You’re throwing an office party now and you need to get noisemakers, silly hats and confetti. You know you can find all of these things on Amazon, but lately, you’ve also been fielding increasingly-aggressive office visits from a door-to-door party clown from the local clown college trying to sell you all of these very items — and he warns that, if you don’t, you’re a terrible manager and hate puppies. Who do you go with… and why is it Amazon?

Today’s guest, neuroscientist Dr. Terry Wu, Owner at Neuromarketing Services, says you choose Amazon not because of John Wayne Gacy or the movie IT, but because our brains are wired to love buying but hate feeling like we’re being forced.

This is just one of many examples Dr. Wu shares in the latest episode of how neuroscience influences buying behavior — and how understanding the science helps you make a sale.

We discuss:

• The difference between helping a customer buy and selling to them

And be sure to check out:

• Terry’s speaking 

Now that you know why the brain buys, are you ready to learn how to foster human connection to build high-performance teams, or how to overcome buyer resistance? 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

Your organization has successfully made the transition to remote work. The pandemic proved you don’t need the expensive office lease to get the job done. But something is missing. There’s no more awkward attempts to side-step around each other in the hall. You can no longer visit the jar on Sheryl’s desk in HR and sneak enough candy to make Wilford Brimley tear up. There’s no more spontaneous conversation. No more office culture. How do you build human connection in a digital world?

Today, I’m speaking with Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and Author of Climbing the Right Mountain, about how to foster real human connection remotely and how to nurture high-performance teams.

We discuss:

• How to foster connection in a digital world

Now that you know how to foster human connection to build high-performance teams, are you ready to learn how to overcome buyer resistance, or how Google’s new rules impact your SEO 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 try shopping out in the real world again for the first time since before the pandemic made the whole world play a game of The Outside Is Lava. You’re about to head into a store to finally treat yourself to that fancy air fryer that your friends’ and family’s screams assure you you can’t live without. Then, you see the salesman at the door salivating and rubbing his hands together like some cartoon villain, so you leave. You’ve just experienced buyer resistance. How can you make sure that your reps aren’t the salesmen in the doorway, chasing off your buyers?

Today I’m speaking with Kerry Cunningham, Senior Principal, Product Marketing at 6sense, who says the key to overcoming buyer resistance is understanding buyer behavior — and he shares a ton of behavioral insights in this episode.

Kerry covers:

• Why the buyer is more in control than ever (and can smell BS a mile away)

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

Your SEO strategy has been paying off: You’ve won some key rankings and, more importantly, they’re generating leads. But then the infamous internet autocrat, which prefers to be called Google, decides to implement some changes to its algorithm — and they require technical expertise on your end. Do you have the technical SEO capabilities to meet the challenge or are you doomed to share the fate of Ask Jeeves and MySpace?

If you weren’t already aware, this is not merely a hypothetical — Google really is changing its algorithm to punish slower pages in its rankings. If you aren’t sure what this means for your business, today’s guest, technical SEO wizard Geoff Atkinson, Founder and CEO of Huckabuy.com, has the answers you seek.

In this episode, we discuss:

• The changes Google is implementing and what they mean for you

Now that you know how Google’s new rules impact your SEO, are you ready to learn the secrets to establishing credibility or crack the code to effective outbound marketing? 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 late in the sales cycle and suddenly a bunch of your reps develop a new superpower for giving BS excuses — my buyers all went on vacation, they’d buy us if we weren’t so expensive, my dog ate their key decision-maker. How did this happen? Were they bit by a radioactive liar?

Late-cycle excuses usually mean early-cycle mistakes. One of the biggest ones? Failing to establish credibility.

This week, we’re trying something a little different — and there’s booze involved. Lisa Schnare, Natalie Pitchford, and Carlos Nouche join me for drinks to discuss why credibility matters and how to build it fast. Pour yourself a drink and strap in for a B2B Revenue Executive… Experiment?

