The B2B Revenue Executive Experience

In today's fiercely competitive business environment, mid-market companies face the challenge of competing with larger organizations with deeper pockets and more resources. Often, they find themselves at a disadvantage when it comes to marketing and growth strategies. Moreover, their limited experience often leads them to make multiple mistakes. So what common mistakes do companies make in marketing, and how can they fix them to increase the profits and value of their business? To help us with this topic today, we have Sheila Kloefkorn, President and CEO of KEO Marketing.

Sales folks, let's admit. We've all been there. We've attended countless training programs with high hopes, only to witness the initial enthusiasm fizzle out as we try to implement the strategies in real-world scenarios. This brings us to an important question we must address. How can you effectively roll out, adopt, reinforce, and drive transformational results with a sales methodology? To help us with this topic today, we have Dale Knipp, Strategic Account Leader at Synamedia

A Chief Information Security Officers (CISO) leads an extremely demanding role and is constantly bombarded with numerous sales pitches. So having a great product alone does not guarantee that a CISO will buy it. To increase your chances of success, it is essential to tailor your approach to meet their specific needs and interests. But there is more to it, and this raises the question... What are the best practices when selling to a CISO? To help us with this topic today, we have Kenneth Foster, VP of IT Governance, Risk, and Compliance at FLEETCOR

The revenue teams primary concern is organizational growth. To achieve such growth, the team must be in alignment with the consistent language, process, and tools all while ensuring such processes are aligned with the customer’s journey. Being in alignment with such processes ensures that 1) everyone works toward the same objectives and that 2) targets are met. However, to achieve this alignment, the leader of these teams should be coached and supported when rolling out new programs or initiatives so they can effectively guide their subordinates. The application of all these requirements is what makes the process seamless. But what challenges can be encountered? Why is it important to align revenue teams with consistent languages and adequate tools? To help us with this topic today, we have Angela Pritchett, Head of Sales Enablement at Eletive.

RevOps isn't just about increasing revenue - it's also about creating a seamless buying experience for your customers. It achieves that by optimizing your sales and marketing processes, aligning your teams, and leveraging data-driven insights. In theory, everything sounds easy. But what about real life? How can RevOps deliver more predictable revenue growth and a smooth buyer journey? To help us with this topic today, we have Sebastien van Heyningen, President of Central Metric.

From a RevOps standpoint, business success goes down to ensuring a customer experience that exceeds expectations. Ultimately, that will lead to revenue growth. So, we were wondering... What does it take to set up an unforgettable buyer experience? To help us with this topic today, we have Sandy Robinson, Vice President of Revenue Operations and Business Development at Nymbus.

Sales playbooks have been around for some time. However, the most effective ones have been proven to deliver successful outcomes for winning businesses. So, we wondered: Why are sales playbooks critical to the success of every sales team? To help us with this topic today, we have Gerald Zankl, CEO and Co-Founder of Kickscale, a professional training and coaching platform that enables B2B development teams with playbooks your sales reps will love.

The go-to-market process is the lifeblood of any successful product launch, as it helps to ensure that it is launched in a way that will effectively reach and appeal to your customers. At the heart of a go-to-market strategy is a deep understanding of your customer's needs, desires, and pain points. In theory, things look simple. In real life, it gets more challenging. So, we asked ourselves: How do we evolve our go-to-market strategy and put that into an ecosystem that drives customers as the central part of our conversation? To help us with this topic today, we have Jill Rowley, GTM Advisor at Stage 2 Capital, Guild Education, LoopVOC, and Folloze, a software sales veteran, a startup advisor, and a savvy investor.

If you aim for the stars, you'll need to build a five-star team. Great businesses never settle for average. They look for the best. And if you want to be a part of the club, you'll need to find and recruit five-star employees. However, we were thinking: What are the characteristics that they have? What do you do to find them? And how do you keep them? Heenle Turner, an expert in recruiting, hiring, and people management and Vice President of Content and Consulting at The ALL IN Company, joins us today to answer the questions.

Ten to fifteen years ago, a startup company with a value of over one billion dollars seemed like something almost impossible or mythical. That's why venture capitalist Aileen Lee, came up with the term “unicorn” in 2013 to describe such unique and rare startup companies. However, as of June 2022, CB Insights identified over 1100 unicorns worldwide. So we were wondering... What principles have allowed these companies to achieve such a high level of growth? And how do we best maintain that level of growth? To help us with this incredible topic today, we have Pablo Dominguez and Matthew May, authors of the book, What a Unicorn Knows: How Leading Entrepreneurs Use Lean Principles to Drive Sustainable Growth. Pablo and Matthew also work for Insight Partners, where they have seen over 90 unicorns.

Podcasting is a fast-growing trend that grabs people’s attention. In 2018, there were 550,000 podcasts. In 2022, the number increased to 2.5 million active shows on Apple Podcasts. The competition is high and intense, even in B2B. So an obvious question arises... How do you launch and grow a successful B2B podcast? To help us with this topic we have Harry Morton, Founder, and CEO of Lower Street, who works with specialized niche agencies to launch next-level, branding-building podcasts. Harry talks us through the success of Lower Street and the fundamentals that helped him go from $500,000 to $1 million in revenue in just six months.

