Predictable B2B Success

Are you ready to unlock the secrets of B2B success? In this episode of Predictable B2B Success, we have a special guest who is here to share their insights on leveraging technology and positioning to achieve predictable success. Join us as we dive into the world of AI assistants with Artem Koren, the mastermind behind the innovative Sembly platform.

Artem believes technology is just one piece of the puzzle regarding success in the B2B landscape. With Sembly, they have strategically positioned themselves as a serious and professional AI assistant, capturing the attention of companies searching for enhanced productivity.

But it doesn't end there! Sembly's unique turnkey experience, streamlined functionality, and emphasis on design and brand consistency set them apart from the competition. Artem reveals their secret sauce for staying ahead: constant conversations with key customers to gather valuable feedback and an analytical approach to understanding customer behavior.

And that's not all! Artem unveils the future of AI, where technology goes beyond simple interactions to complex, goal-oriented processes. Get ready to be captivated by the fascinating possibilities of AI as Sembly paves the way for a new era of productivity and innovation.

Take advantage of this thought-provoking and enlightening conversation on Predictable B2B Success with Artem Koren!

Some areas we explore in this episode include:

• Importance of positioning in B2B success
• Targeting serious and professional companies with a more serious AI assistant
• Obtaining SOC2 certification for security and compliance
• No downloads, installations, or add-ons are required for product use
• Emphasis on a complete turnkey experience and streamlined functionality
• The significance of design, brand consistency, and a unified message in the overall strategy
• Constant conversations with key customers and gathering feedback
• Taking an analytical approach to understanding customer behavior and pathways
• Privacy and security considerations in AI technology
• The role of AI in improving business applicability and deployment options.
• And much, much more.

What if we told you that running a seemingly insignificant experiment could completely transform your B2B business? On this Predictable B2B Success episode, we have the privilege of speaking with Andres Glusman, co-founder and CEO of Do What Works, a platform that helps growth leaders acquire more customers. 

With a background in behavioral science and a track record of launching successful ventures like Meetup, Andres is here to share his insights on the power of experimentation in driving predictable B2B success. Tune in as we delve into the key strategies and mindset required for successful experimentation, the importance of setting realistic expectations, and how to maximize time and resources in your growth marketing efforts. 

Discover how to leverage data, learn from failures, and identify early wins to ignite your experimentation program and build momentum within your organization. If you want to drive behavior change, optimize conversion rates, and gain an edge in the competitive world of B2B, this is an episode you won't want to miss. Get ready to unleash the potential of experimentation and achieve predictable B2B success with Andres Glusman.

Some areas we explore in this episode include: 

• The impact and importance of running experiments to drive growth and profitability.
• Setting realistic expectations and understanding the time frame for getting results from experiments.
• The role of judgment and data utilization in maximizing the effectiveness of experimentation.
• The background and experience of the guest, Andres Glusman, in launching successful ventures and working on customer acquisition.
• The need for a growth mindset and seeing failures as opportunities for learning and improvement.
• The concept of the lean startup movement and using scientific methods in product management.
• Strategies for breaking up experiments into smaller chunks and focusing on one fundamental idea at a time.
• Recognizing diminishing returns and knowing when to persist or move on to other strategies.
• The importance of cultural buy-in and early wins to establish a culture of experimentation in organizations.
• The challenges and opportunities of running experiments in the B2B SaaS industry.
• And much, much more.

Are you ready to outsmart your competition and achieve predictable success in the B2B world? In this episode of "Predictable B2B Success," we have a special guest, Dejan Gajsek, who shares his insights on how to master competitive intelligence for growth and scale. With a background in marketing and sales experimentation, Dejan has helped numerous mid-market and B2B tech startups close more accounts and prevent losing deals to the competition. 

But here's the catch: he started as a one-person marketing department, working with giants like Microsoft, and is now empowering international startups. 

How did he do it? 

Join us as Dejan walks us through the challenges and opportunities of navigating the increasingly competitive business environment. Learn why competitive intelligence is crucial for multiple departments, particularly sales, and how it can inform your product development and sales strategies. Discover the secrets to creating effective battle cards and scaling your competitive intelligence program with minimal resources. Plus, Dejan reveals his unique approach to engaging and motivating sales reps for maximum revenue growth. Don't miss this episode filled with practical tips and real-world success stories. It's time to gain the upper hand and thrive in the face of competition.

Some areas we explore in this episode include:

• The increasingly competitive business environment in B2B
• The importance of competitive intelligence for staying ahead of the competition
• Challenges in orienting competitive intelligence capabilities for growth and scale
• Dejan's experience in marketing and sales experimentation
• Using competitive intelligence to close more accounts and prevent losing deals to competition
• The role of competitive intelligence in supporting multiple departments, including product and sales
• Strategies for effectively communicating and sharing competitive intelligence internally
• Motivating sales reps and ensuring they have the necessary assets and materials for success
• The process of scaling competitive intelligence programs and starting small with focused competitor analysis
• The importance of sales enablement and using competitive intelligence to inform product and sales strategies
• And much, much more

For some people, sales sucks. But it doesn't have to, according to Harry Spaight. Harry is a keynote speaker, sales coach, and author who believes in selling with dignity and serving others.

