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The B2B Revenue Executive Experience: B2B Sales | Marketing | Training

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Sales Prescription without Diagnosis is Malpractice w/ Brian Robinson

You’d probably rate the importance of a sales presentation at 10/10. And you’d probably rank asking questions and listening at, say, 6/10. But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects. On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson...


How to Promote Ethics and Integrity in Sales When it seems No one else is w/ Faiz Al-Shahab

Do ethics even exist in sales? Contrary to popular belief, those who have the most ethics in sales attract customers worth having, because at the end of the day, people buy from people. I got to talk to Faiz Al-Shahab, Co-Founder and Managing Director at Xentral Methods, about what it’s like to feel like the only one holding to ethical practices when everyone else is playing dirty. “In this terrain where you are against corruption, it's going to be a tough climate for you to do business if...


How to Scale from Failing to 1,000 Clients in 12 Months with Johnathan Grzybowski

Most people, if they had zero clients, would throw in the towel. A very, very few would decide that it’s time to massively scale. When you’re scaling, how do you cross the normal revenue hurdles as well as ensure that process and structure can scale without restricting growth or creativity or innovation? Today we're joined by Johnathan Grzybowski, CMO and cofounder of Penji, an on-demand graphic design service, about how he turned his failing business around in a little over a year.


How to Use LinkedIn Ads to Grow Your Business with AJ Wilcox

Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn. AJ Wilcox started B2Linked in order to help clients scale high-performing Linked In ads. During college he heard a guest lecturer speaking about SEO and marketing. After learning Google ads and building websites for about seven years, he got hired at a new position where he was assigned to work on LinkedIn ads. Little...


Moving from Content Creation to Content Experience with Randy Frisch

Content. Content. Content. Content is king. Content is everything. Content is what matters. Right? Today’s companies are hyper focused on content. Content creation. Content production. Content marketing. But what if that focus was misplaced? What if most, not all, but most companies are going about it the wrong way? Once upon a time, content marketing was very much defined as simply, “Let’s go create content!” The problem with that approach is that once you have all of the content,...


Your Employees Aren’t Quitting—But That Doesn’t Mean They’re Engaged with Adam Weber

Keeping employees around is not at all the same thing as keeping them engaged. Creating the right culture, setting goals, and motivating your teams requires so much more. This can be a challenging topic for executives, especially when they’re focused on the day-to-day operations of a business. They often don’t set aside the time to do this. Here to help us is Adam Weber, VP of Sales and Co-Founder of Emplify (and an avid birdwatcher!). In this one, Adam talks about a myth about...


Why Salespeople and Marketers Are Frustrated With Content Management — And What You Can Do to Solve That Frustration with Lindsay Tjepkema and Zachary Ballenger

80% of content that marketers create is never used by sales. That's like a knife to the chest. But salespeople also get frustrated with content management. Maybe the content doesn’t have the right message or sales doesn’t know where to find it when they need it. There’s all sorts of issues surrounding content management. So, on this episode of the B2B Revenue Executive Experience podcast, We sit down with Lindsay Tjepkema and Zachary Ballenger. They’ve teamed up to start a company aimed...


Driving more Business with Word of Mouth Marketing and Leveraging LinkedIn with Bill Bice

We are all looking for that next referral. Someone to say something nice about us. Someone to tell their friends how great our company. But what isn’t always easy is knowing how to go about building your organization in such a way that word of mouth marketing comes naturally. Without sounding pushy or desperate. Because nobody wants to be that company that’s paying “influencers” to talk a big game about their product. Those relationships aren’t real. They’re not authentic. And people can...


Five Areas Sales Managers Can Address to Spark Growth in Their Teams with Lee Smith

One of the biggest choke points in companies is often not the sales reps. It’s the sales managers. Frequently, companies take their top sales performers and promote them to manager, without ever giving them the training or tools they need to be great managers. Yet ensuring your managers are enabled to effectively support and coach your sales team is key to a successful organization. So, to help us dig into this topic we’re excited to be joined by C. Lee Smith, CEO of SalesFuel. On the...


How to Get 4-10x ROI in Email Marketing Without Building a List with Doug Morneau

Most people don’t actually know how to use email marketing. They look at it the same way as they do social media. Since it’s (virtually) free, and people are following me, I can just talk all about me . . . right? Not so much. I recently interviewed Doug Morneau, bestselling author of Three Big Lies: The Real Truth about Renting Email Lists to Generate Targeted Leads and Sales and host of the Real Marketing Real Fast podcast. We talked all about “sponsored emails,” a form of email...


