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

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English

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Episodes

Jonathan David Lewis on Factors That Hold Back Growth

6/19/2018
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If you’ve ever been faced with a period of stagnation, it can be taxing trying to figure out what went wrong and why others are able to scale quickly when you’re stalling out. We sat down with Jonathan David Lewis, author of Brand vs. Wild: Building Resilient Brands for Harsh Business Environments, and Strategy Director at McKee Wallwork + Co, to talk about what keeps companies from achieving B2B growth and to shed some light on why.

Duration:00:29:13

Brian Higgins on Sales Performance Frameworks

6/12/2018
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Ask ten different people what makes an ultra high performer so successful, and chances are you’ll get ten different answers. That’s why leveraging a sales performance framework is so important, because it allows you organize and replicate success not just at the individual level, but across the organization as a whole. We sat down with Brian Higgins, sales performance coach, consultant, and faculty member at the Leeds School of Business at CU Boulder, to learn how sales performance...

Duration:00:35:35

Jim Dolce on Challenges in a Dynamic Industry

6/5/2018
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Dynamic industries – those that have gone through significant changes in recent years – have faced a unique set of challenges in sales and product development. FUJIFILM North America Corporation, is one of them. Their Imaging Division, which has historically been a B2B sales and marketing organization, has shifted to become a product development organization. We sat down with Jim Dolce, Vice President Technology and Strategic Business Development at FUJIFILM North America Corporation, to...

Duration:00:36:14

Mike Reagan on Increasing Self-Awareness

5/29/2018
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Inboxes fill up, task lists go unchecked – we all have times when we struggle with maintaining the balance between our personal and business lives. But if we want to be our best, we have to take the time to work on ourselves first, and understand who we are and what we bring to our relationships. Self-awareness plays a key role in optimizing the work-life balance. To help us understand how we can increase our self-awareness, we sat down with Mike Reagan, a 25-year sales and marketing...

Duration:00:33:17

Chloe Thomas on eCommerce and Online Trends

5/22/2018
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In a new era of B2B buyers shifting towards eCommerce and online buying trends, we ask the question, “How can sales professionals and retailers be competitive?” To answer this question and help us understand the B2B shift to eCommerce, we sat down with Chloe Thomas, founder of eCommerce MasterPlan.

Duration:00:31:06

Dorene Rettas on Data Protection in Sales & Marketing

5/15/2018
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Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data protection laws and regulations, such as the General Data Protection Regulation (GDPR) in the EU, are being established to combat data breaches and provide increased transparency when it comes to data usage. We sat down with Dorene Rettas, head of Cyber Security Hub for IQPC, a live events and digital media company, to discuss how an increased...

Duration:00:27:29

Michael Dart on Understanding Retail Dynamics

5/8/2018
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Turn on the news and you hear countless stories about store closings and forgotten malls – no doubt casualties in the evolution of retail. With ecommerce displacing brick and mortars, it’s easy to cry “death of retail,” but retail is very much alive and thriving. To better understand the new retail landscape, we sat down with Michael Dart, partner at A.T. Kearney and author of Retail’s Seismic Shift: How to Shift Faster, Respond Better, and Win Customer Loyalty.

Duration:00:33:51

Linda Page on The Power of Coaching

5/1/2018
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Good coaching empowers individuals, inspires teams and drives results. But it’s often undervalued because it's not always accessible and its importance may not be obvious. To help tackle to topic we sat down with Linda Page, AVP Global Field Enablement at Splunk, a company that makes machine data accessible to everyone. Driving productivity across all customer-facing roles, Linda’s role is to help the company scale to the next level.

Duration:00:25:45

Larry Levine on How To Remain Authentic

4/24/2018
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Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is what separates the sales reps from the sales professionals and it's what buyers want. We sat down with Larry Levin, co-founder of The Social Sales Academy and host of the Selling from the Heart podcast to talk about how authenticity plays a role in sales.

