AI's presence in our lives continues to increase with the potential to transform entire industries. When talking about business revenue, one key area where AI's role becomes increasingly obvious is value management. We were wondering: How can tech companies leverage AI to create value, drive growth, and improve customer experience? To help us with that, we have Craig LeGrande, CEO and Founder of Mainstay. With over 20 years in high tech at top companies like IBM, Accenture, and Cisco, Craig had the privilege of learning directly from leaders in sales, marketing, and product development. As the co-author of Ruthless Execution and Competing for Customer, Craig shares insights into leadership and building strong customer relationships.

The B2B Revenue Executive Experience podcast is going through a major change. After two years and over 100 episodes, Carlos Nouche and Lisa Schnare are taking a break to focus on their roles as Managing Partners. So please welcome your new host, Cory Cotten-Potter, Director of Digital Marketing and Enablement at ValueSelling. However, nothing is going to change. We'll continue diving deep into the strategies and tools that drive B2B revenue growth. From the latest SDR bots and self-service buying to sales leadership tactics, sales, and marketing alignment, as well as other RevOps insights, we'll cover everything you need to thrive as a revenue leader.

When you do something innovative and extraordinary, you go from 0 to 1. While you might not become the next Apple or Amazon, we decided to gather the top insights to take your business to the next level. So, we asked: What are some of the most effective go-to-market strategies for startups going from early days to scaling up their business? To help us with this today, we have Rags Gupta, Operating Partner at Hyperplane. Rags is also the Chief Growth Officer at Butlr, entrepreneur and operator at five startups over the past 20 years, including one IPO and one acquisition. In 2021, Rags published his book One to Ten: Finding Your Way from Startup to Scaleup.

We often use the words marketing and advertising interchangeably. But while advertising is a component of marketing, marketing itself refers to your ability to attract and keep a customer. Which are you investing time in? In this episode, I interview Wayne Mullins, Founder at Ugly Mug Marketing, about why your marketing strategy is messed up, how to turn customers into evangelists, and an ancient marketing framework that works every time. Listen in as we discuss: Why marketing doesn’t have to be the confusing mess it often is The AIDA marketing framework from over a century ago How to make your place your platform Wayne’s controversial advice to professionals who want to accelerate Check out this resource we mentioned: Wayne’s book is Full Circle Marketing  Now that you know that marketing doesn’t have to be so frustrating, are you ready to learn some practical strategies to implement to make it start running smoother? Check out the full list of episodes: The B2B Revenue Executive Experience.

You’re in college and (other than the vaguely threatening hairspray bills your Mötley Crüe tribute band has racked up) things are going pretty well. You passed that calculus class you’ve been worried about all semester — and managed to forget basic arithmetic before the celebration keg was even cracked. If forgetting is so much easier than learning, even in academia — how can you ever expect to upskill a whole organization? You know you can’t just give up. Especially when it’s something everyone needs to know — like data. When you want data literacy across a whole organization, you turn to today’s guest, Matt Cowell, CEO at QuantHub, an organization dedicated to helping you imbue every part of your own organization with the dark data arts. In this episode, we discuss: Why longform learning fails The importance of data literacy in every facet of your business Why AI and machine learning are useless without data literacy Now that you know how to infuse data literacy into your team, are you ready to learn how to build trust and confidence with your content strategy or how to optimize your tech stack? Check out the full list of episodes: The B2B Revenue Executive Experience.

It’s the mid-70’s and you’ve just purchased your first new car — a Ford Pinto. The commercials convinced you that this car was built to survive a demolition derby, while the salesman in the lounge suit convinced you it didn’t matter that you couldn’t drive stick. Now you don’t know what’s worse — grinding the gears and stalling every 200 yards or that the bike messenger who bumped into your fender last time you did sent the entire car up in flames. Could anything make you trust a brand’s content (or yourself) again? If anyone could, it would be today’s guest, Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc, who joins the show to discuss how effective content strategy is for building customer confidence and trust in your brand. In this episode, we discuss: Why customers need to be confident in you and themselves How to help your customers succeed (and why that builds trust) The 3 V’s of content strategy Why you need a consistent voice across all channels Now that you know how to build trust and confidence with your content strategy, are you ready to learn how to optimize your tech stack or dive into how Google’s new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