But here's what's piquing our curiosity: How did a missionary in the Dominican Republic transition into the world of sales? What lessons did Harry learn in his missionary work that shaped his approach to selling? And how does he manage to sell with dignity in a field that often feels uncomfortable and forced?

In this episode, Harry will share his journey from the mission field to becoming an authority in sales. We'll uncover his secrets to building relationships and engaging with others in the community. Plus, he'll reveal why he believes empathy and emotional intelligence are essential in the sales process.

We'll also discuss the importance of curiosity and continuous self-improvement in sales and some practical strategies for connecting with prospects and navigating different personality types. If you want to improve your sales skills, build meaningful connections, and sell with dignity, this episode is not to be missed.

So, let's dive in and learn from the sales wisdom of Harry Spaight on this episode of Predictable B2B Success! Get ready to take your sales game to new heights.

Some areas we explore in this episode include:

• The importance of engaging and commenting on social media platforms like LinkedIn
• Building relationships and engaging with others in the community for success
• Providing value through engaging and sharing content on LinkedIn
• The speaker's experience in hitting sales numbers and playing the game for results
• Treating gatekeepers and others with respect and humanity in sales
• Analyzing results and taking personal responsibility for improvement in sales
• The importance of empathy in sales, drawing from the speaker's experience in the mission field
• The dignified nature of sales and the value of individuals who make significant contributions
• The balance between being focused on being number one and prioritizing relationships and loyalty
• The importance of curiosity in asking follow-up questions and understanding different personalities in sales.
• And much, much more.

Are you tired of your B2B PR efforts falling flat? Wondering how you can gain recognition and conversions in the crowded marketplace? Look no further! In today's episode of Predictable B2B Success, we have a guest who has cracked the code to B2B success through the power of PR. Join our host, Vinay Koshy, as he sits down with Mickie Kennedy, the founder, and president of Erelases, a leading authority on press release distribution for small businesses.

From the importance of industry recognition to the value of trade associations, Mickie shares his insights on leveraging PR to drive visibility, credibility, and revenue. He reveals an inspiring story of how a waste management engineer turned a press release award into over a million-dollar business opportunity. But it doesn't stop there. Mickie's expertise extends beyond traditional press releases. He shares the secrets to creating compelling multimedia content that captures attention and gets picked up by journalists.

Get ready to take notes as Mickie Kennedy shows us how to create newsworthy press releases, conduct effective surveys, and position ourselves as thought leaders in our industry. If you're ready to transform your B2B marketing game, tune in to this Predictable B2B Success episode with Mickie Kennedy.

Some areas we explore in this episode include:

• The effectiveness of PR from a B2B standpoint
• The impact of PR on recognition and conversions
• The value of being featured in trade publications
• Using PR to share successes and provide social proof
• How good publicity and industry expertise can decrease price shopping
• Partnering with trade associations to increase survey responses
• Leveraging surveys for marketing purposes and building relationships
• The effectiveness of press releases during recessions
• The importance of multimedia in press releases, particularly photos and videos
• Crafting compelling quotes and building narratives within press releases
• And much, much more.

A survey by Roger Martin of the Rotman School of Management found that 67% of managers believe their organization is bad at developing strategy. Martin's research also says 43% of managers cannot state their strategy.

Havard Business School's Professor David Collis is a bit more blunt. He says It's a dirty little secret. Most executives cannot articulate their business's objective, scope, and advantage in a simple statement. If they can't, neither can anyone else. What is the cause of this lack of performance regarding strategy, and how do we address it?

In today's episode of "Predictable B2B Success," we dive into this fascinating topic with our guest, George Barnett. As an expert in corporate strategy and a thought leader in the field, George shares invaluable insights on how companies can gain a competitive edge and achieve predictable revenue growth.

From understanding the role of culture in corporate strategy to harnessing the power of proprietary data, George's wisdom shines through as he takes us on a journey of strategic thinking and innovation. We explore the importance of diverse brainstorming groups, the potential for revenue growth through strategic partnerships, and the need for long-term thinking and strategic investments.

But it doesn't stop there. George also challenges the conventional thinking around strategy, shedding light on the broader understanding of strategy that can be learned from diverse backgrounds. Discover how tapping into the expertise of individuals from various fields can open new doors of opportunity and drive innovation.

So, if you're ready to unlock the secrets of driving predictable B2B growth through strategic thinking and corporate strategy, grab your headphones and tune in to this thought-provoking episode of "Predictable B2B Success" with our special guest, George Barnett.

