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: August, 2016
Aug 31, 2016

When you’re managing a remote sales team, there’s no water cooler effect.

You can’t rely on the typical face-to-face experience of the 9-5 life, so managing a sales team requires more intentionality.

In this episode, Suzanne La Forgia, VP of Advertising Sales at Captivate, unpacks her experience in managing and building relationships with a remote sales team.

Aug 30, 2016

Cold calls are often answered with aversion.

Prospects zone into the yes/no script, itching for the moment they can hang up the phone. So how does a SDR break through?

Reps need to sell the meeting before they can sell their product.

In this episode, Jim Brown, Executive VP of Sales at Statwax, shares the secret to getting your prospects to talk to you and how to overcome objections.

Aug 29, 2016

Sales and marketing departments for B2B companies are spending $5.2 billion a year on creating and delivering content.

Shockingly, only 30% of that content is actually being used.

Content waste is costing companies, so how can marketers start producing content that both salespeople and customers can actually put to use?

The short answer: Content activation.

In this episode, Louis Jonckheere, Co-Founder and Co-CEO of Showpad, explains what content activation is and how to make it work for you.

Aug 28, 2016

Why do we consume content?

Because we’re hungry to learn. We hope to read or hear some new chunk of knowledge that we can apply in our lives to make things faster, better, stronger.

In this episode, Will Barron, host of the Salesman Podcast, shares several tips on how content can turn you into an industry celebrity, how to get motivated for sales success, and the fastest way to improve your sales skills.

Aug 27, 2016

Sometimes, the existing market categories don’t fully encompass the meaning or purpose of your business.

In that case, you might have to branch out and create your own category. This method comes with a lot of additional hurdles to success, but when done correctly, it can be extremely rewarding.

In this episode, Eric Larson, CRO of ENGAGEcx, discusses the unique challenges of working outside of established business categories and how to successfully meet those challenges head on.

Aug 26, 2016

If the general rule for sales managers is to have 10+ years experience, then Kevin Chiu is the exception.

Kevin joined his company as a 20-something sales manager with little experience and an insatiable hunger to learn.

In this episode, Kevin Chiu, Manager of Inside Sales and Operations at DigitalOcean, breaks down 10 lessons he’s learned early as his company grows by 1,000 organic customers per day.

Aug 25, 2016

An email from a company tells you about their great product, but a coworker tells you about a lousy experience with that same company and/or product.

Whose opinion do you trust? The company trying to make a sale or the person you actually know?

This reliance on human advice works with positive feedback, too. A glowing review from an independent speaker at a conference is far more likely to gain your attention than a company spokesperson.

In this episode, Jim Williams, VP of Marketing at Influitive, explores the power of customer advocacy and how to bring the human touch to your marketing strategy.

Aug 24, 2016

If you have an account-based marketing strategy, you understand that it’s rooted customization.

In order for this tailored approach to be successful, you have to deliver customized content and a personalized experience to every account.

In this episode, Hana Abaza, VP of Marketing at Uberflip, explains three account tiers for an ABM approach and how to strategically deliver content.

Aug 23, 2016

There is a new generation of startups pioneering into industries not yet ventured into before - no playbook included.

This is where account-based marketing offers up opportunities and nuances when your target buyer isn’t clearly defined.

In this episode, Anthony Kennada, VP of Marketing at Gainsight, talks about the long list of opportunities that ABM presents for companies entering into new product categories.

Aug 22, 2016

First things first, you have to get over your fear of data.

Data is not as hard to consume as it might seem. And when it comes to account-based marketing, you’re really only after two metrics:

How do you increase sales productivity? What makes your marketing more effective?

In this episode, Sean Zinsmeister, Senior Director of Product Marketing at Infer, explains how predictive analytics can come alongside and benefit your account-based marketing strategy.

Aug 21, 2016

With account-based sales development, the more specific and focused you can be for your client the better.

When you have a segmented and focused process, each team has specific functions, and it’s easy to boil down the core metrics to track. You’ll gain specific insights to see how well the process is working, what’s successful, and what needs to be adjusted.

In this episode, Jeremy Boudinet, Director of Marketing at Ambition, dives into four chapters from the Bridging The Gap, the ultimate guide to account based marketing & sales alignment for predictable growth.

Aug 20, 2016

Successful customer relationships are fueled by alignment within a company.

To be culturally aligned there needs to be common knowledge of the company’s ultimate objective, and how every person contributes to that goal.

In this episode, Jeremie Bacon, Co-Founder and CEO of Synap Software Labs, explains how your customer relationships thrive when your teams beat to the same drum.

