The B2B Revenue Executive Experience

In the digital era, customer engagement is a top priority for businesses across industries. With the rise of technology, customers have more information and choices at their fingertips than ever before. This has led to a shift in power, with customers now holding more control over their purchasing decisions. So, we are wondering... What are some innovative methods for businesses to engage and connect with their customers? To shed light on this important topic, we are joined by Giles Giddings, Global VP of GTM Enablement at Mimecast. Giles is an accomplished sales enablement and strategy executive with twenty years of experience building high-performing sales teams and selling to enterprise customers. In the past decade, he has specialized in designing and executing data-centric enablement strategies that resonate with CRO objectives, driving consistent and sustainable revenue growth.

In today's rapidly evolving business landscape, security compliance has become a critical concern for organizations of all sizes. With the increasing prevalence of data breaches and the growing emphasis on risk management, clients are now prioritizing security assessments as part of their engagement process. For sales teams, this can either make or break a deal, depending on how well-prepared they are to address security compliance requirements. But this begs the question... What strategies can organizations adopt to seamlessly integrate these security measures? And how can they ensure ongoing adherence to these ever-evolving standards? To shed light on this important topic, we are joined by Susan Walsh, former compliance director at Snowflake and security compliance advisor to various startups. With over 20 years of experience in operational security, compliance, risk management, and sales, Susan is well-equipped to provide valuable insights into the world of security compliance.

In today's bustling business world, making a mark in the market and boosting revenue is perpetually challenging. With so many things trying to grab people's attention, consumers are growing more selective about where they invest their money. If businesses want to rock it, they can't just push products — they've got to sell the real deal: value. So, we wanted to learn... What is the power of value selling? To shed light on this topic, we’re talking to Julie Thomas, President and CEO of ValueSelling Associates and author of The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life.

In today's cutthroat business landscape, companies need to have a well-coordinated and efficient go-to-market strategy. This includes everything from making the product to marketing it. However, many companies struggle to achieve cross-functional collaboration and alignment, leading to inefficiencies and missed opportunities. So we were wondering... What are some practical strategies to build an effective go-to-market engine and improve alignment across the go-to-market team? To help us with this topic, we’re talking to Tom George, Principal Consultant and Founder of GoMo Consulting.

When it comes to sales enablement, many sales leaders expect immediate and exceptional results. However, this is not a realistic expectation. Effective sales enablement requires consistency, patience, and time. By improving just 1% each day, we can see a significant impact over time. But the question remains… How do sales ops and sales enablement drive performance and skill proficiency? To help us with this topic, we’re talking to Stephanie Benavidez, a Sales Enablement Thought Leader and former Head of Sales Enablement at Loadsmart.

With over 900 million users, LinkedIn has become a powerful tool for lead generation that offers an unparalleled opportunity to connect with professionals across industries and generate high-quality leads for your business. So today, we're talking about a hot topic for companies these days. How do you build a successful outbound campaign using LinkedIn? To help us with this question, we have Ryan Caswell, Founder and Director of B2BLeads.com.

Building strong relationships with customers is crucial for long-term success. Gone are the days when salespeople could solely rely on product knowledge and persuasive tactics to seal deals. In today's landscape, customers crave more than mere transactions; they desire genuine and tailored experiences. This is where the power of authenticity and relationship-building comes into play. So, what else makes cultivating strong relationships with partners, fostering a channel community, and nurturing employees' relationship-building abilities so crucial? To help us with this topic today, we have Drew Sechrist, Co-Founder and CEO of Connect The Dots.

In the dynamic landscape of modern business, embracing data-driven practices has become paramount for companies aiming to thrive in their revenue operations. The significance of such practices derives from their ability to offer invaluable insights into customer behavior, market trends, and other crucial factors that foster business growth and success. However, an important question arises: What exactly is revenue operations, and how can data-driven practices be used to improve it? To help us with this topic today, we have Jeremey Donovan, Executive Vice President of Revenue Operations and Strategy at Insight Partners.

Creating a positive company culture is crucial to supporting employee goals and dreams. Employees who feel valued and supported are likely to be engaged, productive, and committed to their work. However, creating a positive company culture is not easy. It requires intentional effort and a commitment to ongoing improvement, among a few other things. A positive culture leads to a productive working environment, which automatically means a successful business. When a company prioritizes a positive culture, it sets the stage for a productive working environment that fuels its success, delivering remarkable results and surpassing expectations. To help us with this topic today, we have Dane Espegard, Division Manager of Vector Marketing.

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.