capaccio about the positional battles at training camp. They discuss Tre White's future on this team and if he becomes a starter.

10:30am Hour 1 - Zach Jones and Derek Kramer talk about what's next for players like Matt Milano, Terrell Bernard and Dorian Williams.

11am Hour 2 - Zach Jones and Derek Kramer talk about the Jets playoff drought and how it stacks up against other big droughts in sports and when the team will finally break it.

11:30am Hour 2 - Zach Jones and Derek Kramer talk about Christian Benford's status in NFL circles and when he'll start to garner more attention around the league.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about the Jets playoff drought and how it stacks up against other big droughts in sports and when the team will finally break it. They also talk about the impact of Hard Knocks and how it could bring attention to some underrated Bills players.

10am Hour 1 - Zach Jones and Derek Kramer talk about the start of Bills training camp and are joined by Sal Capaccio who is live from practice at St. John Fisher with updates on who is practicing.

Zach Jones and Derek Kramer talk about the start of Bills training camp and are joined by Sal Capaccio who is live from practice at St. John Fisher with updates on who is practicing. They also talk about the Bills wide receiver room and the Bills newest addition and about how Keon Coleman can move forward this year and how important that is for the offense's success. Zach and Derek talk about the young players on the Bills defense and which position groups need to step up this season. They also talk about the issues at training camps around the NFL.

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the start of Bills training camp and are joined by Sal Capaccio who is live from practice at St. John Fisher with updates on who is practicing. The guys also talk about the Bills wide receiver room and the Bills newest additions and talk about how Keon Coleman can move forward this year.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about the young players on the Bills defense and which position groups need to step up this season. They also talk about the issues at training camps around the NFL.

11:30am Hour 2 - Zach Jones and Derek Kramer talk about the start of other NFL training camps and the problems popping up around the league.

11am Hour 2 - Zach Jones and Derek Kramer talk about the rookie and second year players on the Bills defense and if one player in particular, Cole Bishop, will be key contributors for the Bills this season.

10:30am Hour 1 - Zach Jones and Derek Kramer talk about the Bills wide receiver room and the Bills newest additions. They talk about how Keon Coleman can move forward this year and how important that is for the offense's success.

After a 2 week hiatus Reverse AFC Power Rankings is back! Mike Schopp, The Bulldog, and Zach Jones rank the AFC teams!

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the situation between NFL teams and their second round draft picks. They discuss why players aren't signing their rookie deals and what's caused this issue.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about the second round contract controversy and if the Bills will be able to sign their own 2nd round draft pick TJ Sanders.

10am Hour 1 - Zach Jones and Derek Kramer talk about the contract stalemate between the NFL and second round draft picks as rookies try to fight for more guaranteed money. Has NIL been part of the reason why rookies want more money sooner?

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about Terry McLaurin and why he hasn't signed with the Washington Commanders yet. Is he on the market for a trade?

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the Bills defensive injuries to start training camp and how much those injuries may hurt the team in the upcoming season. Do the Bills have enough depth on their roster to remain an elite defense?

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the latest scandal in the NFL between owners and players regarding new contracts. They discuss what this could mean for the next CBA and how it affects the NFLPA. They also talk about the new jerseys popping up around the NFL.

10am Hour 1- Zach Jones and Derek Kramer talk about the case involving the NFL and potential contract collusion amongst owners.

10:30am Hour 1 - Zach Jones and Derek Kramer talk about the revamped jerseys coming around NFL and talk about which ones their the most excited for.

11am hour 2 - Zach Jones and Derek Kramer talk about the Bowen Byram contract extension and the lack of moves the team made this offseason.

11:30am Hour 2 - Zach Jones and Derek Kramer talk about the second round draft picks of the NFL attempting to get fully guaranteed contracts and if this will lead to a new chapter for young NFL players.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about Bowen Byram's contract extension with the Sabres and if it means the team is done with their roster for the 2025-26 season. They also discuss second round rookies receiving fully guaranteed contracts.

11:30am Hour 2 - Zach Jones and Derek Kramer talk more on the changing world of college sports with NIL and how national exposure helps teams get more money.

10-11am Hour 1 - Zach Jones and Derek Kramer react to the NFL executives rankings of NFL quarterbacks and talk about where Josh Allen ranks and if there were any incorrect rankings.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about UB's position in the college football world and how they can grow their brand along with growing NIL money to improve the team.

10:30am Hour 1 - Zach Jones and Derek Kramer talk about the NFL quarterback rankings and how playoff success helps and hurts the conversation.

11am Hour 2 - Zach Jones and Derek Kramer talk about how NIL is effecting the college football world and how it impacts mid-major colleges like UB and how those teams can start to take advantage of NIL.

10am Hour 1 - Zach Jones and Derek Kramer talk about the NFL executives quarterback ranking list and how much it's changed as of late. Should Josh Allen be regarded as the top quarterback in the league?

