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B2B Digital Marketer

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The B2B Digital Marketer podcast is about the innovative and new digital marketing methods to build brands and capture more leads for small to medium-sized businesses, entrepreneurs, coaches, consultants, and startups trying to sell to other companies while debunking the hype and deleting the dreary. Join in to meet some of the brightest B2B digital marketing minds in the world.


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The B2B Digital Marketer podcast is about the innovative and new digital marketing methods to build brands and capture more leads for small to medium-sized businesses, entrepreneurs, coaches, consultants, and startups trying to sell to other companies while debunking the hype and deleting the dreary. Join in to meet some of the brightest B2B digital marketing minds in the world.






478 John Gumas - Breaking Bias and Uncovering the Emotional Truth Behind Customer Purchases

In this episode of B2B Digital Marketer, John Gumas shares valuable insights on unlocking success in digital marketing. He emphasizes the importance of aligning your message with your prospects for maximum impact. John highlights the need to break free from assumptions and truly understand your audience's needs. He also stresses the significance of being present when customers are ready to buy, surrounding them with your brand's message. Thought leadership and targeted marketing campaigns are key strategies for success. By developing a unique position and delivering a compelling message, businesses can stand out in a crowded marketplace. Overall, John Gumas provides practical advice for effective B2B digital marketing.


477 Dan McDade - Prospect Experience: The Hack to Attract and Convert More Customers

In this episode of B2B Digital Marketer, we delve into the importance of prospect experience in B2B lead generation. Dan McDade highlights how prospect experience can be a game-changer in attracting and converting customers. We explore success stories like Harry and David, uncover the battle between sales and marketing for more leads, and discuss the power of nurturing and targeting the right audience. We also touch upon the hidden costs of neglecting prospect experience and the impact of employee turnover. Join us as we navigate the stepping stones of relationship building and the crucial connection between sales and buying processes. Plus, we unlock the power of insights and personalization at scale for B2B companies. Tune in to gain valuable insights on improving your prospect experience and boosting your lead generation efforts.


476 Simon Severino - Crushing the Market: Go-to-Market Strategies for B2B Digital Marketers

In today's episode of B2B Digital Marketer, we welcome Simon Severino to delve into the essentials of a robust go-to-market strategy. Simon Severino underscores the importance of focusing on elements we can control, especially in an ever-changing business landscape. He sheds light on the vital role that daily habits and effective time management play in steering a business toward success. Beyond just crunching numbers, Simon Severino also touches on the emotional aspects that drive business growth. He introduces the idea of bottleneck analysis and stresses the need for structured frameworks to execute plans effectively. As we navigate through volatile markets, Simon Severino offers actionable advice on how organizations can adapt to stand out and seize more market share. Tune in to gain invaluable insights on planning for the unpredictable, the emotional dynamics in business, and strategies for making a significant impact in B2B digital marketing.


475 Ihor Sokolov - How to Create Higher Converting B2B Websites

In this episode of B2B Digital Marketer, we explore the key elements of creating higher-converting B2B websites. We emphasize the importance of user experience research and understanding customer behavior. By knowing why users visit your website, how they compare your product, and what factors influence their buying decisions, you can optimize your site for better conversions. Additionally, we discuss the power of education in motivating customers and converting leads. We also touch on the significance of continuous campaign optimization, embracing change for business growth, and the role of innovation in enhancing user experience. By focusing on personalized conversion flows, effective form design, and targeted research, you can expand your user base and drive business growth. Overall, this episode provides valuable insights into building strong brands, improving conversions, and differentiating your product through user experience.


474 Anthony L. Butler - Primal Storytelling Unleashed: Convert More by Tapping into Emotions and Urges

In this episode of B2B Digital Marketer, we delve into the fascinating world of primal storytelling and its impact on converting more customers. Join us as we explore the role of emotions, primal urges, and social influences in decision-making and buying behavior. Discover how human connection influences buying behavior and why being part of a tribe is a primal urge we all possess. Learn how to tap into these driving forces of human behavior to create meaningful content and build trust with your audience. Don't miss out on this insightful episode that will transform your digital marketing strategies! Check out the blog at this link: https://bit.ly/47auvtP #PrimalStorytelling


473 Jack Foster - Community: Your #1 Untapped Revenue Generation Opportunity

In this episode of B2BDM, Jack Foster discusses the important role of customer experience and community in differentiating companies in the market. She highlights how Workramp stands out by focusing on not just product innovation, but also on providing a great customer experience and building a strong community. WorkRamp's software helps teams improve their job performance and provides training across organizations. Jack emphasizes the need to collect and act on customer feedback, using tools like Gong to gain insights into customer preferences. She also discusses the importance of transparency and visibility in implementing customer insights and how WorkRamp incorporates customer feedback into their product development and marketing strategies. Jack also shares how WorkRamp invests in building relationships with customers, empowering them to share their stories and be thought leaders. She stresses the value of curiosity in making business decisions and aligning marketing goals with pipeline and revenue targets. Jack also highlights the importance of customer retention and expansion, and how WorkRamp fosters a sense of community through their VIP Slack and WorkRamp Learn events. She emphasizes the role of data in driving marketing programming changes and the significance of qualitative information such as referrals and word-of-mouth. Overall, this episode provides valuable insights into how WorkRamp prioritizes customer experience, community building, and data-driven decision-making.