Duration:00:30:23

Mary Lombardo on When Things Go Wrong

4/17/2018
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The sale is going well – at least you think you know where it’s going. Then suddenly things start falling apart. “I need to take this to my boss.” It’s a phrase we dread hearing, yet are all too familiar with in the world of sales. So how can we combat chaos? To tackle this topic we sat down with Mary Lombardo, founder and CEO of Absolute Impact Corporation, a sales training company for industries that have outside sales teams.

Duration:00:23:58

Gerard Compte on Authenticity in Prospecting

4/10/2018
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Before you send that email – ask yourself, “Am I being authentic?” It’s easy to send the same generic email to everyone on your prospect list. But this probably isn’t the most effective approach because you’re not being authentic. We sat down with Gerard Compte, CEO of FindThatLead.com, to talk about how being authentic in prospecting can supercharge your results and help you build solid relationships.

Duration:00:29:31

Jacob Baadsgaard on Results-Based Relationships

4/3/2018
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Founders and CEOs often expect immediate results from new sales teams and employees. But that isn't always realistic, or sustainable. To find out why, we sat down with Jacob Baadsgaard, CEO of Disruptive Advertising, a team-enabled agency that uses analytics and data to help clients grow their businesses, leveraging platforms like Google and Facebook.

Duration:00:30:27

Mark Holmes on Customer Experience "Chick-Fil-A" Style

3/27/2018
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Any B2C company knows that customer experiences are a number one priority. What can B2B sales organizations learn from B2C customer experiences? More than you would think. We sat down with Mark Holmes, CEO of Sales Revenue Coach and author of five books, to learn why B2B companies should be paying more attention to the buyer’s journey and what they can learn from the B2C customer experience.

Duration:00:34:13

Brian Burns on 5 Q1 Mistakes to Avoid

3/20/2018
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In Q1 you’re setting the stage for your success in the coming year – at least, you should be. There are typical mistakes we see sales reps make again and again that get in the way of their ability to achieve an ultra high performer status. We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to talk about five mistakes that can be easily avoided in Q1.

Duration:00:35:48

Jenny Adams on Driving Revenue Through Collaboration

3/13/2018
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As executives grow their businesses, they often experience a lonely road of solitude and don’t think to reach out to others for support. We spoke with Jenny Adams, chairwoman of the 12 Mavens Denver chapter, about how executives can collaborate to drive revenue and propel everyone forward to mutual benefit.

Duration:00:20:46

Barbara Trautlein on Improving Change Intelligence

3/6/2018
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The world is continually going through a great deal of transformations. Whether these are digital transformations or sales transformations, they all mean the same thing: change has become the norm whether you like it or not. While some organizations change to deliver great results, many of them fail and in worst case scenarios harm organizations and individuals involved. We sat down with Barbara Trautlein , author of Change Intelligence, to discuss why organizations struggle with change...

Duration:00:30:48

Brian Burns on 5 Ways to Maximize Income

2/27/2018
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“How do you plan to maximize your income?” We get asked this question a lot by sales leaders and coaches. We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to discuss five ways to maximize your income and make sure you're on the right track.

Duration:00:28:12

Townsend Wardlaw on The Solution Sales Mindset

2/20/2018
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Is fear influencing your career? Are you focusing on your customers’ problems instead of providing solutions? We spoke with Townsend Wardlaw, LinkedIn influencer and solo consultant since 2009, about how realizing your fears and expanding your sales mindset can accelerate your effectiveness in sales.

Duration:00:30:39

Paul Bickford on Secret Sauce of Sales Enablement

2/13/2018
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The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals. We sat down with Paul Bickford, Denver Chapter President of the Sales Enablement Society, to discuss what sales enablement is, why it’s effective and how it can be leveraged as a resource.

Duration:00:39:53

Brian Burns on 5 Tips on Negotiating a Comp Plan

2/6/2018
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A few weeks ago we discussed five things that make a great comp plan. It’s still early in the year and comp plans are a hot topic. Many sales reps don’t believe they can negotiate their comp plans, but that’s not always true. We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to discuss five things to consider when negotiating your comp plan.

Duration:00:27:23