B2B Growth

B2B Growth is a podcast dedicated to helping B2B marketing leaders achieve explosive growth. Each episode features an interview with a B2B marketing executive or thought leader, discussing topics like: B2B marketing strategy, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B strategic partnerships, aligning marketing with sales, social media, content creation and promotion, leadership, buyer personas, agile marketing, and more.
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B2B Growth




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Now displaying: April, 2016
Apr 30, 2016

In today’s world, employee engagement is no longer just “nice to have”: it’s a necessity.

Research shows that employee engagement plays a critical role in productivity, so not only will your employees be happier, but your company will benefit as a whole.

In this episode, B.J. Schone, Founder of Awesome Boss, shares practical things managers can to do to engage their employees.

Apr 29, 2016

A one-size-fits-all sales dev plan does not exist.

Replicating another company’s strategy or hijacking methods from a previous job will not cut it. Customized frameworks are required to thrive in everything from marketing specialization to millennial employee retention.

In this episode, Trish Bertuzzi, CEO of The Bridge Group and Author of The Sales Development Playbook, shares six frameworks needed to succeed in sales development.

Apr 28, 2016

During this episode, James makes one of the weirdest requests ever.

If you'd like to respond to his request, send him an email:

Apr 28, 2016

Most sales teams would never use “personalization” and “scalability” in the same sentence, but today’s sales environment requires both.

Using empathy to form a true connection with prospects will aid for much higher conversion rates than the standard blanket communication model.

In this episode, Sean Kester, VP of Product Strategy for SalesLoft, shares strategies and software that enable personalization at scale.

Apr 27, 2016

You don’t need to over-complicate your sales strategy. Heck, you don’t even need sales experience to build something successful.

Tony Cappaert, Co-founder of Contactually, had zero sales experience and took a grassroots approach to building their team.

In this episode, Tony shares their approach to creating sales processes that led them to a 20% jump in conversion rates.

Apr 26, 2016

Sales and marketing teams have always been at odds, but there is a deeper feud that rarely gets discussed.

Sales and engineering teams are constantly pointing fingers at each other for products not selling. Rather than working in silos, these teams need to join forces in order to build a product people actually want to buy.

In this episode, Ryan Bott, Head of Sales at Tanner Labs, explains how to build a sales-ready product by having sales and engineering teams work side by side.

Apr 25, 2016

For most companies, the typical trajectory is to launch in a test market, learn, shift, and slowly expand into more markets as demand increases.

PivotDesk pretty much did the exact opposite. After launching in 29 markets, the company decided to scale back and restructure their team, which led to a staggering 300% increase in sales.

Ginevra Figg, VP of Sales and Marketing at PivotDesk, transparently shares the story and strategy that led to PivotDesk’s success.

Apr 23, 2016

Our team is putting together a list of the best books for sales executives.

Send an email to and let us know your favorite book on sales or leadership.

Apr 22, 2016

Is your company completely missing the mark with it’s product demos?

Product demos can be an incredible sales tool, but many companies are making mistakes that squash any hope for a sale.

Steli Efti, Founder and CEO of, reveals the inner workings of what makes product demos successful or not.

Apr 21, 2016

B2B sales has taken a major shift.

Cold emails are not providing high response rates and content marketing is losing traction. The reason? B2B companies are missing the mark by not focusing on highly targeted lead generation.

In this episode, Rik Nauta, CEO and Founder of, walks us through three mistakes that B2B sales teams are making and how to solve them.

Apr 20, 2016

Managing a sales team requires about 50,000 moving parts.

Between hiring, strategizing, educating, executing, evaluating, and adjusting...things can get chaotic. The reality of the matter is, sales teams have been in existence since the dawn of time, and most companies and salespeople struggle with the same issues.

In this episode, Mark Roberge, Chief Revenue Officer at HubSpot and Bestselling Author of The Sales Acceleration Formula, shares his solutions to problems that occur over and over again in the world of sales.

Mark breaks down his formulas for hiring a sales team, building a strategy, managing a team, and generating demand.

Apr 19, 2016

Marketing and sales are both telling a story. If it’s not the same story, they could end up stalling—or halting—the momentum of a deal.

In this episode Matt Heinz, President of Heinz Marketing, explains why marketing should start speaking in terms of revenue impact—and how to get marketing and sales to start aiming for the same goals.

Apr 18, 2016

You’ve heard of account-based marketing. And a new buzzword is account-based sales development.

