Listen Now

CRM software was created in order to help sales teams close deals and keep customers happy. Why, then, has CRM become more work for the salespeople and not the software that’s supposed to be assisting them? This is the question Jeroen Corthout was asking when he found himself paying for Salesforce, but using Outlook and WunderList to manage his follow-ups. His answer was to create his own CRM software, Salesflare. In this episode, Jeroen and I discuss… Common frustrations with current CRM software How CRM software affects sales and revenue leaders What sales reps should be doing to get a founder’s attention This post includes highlights from our podcast interview with Jeroen Corthout from Salesflare. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

A few years ago, it was totally fine to have the sound of someone doing dishes in the background of your podcast (true story).  Today, not so much.  Recently on B2B Revenue Executive Experience, I chat with SquadCast founders Zachariah Moreno and Rockwell Felder, about all things podcasting. Zach and Rock tell me all about how expectations have changed recently and advice for getting started in podcasting.  What we talked about:   Changes in the podcasting community  Quality plus reliability equals credibility  3 places to focus when getting started  How to think long-term with your podcast   This post includes highlights of our podcast interview with Zachariah Moreno and Rockwell Felder at SquadCast.  For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link. 

We're not in the information age anymore. The co-founder of Wikipedia says we're in the "misinformation age." Some people call it the "disinformation age." Whatever term you prefer, we're drowning in static content, much of it's not true, and people aren't paying attention to it anyway. To discover how to create interactive content that hooks the modern user, I turned to a man with a Ph.D. in marketing Shakespeare, SakshamSharda, CIO and creative director at Outgrow.co. In this episode, we discuss: How and why to create interactive content Keeping it simple to facilitate the decision-making process Effective ways to deploy interactive content Check out these resources we mentioned during the podcast: https://outgrow.co/b2b This post includes highlights of our podcast interview with SakshamSharda at Outgrow.co. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Regardless of what you do, the last year’s been crazy — COVID, protests, election madness, strange Kubrick obelisks popping up… But if you’re in sales, you can add another 2020 disaster to the list: Plummeting prospecting response rates. To find out why response rates have dropped off faster than murder-hornet news segments and how we can turn it around, I turn to Kristina Jaramillo at Personal ABM - Account-Based Marketers. In this episode, we discuss: Why response rates are plummeting How to create an authentic personal brand Why intentionality is key to stopping the response rate drop Check out these resources we mentioned during the podcast: https://stopthesalesdrop.com/ This post includes highlights of our podcast interview with Kristina Jaramillo at Personal ABM - Account-Based Marketers. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Personalization is one of the most effective tools for any seller. Yet, scaling it often proves an enormous challenge. Why is that? Because without authenticity, personalization is meaningless. To find out why, I turned to the expert on personalization, Nick Casale, Director of Sales at Sendoso, a selling platform facilitating sending just about anything you could imagine to your prospects, customers, or employees. In this episode, we discuss: How Sendoso helps sellers personalize at scale Why authenticity is the key to personalization at scale How the pandemic underscores the importance of a personal touch This post includes highlights of our podcast interview with Nick Casale, Director of Sales at Sendoso. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Business owners are approached by so-called marketing ‘experts’ daily and pressured to buy unrealistic solutions. This can be exhausting, costly, and valueless. But what if that wasn’t the standard? Marketing can be profitable, have a return on investment, and give insights to make data driven decisions. Today, I caught up with Evan Knox, CMO at Caffeine Marketing, to discuss the power of marketing and what you should look for as a business owner. We also talked about: How Evan started his career and why Caffeine Marketing was created Understanding the similarities and differences of Marketing and Sales Funnels Self-sabotage and how to avoid its pitfalls as a prospect Key attributes to successful marketers, business owners and clients For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

