The B2B Revenue Executive Experience

This quarter, you're falling behind and worried you won’t make your sales goals. Taking a look at your sales team, you realize that if everyone could just sell like your top earners, you’d be way ahead of your target by now. What if there was a way to take the artistry of your best reps and boil it down to a science all your reps could follow?

That’s exactly what my latest guest, Seth Marrs, Research Director at Forrester, is an expert in. He joins the show to share how you can marry the art and science of sales by effectively leveraging data and technology into your sales org.

Now that you know what it takes to transform your sales org with data and technology, are you ready to dive into how to rehumanize your customer experience or learn the secrets to personalizing at scale? 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

So your lead generation channels have reached a plateau and your sales operation is stuck in second gear. There’s enough happening to get by but that electrifying atmosphere is waning. You’re wondering whether PR will help kick things up a notch but the PR climate is evolving as fast as business tech. Where do you start?

Mickie Kennedy, Founder & CEO of eReleases, a leader in affordable press release writing and distribution, provides the answer.

What we talked about:

Check out these resources we mentioned during the podcast:

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.

• 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 top SDR has spent all night brushing up on B2B sales tips. They make their way to the first prospect, who happens to be a high-ranking military official. Little do they know, those B2B tips are no good here. This is a public sector institution, and they don’t play by B2B rules.

Green Leads CEO, Mike Farrell, explains.

What we talked about:

Check out these resources we mentioned during the podcast:

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.

• 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

The meeting you have tomorrow is with the sales team. You’re anticipating a sleepless night. As you sharpen your pitchfork, you wonder why no one’s solved the alignment problem between sales and marketing. Then, you remember something: You’re not in Mad Men; you’re running a successful ABM campaign — and collaboration with sales is the name of the game.

My guest today is Mike Maynard, Owner at Napier Partnership Limited, who came on the show to demystify Account Based Marketing and explain how to harness its numerous benefits.

In this episode, we discuss:

• 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

This last year brought a lot of changes that range the gambit from internal organizational improvements to reimagining and shifting outbound marketing.

This evolution has fostered a new constant awareness of who we’re selling to and where they spend their time.

It’s crucial that we take what we've learned this past year about virtual selling and continue to develop those skills as we step into the post-COVID “new normal.”

On this episode of B2B Revenue Executive Experience, I talk with Darrell Amy, author of the best-selling book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth, host of the Revenue Growth Podcast, and co-host of the Selling From the Heart Podcast.

What we talked about:

Mentioned on the show:

For the entire interview, you can listen to The B2B Revenue Executive Experience.
If you don’t use Apple Podcasts, we suggest this link.

• 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 have your ideal customer persona nailed down. You know the problems they have and why they should choose your company over your competitors to solve them. You’ve spent a great deal of time learning what they think about your product.

How much time have you spent learning how they feel?

My latest guest, Kyle Duford, as Executive Creative Director of The Brand Leader, has spent his career learning about it. He joins the show to simplify the intangibles of brand into something you can master, too.

We discuss:

Now that you know how to craft your brand, are you ready to learn how to establish a repeatable sales process or build the right team? 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 new startup has got a killer product, which deserves a best-in-class sales process, so you hire someone with a track record of success at your favorite company — the one you most want to emulate. You’re as confident as they are when they join the team. Then it all goes wrong. Why is it so hard to build a repeatable sales process?

If you listen to my latest guest, Dan Morris, Managing Partner of Mindracer Consulting, a modern VP of Sales & CRO as a Service firm, you’ll quickly learn it doesn’t have to be. You’re just approaching it wrong.

In this episode, we discuss:

• 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’ve ever been through an acquisition, you know there are a lot of moving parts to it. It’s a tough thing to pull off in a year.

Could you imagine going through 33 in 13 years?

Justin Hartanov, Chief Commercial Officer of Syndigo, doesn’t have to imagine — he’s done it and lived to tell the tale. Which is why I brought him on the show to share the secrets to a successful acquisition.

What we talked about:

Now that you know how to handle acquisitions as a growth strategy, are you ready to learn the secrets to personalizing at scale or what it takes to be a great sales leader? 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

Joseph Fung, CEO of Uvaro and host of "The Seller's Journey' Podcast, chats with Chad about the generational differences we're seeing in sales, the new challenges companies are facing, and how it relates to:

OPTIONAL: Check out these resources we mentioned during the podcast:

If you want to dive deeper into the discussion, find us on Apple Podcasts, Spotify and Stitcher.

• 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 just introduced yourself to an important prospect. It went well, but you want to make sure that great first impression resonates by sending a gift. It needs to be something unique that always sparks joy, like your family cookie recipe. Wait…why not the family cookie recipe?

Today’s guest, Chelsea Martin, Co-Owner of Noms Bake Shop, can help you do just that. She joins me on the show today to talk about how you can elevate your corporate gifting into something meaningful and memorable with cookies.

We discuss:

• 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