The difference between good and bad marketing can be seen in sales results, right? Yes and no. Though marketing is important to all companies, most business leaders see marketing as a support for sales and don't appreciate the value it drives. Mark Stouse, Chairman and Chief Executive Officer of Proof Analytics, is on a mission to change that game through data analytics. So how can data analytics help marketing teams drive revenue optimization and growth? Mark joins us to answer that question and discuss marketing innovation, revenue optimization, and how marketing can lead the way to deliver measurable business results.

Most companies are trying to scale their businesses to the next chapter of growth. The leading factor that determines that growth is people. In order to succeed, you have to build a revenue culture that scales. What are some of the tactics and strategies that make a difference in getting there? To help us with that question, we spoke to Elizabeth Patterson, Global Talent Acquisition Partner, and Karan Singh, Revenue Excellence Partner at Sapphire. Join us as we discuss: -Where should companies start in building their revenue culture? -The science behind hiring A-players -Up leveling team communication and engagement -Retaining A-players

When humans can't find ways of solving problems, technology steps in and does the job. The same principle can apply to B2B sales. The evolution of enablement technology in B2B sales has allowed sellers to be more efficient and effective. At the same time, buying teams has changed, and culture is increasingly important to the success of any organization. What are the main changes that impact B2B salespeople, and how can they deal with them? Mary Shea, B2B sales expert, former Forrester Analyst, and currently the first-ever Global Innovation Evangelist at Outreach, joins us in this podcast to dig into how B2B sellers can level up their game. Join us as we discuss: -What aspects have and haven't changed in B2B sales? -Remote or virtual versus in-person meetings -Is technology the answer to all problems? Is sales automation taking humanity out of selling?

Do you know who the true magicians are in the business world? Salespeople. That's right, and that’s all down to their forecasting abilities. Historically, salespeople have relied more on gut feeling and opinions instead of data when forecasting. But things don't work like that anymore, and, as a result, sales forecasting is broken. So how can we fix it? Why is it not working anymore? How can we fix mistakes and create better predictability? Udi Ledergor, the CMO of Gong.io, joins us today to answer the questions and fix the problem. Join us as we discuss: -Why is sales forecasting broken? -Less guessing, more data -Four steps to get the right data and make better predictions -Does swearing on sales calls really work?

Life seems so complicated and chaotic. It feels like there is never time for anything, especially when it comes to business. Yet your inner potential is always there and demands more of you, it craves success and wants you to succeed. Imagine if there was a way to hack the system. Well, guess what, there is! Think of your business as a collection of systems. If you can hack each of them and organize them in an efficient algorithm, your numbers will skyrocket. So what is that method, and how does it work exactly? Josh Fonger, the CEO of WTS Enterprises, joins us today to uncover everything from the benefits to steps on how to apply that method to help you and your business simplify, systematize, and generate growth. Join us as we discuss: -What is the Work The System method? -The three pillars of a successful system

Events are one of the most underutilized tools B2B marketers have at their disposal. One event can propel your marketing efforts further than all the traditional methods combined. Events are so powerful because people willingly engage with your content, spend their valuable time, and give you their information. However, as an event organizer, you shouldn't be focusing on connecting a bunch of unrelated tools and trying to build your own tech stack. The event platform should be there to facilitate everything you need and have a single contact record that flows through all of the events throughout your annual event program. Is there any platform that can facilitate this? To help us with that topic today, we have Jonathan Kazarian, the Founder, and CEO of Accelevents. More specifically, Jonathan shares how events can impact your marketing game, what mistakes should B2B marketers avoid when hosting their events, how to engage with your audience both in virtual and in-person events, and how to measure their success. Join us as we discuss: -Two event mistakes B2B marketers must avoid -In-person versus virtual events -Your event attendees crave engagement

We never really had the data to know what’s going on in the sales process… We just relied on the judgment of reps… Sales was a mysterious art. Now, we have tech for every stage of the process. With the right data infrastructure, we get the insights that enable us to convert sales from art… to science. We can now capture all that information to help you understand where and why you win, both tactically and holistically, across the sales process. This fundamental shift from the art of...

We never really had the data to know what was going on in the sales process. We just relied on the judgment of reps. Sales was a mysterious art. Now, we have tech for every stage of the process. With the right data infrastructure, we get the insights that enable us to convert sales from art… to science. We can now capture all that information to help you understand where and why you win, both tactically and holistically, across the sales process. This fundamental shift from the art of sales to the science of sales is changing revenue operations, sales, and leadership. Do you know why your best-performing reps are your best-performing reps? If not, tune into this episode and guest: Todd Abbott, EVP of Corporate Development at Mediafly, who shares how new sales technology enables true cross-functional alignment across sales, marketing, services, management, and backend systems. Todd covers the mystery behind sales success and how technology fundamentally changes the game.

“What do you sell?” “To who do you sell?” “Why do your clients buy?” Many organizations train their individual contributors, but few invest in their most critical asset to success; sales leaders. As a sales leader, it is your responsibility to get the best out of your team, clear the field, create an environment where you are inspired, and predict the future. Every sales leader needs a clear structure, process, and method to know in which direction to go. But what are the actual...