In this episode we talk to Tom Williams, CEO of DealPoint.

Deals that will never close come at a huge opportunity cost to B2B sales teams.
Tom shares how proactive, ongoing disqualification leads to more successful sales teams.

He breaks down how to disqualify bad deals at every stage in your sales cycles, metrics to implement & how to operationalize the process of disqualification in a way that your sales reps will actually use.

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In this episode we talk to Max Altschuler, VP of Marketing at Outreach.

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In this episode we talk to Peter Ross, VP of Marketing at Actifio.

We all know that customers' stories help build trust and show value, but marketers often fail at using the customer stories to the fullest degree.

Peter shares 4 steps to make your customer marketing more effective, by actually taking the spotlight off your brand--and shining it on your customers.

1. Identify your best advocates
2. Provide a variety of opportunities to activate your customers. Identify the best way for them to share their experience. Hint: It's not always a case study.
3. Make your best advocates part of your inner circle. They call it giving an "Actifio Hug" to their customers on Peter's team.
4. Encourage referrals for new customers and new advocates to keep your pipeline growing

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In this episode, James & Logan share how to create functional experts on your team & the benefits that creates for both the growth of the business & the careers of your team members.

In this episode we talk to Michael Haynes, B2B Customer Strategy Specialist at 2Excell Consulting & Author of Listen Innovate Grow.

Check out the trailer for the video series Michael mentions in this episode: here

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In this episode we talk to Jay Acunzo, Founder of Unthinkable Media, Keynote Speaker, Author of the new book Break the Wheel: Question Best Practices, Hone Your Intuition, and Do Your Best Work, as well as the host of the podcast Unthinkable.

Jay shares 3 psychological barriers that keep us from doing our best work:

1. Pike Syndrome

2. The Foraging Choice

3. Cultural Fluency

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In this episode we hear from Eric Olsen, AVP of Marketing at Helix Education.

Eric shares:

1) How he leverages his company's podcast to unstick sales opportunities that have stalled.

2) How he repurposes a 60-90 second clip of audio from each episode into a cartoon video (that guests LOVE to share!).

3) How he uses Alyce.com to send personalized gifts to each guest that he features on the podcast.

In this episode we talk to Barney Waters, President of K-Swiss.

Barney shares the story of K-Swiss' repositioning and the role that GaryVee played in that process. He also shares the biggest challenge of repositioning a brand and how he overcame that challenge.

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In this episode in the #categorycreation series, John interviews Stu Heinecke, who's known as a Wall Street Journal cartoonist, a Hall of Fame-nominated marketer, and the best-selling author of "How To Get A Meeting with Anyone".

Stu shares:

1) What Contact Marketing is

2) How Stu gave Contact Marketing its name

3) Why naming a category has helped Stu evangelize this practice and be seen as its leader

4) Advice for anyone seeking to name a category themselves

In this episode we talk to Dan Murdoch, Head Of Global Marketing at Harri.

Dan breaks down a formula called The Harmony Alogrithm, a weighted average of perfectly balanced leading indicators to allow sales & marketing teams to engage with the right person, at the right company, at the right time to optimize outbound and inbound efforts.

He shares the 3 elements that should be used instead of traditional, one-dimensional lead scoring & how to weight them in a new lead scoring model:

1. Brand Engagement
2. Account Fit
3. Contactability

Check out Dan's blog post on the topic for even more details:

https://dan-murdoch.com/2017/04/13/the-harmony-algorithm-solving-for-the-next-best-lead/

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