The B2B Revenue Executive Experience

AI's presence in our lives continues to increase with the potential to transform entire industries. When talking about business revenue, one key area where AI's role becomes increasingly obvious is value management.

We were wondering:

How can tech companies leverage AI to create value, drive growth, and improve customer experience?

To help us with that, we have Craig LeGrande, CEO and Founder of Mainstay. With over 20 years in high tech at top companies like IBM, Accenture, and Cisco, Craig had the privilege of learning directly from leaders in sales, marketing, and product development. As the co-author of Ruthless Execution and Competing for Customer, Craig shares insights into leadership and building strong customer relationships.

Now that you know how to leverage AI to enhance your value management, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: Craig LeGrande, CEO and Founder of Mainstay

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

The B2B Revenue Executive Experience podcast is going through a major change. After two years and over 100 episodes, Carlos Nouche and Lisa Schnare are taking a break to focus on their roles as Managing Partners. So please welcome your new host, Cory Cotten-Potter, Director of Digital Marketing and Enablement at ValueSelling.

However, nothing is going to change. We'll continue diving deep into the strategies and tools that drive B2B revenue growth. From the latest SDR bots and self-service buying to sales leadership tactics, sales, and marketing alignment, as well as other RevOps insights, we'll cover everything you need to thrive as a revenue leader.

Cory Cotten-Potter, Director of Digital Marketing and Enablement at ValueSelling Associates

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

Why is there a disconnect between the amount that organizations are investing in sales enablement programs and the yield of success they’re seeing as a result?

Why might your strategy be failing, and importantly, what are the solutions? Well, firstly, we have to accept that buyers have changed.

The complexities of buyer personas and the crucial need for dynamic, real-time data are things we all need to get our heads around sooner rather than later.

James Pursey is here to help us do just that – James is well-practiced boiling down complex business problems, getting teams aligned and driving the change that is needed in a company. He is the Co-Founder & CEO of Replicate Labs, an organization that helps sales & marketing teams understand their buyers better through utilization of advanced and dynamic buyer personas.

Timeline:00:00 - Intro02:04 - Uncovering Hidden Passions03:39 - From Marketer to AI Innovator06:36 - The Cost of Ineffective Sales Enablement09:24 - Measuring Success: The Downside of Surveys13:18 - Accountability in Sales Training15:24 - Learning to Swim20:44 - No One Wants to Be Sold To Anymore24:19 - Real-Time Relevance: Buyer Personas27:45 - Engaging Clients with New Tools32:19 - Feedback that Transforms33:58 - From Stagnant to Dynamic Personas38:27 - Identifying the Need for Change39:00 - The Window Shopping Phenomenon
Now that you know how to become the best possible you, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.
GUEST: James Pursey, Co-Founder & CEO of Replicate Labs

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

It’s all possible.

In our disrupted and distracted world, change is the new normal. Having a positive mindset and taking positive action is a must.

Of course, not without hard work. So then, here's our question for today:

How can you become the best possible you, no matter your role?

To help us with this today, we have Rob Hartnett, Founder & CEO of Business Performance International. Rob is an award-winning sales and marketing leader, world champion seller, author of the book It's All Possible, and host of the It's All Possible Podcast.

Now that you know how to become the best possible you, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: Rob Hartnett, Founder & CEO of Business Performance International

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

Building and leading a world-class sales development team is crucial for the success of any organization.

A well-functioning team significantly impacts revenue growth, customer acquisition, and overall business expansion.

However, creating such a team requires careful planning, effective leadership, and commitment to key principles that drive excellence.

Our main question for today:

What are some best practices to run a world-class sales development team?

To help us with this today, we have Ralph Barsi, VP of Sales at Kahua, an advisor, and an investor.

Now that you know how to build and run a world-class sales development team, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

Subscribe to the podcast or write a review

• Spotify
• Stitcher
• TuneIn
• Apple Podcasts

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

RevOps is a strategic function within organizations that focuses on aligning sales, marketing, and customer success teams to drive revenue growth and scalability.

