Predictable B2B Success

In this episode (the second of a two-part series), Mark Edwards who is a co-founder of Outsmart Strategy a company that helps software companies position and communicate for fast growth shares his experiences and thoughts around how companies can build a sustained competitive advantage. Insights he shares include: 

• Codifying success for software companies through frameworks and systems
• The iceberg model - how to communicate with your clients in a brain-friendly way
• The competitive space framework
• A breakdown of the components in the competitive space framework and how when put together it leads to a sustainable competitive advantage
• and much more ...

Discover more at - https://www.sproutworth.com/sustained-competitive-advantage-growth/

In this episode (the first of a 2 part series), Mark Edwards and Neil Cummings who are the co-founders of Outsmart Strategy a company that helps software companies position and communicate for fast growth share their experiences and thoughts around how companies can build a sustained competitive advantage. Insights they share include: 

• Why software businesses struggle to achieve predictable success
• The ability to outsmart and not outspend to build a sustainable competitive advantage
• Why developing communication as a skill helps businesses build a sustainable competitive advantage
• Lessons learned from examining unicorns in the software space with billion-dollar evaluations
• Why you need a creative leap in your communication
• The iceberg model - how to communicate with your clients in a brain-friendly way
• The competitive space framework
• and much more ...

Discover more at - https://www.sproutworth.com/sustained-competitive-advantage-growth/

In this episode, Sam Shepler, a filmmaker turned entrepreneur with 9 years of experience in B2B video marketing and the CEO of Testimonial Hero shares proven ways to create a successful customer-driven marketing strategy. Insights he shares include:

• What is a customer-driven marketing strategy
• How to use feedback to improve your offering
• What is the best way to identify customers that really speak to your product or service
• How Sam recommends we prioritize and invest our limited time and energy into our best customers
• A customer-driven marketing strategy requires customer stories but what are the best ways to craft and edit them so they resonate with future customers
• How to get your customers to agree to appear on video
• How to make the best of it when they do—what questions to ask them
• The biggest mistakes made around customer-led video content
• Pre-requisites for creating powerful testimonials
• How best to track the effectiveness of the customer led-videos
• and much more ...

Discover more - https://www.sproutworth.com/customer-driven-marketing-strategy/

In this episode, Jeff Bajorek, a proven sales expert, and trainer as well as the author of "The Five Forgotten Fundamentals of Prospecting" shares his perspectives and experiences of the critical functions of sales management that drive business growth. Insights he shares include:

• The meaning and definition of sales management
• The objectives of sales management
• A key skill that sales leaders often overlook in sales managers
• The value that sales management brings to a business
• The backward criteria that organizations often use to promote salespeople
• Roles sales managers need to play
• Characteristics of top sales managers
• What day to day activities should look like
• Why sales managers should view their reps as customers
• Selling is a social science and how it applies to the functions of sales management
• Should numbers drive business growth from a sales management perspective
• How sales managers can find success despite tough times
• and much more ...

Read more - https://www.sproutworth.com/functions-of-sales-management-drive-growth/

How to create amazing content: 10 ingredients to drive long term growth.

In this episode, Jeff Coyle, the Chief Strategy Officer of MarketMuse an AI content planning and optimization tool, shares how to create amazing content quality to drive long-term growth. Insights he shares include:

• The problem that MarketMuse is trying to help solve
• How Jeff views the relationship between content and sales
• How Jeff defines content quality, natural language process (NLP), and natural language generation (NLG)
• How to create amazing content
• What does content quality look like and what does it mean for the future of companies investing in content
• What MarketMuse is capable of from a content point of view and how it helps with your content strategy
• How to create amazing content by focusing on 10 essential ingredients
• How to ensure your old content doesn't decline in quality
• How to create amazing content around boring topics
• Have we arrived at the point where marketers need to seriously be looking at using natural language generation to generate content?
• How to address content efficiency effectively
• How to improve the empathy your content evokes in your desired audience
• Is AI at a stage where it can distinguish between fake news and real news
• and much more ...