471 Eric Quanstrom - The Art and Science of Lead Generation

In this episode of B2BDM, Eric Quanstrom delves into the intricacies of lead generation and its pivotal role in modern marketing. He explores the dynamic nature of marketing strategies and the simultaneous relevance of unwavering, foundational principles. The conversation highlights the challenge of making informed buying decisions in an information-saturated market and underscores the power of brand familiarity. Eric emphasizes the crucial role personal networks play in achieving initial sales for startups, as well as crafting compelling go-to-market strategies. He also illuminates the growing influence of AI in marketing and navigates through the complex issue of attributing what precisely fuels B2B sales. Throughout the podcast, Eric provides valuable insight into the formulation, testing, and refinement of hypotheses to pinpoint the most lucrative investment channels and build robust brand awareness. In conclusion, he stresses the importance of distinguishing between the constant and evolving elements of marketing, all the while acknowledging the inevitability of change in the B2B landscape.


470 Allen Adamson - Reimagining Solutions: Looking Beyond the Product in B2B

On this episode of B2BDM, we are honored to have Allen Adamson with us to talk about the importance of looking beyond the product to offer extraordinary experiences in B2B sales. Allen emphasizes the need to identify new problems, focus on specific touchpoints in the customer journey, and partner with others to provide better solutions. In addition, he discusses trends in renting rather than buying and the need for businesses to constantly relearn and stay open to change. This episode offers valuable insights and takeaways for anyone in the B2B world looking to improve their customer experience and stay ahead of the competition.


469 Deanna Shimota - 5 Reasons Demand Generation Fails

In this episode of "5 Reasons Demand Generation Fails," our guest Deanna Shimota shakes up the old idea that low-quality leads are worth your time. She points out that many marketers choose quantity over quality, wasting time on leads that aren't likely to buy. Instead, Deanna argues that businesses should focus on high-quality leads to grow their sales. She also talks about the ins and outs of marketing, reminding us that good things take time and that it's important to set long-term goals. She gives helpful advice on how to make a strong online presence, create engaging content for your target customer, and find your own unique space in the market. Plus, Deanna shares tips on how to pick the right marketing person for your team, and the latest ways to work with others and grow your audience. If you're trying to build a solid marketing plan for your business, this episode is one you can't miss.


468 Kate DiLeo - Stop Storytelling to Make More Sales

In this episode, we delve into the power of authentic branding and simplified messaging to boost sales success. Our guest, Kate, a seasoned marketing expert, highlights the importance of moving beyond traditional storytelling and embracing genuine connections with your target audience. Discover how to unlock the potential of your brand identity and create a unified go-to-market messaging strategy that resonates. Kate shares her insights on developing an authentic branding approach that encourages sales and marketing teams to work collaboratively. Learn about navigating different communication styles among team members and how to effectively update sales materials to reflect your simplified messaging. Throughout the discussion, Kate emphasizes the need for striking a balance between providing a framework for sales reps and allowing them the freedom to infuse their personality into the brand messaging.


467 Matt Dixon - The Silent Killer of Your B2B Sales Results

In this episode of B2B Digital Marketer, we dive into why many potential customers disengage and don't make a purchase, wasting both the vendor’s resources and their own team’s resources. We learn from a machine learning analysis of 2.5 million recorded sales calls that no decision loss is a silent killer of sales, even though the customers are convinced of the value of the solution. We discuss two biases - status quo bias and omission bias - that can contribute to no decision loss, as well as the fear of failure that underlies omission bias. We explore different techniques such as the Jolt method and pings and echoes to address indecision in customers. We also examine the importance of focusing on converting lost deals into opportunities, and the impact of proper expectations setting, being a buyer's agent, building trust, and demonstrating expertise in complex B2B sales.