You’ve been speaking to a salesperson about a new piece of software that’s going to revolutionize your tech stack. It’s AI-powered. It’s shiny. It has an all-leather interior and chrome trim. It helps grandmas cross the street and carries their shopping bags. You’re daydreaming about all the things you can do with it… and somewhere along the way, you’ve forgotten what you’re trying to do in the first place. Today I’m joined by Asa Hochhauser, VP of Sales for McGaw.io, to discuss the almighty tech stack and how to avoid the pitfalls — like the one above — many companies find themselves falling into when trying to optimize theirs. In this episode, we discuss: Why you need to understand the product before you buy Why companies often fail to get the ROI they want from their tech The evolving role of data in marketing If you want to easily visualize and find new ways to optimize your tech stack, all in one place, be sure to check out the McGaw.io stack builder.  Now that you know how to optimize your tech stack, are you ready to dive into how Google’s new rules impact your SEO or learn the secrets to establishing credibility? Check out the full list of episodes: The B2B Revenue Executive Experience. 

You’re throwing an office party now and you need to get noisemakers, silly hats and confetti. You know you can find all of these things on Amazon, but lately, you’ve also been fielding increasingly-aggressive office visits from a door-to-door party clown from the local clown college trying to sell you all of these very items — and he warns that, if you don’t, you’re a terrible manager and hate puppies. Who do you go with… and why is it Amazon? Today’s guest, neuroscientist Dr. Terry Wu, Owner at Neuromarketing Services, says you choose Amazon not because of John Wayne Gacy or the movie IT, but because our brains are wired to love buying but hate feeling like we’re being forced. This is just one of many examples Dr. Wu shares in the latest episode of how neuroscience influences buying behavior — and how understanding the science helps you make a sale. We discuss: The difference between helping a customer buy and selling to them The power of framing when it comes to buying decisions How freewill — or lack thereof — plays into buying behavior And be sure to check out: Terry’s speaking  Terry's company's consulting services  Terry's 17-minute TED Talk on Neur omarketing Terry's 5-minute interview with Big T hink on Stress and Shopping Addiction Now that you know why the brain buys, are you ready to learn how to foster human connection to build high-performance teams, or how to overcome buyer resistance? Check out the full list of episodes: The B2B Revenue Executive Experience.

Your organization has successfully made the transition to remote work. The pandemic proved you don’t need the expensive office lease to get the job done. But something is missing. There’s no more awkward attempts to side-step around each other in the hall. You can no longer visit the jar on Sheryl’s desk in HR and sneak enough candy to make Wilford Brimley tear up. There’s no more spontaneous conversation. No more office culture. How do you build human connection in a digital world? Today, I’m speaking with Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and Author of Climbing the Right Mountain, about how to foster real human connection remotely and how to nurture high-performance teams. We discuss: How to foster connection in a digital world How to create a coaching culture How to find your inspired purpose Now that you know how to foster human connection to build high-performance teams, are you ready to learn how to overcome buyer resistance, or how Google’s new rules impact your SEO strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

You try shopping out in the real world again for the first time since before the pandemic made the whole world play a game of The Outside Is Lava. You’re about to head into a store to finally treat yourself to that fancy air fryer that your friends’ and family’s screams assure you you can’t live without. Then, you see the salesman at the door salivating and rubbing his hands together like some cartoon villain, so you leave. You’ve just experienced buyer resistance. How can you make sure that your reps aren’t the salesmen in the doorway, chasing off your buyers? Today I’m speaking with Kerry Cunningham, Senior Principal, Product Marketing at 6sense, who says the key to overcoming buyer resistance is understanding buyer behavior — and he shares a ton of behavioral insights in this episode. Kerry covers: Why the buyer is more in control than ever (and can smell BS a mile away) How to find the right buyer at the right time The trouble with traditional website metrics for analyzing buyer behavior  Check out the full list of episodes: The B2B Revenue Executive Experience.

