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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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Now displaying: October, 2018
Oct 31, 2018

In this episode we talk to Adam Wooley, Director of Demand Gen at Prezi.

Check out the report mentioned in this interivew: The 2018 State of Attention Report

Click here to connect with this guest on LinkedIn.

Oct 31, 2018

In this episode we hear from Matt Heinz, President of Heinz Marketing.

Here are a few of the takeaways from the conversation:

1) Know the why behind the content you're creating.

2) Don't just share insights, share how people can take action on it.

3) One way to scale content collaboration is to survey hundreds or thousands of people, and have them contribute to the content you're creating.

Oct 30, 2018

In this episode, Anthony Kennada shares 3 critical things that he and his team did at Gainsight in the early days of building the customer success category.

Make sure to subscribe to Anthony's most recent project, B2B Creatives, on Apple Podcasts (or wherever you listen to podcasts).

Oct 27, 2018

In this episode, James & Logan share 3 specific areas we're making changes to improve our service as a podcast agency.

No one likes to hear criticism, but it's what you do with that feedback that can greatly change your trajectory. We're taking some recent feedback to heart & making steps to improve & grow.

When you have a system for addressing broken processes, you set yourself up for better success in the future by learning from your shortcomings instead of accepting the status quo or chalking it up to a "high maintenance" customer.

Oct 25, 2018

In this episode, Logan shares the simple setup used for recording B2B Growth episodes.

Many people think you need to invest hundreds or thousands of dollars in a professional sound studio to get a podcast started--it's simply not true.

There are much more important strategic decisions that will impact the success of your podcast, so don't let the audio equipment question stop you from getting started.

Here are the items Logan mentions in this episode:

Oct 25, 2018

In this episode we talk to Jon Dick, VP of Marketing at HubSpot.

Jon shares a recent research report conducted by HubSpot on B2B companies' go-to-market strategies. Many of their findings pointed to the power of live chat meeting buyers where they want to engage with your company.

Jon advocates for marketers being the champions of simplicity within their organizations to reduce the friction customers experience when engaging with any functional group within your company.

For more of the data, check out Jon's blog post that we discuss in this episode:

Live Chat Exposes a Fatal Flaw in Your Go-to-Market

Click here to connect with this guest on LinkedIn.

Oct 24, 2018

In this episode, James introduces a brand new series dedicated to the category of Content-Based Networking.

Oct 23, 2018

In this episode, James and our new series co-host John Rougeux talk about why B2B brands should create categories. They also talk about what you can expect from this series in the future.

Oct 22, 2018

In this episode we talk to Melinda Durkee, President and Chief Sales Officer at Proforma Durkee.

Click here to connect with this guest on LinkedIn.

Oct 20, 2018

Your Process is More Important Than the Result

In this episode, James & Logan break down a lesson James has been thinking about from a conversation with a friend recently.

Is recent success always an indicator that you have a good process?

More often than not, it won't be.

James shares how you can avoid letting short term success fooling you into thinking that you have a good process & how to seek out advice on analyzing your process for long-term success.


MailTag is a lightweight sales platform for Gmail that lets you know what happens after you click send.

Try a free 14-day trial at MailTag.io. No credit card required.

Plus, save 50% on your subscription (for life) when you use the code SWEETFISH!

Oct 18, 2018

In this episode, Logan shares 4 formulas for naming your podcast so that it speaks directly to your ideal buyers.

These include:

1) Ideal buyer’s industry + ideal buyer’s role

2) Ideal buyer’s industry + generic role

3) How to + what your ideal buyer is responsible for doing

4) Optimal characteristic + type of business your ideal buyer runs/works in

Remember, you should have at least 2 goals with your B2B podcast:

  • strategic relationships with your guests

  • attracting listeners

When your show has a clear name, you'll be setting yourself up to achieve both of those goals.

Oct 15, 2018

In this episode we talk to Dayna Rothman, VP of Marketing at Mesosphere.

Check out Dayna's blog post that inspired the conversation in this interview.

Click here to connect with this guest on LinkedIn.

Oct 13, 2018

In this episode, James & Logan share the weird sales problem we're experience at Sweet Fish & what we're doing to tackle it.

Automation vs manual personalization in email is a common debate in #B2B sales right now, but that usually relates to securing the 1st appointment with a prospect. At Sweet Fish, we've been discussing how to strike this balance after the initial sales call & further along in the sales cycle.

At Sweet Fish, we aren't struggling to secure 1st appointments with prospective clients for 2 reasons:

  • Our first touch point is often asking potential clients to be guests on our podcast, which has a very high response rate (especially when you compare it to traditional cold email).

  • We are fortunate to be receiving a lot of inbound traffic because of the podcast content & brand influence that we've built through the show.

So, what are we doing about our weird sales problem?

  • Spending more time discussing next steps during the 1st call, and offering ways to add value in the next engagement with the prospect.

  • Segmenting follow up based on the tier of the account & opportunity.

  • Creating snippets for portions of emails (instead of complete email templates) that allows for a balance between manual personalization & semi-automation.

Check out the 2 tools Logan mentioned here:

Oct 12, 2018

In this episode we talk to Tom Casano, Founder of Sure Oak.


Want help developing your plan to become an influencer & thought leader?

Check out IMPACT SUMMIT on Oct. 13th in Salt Lake City.

B2B Growth listeners can get 15% OFF with the promo code: SWEETFISH.

Click here to connect with this guest on LinkedIn.

Oct 12, 2018

In this episode, Logan shares 4 simple ways to build your audience by consistently promoting your podcast across different channels.

These include:

  1. Co-Promotion Opportunities

  2. Email Signatures (espcially with tools like Sigstr).

  3. LinkedIn Status Updates - share the value of the content, don't ease it.

  4. Marketing Automation Sequences - again, repurpose the audio into written content that fits the medium.


Want help developing your plan to become an influencer & thought leader?

Check out IMPACT SUMMIT on Oct. 13th in Salt Lake City.

B2B Growth listeners can get 15% OFF with the promo code: SWEETFISH.

Oct 11, 2018

In this episode we talk to Beau Brooks, VP of Sales at Formstack.

Beaus shares, from years of leading sales teams, key strategies & tools to use when running a successful remote team of salespeople.

His advice includes:

  • What to look for in the hiring profile for a remote

  • Why using video for internal calls & customer-facing meetings are so important

  • Strategies & tools for better coaching of your remote team

  • Ideas for keeping people plugged in & movitated

A few resources Beau recommends in this interview:

Never Split the Difference by Former FBI Hostage Negotiator Chris Voss

Gong for call recording, sharing & analysis

Click here to connect with this guest on LinkedIn.


Want help developing your plan to become an influencer & thought leader?

Check out IMPACT SUMMIT on Oct. 13th in Salt Lake City.

B2B Growth listeners can get 15% OFF with the promo code: SWEETFISH.

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