466 Bill Cates - Why Being More Radical is the Key to Business Growth

In this episode of B2B Digital Marketer, we explore the concept of value proposition and how it's more than just an elevator pitch or value positioning statement. Our guest speaker shares insights on the importance of identifying every point of value for prospects and clients and radical approaches to understanding ideal customers. We discuss the obstacles of inertia, how to overcome them, and the importance of social proof, empathy, and clarity in messaging. Join us as we learn about the benefit of the benefit and how it's crucial to be radically relevant in conversation while keeping cognitive fluency in mind. Understanding the brain's response to messaging and how to structure it for pain points and opportunities for success is key in B2B sales.


465 Jay Baer - 5 Silly Things Digital Marketers Do

In today's episode, we are joined by digital marketing expert and author, Jay Baer, to discuss common mistakes digital marketers make and how to overcome them. We dive into the topic of "5 Silly Things Digital Marketers Do" and provide insights on how to improve your marketing strategy. Jay shares his thoughts on the importance of creating valuable content for both current customers and new prospects. He emphasizes the need to tell a bigger story with top-of-the-funnel content that isn't directly related to your product or service, and how this can help engage and captivate your audience. We also discuss the pitfalls of striving for perfection and the benefits of adopting an agile marketing approach. In addition, Jay highlights the significance of humanizing your brand in the B2B space and shares examples of successful B2B brands that have broken the mold. Throughout the episode, we explore various strategies for creating content that resonates with your audience and fosters loyalty. Jay provides tips for balancing content creation between new prospects and existing customers, as well as how to inject creativity into your campaigns. Listen in as we uncover the "5 Silly Things Digital Marketers Do" and learn how to overcome these common marketing mistakes.


464 Dacia Coffey - Boosting B2B Growth through Sales and Marketing Alignment

In a world where B2B competition is fiercer than ever, businesses need to find innovative ways to stay ahead. One crucial factor to achieving success is aligning your sales and marketing teams. Our latest podcast guest, Dacia Coffey, author of "Corporate Caffeine," shared her insights on how B2B companies can benefit from aligning these two departments to supercharge their growth. One of the key takeaways from the conversation was the concept of "smarketing." This approach involves merging sales and marketing to create a unified team with shared goals and KPIs. By fostering collaboration and breaking down silos, businesses can improve communication, enhance customer experiences, and ultimately, increase revenue. In this episode, Dacia Coffey shares a few top tips for aligning sales and marketing teams. Tune in to our podcast and discover how your B2B organization can benefit from her expertise and experience.


463 Steve Weinberg - How to Become a Master Sales Pro

One of the biggest challenges facing B2B sellers today is meeting their quota. In fact, according to recent research, 67% of B2B sellers are not meeting their quota. This is a significant increase from previous years and a worrying trend for businesses. Steve Weinberg believes that the key to becoming a master sales pro is to focus on the fundamentals of sales. He emphasizes the importance of building relationships with customers, understanding their needs and pain points, and providing solutions that meet those needs. He also stresses the importance of continuous learning and self-improvement to stay ahead in a constantly evolving industry. During the podcast, Steve shares some practical tips and techniques that sellers can use to improve their sales performance, such as how to create a compelling value proposition, how to handle objections, and how to close deals effectively. If you're a B2B seller struggling to meet your quota or looking to take your sales performance to the next level, this episode is a must-listen. In this episode, we learn valuable insights from Steve Weinberg on how to become a master sales pro and exceed quota performance.


462 Stacey Hall - How to Find and Retain Good Salespeople

Finding and retaining good salespeople can be a challenge in today's business landscape, where traditional seller-buyer relationships are no longer as effective. Research shows that 67% of B2B salespeople fail to meet their sales quota, and it's becoming harder to connect with decision-makers in larger and more dispersed buying teams. To address these challenges, companies can leverage the power of alignment marketing. Alignment marketing is a marketing strategy that aims to create a connection between a brand and its target audience by aligning the brand's values, beliefs, and goals with those of the audience. By using the alignment marketing formula, brands can build deeper connections with customers, leading to increased customer loyalty and satisfaction. Moreover, alignment marketing can help attract and retain good salespeople. By creating a culture that aligns with the values and goals of potential sales hires, companies can attract top talent who are passionate about the brand and its purpose. The alignment marketing formula can also help in retaining good salespeople, as they will be more likely to stay with a company that shares their values and goals. In summary, the alignment marketing formula can help companies find and retain good salespeople by creating a culture that aligns with their values and goals. By using this approach, companies can also build deeper connections with their customers, leading to increased customer loyalty and satisfaction. In this episode of our podcast, we're excited to welcome Stacey Hall, a seasoned sales leader with over 20 years of experience. Stacey has worked with some of the biggest brands in the industry, and has successfully built and led high-performing sales teams. She is also an expert in alignment marketing, a strategy that can help companies find and retain good salespeople. Stacey will share her insights on the challenges facing salespeople today, and how companies can leverage alignment marketing to overcome these challenges. She will also discuss how to create a culture that attracts top sales talent and retains them for the long term.