The Bulldog and Zach Jones talk about Elijah Moore. Bulldog questions where Elijah Moore will find snaps and Zach gives his expectations for Elijah Moore with the Bills this season

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk more about the best Bills teams and how 13 seconds may change peoples perceptions of the 2021 season. They also talk about the excitement level surrounding Elijah Moore.

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the best Bills seasons including the 2017 drought breaking season, Josh Allen's first season in the NFL and more.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about the teams in the AFC that could compete for the one seed and topple the Chiefs in 2025.

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the toughest competition in the AFC in 2025 and some teams that could surprise the league. They also talk about the Kansas City Chiefs and if the team could be close to a decline.

11am-12pm Hour 2 - Zach Jones and Derek Kramer talk about James Cook's recognition around the NFL and talk about what other top Bills players are on the cusp of being recognized as top NFL talents. They also discuss new found recruiting success in local football.

10-11am Hour 1 - Zach Jones and Derek Kramer talk about the Sabres plans for Bowen Byram's next contract and if he'll be on the team moving forward or not. They also discuss James Cook's success this past season in the NFL and what that means for his next contract.

10am Hour 1- Zach Jones and Derek Kramer talk about the next move for the Buffalo Sabres and Bowen Byram as the two sides head to arbitration for his next contract.

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing. Adapting to the New B2B Buyer Journey One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that: 75% of the buyer journey now happens before someone wants to talk to sales 86% of buyers start with a shortlist of vendors 92% of purchases come from that initial shortlist This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels. The Rise of AI in Sales and Marketing Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic: There's been a 240% increase in page views from ChatGPT to their websites since January This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape. From Funnel to Rooms: A New Perspective on Lead Nurturing Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms: Prospects who are ready to talk to a vendor Prospects who are not ready The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect. Actionable Takeaways for Sales Leaders Experiment with new technologies and strategies – don't be afraid to break things Focus on niching down and segmenting your audience for more personalized outreach Leverage AI tools to level the playing field and enhance your team's capabilities Align your sales and marketing strategies based on your target market and how they buy Consider implementing an Account-Based Experience (ABX) approach for enterprise sales As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment. Timestamped Summary of this Episode: 00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement. 00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence.  00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background before entering the B2B sales and marketing world. 00:05:19 Evolving Lead Generation Landscape The lead generation landscape is shifting due to economic changes and emerging technologies. Key trends include niching down to target smaller, engaged audiences, leveraging AI for personalization, and adapting to the changing demographics of B2B buyers, with millennials and Gen Z now dominating. 00:08:18 Adapting to Modern Buyer Journeys Marketing and sales teams are adapting to new buyer journeys by embracing diverse media channels like podcasts, YouTube, and newsletters. The focus is on meeting buyers where they are and providing relevant content throughout their decision-making process, rather than relying solely on traditional lead generation methods. 00:10:11 Effective Sales and Marketing Tools While some companies are cutting back on tools, certain platforms like Sixth Sense and ZoomInfo continue to deliver ROI. The trend is moving towards efficiency and proven value rather than accumulating multiple tools. New opportunities in forums, Reddit, and connected TV are emerging as ways to engage buyers. 00:12:50 Key Metrics for Evaluating Tools CROs should prioritize usage and adoption rates when evaluating tools. Pipeline generation and productivity improvements are also crucial metrics. The focus should be on how tools increase efficiency and drive tangible results rather than just adding more features. 00:17:37 Intent Data and Personalized Engagement Leveraging intent data and behavioral analytics is crucial for identifying and engaging high-potential leads early in the buyer's journey. TechnologyAdvice is developing an AI-driven "intent to lead" model that creates personalized, timely outreach based on prospect behavior across their ecosystem. 00:32:40 Rethinking the Sales Funnel The traditional sales funnel concept is evolving into a two-room model: prospects are either ready to talk to a vendor or they're not. The focus is on moving prospects from "not ready" to "ready" through personalized, dynamic marketing across various channels and touchpoints. 00:36:42 Tailoring Strategies to Audiences and Verticals There's no one-size-fits-all approach to sales and marketing strategies. Leaders must consider factors like product type, sales motion, and target market to determine the most effective channels and tactics. Account-based experience (ABX) is becoming increasingly important for enterprise sales. 00:40:18 Advice for CROs: Experiment and Personalize CROs should focus on testing new approaches, leveraging AI, and personalizing experiences for target accounts. The key is to be willing to experiment, niche down, and use available tools effectively to stand out in a competitive landscape. Follow Us on: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook You might also like: ·         FlyEngage - Social media AI engagement tool. ·         FlyPosts - Thought leadership AI post generator tool. ·         FlyMSG - Auto text expander (Try it out here for free). ·         FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. ·         FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: ·         As a Chrome Extension. ·         As an Edge Extension.