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The B2B Revenue Executive Experience

Business & Economics Podcasts

The B2B Revenue Executive Experience is a podcast hosted by Carlos Nouche and Lisa Schnare who dedicate each episode to helping executives train their sales and marketing teams to optimize growth. Whether you’re interested in increasing margins and growing your market share, enabling your teams to compete on value rather than price, hiring new employees, or trying to stay at the forefront of the latest in sales and marketing techniques, this podcast will give you the tools and skills necessary to win in a B2B marketplace. Each episode features an interview with a thought leader or practitioner, discussing topics like: value selling, B2B sales, sales enablement, sales performance, marketing enablement, increasing revenue, increasing margins, increasing market share, sales strategy, and more.

Location:

United States

Description:

The B2B Revenue Executive Experience is a podcast hosted by Carlos Nouche and Lisa Schnare who dedicate each episode to helping executives train their sales and marketing teams to optimize growth. Whether you’re interested in increasing margins and growing your market share, enabling your teams to compete on value rather than price, hiring new employees, or trying to stay at the forefront of the latest in sales and marketing techniques, this podcast will give you the tools and skills necessary to win in a B2B marketplace. Each episode features an interview with a thought leader or practitioner, discussing topics like: value selling, B2B sales, sales enablement, sales performance, marketing enablement, increasing revenue, increasing margins, increasing market share, sales strategy, and more.

Language:

English

Contact:

405-206-8580


Episodes

Episode 304: Beat the Stress and Reach Outrageous Success with Dan Waldschmidt

2/20/2024
Sales and marketing professionals often find themselves dealing with immense stress and pressure. Achieving sales targets, meeting customer expectations, and keeping up with industry trends can damage their mental and emotional health. However, work must be done, and life must go on. So, the question of the day is: How can we manage stress in our lives, move past the chatter in our heads, and implement the discipline we need to be highly successful? To help us with this incredible topic today, we have Dan Waldschmidt, Chief Executive Officer of Panzura, kickass dad, ultra-runner, B2B tech nerd, and author of "Edgy Conversations: How Ordinary People Can Achieve Outrageous Success."

Duration:00:33:56

Episode 303: Breaking Through the Scaling Ceiling with David Weiss

2/13/2024
Dreaming about scaling your business sounds nice. But taking real action and actually making it happen is what sets apart true winners. However, even those who are trying to find it hard to discover the winning formula, often fail. Why are so many companies struggling to scale, and what can they do about it? To help us with this incredible topic today, we have David Weiss, Chief Revenue Officer of The Sales Collective. David is a sales executive leading high-performing teams and offering coaching in sales. He has authored several books, including "Your Definitive Sales Career Guide" and "Sales Success Stories." In addition to his work with The Sales Collective, he serves as a Strategic Advisor for Aptivio, Chief Deal Doctor at DealDoc, and is a Startup Mentor at NUMA New York.

Duration:00:34:15

Episode 302: Inspiring Action Through Storytelling with Karen Eber

2/6/2024
We all love a great story, but few know how to tell one. However, storytelling is an incredibly effective way to inform, influence, and inspire others in both personal and professional settings. So, how can you become a great storyteller by learning the science behind it? To help us with this incredible topic today, we have Karen Eber, CEO and Chief Storyteller of the Eber Leadership Group. Karen is also the author of "The Perfect Story" as well as a keynote and TED Speaker who helps companies build healthy leaders, teams, and culture one story at a time.

Duration:00:40:29

Episode 301: From Tech Sales to Business Conversation with Eric Shaver

1/30/2024
So many sales professionals get caught up in the nitty-gritty of products and tech specs. Then, they wonder why their deals go wrong. We believe it is because they don't have genuine business conversations. So, how can sales professionals switch from sales to a business dialect? To help us with this incredible topic today, we have Eric Shaver, Managing Partner at Kensei Partners. Since 2008, Eric has personally trained over 20,000 quota-carrying and non-quota-carrying sales professionals across 33 countries in North America, EMEA/MENA, APJ/ANZ, Greater China, and Latin America. Leveraging his 19 years of successful technology sales and leadership, Eric closes the systemic financial, linguistic, and engagement management-centric sales execution gaps that corrupt revenue and operating margins.

Duration:00:37:57

Episode 300: The B2B Revenue Executive Experience's Milestone Celebration with Chad Sanderson

1/23/2024
Today is a special day for The B2B Revenue Executive Experience. It is our 300th episode. And we're celebrating it by exploring the podcast's past, present, and future. To help us with this today, we have a very special guest - the founder and host of the first 250 episodes of The B2B Revenue Executive Experience podcast, Chad Sanderson.

