Performance Delivered

Are your marketing tactics really converting clients?
 
Without data, it’s all guesswork.
 
You might be wasting thousands of dollars on a campaign that doesn’t bring in revenue.
 
My guest, Tim Luukkonen, is here to fix that. 
 
He’s going to show you how to tell a compelling marketing story with data…
 
So you can make informed decisions to get prospects through your pipeline.
 
In this episode, Tim reveals:

• The basic data collection systems you need to implement
• How to take advantage of data trends
• Why some data is more valuable than others
• And more.

Too many brands are trying to keep up with competitors and fail to differentiate.
 
Too many brands are getting lost in the digital clutter.
 
Don’t be one of the too many brands.
 
Martin Pazzani is a veteran of the marketing and brand building industry. His experience managing some of the world’s largest and most iconic brands has given him unmatched insight into what works... and what trends to avoid.
 
This conversation is a must listen for everyone looking to build their brand equity, break through to consumers, and avoid the pitfalls too many brands are falling into today.

The B2B sales process is becoming ever more like that of B2C sales. Behind this long-term trend is the understanding that the people behind B2B buying decisions are behaving more and more the way they do as B2C buyers. All of this makes my conversation with Bryant Lau all the timelier and more important for anyone involved in B2B marketing.
 
Bryant is the Head of Demand at Flockjay, a business services company that both recruits and trains candidates for positions in tech sales and connects them with companies looking to add motivated, diverse members to their sales teams. His role places him squarely between B2C and B2B marketing and sales. Bryant shares his lessons for success in both areas, including:

• The structure of a marketing team that incorporates B2B and B2C sales 
• The differing channel needs of B2B and B2C 
• How to balance the marketing needs of each 
• And more

To get the most out of your B2B efforts, you need to better understand B2C marketing, and to better understand that, you need to listen here.

Most companies build a sales team and expect them to self-generate leads; few have an efficient method to feed their sales pipeline.
 
Today’s guest, Ian Bellais, spearheads the partner marketing efforts as VP of Business Development at Verified First. With over 20 years of experience creating thriving, robust pipelines and revenue streams, Ian shares the power of partner marketing and what it takes to get any company into, and benefiting from, marketing through organizations to their end users in mutually beneficial partnerships, including:

• How to structure a partner marketing arrangement 
• The types of marketing events partners can provide 
• How to identify partners that will be a great fit 
• The keys to a healthy partner marketing relationship 
• And more

Ian has created a system where almost 100% of his company’s pipeline is fed by partner marketing and that results in close rates as high as 65%. Listen in and learn how to boost your own numbers.

Personalizing the customer experience is the smartest way to improve retention, add value, and increase revenue. But how do you collect the right data, and how do you use it intelligently to create highly relevant experiences across the entire customer journey?
 
Brian Border is the Head of Marketing for JustAnswer, the leader in connecting customers to professional services experts. JustAnswer is revolutionizing the way customer data is collected and used to build robust consumer profiles across their platform and marketing efforts. Using data science, machine learning, paid media, and more, they create relationships with their customers that grow over time. Brian details their approach for anyone wanting to make better use of their customer data efforts, including:

• How to extract data from hesitant customers 
• How to build in-depth profiles 
• 3 recommendations for companies just beginning 
• And much more

Go beyond the basics and start building better customer relationships.

There is often a lot of uncertainty surrounding social media marketing, especially among B2B companies. There is the time crunch to create content for the various platforms. The pressure to keep up with other brands. And questions about future trends.
 
Kathy Dunlay helps bring clarity and direction to companies looking to maximize their social media efforts. The Founder of New England Sales & Marketing has over 30 years of strategic marketing experience in the tech and digital spaces. Her firm leverages multi-channel campaigns to generate sales demands and she brings her expertise to answering the big social media marketing questions, including:

• How has B2B social marketing evolved 
• What are the most effective ways to utilize social media for sales 
• Have we reached the limits of marketing automation 
• What is next for social media marketing 
• And more

Kathy’s mantra is “don’t implement other people’s best practices, figure out your own.” Listen now to start figuring out what social marketing efforts are right for you.

Your company’s positioning, says Lee Wochner, is what determines your marketing, design elements, and messaging. 
 
Get it right, says the CEO of L.A.-based full-service marketing agency Counterintuity, and positioning can be key to setting your business apart from the competition… not to mention help you refine your target market and spot what you’re doing wrong with your marketing… and ensure you aren’t wasting money on campaigns that don’t work.
 
We take a deep dive into that, including…

• A multi-step strategy to determine if your positioning could be improved
• Why your ideal prospect can help you come up with effective positioning
• A lesson you can learn from Apple’s early days
• How to figure out if your product or company name is sabotaging you 
• And more

Mattan Danino, CEO of WEBITMD, sees a gap in digital marketing services. And he’s passionate about working with small and medium-sized businesses who aren’t served by bigger agencies.
 
To that end, he strives to provide better results for clients by looking not only at the performance from individual marketing channels but also activities across all channels. He leverages technology to track – and act on – those results, including CRM, advanced automation tools, and more.
 
He says that helps bridge the gap between the theory of what should work… and what’s actually working.
 
We discuss that issue in-depth, including…

• The importance of KPIs and the right ones to use to measure digital marketing results
•  How to integrate inbound marketing and sales – automatically 
• The fatal flaw of the last touch attribution model – and what to do about it
• Why a CRM is an essential tool – but not for the reason you might think
• And more

Part 2 of our two-part series with the Queen of Cold Calling, Wendy Weiss, is here! If you tuned into Part 1, you know what Wendy is all about, but if you didn’t…

Wendy is an author, speaker, sales trainer, and so much more! Wendy’s track record is impressive— she’s recognized as one of the leading authorities on lead generation, cold calling, and new business development. 

In this episode, we’ll pick right up where we left off and chat with Wendy about overcoming rejection, why you need to optimize your calling scripts, and…

• The structure of a successful call
• How you should design your voicemail messages
• Should you always follow your script to the letter?
• How to know if your script is working
• Quality vs. quantity
• And more

It’s part 1 of our special 2-part series! In this episode, we sit down with Wendy Weiss— the Queen of Cold Calling, and an author, speaker, sales trainer, and so much more! Wendy’s track record is impressive— she’s recognized as one of the leading authorities on lead generation, cold calling, and new business development! 

Wendy is passionate about helping her clients speed up their sales cycles, reach more prospects directly, and generate more sales revenue. Her impressive client list includes Avon Products, ADT, Sprint, and thousands of entrepreneurs throughout the country.

We’ll chat with Wendy about how cold calling has changed over the years, why you need to have a target audience, as well as… 

• How to not overthink what you’re going to say— and why a script is important to have
• How to micro-target your audience
• Why knowing your audience’s pain points is important
• What you need to do in order to set yourself up for cold calling success
• And more