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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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Jul 11, 2016

How can you help your sales team understand the importance of getting data into your CRM?

How many calls to schedule a meeting? How many meetings to make a sale?

These numbers are crucial for every sales rep. Know your numbers, know your pipeline, and let marketing take over.

In this episode, Drew Woodcock, VP of sales at ChowNow, shares with us how you can motivate your sales team to understand the importance of getting data into your CRM.

Jul 10, 2016

Your salespeople don’t care how many clicks your email gets. Their metric is the amount of people who follow through on those clicks.

Are your meetings leading to more sales? If not, then it’s time to look at a different metric that can move the needle for your business.

In this episode, Brandon Bruce, CEO & Co-Founder of Cirrus Insight, talks about CRM adoption and how you can bring Salesforce to your inbox.

Jul 9, 2016

The effectiveness of your sales team to drive revenue determines if everything else in your business will be successful.

It’s easier to keep track of the status of your sales team and what needs to be tackled next by using the Five F’s: Field, Focus, Fundamentals, Forecast, and Fun.

By keeping these categories in mind as a sales leader, you can see where your team is working well and where things need to be improved.

In this episode, Todd Caponi, Senior VP of Sales at PowerReviews, talks about how he uses these five categories to create scalable growth in the sales organization at PowerReviews.

Jul 8, 2016

Sales can often feel like tossing messages in bottles to your audience and hoping they respond to you instead of your competitors.

What’s a sales teams to do? Enter in collaborate selling. Collaborative selling gives you the competitive advantage you’ve been looking for, allows you to take control of the process, and gets prospects invested in your product.

By working closely with your prospect early, you have a better chance of getting them on board and shutting out the competition.

In this episode, Matt Tortora, VP of Sales at Goby, explains collaborative selling and why you should be using it in your business ASAP.

Jul 7, 2016

Your sales reps spend time on things every day that do not generate revenue.

The solution? Sales process automation.

When it comes to automation, you might be asking yourself, “Is there a problem?” and “Do we really need to automate this?” The answer is yes.

In this episode, David Hood, CEO at VanillaSoft, unpacks three problem areas in your sales system and how to automate them.

Jul 6, 2016

Whether you manage two people or over 40,000 people, you can always learn ways to be a better leader.

Often experience is the best teacher, but it’s great to hear some words of wisdom from people who have been around the block a time or two.

In this episode, Lee Cockerell, Founder of Lee Cockerell, LLC and former Executive VP of Operations at Walt Disney World Resort, shares his lessons in leadership, including the A.R.E. philosophy and the 4-P framework to have more effective meetings.

Jul 5, 2016

If you don’t know why something’s broken, you can’t fix it.

This is true for many things in life, but it’s especially relevant when you join the leadership team of a company with a broken sales structure.

Set yourself up for success by knowing exactly what you’re getting yourself into before walking in the door. Surprise elements lurk everywhere, but with a few tips, you can be prepared for anything.

In this episode, Michael Muhlfelder, VP of Sales for the Americas at Targit, provides four tips to help you prepare for the ins and outs of rebuilding a broken sales  structure.

Jul 4, 2016

Nobody likes talking to a robot, but with the wrong sales script, that’s exactly how your cold calls will feel to your prospects.

To avoid this (and the inevitable dial tone) you need a sales script that invites the prospect into conversation by asking the right questions and gets them to do most of the talking for you.

We’ll also tell you the 6-part framework of the ideal sales script that will help keep rejections to a minimum.

In this episode, Clay Clark, Founder and COO at Thrive15, explains how to create the best sales script for the perfect sales call.

Jul 3, 2016

There is no magic formula for outbound email cadence.

You want to keep in line with the eight touch point standard, but you don’t want to come off like a stage-five clinger. So what’s the balance? It’s not what you may think.

In this episode, Brandon Redlinger, Head of Growth at PersistIQ, shares four elements of outbound cadence and what’s been successful for this Y Combinator-backed SaaS company.

Jul 2, 2016

Relationships are everything in sales; everyone knows that.

However, how are you measuring those relationships? To convert key accounts into paying customers, it is necessary to put your data where your mouth is.

In this episode, Jermaine Edwards, Founder of the Key Account Hack System, explains how to create a key account sales strategy from measuring customer relationships.

Jul 1, 2016

Salespeople generally enjoy the motivation that gamification brings.

However, your organization shouldn’t have the “If you’re not first, you’re last” mentality.

Gamification 2.0 gives way to incentivizing behaviors that align with corporate goals over competition between employees.

In this episode Gal Rimon, Founder and CEO of Gameffective, shares ways to use sales gamification to improve sales performance and align your employees with corporate goals.

Jun 30, 2016

There’s always a gap between where you are and where you want to be.

Whether you’re just launching or you’re reevaluating your place in the market, seeing the gaps and knowing how to fill them is critical. Through strategic planning, understanding your competitors, and embracing pitfalls, you can find your fit in the market and position yourself strategically.

In this episode Tony Winders, B2B Marketing Consultant for Advertising, Technology, and Media Companies, shares his B2B go-to-market strategy and tactics.

Jun 29, 2016

Think of account-based intelligence as the delivery agent of information needed to drive pipeline growth.