Some areas we explore in this episode include:

• The concept of corporate strategy and its importance in gaining a competitive advantage.
• The role of the board, CEO, and executives in shaping corporate strategy and culture.
• The significance of functional strategy in aligning the different functions of a company with the overall corporate strategy.
• The subjective nature of assessing and measuring culture within a company.
• The use of proprietary data and its potential for improving business operations and predictability.
• The value of combining external information with proprietary data through tools and intermediaries to gain insights and run analytics.
• The role of AI in finding patterns and enhancing predictive capabilities within a business.
• Why invest in data science and software for improved predictability?
• The importance of diverse brainstorming groups and including stakeholders for generating innovative ideas.
• The three standard ways for B2B companies to achieve predictable revenue growth.
• And much, much more.

In this Predictable B2B Success episode, we have the pleasure of speaking with the innovative entrepreneur Carl Pihl. Carl, the founder of Ticketing Hub, is driven by a motto to create simple yet powerful tools for their customers. From implementing double email verification to launching the revolutionary "magic link" during the pandemic, Carl and his team are dedicated to solving customer problems one by one. But it doesn't stop there. 

Carl reveals their challenges when servicing customers in certain countries and their constant pursuit of becoming the merchant of record. Join us as we delve into the world of Ticketing Hub, exploring Carl's insights on product-led growth, the importance of continuous improvement and customer communication, and how they have managed to secure large customers by being candid and flexible. 

Get ready for a captivating conversation where we uncover the secrets behind Carl's approach to building successful B2B relationships and maximizing customer satisfaction. Don't miss this exciting episode full of valuable advice and industry insights that will leave you inspired and ready to take your own B2B success to new heights.

Carl Pihl is a serial entrepreneur and the founder of Ticketing Hub. At a young age, he started a project called Student Student Books, which aimed to provide a social platform similar to Facebook for international students in London. Although this venture did not succeed, it taught him valuable lessons about the international student market and the importance of building a social infrastructure for students.

Inspired by his previous project, Carl and his team developed a pitch to language schools, offering them a way to make money and enhance the experience of their international students. This pitch was well-received, and they quickly grew their business, selling 15 to 25,000 tickets per week. They even managed to secure a deal with Merlin Entertainment and other attractions.

However, they faced challenges with ticket distribution and printing inefficiencies. Wanting to digitalize the process and scale to other locations, Carl sought the help of a ticketing company but encountered complications and resistance from the schools. Frustrated with their system, he decided to create their own software to simplify ticket printing and distribution.

Carl's business expanded further when they acquired a franchise of a company called Mini Cards, which gave them access to 200 hotels. They successfully sold tickets in smaller hotels but faced a setback when they discovered their tickets were being duplicated and used without authorization. This realization sparked Carl's interest in the lack of connection between suppliers and distributors in the travel industry, leading him to create Ticketing Hub, a solution to address this issue.

With his determination, problem-solving mindset, and entrepreneurial spirit, Carl Pihl has persevered through challenges and used his experiences to build successful ventures in the travel and student market industries.

Some areas we explore in this episode include:

• Creating simple yet powerful tools for customers
• Implementing double email verification and receiving an innovation award
• Validating email addresses for ticket bookings
• Solving customer problems one by one
• Launching the "magic link" feature during the pandemic
• Helping customers focus on their business, not tech-related tasks
• The importance of understanding customer needs and industry requirements
• Making small changes and seeking customer feedback for success
• Overcoming challenges of servicing customers in certain countries
• The effectiveness of Product Led Growth (PLG) in generating low-cost leads for SaaS businesses
• And much, much more.

Are you struggling to achieve predictability in your B2B business? Wondering how to navigate the complex world of B2B relationships and achieve long-term success? Look no further! 

In this Predictable B2B Success episode, we dive deep into business-to-business strategy and provide practical insights for CEOs and owners looking to succeed in this unique landscape. Today, we have a special guest, Oscar Torres, founder and director of a highly acclaimed B2B management and business transformation program for CEOs.

Oscar is a true expert in his field, with an impressive track record of helping over 500 participants navigate the complexities of B2B relationships and achieve remarkable results. His program is consistently ranked among the top business schools in the world, and he is renowned for his deep understanding of organizational behavior and culture.

In this episode, Oscar shares his invaluable knowledge on achieving predictability in B2B business, emphasizing the importance of understanding and managing employee behavior. He highlights the significance of codifying company culture, measuring the right data, and focusing on specialized B2B marketing to scale and thrive.

Moreover, Oscar explores the critical role of curiosity and a helpful mindset in B2B sales and the power of organizational structure and culture in driving business outcomes. He offers actionable advice and expert insights that inspire and prepare you to advance your B2B strategy.

Tune in now as Oscar Torres brings his wealth of knowledge and experience to Predictable B2B Success. Let's dive in!

