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B2B Growth: A Daily Podcast for B2B Marketing Leaders

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: A Daily Podcast for B2B Marketing Leaders
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Now displaying: May, 2016
May 31, 2016

It’s tricky business keeping your sales reps happy and hungry.

When starting out, those initial rep hires are crucial to the success of your company, and deserve to be compensated for pioneering the process. However, subsequent sales reps are doing less bushwhacking and more following the leaders before them. What does compensation look like for them?

This is just one of the variables to consider when building a successful sales comp plan. In this episode, Raphael Parker, VP of Business at Segment, breaks down the four things you need to understand when building out your sales comp plan.

May 30, 2016

Using the phrase “calling to touch base” with your prospects is one of the worst things you could say.

“Calling to touch base” is essentially saying that there is no reason for the call, therefore there will be no value in talking with you. With the enormous amounts of competition for your audience’s attention, you have to bring value and personalization to every interaction.

In this episode, Scott Tretsky, VP of Sales at MobileCause, shares their systemized process of prospecting and the intentional techniques they use to ensure they stand out.

May 29, 2016

It’s sad to say, but the status quo for marketers is failure.

Only a shocking 30% of B2B marketers say their organizations are effective at content marketing. Why are we living in a data-saturated world and settling with 30% effectiveness?

In this episode, Allen Gannett, CEO of TrackMaven, talks about how content marketing strategies need to be data-driven instead of a set of ideas that merely shoot into the dark.

May 28, 2016

How do you know what stage your lead is in when they enter into your funnel?

Are they ready to buy? Do they want more information? Or is this their very first time hearing about you?

You can organize your sales leads by offering different types of content and calls-to-action and observing what they are attracted to.

In this episode, Bill Seagraves, President and Founder of Catchfire Funding and Author of Be Your Best Boss, explains how different learning styles and self-identification can help you understand and organize your leads.

May 27, 2016

In this episode, we talk about a new show that our team recently launched. You'll probably love it.

May 27, 2016

When you hear of Tinder, do you think of B2B sales?

Well, it did for this guy. Jonathan Green, Head of Business Development at Sweet Fish Media, breaks down five things Tinder taught him about B2B sales. In this episode, Jonathan makes a hilarious comparison between the two.

May 26, 2016

Jonathan explains a lesson he's learned from doing B2B sales, and how it's impacted his everyday life.

May 26, 2016

The majority of professionals are using LinkedIn incorrectly.

What’s their mistake? They use their LinkedIn profile as a personal resume to talk about themselves. Maybe you’re one of these people. The truth is your LinkedIn profile needs to talk about how you can help your audience.

In this episode, John Nemo, bestselling LinkedIn Author and Trainer, shares how you need to stop using LinkedIn as a stagnant resume page and start using it to boost your sales funnel.

May 25, 2016

Would you rather hear an episode about email list building or email list segmentation? Send an email to james@sweetfishmedia.com and let us know.

May 25, 2016

Is your value prop actually communicating your company’s value?

These days people want to know specifically what you’re bringing to the table. Having a vague value prop will only frustrate and confuse potential customers. This ConversionXL blog post goes into detail of what a value prop is and is not, and how to create a good one.

In this episode, Eric Sharp, Founder of ProtoFuse, chats with us about the importance of a well-defined value prop. He also talks about how to articulate your value proposition on your website so that it increases conversions, leads, and sales.

May 24, 2016

We want to hear about your most botched sales call. Send an email to jonathan@sweetfishmedia.com and we promise not to judge. :)

May 24, 2016

The standard 20% win rate in sales is no longer acceptable, and data is driving the change.

Data is the core of any organization, and forming intelligence around that data sets the organization up for success. This is known as account-based intelligence, and it’s changing the game of B2B sales.

In this episode, Daniel Barber, VP of Revenue at Node.io, explains the importance of being data-driven when exploring the account-based model.

May 23, 2016

In this episode, we talk about a tool that helps us follow-up with prospects, clients, vendors, and our internal team.

May 23, 2016

In the body, we have eyes, arms, fingers...all working together to keep the body healthy and functioning properly.

When you look at helping another business, you have a chance to figure out what part of their body they need help with. If they broke their foot and you have a foot to offer, you just became a commodity to them.

In this episode, Carol McKown, CEO of Raise Global Services and Raise Energy Solutions, talks about how to not only meet your customer’s needs, but to become so ingrained in their business that they can’t live without you.

May 22, 2016

5.4 million sales pipeline transactions…

Can you imagine how much valuable data you could pull from that many transactions? Well, luckily for all of us, somebody did.

Today’s guest is Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com. In this episode, Gabe shares some staggering findings from the InsideSales team’s study about what those 5.4 million transactions tell us about managing sales pipelines.

Get ready to learn.

May 21, 2016

Every founder was once that raw entrepreneur trying to get the marketplace to pay attention to their idea.

A founder starts out as the one-stop shop for every aspect of their company—product development, marketing, sales, fundraising, evangelism, and the list goes on. Then, as success is reached, the founder typically transitions into a CEO role where building the team becomes more important than the individual tasks themselves.

In this episode, Todd Uterstaedt, President of From Founder to CEO, walks us through the three things you need to know to smoothly transition from Founder to CEO.

May 20, 2016

...when it's time to commit. It's time.

May 20, 2016

B2B branding is generally quite boring.

B2B companies are so fearful to get creative with their branding that they stick to the basics, like features and pricing, and completely pass over making an emotional connection with their audience.

Being creative doesn’t have to be complicated. You just have to find the gaps in how other companies are connecting with your audience, and then do things that people are going to notice.

In this episode, Russ Perry, Founder of Design Pickle, explains why B2B companies should be more creative in their branding and how to use humor and novel ideas to stand out.

May 19, 2016

Jonathan explains a lesson he's learned from doing B2B sales, and how it's impacted his everyday life.

May 19, 2016

Most companies record their sales calls, but few of them are doing anything with those recordings.

Your sales calls hold powerful information that will be able to help future sales reps. It’s not like brand new problems are constantly arising, you’re typically dealing with the same problems different reps.

In this episode, Steve Richard, Founder and CRO of ExecVision.io, shares the 5-step process on how to actually use your recorded sales calls and practical advice about sales recording laws.

If you’re looking for more information on what works and what doesn’t on real sales calls, and how to apply it in your sales life, register for ExecVision.io’s free Call Camp.

May 18, 2016

Would you rather hear an episode about marketing automation or sales automation? Send an email to james@sweetfishmedia.com and let me know.

May 18, 2016

Think of sales as a game: don’t worry about the commission.

There is too much focus put on the dollar, rather than the quality of work. Sales is a game that can be played well with the right attitude, preparation, and execution.

In this episode, Steve Dines, VP of Business Development at ARCCA, a forensic engineering firm, explains how a Mike Ditka mantra positioned his sales team for success.

May 17, 2016

Everyone and their mom has advice to share. What's a common piece of advice that you've heard that just doesn't ring true for you?

May 17, 2016

Stop caring if people like you; it does not matter.

In sales, you could be the most charismatic, friendly rep, but if your product does not deliver value then you won’t make the sale, period. Trust is what’s most critical, and that doesn’t always correlate to being liked.

In this episode, Keenan, CEO of A Sales Guy and Author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You, breaks down the truth about needing to be liked in sales in the “I Like My Salesperson” Matrix.

May 16, 2016

No more going back and forth 27 times to find a time on the calendar that works for everyone.

In this mini-episode, we talk about a tool that will help you avoid the miserable game of email ping pong...for good.

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