Duration:01:03:08

Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight

1/16/2024
When you think of sales, what's the first image that comes to your mind? You're probably thinking of a used car salesman, insincere, overly friendly, wearing flashy, outdated suits, making grandiose promises about how good the car is. Well, you're not alone. But the reality is not always what it seems. So, how can we overcome the image of the stereotypical sales professional and still achieve success today? To shed light on this important topic, we are joined by Harry Spaight, Founder of Selling With Dignity. Harry guides business owners and salespeople who wish to grow their sales without being that pushy, self-serving salesperson. He is also a Sales Coach at Hi-Lite Coaching + Consulting and Director of Sales at HGI Technologies, a Halsey and Griffith Company.

Duration:00:32:12

Episode 298: Is AI Set to Replace SDRs? With Gabe Lullo

1/9/2024
Some people are saying that AI is gonna be replacing key roles such as the sales development representative (SDR). We can't see the future. All we can do is make assumptions. But one thing is clear. It has definitely changed the sales game. So, how do new techs and innovations like AI influence the SDR function? To shed light on this important topic, we are joined by Gabe Lullo, CEO of Alleyoop. Gabe is a seasoned sales expert and leader who manages over 1500 SDRs. Before taking the role of CEO, he was Alleyoop's Chief Business Officer.

Duration:00:35:07

Episode 297: The Powerful Intersection of ABM and RevOps with Lorena Morales

1/2/2024
Companies constantly seek new strategies to drive growth and increase revenue. In today's ever-evolving business landscape, two approaches have gained significant traction in recent years: account-based marketing (ABM) and revenue operations (RevOps). But how does their interaction help to pull in the revenue? The synergy between ABM and RevOps creates a revenue pull by aligning strategies, optimizing processes, and leveraging AI intelligently. To explain how these approaches can be used to drive revenue, we have Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL.

Duration:00:29:38

Episode 296: Personalization and Authenticity in Sales Communication with George Storm

12/26/2023
In recent years, there has been a noticeable decline in attention spans, which poses a challenge for sales professionals aiming to achieve and sustain optimal sales performance. So we were wondering… What are the sales communication strategies that adapt to different generations for achieving optimal sales performance? To help us with this incredible topic, we have George Storm, CEO of Break the Box and Co-Founder of Skills. With over 22 years of experience in sales, George has perused both the B2B and B2C landscapes, with a track record of success along the way.

Duration:00:34:46

Episode 295: Dealing with Burnout as a Top Performer with Stephen Hardy

12/19/2023
Feeling drained after a long day? Totally normal. But when that fatigue morphs into chronic exhaustion, constant overthinking, a downward spiral of negativity, and a narrow, tunnel-visioned outlook, burnout might be creeping in. High performers, fueled by achievement and a fear of failure, are particularly susceptible to this adversary. What's ironic is that the very tools that empower them – their work ethic, their drive – can easily become shields against recognizing burnout However, intellectual control, tapping into the mind's rational problem-solving abilities, offers a way out. To shed light on this important topic, we are joined by Stephen Hardy, Founder and Director at Navigate the Curve. Stephen is an experienced technology sales professional turned performance psychology coach & clinical hypnotherapist. After a successful career spanning over 20 years in technology sales, and gaining first-hand experience of the challenges that professionals face in demanding corporate environments, he addresses mindset issues and empowers individuals to overcome barriers that hold them back.

Duration:00:29:58

Episode 294: What Does 'Good' Look Like in Sales? With Kate Lewis

12/12/2023
Sales performance directly impacts a company's revenue and success. To achieve and maintain optimal sales performance, it is essential to invest in competency training and regularly measure sales performance. So, we're wondering... How do we develop and measure what good looks like in sales? To shed light on this important topic, we are joined by Kate Lewis, CEO and Co-Founder of e4enable. With over 25 years of experience in sales leadership and transformation, Kate is passionate about defining, developing, and measuring what good looks like across sales organizations. Besides e4enable, she is also a Founding Member of the Revenue Collective.

Duration:00:42:42

Episode 293: Tailoring Sales Training for a Multicultural Marketplace with Leon Morris

12/5/2023
Companies operating in today's globalized business world must have a diverse customer base belonging to various age groups, generations, and cultures. This makes it crucial for businesses to adapt their sales training strategies accordingly to better connect with their customers and boost their sales. Well then... How can sales training elements be designed to effectively meet the diverse needs of various age groups, generations, and cultural backgrounds, considering the different ways in which people learn? To shed light on this important topic, we are joined by Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite.

Duration:00:25:34

Episode 292: Unlocking AI's Potential for Revenue Growth with Jeff Pedowitz

11/28/2023
AI may not be the best option for creativity, intuition, and emotions. However, when it comes to crunching numbers, it's a gold mine. From a revenue perspective, AI is a real game-changer. So, we were wondering... How can revenue professionals unlock the full potential of AI to transform their businesses? To shed light on this important topic, we are joined by Jeff Pedowitz, President and CEO of The Pedowitz Group. Jeff is an AI revenue visionary and Forbes best-selling "The AI Revenue Architect" and “F the Funnel.”