Your SEO strategy has been paying off: You’ve won some key rankings and, more importantly, they’re generating leads. But then the infamous internet autocrat, which prefers to be called Google, decides to implement some changes to its algorithm — and they require technical expertise on your end. Do you have the technical SEO capabilities to meet the challenge or are you doomed to share the fate of Ask Jeeves and MySpace? If you weren’t already aware, this is not merely a hypothetical — Google really is changing its algorithm to punish slower pages in its rankings. If you aren’t sure what this means for your business, today’s guest, technical SEO wizard Geoff Atkinson, Founder and CEO of Huckabuy.com, has the answers you seek. In this episode, we discuss: The changes Google is implementing and what they mean for you The importance of page speed for Google’s new changes and as a KPI for your business How Huckabuy can help you not just survive Google’s changing algorithm, but use it to win Now that you know how Google’s new rules impact your SEO, are you ready to learn the secrets to establishing credibility or crack the code to effective outbound marketing? Check out the full list of episodes: The B2B Revenue Executive Experience.

It’s late in the sales cycle and suddenly a bunch of your reps develop a new superpower for giving BS excuses — my buyers all went on vacation, they’d buy us if we weren’t so expensive, my dog ate their key decision-maker. How did this happen? Were they bit by a radioactive liar? Late-cycle excuses usually mean early-cycle mistakes. One of the biggest ones? Failing to establish credibility. This week, we’re trying something a little different — and there’s booze involved. Lisa Schnare, Natalie Pitchford, and Carlos Nouche join me for drinks to discuss why credibility matters and how to build it fast. Pour yourself a drink and strap in for a B2B Revenue Executive… Experiment? In this episode, we break down what it takes to quickly establish credibility, including: Personalization Preparation Authenticity Overcoming anxiety Now that you know the secrets to establishing credibility, are you ready to crack the code to effective outbound marketing or learn more about the entrepreneurial journey for women? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Who owns the Go to Market strategy, and why is the correct answer marketing?  Before you get into the octagon to fight this out, it’s important to look at revenue and the go to market strategy through a different lens.  Which is exactly why our guest on this episode of the B2B Revenue Executive Experience was such a huge get. Christina del Villar is the author of Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy, and in this episode, she dropped so many knowledge bombs on us.  Among the things we talked about:  - The G.R.I.T. marketing method - Getting rid of the grey areas of dollar attribution - Turning marketing into a revenue knowledge center - Why marketing should own the Go to Market strategy Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Revenue growth is a key priority for organizations. Now, let's say you're taking over a revenue team. Where do you start? Or, in other words... How should a new revenue leader inheriting an existing team with predefined goals determine what that revenue engine should look like, from hiring to structure and processes? To help us with this today, we have George Eliopoulos, Chief Commercial Officer at Zip Co. George is an ambitious business executive with a proven track record of building and leading high-performing teams that achieve strong financial and operational results. Previously, he was Head of Sales at Pagaya, Chief Revenue Officer at Onbe, Head of Large Enterprise Sales at PayPal, and Head of Enterprise and SMB Sales at Braintree.

Your organization says it puts its buyers first — like nearly every other company in existence — and you’ve been tasked with the unenviable job of clearly articulating how. Where do you start? You know that buyer-first selling may be one of the most human goals for your business, but it’s only achieved by understanding the humans involved — which means diving into the data. Today’s guest, Carla Intal, Insights Analyst at LinkedIn, joins the show to discuss how. Using data and analytics, she’s helped create a list of 5 buyer-first principles that actually work. In this episode, we discuss: - What the data says about the most effective selling motions - The 5 buyer-first principles derived from the research - How sellers can leverage data themselves Now that you know how to employ buyer-first principles, are you ready to take a deeper dive into the role data should play in your organization, or learn all about sales enablement 3.0? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Your latest paid-ad campaign is a resounding failure. You wanted to try and siphon off some customers from your competitors' larger customer base. As it turns out, those extra customers allowed your competition to reach far further into far deeper pockets to outspend you at every turn. Why is outbound marketing so difficult?  Today’s guest, Mark Colgan, CEO of Spea k on Podcasts, says it doesn’t have to be. He joins the show to decode the myths and mysteries of outbound marketing. In this episode, we discuss: Why outbound marketers should think like SDRs How to tackle the difficulty of attribution in outbound marketing Why helping is better than selling Now that you’ve cracked the code to effective outbound marketing are you ready to learn more about the entrepreneurial journey for women, or gain the skills to spot professional sabotage before it happens? Check out the full list of episodes: The B2B Revenue Executive Experience.

