Predictable B2B Success

Jason Marc Campbell is the author of Selling with Love: Earn with Integrity and Expand your Impact.

Jason is also a public speaker who’s shared the stage with the likes of Gary V, Jason Silva, Vishen Lakhiani, Lisa Nichols, and more. Jason has spoken at events by Hubspot, Inc Magazine, and A-Fest.

He previously worked for Mindvalley, a personal growth ed-tech company, for 7 years.

He's been responsible for million-dollar product launches, handling the PR for a New York Times best-selling book, launching the very first membership platforms, selling thousands of people, one-month-long events, and bringing in top-level authors to be published by the company. Jason still is an author and a host on the platform.

His mission is all about teaching companies to care more. He says - as businesses have so much power in the capitalist world, if we can educate businesses to take on more responsibility for how they sell, how they market, how they treat their employees, and even how they invest their money, we start shifting the very planet into a better place for all. 

In this episode, he shares his insights on emotional selling and how we can build emotional connections to drive growth. Insights he shares include:

• Why emotional selling is important in sales
• Why do people need to learn to sell with love
• Jasons take on emotional selling
• The 4 levels of emotions in sales
• The 5 loves of selling
• How to measure where we are emotionally when selling
• How to ensure your team has the right emotional selling abilities
• How to hire for the right emotional and mental states not just selling aptitude
• How to handle potential clients who might not be in the right emotional and mental states when selling
• and much much more ...

Kim Troy is the Founder and CEO of Civilis Consulting, a business advisory firm providing strategic sales, marketing, operations and HR guidance to fast-growth businesses.

Civilis’ seasoned consultants work alongside CEOs, entrepreneurs, and leadership teams to strategize and implement organization-wide transformations, and have deep expertise in advising companies with remote or geographically dispersed business units.

Prior to Civilis, Kim founded Kimberly Troy Consulting, an organizational development consultancy. The firms’ notable engagements include working with field-based wildlife conservation organizations – primarily in southern Africa – to improve the utilization of financial and human resources. She has also held executive-level positions in Human Resources, Operations, and Sales for some of the world’s largest corporations, including L Brands.

In this episode, she shares how best to deal with managing culture and how we can lead culture change to fuel growth. Insights she shares include:

• Why managing culture matters
• How to manage culture and the employee's work experience
• How to shape your work culture
• How best to go about managing culture and engagement
• Steps for managing culture change
• How to quantitatively measure your current cultural values
• How to intentionally align culture, strategy, and structure in an organization
• and much much more...

Aleks Gollu is the co-founder and CEO of 11Sight. Aleks is a serial entrepreneur and CEO with a successful track record of building innovative solutions from idea to exit and has been granted 8 patents.

Aleks started his career at Oracle and Sapient. However, being in the San Francisco Bay Area in California, he rapidly realized his passion for entrepreneurship and co-founded his first startup, O’TelNet, a pioneer of SMS-based cell phone applications that was acquired by a competitor. 

Subsequently, Aleks co-founded PINC, a supply chain technology company helping the largest shippers in the world move inventory as efficiently and cost-effectively as possible using IoT technologies. In 2020, PINC was acquired by the leading private equity firm Accel KKR.

More recently, based on his frustrations managing revenue generation as CEO of a SaaS company, Gollu saw an opportunity to eliminate friction from sales cycles, offer customers a more personalized digital experience, and accelerate revenue generation, and co-founded 11Sight.

In this episode, he shares how we can reduce sales friction and the sales cycle length to easily drive growth.

Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company (with its headquarters in Sydney, Australia, and Scottsdale, Arizona) that was ranked #1,232 of the fastest-growing companies in the United States by INC magazine’s list of the top 5000 companies in 2021. It is also the fastest-growing sales training company in the U.S. 

“The single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver... NOT a product pusher.”

For Jeremy Miner, the embodiment of this philosophy has made him one of the wealthiest sales professionals on the planet.

During his 17-year sales career, he was recognized by the Direct selling association as the #45th highest earning producer out of more than 100 million salespeople, selling anything worldwide - Jeremy's earnings as a commission-only salesperson were in the multiple 7-figures, every year.. averaging $2.4 million in commissions each year over 12 years. 

Jeremy is the host of the podcast, Closers are Losers, and is the author of a new book, "The New Model of Selling Selling to an Unsellable Generation" - co-authored by Jerry Acuff - CEO of Delta Point.

In this episode, he shares how we can make objection handling simple with a proven framework to drive growth. Insights he shares include:

• How to make objection handling simple with a proven framework
• What is Neuro-Emotional Persuasion Questioning (NEPQ)
• How is NEPQ different compared to traditional sales techniques
• How did you come to put together this form of questioning
• How does this form of questioning work to help with objection handling
• How does tonality affect our sales approach
• Why Jeremy believes we should prevent objections as opposed to overcoming them
• How to ensure that we are removing friction from every stage/step of the process
• Why we shouldn't chase clients but rather give them results
• and much much more ...

James Malley is the CEO and cofounder at Paccurate. Early on he went to theater school and worked as a bellboy before he fell in love with tech. Working in the logistics tech space since 2009, he has helped create a variety of enterprise shipping technology. He spearheaded the design of an award-winning multi-carrier TMS.

Since 2015, he’s been evangelizing the use of AI to achieve cost-efficient and environmentally sustainable packing.

In this episode, he shares how we can build team alignment to drive growth and enable your team to compete with the big players in the market. Insights he shares include:

• Why mission is more important than the product
• What does team alignment look like
• How Paccurate came to be
• How the Paccurate helps shippers
• How to raise funding for a niche problem that most people ignore
• Sustainability and the shift that taking place in the marketplace
• The perspective of the C-suite around sustainability and what that looks like
• How to build team alignment to build a culture that beats out the competition
• How to build team alignment around your mission
• How to get customers to speak on your behalf
• and much much more ...