461 Preston Brown - The 6 Returns You Expect in Your Business

The success of a business is a shared interest for employees, entrepreneurs, and CEOs alike - a positive return on their investments and efforts. However, the demands of running a business can sometimes cause us to lose sight of the key factors that contribute to success. In this episode, we explore the 6 crucial returns that serve as markers of business success. Our expert guest, Preston Brown, shares his valuable insights and lessons learned on his own journey to success. He'll reveal the metrics that matter most for driving positive results. Tracking these 6 returns can help measure your business performance and guide your efforts towards your goals. Whether you're just starting out or already established, they serve as a useful tool to help you achieve the success you're striving for.


460 Gary Geiman - Your Secret Roadblocks to Business Growth

Having trouble finding solutions to business problems is a common experience among entrepreneurs and business owners. Sometimes, it's easy to lose sight of the bigger picture or the obvious solutions that are right in front of us. This is because we get so focused on what we are trying to accomplish. However, most of the time, the answers are right in front of us. It is helpful to have someone assist us in seeing them. Consider it like cleaning a dirty window. Having grime and dirt on it makes it difficult to look through it. However, after cleaning it, you will see the answers clearly. In business, it's critical to understand that when we get blocked, it's not just affecting us but everyone in our organization and everyone we touch. As a result, it is important to take a step back from everything you do and get a fresh perspective. It may be worthwhile to obtain advice from a mentor or business coach or simply to take some time off to consider things afresh. When we're able to see the answers that have been right in front of us all along, we're able to make the necessary changes and move forward. It's important to remember that this happens in all periods and all parts of life, not just in business. So, next time you find yourself stuck, remember to take a step back and look at the bigger picture. The answers might be right in front of you. In this episode, Gary Geiman shares with us three secret roadblocks to business growth that may be affecting your business or organization. Examine whether you are experiencing them right now and find the answers that you are looking for.


459 Todd Caponi - Wildly Successful Sales Leader Playbook

​​In today's fast-paced and constantly evolving business world, it's essential to regularly reevaluate and update our marketing and sales strategies. That includes improving or replacing outdated tactics that are no longer working. Trying to push products or services aggressively on potential customers is an old-fashioned approach to selling. Rather than focusing on building relationships, modern sales strategies usually prioritize understanding potential customers. The consultative selling approach works best in today's market because it builds trust and helps you develop long-term relationships with customers. It's also becoming increasingly difficult for marketers to succeed with mass mailings and cold calls. Instead, they're finding success with targeted, personalized, and relevant marketing. As a result, you can use data to segment and understand your target audience, and you can use content marketing, social media marketing, and email marketing to connect with them. We need to make sure that we're using the most effective sales and marketing strategies in today's market by reevaluating and updating our strategies regularly. It's easier for us to connect with and serve customers when we ditch outdated tactics and use modern techniques. In this episode, we have the pleasure of speaking with Todd Caponi, author of the bestselling book 'The Transparent Sales Leader'. Our discussion with Todd will focus on his innovative approach to sales and marketing that emphasizes transparency as a fundamental component. As Todd shares insights from his book and real-life examples, he will illustrate how honesty and openness are crucial to increasing trust, loyalty, and sales with potential customers. Whether you're a salesperson or a marketer looking for ways to increase your effectiveness and build lasting relationships with your customers, you won't want to miss this episode with Todd Caponi.


358 Christina Del Villar - The One Thing Marketers Need to Succeed

Most companies and executives don't really understand what marketers bring to the table. A marketer's efforts are often unknown and unrecognized and the people are often misunderstood or misrepresented. To some, the role of a marketer is often interchangeable - lumped up into one single role - if they're a marketer, then surely they can write or build a website. As a result, the outcomes that they are judged on are often just based on the basic and non-essentials, and marketing has become one of the roles or departments that have been considered non-essential. But is marketing really non-essential? As you will see in the interview, it's the exact opposite. Marketing is the ultimate cross-functional organization that often acts as the underbelly of the whole company. Their influence extends throughout the whole organization, and their contributions greatly affect the success (or failure) of the company. Leaders and executives need to understand that they need to empower their marketers. They need to have a go-to-market strategy in place. It’s more than just the mission and vision of a company. There has to be a commitment to a set plan to bring in more leads and drive growth and revenue to the organization. What are the signs of a successful marketer? How can marketers make it clear what it is they bring to the table? What is the one thing marketers need to succeed? In this episode, Christina Del Villar sheds more light on this topic and shares with us the one thing marketers need to succeed (and several more).