If you have to step away from your career for a prolonged period of time, do you have a plan for re-entering the workforce?  For many women, this hypothetical is a reality — and there’s one plan more and more women are opting for…  Entrepreneurship.  Today’s guest, Amy Anderson, Co-Founder of Wild Coffee Marketing joins the show to discuss her passion for helping other entrepreneurial women and share her marketing insights.  In this episode, we discuss:  - Why the entrepreneurial journey is often different for women  - The effects of COVID and why more CEOs are paying attention to mental health  - Why entrepreneurs are well-equipped to handle today’s unpredictable business landscape  Now that you know more about the entrepreneurial journey for women, are you ready to gain the skills to spot professional sabotage before it happens or employ buyer-first principles in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 

On a beautiful day in mid-March, you happily stroll into your workplace ready to tackle the most pressing issues facing your organization. You turn to your most faithful advisor and signal it’s time to get to business. All of a sudden, that same advisor, Brutus, starts stabbing you. And everyone else in the senate does, too. This easily makes your top-ten worst Mondays. Why is it that leaders never see betrayal before it happens?  OK, so maybe it’s not as bad as Caesar, but as a leader in your organization, you need to be prepared to handle betrayal, theft and deceit — which means you need to listen to Today’s guest, Brandon Wilson, President and CEO of Wilbron Inc, and author of Sabotage - Leadership that Overcomes Betrayal, Theft and Deceit.  Brandon joins me to share his expertise and be the oracle you need to turn the tide on the Ides of March and avoid ever falling victim to professional sabotage.  In this episode, we discuss:  - The importance of thinking in terms of legacy  - Why leaders often fail to spot sabotage despite how common it is  - The 4 horsemen of sabotage (and how to spot and stop them)  Now that you know how to spot sabotage before it happens, are you ready to learn how to employ buyer-first principles or the role data should play in your organization?  Check out the full list of episodes: The B2B Revenue Executive Experience. 

You listen to enough podcasts to know that content is king. You’ve allocated resources and budget to craft some truly killer content. Now you’ve just got to figure out where to spend your killer-content currency… and whether it’s working. You have a content conundrum and it needs solving. Today’s guest, Erik Newton, VP of Marketing at Milestone, has built a career off solving the content conundrum and he joins the show to share how you can, too. In this episode, we discuss: The form and format your content should take The value of SEO and schemas for your online content Solving attribution difficulties for your content And be sure to check out Erik’s book, Hack the Corporate Fast Track . Now that you know how to solve the content conundrum, are you ready to learn buyer-first principles, or take a deep dive into the role data should play in your organization? Check out the full list of episodes: The B2B Revenue Executive Experience. 

You’ve recently purchased some fancy technology that promises to capture all of the data you need to make better business decisions. The problem is, only the IT guys know how to use it — and, frankly, they don’t know anything compared to your sales team about revenue. So, now that technology is just money thrown down the drain, right? Well, what if you could get both teams working together in a truly data-driven culture?  That’s exactly what my latest guest is here to help you do. Nick Amabile , CEO at DAS42, is an expert on the correct way to integrate data into your organization.  In this episode, we discuss:  The role data should play in your organization  What it means to have a data-driven culture  The technology that helps you get there  Now that you understand the role data should play in your organization, are you ready to learn why sales enablement 3.0 matters or finally figure out how to bring up challenges at work? Check out the full list of episodes: The B2B Revenue Executive Experience. 

Most people understand sales training, but what about enablement? That’s just what you use for when something is broken on your sales team, right? Wrong. The fact is, sales enablement is essential to every organization — and it’s time we structured our companies to reflect that. It’s time we moved onto sales enablement 3.0. My guest today not only coined the term “sales enablement,” he’s now pioneering its revolution to 3.0. Roderick Jefferson, Vice President, Field Enablement for NETSKOPE and author of the new Amazon bestseller "Sales Enablement 3.0 ” joins me to discuss the secrets to sales enablement success.Now that you understand why sales enablement 3.0 matters, are you ready to finally figure out how to bring up challenges at work or learn to transform your sales org with data and technology? Check out the full list of episodes: The B2B Revenue Executive Experience .

Your organization is taking off. Everyone is so excited about growth that it seems like every day is a ticker tape parade celebrating the fall of the Berlin Wall. Meanwhile, the new systems for scaling are actually slowing you down. But no one wants to listen to you complain, right? Wouldn’t it be nice to work somewhere where everyone could voice their concerns? My guest today, Tim Cakir, CEO and Founder of Squad One, says th ere is no reason that shouldn’t be the case at every company — and he’s doing something about it, offering growth management software and a framework that makes talking about problems easy. In this episode, we discuss: Why most companies shy away from talking about challenges Why it’s more important than ever for everyone to bring up challenges The benefits of the GCO (Goals, Challenges & Opportunities) framework to address the problem Now that you know how to bring up challenges at work, are you ready to dive into transforming your sales org with data and technology, or 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. 

