In this episode we talk to Kristy Krueger, VP of Marketing at Revel.
Check out the videos Kristy mentions in this episode here:
In this episode, Andrew Hurley, Director of Operations at Sweet Fish Media, shares 3 practical ways to get more done & acheive better results in 2019.
Andrew shares the following the importance of these tactical tweaks to getting more done:
1) Only work on 2-3 projects at a time
2) Prioritize finishing instead of starting
3) Remove blockers
In this episode we talk to Tony Eades, Chief Strategy Officer for Salted Stone.
Follow Tony at on Twitter: https://twitter.com/tonyeades
Check out the nuture bot Ton mentioned in this interview here: http://chatbots2020.com
In this episode we talk to Jeff Winters, President of Sapper Consulting.
In this episode James talks with Colton Leonard, President of 2Words Character Development.
1) The unique #ContentBasedNetworking campaign that allowed them to engage over 200 of their target accounts.
2) How two of their former podcast guests have turned into some of their highest revenue generating partners.
3) His number one tip for new and timid podcast hosts.
In this episode we talk to Heather Thompson, Senior VP of Marketing at Qorus Software.
Heather shares a systematic framework for executing on a large piece of user-generated content including the planning phase, providing incentives, how to reach out to your list effectively, orchestrating a follow-up webinar & re-purposing a large piece of content into multiple assets.
Register for the upcoming January 2019 webinar that Heather mentioned in this episode here:
In this episode we talk to Mike Dickerson, CEO of ClickDimenions.
The digital era has fundamentally changed B2B sales in three fundamental ways:
Sellers no longer have a monopoly on information. Buyers have almost unlimited access to more content to help them discover their pains, define their needs and research alternatives.
Buyers have more competitive alternatives. Using digital technologies, competitors can reach buyers regardless of geographic location and hour of day. Buyers no longer are beholden to the seller’s appointment schedule; they can do their buying work whenever and wherever they want.
Prospects are harder to reach. Cold calls don’t work. People don’t want to be interrupted, they don’t want to be sold and they are hard to engage. We know prospects are online, bit it requires skills to find prospects who browse anonymously in a universe of websites and content.
Buyers also are wary of all the spin, they put more weight on authentic customer reviews and trusted members of their social networks.
In this episode we talk to Matt Weil, VP of Sales at Highspot.
In this episode we talk to Matt Gingerich, VP of Sales & Success at Bombora.
Matt shares the sales process change that has contributed to $3 MM in late stage pipeline over the past 90 days.
Moving away from the typical pilot or PoC model, Bombora's Sales & Customer Success teams are teaming up to create 90-day action plans with future customers to "pre-onboard" them before they sign a new deal.
The results on sales velocity & negotiation with Procurement have been tremendous, often cutting time spent on negotiation with Procurement in half.
In this episode we talk to Emily Lonetto, part of the Growth team at Clio.
In this episode we talk to Matt Harper, EVP & Managing Director at The Marketing Practice.
In this episode, Eric shares the story of an inbound opportunity that went cold post-proposal. By inviting the primary decision maker to be a guest on his podcast (1 to 10), a deeper relationship was established and the sales opportunity is now back from the dead.
In this episode we talk to Harry Whelchel, Founder of ConvoPanda.
Check out the book Logan & Harry mention in this episode here: How to Win Friends & Influence People.
In this episode we talk to Chris Hefley, the founder and former CEO of LeanKit and currently the Chief Revenue Officer at Retrium.
In this episode we talk to Lauren Decker, Director of Product & Customer Marketing at G2 Crowd.
Lauren shares 3 distinct ways to incorporate the voice of the customer into all of your marketing initiatives:
Tip #1: Know who your customers are. Build out personas if you don’t already have them.
Tip #2: Embrace the good, the bad, and the ugly. When it comes to leveraging the voice of your customer, it’s a mentality not a marketing tactic. This means truly listening to what your product and brand are doing well and really digging into what could be better.
Tip #3: Create a culture where customers are heroes. Once you’ve developed a voice of the customer program, it should be incorporated throughout the organization - not just your marketing or product development teams.
Check out the full playbook shared in this episode here:
In this episode we talk to Tracy Strauss, VP of Marketing at Cylance.
In this episode we talk to Kati Ryan, Founder & CEO of A Positive Adventure.
1) The specific cadence he uses to nurture the relationship with each of his podcast guests.
2) How he incorporates elements of his sales process into his podcast interviews.
3) The impact that the content created from the show has had on their business.
In this episode we talk to Tracy Yelencsics, Vice President Global Marketing at Conduent.
In this episode we talk to Heather Hurst, Senior Director of Communications at Workfront.
Check out the 2018 State of Work Report mentioned in this episode:
The optimal number of goals you should aim to set annual
How to balance setting both habits & achievement goals
How often to review your goals
A resource James has started using after reading the book: Full Focus Planner
In this episode we talk to Daniel Faggella, CEO & Founder at Emerj.
Check out the articles Dan mentions in today's episode here:
Connect with Dan on Twitter: @danfaggella
In this episode we talk to Reid Rasmussen, Co-Founder & CEO of freshbenies.