Read more - https://www.sproutworth.com/how-to-create-amazing-content-for-growth/

In this episode, Alex Price, the founder and managing director of 93x and 93digital (a London WordPress Agency) and the founder of FINITE, a private community for marketers working in the B2B technology sector, shares from his experiences and thoughts on improving the user experience for websites to boost business growth. Insights he shares include:

• Why do B2B companies still view their websites to be more of a shop window
• Why websites should mirror offline selling process
• The right way to approach website development.
• What your website development approach means from a customer experience (CX) and user experience (UX) perspective for websites
• How to get buy-in for a change in approach to user experience for websites
• Good practices to keep in mind for improving the user experience for websites
• The role of SEO and AI in improving the user experience for websites
• Lessons to learn by looking at other businesses' approach to website development?
• The framework that Alex takes clients through to think through website strategy that drives business objectives
• Results we can expect by going through the framework and process
• How to find friction points in a user's experience on a website and how to address those
• Design or content which is more important for buyer enablement
• and much more ...

Read more - https://www.sproutworth.com/improve-user-experience-for-websites/

In this episode, Brandee Sanders, VP of Marketing for Modal shares her perspectives and insights on the data science process and how best to use data science to go from pilot to pipeline.

Modal is a digital sales solution driving transparent auto e-commerce for the world's largest brands and dealers.

Insights she shares include:

• What is a data science process
• What is a data science life cycle
• Stages of data processing we need to be aware of in business
• How to use the data science process to go from pilot to pipeline
• How to determine if you are ready to use data science to drive growth
• How to ensure you have one source of truth
• How to find the budget for ABM initiatives backed by data science
• How to ensure you have leadership buy-in to go from pilot to pipeline and that a top-down directive is in place
• How to get and use an innovation budget to test your hypothesis
• The best ways to shift and reallocate budgets from existing programs
• and much more…

Discover more at - https://www.sproutworth.com/data-science-process-go-from-pilot-to-pipeline/

In this episode, Sean Whitfield, founder of Eloquent Digital (a full-service digital agency) shares his perspectives on generating demand for B2B businesses. Insights he shares include:

• Why Sean says he is done with inbound marketing strategies
• Why Sean would rather focus on generating demand
• What is demand generation
• How is "demand generation" different from “demand creation”
• How to distinguish between demand generation or demand identification
• Sean's thoughts on the statement - "Audiences make the marketer"
• Critical components for a successful demand generation program
• A walk through strategies for generating demand with examples
• How Eloquent goes about generating demand via advertising and by using the wheel of persuasion
• and much more...

Get more details here - https://www.sproutworth.com/generating-demand-for-growth-demand-generation/

In this episode, Mike Maynard, Managing director of Napier a European B2B technology PR firm shares his perspective on creating predictable business success by keeping a focus on actionable metrics as opposed to getting caught up with vanity metrics. Insights he shares include:

• What are vanity metrics
• Why vanity metrics do businesses a great disservice
• How to identify vanity metrics
• What metrics should a business look at instead to drive growth
• What does building a relationship with your customer look like given automation and other elements businesses often have in place
• What is the implication of metrics on lead nurturing and on personalization
• How best to deal with the deluge of data available to businesses in order to boost growth
• finding the balance between data and connecting with people
• How to run PR in today's world and how to avoid vanity metrics
• How best to run advertising for technology companies
• and much more...

Read more at - https://www.sproutworth.com/vanity-metrics-how-to-create-growth-metrics/

IIn this episode, Marcus Cauchi, founder of Laughs Last Ltd and fractional Chief Revenue Officer for a number of technology scale-ups shares his thoughts and perspectives on channel sales strategies that drive massive growth and how to best structure your channel sales partnerships.. Insights he shares include:

• What are channel sales
• What are channel sales
• Benefits of channel sales strategies
• How to structure your channel sales strategies and partnerships
• How to find channel sales partners
• How to recruit channel sales partners
• How to effectively measure the efficacy of your channel sales strategies
• How to motivate channel sales partners
• Qualities of a good channel sales manager
• Downsides of a channel sales model
• How to implement a channel sales model and factors to consider
• and much more…

Read more at - https://www.sproutworth.com/how-to-use-channel-sales-strategies-for-growth/