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empathy, marketing, and lead generation

empathy, marketing, and lead generation
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empathy, marketing, and lead generation








13 How to improve your account based marketing results an interview with Jon Miller, CEO of Engagio

B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In the B2B, you’re never selling to an individual. He or she is almost always part of a buying […]


12 Growing B2B Sales with Trust and Empathy interview with Steve Woods, Founder & CTO at Nudge

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smarter with AI and machine learning, connecting and building B2B relationships has never been harder. The question is: How […]


11 Transform Your Customer Journey and Accelerate Growth with Kia Puhm

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A CX Consulting to talk about customer success. […]


10 New Research: Customer Empathy and How to Solve Buying Problems with Brent Adamson Part 2

Are you applying empathy as part of your sales and marketing approach? Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy. B2B customers are overwhelmed with too much information, too many choices, trying to getting their colleagues to agree, not to […]


9 Gartner Research: Boost Your Growth From Existing Customers with Brent Adamson Part 1

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working. According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” That’s […]


8 Getting Sales Enablement Right to Increase Results with Dave Brock

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s growing gap between what salespeople need and what they’re getting to improve performance. For example, Corporate Visions recently surveyed 500 B2B marketers and sales professionals that 20% of organization content creators “just do […]


7 Why Customer Advocacy Should Be at The Heart of Your Marketing with Mark Organ, CEO of Influitive

Are you connecting with and empowering your customer advocates? If not, you should. Here’s why. Customer advocacy marketing programs help you increase revenue by improving customer acquisition and retention (and they’re also your best source of leads). How? Because you’re helping to motivate happy customers to speak about you positively to others. And delighted customers […]


6 How Customer-Hero Stories Help You Connect Better with Mike Bosworth

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]


5 New B2B Persona Research From Salesforce & LinkedIn Study with Mathew Sweezey

When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing and lead generation. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning […]


4 Why purpose matters to marketing: growth, revenue, and profit with Mack Fogelson

Does your purpose currently impact your marketing, revenue growth, and profit? If not, it should. Here’s why: According to research, curated by Mack Fogelson, consider the following: 73% of people care about the company, not just the product when making a purchase. (BBMG) 50% of purchases are made because of word-of-mouth (Brains on Fire) 85% […]


3 Empathetic Marketing: How To Connect With Your Customers with Michael Brenner

Have you made empathetic marketing part of your strategy in 2017? If not, you should. Let me explain. I interviewed Michael Brenner (@BrennerMichael) the CEO of MarketingInsiderGroup.com. Michael has received recognition across the Internet for his knowledge and role in shaping content marketing as we know it today. He’s a sought-after keynote speaker and co-author of The Content […]


2 Better Social Selling, an Interview with Jill Rowley, Marketo

Do you want to get better at social selling or help your sales team do the same? If not, you should. Here’s why. B2B marketing has gone through a modernization to align better with how people buy. Now it’s time for sales to step up. According to Jill Rowley, “…we’re long overdue for transformation, a […]


1 Fast Growth B2B Marketing: From 0 to 500,000 Users with Jim Fowler, CEO Owler

How can you drive fast growth with B2B marketing? In this interview, you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. Owler – a free competitive intelligence platform – went from 0 to over 500,000 users. And they’re on pace to exceed a million users by the end this […]