Predictable B2B Success

Elias Zepeda is the founder and CEO of Need Clients Now, a national marketing agency in the United States specializing in customer acquisition. Elias and his team have been helping businesses scale their revenue by building high-converting sales funnels for their business.

In this episode, Elias shares why he recommends most B2B companies to use webinar funnels and how to build an amazing webinar funnel from scratch that drives revenue growth. Insights he shares include:

What is a webinar funnel

Why B2B and SaaS companies should use a webinar funnel

How to build a high converting webinar funnel landing page

The post-sign up process for a webinar funnel

What to keep in mind for pre-event marketing

What to keep in mind for post-event follow up 

Webinar sales funnel - tools & tips

The next step after building your webinar sales funnel

The place for paid advertising in building out a webinar funnel

and much much more ...

Mike Adams is a 3x founder and CEO of Grain.co. Grain, a communication platform for teams to turn every daily video call into shared team knowledge.

He has over 10 years of experience building skills to job education software programs like Degreed, Hack Reactor, and MissionU. He is a pioneer of fully immersive cohort-based education.

Through Grain, Adam is on a mission to help teams to share more understanding with each other and the people they work together to serve.

In this episode, Mike shares how we can create customer value via systems of intelligence that drive growth. Insights he shares include:

• Why Mike is trying to build a category with Grain
• How do systems of intelligence create predictable business growth
• Customer value: what it means with examples
• How to create customer value
• What are forms of customer value
• How do you add value to a service
• What can destroy value for a customer
• How can we add value to our product
• What strategies can you apply in order to create customer value
• Why businesses don't believe that recording every conversation is worth the risk
• Doesn't recording all conversations create clutter and add to the noise
• How to create customer value by recording every conversation
• and much much more ...

Kelly Gratz is the CEO of g2o and brings together under her leadership all the elements that make g2o Ohio's largest digital experience agency.

g2o blends expertise in data, experience research and design, and technology to help organizations turn their digital and customer experience goals into tangible outcomes.

Kelly has had extensive experience as CEO and president of multiple technologies, digital, and healthcare companies.

In this episode, Kelly shares her experiences with leading her organization to a hybrid work model and how to use the hybrid work model to transform your business growth. Insights she shares include:

• What is a hybrid work model
• Why is it such a prevalent issue today for businesses
• Is strategy enough or is there more to be done to support a hybrid work model
• Are companies using the bait-and-switch trick to get people on board initially and then reverting work policy
• Does today's work model entail a change in culture
• How to address perceptions of invasive surveillance
• How to prevent a two-tier class system developing in the company
• How to address turnover and pay issues How to address managers' misconceptions
• How to develop empathy for the reality of dealing with issues in peoples lives
• How to address security issues
• and much much more ...

Marko Hozjan is the CEO and Co-founder of translation startup TAIA.

A serial entrepreneur with eight company launches under his belt, Marko has a background that spans everything from economics and leadership, to language teaching and…sailing. In his view, translation offers the opportunity to build a company on tech and scale a business.

In this episode, he shares how to scale a service business that moves from local to global reach. Insights he shares include:

• How TAIA was born
• How to scale a service business by setting the right culture
• How to scale a service business by using a localization strategy
• How to stand out amongst your competitors in a highly commoditized market
• How Marko and his team have driven predictable growth at TAIA
• How Marko has been able to persuade people that machine translation is not as bad as is commonly believed
• Use cases for machine translation in the B2B Space
• Key growth factors for TAIA given their numerous use cases and customer personas
• The role of motivation 3.0 in growing Taia
• and much much more ...

Dee Bowden is the founder of BCS solutions which helps companies with outstanding invoices recover money that was owed to them in the past. She has recovered over $13.5 Million over the past 10 years?

In this episode, Dee shares her insights into customer service best practices that make business collections an easy process. Insights she shares include:

• How Dee defines business collections?
• Why businesses tend to get nervous about asking for money
• What has customer experience got to do with business collections
• The process that Dee follows to broach the topic of business collections
• Customer service best practices that Dee recommends companies develop and follow
• How to nail your first impression and personalize the relationship
• How to check assumptions we make about customers
• Should we make customers feel like they are the center of our world
• and much much more ...

Andrew Deutsch is the founder of Fangled Group, a strategy-first multilingual global marketing, and sales consultant, and has successfully driven business growth in more than 120 countries, driving revenue in the 10's of billions of dollars.

He has spearheaded innovative campaigns proven to drive demand and cultivate sales success in highly competitive companies and brands from conception to market success. His expertise includes inspiring key stakeholders to collaborate and build value propositions and comprehensive marketing roadmaps designed to strengthen the brand influence and grow sales.

