The B2B Revenue Executive Experience

Coaching is a critical component for the success of any sales organization. That’s why we often push front line managers to focus on coaching. 

But as sales organizations, we don't enable effective coaching nearly as much as we should.

So, to help us discuss this issue, Patrick Rodgers, Co-Founder of Loupe, joined us on this episode of the B2B Revenue Executive Experience podcast.

What we talked about:

• Why coaching matters
• The difference between coaching and managing
• What skillsets managers should ideally have
• How organizations can assess their culture to see if they’re enabling or restricting coaching

Resources we talked about:

• Patrick’s LinkedIn
• Loupe

Video means overcoming that vulnerability and accessing empathy for the person you’re speaking to — more so than your own fear of rejection. So, how do you overcome that fear and tap into the fun of video communication?

On this episode, I interview Ethan Beute, Chief Evangelist from BombBomb, about video email and vulnerability:

What we talked about:

• How video creates empathy
• Why people are afraid of video
• Practice builds confidence, confidence builds success
• Dos and don’ts of getting started in video
• Sending 4 thank you videos once a week

Check out these resources we mentioned during the podcast:

• Ethan’s book Rehumanize Your Business

To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here. 

 

 

Subscribe to the podcast or write a review 

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• 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 bounce rate on requested demos on the website is 85%. The demo is the way to help that buyer understand what you do, presents the value, and acts as a trial for them on their own time. So don’t hold it hostage.

On this episode, I interview Greg Dickinson, CEO of Omedym, about the dreaded software demo.

What we talked about:

• 4 ways to remove friction from buyers
• Taking the time for meaningful discussion
• Products are actually customer acquisition tools
• Why you should open up the demo and let customers research on their own time

To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience 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

B2B companies are missing out on a huge opportunity. 

They’re either not paying attention to it or don’t know how to apply it to their specific situation: Using inbound marketing principles to influence and grow their existing clients.

 Our guest today, Todd Hockenberry from Top Line Results, reminded us of a shocking truth: It costs you seven times more to get a new customer than it does to keep an existing one.

Seven times! 

Chew on that for a moment.  

On today’s episode, we’re going to teach you how to start applying your inbound principles to nurture and grow your existing clients over new ones. 

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 does it take to go from a family-owned business to a private equity-owned entity?

On this episode of the B2B Revenue Executive Experience podcast, we spoke to Gary Walter, President and CEO of Infutor Data Solutions, to find out.

Here’s what we talked about:

• What Infutor brings to the market
• Why they transitioned from a family-owned business to a private equity-owned entity
• What they learned along the way
• What they’re focused on for 2020

Resources we talked about:

• Gary’s LinkedIn
• Infutor Data Solutions

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

We’ve all been there...the company with the negative culture. The one where you’re afraid to raise issues to your boss. The one where you secretly search for a new job.

Chances are, no one sets out to create a bad company culture. So, how do they come to be? And how can you make sure your company’s culture is positive, a place for your employees to thrive?

Chris Yoko, President of Yoko Consulting, came on this episode of the B2B Revenue Executive Experience podcast to talk about intentionally creating a great company culture.

What we talked about:

• Culture happens, whether or not it’s intentional
• How to build a great culture
• Taking it a step further to really make an impact

Resources we talked about:

• Chris’s LinkedIn
• Yoko Consulting

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 don’t know who you’re prospecting--if you don’t speak their language and understand their pain points--you won’t make any headway.

One way to cut through the clutter is with personalized video directly to a named prospect whose pain points you understand.

On this episode, I interview Jason Bay, cofounder and CRO of Blissful Prospecting, everyone’s favorite topic--I mean, least favorite topic--prospecting.

What we talked about:

• Do most of your prospecting with video
• Guidelines for creating authentic videos
• Overcoming video prospecting barriers

Checkout these resources we mentioned during the podcast:

• Jason’s a definitive guide to video prospecting made just for my podcast listeners at blissfulprospecting.com/Chad
• The Blissful Prospecting website, which is full of more free resources

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

Most people register for webinars just hoping they’ll get the recording. Which is actually really great.

Recently I chatted with Agnes Jozwiak, Brand and Communication Director at ClickMeeting, about why webinars aren’t dead.

What we talked about:

• How technology and sales affects interactions with prospects and buyers
• How webinars can change those interactions
• Why they can be so effective for executing sales demos 
• How to optimize your use of video conferencing

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

It’s not that sales and marketing are out-and-out fighting with each other.

It’s more that they just won’t acknowledge that the other one exists.

I got to talk with Carman Pirie, Principal and Co-Founder of Kula Partners, about how customer experience becomes seamless when sales and marketing collaborate.

“Sales and marketing can't be operating in a silo. That doesn't work for today's technology, it doesn’t work for today's buyers, and it doesn't work for what we want to do as organizations in terms of delivering a seamless CX,” Carman said.

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’d probably rate the importance of a sales presentation at 10/10.

And you’d probably rank asking questions and listening at, say, 6/10.

But if asking the right questions doesn’t rank at 11/10 with you, you’re losing dozens, even hundreds, of opportunities to connect with prospects.

On today’s B2B Revenue Executive Experience, we’re lucky to have Brian Robinson, author of The Selling Formula and an executive who has worked in sales and marketing for companies like Coca-Cola and Johnson & Johnson. 

We had two big topics to discuss: sales malpractice and creating questions to drive results.

“There's something incredibly powerful about having a list of questions you've already prepared,” Brian said.

 

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