B2B Power Hour

Nick sits down with Kap Chatfield, CEO of Rveal Media, to figure out how B2B companies are building pipeline with a podcast. Kap reveals his secrets of the trade, why he loves video, how he plays the short-long game and unpacks all he’s learned in 2 years of podcasting. It will make you want to start your own podcast!

Nick sits down with Stacey Danheiser of SHAKE Marketing to dive into customer research. Stacey shares her tips on how to declare your target audience, how to avoid the sea of sameness, figuring out your value proposition and her trick on how to ask for advice.

Only 1% of all active users on LinkedIn create content. What’s stopping you from being a part of this exclusive crew?

Creating content doesn’t need to be complicated. It’s just another way to get in front of your target audience in a way that leverages the algorithm.

Join us for this Power Hour workshop on:

✅ Overcoming imposter syndrome and “why me?”

✅ Creating a content schedule that works

✅ Best types of content (video vs. polls vs. text)

✅ Why LinkedIn isn’t just a “distribution” channel

✅ Using content to book meetings

...and more!

This is the perfect workshop for sales professionals looking to leverage LinkedIn for more than just prospecting and for marketers looking to upgrade their content roadmap. Join us to find out how!

Morgan sits down with Ryan Paul Gibson of contentlift.io to deconstruct his approach to customer interviews. If you’re looking for the definitive process to running customer interviews, this is the episode to listen to! Ryan shares how to identify the right people to talk to, how to ask for an interview, how many interviews to conduct, and so much more.

In this episode, we cover:

Surveys vs. customer interviews (1:35)

Why interviews reveal things surveys don’t (3:40)

The value of qualitative data (5:26)

What department should lead customer interviews (7:09)

The shortcomings of only listening to sales calls (10:12)

Should you be interviewing prospects too? (13:59)

How to segment the market to identify good targets (19:28)

How to ask for an interview (25:33)

How to conduct the interview (29:03)

The importance of practical empathy (34:32)

One of Ryan’s favorite questions to ask (37:20)

How many interviews to conduct (38:50)

How long should the whole process take (41:03)

What to do with the data from interviews (43:45)

Ryan’s Power Hour (48:03)

Nick sits down with Eddy Bahnam the Hyperactive Salesmen. In this episode we explore the FOMO in B2B SaaS that drives unprofitable business, moral dilemma of “are we more than the company we sell for”, getting sold a McDonald’s deal and what it means to humanize the sale.

Connect with Eddy Bahnam on LinkedIn

In this episode, we cover:

Are we more than the company we work for? (0:40)

The 2 types of salespeople (6:07)

Specialization of trade in sales (10:55)

Will salespeople get replaced by bots? (13:09)

Profitable growth in B2B SaaS (19:31)

FOMO in GTM strategy (23:35)

Humanizing the sale (25:32)

Getting sold McDonald’s (34:41)

Eddy’s Q: WIll we see more full cycle AE’s? (37:52)

The secret is out –– LinkedIn is the top platform for B2B buyers and sellers. Are you using it for something other than a cold call?

There’s a huge opportunity to use LinkedIn properly as a way to connect to your prospects meaningfully and drive pipeline.

Join us for this Power Hour workshop on:

✅ Building effective account + lead lists

✅ Using LinkedIn to research your prospects via events and influencers

✅ Using comments to approach and engage

✅ How to not leave conversations on the table

✅ Content that attracts attention

...and more!

Sales teams and marketers can use LinkedIn to generate demand and build pipeline tomorrow if they get it right. Join us to find out how!

Nick sits down with Will Allred to tear apart cold emails and learn from the King of Email! They dive into how Will filter’s his own email, Lavender’s go-to email sequences, the reason you should coach cold email and the one question Will wishes people would ask him more about email.

Morgan sits down with Laura Erdem, an Account Executive at Dreamdata.io to discuss how to use content & social selling to drive pipeline. They dive into Dreamdata’s approach to LinkedIn and how AEs can use content to build pipeline and generate demand. They also touch on Dreamdata’s unique approach to RevOps.

Is 80% asking too much? Is 30% a good benchmark? What’s the acceptable closing rate on sales? And guess what: “it depends” is not an acceptable answer.

Morgan sits down with Kristina Jaramillo of Personal ABM to dive into the ABM landscape and where teams do it right and do it not-so-right. They touch on where ABM fits into the go-to-market landscape, how companies mess it up, and what to start doing when rolling out ABM.