The B2B Revenue Executive Experience

Building a business is hard work. It becomes your whole life. 

 

You pour your entire heart and soul into mastering your market. 

 

But a day will come when you want to take a break. Do you know what to do?

 

Well, if you don’t, have no fear. Our guest today is Terry Lammers, Cofounder of Innovative Business Advisors and he’s going to walk you through everything you need to know.

 

Author of “You Don’t Know What You Don’t Know,” Terry literally wrote the book on acquisitions. 

 

He explained:

 

- Why cash flow is the most important factor in an evaluation

 

- Why you need a realistic valuation and relevant, readable financial statements

 

- Why the most valuable companies are ones that work without their owners

 

This blogpost includes highlights of our podcast interview with Terry Lammers, Cofounder of Innovative Business Advisors and author of “You Don’t Know What You Don’t Know.”

 

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

 

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

Have you ever asked yourself what your customers like outside of work?

 

Are your prospects overwhelmingly fans of golf, frisbee golf or horse g— er, polo? 

 

If so, maybe you should start sponsoring some events. 

 

Despite what you may think, sponsorship isn’t just for B2C companies. In the right hands, it can be a powerful marketing tool — whether you’re sponsoring some golf-variant or community events.

 

And our guest today, Ken Ungar, President, Founder and C-level sponsorship consultant at CHARGE, has some advice for B2B companies looking to start reaping the rewards of sponsorship. 

 

He goes over:

 

- Why sponsorship is all about targeting the right audience

 

- How the access afforded sponsors can shorten your sales cycle

 

- How sponsoring smaller community events gives you more bang for your buck

 

Check out these resources we mentioned during the podcast:

 

https://chargesponsorship.com/ebook/navigating-the-sponsorship-game-20-questions-to-sponsoring-success/

 

This post includes highlights of our podcast interview with Ken Ungar, President and Founder at CHARGE. 

 

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

 

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

What’s on your company’s blog? 

 

Pet pictures? The company dodgeball tournament results?

 

If so, you’re missing a chance to build trust and earn attention through your expertise. 

 

It’s something my guest today, Joe Sullivan, Thinker & Founder of the industrial marketing agency Gorilla 76, says happens at too many companies. 

 

Most great salespeople know establishing yourself as an expert can guide the buyer through their buyer’s journey and buying decision. 

 

So, why do so many businesses forget the power of expertise in marketing?

 

In this episode, Joe explains:

 

- What makes your expertise so powerful (& how you can use it)

 

- How, in the long run, meaningful connections beat volume 

 

- Why video-based prospecting is so potent

 

This blogpost includes highlights of our podcast interview with Joe Sullivan, Thinker & Founder of Gorilla 76.

 

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

When was the last time you really laughed at work? I mean genuine laughter. 

Side-splitting, foot-stamping, making-note-of-the-nearest-bathroom laughter.

The workplace needs more comedy. Now, I’m not saying we need to turn the office into a comedy club, but...

My guest, Chris Tabish, might.

Chris is Co-Founder at Venture West Consulting and Author of “Comediology,” a book explaining how we can be more fulfilled and effective in business with comedy.

Really though, it’s not the comedy club atmosphere we need to adopt, but the principles underlying comedy — principles we can adopt as a philosophy to bring some levity to our businesses and also drive real results. 

We went over:

- The principles of comedy you should adopt in your business

- Why we need the authenticity of comedy in the workforce

- How dumb ideas can sometimes unlock great ideas

This blogpost includes highlights of our podcast interview with Chris Tabish, Co-Founder of Venture West Consulting and Author of “Comediology.”

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

The uncertainty and challenges surrounding COVID-19 are impacting every business right now. 

 

Company leaders everywhere need to make difficult decisions quickly. This is no time for sentiment.

 

Wait, no. Scratch that. This is actually the perfect time for sentiment.

 

Customer sentiment, that is. 

 

Sid Banerjee, Executive Vice Chairman, Founder & Chief Strategy Officer at Clarabridge, joins me on the podcast to go over why quantifying customer sentiment is one of the best tools a leader can use to guide their decisions — especially in a crisis.

 

Sid shares some interesting, real-world examples on just how companies in some of the hardest-hit industries are using Clarabridge’s platform to tap into these insights and make the difficult decisions required in a crisis.

 

We cover:

- How to use your customers’ voices to drive loyalty and reduce risk

- How quantified customer sentiment is shaping the actions of companies in healthcare, finance, and travel.