In the last 6 months, when was the last time you felt the fatigue of being online? Today Yesterday Last Week All of the above If you answered D, you are not alone!  Today, on this episode of the B2B Revenue Executive Experience, I caught up with Ana Raynes, CEO of Simplified Impact, to discuss the power of differentiated, up-leveled Zoom events that will be remembered and reduce fatigue. We also talked about: Tips and Tricks on Up-Leveling Zoom Events Patterns of Innovation During Crisis Reducing Zoom Fatigue with Experiences  For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Prospects are bombarded daily with messages pressuring them to buy. That can get pretty exhausting.  Even if you’ve got a product they need, people don’t buy products. They buy the results the product will give them. You’re in sales; your job is to sell. I get it.  But what if selling for the sake of selling wasn’t your primary goal? What if providing value was your focus?  I caught up with repeat guest Robbie Traube, CRO at subscription economy leader Zuora, to discuss the power of the ValueSelling Framework® for scaling sales organizations. We also talked about: How Robbie started using the ValueSelling Framework and his relationship with it throughout his career The biggest results Robbie has seen from relying on the ValueSelling Framework. How value selling comes to life in an organization. How to ensure sales teams continue to apply sales frameworks in a virtual world. This post includes highlights of our podcast interview with Robbie Traube, CRO at Zuora. 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 need more sales, not more advice.  And to get there, you need to build a sales force that has the capacity to work full time from setting appointments to closing deals.  To learn more about building a revenue machine, I caught up with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero, which provides lead-to-close sales execution for B2B technology companies. In this episode, David explains: His professional journey and how he founded Add1Zero. When businesses should build a sales force and what to look for in a sales team. How to determine a good or bad sales lead.  This post includes highlights of our podcast interview with David “Ledge” Ledgerwood, Co-Founder & Managing Partner at Add1Zero. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.  

Marketers want to know how to create revenue because money is the scorecard of business. Companies make money when customers buy, but buying requires behavior change. You need people to quit buying from your competitor and start buying from you. To find out how behavioral change influences sales and marketing, I sat down with Sean Doyle, CEO of Fitzmartin, a company that helps mid-market b2b firms solve sales and marketing problems through strategy and process. We talked about:  How people change their behavior How to uncover anxiety in your prospects  How to shift organizational culture to focus on customer outcomes Hear more from Sean in episode 141 on The B2B Revenue Executive Experience. Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.

Silos are naturally created within every organization as that organization grows.   When companies don’t understand how to deal with organizational growth in a healthy way, they protect the things that occur naturally.    So they settle for silos, even though silos hurt their revenue.    To find out how to break down silos, I sat down with Jason Reichl, CEO of Go Nimbly, a revenue operations company helping SaaS companies as they naturally grow.  We talked about:  How silos are created and sustained  How silos are hurting your customers and your revenue  How organizations can break down silos through revenue operations   Hear more from Jason in episode 140 on The B2B Revenue Executive Experience.   Listen to this episode and more like it by subscribing to The B2B Revenue Executive Experience on Spotify or Apple Podcasts.

Marketing used to be straightforward.  You placed an ad in a newspaper and you got business.  These days, it’s complicated — and we’d all benefit from democratization.  So says today’s guest, Tony Guarnaccia, Founder and Owner at Results Trained. Tony’s on a mission to bring the tools only elite companies can wield to the marketing masses.  In this episode, we discuss: What democratizing marketing means The 6 factors essential to growth Where to begin in your business This post includes highlights of our podcast interview with Tony Guarnaccia, Founder and Owner at Results Trained. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

COVID-19 may not be the end of the world…    But after, the road warriors will still have reason to celebrate.    That’s because travel and hospitality are changing for the better.    To find out how, I caught up with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies, a company creating rewards programs that are actually rewarding.    What we talked about: What people really want from hospitality. The problem with rewards programs.  Hospitality under COVID-19 and beyond.   This post includes highlights of our podcast interview with Iqbal Jumabhoy, Founder/CEO at BlackBook Technologies.   For the entire interview, you can listen to The B2B Revenue Executive Experience.   If you don’t use Apple Podcasts, we suggest this link.