As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together. To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it! Like most, your company started pumping up the volume on your digital channels last year. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about that 95%? You don’t need more volume. You need more value — and video can help you deliver it. That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience. In this episode, we discuss: Why video works to rehumanize the customer experience How to use video effectively How video cuts down on volume and delivers real value, instead Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together. To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it! Like any good seller, you want to level up your outreach game, so you set out in search of that magic tactic: You read every book, listen to every podcast, and enroll in every course out there — only to realize you could have spent that time actually prospecting. The lesson? Tactics can be great — but they’re next to useless if you haven’t built the right outreach muscles through execution. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joined me to talk about the power habit formation can have on your outreach. We talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Organizations are constantly seeking ways to increase their revenue and achieve sustainable growth. However, scaling revenue requires a strategic approach that goes beyond traditional sales tactics. Therefore, we wanted to find out: What are the top sales strategies for effectively scaling your revenue? To help us with this today, we have Greg Nutter, Best-Selling Author of P3 Selling. Greg brings over 25 years of experience in sales, marketing, channel management, and consulting, mainly in manufacturing, distribution, services, and technology. He has been the Principal Consultant at Soloquent for nearly 20 years. Some of his past roles include Executive Director of Channel Performance Programs at Miller Heiman, Senior Director of North America at Channel Enablers, Vice President of Americas at Lascom Solutions, and Vice President of Worldwide Sales at Solimar Systems.

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.

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: PR strategy must-haves Stay ahead: 3 tips for a strong PR game Profitable PR in action Check out these resources we mentioned during the podcast: Mickie’s LinkedIn profile eReleases’ FREE Masterclass for a winning PR strategy Survey Monkey For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

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: B2B vs Public Sector: dos & don’ts AI risks & opportunities Content syndication Outsourcing SDRs Check out these resources we mentioned during the podcast: Mike’s LinkedIn profile Green Leads’ website For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

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: What ABM is How to implement ABM How ABM helps better align sales and marketingNow that you know the ABCs of ABM, are you ready to learn how to craft your brand or establish a repeatable sales process? Check out the full list of episodes: The B2B Revenue Executive Experience.

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: How companies should be adjusting their marketing and sales strategies in the post-COVID economy How to combat “pivot fatigue” and get better at virtual selling. How companies can set aggressive, but realistic revenue goals. What goals should be top of mind for companies in a post-COVID era. Mentioned on the show: The Revenue Growth Toolkit Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth For the entire interview, you can listen to The B2B Revenue Executive Experience.If you don’t use Apple Podcasts, we suggest this link.

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: What most people get wrong about brand The experiences that make for a memorable brand How the pandemic has affected branding 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.

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: The purpose of a sales process What companies most often get wrong when building one How to avoid those mistakes and create a killer — and repeatable — sales processNow you know how to establish a repeatable sales process, are you ready to learn how to build the right team or master acquisitions as a growth strategy? Check out the full list of episodes: The B2B Revenue Executive Experience.

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: Why you should acquire for growth Why you need a clear vision and effective expectation-setting in an acquisition Why training and enablement are crucial to an acquisition’s success 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.

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: Societal changes (and advising teams and organizations on how to adapt) A company’s core values Understanding a foundation of accountability Selling in a virtual environment Equalization of talent OPTIONAL: Check out these resources we mentioned during the podcast: Joseph Fung, CEO of Uvaro "The Seller's Journey' Podcast If you want to dive deeper into the discussion, find us on Apple Podcasts, Spotify and Stitcher.

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: How Noms got its start The art of corporate gifting How to make a lasting impressionNow that you know how to send gifts that leave a lasting impression, are you ready to master acquisitions as a growth strategy or learn the secrets to personalizing at scale? Check out the full list of episodes: The B2B Revenue Executive Experience.