In this episode, we break down what it takes to quickly establish credibility, including:

• Personalization

Now that you know the secrets to establishing credibility, are you ready to crack the code to effective outbound marketing or learn more about the entrepreneurial journey for women? 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

Who owns the Go to Market strategy, and why is the correct answer marketing? 

Before you get into the octagon to fight this out, it’s important to look at revenue and the go to market strategy through a different lens. 

Which is exactly why our guest on this episode of the B2B Revenue Executive Experience was such a huge get. Christina del Villar is the author of Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy, and in this episode, she dropped so many knowledge bombs on us. 

Among the things we talked about: 

- The G.R.I.T. marketing method

- Getting rid of the grey areas of dollar attribution

- Turning marketing into a revenue knowledge center

- Why marketing should own the Go to Market strategy

Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? 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

Your organization says it puts its buyers first — like nearly every other company in existence — and you’ve been tasked with the unenviable job of clearly articulating how. Where do you start? You know that buyer-first selling may be one of the most human goals for your business, but it’s only achieved by understanding the humans involved — which means diving into the data.

Today’s guest, Carla Intal, Insights Analyst at LinkedIn, joins the show to discuss how. Using data and analytics, she’s helped create a list of 5 buyer-first principles that actually work.

In this episode, we discuss:

- What the data says about the most effective selling motions

- The 5 buyer-first principles derived from the research

- How sellers can leverage data themselves

Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? 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

Your latest paid-ad campaign is a resounding failure. You wanted to try and siphon off some customers from your competitors' larger customer base. As it turns out, those extra customers allowed your competition to reach far further into far deeper pockets to outspend you at every turn. Why is outbound marketing so difficult? 

Today’s guest, Mark Colgan, CEO of Spea k on Podcasts, says it doesn’t have to be. He joins the show to decode the myths and mysteries of outbound marketing.

In this episode, we discuss:

Why outbound marketers should think like SDRs

How to tackle the difficulty of attribution in outbound marketing

Why helping is better than selling

Now that you’ve cracked the code to effective outbound marketing are you ready to learn more about the entrepreneurial journey for women, or gain the skills to spot professional sabotage before it happens? 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

If you have to step away from your career for a prolonged period of time, do you have a plan for re-entering the workforce? 

For many women, this hypothetical is a reality — and there’s one plan more and more women are opting for… 

Entrepreneurship. 

Today’s guest, Amy Anderson, Co-Founder of Wild Coffee Marketing joins the show to discuss her passion for helping other entrepreneurial women and share her marketing insights. 

In this episode, we discuss: 

- Why the entrepreneurial journey is often different for women 

- The effects of COVID and why more CEOs are paying attention to mental health 

- Why entrepreneurs are well-equipped to handle today’s unpredictable business landscape 

Now that you know more about the entrepreneurial journey for women, are you ready to gain the skills to spot professional sabotage before it happens or employ buyer-first principles in your organization? 

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

On a beautiful day in mid-March, you happily stroll into your workplace ready to tackle the most pressing issues facing your organization. You turn to your most faithful advisor and signal it’s time to get to business. All of a sudden, that same advisor, Brutus, starts stabbing you. And everyone else in the senate does, too. This easily makes your top-ten worst Mondays. Why is it that leaders never see betrayal before it happens? 

OK, so maybe it’s not as bad as Caesar, but as a leader in your organization, you need to be prepared to handle betrayal, theft and deceit — which means you need to listen to Today’s guest, Brandon Wilson, President and CEO of Wilbron Inc, and author of Sabotage - Leadership that Overcomes Betrayal, Theft and Deceit. 

Brandon joins me to share his expertise and be the oracle you need to turn the tide on the Ides of March and avoid ever falling victim to professional sabotage. 

In this episode, we discuss: 

- The importance of thinking in terms of legacy 

- Why leaders often fail to spot sabotage despite how common it is 

- The 4 horsemen of sabotage (and how to spot and stop them) 

Now that you know how to spot sabotage before it happens, are you ready to learn how to employ buyer-first principles or the role data should play in your organization? 

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