Tim Fitzpatrick is an entrepreneur/business owner and is the founder of Rialto Marketing. He has over 20 years of entrepreneurial experience with a passion for developing and growing businesses. That passion served him well in operating and managing a wholesale distribution company he co-owned for nine years. Their company grew an average of 60% a year before being acquired in 2005.

He started Rialto Marketing in 2013 and has been helping service businesses simplify marketing so they can grow with less stress. They do this by creating and implementing a plan to communicate the right message to the right people.

In this episode, he shares how we can build a simple messaging strategy and playbook that fuels growth. Insights he shares include:

• How to navigate information overload in marketing
• How to determine what your message going to be to gain the attention in the interest of your desired market
• The role of a messaging playbook
• How to create your marketing plan and get the message in front of your target audience
• How to build an effective messaging strategy
• Essential elements of a messaging strategy with examples
• What metrics to have in place around your messaging strategy or is there a better way to ensure you get the traction you are looking for
• How to build consistency in the marketing process and where business plans fit in
• How to get customers involved in your messaging strategy
• and much much more ...

Matthew Selbie is the founder and President of Opiniator a platform that captures customer feedback at the point of an experience via ratings, comments, and feedback, and then empowers companies to act on it instantaneously.

Matthew has 20 years of international experience in the energy, retail, and software businesses

He has managed products and services internationally and domestically (US and Europe), as a strategic marketing expert with a proven ability to grow revenues and brand equity in B2C and B2B, start-up, and mature businesses.

Matthew has extensive operational experience in Europe, Latin America, Asia Pacific, and the USA, together with staff experience directing strategic brand development at a global level.

In this episode, he shares how we can use customer feedback management to drive growth with the right insights. Insights he shares include:

• Why does acquiring customers require more of a spend than retaining customers
• How to not just engage in customer feedback management but use the data as well
• How to get in front of customers to get feedback in a way that makes sense to them
• How to effectively store and categorize data for actionable implementation
• What to do in situations where some tools and techniques don't do very much to move the needle
• Can businesses have a wrong focus on the wrong customer feedback strategies
• How customer feedback management can boost marketing and sales efficiency
•  How to gain insights from customers who are not happy with the experiences you provide them
• and much much more...

Katie McLaughlin is the Founder, Chief Strategist, and Transformation Artist at McLaughlin Method. She helps organizations create engaged employees and positive, inclusive workplace culture.

She uses techniques from improvisational theatre to rehearse common scenarios in the work environment and adopt behaviors that support organizational culture goals. Katie has over 20 years of experience facilitating, teaching, and coaching. Before starting McLaughlinMethod, Katie earned two Horizon Awards for her training, supported software implementations with robust change management programs, and developed countless onboarding programs for Sales, Customer Service, and other customer-facing roles.

In this episode, Katie shares how we can use unusual employee engagement strategies to drive long-term growth. Insights she shares include:

• The problem with most employee engagement initiatives
• Where does theatre production fit into the picture of business growth and employee engagement programs
• What are the engagement initiatives used by top companies
• The relationship between culture and business growth
• How to measure the outcome of your work if focusing on people outcomes
• Why is it crucial for companies to build an inclusive workplace culture
• What does inclusion look like and how can leaders better lead in that area
• Should we treat employees like customers
• and much much more ...

Luke Charlton (AKA: The Aussie Hermit) has been featured in “6-Figure Coach” magazine, spent in excess of $16 million on advertising, banked $50M+ in sales for his clients, and has been hired by top ad agencies to write copy for experts such as... Bob Proctor, Mike Dillard, Neil Patel, Grace Lever, Ryan Moran, and many more.

He is also a client attraction specialist, business coach, expert marketer, and email sales authority.

Now he spends his days as a hermit living somewhere near Byron Bay, Australia, teaching coaches how to get a lot of clients by sending just one 15-minute email per day,

In this episode, he shares how we can use Customer acquisition models and $ 25,000-a-day ad scaling secrets that drive growth. Insights he shares include:

• Why we don't need a sales or marketing funnel as part of our customer acquisition models when starting out
• What business stage do we need to start looking at funnels
• Why Luke prefers email for customer acquisition
• Is advertising an appropriate customer acquisition model for any company in the B2B space
• How to get quality leads onto your list
• How Luke gets high-paying clients by sending just 1 email per day
• How to ensure that your list is engaged and responsive
• What the entertainment approach to your customer acquisition models could look like
• and much much more ...

Prantik Mazumdar is an entrepreneur and venture capitalist investor and acts as a digital transformation catalyst in organizations to drive sustainable change and impact.

He started his entrepreneurial journey with Happy Marketer in 2011 where he spent a decade building and scaling up one of the best and most awarded independent digital marketing services firms in the region that served brands like Standard Chartered bank, Income, Great eastern life, Royal Brunei Airlines, Coffee Bean & Tea Leaf, Starbucks, Starhub, Ping An, Grab, Shop, Kimberly Clark, Singtel amongst others. 

In this episode, he shares how we can use startup valuations to drive growth and increase a company's valuation. Insights he shares include:

• Why is it important to estimate the value of a startup
• Northstar and metrics that companies should focus on in the growth phase
• In what ways can companies go for a blended valuation
• Which are the most popular valuation methods
• Picking the right method for your stage
• The appropriate lens with which to view business exits and revenue related north star metrics
• The place for blended valuations
• and much much more ...