August Jackson delves into the strategy, systemization, and ethics of CI.

Topics covered include:

What is competitive intelligence?

How to build an ethical competitive intelligence practice.

How to conduct an effective pricing analysis.

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Jill Konrath discusses the importance of taking control of your time.

Topics covered include:

Why you’re addicted to checking notifications and what you need to do about it.

The true costs of distractions when it comes to personal productivity.

How you can stop responding to every notification, at the moment it arrives, with one or more of these apps: RescueTime, SaneBox. Unroll.Me. Freedom. 

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Charlie Nooney explains how to lead through a market transition.

Topics covered include:

How to re-structure sales and marketing efforts you so you focus on mastering the mid-market.

Why you should, as Charlie says, "never let a failure go to waste."

Learn why Charlie believes that, “The culture is in many ways in direct relation to the product… it’s hard to overcome not being excited about what you’re doing.”

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Nic Read shows us how to blend a team’s skillset into a single sales process.

Topics covered include:

What the Avengers Have To Teach Modern B2B Sales Teams.

What Nic Learned From Talking To Over 1,000 Salespeople.

The Importance Of Key Account Management Programs.

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Matt Ipri knows how to effectively market a product in a new category.

Topics covered include:

Educate customers in a niche.

Work well with the analyst community.

Reap the benefits of creating a new category

Subscribe to our podcast on iTunes, Soundcloud, or Stitcher. Want more B2B brilliance? There are lots of ways to follow us.

Get the best of business to business sales, marketing, and leadership strategies. Join Cascade Insights CEO Sean Campbell as he interviews experts in business to business (B2B) marketing, sales, and leadership.

The merit of cold email is one of the most hotly contested topics in B2B. But is it even legal in the first place?

Professionals’ inboxes are flooded by emails from senders they have no relationship to. Recipients often gripe about this and quickly relegate the emails to the spam folder.

There is a zillion think pieces ranting about how irritating cold email is. And then there is the flood of comments defending cold email as a sales tactic.

Regardless, cold email keeps pouring in. Are companies legally allowed to send cold emails without the express consent of the recipient? Is cold email legal?

The answer is: it’s complicated.

On this episode, I break it down and let you know when that cold email is illegal and when it's simply evil.

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Online presentations bring people from all over the world to engage around a topic. Today, I’m discussing how to generate more engagement with your audience with Roger Courville. Roger is called the “Michael Jordan of online presentations and virtual classes” and named rising international star by the National Speakers Association. He also leads a company called Event Builders, where for the last 18 years, he has helped companies with webinars, webcasts, and virtual classes.

In today’s episode, Roger talks about the impact of webinars to our audiences. He also explains why online presentations are crucial for communication, development, and learning as well as how to conduct one properly.

Not only will we hear some of Roger’s best practices, but we can learn about his pet peeves, personal weaknesses, and favorite presentations to watch and learn from. 

In This Episode:

• Why makes webinars so bad?
• Generating engaging presentations as communication tools
• Creating effective attention getters to drawn in your audience
• How to design a motivational presentation for information cognition and retention
• Producing presentations with a genuine approach
• What webinars lack to engage audiences
• How to improve presentations to involve your audience
• Effect of introductions and biographies motivates audience to continue to listen
• Talking at people versus talking with people
• How to coach your boss when you know the more effective approach
• Watching top talks and seminars to understand best practices
• Understanding strengths and weaknesses of presenters giving webinars
• Things you need to stop doing right now before your next webinar
• How a virtual medium is different

If you love this podcast, don't forget to give us a review on iTunes, SoundCloud, Google Play, Stitcher, or wherever you happen to listen.

Over the years, we worked with great product managers. Most of the time they build great products, but sometimes their products just aren’t good enough, and our research proves it. Wouldn’t it be great if we compiled a great list of the most popular and persistent product management blunders from hundreds of different research projects?

Well, that’s what we did for today’s episode. We’ll cover the top 10 reasons why a company’s best products just can’t catch fire with their customers and give some advice on how to overcome these obstacles.

In This Episode:

• What does it mean to be incumbent in the tech industry?
• Is everyone you compete with meeting or exceeding the job to be done?
• Why being ahead of the competition isn’t always a good thing.
• How do you understand your target customer base?

 Reasons Why Your Product is Failing:

• The product isn’t good enough to beat the incumbent.
• Customers can’t find a distinguishing feature.
• The Product is too hard to use.
• Partners can’t drive customers to a successful end state.
• Your competitor may be your customer.
• You’re ahead of the market.
• Without you around, the product doesn’t work.
• You’re selling to the buyer persona of the past.

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What company doesn't want to understand why they're losing deals? We talked about the possible reasons why your product or marketing is the reason why you’re losing deals, but what if the sales team is the one truly to blame?

In today’s episode, I talk about our list of major reasons why sometimes your sales team can make or break a deal, why even the best products won’t sell like pancakes, and how you should win a B2B deal in 2017.

In This Episode:

• Our list of top reasons why your sales team could be the reason why you lost a deal.
• Why you shouldn’t focus on the pitch deck too much.
• Why complex products aren’t automatically great products.
• How being responsive can elevated your business.

The Takeaways:

• Customers need to know that you understand their industry.
• Know how the customer is going to use the product.
• Sales teams need to be ready to skip to pitch deck.
• Know your buyer personas.
• Focus on ease of use.
• Be transparent about total cost of ownership.
• Sell with an entourage.
• Be responsive when interacting with leads.

If you love this podcast, don't forget to give us a review on iTunes, SoundCloud, Google Play, Stitcher, or wherever you happen to listen.