Predictable B2B Success

Mark Raffan is a serial entrepreneur and lover of marketing, developer of thought leadership brands, and founder of Content Callout, a B2B content marketing agency.

He is also the co-host of the two incredible podcasts The Content Callout (about B2B content marketing) and Negotiations Ninja Podcast (one of the top negotiations podcasts in the world).

Mark is an expert in influence, persuasion, and negotiation and has coached executives and teams in some of the largest companies in the world. He has been referenced in Entrepreneur, Forbes, Thrive Global, and many other publications.

In this episode, Mark shares how we can inspire brand evangelism in people to drive growth. Insights he shares include:

• Why create brand evangelists instead of investing in influencer marketing
• The psychology of brand evangelism
• What is brand evangelism and how can you inspire it
• Who can be a brand evangelist
• Types of brand evangelists
• Are brand evangelists the least expensive form of new business
• How do businesses create brand evangelists/superfans
• and much much more ...

Sheila Kloefkorn is a marketing expert with more than 25 years of experience. She leads a talented team of marketers in creating and executing award-winning marketing campaigns across the US and more than 100 countries around the world.

After helping to lead the world’s largest youth marketing agency in the late 1990s, Sheila founded KEO Marketing in 2000. KEO Marketing is a full-service, business-to-business marketing agency located in Phoenix, Arizona. It specializes in marketing strategy, messaging, digital infrastructure, execution, and analytics.

Sheila is the recipient of many local and national marketing awards. She was named one of the “Top 10 Business Leaders of the Year” and “Top 25 Dynamic Women in Business” by the Phoenix Business Journal. On behalf of her company and client, she received a Stevie ® American Business Award for “Marketing Campaign of the Year,” and a Stevie Worldwide Women in Business Award in Advertising, Marketing, and Public Relations. She was also named one of the Top 100 Marketing & Advertising Leaders by MarSum.

In this episode, Sheila shares how we can make an Account Based Marketing funnel that drives growth fast. Insights she shares include:

• How best to determine how accounts flow through the marketing and sales funnel
• What is an Account Based Marketing funnel and what it looks like
• Key characteristics of an Account Based Marketing funnel and why use it
• Metrics for Account Based Marketing funnels
• Defining the stages of the new Account Based Marketing funnel
• The funnel differences between a sales funnel and an ABM funnel
• Ways in which you can get a fractional CMO and team to help get you underway and scale-up
• and much much more ....

Chaz Horn has gone from homeless to a suicide attempt to conquer his fear and develop his mindset to Become a top B2B salesperson in 9 unique industries over 25+ years. He has also spent 17,000 + Hours executing on LinkedIn to develop his LinkedIn Strategy.

Over his career, he broke sales records for most sales in a month, year, and five-year period with established B2B businesses. He moved from sales to sales management, to starting his own business as a B2B sales and marketing coach after creating a unique process of qualified sales lead automation.

The Mastery of B2B Sales process originated by personally surveying over 2,000 business owners, founders, CEOs, presidents, and C-level executives. This study revealed core problems that limit sales opportunities. These are answered in Mastery of B2B Sales.

His passion is to help you unlock your true selling potential. His approach is 100% transparent with honest, engaging, and unfiltered conversation.

In this episode, he shares how we can unlock our true selling potential to drive growth fast. Insights he shares include:

• How Chaz overcame a suicide attempt to get to where he is today
• How Chaz used a social media platform to eliminate cold calling in his sales team and build out a successful b2b sales process
• How to identify pressing problems that prospects face
• How to leverage positioning to be viewed as an authority by prospects as part of your b2b sales process
• How a 12-year-old girl broke the record of selling in Girl Scouts
• How to craft a B2B sales process
• How Chaz builds a prospect profile around value propositions
• How to add automation to strategically attract high-value clients
• and much much more ...

Nabeil Alazzam is CEO and founder of Forma.ai, a Toronto-based company striving to solve the massively under-appreciated pain point of sales-based compensation.

Currently, the systems for calculating and awarding sales-based compensation are clunky, unwieldy, and often manual, creating a lot of work for operations teams and sales professionals.

Nabeil identified that automation could solve this problem, and built a system (aka Forma.ai) that is able to take the many unique compensation problems that sales organizations face and create unified solutions that save time, money, and mental health for their customers.

In this episode, Nabeil shares how Forma.ai is streamlining the process for over $1.5 billion in commissions per year. He also shares how we can craft data-driven plans that drive growth. Insights he shares include:

• Issues affecting sales compensation
• Are sales compensation plans necessary to truly motivate people
• Can sales compensation be done differently than just offering standard policies
• The lever that most businesses often overlook to drive their business strategy
• In what ways are businesses not leveraging sales compensation to their advantage
• What are the impacts of ignoring systemic issues with sales compensation (data points and examples)
• What are the impacts of revamping sales compensation for the better (data points and examples)
• What lessons can sales operations learn from marketing
• Can sales compensation be tied to the organization's values and value proposition?
• and much much more ...

Nelson Gilliat is the author of the book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms.

Nelson proposes the Buyer Centric Revenue model as an alternative to help marketers and sellers have more productive and fulfilling careers while helping companies grow better: more, faster, easier, and at less cost. 

