The B2B Revenue Executive Experience

Understanding the different culture types on your team is the key to improving productivity. Some people thrive in chaos, while others will abandon ship if there isn’t enough stability. If you can’t tell the difference, you’ll lose your best people.

In this episode, Chad interviews Dr. Rachel Headley, CEO of Rose Group Int’l. Dr. Headley shares her framework for differentiating between chaos and order types and what that means for motivating people on your team.

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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

One of the top challenges executives cite when asked what’s getting in the way of them hitting their growth goals is finding and feeding the top of the funnel.

But how do we do effective prospecting in a manner that is repeatable, scalable, and personalized?

Listen in as Jeremey Donovan, SVP of Sales Strategy at SalesLoft, shares the three attributes that the best SDRs possess as well as how to overcome some of the biggest prospecting challenges in your business.

Subscribe to the podcast or write a review 

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• Spotify
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• 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 challenges of balancing work and personal life are . . . challenging.

But getting it right has never been more important.

The end result of poor work/life balance is decreased productivity and an inability to disconnect from work and truly connect with other people in your life.

Damon Burton, President of SEO National, has successfully disciplined himself to shut off work at 5 o’clock and on weekends, while still building a successful business that has stood the test of 12 years.

So obviously, we had to ask him how he’s done it.

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 do you imagine is one of the most important career-building skills to have in your arsenal?

According to Donna Henderson, a veteran of ATT, BlackBerry and Samsung, producing change in these large companies is all about one thing: building relationships.

Henderson is now Chief Marketing Officer at Evoque Data Center Solutions. Change is her business. In this interview Henderson outlines five principles for change:

• First Change Principle: Never Assume That Everyone Is REALLY on Board with Your New Strategy
• Second Change Principle: Get Everyone’s Buy-in by Interacting One-on-One
• Third Change Principle: Learn Patience
• Fourth Change Principle: Change Is Happening Fast, Don’t Just Go for the Cool
• Fifth Change Principle: The Best Marketing Technology Is Relationships

Subscribe to the podcast or write a review 

• YouTube
• Spotify
• Apple Podcast
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• 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

Do you want your future filled with your industry’s equivalent of Super Bowl rings?

Then you better stop managing your people and start coaching them instead.

If you want to know how, check out the actionable advice of Jason Forrest, CEO and Chief Culture Officer at FPG (Forrest Performance Group), which does sales leadership coaching.

Forrest believes that a sales coach is all about making people better, versus making things easier. Managers frequently act to ease problems in a worker’s life.

A coach doesn’t do that because making circumstances easier is a death spiral. It won’t help in the long run.

Instead, a coach is focused on making you better by not changing your circumstances, but by changing how you think about them, how you see the individual components, and how you behave in those circumstances.

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 very fine line between success and failure. How do you ensure that you’re on the right side of it?

Imtiaz Patel, founder of Accelerated Growth Solutions and a proven executive with experience leading teams to revamp circulation at the Dow Jones company and heading growth strategies at The Children's Place, has some insight for you. Today he's a highly sought after business consultant helping organizations define and implement growth strategies to optimize revenue.

What is his first and foremost piece of advice? “Think about what the customer is going through. That will fundamentally change how you think about the sales process.”

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

“Culture eats strategy for breakfast,” warned management icon Peter Drucker.

Recruiting people who fit in with your corporate culture is mission critical.

What if you could use the same AI marketing techniques that find qualified leads for your sales team to find recruits who share your company’s culture?

From an AI perspective, the recruiting process parallels the sales process. Both are about looking at behavior to winnow down many potential leads to decide who is the most convertible candidate for the long term.

That’s what Zoho.com is doing, according to Vijay Sundaram, Zoho’s Chief Strategy Officer.

 

 

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

Leadership is a challenge with a diverse generational workforce requiring varying types of motivation and leadership styles.

The reality of leadership is often similar to firefighting. You're being reactive out of necessity rather than strategically proactive.

The most successful executives and managers demonstrate a diverse skill set and ability to slow things down, and focus on the challenge in front of them while still being able to see around corners.

We explored these topics and others with Tony Cascio, a Managing Partner at ValueSelling Associates and President at Cascio Group. Cascio is a recognized business transformation leader.

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 Are No Internal Interactions Anymore. Every Interaction Is a Customer Interaction

We claim to understand the importance of customer experience. Yet, too often we fail to truly internalize how customer experience affects buyer behavior, and impacts the way individuals interact with brands, with sellers, and with marketers.

We invited Sarindar Frost to help us take a deeper look.

Sarindar is the Senior Director of eCommerce Customer Service at DHL for the Asia Pacific region.

She joined us on The B2B Revenue Executive Experience to discuss how industries across the world are being transformed by a deeper understanding of customer experience.

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

In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything:

1. “It’s not about me, or where I believe the market is headed. It’s really all about the customer.” At the end of the day, if the customer doesn’t want it, it’s not going to happen.
2. “You can’t go against your DNA.” Whether personal or professional, you have to take that DNA and make that work for you.

Today, she is the CEO and Chief Strategist at Government Business Results, and she says that “there is no other industry that is more challenging, more compelling, and more risk/reward laden than working within the public sector.”

We interviewed her to learn some of the greatest challenges of marketing and selling to that sector.

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