The B2B Revenue Executive Experience

Your company has just launched its newest innovation — it’s gonna change the world! If you can successfully bring it to market, that is. So, naturally, you’ve consulted a Druid priestess, a sorcerer from Des Moines and Deepak Chopra to make sure everything goes smoothly. You’ve read the augers, but they were murky (“Reply hazy, try again”). Before you delve into more alternative forms of divination, what if we told you there was an easier way?

Well, if you ask today’s guest, Patrick Baynes, CEO of Nerdwise, he’ll tell you that you’re overthinking it. Forming your GTM strategy doesn’t take black magic; it just takes a little organization and preparation.

Join us as we discuss:

• The best approach to planning a GTM strategy 

Now that you know the secrets to refereeing the battle between sales and marketing, are you ready to learn more about post- pandemic selling or the B2B buyers’ journey? 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 wake up after a night on the town. As you fumble for coffee and relearn the English language, images of last night flash by. You don’t remember everything, but you’re sure that every eye was fixed on your sweet dance moves. That is… until you see the video your friend sent you of you shuffling around and zombie-rawring strangers to Thriller. Wouldn’t it be great to always know how others see you?

Today, we’re talking about brand tracking with Angeley Mullins, CMO & CGO at Latana Brand Tracking, to find out how you can gain the context to push your branding to the next level.

Join us as we discuss:

• How brand tracking goes beyond data-driven marketing to provide true context

Now that you know the secrets to brand tracking, are you ready to referee the battle between sales and marketing or learn more about post- pandemic selling? 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 quest is to navigate the ever-changing martech landscape, find meaningful data, and turn it into actionable, profitable strategy. Easy!

Oh, there’s one tiny catch: Your marketers and sellers will need to become data scientists too — in all of that imaginary free time they have. There has to be a better way, right?

Luckily our guest, Brian Walker, President at Statwax, is an expert at helping brands identify the metrics they need and create a single, powerful thread that gets everyone on the same page. 

Join us as we discuss:

• Improving impact while squeezing marketing dollars 

Now that you know the secrets to refereeing the battle between sales and marketing, are you ready to learn more about post- pandemic selling or the B2B buyers’ journey? 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 in the mid-80s and you have a choice: Study for that final exam in electronics you need an A in to get your custom-pager business off the ground or join all your friends piling into that old VW van that runs on Doritos and paternal disappointment and head to the Winger concert. You make the responsible career choice, but the next day, you see the blurry Polaroids of your friends partying backstage… Well, you’ve never felt so excluded. What if we could hold events where nobody feels left out?

According to today’s guest, Julius Solaris, VP of Marketing Strategy, Events at Hopin, we can — and it comes down to hybrid events

Join us as we discuss:

• How COVID has changed events permanently

Now that you know the secrets to honing your hybrid-event strategy, are you ready to learn more about post-pandemic selling or the B2B buyers’ journey? 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

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