Have you ever dreamt of starting a global company but are unsure where to begin? Or maybe you're struggling to keep your remote team connected and productive. The question is: How do you launch a successful startup, target the perfect niche market, and navigate the complexities of remote work without losing the human touch? To help us with this today, we have Brett Martin, Co-Founder/ Investor at Charge Ventures and Kumospace. He delves into the secret sauce for SaaS companies and how to integrate a sales team into a PLG strategy for maximum growth. Brett is an entrepreneur, angel investor, pragmatist, and optimist. Having spent most of his career in the startup trenches, he now focuses on supporting other entrepreneurs as Managing Partner of a small seed-stage venture fund: Charge Ventures. Charge is a NYC-based pre-seed/seed stage venture fund. They invest 200-500k at the earliest stages of company formation and then help founders take things from 0 to 1.

You’ve just been promoted to a leadership position. You’ve worked hard to get here but, now that you have, you’ve started worrying about your new responsibilities. You don’t just want to be a leader — you want to be a great leader. But where do you start? I can think of nobody better to ask than Mark Ebert, SVP at 6sense, so… I did. Mark joins me in the latest episode of the show to go over exactly what makes a great leader and what you can start doing today to get there. What we talked about: The difference between leadership and management The importance of open communication The secrets to retention Now that you know what it takes to be a great sales leader, 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.

You have an important sales call and you’re ready for it. You’ve done your research, you’ve rehearsed objections, you know everything about the product and exactly how it solves your customer’s problems. Then, an unexpected C-level guest joins the call — are you prepared? These days, C-level executives are much more likely to hop on a sales call than ever before. In this episode, Thiago Sá Freire, Chief Revenue Officer at Chorus.ai, joins me to talk about his research into the phenomenon and what to do to never be caught off-guard by the C-suite. What we talked about: Why more C-suite executives are hopping on calls Why you want to get the C-suite talking How to prepare your sales teams for this new reality Now that you can confidently handle any surprise C-suite guests, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Like any good seller, you want to sharpen your outreach weapons. In search of more killer tactics, you read every book, listen to every podcast, attend every seminar, enroll in every course, and interpret every smoke signal out there — only to realize you could have spent that time actually prospecting. Tactics can be great — but they’re useless if you haven’t built the right outreach muscles through execution. My latest guest understands this better than most. Liston Witherill, Head of Growth at Gold Front, Chief of Sales Insights at Serve Don't Sell, host of the Modern Sales Podcast, and soon-to-be author, joins me to talk about the power habit formation can have on your outreach. What we talked about: The mindset you need for outreach Why execution trumps tactics when it comes to outreach How pattern matching makes outreach easier Now that your outreach muscles are ready to compete against an oiled-up 1970s Schwarzenegger, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

Before the pandemic, you used a variety of channels to connect with your prospects — many of them face-to-face. Then, once social distancing kicked in, you started pumping up the volume on your digital channels. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about the other 95%? You don’t need more volume, you need more value — and video can help you deliver it. That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience. We discuss: Why video works to rehumanize the customer experience How to use video effectively How video cuts down on volume and delivers real value, instead Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

You have a great product. You know who your audience is and how to help them solve their problems. Now you just need to get in front of them. You need brand saturation — and these days, that means getting into Google’s top 5 search results. To help you learn how to do that, in the latest episode I sat down with Chris Dickey, Founder and CEO of Visably, a company focused on helping organizations manage their brand visibility in search. What we talked about: Why organic search traffic is the key to brand strategy The challenge of unseating large brands like Amazon in search (and how to get around it) Why brand is built by every team in your organization Once you figure out how to land your company that top search position, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

You get a sales email — it’s clearly a template targeting anyone 18-75 with a pulse with your name pasted the top. Like any sane person, you delete it and forget about it. So, why are you still sending the same impersonal emails to your prospects? In this episode, Sarah Hicks, SDR Manager at Predictable Revenue and host of the Predictable Revenue Podcast, explains the strategies you can implement to achieve personalization at scale without sacrificing velocity. We discuss: How templates can, counterintuitively, help you personalize How to tailor your outreach for different channels What you’re doing wrong on LinkedIn Now that you know the secrets to personalizing at scale, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.”