Story Selling: Why Telling Stories Is the Best Way to Gain the Trust of Your Buyers with Harry Maziar

Storytelling is one of the first forms of communication to have existed. It’s one that’s intimately human. It has power for connection few other forms provide, yet it’s often misunderstood and rarely executed well. So how does one understand the power of story and leverage it in sales? How does it support the belief that sales is an honorable profession? How does it help you become memorable? Listen in as Harry Maziar, author of Story Selling: Sage Advice and Common Sense About Sales and...


How Chaos and Stability Motivate Your Team Members Differently with Rachel Headley

Understanding the different culture types on your team is the key to improving productivity. Some people thrive in chaos, while others will abandon ship if there isn’t enough stability. If you can’t tell the difference, you’ll lose your best people. In this episode, Chad interviews Dr. Rachel Headley, CEO of Rose Group Int’l. Dr. Headley shares her framework for differentiating between chaos and order types and what that means for motivating people on your team.


Three Qualities of the Most Successful SDRs with Jeremey Donovan

One of the top challenges executives cite when asked what’s getting in the way of them hitting their growth goals is finding and feeding the top of the funnel. But how do we do effective prospecting in a manner that is repeatable, scalable, and personalized? Listen in as Jeremey Donovan, SVP of Sales Strategy at SalesLoft, shares the three attributes that the best SDRs possess as well as how to overcome some of the biggest prospecting challenges in your business.


The Challenges of Balancing Work and Personal Life with Damon Burton

The challenges of balancing work and personal life are . . . challenging. But getting it right has never been more important. The end result of poor work/life balance is decreased productivity and an inability to disconnect from work and truly connect with other people in your life. Damon Burton, President of SEO National, has successfully disciplined himself to shut off work at 5 o’clock and on weekends, while still building a successful business that has stood the test of 12 years. So...


Five Change Principles You Need to Master with Donna Henderson

What do you imagine is one of the most important career-building skills to have in your arsenal? According to Donna Henderson, a veteran of ATT, BlackBerry and Samsung, producing change in these large companies is all about one thing: building relationships. Henderson is now Chief Marketing Officer at Evoque Data Center Solutions. Change is her business. In this interview Henderson outlines five principles for change: First Change Principle: Never Assume That Everyone Is REALLY on Board...


Coaching your Team to Excellence with Jason Forrest

Do you want your future filled with your industry’s equivalent of Super Bowl rings? Then you better stop managing your people and start coaching them instead. If you want to know how, check out the actionable advice of Jason Forrest, CEO and Chief Culture Officer at FPG (Forrest Performance Group), which does sales leadership coaching. Forrest believes that a sales coach is all about making people better, versus making things easier. Managers frequently act to ease problems in a worker’s...


Sales Strategy Success Secrets with Imtiaz Patel

There’s a very fine line between success and failure. How do you ensure that you’re on the right side of it? Imtiaz Patel, founder of Accelerated Growth Solutions and a proven executive with experience leading teams to revamp circulation at the Dow Jones company and heading growth strategies at The Children's Place, has some insight for you. Today he's a highly sought after business consultant helping organizations define and implement growth strategies to optimize revenue. What is his...


"How AI Recruiting Can Create a Better Culture with Vijay Sundaram"

“Culture eats strategy for breakfast,” warned management icon Peter Drucker. Recruiting people who fit in with your corporate culture is mission critical. What if you could use the same AI marketing techniques that find qualified leads for your sales team to find recruits who share your company’s culture? From an AI perspective, the recruiting process parallels the sales process. Both are about looking at behavior to winnow down many potential leads to decide who is the most convertible...


How a Good Leader Leads a Purpose-Driven Company with Tony Cascio

Leadership is a challenge with a diverse generational workforce requiring varying types of motivation and leadership styles. The reality of leadership is often similar to firefighting. You're being reactive out of necessity rather than strategically proactive. The most successful executives and managers demonstrate a diverse skill set and ability to slow things down, and focus on the challenge in front of them while still being able to see around corners. We explored these topics and...


How to Establish a Culture of Phenomenal Customer Experience with Sarindar Frost

There Are No Internal Interactions Anymore. Every Interaction Is a Customer Interaction We claim to understand the importance of customer experience. Yet, too often we fail to truly internalize how customer experience affects buyer behavior, and impacts the way individuals interact with brands, with sellers, and with marketers. We invited Sarindar Frost to help us take a deeper look. Sarindar is the Senior Director of eCommerce Customer Service at DHL for the Asia Pacific region. She...