Does your website say you hate certain types of people?    Probably not. I’m willing to bet it says you value diversity.   But those are just words. Actions are what matter.    It’s time to get serious about culture and diversity and make it a part of your organization’s central strategy.   To help explain how, I turned to Derek Young (who goes by D. Y. ), Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20, who has been on the frontlines fighting for diversity for over 20 years.    In this episode, we discuss:   - The 3 biggest mistakes to avoid when building your culture   - Why accountability means consequences   - How to live the values you claim on your website   This post includes highlights of our podcast interview with Derek Young, Culture Strategist at Derek Young Speaks and Author of Make My Hindsight Your 20/20.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

A noble purpose isn’t something that just happens.   It’s not like you need Bill Gates’ success to have one.   In reality, it’s the other way around.    Today, I’m joined by Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More, to discuss why finding purpose is such an important step for any successful organization.    Lisa explains:   - Why you need a purpose   - How to find your aim and your lane   - Why success means being able to sit with uncertainty   - Why your customers should value you and not just your product   This post includes highlights of our podcast interview with Lisa McLeod, best-selling author of Selling with Noble Purpose and Founder of McLeod & More.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Financial planning has always seemed like voodoo to me.   Luckily, I have a podcast and can interrogate the experts.   Turns out, there are only 3 things you need to do for successful financial planning.   The trick is sticking to them.   But according to Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management, that’s easier said than done for most people.    He joins me on the show today to discuss why so many people are so bad at financial planning and what we can do about it.    Jonathan explains:   - What our culture gets wrong about financial planning   - The best way to approach investments   - Rethinking our definitions of success This post includes highlights of our podcast interview with Jonathan DeYoe, Founder and CEO of Mindful Money and President of DeYoe Wealth Management..   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Most people try to find success in life...   Good careers. Money. Respect.   But how many of us try to be significant?    In this episode, I speak with Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top.    We discuss:   - Why Aaron started seeking significance over success   - How to find significance   - Why mastermind groups work   Check out these resources we mentioned during the podcast:   - The Mastermind Playbook   - Iron Sharpens Iron Mastermind Experience   This post includes highlights of our podcast interview with Aaron Walker, Professional Life & Business Coach, Mastermind Group Facilitator, Coach and Trusted Advisor at View From The Top.    For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Opportunity generation ultimately drives revenue.    And it comes down to the interplay between 3 things:   Message, messenger and management habits.    To learn more about how these play off each other, I spoke with Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates and Author of The Science of Customer Connections.   In this episode, we discuss:   - The elements of great messaging   - Why everyone can sell — even introverts   - Why a central source of conversational truth is important   This post includes highlights of our podcast interview with Dr. Jim Karrh, Consultant and Professional Speaker at Karrh & Associates.   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’ve got a great product. Its value is so obvious that it’s going to sell itself.   You’ve just got to build it and the customers will come, right?   Wrong.   It’s not about the features, it’s about the pain points your prospects are facing. In this episode, I catch up with Adam Springer, Founder at StartupSales, to find out why so many salespeople do such a bad job addressing the pain points customers really care about.    We discuss:   - Why marketers express their value proposition poorly   - The 3 categories of pain points   - How to nail your messaging.   This post includes highlights of our podcast interview with Adam Springer, Founder at StartupSales.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

No one likes having dinner interrupted by a phone call.   And no one buys when they are unhappy.   So, how can we reach our prospects in a manner and time that’s convenient for them?   In this episode, I’m joined by Jonathan Pogact, VP of Marketing at Drips, a company offering a conversational texting platform that helps keep you from irritating your prospects.    What we talked about:   - The power of conversational texting   - Partnering externally and internally   - The 5 pillars of partnership   This post includes highlights of our podcast interview with Jonathan Pogact, VP of Marketing at Drips   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.