Centering marketing and sales teams around accounts will improve the quality of leads generated and create new opportunities with your existing leads. It’s a win from all angles.

In this episode Matt Benati, Co-Founder and CEO of LeadGnome, breaks down three ways account-based intelligence drives B2B growth.

Jun 28, 2016

Content marketing in the B2B world is tough.

In a Content Marketing Institute study, they found that 62% of B2B content marketers say producing engaging content is their greatest challenge.

How do you create content that doesn’t point to your product with a giant foam finger, but still guides people into your funnel? You ask the right questions.

In this episode Nick Raithel, Commander in Chief at Content Corps, shares three critical questions to ask to ensure your B2B content marketing strategy fuels your funnel. He also shares a link for B2B Growth listeners that includes an expanded list of questions and strategies.

Jun 27, 2016

When sending cold emails, the content you write must provide value.

That way, your reader is willing to exchange their time to read your email and, hopefully, exchange their money for your product or service down the road. In order for this to be a possibility, there are a few tactics you should bring into your cold email strategy.

In this episode Heather Morgan, CEO of Salesfolk, shares the science of architecting a cold email from research to reply, and she also shares Salesfolk’s Cold Email Mastery Course for detailed tips, tricks, and templates.

Jun 26, 2016

In order to build a fine-tuned sales machine, great technology has to be a given.

There are sales tools to streamline everything from contacts to conversion, so in order to know what your company actually needs, you need to start asking questions.

In this episode Fred McGill, VP of Marketing and Business Development at Redox, unpacks four questions to ask when evaluating sales technology.

Jun 25, 2016

Leaders set the bar for risk within an organization.

They have to be aware that they are constantly signaling messages about the risk culture and that those signals impact everyone within the organization.

In this episode Yuval Bar-Or, Faculty at Johns Hopkins Carey Business School and Founder of Light Brigade, explains risk culture and how leaders can strategically define and shape it within an organization.

Jun 24, 2016

Customer success is a two-sided coin.

On the first side is data, and on the other is customer-centricity. Data is great, but if it’s not used to put the customer at the center of the process, then it’s not going to do your company any good.

In this episode Alex Raymond, Founder and CEO of Kapta, unpacks his blog post, The Rise of Account-Based Customer Success, and the five things every B2B executive needs to understand about account-based customer success.

 

Jun 23, 2016

It’s undeniable that what you give out is what you get back.

It’s beneficial to you and your company to fill your day with positive thoughts and actions, because what goes around comes around.

In this episode Chris Fisher, VP of Sales at Intellect, breaks down his 12 Rules of Business Karma.

Jun 22, 2016

If you’ve ever sent a “gift” with a promotional logo on it, then your gift-giving skills suck.

Listen up: when it comes to strategic gift giving, you need to be asking “What is the most I can do for this client or prospect?” and then work backwards from there.

In this episode, John Ruhlin, Founder of The Ruhlin Group and author of Giftology, shares how to give over-the-top gifts that surprise, blow minds, and sweep people off their feet.

Jun 21, 2016

Imagine one of your sales reps in a buyer meeting, fumbling through papers, searching for the current data sheet he or she printed off before leaving the office.

Not the most professional image of your reps, or company for that matter.

Salespeople must have the best materials at their fingertips in the moments when a prospect either becomes a buyer or walker. Mobile sales tools are a great way to enable your sales team by providing them with optimal sales media.  

In this episode Orrin Broberg, CEO of App Data Room, breaks down four ways to leverage mobile sales enablement tools for outbound sales.

Jun 20, 2016

One of the trickiest questions every founder faces is, “When do I build my sales team?”

It’s a difficult question, because there is no perfect answer. A level of uncertainty exists whether you’re hiring your first salesperson or you’ve reached massive success with a 100+ person sales team.

In this episode Matthew Bellows, Founder and CEO of Yesware, shares his knowledge and experience building and scaling Yesware’s sales team. He also shares an SaaS Entrepreneur Spreadsheet that helps companies determine how quickly a salesperson can become profitable.

Jun 19, 2016

100 episodes? Guess we’re doing something right.

In our centennial episode, we dive into how we’ve leveraged this podcast to create real, substantial relationships with our ideal clients.

We cover our five biggest takeaways, how we added $1.2 million to our pipeline in the first 90 days, and how the podcast grew to over 1,000 downloads per day.

Why are we sharing the details of our podcast content strategy?

Because you can do what we’re doing.

Jun 18, 2016

If there is brand equity in the B2C marketplace, is there such a thing as sales equity in the B2B world?

In the B2B marketplace the value to the individual you’re selling to is paramount. At the end of the day, you’re not selling to a company, you’re selling to a person.

In this episode Tom Cates, Founder and Chief Storyteller at Sales Equity, breaks down how to build trusted relationships with your B2B customers and how to avoid the F-word in business.

Jun 17, 2016

In 2012, there were over 270,000 conferences in the U.S. alone.

Why are conferences doing so well? Conferences allow people to not only educate themselves, but also connect with like-minded people. We are inundated with heaps of virtual noise, so having a face-to-face conversation with someone is incredibly valuable.

In this episode Al Torres, Chief Commercial Officer at SummitSync, explains how to strategically vet, asses, and track ROI on the best conferences for your company.

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