Back in the day, having a good SEO meant writing, publishing, backlinks, and never thinking about that strategy again. Things have changed since then! On this episode of the B2B Revenue Executive Experience, I chat with That Company CEO Ken Knorr, about all things Search Engine Optimization. Ken tells me all about how the pandemic and social media has changed the landscape for marketers worldwide. We touched on: Marketing opportunities as we transition to a new normal How social media affects Search Engine Optimization Approaching brand social and search strategy all up What role brand awareness plays in rankings on Google This post includes highlights of our podcast interview with Ken Knorr, CEO of That Company. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Executive Experience in your favorite podcast player.

In the sales profession, success comes down to passion, grit, and velocity. Those qualities are there to be discovered, certainly, but more times than not they’re just seeds that need to be watered and tended to. Organizations can help their sales reps in their personal growth by learning how they operate and helping them sustain healthy mindsets. I talked with Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes, about the importance of passion and mindset in selling success, as well as techniques from their new book, “Selling the Cloud.” We also talked about: What inspired them to write a book and what their book is about. How to define and translate passion, grit, and velocity. The key thing young sales reps need to know to set them up for success. How mindset is one of the most critical things for a sales rep to focus on. Why cognitive assessment is critical and which assessment tools are most accurate. For the entire interview, you can listen to The B2B Revenue Executive Experience.

Everyone knows content is critical to success… Yet so many struggle with creating content effectively at scale. If you’re one of them, you may need to enlist the help of AI. Today, I’m speaking with Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse, about how content creators can draw upon the power of AI to maximize the return on their content investment. We discuss how AI can help you: Demonstrate your expertise Create better content than your competitors Easily differentiate your content in a crowded landscape This post includes highlights of our podcast interview with Jeff Coyle, Co-founder and Chief Strategy Officer at MarketMuse. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Executive Experience in your favorite podcast player.

If you had the superpower of a flawless memory, what would you do? How many fights could you have avoided with your spouse? How much further in your career could that superpower take you? Well you don’t have to fantasize about it when you can achieve it. According to International Man of Memory, Chester Santos, U.S. Memory Champion and author of Mastering Memory, his champion memory isn’t a superpower — it’s a skill. And it’s one anyone can learn. In this episode, Chester shares his secrets, including: Why the inner workings of memory are something you can hack The 3 secrets to remembering anything How you can apply memory techniques to improve your life and career This post includes highlights of our podcast interview with Chester Santos, U.S. Memory Champion and author of Mastering Memory. For the entire interview, you can listen to The B2B Revenue Executive Experience.  If you don’t use Apple Podcasts, we suggest this link.

Sales is hard right now. Sales cycles have lengthened by 40% since 2020. Fewer reps are achieving their quota in tech. So the question is: What are some strategies to help you stand out from the crowd? To give us some insight into this question, we have Jason Bay, Founder and CEO of Outbound Squad, who aims to improve the skills of world-class sales teams with training courses and coaching. Jason has worked with clients such as Gong, Medallia, Zoom, Rippling to increase qualified meetings, qualified demos, and meetings landed by cold outreach.

Buzzword alert: Customer Experience We’ve all heard it. We all know it’s important. But why do so many companies still struggle to nail the customer experience in a way which positively impacts all aspects of the business? To break down the do’s and don’ts of customer experience, I talked with Allison Metcalfe, CRO at Demandbase, a leader in account-based marketing. In this episode, we discussed: Why customer experience is everyone’s job Making your team accountable Ways to get your team to live and breathe the customer experience This post includes highlights of our podcast interview with Allison Metcalfe, CRO at Demandbase. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

If you’ve been paying attention to, well, anything for the past few years, you’ll know it’s getting harder to know who you can trust. And knowing this can make you a better marketer. That’s one of the key insights Stephen Denny, Managing Director at Denny Leinberger Strategy, learned writing his book Unfiltered Marketing. In today’s episode, he and I discuss the 3 key insights from his book: Why trust is collapsing Why people now only trust themselves How brand loyalty has changed in light of these facts This post includes highlights of our podcast interview with Stephen Denny, Managing Director at Denny Leinberger Strategy and Author of Unfiltered 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.

Have you ever tried to get a VAT refund when traveling abroad? Most of the time, it’s hard to tell if it's even worth the hassle. It’s a nightmare. But it doesn’t have to be. My latest guest is Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU, a company making painful VAT refunds a thing of the past. What we talked about: The problem with VAT refunds How UTU is making it easier to get your refund Why the industry has been slow to change This post includes highlights of our podcast interview with Ameer Jumabhoy, Co-Founder and VP of Consumer Technology at UTU. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.