Some areas we explore in this episode include:

• The importance of understanding and managing employee behavior for business predictability.
• Codifying company culture for achieving predictability.
• Viewing B2B relationships as a process and focusing on lifetime value and customer loyalty.
• Measuring the right data and distinguishing between leading and lagging data is significant.
• The critical role of B2B marketing in scaling and achieving predictability.
• The value of offering solutions rather than just products to B2B clients.
• The importance of hiring individuals who enjoy the discovery phase of understanding client problems.
• Building a team with analytical individuals who can connect the dots and analyze solutions based on evidence of value.
• The importance of traceability in selling raw materials to the pharmaceutical industry.
• The impact of organizational structure and culture on B2B success.
• And much, much more.

Are you curious about the secrets behind predictable B2B success? Then buckle up and prepare for an insightful Predictable B2B Success episode with your host Vinay Koshy. In today's episode, we have a special guest, Karthik Suresh, who has witnessed firsthand the cultural differences in customer engagement and feedback strategies across companies. Prepare to be amazed as Karthik sheds light on the importance of ingraining a user-driven product development process into the DNA of your organization. 

From involving every team member in regular customer calls to creating multiple touchpoints for valuable feedback, Karthik reveals the key steps to fostering a customer-centric culture and ensuring B2B success. But that's not all – he also delves into the intricate world of go-to-market strategies and their significant role in seizing every revenue opportunity.

Hang onto every word as Karthik shares his experiences at influential companies like Facebook and Craft, where he witnessed both the successful alignment of teams during launches and the chaotic aftermath that comes from a lack thereof.

Tune in to discover how you, too, can transform your go-to-market process from a nightmare to a well-orchestrated symphony, and learn the secrets to creating a solid foundation for long-term success.

So, grab your notebook and a pen because this episode is jam-packed with invaluable insights that will leave you ready to take your B2B game to the next level. Get ready for Predictable B2B Success with Vinay Koshy and special guest Karthik Suresh – it's time to unlock the secrets of success!

Karthik Suresh, an experienced product manager, excels in bridging gaps between teams. At Facebook, he played a critical role in launching features on devices such as Oculus referrals. He recognized the need for a better solution to manage coordination and communication between teams, revolutionizing how companies execute their go-to-market plans.

Some areas we explore in this episode include:

• Cultural differences in customer engagement and feedback
• Importance of ingraining a user-driven product development process in company culture
• Fostering a culture of involving PMs and engineers in user research
• Creating multiple touchpoints for customer feedback
• Assigning dedicated personnel to prioritize and triage customer feedback
• The gap between product teams and sales teams
• Challenges of a complicated go-to-market process
• Importance of investing in a solid go-to-market strategy and process
• Involving marketing teams and product marketing teams in the road map planning phase
• Benefits of using specialized tools like Ignition for launch planning and execution
• And much, much more.

Are you curious about the inner workings of market research and how it can contribute to predictable B2B success? In this episode of "Predictable B2B Success," we sit down with Sharekh Shaikh, a two-time founder in human capital and future workspace. 

Sharekh has built a next-generation work collaboration platform, CleverX, and recognized the need to address the problems in market research. Join us as Sharekh shares insights into the industry's challenges, the role of AI in research, the importance of building trust in B2B sales, and much more. Prepare for a fascinating conversation that will change your perspective on market research and its impact on business success.

Sharekh Shaikh is the founder and CEO of CleverX, a company that is revolutionizing the market research space. With a background in technology and market research, Shaikh saw the flaws in traditional research methods during his time at Gartner, a leading technology research company. 

Recognizing the difficulty in recruiting participants and the problem of undisclosed identities, Shaikh identified the need for a platform that would provide transparency and control to researchers. Thus, CleverX was born. CleverX allows researchers to access a professional network of individuals, connect with them through chat, and individually choose whom to invite for their online surveys. This eliminates the problem of fraudulent data, as the identity of every research participant is disclosed on the platform. 

Major companies worldwide are now utilizing CleverX to conduct their research, giving researchers the confidence to present reliable outcomes to their management. Shaikh's dedication to solving the industry's problems has made CleverX an invaluable tool for market researchers.

Some areas we explore include:

• The importance of market research in determining the suitability of a new product for a market.
• The challenges and need for innovation in the market research industry.
• Sharekh's background and experience in market research.
• The launch of CleverX, a next-generation work collaboration platform.
• The need for more use of new technologies, such as AI, in improving research methods.
• The impact of misaligned incentives on the research industry and the importance of maintaining high-quality research.
• How CleverX aims to solve the problem of fraudulent data in market research.
• The differences and recommendations for qualitative and quantitative research methods.
• The importance of doing research on prospective customers in B2B sales.
• The role of AI in market research and its ability to summarize data complementing traditional research methods.
• And much, much more.