It plays a crucial role in ensuring the smooth functioning of these departments, optimizing processes, and maximizing revenue generation.

But how can you leverage RevOps to build a high-growth, predictable, and scalable business?

To help us with this today, we have Laura Adint, Operations and Strategy Executive at a financial services company, and Sean Lane, Founding Partner at BeaconGTM, who recently collaborated to release The Revenue Operations Manual.
Now that you know how to build a high-growth, predictable, and scalable business, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.
Episode Resources

• Laura Adint on LinkedIn
• Sean Lane on LinkedIn
• Carlos Nouche on LinkedIn
• Lisa Schnare on LinkedIn
• The Revenue Operations Manual
  
  

Subscribe to the podcast or write a review

• Stitcher
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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

The rapid advancement of technology, especially in AI, has profoundly impacted all industries and is reshaping the way we work.

As AI continues to evolve, the future of work presents both challenges and opportunities.

The outdated business playbook must evolve. Success requires a shift in mentality, internal processes, operations, and even values.

We were wondering:

How is the future of work changing, and how can you adapt to these changes effectively?

To help us with this today, we have Mary Shea, Global Chief Evangelist at HireQuotient. With over 25 years in business, Mary has held various roles, including CRO, Analyst, Evangelist, and, most recently, Co-CEO at companies such as Mediafly, Outreach, Forrester, and StartOut.

Now that you know how you can adapt to the new era of work, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: Mary Shea, Global Chief Evangelist at HireQuotient

Subscribe to the podcast or write a review

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

It's no surprise that AI is becoming increasingly dominant in various industries, including sales.

AI has the potential to revolutionize the sales process by automating tasks, analyzing data, and providing valuable insights.

However, despite all the excitement and hype surrounding AI sales, the human touch still plays a crucial role.

Today's question:

How can you leverage the power of human relationships in the era of AI sales?

To help us with this today, we have David Connors, Co-Founder and CEO of The Swarm, a Go-To-Network platform that gives companies and investors the keys to their extended networks and the relationship data they need to accelerate sales, recruiting, and fundraising.

GUEST: David Connors, Co-Founder and CEO of The Swarm

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Now that you know how to leverage the power of human relationships in the era of AI sales, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

With the rise of cloud computing and the increasing demand for software solutions, SaaS has emerged as a dominant model for delivering software applications to customers.

However, with intense competition and rapidly changing customer needs, SaaS companies must adopt effective strategies that will enable them to not only survive but thrive in the long run.

Before starting your own company, there are two important questions you must answer:

How can you build a successful SaaS company from the ground up?

What does it take to scale from a good idea to a productive business?

To help us with this today, we have Benjamin Johnson, Founder and CEO of Particle41. Ben is a seasoned technical co-founder with over 20 years of experience in software development and leadership. He has a proven track record of success and hands-on expertise in open-source programming. Ben excels in managing remotely distributed development teams and implementing innovative business strategies.

Now that you know how to successfully build and scale a successful SaaS company from the ground up, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: Benjamin Johnson, Founder and CEO of Particle41

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest

So many companies start out with the goal of going public and hitting it big.

But, unfortunately, for many of them, a successful exit via a merger or purchase is far more likely.

We wondered:

What are the best strategies to position your company as the go-to-market leader during an M&A process?

To help us with this today, we have Aron Bohlig, Managing Partner at ComCap. Aron is a global digital media executive with vast experience in both startups and multinational corporations. He has achieved significant milestones as an advisor and operational executive across the US, Europe, and Asia. Aron is also the Co-Author of the book “Mastering Technical Sales: The Sales Engineer's Handbook.”

Now that you know how to position your company as a market leader during an M&A process, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

GUEST: Aron Bohlig, Managing Partner at ComCap

Subscribe to the podcast or write a review –

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The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so
Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

If you are interested in joining The B2B Revenue Executive Experience as a guest, please complete this form: fame.so/vsa-guest