In this episode, Andrew shares lessons from his experience while showing us how to conduct customer research that drives growth via new insights. Insights he shares include:

• Why do companies often believe that they understand who their customer is and think that they know how their company differentiates in a way that matters to their customers.
• How Andrew changes that perception amongst the leadership of a company
• Andrew's approach when scaling a business internationally
• Types of customer research
• How to do customer research
• Empathy and curiosity in customer research
• How to go about asking the right questions
• How to find the prospects and customers to talk to
• How to do customer research without physically talking to customers
• How to use customer research to drive sales
• and much much more ...

Vivek Nanda is VP Marketing at Heretto. Vivek has over a decade of experience in growth marketing and demand generation. He has helped multiple startups grow in various stages globally. He is an experienced growth marketer and demand generation leader having scaled tech startups from zero to millions of dollars of revenue, building repeatable and scalable growth engines with solid teams.

In this episode, Vivek shares how we can craft powerful audience engagement strategies that drives growth. Insights he shares include:

• Marketing trends Vivek has noticed with SaaS companies
• The issue of audience engagement and the best approach in developing effective audience engagement strategies
• How to create a playbook similar to that of a media company
• Can separate brands and tones of voice of two companies like HubSpot and Hustle work effectively together
• Does a focus on audience engagement strategies take away from a traditional focus on performance
• What does this mean for cashflow and CAC
• Ways to engage your audience and build engagement
• How to tell effective stories that engage your audience
• Why review sites don't really help potential customers and what to do instead
• The power of surprise and how to utilize it in your audience engagement strategies
• and much much more ...

Tom Libelt is the guy you call when your online course is not selling. He is a host of The Smart Brand Marketing Show.

In the past Tom has published around 5000 Kindle books, built a successful SEO business, owned a coffee shop, a retail store, a record label, created a documentary, and released two albums with five hits on top ten Polish radio. He likes to say that “If you can’t sell, then you’re not in business. Marketing and Sales are the backbone of a company.”

In this episode, Tom shares his insights on how to market online courses easily to drive business growth. Insights he shares include:

• How Tom got started with marketing online courses.
• The incident that triggered his journey
• Why would a B2B business consider launching an online course
• Trends with B2B producing and marketing online courses
• The issue that Tom encounters most with businesses wanting to market their online course and how to change their mindset
• How to market online courses with Tom's proven framework
• How to market online courses by niching down on your audience to get the offer right
• What sort of results can businesses expect from marketing their courses
• A counterintuitive approach to using metrics to ensure traction with your audience
• The real purpose of your sales page when marketing online courses
• A mistake that most businesses make in their approach to marketing online courses
• and much much more ...

Anfernee Chansamooth is the founder of Simple Creative Marketing a content creation agency.

Anfernee has done everything from being a team leader at a large corporate call center, to project management, sales consultant, and marketing advisor in various large and small organizations, to blogging, teaching salsa, volunteering with a kids charity, to speaking and other advisory roles with startups. Anfernee has through his experiences developed a deep understanding of psychology and human behavior, what drives people, and the power of telling one's story.

In this episode, he shares his insights into how we can use cases studies for sales and actually boost business growth. Insights he shares include:

• What is a case study
• What is the value of case studies for sales
• When and how to use case studies in the sales process
• Types of case studies for sales
• Case studies vs testimonials - what's the difference?
• How to build out a case study for sales
• What not to do in crafting a case study
• Tips for how to use a case study effectively in your own business
• Why it's important, to be honest and transparent when you're telling your company story
• Examples of successful case studies for sales
• and much much more ...

Fred is the author of 'Selling Through Partnering Skills' and the principal consultant at Brindis, the consultancy he founded in 2004. A major project for Brindis being the planning and implementation of the 'Coronacademy'. Working with Grupo Modelo, the Mexican brewer of Corona Extra, he oversaw training and other development initiatives for its EMEA distributors.

Fred has worked in more than 35 countries delivering projects that range from developing sales skills for Middle Eastern healthcare companies to account development and sales leadership in Latin America and Europe for IT and engineering multinationals.

In this episode, Fred shares his experience and knowledge to help us become better at building trust with clients that drive predictable growth. Insights he shares include:

• There is a lot of hype around sales and a big number-crunching focus, but what does sales really entail
• Building trust with clients by partnering with them
• How to introduce this idea of partnering and its development process within an organization
• What is PQ
• Fred's framework to develop our partnering skills
• Indicators to know that you have built enough trust with clients
• Building trust with clients by having a good dialogue
• How to get comfortable with interdependence and outcome enabled plans
• A key element to building trust with clients that most salespeople get wrong
• How to bring the various elements to bring value to a client
• and much much more...