For almost two years, you’ve heard everything under the sun be described as the new normal. Everything from unconvincing Zoom backgrounds to stockpiling so much toilet paper that Charmin sends the mean bears they don’t show in the commercials to your house The new normal is that the world has completely changed. So, why is your sales team so eager to get back to their old normal?

Today, I’m speaking with Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of What's in the CARDS?, to find out how to navigate the complexities of post-pandemic selling.

Join us as we discuss:

• The ins and outs of post-pandemic selling

Now that you know the secrets to post-pandemic selling, are you ready to learn more about the B2B buyers’ journey, or how to use data to prevent revenue leaks in your business? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

$2 million annually — That’s a rough estimate of how much money your company could leave on the table if there’s misalignment within the organization.

And it’s all due to revenue leaks.

If your sales team is busy making cold calls, they might miss out on opportunities stagnating in the pipeline. Like a ship crew rowing as fast as possible, but never taking a moment to look up and see the ship is sinking.

The beer you just ordered is placed on your table. While you’re busy talking with your friend, a small leak in the glass has robbed you of half of your drink. You only notice something’s wrong when the beer drips onto your pants.

The same thing has been happening to businesses with their revenue for a long time. But data is finally giving them the tools to notice the leak way before it drips off the table.

Our guest, Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc., discusses revenue leaks, the infinite importance of data to a business, and how to scale your business.

In this episode, we discuss:

• Plugging leaks and uncovering data in businesses

Now that you know how to use data to prevent revenue leaks in your business, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

Let’s speed up time a bit: It’s summer 2022. You’re headed to your first in-person B2B Marketing conference since way back when — and you’re a bit rusty at navigating event complexes. As a result, you’ve gotten yourself good and lost.

The first person you ask for directions starts screaming something that sounds like trigonometry at you. He’s soon joined by another helpful human who bellows calculus at you. Then, an opera singer with a bullhorn offers her assistance in a piercing Bavarian falsetto. Suddenly, you realize: These must be B2B marketers and you must be in the right place after all.

Today, I’m joined by Mike Pastore, Director of Custom Content at Technology Advice and host of the B2B Nation podcast, who shares how marketers can better understand the B2B buyers’ journey and help guide buyers along the way — without merely trying to shout over the noise.

Join us as we discuss:

• The nonlinear nature of the buyers’ journey

Now that you know how to navigate the B2B buyers’ journey, are you ready to use data to prevent revenue leaks in your business or learn how to build trust and confidence with your content strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

Most people today have a subscription to some product or service. Or leaching a streaming subscription from a friend or family member… No judgment.

But when we think about subscription services as a business, what keeps us renewing month after month and how can businesses continue to improve that experience?

We speak with Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies, and author of "The Membership Economy" and "The Forever Transaction", about businesses transitioning to subscription-based, the associated benefits, and the challenges those businesses will have to navigate.

In this episode, we discuss:

• Discussing a subscription based economy

Now that you know the benefits of subscription-based and how to transition your business, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience. 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

One day, you wake up, look in the mirror and notice the bags under your eyes have bags under their eyes — wait, did your eye-bags always have eyes? Now, you’re walking around, semi-catatonic, muttering “the bags have eyes” to your increasingly worried cat… or maybe you’ve just developed an overwhelming urge to play a few hands of canasta on a beach in Aruba.

Whatever the reason, when it comes to an exit strategy for your SaaS business, you better have a solid understanding of how M&As work.

Today’s guest, Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A, has all the information you need to get the most out of your exit.

In this episode, we discuss:

• What makes SaaS M&As different

Now that you have a solid exit strategy, are you ready to learn how to infuse data literacy into your team, or how to build trust and confidence with your content strategy? Check out the full list of episodes:The B2B Revenue Executive Experience. 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

You’ve been inundated with more excuses than usual from your newest reps lately, which isn’t good on the best of days, but knowing the next batch will come on a Zoom call with 18 guests… Yeah, your latent migraine is already planning a party for its prophesied return. You’ve heard every old canard imaginable — but the last 18 months brought a new one: I can’t sell virtually.

What if I told you your rep is looking at virtual meetings all wrong? What if I said you are, too?

This week is the second time Lisa Schnare, Natalie Pitchford, and Carlos Nouchejoin me for drinks in our new, not-safe-for-work sales series and this time it’s personal… virtually.

In this episode, we discuss how to adapt to in this new virtual world, including:

How to stay personal, virtually

How leadership can overcome the challenges of distractions from a distance

Common reasons for video reluctance and how to overcome them

Now that you know how to navigate the new world of virtual selling, are you ready to optimize your tech stack or dive into how Google’s new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

We often use the words marketing and advertising interchangeably. But while advertising is a component of marketing, marketing itself refers to your ability to attract and keep a customer.

Which are you investing time in?

In this episode, I interview Wayne Mullins, Founder at Ugly Mug Marketing, about why your marketing strategy is messed up, how to turn customers into evangelists, and an ancient marketing framework that works every time.

Listen in as we discuss:

• Why marketing doesn’t have to be the confusing mess it often is

Check out this resource we mentioned:

• Wayne’s book is Full Circle Marketing 

Now that you know that marketing doesn’t have to be so frustrating, are you ready to learn some practical strategies to implement to make it start running smoother? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

You’re in college and (other than the vaguely threatening hairspray bills your Mötley Crüe tribute band has racked up) things are going pretty well. You passed that calculus class you’ve been worried about all semester — and managed to forget basic arithmetic before the celebration keg was even cracked. If forgetting is so much easier than learning, even in academia — how can you ever expect to upskill a whole organization?

You know you can’t just give up. Especially when it’s something everyone needs to know — like data.

When you want data literacy across a whole organization, you turn to today’s guest, Matt Cowell, CEO at QuantHub, an organization dedicated to helping you imbue every part of your own organization with the dark data arts.

In this episode, we discuss:

• Why longform learning fails

Now that you know how to infuse data literacy into your team, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

It’s the mid-70’s and you’ve just purchased your first new car — a Ford Pinto. The commercials convinced you that this car was built to survive a demolition derby, while the salesman in the lounge suit convinced you it didn’t matter that you couldn’t drive stick. Now you don’t know what’s worse — grinding the gears and stalling every 200 yards or that the bike messenger who bumped into your fender last time you did sent the entire car up in flames. Could anything make you trust a brand’s content (or yourself) again?

If anyone could, it would be today’s guest, Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc, who joins the show to discuss how effective content strategy is for building customer confidence and trust in your brand.

In this episode, we discuss:

• Why customers need to be confident in you and themselves

Now that you know how to build trust and confidence with your content strategy, are you ready to learn how to optimize your tech stack or dive into how Google’s new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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

You’ve been speaking to a salesperson about a new piece of software that’s going to revolutionize your tech stack. It’s AI-powered. It’s shiny. It has an all-leather interior and chrome trim. It helps grandmas cross the street and carries their shopping bags. You’re daydreaming about all the things you can do with it… and somewhere along the way, you’ve forgotten what you’re trying to do in the first place.

Today I’m joined by Asa Hochhauser, VP of Sales for McGaw.io, to discuss the almighty tech stack and how to avoid the pitfalls — like the one above — many companies find themselves falling into when trying to optimize theirs.

In this episode, we discuss:

• Why you need to understand the product before you buy

If you want to easily visualize and find new ways to optimize your tech stack, all in one place, be sure to check out the McGaw.io stack builder. 

Now that you know how to optimize your tech stack, are you ready to dive into how Google’s new rules impact your SEO or learn the secrets to establishing credibility? Check out the full list of episodes: The B2B Revenue Executive Experience. 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

• 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