Today Scott will be talking to Eisha Tierney Armstrong, CEO of Vecteris and author of Productize. Eisha and Scott discuss how organizations can transition to more customized services and how to shift their mentality. Eisha gives us a sneak peek on topics she discusses in her new book Productize.  Productize emphasizes the importance of creating a product that is an urgent and expensive problem that customers know they have.

Resources talked about in the episode:

• Guest Book: Productize: The Ultimate Guide to Turning Professional Services into Scalable Products

Today Scott will be talking to Usman Sheikh founder and CEO of xiQ. xiQ is an artificial intelligence for B2B sales and marketing. xiQ unifies the core capabilities and functions that are required to operate in account-based marketing. Using AI smarts to help decision-making faster, bigger, better, and more precise. Usman Sheikh will explain how to create a successful marketing strategy to improve your performance. 

Resources talked about in the episode:

• Guest Website: XIQ 

Scott will be discussing marketing and brand transformation with Leslie Tullio.  Leslie Tullio is Chief Marketing and Communications Officer at McDermott, Will & Emery. Leslie explains what it takes to build a strong brand with vision, strategy, and good objective data. All it takes is a pinch of courage to transform your brand.

• Guest Social Media: LinkedIn

Scott will be discussing the future of selling with Dr. Howard Dover.  Dr. Howard Dover is a director, center of professional sales, and professional sales coach. Dr. Dover explains what makes a successful salesperson and how to succeed in the sales industry. They also discuss the future of the business to business selling and where marketing is headed after the pandemic.

• Guest Book Coming 2021: The Sales Innovation Paradox 
• Guest Social Media: LinkedIn

Pixal506 is a tech company based out of New York and Costa Rica. Antonio Ramirez, CEO of Pixal506, sat down with Scott to discuss remote work and working in Costa Rica during COVID19. Antonio Ramirez gives tips on creating award-winning websites and how to set your website up for success.

Resources talked about in the episode: 

• Guest Website: Pixal506

Cybercrime has increased during the COVID-19 pandemic posing a business problem for CMOs given the amount of technology marketing teams control. In this episode, Scott discusses the challenge with Patrick Kehoe, CMO of Coalfire, a cyber risk assessment firm.  Here are some of the things heads of marketing should be concerned about:

• remote teams accessing customer databases
• microsites and websites
• content management systems
• "off the radar" landing pages

"If you haven't been breached, it's likely a matter of when, not if, so you have to stay proactive," says Kehoe. 

Matt Stevens, former head Digital Marketing at Gartner and CEB, faced a significant set of challenges building out an inbound marketing engine that would deliver sales. Scott and Matt discuss how he was able to get the sales organization to accept Inbound Marketing as a solution to increase their productivity and make quota. Matt Stevens is a former VP of Digital Marketing at Gartner and Head of Global Digital Marketing at  CEB.

Scott sat down with CMO and Advisor, Stephanie Anderson, to discuss how to survive in a sales culture as a B2B marketer. In this episode, Stephanie shares what's on the minds of CMOs, advice for new CMOs, and how to successfully navigate organizational culture.

Scott continues the lively discussion about the value of outbound sales with Brent Adamson, a VP at Gartner and author of The Challenger Sales and The Challenger Customer. In this episode, Scott and Brent debunk the idea of Challenger Marketing as a sales methodology and unpack why sales and marketing need to co-own the customer and buyer experience.

Scott posed this provocative question to spark candid dialogue between Sales and Marketers. Friend and Sales Guru, David Brock, answered the call in what has become a lively ongoing debate For more on this topic read: Scott's original article, David's response, and David's post-interview position on customers feeling value.