Duration:00:36:04

Episode 291: Refining High-Performing Leaders and Teams with Matt Phillips

11/21/2023
You're a business champion, excelling in your game, with remarkable career progress. But you feel there's so much more you can achieve. If only you wouldn't get distracted so often by immediate tasks that distract you from your main goals. And how about your personal life? Is it possible to fulfill your professional aspirations without sacrificing too much on the personal side? The answer is yes. However, transforming this vision into reality requires a shift in mindset and action strategies. So, the critical question that arises is: What does it take to build mentally tough revenue leaders and executives ready to exceed their strategic and financial goals? To shed light on this important topic, we are joined by Matt Phillips, a High-Performance Sales Leadership Coach and Mental Toughness Expert at Matt Phillips Leadership Coaching. Matt is a former professional baseball player in Austria's Bundesliga (first league) and a Division-1 college baseball player in the United States. He also has an extensive background in operations, accounting, and business development, having worked and consulted for multiple Fortune 500 companies worldwide.

Duration:00:41:06

Episode 290: From Sales Planning to Profit with Dana Therrien

11/14/2023
Sales planning - a daily discussion topic for every CRO and sales expert. Only a handful of organizations are really able to drive their sales numbers, while others feel like getting stuck. Is their sales planning broken? Actually, let's start from the beginning with a fundamental question: How does effective sales planning significantly influence and enhance overall sales performance? To shed light on this important topic, we are joined by Dana Therrien, VP of Sales Performance Management and Revenue Operations at Anaplan. Dana is a well-known sales and revenue operations leader with a rich history of driving double-digit growth and profitability. He is also an exceptional public speaker, writer, and a Certified Sales Compensation Exam Item Writers Cohort Member at WorldatWork.

Duration:00:36:48

Episode 289: Mastering the Art of Revenue Enablement with Andrea Abbate

11/7/2023
More sales, more revenue. Every business wants that. Sometimes, your numbers seem like they’re getting stuck in the same place. But revenue enablement might be the key you are looking for. What is revenue enablement, and how does it help businesses drive more revenue? To shed light on this important topic, we are joined by Andrea Abbate, VP of Global Enablement at Contentsquare. Andrea is a revenue enablement professional with over 20 years of experience and provable success in leading and transforming sales, go-to-market, and revenue enablement functions. Her career spans companies like LinkedIn, Showpad, and Mixpanel.

Duration:00:38:02

Episode 288: Why Your Marketing Messaging Needs a Makeover for Rocketing Engagement with Michelle Giardinello and Elizabeth Roche

10/31/2023
When it comes to sales, everyone talks about driving more pipelines these days. However, to stay competitive and meet the ever-evolving customer needs and expectations, businesses must constantly adapt and refine their messaging strategies. As a result, they can not only improve customer experience and engagement but also drive sales and revenue growth. It got us thinking, though... How can evolving your marketing messaging deliver a more effective customer experience and much-needed engagement? To shed light on this topic, we are joined by Michelle Giardinello, Senior Customer Marketing Manager of Healthcare at Kimberly-Clark Professional, and Elizabeth Roche, Managing Partner at ValueSelling Associates.

Duration:00:31:18

Episode 287: How AI is Flipping the Sales Game Upside Down with Nelson Veiga

10/24/2023
AI has emerged as a game-changer in various industries, and sales is no exception. With its ability to analyze vast amounts of data, automate repetitive tasks, and provide valuable insights, AI has the potential to revolutionize the sales process. However, like any disruptive technology, there are both pros and cons associated with its implementation. So, we’re asking... What are the best AI business practices? What are some of AI's risk factors? And what are the potential unintended consequences? To shed light on this important topic, we are joined by Nelson Veiga, Field CTO at Espressive, a pioneer in AI for enterprise service management.

Duration:00:48:51

Episode 286: Winning Over the Buyer: The Interplay Between Sales Effectiveness, Win Rates, and Differentiated Buying Moments with Andy Paul

10/17/2023
Sales effectiveness is not a new theme on our podcast, nor in the sales world in general. But for many salespeople, it's still something mysterious, and they don't quite understand why they should even bother about it. In fact, we're also wondering... How does sales effectiveness translate into win rates and why are elements of a differentiated buying experience the most important factors that influence a buyer's choice of vendor? To shed light on this important topic, we are joined by Andy Paul, Host of The Win Rate Podcast, author of "Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales," "Amp Up Your Sales," and his new book, "Sell Without Selling Out: A Guide to Success on Your Own Terms."

Duration:00:46:53

Episode 285: Beyond the Dollar: Crafting the Right Sales Compensation Plan with Reese Bacon

10/10/2023
Sales compensation is a sensitive topic for many. When it comes to money, things get tricky. Yet it's critical to bring themes, such as an effective sales compensation plan determining the success of your business, into discussion. So, how to figure out... Are we paying our reps too much? Are we paying them too little? Are we encouraging the right behaviors? To shed light on this important topic, we are joined by Reese Bacon, Director of Sales Effectiveness Practice at Buck. Reese has nearly three decades of expertise in sales effectiveness and compensation. In his current role, he works with clients to identify and remove obstacles in the path of their success.

Duration:00:36:24