In this episode, he shares how we can reduce our sales cycle by 33% and drive growth. Insights he shares include:

• Why Nelson believes companies are running on outdated models
• How companies should go about sales prospecting
• Does Nelson's sales prospecting plan suggest a model change? If so how do we deal with resistance within the organization
• Best ways to get buy-in and build the culture required
• Insights from companies that have made the change
• and much much more

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling.

As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers.

Brynne is also the Co-host of the Making Sales Social podcast and author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling.

In this episode, she shares how we can drives growth fast via social selling. Insights she shares include:

• Can social selling on LinkedIn be run via automation
• Can social selling on LinkedIn be scaled and used to build relationships
• Can relationships be built on LinkedIn to scale sales
• How does social listening play out on LinkedIn
• Do you need an elevator pitch for social selling on LinkedIn
• How to best get on our prospect's radar
• How to leverage content to start conversations on LinkedIn
• Brynne's unusual approach to using content to drive engagement and sales
• The formula for creating the right profile on LinkedIn
• and much much more...

Robert Hartline is a serial entrepreneur and the CEO of Call Proof which is an app for field salespeople which helps sales leadership track the daily sales activities so salespeople are on track to hit their sales objectives.  

Robert used the same software to scale his wireless business in 2016 from $10 million in sales to nearly $100 million a year within 3 years.  One of Roberts's companies was also recognized as the fastest-growing company in Nashville for two years in a row.  

Over the past 21 years, he has started and grown four companies from zero to $12 million. Just in the past few years alone is taken those businesses from $12 million to over $100 million in sales.

In this episode, he shares how we can create high-growth companies through the use of the right sales development skills and strategies. Insights he shares include:

• Is sales a numbers game
• Does cold pitching really work
• Sales development lessons from door to door sales
• Why sales development teams should use a sales scorecard
• How Call Proof helps track activity and build scorecards
• Key characteristics to look for when recruiting sales development people
• How to set the right culture in an organization
• How EOS has helped Robert
• and much much more....

Mandi Graziano is Vice President of Global Accounts for HPN Global where she finds hotels and venues; negotiates pricing/contracts for her client’s conferences all over the world. Here she has earned the awards of Chairman’s Club, President’s Club, and Top Producer.

While on the hotel side Mandi worked in leadership roles in sales, marketing, and operations for Marriott, Starwood, Hard Rock Hotels, and Caesars Entertainment. While working for hotels she has been awarded Top Producer, Salesperson of the Year, Best Site Inspection of the Year, and Sales Strategist Award in 2003, 2004, 2005, and 2008. Mandi is currently an instructor at San Diego State University Hospitality; Tourism Management program teaching Site Inspection; Contract Negotiation classes.

Mandi is also the author of a relatable and remarkably funny book Sales Tales: The Hustle, Humor, and Lessons Learned from a Life In Sales, an Amazon best-seller in 5 categories and ranked #1 by Selling Power Magazine. 

In this episode, she shares how we can use empathy in sales to easily influence and build trust to drive growth. Insights she shares include:

• Why we should develop empathy in sales
• How to develop empathy in sales
• How she overcame anxiety to become a public speaker and top salesperson
• The business bedside manner and how she recommends we use it
• 5 questions to ask to improve our business bedside manner
• SWEATworking - what is it and why it's better than traditional networking
• How to keep up with public appearances and still build deep relationships
• Thoughts on events post-pandemic
• How we can use events to drive business growth
• and much much more ...

Liam Carnahan is a content strategist, SEO expert, and founder of Inkwell Content Services, which is about creating creative content to outrank your competition.

He had attained his Bachelor of Fine Arts in Literature, Writing, and Publishing at Emerson College. Liam started as a writer in a content farm until he was given the opportunity to become the Director of Content at a digital content marketing agency in Sydney. He grew his skills in writing, content creation, and SEO publishing in the companies he had been previously affiliated with Croud and Brafton. In 2019, he left his 9-5 job to run his own company and help others achieve their goals.

In this episode, he shares his thoughts on content marketing for startups and how we can drive growth by increasing organic traffic by as much as 77%. Insights he shares include:

• Why are SEO and content considered boring and robotic by some and what can be done about it
• How to overcome time and resources restraints in a business when investing in content and SEO
• What makes for a good content strategy for startups
• What makes for good content marketing for startups
• How to predict a return on investment with content marketing for startups
• How to best balance the purpose of content versus SEO outcomes
• What makes for a good piece of content
• How to get as much as a 77% increase in traffic via content marketing for startups
• How to ensure content is remark worthy to your audience
• How to leverage partnerships in content marketing for startups
• and much much more...

John Horn is the CEO of StubGroup. John has been working in marketing for over a decade.

He was the first employee at StubGroup in 2012 and has helped grow the business to become a Premier Google Partner ranked in the top 1% of all Google Partners worldwide and a trusted partner used by companies around the globe to manage their advertising across Google, Facebook, Amazon and more. 

In this episode, John shares how we can overcome the advertising challenges businesses face today to drive growth fast. Insights he shares include:

• How to determine if PPC is right for a company
• Why the success of campaigns depends on understanding the business's stage of growth and parts of its funnel that need to be developed now and into the future
• How to leverage PPC to build relationships and enhance customer experiences
• Advertising challenges businesses experience today
• Advertising challenges involving automation and efficiency
• The mind-shift required to acquire the engagement and results, businesses want
• Results that advertising can generate beyond sales
• The advertising challenge of attribution
• The role of creativity in advertising
• John's take on AI and the evolution of advertising technologies
• and much much more ...