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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.

From COVID research to autonomous vehicles, AI is changing the world. So, it’s no surprise that some of the biggest deals happen in the tech sector. But you don’t have to move to California if you want a world-class sales team fit for Silicon Valley. You just need to listen to Ken Grohe, President & Chief Revenue Officer at WekaIO, who shares the secrets to Silicon Valley selling in today’s episode. We discuss: How to get your team members selling when you aren’t in the room Why appearances still matter Ken’s unique title This post includes highlights of our podcast interview with Ken Grohe, President & Chief Revenue Officer at WekaIO. For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Word of mouth is one of the most powerful marketing tools. Yet most marketers have know idea how to harness it. You don’t need to wait for it to happen organically… You just need the right strategy. And there’s no one better to learn from than JP Clement, CEO at boomtime Word of Mouth Marketing. In today’s episode, he shares how to harness word-of-mouth marketing effectively (and strategically). What we talked about: The power of word of mouth How to leverage channels you already use to boost word-of-mouth results Why you need to treat your LinkedIn page as a booth at a virtual tradeshow This post includes highlights of our podcast interview with JP Clement, CEO at boomtime Word of Mouth 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.

For the past year, everybody has been talking about the “new normal.” But there is also a new normal for marketing… And you either adapt or you go extinct. So says Mark Donnigan, Marketing & Business Growth Consultant at d-launch, who joined me on the podcast to go over how marketers should adapt to today’s buyer’s journey. What we talked about: How COVID has changed the buyer’s journey Why adaptability matters more than ever Why you should focus on solving problems and the beneficiary of your solution This post includes highlights of our podcast interview with Jonathan Pogact, Mark Donnigan, Marketing & Business Growth Consultant at d-launch For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

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.