But Craig Rosenberg, Co-Founder and Chief Analyst at TOPO, says these aren’t enough—businesses should move toward account-based everything.

The idea is to target a set of accounts, then organize your entire revenue chain, from marketing to demand gen to sales development to sales to upsell to product, in order to capture that particular set of accounts.

In this episode, you’ll learn how.

Apr 15, 2016

Over 70% of the world’s goods and services are sold through a channel, through some kind of third-party distributor.

As we’re changing and evolving our sales/marketing strategies in direct sales, we also need to think about them in indirect—how we can support those partners who are face to face with our customers.

In this episode, the guys talk with Jen Spencer, Director of Sales & Marketing at AllBound. If you’re not already sold on using resellers to grow your business, you will be after listening to her.

Apr 14, 2016

Why should your business consider international growth?

Maybe the better question is, why not? The world is as connected as it’s ever been, and entrepreneurs and businesses have an opportunity to improve lives all across it.

If you’re interested in international growth, check out this advice from Tom Verghese, Founder of Cultural Synergies, a man who helps businesses expand across national borders for a living.

Apr 13, 2016

You know a bad churn rate can hinder your growth, but it’s just so easy to set the issue aside.

When you look at ways to optimize churn rate, it transforms the entire customer experience—and that’s not something to take lightly.

In this episode Matt Goldman, CEO of Churn Buster, shares some valuable advice about how to recover from mistakes, whether voluntary or involuntary, and keep from losing your customers.

Apr 12, 2016

Social media is vastly misunderstood in the business world, especially in the B2B space.

Most people see it as a place for marketing and self-promotion, when in reality it should be a place for engagement and relationship building.

In this episode Kyra Reed, co-founder of Made To Order Agency, breaks down the top 10 relationships you should be engaging on social media and how they can benefit your company.  

Apr 11, 2016

Webinars can be a win-win for both the host and the audience. The audience gains valuable knowledge and the host gets the chance to pitch their product.

Some would consider preparing, producing, and promoting these mutually valuable webinars is somewhat of an art form.

In this episode, Tim Paige, Conversion Educator at LeadPages, shares his proven tips and tricks from producing over 400 webinars.

Apr 8, 2016

There are producers of products and there are the end users of those products. Then, there are middlemen in between, or “channel partners.”

They’re incredibly valuable in the world of marketing and sales, but you have to know the ins and outs of marketing to and through channel partners to get the most out of that relationship.

Russ Graf, VP of Sales at NetStock, has a lot of experience in channel partner businesses, so he knows how to seamlessly fit a product or service into their world. Check out his advice to learn how to involve channel partners in your growth strategy.

Apr 7, 2016

If you’re in B2B sales, and you’re not reading the Hubspot Sales Blog on a regular basis...then start today.

In this episode we talk to Emma Brudner, the Section Editor of the Hubspot Sales Blog. Since Emma took over the sales blog about 18 months ago, traffic has grown over 1,500%. So she has her finger on the pulse of content that sales professionals are hungry to consume.

During this interview, we chat with Emma about sales interview questions, subject lines, and a terrible prospecting email.

Apr 6, 2016

Bad habits can get your sales team into a mess, but good habits can make them more productive with far less effort.

Mark Birch, Founder of the Enterprise Sales Meetup, has five disciplines that help him organize his sales efforts and ensure that his energy isn’t wasted anywhere. If you follow his lead, it’ll help you crush B2B sales. 

Apr 5, 2016

Cold calling isn’t dead.

That might come as a shock, but having the right mindset and approaching it as a discipline to practice rather than a pass/fail task changes the game.

In Episode 31, Matthew Pell, Founder of Seacliff Sales Accelerator, shares the surprising success of cold calling and his proven systematic consulting process.

Apr 4, 2016

Sales has become so impersonal that people are automatically filtering messages into their mental graveyard.

A drastic shift needs to happen if salespeople are going to connect with their potential customers.

In Episode 30, Aaron Frazin, Founder of Charlie App, shares with us why salespeople need to slow down and how they can personalize their sales process.

Apr 1, 2016

Managing a sales team takes a lot of grit.

Dealing with strong personality types, gender differences, and customer egos can be a daily feat or failure. Having a people-focused mentality will help better steer any salesperson or manager through their workday.

In this episode, we got to chat with Richard Harris, Founder of The Harris Consulting Company, about three insightful ways to be more people-focused in sales.