The B2B Revenue Executive Experience

Cybersecurity is always a fun topic. Everyone knows it’s important, but most only do the bare minimum to prevent attacks.

 

Case in point: Whenever I ask people about their tech stack, they always list a ton of free addon apps they use.

 

What I hear is a list of vulnerabilities an attacker can gain access through. 

 

And most companies are completely unaware. 

 

But today’s guest, Karim Hijazi, sees these vulnerabilities every day. Karim is CEO at Prevailion, which provides a compromise intelligence platform that companies can use to monitor compromises to their system in real-time. 

 

We talked about:

 

- What a compromise intelligence platform is (and isn’t)

 

- Why fighting off attackers is asymmetrical warfare

 

- The future of cyber insurance

This post is based on a B2B Revenue Executive Experience podcast with Karim Hijazi. Subscribe to hear this episode and many more like it.

 

If you don’t use Apple Podcasts, you can find all our episodes here.

Subscribe to the podcast or write a review 

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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

These days, it seems romance can only be found on dating sites. If you want to find love, you need to market yourself online. And that means… choosing a picture.  

 

So, do you use the one 7-year-old picture of you with the perfect soft light to make an angel cry, or the one from Tuesday with you in the pizza-stained sweats?

 

Dawson Cochran thinks you should opt for the pizza-sweats pic every time.

 

Dawson, managing partner at ValueSelling Associates, came on the show today to talk about how powerful imperfection and authenticity can be in sales. So, naturally, the dating profile conundrum came up. 

 

Dawson says, while the pizza-sweats photo may not be as enticing, at least it’s honest. It’s genuine. It’s you. And any relationship based on authenticity will be stronger, whether it’s a romantic, platonic or business relationship. 

 

We talked a lot about how to harness the power of imperfection, going over:

 

- Why authenticity in sales is hard, but worth it

 

- Why people need room to fail

 

- How overcoming adversity reveals character

 

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

There’s a piece of folksy, conventional wisdom everyone knows. It states: If it ain’t broke, don’t fix it.

 

It’s a simple reminder not to change what you're doing when everything is going great. And, well, it’s flat-out wrong. 

 

When everything is going great is the best time to evaluate your processes and find out what it takes to level-up from great to awesome.

 

Because change is the only constant in life. And the world is going to change with or without you. 

 

Today’s guests, Marco Centauro and Steve Finch, are experts in change. 

 

As EMEA and North American sales directors, respectively, Marco and Steve supervised a massive transformation at Workday — overhauling its business model, revamping its tech stack, upgrading its prospecting methodology and restructuring its teams into verticals.

 

And they did all of this when the company was at the top of its game. 

 

Marco and Steve joined me today to share the secrets to leveling up an already successful organization. 

 

We talked about:

 

- Why you should make changes when you’re already successful

 

- Why culture eats strategy for breakfast

 

- Why leadership shouldn’t just be on board, it should drive the bus

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

More than half of us use Facebook or Instagram every single day. This means you can use social media to reach half of your market every single day.

 

Sounds like a no-brainer, right? No one ever says they couldn’t use more leads. 

 

But before you dive into generating leads on social media, there are a few things you need to know.

 

That’s why I invited Kevin Barry, co-founder of Right Percent onto today’s show. 

 

He shared some valuable lessons he’s learned through his experience with social media lead generation, including:

 

- Why social media lead generation works best when targeting large markets

 

- Why leads from social have less intent than organic leads

 

- Why social should have its own dedicated sales team (who respond quickly)

 

- Why your sales team needs to know the ads

 

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

You know when you’re trying to be a good role model to a kid in your life?

 

Every time they’re around, you’re hyper-conscious about doing good. But we all slip up once in a while.

 

Being a leader of an organization isn’t unlike being a good role model for a kid. Just replace the kid with a group of capable adults.

 

In this episode of the B2B Revenue Executive Experience, I speak to Ohad Hecht, CEO of Emarsys, about how leadership affects company culture.

 

Plus, we talk about:

 

- The current landscape of enterprise software and its future

 

- Driving functionality in technology

 

- How leaders can positively affect company culture 

 

This interview features Ohad Hecht, CEO of Emarsys.

 

To hear this episode and more like it, subscribe to The B2B Revenue Executive Experience on Apple Podcasts or tune in here. 

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

Your customer is a kid at the top of a snowy hill, ready to take the plunge on her sled. 

 

It would be too bad if there were bumps along the way, keeping her from sledding smoothly (and quickly) to the bottom, right?

 

That’s when third-party data comes in to smooth the bumps.

 

In this episode of the B2B Revenue Executive Experience, I speak with Aimee Irwin, VP of Strategy for Targeting at Experian. Experian provides businesses with essential data and analytics to meet the consumer’s demands for an all-encompassing experience.

 

Today, we’re exploring:

 

- The value third-party data offers the customer experience

 

- 3 tips for finding success by combining first and third-party data

 

- How interacting with your own messaging can help you enhance the CX

 

Email Aimee at [email protected]

 

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 biggest challenge in any B2B company today?

Getting organized.

It seems as if nailing down solutions and documenting those processes remains out of reach for many organizations.

Fortunately, that’s exactly what Resa Gooding — my latest guest on The B2B Revenue Executive Experience — helps businesses achieve. As a HubSpot trainer and digital sales strategist at Cacao Media, Resa has built up a plethora of experience and knowledge in the digital sales and marketing space.

Today, we’re going to be discussing:

• 3 sales-related challenges all B2B companies face.
• Making sense of the over 7,000 sales automation tools available today.
• 2 components salespeople need to focus on.

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

Imagine you’re preparing for a meeting with a new prospect. What steps are you taking beforehand?

You’re probably doing some research on their organization and their particular position. Maybe you uncover a few recent milestones the business has reached or you find that the prospect recently received a promotion. 

All of this information will obviously be helpful in moving your professional relationship forward. Why do we often fail to conduct this research before reaching out via email?

In this episode of the B2B Revenue Executive Experience, I check in with OnCourse’s CRO, Gessie Schechinger. 

We discuss:

• How to avoid becoming another automation junkie
• Understanding the best email sequence timing
• The biggest keys to effective email outreach

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

Owning a service based business is hard. 

Because not only are you expected to be a master of your product, you’ve also got to be a professional at marketing and getting your service out there in front of people. 

And if you’re not careful, you can take the habits that you’ve had to establish in your beginning years as a scrappy start up and never grow past them. 

Always and forever stuck in survival mode. Killing yourself to make it work when what you really need is some good quality help to allow you to free yourself to do what you do best. 

Run the business. 

On this episode of The B2B Revenue Executive Experience podcast, we sat down with Steve Gordon, Founder of The Unstoppable CEO, for a discussion about:

• His recent love of philosophy. 
• The biggest challenges companies face when trying to attract new clients. 
• The 4 levers that have to be engaged if you want to systematize business development. 

 

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

Oftentimes, we forget that for the sales enablement function to really work, there has to be a little give and take.

Of course, sales enablement’s purpose is to, well, enable sales. However, sales reps need to know that they can go to sales enablement for valuable insights and clarification.

In this episode of the B2B Revenue Executive Experience, I talk with Stephen Brown, Director of Product Marketing at Highspot, a sales enablement solution provider. 

Stephen shares his knowledge in marketing the platform and how his team leverages its sales enablement function.

Plus, we talk about:

 

• The current issues of most sales enablement functions
• Notable sales enablement imperatives
• The benefits of being dedicated to a new tool or process that aligns your team

This blog post includes highlights of our podcast interview with Stephen Brown, Director of Product Marketing Highspot.

 

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