Aug 19, 2016

Social media isn’t going anywhere.

If you are avoiding social media or have no idea how to use it, don’t get overwhelmed. Social media is rooted in the fundamentals of communication that have been around for decades.

In this episode, Evan Urbania, CEO and Co-Founder of ChatterBlast, explains how to not get overwhelmed and use social media to drive actual sales.

Aug 18, 2016

Customer success teams are built to serve and sales teams are built to sell.

Instead of being at odds with one another, align them in a way to create a dream team. If people play to their strengths, your company will see exponential growth.

In this episode, Nils Vinje, Partner at Glide Consulting, walks through a 3-part solution to maximizing the relationship between sales and customer success.

Aug 17, 2016

When people talk about your brand, what do they say?

From customers to competitors, open communication and a high quality of service are the common threads to igniting positive referrals.

In this episode, Paul Pagel, CEO at 8th Light, explains three steps to building a referral-based business.

Aug 16, 2016

In any sales conversation, there are two conversations happening: one between the seller and the buyer, and one between the buyer’s ears. Truth is, most salespeople are focusing on the wrong conversation.

In this episode, Jeff Lipsius, Creator of The Selling to the Point Strategy, explains how his selling approach is the paradigm shift needed in the information age.

Aug 15, 2016

Stop being salespeople, and start being humans. If your product isn’t going to help a prospect, be honest and do what’s in their best interest.

This level of authenticity will create a real human connection that is the root of any great brand.

In this episode, Mike Rizkalla, Founder of Brave New World, explains how authenticity can impact and benefit your prospects, customers, and sales team.

Aug 14, 2016

Prospects are more informed than ever, and B2B sales reps often struggle to add value in sales conversations.

Executive buyers are tuning out… in fact, according to Forrester, 81% of sales conversations are a waste of time! Effective strategies for sales training and coaching can make sales reps better at engaging buyers, and help reps close more deals.

In this episode, Robin Saitz, Chief Marketing Officer at BrainShark, discusses how to turn things around -- by turning your sales team into a dream team.

Aug 13, 2016

Being intimately connected with your product and sales process is a necessity, and CEOs are not excused from this truth.

In fact, being fully integrated in the product will reap big rewards.

In this episode, Darren Guccione, CEO and Co-Founder at Keeper Security, shares his experience building Keeper Security as CEO and his role in the sales process throughout.

Aug 12, 2016

The passion your team feels internally comes through to your buyer.

The more you tie your product to the ways you help people, the more you’ll foster genuine passion and excitement. From a leadership perspective, it’s important to constantly remind yourself why you do what you do, and then communicate that message to your team.

In this episode, Jessica Gibbons-Rauch, Director of Program Development at Club Colors, tells us how to inspire and retain passion in your team.

Aug 11, 2016

With the amount of personalization tools available, old school methods like “spray and pray” are a thing of the past.

There's a ton of software now that does everything from allowing you to connect with leads in the exact moment they open your email, to letting you see a prospect's personality type (based on the way they respond to your emails)'s insane.

In this episode, Max Altschuler, Founder of Sales Hacker and Author of Hacking Sales, shares practical sales hacks to make you the master of 'top of funnel' outreach.

Aug 10, 2016

Free software is an incredible lead generator...who knew?!

This company has created a one-two punch by using their software as a lead generation tool and then utilizing that targeted audience to sell a secondary service.

In this episode, Chris Lesner, Founder and CEO at Project World Impact, shares their unique approach to leveraging software as a lead generation tool.

Aug 9, 2016

You want your solution to be a priority for your prospects.

Ideally a prospect would move through the funnel at a good pace, you’d make the sale, and your customer would be happy. That’s all great, but there are a few tactics you need to follow to get a higher rank on the list.

In this episode, Eric Carlson, Head of Sales at Semba Mobile, shares 6 ways to build trust with your customer and bump your solution to the top of their priority list.

Aug 8, 2016

Success boils down to understanding the needs and desires of your customer. Plain and simple.

You need to discover what resonates most with customers, share that information amongst your team, and activate the idea.

In this episode, Sara Rodell, Founder of Loop & Tie, explains how to execute this 3-step process to drive growth.

Aug 7, 2016

To get prospects emotionally connected to your business, you must understand two things: the questions prospects have throughout the buyer journey and what makes your business remarkable.

If you can tie these two together, you’ve got a content marketing strategy made for success.

Mike Lieberman, Co-Founder and President of Square 2 Marketing, explains this concept and dives into detail on how to fully understand the buyer journey, ways to identify things that make your business remarkable, an agile approach to content marketing, and how to measure strategy success.

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