 

This post includes highlights of our podcast interview with Sid Banerjee at Clarabridge. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

If you’ve been within earshot of a classroom over the past century or two, you know the Industrial Revolution is what kicked off modernity.

Everything that makes our modern world, well, modern is literally built on the fruits of industry.

So, when it comes to marketing, why does the industrial space lag so far behind?

In our latest episode, I caught up with James Soto, Founder and CEO at Industrial Strength Marketing to find out. 

James is on a mission to bring the industrial sector back into the modernity it started. And we had a chance to see what the problems were and what the future holds for industrial marketing.

He went over:

- Why industrial B2B leaders don’t put enough stock in marketing

- Why the lack of proper metrics are making it hard to fix this

- How the primitive brain can be hacked by intrepid marketers

- Why stories are what will save marketing

This blogpost includes highlights of our podcast interview with James Soto, Founder and CEO at Industrial Strength Marketing.

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

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

AI is a hot topic these days. 

Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it.

Yet, despite the publicity, many of us are confused about what it actually is — and what it means for the future of our businesses. 

To clear up the confusion, I spoke with Neil Sahota – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine, to learn more about how AI is being used.

He went over:

- What AI is 

- What AI means for your business

- Whether we should be excited or worried about AI

- Why the human element will always be more important

This blogpost includes highlights of our podcast interview with Neil Sahota, – IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) subject matter expert, and Professor at UC Irvine.

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

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

When you’re doing a puzzle, do you just pick up any random piece and start looking for one it fits with? 

 

Obviously not. Everyone knows you start with the corners!  Prioritizing them makes the rest easy. 

 

If it’s so obvious, though, why do so many marketing strategies seem to run through all the random pieces until the picture matches the box? 

 

Because they aren’t agile. 

 

Agility is all about focusing on the most important goals and adapting — the corners, the edges, the whole picture.

 

On our latest episode, I caught up with Andrea Fryrear, author of “Death of a Marketer” and Co-Founder of AgileSherpas. 

 

I sat down with Andrea Fryrear, Author of “Death of a Marketer” and Co-Founder of AgileSherpas, who provide training in agile marketing strategies, to find out how to best approach incorporating agility into your marketing team.  

 

Andrea went over:

- The definition of agile marketing

- How to approach a pilot program

- Who benefits from agility

This blogpost includes highlights of our podcast interview with Andrea Fryrear at AgileSherpas.

 

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

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

One thing I’ve always been fascinated by is the way most companies usually approach promoting sales reps to management.

 

You have great numbers, so you should manage others using an entirely different set of skills, which we’re not going to train. 

 

Weird, right? Imagine if you were a great roofer and get promoted to lead architect — and you aren’t even taught the necessary skills.

 

I wouldn’t buy a house from you.

 

It doesn’t have to be such a dramatic transition. We just need to invest in a few key things taught to our promoted reps.

 

And top of that list is performance management.

 

For our latest episode, I spoke with Ed Eppley, owner of The Eppley Group and author of Let’s Be Clear, about how we can get better performance management from our leaders. 

 

What we talked about:

- What performance management is

- Why it isn’t taught

- How strategic planning and culture are the keys to performance management

 

This blogpost includes highlights of our podcast interview with Ed Eppley, Owner of The Eppley Group.

 

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so

I get it, there’s some natural friction between sales and marketing. 

 

It’s okay, though. It’s a healthy form of competition, a symbiotic relationship keeping both sides sharp. 

 

But if you’re in sales and you don’t know your marketing basics, you’re selling yourself short.

 

One of the things I owe my success to is the 8 or 9 years I spent in marketing before migrating over to sales. Understanding the fundamentals of marketing made my sales career.

 

And my guest today, Wayne Mullins, is all about marketing fundamentals. As the founder of Ugly Mug Marketing, Wayne really focuses on the basics. 

 

See, too many people get wrapped up in the latest shiny sales or marketing gimmick and, in the process, forget the simple fundamentals we all know work. 

 

So, let’s get back to basics with Wayne.

 

Wayne goes over:

- The definition of marketing

- The natural progression of sales and marketing

- The two questions everyone in sales and marketing should ask themselves every day

 

This blogpost includes highlights of our podcast interview with Wayne Mullins, founder of Ugly Mug Marketing.

 

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

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

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
• Stitcher
• TuneIn

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

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.

The B2B Revenue Executive Experience is handcrafted by our friends over at: fame.so